Strategic Account Management Association

OCTOBER 14, 2021

Cons: You will end up with a massive, blended account, which will make it nearly impossible to create a detailed, actionable account plan. If you break the account into units that are too big, your entities will contain within them more than one sub-entity operating independently and having its own business drivers and decision makers.

Account Planning 520

Account Planning CRM Account Management Decision-making 520

Strategic Account Management Association

SEPTEMBER 11, 2020

I’m talking about customer experience management (CXM), which I would argue may be the single most important investment a company can make in today’s cut-throat business climate. And yet most SAM organizations — large and small — haven’t tapped this potentially huge source of competitive differentiation. The post Got CXM?

CXM 520

CXM Account Management Customer Experience Management 520

Strategic Account Management Association

OCTOBER 26, 2021

We too often confuse strategic account sponsorship with corporate project sponsorship, where sponsorship is a way to escalate issues or decision-making when in need. We also needed to make sure senior leaders are aware of these responsibilities to optimize their speed and impact.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Customer Think

SEPTEMBER 6, 2024

During a day we make innumerable decisions. We make these simple decisions quickly, effortlessly, using top-of- mind answers. But sometimes we must make consequential decisions that need some pondering. What should I eat for lunch? When should I go to the store? Should I complete this paperwork now?

Decision-making 64

Decision-making Meetings Leadership 64

Strategic Account Management Association

APRIL 5, 2021

They make great paperweights, but if asked about specific details, most of us might offer an uneasy grin, knowing that we have companions-in-arms, equally guilty of shirking that responsibility to read altogether. So why on earth do we still bother with documents numbering hundreds of pages, sans picture and color?

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Strategic Account Management Association

AUGUST 6, 2021

Form an organizational capability around co-creating products and solutions with our customers Redesign our philosophy around our customers’ needs Make a positive business impact on our customers’ operations Ingrain a deeply customer-centric vision and mission for sales. How will you make changes in your SAM program?

Supply Chain 520

Supply Chain Logistics Co-Creation Account Management 520

CMOE

MARCH 6, 2023

An organization’s success depends on a business strategy that establishes the organization’s mission and what decisions or actions must be taken to achieve it. To get started, begin bookmarking these 21 best business strategy blogs. and the impact of their decisions.”

Finance 98

Finance e-Learning Innovation Leadership 98

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. HINT: That's you and me) In addition to us, here's what else they need: Data to make predictive decisions to support business goals. Fair and decisive. Removing steps to make a process more efficient.

Key Account Management 246

Key Account Management Account Management Management Decision-making 246

Mike Kunkle

MAY 30, 2023

They know that the place they choose to work (the environment, especially the attitudes and behaviors of senior leaders) will radically influence their ability to make an impact with enablement. Finding yourself in one of these situations does not excuse you from working as hard and as smart as possible to make an impact with enablement.

Decision-making 311

Decision-making Sales Training Sales Sales Management 311

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

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.

Account Management 591

Account Management Innovation Co-Creation Organization 591

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

Strategic Account Management Association

JUNE 30, 2021

So, from the customer’s and service team’s perspective the SAM represents the expertise and can make things happen for those customers. Michael Thomas: We typically see three recurring issues that put SAMs at a disadvantage when talking to senior decision makers at a strategic account. Selling Expertise.

Digitalization 520

Digitalization Organization Account Management Management 520

Kainexus

MARCH 21, 2025

Organizations that excel in Operational Excellence rely on key performance indicators (KPIs) and metrics to track progress, align efforts with strategic goals, and drive data-driven decision-making.

Decision-making 63

Decision-making Organization Software Software 63

Upland

AUGUST 29, 2023

Buying intent , also known as purchase intent, refers to the likelihood and inclination of a potential customer to make a purchasing decision. For any company to make the most out of its products, it is important to understand and grasp the essence of buying intent. It doesn’t have to be promotional content, though.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Upland

APRIL 6, 2021

In the first blog in the series we outlined what a Relationship Map was and how to gain buy in. Decision Orientation ?and? Decision Orientation: ?The How people make up their minds, come to a conclusion, and make a decision is shaped by their backgrounds, experiences and knowledge. How Do They Think?

Stakeholders 195

Stakeholders Decision-making Innovation Negotiation 195

Strategic Account Management Association

FEBRUARY 3, 2022

It’s how faithfully (and effectively) we execute on these principles that makes the difference. How are we making this information visible within our own organization so that we can function as a cohesive revenue team? The foundational principles that move the needle are ones familiar to any sales leader: relationships and insights.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

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? This is so important to understand.

B2B 231

B2B Sales Decision-making Negotiation 231

Strategic Account Management Association

MARCH 2, 2022

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 understanding where people are coming from and what makes them tick. For the first time ever, we have five generations of people across six decades represented in the global workforce.

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

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

FEBRUARY 24, 2025

In those instances, you cant lose composure and run the risk of making critical mistakes, but what can those "critical mistakes" look like? So without further ado, here's the insight that we here at The HubSpot Sales Blog the heart, soul, spirit, and mind of the sales-related and sales-adjacent content space gathered for you.

Decision-making 95

Decision-making Prioritization Sales 95

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 about fine-tuning your processes and strategies to ensure that interested prospects take the desired action – whether it’s signing up for a trial, requesting a demo, moving to the next step, or making a purchase.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

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

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. I experienced this recently when a client wanted help with blog content.

Client Relationships 66

Client Relationships Decision-making Investors B2B 66

Customer Think

JUNE 4, 2024

I’ve been hearing a lot lately about how hard ‘change’ is. Take heart! Change only seems hard because of the way we’re going about it. I’ve been developing systemic brain change models for decades and I’d like to offer my two cents to explain the reasons there’s so much unnecessary failure. You see, for permanent change to […]

Decision-making 69

Decision-making 69

Upland

AUGUST 30, 2023

It represents the culmination of their journey, where they have progressed through the earlier stages and are now highly engaged and ready to make a purchase. At every stage of this journey, marketers employ targeted strategies to guide potential customers toward making a purchase decision.

Decision-making 195

Decision-making Software Software Retail 195

Hubspot Sales

JULY 22, 2024

Proposal Emails A proposal email can take on a lot of forms, but generally speaking, the term refers to an email that includes pertinent information, valuable context, and a persuasive edge — typically sent during the consideration or decision stage of the buyer's journey. Here's an example of what that might look like: 3.

Value Proposition 111

Value Proposition Sales Meetings Decision-making 111

Strategic Account Management Association

SEPTEMBER 22, 2020

Early in 2020, many health care organizations were already leveraging AI to improve decision making and automate difficult or tedious tasks. Make sure you understand how each innovation will fit into clinician workflows, reimbursement models and broader population health initiatives.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

Hubspot Sales

APRIL 9, 2025

While writing this blog post, I spoke with plenty of managing partners who never planned on becoming one it just happened. Some started as lawyers, others as marketers or financial experts, but at some point, they found themselves making high-level decisions, driving business growth, and taking on more responsibility than ever before.

Management 52

Management Leadership Decision-making Investors 52

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 76

B2B Emotional Intelligence Value Proposition Stakeholders 76

Upland

JUNE 7, 2023

An organization can make a considerable investment in a methodology, only to discover that it was not effective because there was no sales process to support it. Many think that MEDDIC is a sales process, but it’s really a deal qualification framework with multiple processes for decision criteria, decision process, etc.

Sales 195

Sales Negotiation Decision-making CRM 195

Hubspot Sales

FEBRUARY 21, 2025

For example, as a content strategist, my ICP includes B2B SaaS companies with 50-200 employees, $5M-50M in revenue, and an established blog. I typically spend two weeks developing my list, making sure each company genuinely needs what I offer and has the potential for a long-term partnership. Map decision-makers within each account.

Value Proposition 59

Value Proposition Stakeholders Decision-making Prioritization 59

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. Cost Savings: Optimized processes and reduced inefficiencies lead to significant cost savings.

Supply Chain 52

Supply Chain Digitalization Manufacturing Digital Transformation 52

The Center for Sales Strategy

FEBRUARY 4, 2022

"Some people want it to happen, some wish it to happen, others make it happen.". > Remove the Emotions and Plan With Confidence – The Great Game of Business Blog. Every business leader faces ever-daunting questions, such as “is this the right decision?” AROUND THE WEB -. > or “is this the right time?”

Decision-making 122

Decision-making Business Planning Sales Management 122

Hubspot Sales

APRIL 9, 2025

Pro tip: Make sure you space your calls far enough apart so you can prepare before each one (e.g., Not Making a To-Do List It might feel more efficient to keep track of undone tasks in your mind rather than on paper or in a virtual list, but youll end up losing precious hours. 15-20 minutes). Response rate?

Decision-making 52

Decision-making Stakeholders Finance Software 52

DemandFarm

DECEMBER 12, 2024

Decision-makers switched roles faster than you could update your CRM. Psst Case in point, nearly 4 in 10 decision-makers change roles every year. But this blog isnt just a recap of how account managers perseveredthis is also your backstage pass to DemandFarms 2024 highlight reel! Talk about hitting a moving target!

Key Account Management 52

Key Account Management Account Management Stakeholders Account Planning 52