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Ten insights on the future of SAM

Strategic Account Management Association

Shifting from focus on shareholder value only to stakeholder value as well – and a broadening understanding of what stakeholder value means. Only by making astute observations will you uncover potential new sources of value. O’Leary’s advice: Projects with the best “story” will be funded and resourced first.

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Shareholder vs Stakeholder: What's the Difference?

Hubspot Sales

One of the big questions on that front is, “What's a shareholder versus a stakeholder?” So, to help you get a better sense of what shareholders and stakeholders are and how they differ, I've put together this handy guide. Table of Contents Shareholder vs. Stakeholder What is a shareholder? Here we go.

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10 New Capture Strategy Tips to Keep Clients & Avoid Competitive Bids

Account Manager Tips

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. Define price strategy.

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The Startup Founder's Guide to Cap Tables

Hubspot Sales

Since most startups need voting agreement among both common and preferred shares, this view shows who needs to sign off on major company decisions (e.g., You'll notice the cap table lays out the essential pieces of a transaction: Shareholder name as it appears on the security. This reflects who has control over the company.

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How to Create Powerful Executive Level Presentations [+ Template]

Account Manager Tips

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.

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5 Things Every Salesperson Should Know About Their Prospects, According to Advantexe Learning Solutions' CEO

Hubspot Sales

A "value dashboard" represents the gauges by which a customer makes a decision, including price, level of service, quality, financial terms, supply security, and others. All of a sudden, you‘re not selling a product — you’re selling the capability of making sure the product is delivered on time so your prospect can deliver on time.

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How to Boost Sales Productivity with Account Planning

Upland

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.