Strategic Account Management Association

FEBRUARY 3, 2022

But as a provider of a robust set of sales management and methodology capabilities , our teams work with some of the biggest sales organizations in the world. It’s how faithfully (and effectively) we execute on these principles that makes the difference. Our intent is never so transactional.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

Strategic Account Management Association

MARCH 2, 2022

We are all in a race to attract, develop and retain top talent for our organizations. 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. The business case for diversity.

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

Hubspot Sales

SEPTEMBER 9, 2024

Many organizations may closely meet your company’s ideal customer profile (ICP) criteria and warrant sales reps to proactively reach out to them. 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. Table of Contents What Is a Lead List?

B2B 118

B2B Decision-making Media CRM 118

Insightly

JULY 10, 2023

Data is objective, unbiased information. Data-driven decision making is the process of studying large amounts of data, analyzing it to identify patterns, obtaining actionable insights, and using that insight to make business decisions. Many still struggle to understand how data is used to make decisions.

Decision-making 98

Decision-making CRM Software Software 98

MDI Training

AUGUST 27, 2024

Navigating the Ethical Challenges of Algorithmic Decision-Making You prefer to listen to this article? In that case, it may perform poorly for others, leading to unfair decisions in areas like hiring, healthcare, and law enforcement. Is society ready for AI ethical decision-making? link] Arora, A., Barrett, M.,

Decision-making 81

Decision-making Digital Transformation Artificial Intelligence Leadership 81

Hubspot Sales

AUGUST 7, 2024

Delivering a product to a global audience in highly competitive fields requires impeccable organization, constantly improving customer retention, and top-tier relationship management — and some assistance from AI and automation can only help. An effective CRM is make-or-break for SaaS companies because of: Customer Retention.

CRM 115

CRM Software Software Onboarding 115

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

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

Mike Kunkle

OCTOBER 8, 2023

Nowhere is this truer than with the commercial organization. It shifts the focus from “revenue enablement” (which – I’m sorry – is internal, seller- and company-centric) to the broader functions of the commercial organization, in a more buyer- and customer-centric paradigm. One that I will expand over time from this foundation.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

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., Making this simple tweak boosted my response rate 3x over and gave my pitches the tone of dialogue, not junk mail. 15-20 minutes). Response rate?

Decision-making 98

Decision-making Stakeholders Finance Software 98

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 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

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

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

Brooks Group

FEBRUARY 3, 2025

You want to define your ideal customer profile, then look for prospects that are similar to organizations youre already having success with. Make sure your sellers know the characteristics of your most profitable accounts and how to qualify new prospects that are similar. This will give your sellers the best chance for conversion.

Construction 92

Construction Value Proposition Advertising Sales Training 92

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

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.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Upland

MARCH 29, 2023

It means becoming so much more in the eyes of your customers and prospects than just another vendor. Earning a place as a trusted advisor means engaging everyone in the organization with whom you can deliver value. These unanswered, additional “problems” make up the bulk of the whitespace in existing accounts.

CRM 195

CRM Management Stakeholders Decision-making 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

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

Brooks Group

MARCH 6, 2024

Sales effectiveness also corresponds with the return your organization gets from its sales investment. But improving sales effectiveness is a complex task that few organizations do well. Most organizations track a few key performance indicators (KPIs) such as win rates, quota attainment, and revenue growth.

Organization 102

Organization Account Management Sales Sales Training 102

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

Upland

AUGUST 24, 2020

For all the rigor put into deal probabilities, analytics, and forecast accuracy, in-depth understanding of relationship strength and influence remains a blind spot for most organizations. Now, revenue teams need to visualize an organization’s hierarchy digitally in order to build and execute an influence strategy.

Decision-making 195

Decision-making B2B Sales Environment Digitalization 195

Upland

MARCH 24, 2021

Who makes the final decision? For all the rigor put into deal probabilities, analytics, and forecast accuracy, in-depth understanding of relationship strength and influence remains a blind spot for most organizations. Most organizations are now buying less and involving more people when they do. Who are we talking to?”.

Management 195

Management Decision-making B2B Sales Environment 195

CMOE

MARCH 17, 2025

They navigate uncertainty with a clear vision, aligning their decisions with long-term goals while making the most of available resources. Thinking strategically as leaders allows individuals to make more informed decisions, seize opportunities, and position their organizations for long term growth.

Leadership 52

Leadership Strategic Thinking Decision-making Organization 52

Upland

JANUARY 26, 2023

This is where account-based selling really gets interesting. Account-Based Sales Takes a Revenue Team One of the top challenges organizations face in transitioning to an account-based sales model is the change in mindset necessary to succeed at account-based selling. Large B2B sales deals are not done one-on-one.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

Planview

APRIL 14, 2025

Todays report explores the priorities for leaders in a volatile economy and how Planview empowers you to respond quickly as an aligned organization. Over the past several weeks, weve asked organizations how they’re navigating the uncertainty. AI-powered decision-making. Resource capacity planning.

Innovation 52

Innovation Decision-making Prioritization Government 52

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. It drives individuals and organizations to explore, evaluate, and invest in a product or service. It encompasses the motivation, need, and desire behind any activity.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Planview

AUGUST 22, 2024

Many in our organization don’t have exposure to traditional project management terminology and tools, so we aim to empower everyone with essential components rather than the full PMO toolbox. I have open conversations to ensure the framework fits the organization and integrate feedback through sprints into our daily work.

Stakeholders 69

Stakeholders Prioritization Brainstorming Decision-making 69

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

Upland

FEBRUARY 3, 2023

Relationship mapping refers to the process of outlining the inner workings of an organization – the decision makers, influence, and political structure – to ascertain the path of least resistance to building meaningful relationships with stakeholders. Creating a Relationship Map in 5 Steps 1.

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

Planview

JULY 29, 2024

Organizations need solutions that can bend without breaking. Having an effective solution that enables your organization to adapt to your unique, changing industry demands means you’re better equipped to deliver tangible business outcomes. In this environment, the key to success is adaptability.

Supply Chain 59

Supply Chain Decision-making Facilitation Stakeholders 59

Mike Kunkle

MAY 30, 2023

There are also other factors at play, such as product-market fit, strategy, the chosen sales model, organization design, or lack of top-down support, that also influence our work. Finding yourself in one of these situations does not excuse you from working as hard and as smart as possible to make an impact with enablement.

Decision-making 311

Decision-making Sales Training Sales Sales Management 311

CMOE

MARCH 17, 2025

They personify valuable skills that make a difference in any industry or organization. They make data-driven decisions. Gut feelings shouldnt be ignored altogether, but analyzing relevant information leads to smarter, more informed decisions. They stay informed about industry trends.

Strategic Thinking 52

Strategic Thinking Decision-making Brainstorming Innovation 52

Upland

JUNE 30, 2023

This powerful merger will revolutionize sales organizations, enhance customer engagement, and drive unprecedented insight into how B2B sellers and their prospects collaborate. Personalized Customer Experiences Modern enterprise sales methodology thrives on data-driven decision-making.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

Nutshell

OCTOBER 22, 2024

This acknowledgment highlights the platform’s ability to deliver powerful, user-friendly tools tailored to the unique needs of B2B organizations. By delivering up-to-date insights and in-depth reviews, Research.com guides organizations toward top-performing software products through carefully curated and well-evaluated lists.

CRM 71

CRM B2B Software Software 71

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