The Rise and Fall of the Account Manager

first_imgThe Account Manager is supposed to be responsible for making sure your client captures the value of using your products and services, and for helping to drive greater adoption. With that value recognized, the Account Manager can then introduce new offerings and create even greater value, bringing in the Account Executive to help create and capture these new opportunities. Well, in theory, this is what is supposed to happen.There is a reason that the Account Executive (supposed Hunter) is now the Account Manager (supposed Farmer) and the Account Manager is now Glorified Customer Service. The reason your Hunter isn’t hunting and your farmer isn’t farming is because each of them has taken one step down in responsibility. More accurately, they are pulled in that direction.When the customer service and operations teams can’t clean up the day-to-day challenges, maybe because the challenges are systemic, maybe because that team is disempowered, maybe because the Account Manager lacks trust in their operations team, maybe because the client has no trust in that team, or maybe because no one wants to engage in the conflict necessary to produce better results, the Account Manager steps in to solve those problems.Now, the Account Executive who ultimately owns the client, steps into their role of the Account Manager, trying to help the client with the existing problem and managing relationships without selling anything new, fearful of failing the client even further, and petrified of the pushback they expect from stakeholders who are already not happy.I’m just back from a day with the team at CEB, now Gartner, where they shared their latest research with me and a few other friends from the community. Their research shows that the strategies most companies believe will encourage revenue growth only end up causing members of the team that serves the client to do everything possible to retain the client–and nothing to actually grow the account.As I have written here and here, the best retention strategy is proactively creating greater value, from month to month, and quarter to quarter.Changing the Account Manager’s title to Client Success Manager (all the rage now) isn’t likely to clear up the lack of role clarity. It’s going to take a change in the overall strategy, and it’s going to require a clarity in roles–and a greater commitment to execution in each. Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Nowlast_img read more

HJS: Make Feb. 14 Parents’ Day

first_imgRight-wing outfit Hindu Janajagruti Samiti (HJS) on Saturday submitted a memorandum to Deputy Collectors and the North Goa Collector, urging them to stop “malpractices on Valentine’s Day.” HJS spokesperson Manoj Solanki said authorities should increase police patrolling in colleges and take action against speeding drivers. It has appealed to schools to celebrate February 14 as ‘Parents’ Day’.last_img

Western disturbance to the rescue

first_imgDusty weather conditions continued to prevail across parts of Punjab, Haryana and Chandigarh on Friday even as the weather department said the situation is likely to improve over the next 24 hours as a fresh western disturbance approaching the region is expected to bring in rain.Owing to low visibility, as many as 26 domestic flights were suspended at the Chandigarh international airport.According to India Meteorological Department, strong dusty winds are likely to continue across Punjab, Haryana and Chandigarh over the next 24 hours. The density of dust in the atmosphere is likely to decrease from Friday evening, with thundershowers expected over parts of north-west India. The key reason for the dusty weather has been the prevalence of west and south-western strong surface winds travelling from Rajasthan.Strong winds “The winds have resulted in increase in levels of coarse particles in the atmosphere in most parts of Punjab, Haryana and Chandigarh. The situation is likely to continue over the next 24 hours and would dissipate afterwards as a fresh western disturbance is approaching, which will affect parts of north India from June 15 evening onwards,” said Surinder Pal, Director of IMD, Chandigarh.Mr. Pal said light to moderate thunderstorm and rain is likely to occur from late Friday in the north-eastern parts of Punjab including Amritsar, Gurdaspur, Hoshiarpur, Jalandhar, Pathankot and adjoining areas and northern parts of Haryana, including Panchkula, Ambala,Yamunanagar, Kaithal including Chandigarh.Rain relief“The rain will increase in intensity and distribution and will cover most parts of Punjab and Haryana from June 15 to 18. Also, strong surface winds are expected in some parts of Punjab and Haryana during this period,” he added.Meanwhile, the Punjab Pollution Control Board has said that the situation is alarming as the air quality has deteriorated due to the haze. “The air quality index is alarmingly high in many cities of Punjab due to dust… Schools should be shut, children and old aged people should avoid going out as the weather condition could adversely impact their health,” Chief Environmental Engineer Krunesh Garg said.last_img read more

a month agoRice praises West Ham character for Aston Villa draw

first_imgAbout the authorPaul VegasShare the loveHave your say Rice praises West Ham character for Aston Villa drawby Paul Vegasa month agoSend to a friendShare the loveDeclan Rice praised West Ham’s character for their 0-0 draw with Aston Villa.Rice says West Ham would have lost Monday’s goalless draw at Aston Villa last season, but instead the confidence and spirit in the squad enabled them to grind out a hard-earned point.He told whufc.com: “To be honest, I think we’re very happy with the point. We were a bit slow in the first half. We kept the ball well at times, but it was a bit too end-to-end and in the second half, when we went down to ten, we knew it was going to be tough because we know they’ve got some top players, but we dug in, defended really well and were still creating chances.“We weren’t just sat back. We were still trying to get the three points and I think we can be happy with our night’s work.”He added: “When we’re playing now, we’re playing with that confidence. We’re defending hard, we’re attacking hard and every player who puts on the shirt, we’re feeling confident to go out there and get the three points.” last_img read more

24 days agoNicol urges calm around Chelsea outcast Pulisic

first_imgAbout the authorPaul VegasShare the loveHave your say Nicol urges calm around Chelsea outcast Pulisicby Paul Vegas24 days agoSend to a friendShare the loveLiverpool legend Steve Nicol says Christian Pulisic will come good at Chelsea.Chelsea fans have been pleading with Frank Lampard to give Pulisic more game time in the league, but the boss seems to prefer Pedro and Willian on either flank with Tammy Abraham in the middle.Regardless, Nicol explained on ESPN FC that Chelsea fans need to just give the youngster time, because he will get good in the end.“I think everyone should calm down,” he said.“He’s 21, he’s just started out on his Premier League career.“He’s what, six or seven games in? And everyone is jumping up and pressing the panic button.“This kid has ability, he also has something very important – a level head.“As much as everyone around him may be panicking, he understands that – because he’s been through it already at Dortmund.“He knows that patience is needed, and that through the ability he has, he’ll get there in the end.“I’m sure that right now he’s thinking – I’ve done it all before, I need to step up a level, but I can do this.” last_img read more

Urban Meyer On Conference Strength: “I Don’t Know Anyone Else’s Schedule”

first_imgARLINGTON, TX – DECEMBER 29: Head coach Urban Meyer of the Ohio State Buckeyes during the Goodyear Cotton Bowl against the USC Trojans in the second quarter at AT&T Stadium on December 29, 2017 in Arlington, Texas. (Photo by Ronald Martinez/Getty Images)Among the most prominent college football talking points heading into week two was that of Ohio State’s weak remaining schedule. Michigan State is the only ranked team on the Buckeyes’ schedule, which many SEC coaches, including Bret Bielema and Dan Mullen, complained about. The weekend did not go well for those two; Mullen lost by two against LSU despite the Tigers failing to generate any kind of passing offense, while Bielema’s Razorbacks were embarrassed by Toledo.When asked about the complaints during his Monday press conference, Meyer said that he doesn’t pay attention to any other team’s schedule.Asked about strength of conferences, Urban Meyer: “I don’t know anyone else’s schedule. … I don’t know how (people) know that.”— Ari Wasserman (@AriWasserman) September 14, 2015Urban Meyer says he has no idea how the Big Ten is perceived right now. “I don’t know anyone’s schedule…I don’t care.”— Ben Axelrod (@BenAxelrod) September 14, 2015While conference pride plays a factor in college football, for the top teams in the country, that’s probably the correct approach.last_img read more

Video: Bill O’Reilly Asked Urban Meyer If He’d Have Cut Jameis Winston Following The Crab Legs Incident

first_imgA closeup of Urban Meyer on Ohio State's sideline.INDIANAPOLIS, IN – DECEMBER 02: Head coach Urban Meyer of the Ohio State Buckeyes looks on as they play the Wisconsin Badgers during the second half of the the Big Ten Championship game at Lucas Oil Stadium on December 2, 2017 in Indianapolis, Indiana. (Photo by Joe Robbins/Getty Images)Ohio State head coach Urban Meyer made the rounds yesterday, appearing on The Dan Patrick Show, CBS, ESPN and Fox to promote his new book, titled “Above the Line.” Bill O’Reilly, host of The O’Reilly Factor, made sure to ask some interesting questions.O’Reilly, alluding to Meyer’s strict policies, asked the Buckeyes head man what he’d have done if Jameis Winston, who infamously stole crab legs from a Publix ahead of the 2014 season, had been on his team. He said he “would have had a hard time letting it go.”Of course, it’s always easy to say what you’d have done when you aren’t in the exact situation. That being said, Meyer probably runs a tighter ship now than he did in the past.last_img read more

Canada adds 32300 jobs all full time as jobless rate stays at

first_imgOTTAWA – The economy delivered 32,300 net new jobs last month as Canada generated a rush of full-time work that helped keep the national unemployment rate at its record low.Statistics Canada said Friday the jobless rate stayed at 5.8 per cent in March for a second-consecutive month — and for the third time since December — to match its lowest mark since the agency started measuring the indicator in 1976. The only other time the rate slipped to this level was 2007.The March gains were driven by a surge in full-time work. The labour-market survey showed the workforce added 68,300 full-time positions, while the number of part-time jobs decreased by 35,900.However, the data also reveal that 19,600 of the new employee positions were created in the public sector. By comparison, the number of private-sector workers declined by 7,000.Average hourly wage growth, which has been under close scrutiny by the Bank of Canada ahead of interest-rate decisions, strengthened in March to 3.3 per cent, up from 3.1 per cent the previous month.The central bank, which will make its next rate announcement later this month, has repeatedly highlighted wage growth as a key indicator. Wage growth has been moving upwards since it bottomed out at 0.5 per cent in April 2017.Central Canada saw the biggest job gains in March as the two largest provinces — Ontario and Quebec — each added more than 10,000 net new positions.Quebec gained 16,000 net new jobs, including 28,600 full-time positions, while Ontario added 10,600 net new jobs, including 16,300 full-time positions.For Ontario, however, the gain only represented a 0.1 per cent increase compared to the previous month. Quebec saw growth of 0.4 per cent.By percentage, Saskatchewan and Alberta each saw solid monthly growth. Saskatchewan’s labour force expanded 0.7 per cent, while Alberta’s grew 0.4 per cent.The youth unemployment rate dipped last month to 10.9 per cent, down from 11.1 per cent in February, following a net gain of 17,700 new jobs.By industry, goods-producing sectors added 21,700 positions, mostly in construction. Services sectors created 10,600 jobs, with the bulk of the increase coming from new positions in public administration.Compared with 12 months earlier, the national workforce grew 1.6 per cent following the creation of 296,200 jobs — with the entire increase fuelled by 335,200 new full-time positions.But the latest numbers still suggest there are signs that Canada’s red-hot labour market could be starting to cool down, as widely expected.Statistics Canada said employment declined by about 40,000 jobs over the first three months of 2018 for a decline of 0.2 per cent.— Follow @AndyBlatchford on Twitterlast_img read more

Edmunds Black Friday isnt what it used to be

first_imgOver the last decade, Black Friday weekend became a bona-fide sales event in the car business. In 2015, for example, it accounted for more than 18 per cent of all car deals made that month.But Black Friday isn’t the sales juggernaut it once was.Just as other retailers now push “Early Black Friday” sales right after Halloween and online brands hype their Cyber Monday specials, carmakers have morphed Black Friday into Black November — and beyond. In 2017, Black Friday weekend represented less than 14 per cent of the month’s sales. Edmunds analysts expect this downward trend to continue this year.For car shoppers, the trend translates to greater flexibility and less stress. Here’s what you need to know about getting a great deal.THE LEFTOVER EFFECTThe sales season is extending partly because carmakers are more willing to let outgoing models linger at dealership lots.The trend showed up in earnest early this year. In March 2018, roughly 28 per cent of new vehicles sold were brand-new 2017 models. Compare that with the previous five years, where leftover inventory made up just 12 per cent of March sales on average.Edmunds analysts predict that at least 20 per cent of new vehicles for sale early next year will be 2018 models. Based on inventory levels of new 2018 models currently on dealer lots, expect to see a good supply of new 2018 midsize sedans, midsize SUVs and compact SUVs as late as March 2019, along with specials to move them out.If you’re a bargain hunter, that’s good news. Instead of having to shop on just one weekend, you have more time to snag a great deal.SHOULD I BUY NOW?Start price-shopping immediately if you know the make and model you want. Once you’ve got a good feel for how much the car will cost now, you may want to pull the trigger if you fall into any of these categories:— You’re planning to lease your next vehicle: Because of the way leases are calculated, waiting isn’t likely to help you.— Your local dealership is running an aggressive promotion: It’s possible that a dealership selling the brand you’re after might have a unique sales goal to hit. It could offer Black Friday incentives to get you to buy now. Free iPads, televisions or in-house zero per cent interest loans are some of the perks dealerships have used to entice shoppers in years past.— You’re looking for something specific: The longer you wait, the less selection you’ll have. While prices on 2018 models may continue their slide through the first quarter of 2019, a low price on the wrong vehicle is a bad compromise.— The vehicle you’re eyeing has a special low-interest rate offer: Interest rates are rising, and that trend is expected to continue. If you’ve found an attractive price on the right car, and the interest rate is a good one (given the times), you might want to make a deal. If you wait for a lower selling price but get saddled with a higher interest rate, you haven’t done yourself any favours.SHOULD I WAIT?You may want to consider holding off on your purchase if you fall into any of these categories:— You plan to purchase with cash: As cars languish on dealer lots, chances are that good prices will go even lower. If you’re paying cash and aren’t concerned with rising interest rates, waiting may save you money.— Your vehicle needs are flexible: Most of the hot products are going to be sold first. If you don’t mind selecting from what’s left in exchange for a lower selling price, it may make sense to wait.— Your credit is iffy: Maybe you can’t get a low interest rate now because of your credit profile, but you still want to get a heavily discounted clearance vehicle. Use this time to improve your credit standing so you’ll be able to take advantage of clearance pricing and a low interest rate in early 2019.EDMUNDS SAYS: Black Friday is still an excellent time to buy a car. But unlike the doorbuster deals at your local big-box retailer, the Black Friday specials at a car dealership are likely to be around well after the holiday weekend.____This story was provided to The Associated Press by the automotive website Edmunds. Matt Jones is a senior consumer advice editor at Edmunds. Twitter: @supermattjones.Related links:— A Car Shopping Plan for Holiday Weekends https://edmu.in/2lRtrUo— 25 Tips for Easier Family Car Shopping https://edmu.in/2hdlGH3— The Best Time to Buy a Car https://edmu.in/2hswWmBMatt Jones, The Associated Presslast_img read more

Decrease in amputations from frostbite thanks to Fort St John Doctor

first_imgFORT ST. JOHN, B.C. – Residents of the region will soon receive a new way of treatment for frostbite thanks to a Dr. Jamie Wilkie.During Dr. Wilkie’s residency in Fort. St. John, he addressed a need for a better plan in dealing with frostbite in patients and recognized the use of a drug called iloprost can help by decreasing the number of amputations due to severe frostbite.“The literature for the use of iloprost in severe frostbite shows a significant decrease in the need for amputations,” says Dr. Wilkie. “The goal of this project is to improve access to the best evidence-based treatments for severe frostbite in Northern BC.” Dr. Wilkie, a recent graduate of the UBC Family Medicine residency program, chose the subject matter for his resident scholar project on the treatment of frostbite. By collaborating with Jessica Brecknock, Regional Medication Use Management Pharmacist, and Kendra Clary, Med Systems Pharmacy Technician, created a prepackaged treatment plan (order set) for use of the drug iloprost in severe frostbite cases.According to Northern Health, they approved this protocol, and it will be available for use this winter. Dr. Wilkie believes this is the first frostbite order set for iloprost in BC.Dr. Wilkie moved to Fort St. John in June 2017 and is said to be enjoying the North and all the outdoor opportunities that are available.“I previously lived and worked in Hay River [in the Northwest Territories], have dogsledded in the Yukon, and guided canoe trips in all three territories,” says Dr. Wilkie. “I have personally and professionally seen the impacts of frostbite and related exposure injuries.”last_img read more