Strategic Account Management Association

OCTOBER 26, 2021

In our organization’s work, we see much confusion and lack of clarity on executive sponsorship, even when it is in place. 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.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Strategic Account Management Association

OCTOBER 14, 2021

This is the crux of the article: to reveal what I believe to be the optimal way to organize the customer in CRM with a goal of getting the most from our strategic account planning tools. Standard Option #1: Map the entire organization into one account as shown in Figure 2. Pros: You will capture the account in tremendous detail.

Account Planning 520

Account Planning CRM Account Management 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. A new central commercial organization was born.

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

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

Holden Advisors

SEPTEMBER 21, 2021

Imagine if you could banish “no-decision” from your sales funnel. In our experience, the real problem boils down to one thing—the inability to create and build a business vision that propels your customer’s organization to embrace change. In essence, divergent thinking is the antidote to “no decision.”. They sell potential.

Decision-making 435

Decision-making B2B Profitability Account Management 435

Strategic Account Management Association

SEPTEMBER 11, 2020

And yet most SAM organizations — large and small — haven’t tapped this potentially huge source of competitive differentiation. 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.

CXM 520

CXM Account Management Customer Experience Management 520

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

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

Strategic Account Management Association

JUNE 30, 2021

He also spent years as a managing consultant for Microsoft’s global consulting organization. Second, you can view a SAM as a broker or bridge to the expertise that lives within their organization. So, the SAM is critical to connecting the customer with the expertise inside the seller’s organization. Register here.

Digitalization 520

Digitalization Organization Account Management Management 520

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

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

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 88

B2B Leadership Decision-making Facilitation 88

Hubspot Sales

APRIL 9, 2025

Pro tip: Make sure you space your calls far enough apart so you can prepare before each one (e.g., Not Making a To-Do List It might feel more efficient to keep track of undone tasks in your mind rather than on paper or in a virtual list, but youll end up losing precious hours. 15-20 minutes). Response rate?

Decision-making 98

Decision-making Stakeholders Finance Software 98

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

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

Upland

MAY 4, 2023

A sales velocity equation or formula uses four metrics to help organizations calculate their own sales velocity. When used correctly, this formula can help organizations with their sales forecasting for a specific period of time and bolster their sales efforts. What is sales velocity? Why does sales velocity matter?

Sales 356

Sales Decision-making Organization Negotiation 356

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.

B2B 118

B2B Decision-making Media CRM 118

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

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 104

Organization Account Management Sales Sales Training 104

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

Brooks Group

JANUARY 9, 2025

Understanding the difference between landing new business and managing existing accounts is critical for your sales organizations success. Also, not every company has a dedicated team of account managers; depending on the size of your organization and sales force, the two roles may be combined.

Account Management 103

Account Management Management Sales Value Proposition 103

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

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

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 95

Construction Value Proposition Advertising Sales Training 95

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

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

Account Manager Tips

MAY 25, 2021

As a result, organizations accelerated revenue and retention. Because what makes a key account is its future value. Establishing influential business relationships with decision-makers is a primary goal. That's how decisions get made and budgets approved. In other words, make it easier for clients to do business with you.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

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

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 59

Innovation Decision-making Prioritization Government 59

Brooks Group

FEBRUARY 10, 2025

Ten to fifteen years ago, a seller could huddle up with three or four decision makers and quickly decide on a purchase. Since 2010, the average buying group has grown from three to four decision makers to six to 10 according to research by Gartner. Decision-making time, compared to five to seven years ago, has increased by 60%.

B2B 82

B2B Emotional Intelligence Value Proposition Stakeholders 82

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

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

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

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

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

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