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

Account Manager Tips

OCTOBER 6, 2022

Schedule meetings ASAP 4. Use meeting scheduling tools 5. Schedule follow up meetings during the meeting 6. Only meet for as long as needed 10. Say "No" to update meetings 11. Resolve meeting conflicts immediately 14. Resolve meeting conflicts immediately 14. Batch meetings 16.

Management 246

Management Meetings Decision-making Brainstorming 246

Account Manager Tips

NOVEMBER 19, 2022

In a survey of senior executive buyers, Forrester Research asked if sales people are frequently prepared for their meetings. In fact between 70 to 80 percent feel vendors are not prepared for their meetings with senior level executives. Imagine you're at the front of a boardroom about to make a presentation. How do you feel?

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Upland

MAY 4, 2023

It also allows sales leaders to measure impact and make adjustments using the four levers, enabling them to create effective strategies to improve revenue growth. That makes it essential to win as many contracts as possible and maximize each opportunity. How can sellers deal with uncertainty to help increase deal size?

Sales 356

Sales Decision-making Organization Negotiation 356

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

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. Product ensures that solutions meet the demands of the marketplace. I often say that having guidance on how to determine what’s right for you is much more valuable than being told what to do.

Customer Experience 304

Customer Experience Decision-making Profitability Marketing 304

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 Decision-making Sales Stakeholders 243

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. Always have a meeting with your client scheduled for sometime in the future. Even if they ghost you between meetings, you have those placeholders to catch up. That will only make their already busy life, busier.

Key Account Management 246

Key Account Management Client Relationships Negotiation Suppliers 246

Account Manager Tips

NOVEMBER 19, 2022

Describe when and how you'll make your recommendation happen and immediate next steps. The reasons are many: relationship building; confirmation of strategy or tactics; seeking clarity to help deal with uncertainty; advice on decisions; get a decision changed; inform; educate; get action. Alternatives (2 minutes). Use humour.

Value Proposition 246

Value Proposition Decision-making Shareholders Government 246

Account Manager Tips

APRIL 26, 2021

How much money does a key account manager make? Money can't buy happiness, but it sure makes misery easier to live with. Find out how much money key account managers REALLY make! How much money does a key account manager make? Develop influential relationships with decision-makers. Enough for champagne and caviar?

Key Account Management 242

Key Account Management Account Management Management Negotiation 242

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

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

Account Manager Tips

MARCH 23, 2021

Key account management is resource-heavy and to deliver a return on investment, the focus must be on clients that meet these requirements: Growth. Identify and connect with decision-makers, budget holders and manage complex relationship networks. If a client no longer meets the criteria for key accounts, what will you do with them?

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

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

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? The foundational principles that move the needle are ones familiar to any sales leader: relationships and insights.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

Red Star Kim

NOVEMBER 9, 2023

What is the informal decision-making process? link] There’s advice to jump your uncertainty gaps by decision-making and actions which involves risk. Strategy is a stream of decisions and actions”. He notes that your optimism (or pessimism) will impact decisions as well as ability to make fast decisions.

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Red Star Kim

NOVEMBER 1, 2023

Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship. There is rarely a deep understanding of how disparate and disconnected decision-making units are across such large organisations.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Upland

JUNE 30, 2023

Personalized Customer Experiences Modern enterprise sales methodology thrives on data-driven decision-making. In this article, we will explore how the integration of NLP AI and enterprise sales methodology is set to reshape the future of enterprise sales. Co-Customer Selling: Enterprise selling has been changing.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

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

AUGUST 24, 2020

According to McKinsey & Co, more than 90% of selling now happens remotely, eliminating the face-to-face dinners, on-site introductions, and in-person meetings that gave sellers access to key players and decision-makers. A more conservative buying climate means more people at the table.

Decision-making 195

Decision-making B2B Sales Environment Digitalization 195

Upland

MARCH 24, 2021

Who makes the final decision? According to McKinsey & Co, more than 90% of selling now happens remotely, eliminating the face-to-face dinners, on-site introductions, and in-person meetings that gave sellers access to key players and decision-makers. Who are we talking to?”. Who else do we need to talk to?”.

Management 195

Management Decision-making B2B Sales Environment 195

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. But it’s all about behavior change.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Upland

NOVEMBER 28, 2021

These days, most prospects both want and expect to speak with a peer reference before they make a final purchase decision, but not all references are created equal. This makes resorting to unofficial sales reference channels all the more tempting. Making targeted, on-demand references a reality.

Sales 195

Sales B2B Software Software 195

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

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Close any gaps in your solution, meet all commitments and ensure your client is satisfied. 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.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

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

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. Read emails, meeting notes, business reviews and other important documents they left behind. Understand the past.

Key Account Management 182

Key Account Management Account Management Decision-making Client Relationships 182

Account Manager Tips

AUGUST 4, 2022

Why Introverts Make Better Networkers. In this no-nonsense, application-specific guide, you’ll get the most powerful strategies and success principles to build the mindset and confidence that will make you unstoppable. Most importantly, how I teach this is what makes the transformation of your confidence permanent.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Upland

JANUARY 29, 2024

Sales productivity becomes even more difficult for complex B2B accounts with large buying groups and multiple divisions involved in the decision-making process. This targeted approach makes successful sales and better relationships more likely. This requires that sales teams work with their greater revenue teams.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Upland

MARCH 29, 2023

Gone were the face to face office meetings and networking at industry events, and in their place were hour-long zoom calls with sellers wearing hoodies. Now, however, things have changed. 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

Mike Kunkle

FEBRUARY 5, 2023

Other times, sellers work with ad hoc buying committees who have never worked together to make a purchase decision, and who are operating without an aligned process, policies, or even guidelines and guardrails. click the image to see a larger version] This makes sense, right? This is so important to understand.

B2B 231

B2B Sales Decision-making Negotiation 231

Account Manager Tips

MAY 25, 2021

Because what makes a key account is its future value. Clients who are a good fit for your solution, and you meet their needs better than other suppliers. Establishing influential business relationships with decision-makers is a primary goal. That's how decisions get made and budgets approved.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Upland

OCTOBER 17, 2023

Its many evolutions and the powerful AI of today make it an irresistible tool to many. Recorded phone calls, emails, and virtual meetings create mountains of data. Its content capabilities make it an indispensable tool for your sales team. It can help your sellers answer questions like: Who are the key decision-makers?

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Upland

MARCH 23, 2023

Who makes the final decision? This can result in problems like not knowing where to invest in inventory, human capital, and derail crucial decision-making. This makes more accurate sales forecasts a possibility while cutting back on sandbagging. These usually include: What’s the latest update?

Account Planning 195

Account Planning Sales Decision-making Sales Environment 195

Upland

AUGUST 30, 2023

It represents the culmination of their journey, where they have progressed through the earlier stages and are now highly engaged and ready to make a purchase. At every stage of this journey, marketers employ targeted strategies to guide potential customers toward making a purchase decision. Take Amazon, for instance.

Decision-making 195

Decision-making Software Software Retail 195

Account Manager Tips

JUNE 23, 2020

Don't ever do an important meeting alone. Before COVID-19, single sourcing was the big thing: because one supplier for everything makes it easy. I've seen people fall at the last hurdle because they didn't understand that strategic decisions go through Chicago. I like to make sure I don't just jump in to rescue the day.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

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. 3-D printed medical products can be personalized to meet individuals’ health needs and scaled to help address global ventilator shortages.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400