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

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

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

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. Improved Lead Nurturing Sales and marketing teams can use the information from your lead list to determine the kinds of campaign tactics each lead is added to, such as email newsletters or webinar invites.

B2B 118

B2B Decision-making Media CRM 118

Hubspot Sales

AUGUST 7, 2024

An effective CRM is make-or-break for SaaS companies because of: Customer Retention. A SaaS company isn’t future-proof without a centralized database of customer data, leads, and contact information. Your CRM can gather data and make suggestions for enhanced decision-making. User Experience. What‘s next?

CRM 115

CRM Software Software Onboarding 115

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. Is there a better example than dirt to prove that a commodity can be differentiated? Think about it.

Procurement 369

Procurement Finance Construction Government 369

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

Strategic Account Management Association

FEBRUARY 3, 2022

It’s how faithfully (and effectively) we execute on these principles that makes the difference. How are we making this information visible within our own organization so that we can function as a cohesive revenue team? Our teams actively play this information back to the customer. How do they think? Sharing insights.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

Strategic Account Management Association

MARCH 2, 2022

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 understanding where people are coming from and what makes them tick. This involves understanding how the adult learner gets new information and shifting to meet them where they are.

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

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

NOVEMBER 19, 2022

Describe when and how you'll make your recommendation happen and immediate next steps. Transformation not information FACT: At some point in your career, you'll need to present to senior executives. Transformation, not information. It provides not only a solution to a problem, but makes that solution undeniable.

Value Proposition 246

Value Proposition Decision-making Shareholders Government 246

Hubspot Sales

AUGUST 19, 2024

Yet, when I work with some teams I notice that they aren't making any calls. The goal is to make the conversation feel more natural. Here's a simple three-step formula for crafting a powerful value proposition: Identify the Persona: Who are you talking to, is it a decision maker, and what do they care about? I'm not interested.”

Value Proposition 115

Value Proposition Cybersecurity Meetings Decision-making 115

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

Hubspot Sales

JULY 22, 2024

Proposal Emails A proposal email can take on a lot of forms, but generally speaking, the term refers to an email that includes pertinent information, valuable context, and a persuasive edge — typically sent during the consideration or decision stage of the buyer's journey. Hone in on their pains and provide value.

Value Proposition 111

Value Proposition Sales Meetings Decision-making 111

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

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

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

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. Keep learning and share information. Fair and decisive. I sure was.

Key Account Management 246

Key Account Management Account Management Management Decision-making 246

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

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

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

Upland

AUGUST 29, 2023

Buying intent , also known as purchase intent, refers to the likelihood and inclination of a potential customer to make a purchasing decision. For any company to make the most out of its products, it is important to understand and grasp the essence of buying intent.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Nutshell

MARCH 19, 2025

A good CRM provider understands that sometimes you need specific information to track for the leads, people, and companies in your contact database. CRM custom fields, as the name suggests, are contact fields you create in your CRM to capture information thats most important to your business. Not all businesses are built the same.

CRM 62

CRM Healthcare Decision-making Brainstorming 62

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

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

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

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

Account Manager Tips

AUGUST 10, 2021

84% of B2B decision-makers start the buying process with a referral. 61% of customers make at least one referral. Happy customers will refer you, so make a shortlist of those who know have had a positive experience. Scan your client's organization chart for influential people and decision-makers. External networks.

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240

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

Strategic Account Management Association

SEPTEMBER 22, 2020

Early in 2020, many health care organizations were already leveraging AI to improve decision making and automate difficult or tedious tasks. Whether automating information gathering at intake or aiding clinical documentation, AI as a facet of health care delivery is inevitable. Where are we now?

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

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

Upland

APRIL 6, 2021

Once you have a better understanding of a company’s culture – as demonstrated by the aggregate behavior and perspectives of the individuals you engage with – your approach will be much more informed. Decision Orientation ?and? Decision Orientation: ?The Merriam Webster defines change as: “to make different.”

Stakeholders 195

Stakeholders Decision-making Innovation Negotiation 195

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

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

Upland

NOVEMBER 28, 2021

Sure, they may be happy to watch sellers’ slideshows and sit in on demos, but when it comes down to vetting a product and making an important B2B purchase, the word of someone paid to close the sale is only going to go so far. Both factors make existing customers credible references in the eyes of prospects. It’s truly that simple.

B2B 195

B2B Sales Decision-making Organization 195