Strategic Account Management Association

APRIL 5, 2021

They make great paperweights, but if asked about specific details, most of us might offer an uneasy grin, knowing that we have companions-in-arms, equally guilty of shirking that responsibility to read altogether. So why on earth do we still bother with documents numbering hundreds of pages, sans picture and color? Excellent question!

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

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., Then, craft your presentation around these features and their benefits. 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

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

Sales Gravy

FEBRUARY 27, 2025

The decision-maker was engaged. First Impressions Matter If you dont make a strong first impression, it wont matter how great your service is. You are how you present yourself. A brief pause wont make you look like you dont know what youre talking about itll look like youre taking a moment to choose exactly the right words.

Decision-making 84

Decision-making Digitalization Communication Meetings 84

Hubspot Sales

MARCH 26, 2025

If you want to make your sales process easier, this guide will introduce you to five of the best sales enablement platforms in 2025. These tools help teams work better, close more sales, and make more money. Showing which sales content works best so teams can make better choices. Lets get started! Content Management.

Sales 76

Sales Customer Life Cycle CRM Decision-making 76

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 76

B2B Emotional Intelligence Value Proposition Stakeholders 76

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. 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. Be transparent and accountable for purchasing decisions. Benchmark pricing.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Strategic Account Management Association

JUNE 30, 2021

So, from the customer’s and service team’s perspective the SAM represents the expertise and can make things happen for those customers. Michael Thomas: We typically see three recurring issues that put SAMs at a disadvantage when talking to senior decision makers at a strategic account. Selling Expertise.

Digitalization 520

Digitalization Organization Account Management Management 520

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 defines the future state.

Sales 113

Sales Decision-making Negotiation Sales Environment 113

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.

Decision-making 195

Decision-making Software Software Retail 195

Hubspot Sales

AUGUST 7, 2024

An effective CRM is make-or-break for SaaS companies because of: Customer Retention. Now data presents a new challenge: there's an excessive amount to sift through and interpret. Your CRM can gather data and make suggestions for enhanced decision-making. This makes your SaaS CRM decision even more important.

CRM 115

CRM Software Software Onboarding 115

Hubspot Sales

DECEMBER 17, 2024

These are systems that can quickly crunch raw data and make sense of it. One AI solution claims to catch up to 83% of bad debt , making it much easier for financial institutions to make risky loan decisions. Knowing this, it makes sense why 94% of companies use AI for fraud detection. Machine learning.

Artificial Intelligence 98

Artificial Intelligence Co-Creation Decision-making Small Business 98

Mike Kunkle

APRIL 8, 2023

This fuller qualification prevents sellers from chasing down rabbit holes and wasting time on deals that aren’t going anywhere – or at least not at the present time – and ensures that you have a reasonable chance to win the business. They should be well documented in your CRM, preferably with a scoring system. .”

B2B 243

B2B Sales Decision-making Stakeholders 243

Upland

APRIL 6, 2021

Decision Orientation ?and? Decision Orientation: ?The How people make up their minds, come to a conclusion, and make a decision is shaped by their backgrounds, experiences and knowledge. In business, decision orientation is determined by the roles people play in a company as well as their personal backgrounds.

Stakeholders 195

Stakeholders Decision-making Innovation Negotiation 195

Holden Advisors

MARCH 3, 2022

My clients answered no, which made the decision easy. Our value list looked something like this: We were the incumbent, and we had a great relationship with the buying decision maker. Upon hearing our decision, their procurement team communicated our decision to the buying decision maker, which was perfect.

Procurement 195

Procurement Manufacturing Decision-making Negotiation 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

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. They ask questions like ‘how many calls did you make this week? ‘or

Sales 356

Sales Decision-making Organization Negotiation 356

Sales Gravy

FEBRUARY 4, 2025

Lead Time: Deals can stretch out because youre waiting on an entire chain of approvals or external decisions. It also positions you to offer support in ways that make them want to stick with yourather than jumping to a competitor at the eleventh hour. Understanding these pressures helps you empathize with your buyer.

Suppliers 82

Suppliers Construction Government Stakeholders 82

Upland

AUGUST 24, 2020

Outside of a shortlist of deals in which the CRO is directly involved, she depends on her leaders and team to connect with the right people, navigate internal politics and pitfalls, and understand who has influence beyond—or sometimes regardless of—the literal facts presented in an org. You can’t walk the halls to find power from home.

Decision-making 195

Decision-making B2B Sales Environment Digitalization 195

Upland

MARCH 24, 2021

Who makes the final decision? Outside of a shortlist of deals in which the CRO is directly involved, she depends on her leaders and team to connect with the right people, navigate internal politics and pitfalls, and understand who has influence beyond—or sometimes regardless of—the literal facts presented in an org.

Management 195

Management Decision-making B2B Sales Environment 195

Force Management

AUGUST 25, 2021

You and your enablement team are making a slew of decisions — who’s presenting, where are you doing it, what’s the agenda, etc. In the flurry of SKO planning, it’s easy to get bogged down on the details. While those details are important to your overall success, don’t lose focus on your most important asset, your salespeople.

Decision-making 148

Decision-making Sales 148

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

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. 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

JUNE 30, 2023

Personalized Customer Experiences Modern enterprise sales methodology thrives on data-driven decision-making. Few B2B enterprise teams present predefined solutions. 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-Creation 195

Co-Creation Sales B2B Decision-making 195

Upland

JULY 10, 2023

Altify Insights, meanwhile, helps you i dentify key decision-makers and business problems, enables greater visibility, and creates strategic opportunity plans to guide sellers toward closing. It’s common for sellers to be staring down as many as 10 decision-makers within a buying group in each enterprise deal.

Decision-making 195

Decision-making B2B Account Planning Software 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

Flevy

MARCH 25, 2025

Theyre about Continuous Innovation detecting shifts, making decisive moves , and reshaping internal structures to align with a changing landscape. Organizations like Netflix, Tesla, and Amazon apply these principles daily, sensing trends, acting decisively, and reshaping their capabilities before the competition catches up.

Decision-making 52

Decision-making Innovation Digital Transformation Internet 52

Account Manager Tips

MAY 25, 2021

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. Burnett, K. Strategic Customer Alliances.

Key Account Management 246

Key Account Management 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. It’s about being present and engaging across various platforms and touchpoints. According to The Annuitas Group, nurtured leads make 47% larger purchases than non-nurtured leads.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

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

Hubspot Sales

DECEMBER 22, 2020

When making a purchase, it’s natural for buyers to experience a phenomenon called anchoring bias , which is the tendency to focus heavily on the first price they see in the context of a sale. That’s not to say presenting an initial offer is a guaranteed way to avoid anchoring bias. Challenges of Anchoring in Negotiation.

Negotiation 139

Negotiation Decision-making Facilitation Profitability 139

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

Brooks Group

AUGUST 22, 2024

Understanding each style is key to understanding the decision-making behavior of a prospect. Taking a personality assessment like DISC allows sales professionals to understand their own behavior style and helps them present information in a way the customer is most receptive to. These types of customers tend to be analytical.

Emotional Intelligence 98

Emotional Intelligence Decision-making Sales Communication 98

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. There is a proven-effective path forward, though.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Red Star Kim

AUGUST 1, 2023

Find ways to make their lives easier and better. They can make it a firm priority to produce M&BD plans. Plan by stealth – Describe planning as something different: Goal-setting, decision-making, prioritising, making strategic choices, directing, choosing, focusing. Make it data-driven. Avoid templates.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Strategic Account Management Association

SEPTEMBER 22, 2020

8 webinar, “The new health system supply chain mandate: What every SAM needs to know,” hosted by SAMA and presented by Advisory Board’s Brandi Greenberg. . Early in 2020, many health care organizations were already leveraging AI to improve decision making and automate difficult or tedious tasks. Advisory Board.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400