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. Empathy can be used to listen as well as communicate. He draws a parallel between executives and seagulls: “They fly in, make much noise, leave a mess and fly off.”

Account Management 520

Account Management Co-Creation Leadership Decision-making 520

Holden Advisors

NOVEMBER 3, 2021

Assist in communicating value. When only 30% of B2B buyers make decisions based exclusively on price (noted in Negotiating with Backbone ), it’s not surprising the other 70% care about value if they are thoughtfully informed about it. Think: Revenue – Costs = Profit. Set the right price and you gain revenue. Think about it.

Procurement 369

Procurement Finance Construction Government 369

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

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

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

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

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Improve communication. Do you make the first move and present a compelling proposal that positions you as the partner of choice? Clients use bid decision criteria to decide who wins the contract. Be transparent and accountable for purchasing decisions.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Account Manager Tips

OCTOBER 21, 2021

Make sure you have a system in place so your client gets a follow up call from you as soon as possible. Rebalance your communication expectations to align with your value as a supplier. You may need to approach your communication from a different angle. That will only make their already busy life, busier. Difficult boss.

Key Account Management 246

Key Account Management Client Relationships Negotiation Suppliers 246

Account Manager Tips

AUGUST 14, 2022

You'll learn behaviours and techniques that will make your natural creativity shine. This proven method will make you more open-minded and productive. This proven method will make you more open-minded and productive. Making Creativity and Innovation Happen. Unleash Your Potential: Innovation and Enterprise.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 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 Decision-making Sales Stakeholders 243

Upland

MARCH 29, 2023

It means building out a robust understanding of roles in the decision-making process, how (and to what extent) they exert influence and what priorities are top-of-their-mind. When a deal comes down to the line, it’s the quality of the relationship that gets the seller the phone call when a buyer is making decisions.

CRM 195

CRM Management Stakeholders Decision-making 195

Account Manager Tips

OCTOBER 11, 2021

You need to take charge, make decisions and set goals for your customers so they can achieve success. What changes should we make? How do we make changes? Not focused on the customer The biggest mistake you can make with clients is to put your needs first. Putting out fires instead of preventing them.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Holden Advisors

MARCH 3, 2022

My clients answered no, which made the decision easy. Our value list looked something like this: We were the incumbent, and we had a great relationship with the buying decision maker. Upon hearing our decision, their procurement team communicated our decision to the buying decision maker, which was perfect.

Procurement 195

Procurement Manufacturing Decision-making Negotiation 195

Account Manager Tips

NOVEMBER 19, 2022

Imagine you're at the front of a boardroom about to make a presentation. Make your first impression count The goal of any executive level presentation is to make sure everyone immediately feels this will be time well spent. Measure and communicate value in a way that means something to them. How do you feel? DOWNLOAD NOW.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Upland

AUGUST 9, 2023

Rather, it’s vital to the success of each and every deal we make. Simply put, exceptional sales organizations make their customers’ goals the number one priority. Are you communicating your findings with buyers and getting their take on your findings to confirm them? A successful partnership is built on five key components.

Account Planning 195

Account Planning Innovation Decision-making Healthcare 195

Account Manager Tips

MAY 25, 2021

Because what makes a key account is its future value. Establishing influential business relationships with decision-makers is a primary goal. That's how decisions get made and budgets approved. Communication improves, friction reduces, and consistency increases across products, prices, processes and locations.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

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 Decision-making Profitability Marketing 304

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

Account Manager Tips

MARCH 23, 2021

Identify and connect with decision-makers, budget holders and manage complex relationship networks. Clients feel secure in the relationship, and information sharing and transparency increase to help everyone make better decisions. Harmonise products, prices and processes across multiple regions or divisions. Change Agent.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

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

Upland

SEPTEMBER 1, 2023

Guided selling is a modern sales approach that combines technology, data analytics, and personalized interactions to assist customers in making well-informed purchasing decisions. This enables them to work faster, engage buyers more effectively, and make better decisions.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

Account Manager Tips

APRIL 26, 2021

How much money does a key account manager make? Money can't buy happiness, but it sure makes misery easier to live with. Find out how much money key account managers REALLY make! How much money does a key account manager make? Develop influential relationships with decision-makers. Enough for champagne and caviar?

Key Account Management 242

Key Account Management Account Management Management Negotiation 242

Hubspot Sales

AUGUST 20, 2024

Imagine having to actually make a buying decision purely by shopping through the toothpaste aisle. How to Avoid Choice Paralysis Helping Customers Overcome Choice Fatigue Companies That Get it Right Make Decisions With Simplicity and Customer Needs in Mind What is Choice Paralysis? It’s overwhelming.

Decision-making 111

Decision-making B2C B2B Software 111

Account Manager Tips

DECEMBER 28, 2021

Find out how things are done and want went on with your client before you arrived to avoid making the same mistakes. Don't hide mistakes or bad decisions and communicate what you're doing to get things back on track. This will give you an idea of what went on before you came along and help you avoid making the same mistakes.

Key Account Management 182

Key Account Management Account Management Decision-making Client Relationships 182

Hubspot Sales

SEPTEMBER 12, 2024

Like most modern buyers, I had already done a wealth of research leading up to my decision, and nothing the salesperson said was going to make me walk away with anything other than the brand and model I showed up to buy. Buyers today are more informed than ever, and not just about cars, appliances, and consumer electronics.

B2B 116

B2B B2C Decision-making Software 116

Account Manager Tips

AUGUST 4, 2022

Why Introverts Make Better Networkers. In this no-nonsense, application-specific guide, you’ll get the most powerful strategies and success principles to build the mindset and confidence that will make you unstoppable. Most importantly, how I teach this is what makes the transformation of your confidence permanent.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Upland

AUGUST 25, 2023

An influence map is a visual tool that helps you identify and understand the stakeholders who have a say in your project or decision. As Seth Mars, Forrester analyst, pointed ou t in a recent webinar , it’s rarely one leader making a buying choice in a vacuum. That activity is called influence mapping.

Stakeholders 195

Stakeholders Decision-making Sales Leadership 195

Red Star Kim

MAY 2, 2023

Diversity and inclusion (communicating for D&I) is covered well here Book review: Digital Body Language – How to build trust by Erica Dhawan (kimtasso.com) ). But since 2007 companies advertising C-suite openings have increasingly emphasised the importance of social skills and de-emphasised operational expertise.

Emotional Intelligence 100

Emotional Intelligence Leadership Decision-making Publishing 100

Customer Think

JANUARY 20, 2023

Your customer relationship makes consumers feel secure with their buying decision. You build trust and enable two-way communication. Spending the extra effort to develop relationships with your clients can lead to long-term success. This leads to referrals and repeat purchases, further strengthening your business model.

Decision-making 130

Decision-making Communication 130

Account Manager Tips

AUGUST 3, 2022

When to give up Forms of communication (from most to least effective) Favourite book on follow up In other news Have your say on the future of key account management Quote of the week. You need your client engaged and communicating, but they don't always see it that way. So before you go chasing your client, make sure you're prepared.

Key Account Management 130

Key Account Management Account Management Decision-making Communication 130

Red Star Kim

MARCH 4, 2024

They fear making mistakes and don’t want to appear vulnerable. Their behaviour makes you feel irritated, inferior, worthless and stupid. They may make you feel stifled, stupid or untrusted. You need to avoid making mistakes or paying insufficient attention to detail. Please let me know if you’d like a copy.

Management 147

Management Communication Leadership Digitalization 147

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

Red Star Kim

MAY 3, 2023

Work roles varied across marketing, business development, PR, internal communications, events, digital and graphic design. Which makes planning difficult and often impacts on project delivery. There’s more about how to frame choices in Book review: Nudge: Improving decisions about health, wealth (kimtasso.com). “To

Stakeholders 130

Stakeholders Digitalization Communication Decision-making 130

Red Star Kim

MARCH 1, 2024

This is challenging as everyone is time poor and most communications are digital. And we know that face-to-face communication is most effective in building relationships. Building empathy with fee-earners helps us to understand what they expect and any assumptions they may be making about the likely results.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Red Star Kim

APRIL 24, 2023

Telephone Confidentiality Some forms of communication are known to be confidential – for example: email (assuming good cybersecurity) and WhatsApp (encryption). However, there can be concerns about the environment for taking and making telephone calls – with concerns about “Can you be overhead?”.

Emotional Intelligence 26

Emotional Intelligence Financial Services Decision-making Digitalization 26

SuperOffice

AUGUST 22, 2022

An analytical CRM is best suited for businesses that are focused on data-driven decision making. Customer service : Use the analytical CRM to gain insights into how frequent your customer communication is at certain points in time, which can give you a better understanding of when to allocate more resources. Operational CRM.

CRM 136

CRM Decision-making Onboarding Suppliers 136

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale.

Value Proposition 104

Value Proposition Procurement Decision-making Stakeholders 104