Strategic Account Management Association

SEPTEMBER 30, 2020

This article discusses what you, as a supplier, can do mid-contract to make your upcoming negotiations more successful. There are a number of ways to manage expectations throughout the negotiation and project, but two of the simplest will never fail: Work to understand the client’s decision-making process.

Suppliers 759

Suppliers Negotiation Stakeholders Account Management 759

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

Strategic Account Management Association

OCTOBER 14, 2021

Cons: You will end up with a massive, blended account, which will make it nearly impossible to create a detailed, actionable account plan. If you break the account into units that are too big, your entities will contain within them more than one sub-entity operating independently and having its own business drivers and decision makers.

Account Planning 520

Account Planning CRM Account Management Decision-making 520

Holden Advisors

SEPTEMBER 21, 2021

Imagine if you could banish “no-decision” from your sales funnel. They build a shared vision around the ability to address a compelling business need or market opportunity and build the scaffolding of commitment to make this vision a reality. In essence, divergent thinking is the antidote to “no decision.”. They sell potential.

Decision-making 435

Decision-making B2B Profitability Account Management 435

Upland

FEBRUARY 17, 2023

It is the job of these trusted stakeholders to make sure that they make the right purchasing decision for their business or organization. A buying group is a clear indication that a business is taking a solution seriously, and it is the buying group that influences the decision of those higher up in the organization.

Decision-making 368

Decision-making Account Planning Stakeholders B2B 368

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

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. We also needed to make sure senior leaders are aware of these responsibilities to optimize their speed and impact.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Strategic Account Management Association

APRIL 5, 2021

They make great paperweights, but if asked about specific details, most of us might offer an uneasy grin, knowing that we have companions-in-arms, equally guilty of shirking that responsibility to read altogether. So why on earth do we still bother with documents numbering hundreds of pages, sans picture and color?

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Holden Advisors

FEBRUARY 1, 2022

So, it makes sense that to increase perceived value, businesses need to create more satisfying experiences. A recent study showed that business customers are more likely to make purchasing decisions based on the total service package, not purchases based solely on price. The Value of Knowing Your Customer.

Decision-making 369

Decision-making Communication Customer Experience Marketing 369

Strategic Account Management Association

AUGUST 6, 2021

Form an organizational capability around co-creating products and solutions with our customers Redesign our philosophy around our customers’ needs Make a positive business impact on our customers’ operations Ingrain a deeply customer-centric vision and mission for sales. How will you make changes in your SAM program?

Supply Chain 520

Supply Chain Logistics Co-Creation Account Management 520

Sales Gravy

MARCH 25, 2025

Lead with Pain-Focused Messaging If you expect busy decision-makers to respond, talk about their painnot your credentials. The goal is to make them nod in agreement before they realize theyre reading a marketing pitch. Make phone calls the first touch whenever possible, not a generic email.

B2B 87

B2B Leadership Decision-making Facilitation 87

Strategic Account Management Association

SEPTEMBER 11, 2020

I’m talking about customer experience management (CXM), which I would argue may be the single most important investment a company can make in today’s cut-throat business climate. And yet most SAM organizations — large and small — haven’t tapped this potentially huge source of competitive differentiation.

CXM 520

CXM Account Management Customer Experience Management 520

Hubspot Sales

SEPTEMBER 16, 2024

I‘m going to level with you — the statement I’m about to make probably sounds like one of those meaningless platitudes about selling you‘d hear at some seminar that you were pressured by your employer to attend, but I swear I’m going somewhere with it. I always make sure to follow up quickly with the accurate information.

Decision-making 109

Decision-making Negotiation Sales Training Sales 109

Holden Advisors

NOVEMBER 3, 2021

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. Some time ago, Holden Advisors assisted a company that sold construction dirt by helping them better define their value.

Procurement 369

Procurement Finance Construction Government 369

The Center for Sales Strategy

FEBRUARY 19, 2025

Ask a sales manager about the most important decisions they make, and you will probably hear about exceeding budget, growing market share, or achieving year-over-year growth. The most important decision you will ever make as a manager is the decision of who to hire. I want you to think about the best seller.

Decision-making 78

Decision-making Sales Sales Management Organization 78

Hubspot Sales

SEPTEMBER 30, 2024

Treating Social Selling Like Conventional Bhavik Sarkhedi , Growth Head & CMO of Content Whale , says, "One of the biggest mistakes sales reps make in social selling is treating it like traditional cold outreach. It will make the target customers or clients comfortable and unwary. 9 Social Selling Mistakes You Need to Avoid 1.

Media 108

Media Decision-making Prioritization B2B 108

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

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

Hubspot Sales

SEPTEMBER 9, 2024

I sure would have appreciated a more detailed lead profile before making that call — he was less than pleased to hear from me that day. And have fun with making your personas – give them catchy names and compelling backstories. Enhanced Prospect Profiles The better your prospect profile, the better your call outcomes.

B2B 118

B2B Decision-making Media CRM 118

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 Sales Decision-making Stakeholders 243

Hubspot Sales

AUGUST 7, 2024

An effective CRM is make-or-break for SaaS companies because of: Customer Retention. Your CRM can gather data and make suggestions for enhanced decision-making. This makes your SaaS CRM decision even more important. The pricing will also make this inaccessible for some companies. User Experience.

CRM 115

CRM Software Software Onboarding 115

Hubspot Sales

MARCH 10, 2025

A 2024 FDIC study found that 58% of lenders review business credit reports before making lending decisions. Business partners and investors may review your credit score as part of their decision-making process. Having all the necessary information upfront makes the process faster and smoother.

Suppliers 98

Suppliers Insurance Negotiation Finance 98

Holden Advisors

FEBRUARY 8, 2022

What makes these categories even more powerful, is that all of them are areas that CXOs care about. Salespeople can elevate their sales conversations from middle managers to C-suite decision makers by describing how they add value in one or more of these categories. Think about where you truly add value to your customers.

Customer Experience 312

Customer Experience B2C Publishing B2B 312

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. I like it because it recognises the personal motivations in decision making. DOWNLOAD NOW.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Upland

JULY 12, 2023

And it’s all about deal qualification MEDDIC – a deal qualification framework Many think that MEDDIC is a sales process , but it’s really a deal qualification framework with multiple processes for decision criteria, decision process, etc. Decision criteria: What factors will buyers consider when making their decision?

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

Sales Gravy

JANUARY 30, 2025

Youre asking people for time and resources, youre persuading them to make decisions, and youre often balancing multiple interestsyour clients, your companys, and your own. Guilt or anxiety sets in, making you more emotionally reactive. Guilt or anxiety sets in, making you more emotionally reactive.

Negotiation 94

Negotiation Sales Decision-making Communication 94

Strategic Account Management Association

JUNE 30, 2021

So, from the customer’s and service team’s perspective the SAM represents the expertise and can make things happen for those customers. Michael Thomas: We typically see three recurring issues that put SAMs at a disadvantage when talking to senior decision makers at a strategic account. Selling Expertise.

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. HINT: That's you and me) In addition to us, here's what else they need: Data to make predictive decisions to support business goals. Fair and decisive. Removing steps to make a process more efficient.

Key Account Management 246

Key Account Management Account Management Management Decision-making 246

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

Luminas Strategy

MARCH 17, 2025

Consider this: if your customer’s revenue growth directly translated to your own, would your strategic decisions change? Where your sales team acts as a trusted partner and advisor, empowering customers to make informed decisions that drive their success. We’re beyond the era of customer satisfaction.

Organization 81

Organization Co-Creation Innovation Decision-making 81

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. That will only make their already busy life, busier. Beyond their workload, there could be other things going on that make it a bad time to ask for stuff. Office politics that make certain topics sensitive to discuss.

Key Account Management 246

Key Account Management Client Relationships Negotiation Suppliers 246

Hubspot Sales

JULY 30, 2024

Make it clear what you want the reader to do next and what is in it for them if they accept your offer. The closing statement should be brief and make it easy for your customer to respond to your offer by suggesting a short phone call at your client’s earliest convenience. Make it clear how your offer benefits the prospect.

Supply Chain 122

Supply Chain Energy and Utilities Healthcare Sales 122

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. 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. Define price strategy.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246