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

Mike Kunkle

OCTOBER 2, 2022

It’s value creation (solution matching, co-creation, or solution design to achieve outcomes). Many sales organizations and their sales leaders seem completely tone-deaf on this topic. It’s problem solving (understanding the situation and root causes). They don’t trust sellers.

Co-Creation 278

Co-Creation Negotiation Sales B2B 278

Upland

JUNE 30, 2023

This powerful merger will revolutionize sales organizations, enhance customer engagement, and drive unprecedented insight into how B2B sellers and their prospects collaborate. Co-Customer Selling: Enterprise selling has been changing. In the future customers will actively participating in the co-creation process.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

Account Manager Tips

JULY 6, 2022

20 ways to encourage value co-creation with your customers Favourite collaboration app Listener tip In other news Quote of the week. And what if we take it one step further and ask what it means to "co-create value" with our customers? Which is why co-creation is so powerful. We hear the word "value" all the time.

Co-Creation 130

Co-Creation Value Proposition Account Planning Suppliers 130

Strategic Account Management Association

NOVEMBER 11, 2022

Seven key drivers of strategic account management to helps SAMs leverage customer insights and co-create value in the face of industry disruptions. The post The Essential Seven Factors for Unlocking Strategic Account Growth appeared first on Strategic Account Management Association.

Account Growth 520

Account Growth Account Management Management Co-Creation 520

Strategic Account Management Association

FEBRUARY 1, 2024

LP Building Solutions, SAMA Excellence Award winner for Outstanding Young Program of 2023, outlines its blueprint for SAM success. The post What’s In A Name? Turns Out — Everything! appeared first on Strategic Account Management Association.

Account Management 400

Account Management Co-Creation Management Organization 400

DemandFarm

NOVEMBER 22, 2024

They create trust-based connections by mapping out and understanding key stakeholders, tracking team shifts, and staying updated on client organization changes. Cultural Fit: Do they understand the importance of stakeholder alignment, including champions and detractors, within each client organization?

Key Account Management 52

Key Account Management Account Management Management Stakeholders 52

Cosawi

JANUARY 24, 2025

This shift requires broadening Marketings role beyond the customer buying journey to include insight generation and case studies and to create value creation for mutual growth and ROI. Invest in skills and training: Organizations often under-invest in tools, talent, and training for effective ABM.

Co-Creation 40

Co-Creation Marketing Key Account Management Value Proposition 40

Arpedio

OCTOBER 11, 2021

The KAM must manage a program and lead the business strategy across internal stakeholders and the value co-creation with the stakeholders at their key accounts – not a trivial endeavor. SAMA is a global non-profit organization with more than 15,000 members. Share on facebook. Share on linkedin. Share on email. um@arpedio.com.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

Nutshell

JULY 22, 2020

Keep reading to learn what the marketing flywheel is, why it’s a beneficial business methodology, and how to implement it at your organization. This approach to company growth is different than the one most organizations have been using for decades: the standard funnel. What Is a Marketing Flywheel?

Marketing 119

Marketing Co-Creation Customer Experience Advertising 119

Hubspot Sales

JULY 7, 2019

Today’s customer desires a strategic partner to deliver value across their organization. Expand on your org chart from Section three to include personal motivations and decision criteria, and plot your value-based selling points to specific members of your customer’s organization. Discuss value co-creation with your customer.

Account Planning 142

Account Planning Co-Creation Account Management Negotiation 142

Zendesk

DECEMBER 6, 2021

It’s easy to talk about being a customer-first organization. It’s comforting to think that everyone in the organization puts the customer first. But defining and executing a customer-first strategy is not as organic as it might seem. When executed well, customer-first strategies also deliver better results for the organization.

Co-Creation 98

Co-Creation Customer Experience Profitability Decision-making 98

Mike Kunkle

MAY 15, 2019

[This article was originally published as part of the Sales Education Foundation 2018 Annual Magazine , co-authored with Robert M. Could AI have suggested/predicted the creation of the iPad? It is vital that sales organizations find agile and extemporaneous talent to match. Peterson, Ph.D., Creativity/Ideation. Improvisation.

Artificial Intelligence 130

Artificial Intelligence B2B Co-Creation Decision-making 130

Mike Kunkle

MAY 11, 2022

I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. In my experience, the potential for improvement in most sales organizations is significant.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

SBI Growth

NOVEMBER 2, 2012

Gordon Moore, co-founder of Intel, introduced this simple premise in 1965: transistor and computer-processing power would double every year. If content your organization produces is not keeping pace with buyers than your organization will not make the short list. Do you remember Moore’s Law? You need to know about it.

Marketing 113

Marketing Co-Creation Publishing Organization 113

Hubspot Sales

APRIL 23, 2024

Think about a traditional business consultant who comes into an organization to identify which things are working and which aren’t. Co-Creation” or “Enablement” Co-creation or enablement refers to when clients and consultants work together to identify problems and solutions.

Co-Creation 110

Co-Creation Artificial Intelligence Decision-making Brainstorming 110

Hubspot Sales

NOVEMBER 26, 2019

Technology partnerships exist to help organizations implement and optimize their technical systems. Establish a communication process that works with both organizations' processes. From your client’s perspective, it will show your level of organization and may ease their minds about introducing a partner to the project.

Co-Creation 110

Co-Creation Government Decision-making Meetings 110

Help Scout

AUGUST 3, 2021

FAQ software, also commonly referred to as knowledge base software, is a tool that makes it easy to create, organize, manage, and publish self-service content. Simple content creation With Docs, you’re able to create new articles in minutes. Flexible use We all know that customers have questions, but so do co-workers.

Small Business 99

Small Business Software Software Co-Creation 99

Hubspot Sales

DECEMBER 18, 2024

Fortunately, I was blessed to hear directly from franchise organizations and people who work with them to implement AI tech. However, one area where AI excels in particular is sourcing and organizing data. Beyond collating and organizing data, 44% of marketers find AI very effective at analyzing data. Long story short?

Food and Beverage 52

Food and Beverage Artificial Intelligence e-Learning Manufacturing 52

Hubspot Sales

JULY 25, 2023

Content Creation Generative AI tools like HubSpot’s Content Assistant can write copy for sales messages, proposals, or custom landing pages. 18% of sales professionals use AI for content creation, making it the most popular use case. This way, we, mainly our AEs, save a lot of their time, improve communication, and stay organized.

Co-Creation 98

Co-Creation Artificial Intelligence Sales Onboarding 98

Hubspot Sales

MAY 30, 2023

McKinsey reports that between 50% and 60% of organizations use AI, double the 2017 usage rate. The most popular use cases for generative AI tools in sales are: Content creation (18%). What we like : This content assistant is easy to use and keeps all your content creation in one place, rather than toggling between tools.

Co-Creation 124

Co-Creation CRM Sales Value Proposition 124

Clarity Engagement Solutions

APRIL 26, 2021

And the need to accelerate the shift from transactional sales pitches aimed at promoting a product to a physician for an unmet patient need to creating solutions designed for a broader set of account stakeholders, has been a nagging factor for every pharma commercial organization. With Clarity, it’s easy! . .

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Cosawi

JANUARY 31, 2020

SAMs traditionally are the experts at co-creation, identifying customer pain points and solutions connecting them – guiding customers through the steps of exploration, research, validation, purchase and, ultimately, advocacy. This Venn Diagram illustrates how these two roles can work together to co-create value for the customer.

Co-Creation 52

Co-Creation Marketing Sales Innovation 52

Hubspot Sales

MARCH 15, 2021

Travis Haninger , Co-Founder and VP of Customer Experience at SequoiaCX, says that setting clear goals and objectives is crucial to a successful gamification program. He adds that involving reps also “Enables teams to self-organize, freeing leaders to focus on coaching and removing obstacles.”. Set clear goals and objectives.

Sales 133

Sales Co-Creation Construction Meetings 133

Clarity Engagement Solutions

APRIL 26, 2021

More than a sense of being stopped in one’s tracks, the pandemic has had the interesting effect of preventing pharmaceutical sales organizations from “speeding up the mess” of coin-operated sales pitches and has made companies acutely aware of the limits of product-centric physician contact models.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Clarity Engagement Solutions

APRIL 26, 2021

More than a sense of being stopped in one’s tracks, the pandemic has had the interesting effect of preventing pharmaceutical sales organizations from “speeding up the mess” of coin-operated sales pitches and has made companies acutely aware of the limits of product-centric physician contact models.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Clarity Engagement Solutions

APRIL 26, 2021

The need to accelerate the shift from transactional sales pitches aimed at promoting a product to a physician for an unmet patient need to creating solutions designed for a broader set of account stakeholder, has been a nagging factor for every pharma commercial organization. THREE IMPERATIVES FOR MOVING CUSTOMER ENGAGEMENT FORWARD.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Zendesk

OCTOBER 26, 2023

Atrium offers an AI sales management solution that helps sales organizations become more data-driven and efficient. Pete Kazanjy, co-founder of Atrium, shares his tips on how to build a successful business and discusses how he formed a 35,000-member sales community by creating top-tier content.

Co-Creation 59

Co-Creation Sales Software Software 59

DemandFarm

AUGUST 17, 2023

In episode 12 of the Shift podcast, join Dr. Karthik Nagendra , CMO at DemandFarm, and Peter Hanford , Group Director of Digital Growth at Ebiquity Plc, as they explore how organizations can thrive in today’s ever-changing business landscape by embracing digital transformation for sales success.

Digitalization 52

Digitalization Co-Creation Digital Transformation Decision-making 52

Flevy

MARCH 20, 2024

Open Innovation Programs represent a paradigm shift in how organizations approach innovation, moving beyond the confines of internal R&D to leverage the collective creativity and expertise of external partners. Here are the top 10 KPIs vital for assessing the effectiveness and impact of Open Innovation.

Innovation 52

Innovation Co-Creation Management Digital Transformation 52

Planview

NOVEMBER 20, 2015

Find out how you can extend these capabilities in your organization. The skinny: Check out this collection of frugal principles companies should embed into their organization in order to do more with less. Who it’s from: Rhett Power, Co-founder, Wild Creations. Read more >> 7. Read more >> 8.

Innovation 63

Innovation Co-Creation Healthcare Digital Transformation 63

Hubspot Sales

MAY 3, 2024

I interviewed Appareify Co-Founder Nora Salama about the pros of AI in customer service. You can find core AI features like content creation, deduplication features for your lists, emails and workflows, and HubSpot’s AI-powered companion, ChatSpot. I’m a big fan of using Notion to organize projects and teams.

Small Business 116

Small Business Media Co-Creation Publishing 116

Cosawi

JULY 14, 2021

Driven by her desire to make a real difference to patients’ lives and following a successful 30-year career in executive sales and marketing roles in the pharmaceutical and biotechnology industry, Dominique now advices organizations on effective KAM business transformation and implementation. CO-ORCHESTRATION AND CO-CREATION .

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 52

Revegy

MAY 14, 2018

What would a 9 to 11-point increase to your key account growth mean for your organization? Customers expect value co-creation. The process of value creation requires multiple functions to get involved and engaged, with accountability and deliverables clearly defined for all players in the account planning stage.

Co-Creation 53

Co-Creation Key Account Management Account Management Account Planning 53

Farland Group

NOVEMBER 24, 2021

There are many B2B organizations that create unique and differentiated customer experiences, and they are successful companies. A team to co-create and innovate a future product or service line. At Farland Group, we find that co-creation can improve the experience and engagement you have with your customers.

Customer Experience 45

Customer Experience Co-Creation B2B Innovation 45

Cosawi

JANUARY 29, 2024

In today’s economy that is disrupted and fast paced, marketing is key in this journey to co orchestrate the customer led, team enabled account Planning strategy and value proposition creation to differentiate ourselves in the eye of our most important customers, generate revenue and mutual objective achievement.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

The Congruity Group

APRIL 6, 2023

Excerpt from “The Rarest Advantage – How to Co-Create Strategic Value to Retain and Expand Your Key Customer Accounts” by Betsy Westhafer and Tony Bodoh. This is a crystal clear example of how companies, through the vehicle of Strategic Customer Advisory Boards, can intentionally and co-create strategic value.

Co-Creation 52

Co-Creation Retail e-Learning Meetings 52