Strategic Account Management Association

JUNE 1, 2021

If you incorporate these habits, you will see them reflected in your organization’s success. Your organization will have a more positive culture, greater confidence in management and stronger innovation and collaboration. Virtuoso organizations are ones with superior innovation, adaptability, teamwork, collaboration and communication.

Supply Chain 591

Supply Chain Leadership Decision-making Innovation 591

Strategic Account Management Association

OCTOBER 26, 2021

In our organization’s work, we see much confusion and lack of clarity on executive sponsorship, even when it is in place. The SAM should be able to count on the help of the executive sponsor in amplifying the voice of the customer throughout the organization, particularly at the executive level.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Strategic Account Management Association

AUGUST 6, 2021

A new central commercial organization was born. To ensure the inclusion of external insights to shape and direct the new commercial organization, we partnered with SAMA for thought leadership on Strategic Account Management (SAM), as well as with Rain Group for continuous education of our sales teams. Tier 1: Organizational Structure.

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

Strategic Account Management Association

SEPTEMBER 13, 2021

SAMA and Boston Consulting Group partnered in May 2020 to conduct a study aimed at discovering the early changes to customer expectations for sales organizations as a result of the COVID pandemic. Once a deal has been negotiated and closed, your organization must be aligned and agile enough to quickly execute the co-value plan.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Strategic Account Management Association

JUNE 22, 2021

What processes has your organization initiated to combat customer roadblocks? The post How Royal Became a Trusted Advisor and Streamlined Solutions Saving $300,000 Per Patient appeared first on Strategic Account Management Association blog.

Transportation 520

Transportation Insurance Healthcare Prioritization 520

Strategic Account Management Association

JUNE 30, 2021

He also spent years as a managing consultant for Microsoft’s global consulting organization. Second, you can view a SAM as a broker or bridge to the expertise that lives within their organization. So, the SAM is critical to connecting the customer with the expertise inside the seller’s organization. Register here.

Digitalization 520

Digitalization Organization Account Management Management 520

Strategic Account Management Association

APRIL 22, 2021

Servitization and advanced services offer the potential for organizations to significantly transform their business models to deliver even greater value to customers while also increasing their own profitability. Just like data, automation, Industry 4.0 But what do we mean by servitization, and what exactly are advanced services?

Manufacturing 520

Manufacturing Co-Creation Suppliers Account Management 520

Strategic Account Management Association

OCTOBER 14, 2021

This is the crux of the article: to reveal what I believe to be the optimal way to organize the customer in CRM with a goal of getting the most from our strategic account planning tools. Standard Option #1: Map the entire organization into one account as shown in Figure 2. If not, it is wise to create one. corporate) and “child” (i.e.,

Account Planning 520

Account Planning CRM Account Management Decision-making 520

Strategic Account Management Association

MARCH 2, 2022

We are all in a race to attract, develop and retain top talent for our organizations. How people show up on social media tells a lot about a candidate, but it also tells potential recruits a lot about us as an organization. It’s my organization that needs to recruit and develop and retain.” . #3: There’s no going back.

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

Strategic Account Management Association

FEBRUARY 3, 2022

But as a provider of a robust set of sales management and methodology capabilities , our teams work with some of the biggest sales organizations in the world. How are we making this information visible within our own organization so that we can function as a cohesive revenue team? Our intent is never so transactional.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

Hubspot Sales

SEPTEMBER 6, 2024

After our own chatbot implementation, we conducted a quick evaluation and found the total time saved amounted to an entire full-time equivalent (FTE) — I think this is a very positive result that would be even more profound in larger organizations or those with high-traffic web properties. 5 Ways to Use AI to Close More Sales 1.

Sales 115

Sales Negotiation Prioritization Communication 115

Brooks Group

MARCH 6, 2024

Sales effectiveness also corresponds with the return your organization gets from its sales investment. But improving sales effectiveness is a complex task that few organizations do well. Most organizations track a few key performance indicators (KPIs) such as win rates, quota attainment, and revenue growth.

Organization 102

Organization Account Management Sales Sales Training 102

Strategic Account Management Association

JANUARY 25, 2022

I relied upon my project management expertise to support the customer in its system gap analysis that leveraged Pfizer insights to help the customer’s executive leadership better understand and organize its available resources while helping to keep the project on task efficiently and effectively. Identifying gaps.

Healthcare 400

Healthcare Co-Creation Stakeholders Account Management 400

Mike Kunkle

MAY 30, 2023

There are also other factors at play, such as product-market fit, strategy, the chosen sales model, organization design, or lack of top-down support, that also influence our work. For the remaining steps, see the blog post already referenced above , as well as the webinar and the eBook , to optimize your efforts. It’s not a surprise.

Decision-making 311

Decision-making Sales Training Sales Sales Management 311

Mike Kunkle

AUGUST 19, 2024

However, there are nuances in their application that vary based on the specific context and needs of an organization. The level of detail in the rest of the Sales Management Operating System will vary depending on the organization’s size and stage. Let’s explore some of these nuances.

Sales 269

Sales Sales Training Onboarding Sales Management 269

Mike Kunkle

OCTOBER 8, 2023

Nowhere is this truer than with the commercial organization. It shifts the focus from “revenue enablement” (which – I’m sorry – is internal, seller- and company-centric) to the broader functions of the commercial organization, in a more buyer- and customer-centric paradigm. One that I will expand over time from this foundation.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

Customer Think

DECEMBER 2, 2021

Website builders who are familiar with CMS tools like WordPress can easily develop professional online pages, but sometimes the effort and talent invested in these projects don’t correlate with their success or ad revenue.

Organization 135

Organization Digitalization Marketing 135

Mike Kunkle

OCTOBER 2, 2022

Many sales organizations and their sales leaders seem completely tone-deaf on this topic. SPARXiQ Blog: [link]. Distribution Strategy Group Blog: [link]. They don’t believe sellers communicate well with senior influencers and decision makers. They don’t trust sellers. They don’t believe sellers provide value.

Co-Creation 278

Co-Creation Negotiation Sales B2B 278

Mike Kunkle

FEBRUARY 27, 2023

In addition, expand your awareness of the disciplines and practices of organizational performance improvement, such as Organization Development. Organization Effectiveness, Organization Behavior, Business Process Management, Six or Lean Sigma, Total Quality Management, and Change Management. The systems don’t change, either.

Sales 57

Sales Onboarding Publishing Transportation 57

Customer Think

NOVEMBER 14, 2022

Customer-centricity is an often misused term, but it actually has a pretty straightforward definition: put the customer at the center of all the business does. (It It does not mean that we will always say “Yes” to everything the customer asks for, nor does it mean that the customer is always right.) That means that you […].

Organization 122

Organization Customer Experience Leadership 122

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. Operational Excellence isn't just about improving processesits about sustaining and scaling those improvements over time.

Decision-making 63

Decision-making Organization Software Software 63

Mike Kunkle

AUGUST 30, 2023

This conundrum can breed skepticism, both within the enablement team (as mentioned above) and from the stakeholders in their organization. At least in those organizations, the enablement team was not seen as critical in difficult times or able to support the sales force in getting better results in a crunch.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Hubspot Sales

SEPTEMBER 12, 2024

A 2024 HubSpot Blog Survey of 422 B2B professionals in the U.S. Decision A final decision is almost never made in a vacuum, and more than half (54%) of respondents in the 2024 B2B Buyer survey said they need buy-in from one or two individuals at their organization before making a purchase decision.

B2B 116

B2B B2C Decision-making Software 116

Customer Think

NOVEMBER 12, 2021

It appeared on their blog on June 7, 2021. We know that the customer experience is important to the success of any organization. I originally wrote today’s post for WixAnswers. Customers are king, and they vote with their wallets – and with their fe.

Customer Experience 144

Customer Experience Organization 144

Engage Selling

MAY 7, 2021

Each individual is unique, as is each organization, product, and consumer. One blog post might … Read More » The post Consistency: Your Key to Sales Success first appeared on The Sales Leader. When it comes to sales success, consistency is key! There is no magic formula for creating sales results.

Sales 147

Sales Organization 147

Hubspot Sales

FEBRUARY 24, 2025

When I focus on understanding a clients full context before suggesting blog content, I discover opportunities beyond their initial requests. For example, a client recently requested SEO-optimized blog posts to boost organic traffic. I experienced this recently when a client wanted help with blog content.

Client Relationships 66

Client Relationships Decision-making Investors B2B 66

Force Management

OCTOBER 26, 2022

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Check our blog next week for the newest installment, or subscribe for updates straight to your inbox.

Organization 131

Organization Marketing Sales 131

Planview

APRIL 14, 2025

I’m excited to launch Eye on Innovation, a brand-new series on the Planview Blog. Todays report explores the priorities for leaders in a volatile economy and how Planview empowers you to respond quickly as an aligned organization. Over the past several weeks, weve asked organizations how they’re navigating the uncertainty.

Innovation 52

Innovation Decision-making Prioritization Government 52

Brooks Group

MARCH 27, 2025

According to a study of over 1,300 organizations, 84% of organizations that focused on improving customer experiences increased their revenue. Follow these seven tips to transform your sales organization to a customer-centric model. Your organization should use that feedback to continuously improve how you serve the customer.

Account Management 92

Account Management Sales Sales Training Profitability 92

The Center for Sales Strategy

JANUARY 17, 2024

While it's natural for sales professionals to have their ups and downs, it's essential to address performance issues promptly and effectively to ensure the overall success of your team and organization.

Management 136

Management Organization Sales Sales Leadership 136

Force Management

JULY 26, 2021

This blog contains content from our Ultimate Sales Kickoff Resource Guide. What outcomes do you want to see from your sales organization one month, one year, after you log off or return home? Check out all of our sales kickoff resources, best practices and tools here.

Sales 145

Sales Organization 145

Mike Kunkle

AUGUST 8, 2023

7 Common Barriers to Sales Transformation Barrier 1: Siloed Mindsets and Departments One of the most persistent challenges in many organizations is the presence of siloed mindsets and departments. By championing change and fostering a growth mindset, you’ll propel your team and organization forward.

Sales 221

Sales Prioritization Innovation Sales Training 221

Mike Kunkle

NOVEMBER 26, 2022

In addition, expand your awareness of the disciplines and practices of organizational performance improvement, such as Organization Development. Organization Effectiveness, Organization Behavior, Business Process Management, Six or Lean Sigma, Total Quality Management, and Change Management. SPARXiQ Blog: [link].

Sales 233

Sales Leadership Transportation Sales Training 233

The Center for Sales Strategy

FEBRUARY 1, 2022

There's hardly any organization that would not want its salespeople to be well-groomed and highly presentable. In this blog, we find relevant answers to this vital question that has a direct correlation with your career advancement in sales. But what are the best personality traits in sales that enhance the prospects of success?

Organization 134

Organization Sales 134

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 enterprise organizations create their own sales process(es) with their specific sales stages, and they incorporate elements from one or multiple sales methodologies into it.

Sales 195

Sales Negotiation Decision-making CRM 195

Hubspot Sales

JULY 22, 2024

If you’re not familiar with how to use gender-neutral pronouns, here’s a great blog on the topic. If you‘re calling a C-level executive or even a mid-level employee at a large organization, it’s likely you had to get past an assistant or front desk, which is where your senior title helped. Read any good books or blogs lately?”

Value Proposition 111

Value Proposition Decision-making Software Software 111

Mike Kunkle

APRIL 8, 2023

Both Buyer 1 and Buyer 2 may be Influencers, but Buyer 2 may have much more clout in the organization. Also, keep in mind that there is a sliding scale for these aspects. It’s rarely cut and dried or black and white. Mike Follow my work and connect The Building Blocks of Sales Enablement Book: [link] Building Blocks, Close Up!

B2B 243

B2B Sales Decision-making Stakeholders 243