Strategic Account Management Association

FEBRUARY 3, 2022

By rallying revenue teams around people and their problems, we can build a motion that truly centers on the customer and that benefits all stakeholders in the process. To do so, we have to be intentional about both gathering and sharing information visually across the revenue team so that everyone is equipped to row together.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

Hubspot Sales

JUNE 8, 2020

Take good notes and record your calls in case other stakeholders need to hear and see the information. Offer to connect your prospects to your customers. Including prospects in your webinars, customer events, special updates, user groups and online forms gives them a sense of belonging before they make a purchase.

B2B 120

B2B Sales Decision-making Marketing 120

Showpad

OCTOBER 9, 2020

The only way to provide value to the buyer is to be customer obsessed and know your customers deeply. Collecting and documenting customer knowledge can help your reps tailor the buyer experience to each customer. . This disorganization leads to every team thinking differently about the customer. .

Co-Creation 40

Co-Creation Healthcare B2B Customer Knowledge 40

SmartKarrot

JULY 6, 2022

Deliver impactful insights that enable operational cadences to improve efficiency, productivity, and/or growth for each customer. Coordinate and deliver Executive Business Reviews to all customers on a semi-annual cadence with highly engaged stakeholders. Support People.ai

Customer Success 3

Customer Success Onboarding Stakeholders Government 3

Zendesk

JUNE 28, 2022

Enterprise sales tend to have an extended sales cycle, and they’ll involve many high-level people—on average, half a dozen stakeholders or company influencers will have a say. B2B sales training focuses on sales between businesses, rather than from business to customer (B2C).

Sales Training 52

Sales Training B2B Sales Profitability 52

PandaDoc

MAY 28, 2024

Consultative sales teams put customer needs first, with sales professionals asking probing questions and adapting pitches to every lead. A deeper understanding of customer needs leads to insights that build trust. Customer knowledge even transfers to other areas, such as improving client onboarding.

Sales 52

Sales e-Learning Healthcare Software 52

SmartKarrot

JUNE 16, 2020

Be willing to learn and become an expert in the customer’s business and make the connection between the client’s needs and your company’s ability to help. #3 3 Know Your Customer (KYC). By developing in-depth customer knowledge, account managers should be able to identify explicit and implicit account risks.

Account Management 10

Account Management Management Value Proposition Key Account Management 10