Strategic Account Management Association

JULY 13, 2021

When we see the investment that some companies are making in pivoting their engagement model to be more strategic, customer-centric and value enabling, we are always surprised to see the enabling functions still focus on supporting the more transactional model which is based on the number of interactions as the metric. Conclusion.

Account Management 591

Account Management Innovation Co-Creation Organization 591

Nutshell

OCTOBER 5, 2020

Regardless of whether you are communicating via email marketing , social media , or digital ads , there are always ways to improve your messaging. Make the Benefit Clear. For example, if you are selling an experience, describe how the trip will make them feel refreshed and reinvigorated, ready to return home with new energy.

Communication 133

Communication Digitalization Marketing Energy and Utilities 133

Strategic Account Management Association

MARCH 2, 2022

Our aspiration, I believe, should be to create a workforce that reflects the incredible diversity of our customers, our partners, our suppliers and our community. But before I delve into what leaders can do to make this happen, I want to share some context for why it’s important. It starts with communication. Why is that?

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

Red Star Kim

MAY 16, 2023

A key theme from the workshop was Assertive communication: The importance of voice. Keys to Assertive Communication Assertiveness is the ability to stand up for what you believe while staying calm and positive and respecting others’ views. Be specific and direct in making your point such as “I will need more time to finish that task.

Communication 130

Communication Brainstorming Decision-making Interpersonal Skills 130

Strategic Account Management Association

JUNE 30, 2021

First, there is how SAMs communicate, articulate and exchange their expertise based on their sales and professional experience. Service teams generally have that expertise but can’t scale as broadly as your SAM community. Michael Thomas: The most basic advantage for SAMs would be to sell more stuff and make more money.

Digitalization 520

Digitalization Organization Account Management Management 520

Hubspot Sales

SEPTEMBER 30, 2024

That’s why we here at The HubSpot Sales Blog reached out to some experts for their takes on the mistakes you need to avoid while social selling. Not Using a Friendly Tone Rahul Kumar , CEO of Ranksoldier , says, "Professionalism is crucial in making successful sales deals. Let's take a look! However, it doesn‘t work on social media.

Media 108

Media Decision-making Prioritization B2B 108

Account Manager Tips

FEBRUARY 28, 2021

jobs being gobbled up by new technology and millennials set to make up 75% of the workforce might have you worried. A survey of 2,000 business leaders confirmed the soft skills most in-demand are leadership, communication, collaboration, and time management. Fair and decisive. Develop, communicate and execute your plans.

Key Account Management 246

Key Account Management Account Management Management Decision-making 246

Mike Kunkle

APRIL 8, 2023

My point here, is that you should make a purposeful determination on these levels, clearly define them, train them, and coach to them. In addition to having the right decision makers in the deal, which is part of qualification, it’s important to assess the landscape and relationships. Here’s what I mean.

B2B 243

B2B Sales Decision-making Stakeholders 243

Red Star Kim

NOVEMBER 2, 2022

And here are 20 insights on change management processes and communication. Plan the change process carefully – including stakeholder communication at every stage. Change communications. But it can be minimised where the firm’s culture supports strong employee engagement through the right sort of communication.

Communication 100

Communication Management Stakeholders Emotional Intelligence 100

Hubspot Sales

JULY 22, 2024

Why would you need a script for making a cold call? Before the end of the day, you need to make 100 calls. In the past, cold calling meant using a “spray and pray” method, spending time making intrusive calls with no prior qualification, hoping that your message would resonate with someone. Rep: Are you the decision-maker?

Value Proposition 111

Value Proposition Decision-making Software Software 111

Mike Kunkle

AUGUST 30, 2023

They must show that they can make an impact with enablement and move the needle on the metrics that matter most. But there is much an enabler can do to lead the change projects, garner the support needed, and continue to nudge, push, cajole, and lead the way to making a business impact. There is a proven-effective path forward, though.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Hubspot Sales

JANUARY 8, 2025

In this blog post, Ill break down what gap selling is, why its the secret sauce for successful sales, and how you can use it to connect with prospects on a deeper level. Questions should be so clear and simple with no marketing jargon so they can make the prospect really think. Lets get into it.

Sales 113

Sales Decision-making Negotiation Sales Environment 113

Brooks Group

FEBRUARY 10, 2025

Ten to fifteen years ago, a seller could huddle up with three or four decision makers and quickly decide on a purchase. Since 2010, the average buying group has grown from three to four decision makers to six to 10 according to research by Gartner. Decision-making time, compared to five to seven years ago, has increased by 60%.

B2B 75

B2B Emotional Intelligence Value Proposition Stakeholders 75

Mike Kunkle

FEBRUARY 5, 2023

Other times, sellers work with ad hoc buying committees who have never worked together to make a purchase decision, and who are operating without an aligned process, policies, or even guidelines and guardrails. click the image to see a larger version] This makes sense, right? Should sales process be adaptable?

B2B 231

B2B Sales Decision-making Negotiation 231

Hubspot Sales

JULY 22, 2024

I'm always saying, “Sound, well-structured business email templates are central to effective sales communication, initiating productive sales conversations, and sustaining relationships with prospects and customers.” Convey who you are and why they should listen to you, but also be sure to make it about them.

Value Proposition 111

Value Proposition Sales Meetings Decision-making 111

Mike Kunkle

OCTOBER 8, 2023

Keep this in mind as you read this article, and adapt and adopt what makes sense for you in your current context. It’s not just about listing features, but about communicating the core of your offerings and the problems they solve. According to The Annuitas Group, nurtured leads make 47% larger purchases than non-nurtured leads.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

Showpad

NOVEMBER 28, 2021

Meet Leea Huffine, Creative Marketing and Communications Manager at Atlas Copco. I am the creative marketing and communications manager for the Atlas Copco tools and assembly systems division. We had a roadshow, where a semi truck would travel North America and make stops with customers. Let’s talk more about Shared Spaces.

Digitalization 98

Digitalization Sales Environment Sales Communication 98

Planview

FEBRUARY 13, 2025

In this blog, we will explore the critical differences between traditional and digital supply chains, the challenges of the former, the advantages of the latter, and why this transformation is essential for the automotive industrys future. Data silos hinder communication and collaboration, leading to misalignments among stakeholders.

Supply Chain 52

Supply Chain Digitalization Manufacturing Digital Transformation 52

Brooks Group

JANUARY 9, 2025

Developing rapport: Identify a buyers behavior style and tailor your communication to match. Account management training should emphasize the following skills: Relationship building and maintenance: Cultivate strong, long-term connections with key stakeholders through consistent communication and value delivery.

Account Management 99

Account Management Management Sales Account Growth 99

Strategic Account Management Association

SEPTEMBER 22, 2020

Patients communicate with their doctors over Skype, order drugs through smartphone apps and even perform basic genetic tests from home. Early in 2020, many health care organizations were already leveraging AI to improve decision making and automate difficult or tedious tasks.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

DemandFarm

JANUARY 12, 2025

But it also demands precise account planning, strategic execution, data-driven decision-making, and seamless cross-functional collaboration. In this blog, well explore how RevOps can be the backbone of your KAM strategy. Responsibilities : Communicating changes, training teams, and minimizing disruption to ongoing operations.

Key Account Management 52

Key Account Management Account Management Decision-making Prioritization 52

Hubspot Sales

FEBRUARY 24, 2025

You move beyond surface-level pain points to grasp the fundamental concepts driving your clients decisions. When I focus on understanding a clients full context before suggesting blog content, I discover opportunities beyond their initial requests. This insight completely changed our approach. Listen for emotion, not just logic.

Client Relationships 66

Client Relationships Decision-making Investors B2B 66

MDI Training

MARCH 25, 2025

AI complements these approaches by enhancing personalization, enabling real-time feedback, and increasing scalability, making leadership development even more effective and accessible. These are not static case studies, but dynamic, adaptive scenarios where AI responds to a leaders decisions in real time.

Leadership 52

Leadership Digital Transformation Artificial Intelligence Co-Creation 52

Mike Kunkle

AUGUST 8, 2023

It’s how we can break down the walls that hinder communication and cooperation between departments, to foster a shared vision, common goals, and open channels for knowledge exchange. This abundance of data can lead to analysis paralysis, where decision-makers are overwhelmed without the insights to drive action.

Sales 221

Sales Prioritization Innovation Sales Training 221

PandaDoc

MARCH 25, 2025

Its a decision that requires research, deliberation, and often, multiple stakeholders. Sometimes called enterprise sales, complex sales generally have a longer sales cycle involving multiple stakeholders and decision-makers. Build relationships: Be available to your prospect and any decision-makers.

Sales 52

Sales Supply Chain Decision-making Stakeholders 52

Hubspot Sales

APRIL 28, 2020

In business these days, empathy is critical to building trusting relationships between your business and prospects, encouraging communication, and closing deals. this will help you make sure your messages are well-received. Contact decision-makers at all organizational levels. How to Boost Email Response Rates With Empathy.

Sales 132

Sales Publishing Decision-making Communication 132

Nutshell

AUGUST 12, 2024

The B2B Marketer’s Toolkit collects 120+ of the best lead generation tips ever published on the Nutshell blog. Potential customers appreciate feeling understood and receiving communications that resonate with their behavior and choices. Leveraging these automations can ensure timely and relevant communication with your audience.

Marketing 126

Marketing Decision-making Advertising Media 126

AchieveIt

MARCH 3, 2025

In this blog, well break down the key themes that emerged from our findings and provide actionable takeaways to help your organization improve strategic execution. Data & Technology Leveraging technology and data-driven insights improves alignment, decision-making, and execution.

Decision-making 52

Decision-making Leadership Innovation Communication 52

Brooks Group

MARCH 25, 2025

Identify Your Ideal Customer Make sure your sales professionals know exactly what your ideal customer looks like. Eliminate Unqualified Prospects Quickly Make sure your sales professionals have the right sales prospecting skills and tools to identify good leads. Spending time with unqualified leads is like throwing money in the trash.

Sales 55

Sales Decision-making Sales Training Profitability 55

Nutshell

OCTOBER 19, 2020

Unlike PPC advertising , you’re not spending a dime to put this content in front of searchers—outside of what you pay your content team to produce it—which makes SEO an incredibly cost effective lead source. No matter what page they land on, make sure the visit-to-lead path is clear and coherent. Update Your Blog Posts Consistently.

Publishing 133

Publishing B2B Small Business Manufacturing 133

Upland

OCTOBER 17, 2023

Its many evolutions and the powerful AI of today make it an irresistible tool to many. Its content capabilities make it an indispensable tool for your sales team. Educate your leads using AI-generated content for product descriptions, blogs, and sales decks. Many writers use AI to spark ideas. Probably not. What are their roles?

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

SuperOffice

JULY 5, 2022

Communicate in the right channel. The strategies differ depending on who you want to communicate with. Find out how they use your product and services and what you can do to make their workday better. Create an ICP/ buyer persona that makes it clear who this type of customer is. Communicate with both groups.

B2B 129

B2B Marketing Acquisition Media 129

Hubspot Sales

OCTOBER 9, 2019

In this blog by Michael Pici, a vice president of business operations at HubSpot, he recommends roleplay exercises include: Dealing with extreme situations. As with most things, practice makes perfect. For sales reps, it's important to be a confident communicator, so you can empathize and sell to your prospects. Find a mentor.

Sales Training 144

Sales Training Sales Decision-making Communication 144

DemandFarm

NOVEMBER 7, 2024

Data from relationship intelligence shows that top-performing account managers spend 80% of their time engaging key decision-makers and champions, while low performers waste efforts on unqualified leads. If you had any iota of doubt (about), I hope this blog puts that to rest.

Key Account Management 52

Key Account Management Account Management Management Client Relationships 52

Jermaine Edwards

APRIL 3, 2020

This doesn’t mean it will be easy nor will you not have to make tough decisions. It just means the effort and tough decisions will be worthwhile. Selecting the right team and identifying those resources makes a big difference. Two – VUCA Decision Making. Identify the exact problem you need to solve.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Hubspot Sales

NOVEMBER 30, 2020

You never get a second chance to make a first impression. But many salespeople and marketers make the mistake of crafting a perfect sales email, holding a great meeting, or running a fantastic product demo, and then sitting back and doing nothing. This is a major purchasing decision and cannot be rushed.

Decision-making 144

Decision-making Sales Meetings Stakeholders 144

Nutshell

APRIL 5, 2021

Skip ahead: Blogging. Communication. Wait, what makes these particular skills so special? After all, blogging is one of the most important lead generation tactics used by modern marketers. In fact, it’s something that can mostly be picked up from reading other blogs about writing SEO content. Email marketing.

Digitalization 104

Digitalization Marketing Communication Publishing 104