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. The business case for diversity. Why is that?

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

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.

Procurement 369

Procurement Finance Construction Government 369

Red Star Kim

SEPTEMBER 6, 2022

I haven’t reviewed a book on the topic of internal communication and yet it’s a vital element of marketing, branding, organisational culture, change management and leadership. This contemporary book (published in 2021) is just 200 pages and is subtitled “Streamline your corporate communication to drive efficiency and engagement”.

Communication 130

Communication Facilitation Leadership Remote Working 130

Hubspot Sales

MARCH 12, 2025

The internet makes research a breeze until youre drowning in options and cant tell whats worth your time. Buyers face the same challenge every day, making simplicity a superpower in sales. SNAP Selling is designed to help you cut through the noise and make buying easier for prospects. One word: Overload.

Decision-making 87

Decision-making Sales Internet B2B 87

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

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

Hubspot Sales

APRIL 9, 2025

Not only will you miss valuable information, but youll sound distracted. Pro tip: Make sure you space your calls far enough apart so you can prepare before each one (e.g., Craft your communication to reflect individual needs based on data insights (e.g., 15-20 minutes). Response rate?

Decision-making 98

Decision-making Stakeholders Finance Software 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. A survey of 2,000 business leaders confirmed the soft skills most in-demand are leadership, communication, collaboration, and time management. Keep learning and share information. Fair and decisive.

Key Account Management 246

Key Account Management Account Management Management Decision-making 246

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

Hubspot Sales

JANUARY 8, 2025

Nevertheless, once youve identified your prospects intrinsic motivation and can understand their desired future state, Keenan suggests that all thats left is to make sure they not only believe that that future state can happen, but that you can make it happen better than anyone else. It quantifies the impact.

Sales 113

Sales Decision-making Negotiation Sales Environment 113

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

ProlifIQ

OCTOBER 30, 2024

With kam techology , you can: Centralize Account Information : Make sure the critical information about an account is clean and in one place. This makes it easy for an account manager to understand the relationships built over a sales cycle, and where time needs to be spent.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

Hubspot Sales

AUGUST 27, 2024

Now, I’m seeing companies use AI platforms to help them make better data-driven decisions around their pricing strategies. AI-powered pricing strategies enable accurate decision-making based on current market conditions such as supply, demand, and competitive forces. It worked at the time, but the times are changing.

Artificial Intelligence 103

Artificial Intelligence Profitability Telecommunications Retail 103

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. Guided selling employs technology, including AI, to equip sellers with essential information during the sales process.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

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

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. A successful partnership is built on five key components. We don’t want our deals to start leaning the way the Tower of Piza did after just 10 meters into the project.

Account Planning 195

Account Planning Innovation Decision-making Healthcare 195

Sales Gravy

FEBRUARY 27, 2025

The decision-maker was engaged. First Impressions Matter If you dont make a strong first impression, it wont matter how great your service is. If this is a more informal environment, dont show up in a suit. Nonverbal Communication is Key Your body language needs to project authority. The decision-maker was engaged.

Decision-making 85

Decision-making Digitalization Communication Meetings 85

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

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

Planview

APRIL 14, 2025

Make informed decisions on projects and work based on resource capacity , availability, and utilization to meet current and future demands. AI-powered decision-making. These enhancements support leaders and teams in making more informed decisions, collaborating more effectively, and communicating clearly.

Innovation 59

Innovation Decision-making Prioritization Government 59

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. By delving into their COIN-OP (Challenges, Opportunities, Impacts, Needs, Outcomes, and Priorities) roles, goals, and behaviors, you gain invaluable insights that inform every aspect of your marketing strategy.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

Planview

AUGUST 22, 2024

I often say my career path to project management isn’t traditional, but it’s been instrumental in honing my communication and analytical skills. To make resource management more approachable, we categorize resource needs into one to two hours per week, three to seven hours per week, and eight or more hours per week.

Stakeholders 69

Stakeholders Prioritization Brainstorming Decision-making 69

Holden Advisors

MARCH 3, 2022

Recently, one of my clients was informed that the services they provided for a very large customer were going to a reverse auction, and they wanted my help coming up with a price. My clients answered no, which made the decision easy. The buying decision maker understood our total value and shut down the auction.

Procurement 195

Procurement Manufacturing Decision-making Negotiation 195

Planview

FEBRUARY 13, 2025

The Digital Supply Chain: A New Era in Automotive Manufacturing A digital supply chain in the automotive industry refers to a network of interconnected systems, technologies, and processes that enable the seamless flow of information, materials, and products across the entire supply chain.

Supply Chain 52

Supply Chain Digitalization Manufacturing Digital Transformation 52

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

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. What is an Influence Map? That activity is called influence mapping.

Stakeholders 195

Stakeholders Decision-making Sales Leadership 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

Hubspot Sales

FEBRUARY 13, 2025

Clarify the steps and stakeholders involved in decision-making. In fact, 88% of buyers say theyll only make a purchase if they see the salesperson as a trusted advisor. Thats the vibe SPICED helps you deliver insightful, credible, and just bold enough to make an impact. Identify specific pain points and frustrations.

Decision-making 52

Decision-making Sales Prioritization CRM 52

DemandFarm

JANUARY 12, 2025

But it also demands precise account planning, strategic execution, data-driven decision-making, and seamless cross-functional collaboration. Centralized Data : RevOps consolidates data across teams, creating a single source of truth to inform strategies and enhance decision-making.

Key Account Management 52

Key Account Management Account Management Decision-making Prioritization 52

Planview

JULY 29, 2024

Streamlining Global Product Development Process Conagra Brands has been a major force in the consumer packaged goods (CPG) industry for more than a century and needed a solution to streamline their global development process and improve data-driven decision-making.

Supply Chain 59

Supply Chain Decision-making Facilitation Stakeholders 59

Nutshell

JANUARY 30, 2025

However, many marketing departments struggle to define their key performance indicators (KPIs) or establish effective analytics tracking, which can make their marketing reports less useful. A professional and efficient marketing report gives you the power to make the right decisions for your business, driving the best results.

Marketing 83

Marketing Media Decision-making Digitalization 83

Brooks Group

FEBRUARY 12, 2025

Using this information later guides the recommendation and helps the seller tailor it to customer needs. Match Your Buyers Communication Style Not everyone communicates (or prefers to communicate) in the same way. This can make their buying behavior style skeptical and concerned with analytics and the effects of change.

Sales Training 58

Sales Training Profitability Decision-making Communication 58

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. They can gain information in those conversations to later score those leads. What’s their contact information? Many writers use AI to spark ideas.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

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

DECEMBER 17, 2024

These are systems that can quickly crunch raw data and make sense of it. One AI solution claims to catch up to 83% of bad debt , making it much easier for financial institutions to make risky loan decisions. Knowing this, it makes sense why 94% of companies use AI for fraud detection. Machine learning.

Artificial Intelligence 98

Artificial Intelligence Co-Creation Decision-making Small Business 98

CMOE

MARCH 17, 2025

While strategic thinking does not guarantee business success, it does put organizations in an advantageous position to gather information, solve problems, and make informed decisions. This approach not only improves creativity but also leads to more sustainable and effective business decisions.

Strategic Thinking 52

Strategic Thinking Decision-making Brainstorming Profitability 52