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 Decision-making 520

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. Gross profit: The goal is to improve performance year over year.

Supply Chain 520

Supply Chain Logistics Co-Creation Account Management 520

Upland

JULY 12, 2023

MEDDIC is not actually a healthcare term. It’s a sales acronym. 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-making 195

Decision-making Sales Account Planning Healthcare 195

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 231

B2B Sales Decision-making Negotiation 231

Upland

JUNE 30, 2023

Enterprise sales is going through a rapid evolution. One groundbreaking development on the horizon is the convergence of Natural Language Processing (NLP) AI technology and enterprise sales methodology. Personalized Customer Experiences Modern enterprise sales methodology thrives on data-driven decision-making.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

Upland

NOVEMBER 28, 2021

Get more sales references without launching a traditional reference program. Even when organizations acknowledge their sales reference processes could be better, it can be an overwhelming problem to confront. Why are targeted sales reference important? A pragmatic approach to sales references. Will it require new hires?

Sales 195

Sales B2B Software Software 195

Upland

JANUARY 29, 2024

Let’s face it, B2B sales can’t happen without good leads. Winning sales teams know strong leads must be converted into successful sales transactions. If sales productivity isn’t achieved effectively—through high lead conversion rates, efficient sales cycles and low sales costs—overhead goes up, and revenue goes down.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

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. DOWNLOAD NOW.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Upland

OCTOBER 17, 2023

Its many evolutions and the powerful AI of today make it an irresistible tool to many. And now, savvy sales leaders are using generative AI , too. All you need is the right sales enablement AI tool. Ready to dive into sales enablement AI? What is sales enablement AI? Many writers use AI to spark ideas.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Upland

MARCH 23, 2023

Having trouble setting accurate sales forecasts or seeing close dates consistently sandbagged to next quarter? Regardless of the size of your company, the sales leader gathers sellers and runs them through the standard set of questions. Who makes the final decision? What Causes Sandbagging in Sales?

Account Planning 195

Account Planning Sales Decision-making Sales Environment 195

Upland

SEPTEMBER 29, 2023

Stakeholder mapping in sales is the process of mapping out key decision makers within the buying group of the account you are looking to do business with. Stakeholder Mapping is Important Because of Buying Groups Selling must be complicated because modern B2B sales are complicated. What are their motivations?

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Upland

NOVEMBER 28, 2021

Key traits of a winning sales reference pool. Prospective customers are in control of more of the B2B sales cycle than ever before. Contacting an enterprise sales rep is no longer a prospect’s first stop on the long road to making an important business purchase. Sales reference pool quality.

Sales 195

Sales Manufacturing B2B Decision-making 195

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

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. The foundational principles that move the needle are ones familiar to any sales leader: relationships and insights. And we ask these questions beyond the sales team.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer.

Sales 221

Sales Prioritization Innovation Sales Training 221

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

AUGUST 30, 2023

In the ever-evolving landscape of business, the Sales Enablement profession has reached a pivotal crossroads. To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

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

AUGUST 10, 2021

84% of B2B decision-makers start the buying process with a referral. 61% of customers make at least one referral. But, for B2B companies, it falls to the sales team or the key account management team to ask. Sales Insights Lab surveyed 400 salespeople to gain insights into today's selling world. rarely ask for a referral.

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240

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

Hubspot Sales

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Read on to hear my tactics for ending a sales email.e Make it clear how your offer benefits the prospect. Ask a question in your closing.

Supply Chain 122

Supply Chain Energy and Utilities Healthcare Sales 122

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

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. It is designed to guide sellers through the sales cycle and increase pipeline visibility, enabling them to close deals faster and with fewer missteps.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

Hubspot Sales

JUNE 12, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Time is a precious resource in sales — the efficacy of your sales process, whether a deal winds up closed-won, and virtually every KPI used to gauge your performance all hinge upon how effectively you spend yours.

Sales 131

Sales Decision-making Stakeholders Meetings 131

Nutshell

SEPTEMBER 18, 2024

Navigating the complexities of B2B sales, especially with high-value enterprise deals and multiple stakeholders, can be challenging. The Miller Heiman Sales Process is designed to tackle these difficulties and guide you through the sales process. Table of Contents What is the Miller Heiman sales process?

Stakeholders 126

Stakeholders Sales CRM Value Proposition 126

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

Account Manager Tips

AUGUST 4, 2022

Why Introverts Make Better Networkers. The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results Why this book? Most importantly, how I teach this is what makes the transformation of your confidence permanent. Table of Contents. Why this book?

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Hubspot Sales

JULY 22, 2024

I'm always saying, “Sound, well-structured business email templates are central to effective sales communication, initiating productive sales conversations, and sustaining relationships with prospects and customers.” They're typically sent following initial conversations, meetings, or proposals (shocking, I know.)

Value Proposition 111

Value Proposition Sales Meetings Decision-making 111

Upland

JUNE 14, 2023

What are the top challenges facing chief revenue officers and sales leaders in 2023? Altify’s latest book, Not Just Another Vendor , highlights one sales leader – Scott Jackson Senior Director, Sales Enablement, Comcast Business – whose team learned the valuable lesson of relationships over product or any other fit.

Artificial Intelligence 195

Artificial Intelligence Digital Transformation Account Planning Remote Working 195

Upland

AUGUST 24, 2020

Regardless of company size, a CRO gathers her sales leaders and runs them through the standard paces: Calling the numbers; closed/won progress; a fly-over of top deals with an update on the current state of play. Forecast calls the world over follow a fairly uniform structure. It’s a big blind spot to have.

Decision-making 195

Decision-making B2B Sales Environment Digitalization 195

Upland

MARCH 24, 2021

A CRO gathers her sales leaders and runs them through the standard procedures: Calling the numbers; closed/won progress; a fly-over of top deals with an update on the current state of play. Who makes the final decision? Regardless of company size, forecast calls all follow a fairly uniform structure. Who are we talking to?”.

Management 195

Management Decision-making B2B Sales Environment 195

Hubspot Sales

NOVEMBER 22, 2023

When it comes to sales, there's a lot of innovation happening — and therefore, a litany of new tools. But only one type of tool is considered "effective" by 78% of global sales professionals. If you're in sales, this result shouldn't be a big surprise. As part of our 2024 State of Sales Series , our Sr.

CRM 116

CRM Decision-making Sales B2C 116

Hubspot Sales

OCTOBER 5, 2021

Sales development representatives and gatekeepers. If you're in sales, chances are you've encountered plenty of situations in which you're trying to reach a CEO or C-level executive to pitch your product or service. But experienced sales reps know that gatekeepers don't have to be a roadblock in your sales process.

Decision-making 133

Decision-making Sales Stakeholders Software 133

Brooks Group

JANUARY 2, 2024

Sales leaders and managers seek individuals who can not only meet targets but exceed them consistently. What makes successful salespeople isn’t just inherent abilities—it’s also their skill set. When you focus your sales training on the right skills, you ensure your team is equipped for any selling situation.

Sales Training 103

Sales Training Decision-making Sales Communication 103

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers.

B2B 130

B2B Sales Decision-making Stakeholders 130

Brooks Group

OCTOBER 3, 2024

You’ve just been promoted to sales management. What if you make mistakes? Here’s some helpful advice for new sales managers to help you thrive in your new role and turn those butterflies into fuel for success. What Is a Sales Manager Responsible For? Congratulations! How will you transition from peer to leader?

Sales Management 105

Sales Management Management Sales Training Sales 105