Strategic Account Management Association

FEBRUARY 2, 2021

A sales executive we interviewed noted the loss of frequent and informal interactions with customers and the serendipitous learning this produces: “You don’t want to be a pest. Now I’m left trying to access the same information through more formal channels, and this often feels forced and awkward.

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

Hubspot Sales

SEPTEMBER 12, 2024

Buyers today are more informed than ever, and not just about cars, appliances, and consumer electronics. They rely on these platforms 60% of the time, which is far more than their next leading source of new information, which is marketing emails at 41%. A 2024 HubSpot Blog Survey of 422 B2B professionals in the U.S. My suggestion?

B2B 116

B2B B2C Decision-making Software 116

Hubspot Sales

AUGUST 7, 2024

A SaaS company isn’t future-proof without a centralized database of customer data, leads, and contact information. For example, you can ask AI to analyze the information tracked by Customer360 so it can parse customer data for you. More pricing information can be found here. What‘s next? Or have you repressed these memories?

CRM 115

CRM Software Software Onboarding 115

Strategic Account Management Association

OCTOBER 26, 2021

We are fully aware that we often do not have all this information before matching. The point is that we need to leverage available information and go beyond conventional approaches based on roles and titles. Variables such as culture, background, interests and hobbies can all be used to connect the best sponsor with the account.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Hubspot Sales

JULY 19, 2024

information quickly. Although I asked for a specific number of slides, the presentation maker suggested four extra slides, each of which included information I had yet to consider adding to my simple pitch deck. Enterprise: Contact Tome for more information. Canva Enterprise: Contact Canva for more information.

Co-Creation 110

Co-Creation Small Business Advertising Artificial Intelligence 110

Strategic Account Management Association

MARCH 2, 2022

This involves understanding how the adult learner gets new information and shifting to meet them where they are. Different generations look for different types of information and assimilate information differently. Active learning, learning strategies. Resilience, stress tolerance and flexibility.

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

Hubspot Sales

MARCH 12, 2025

This method offers a fresh way to approach buyers who are inundated with information and struggling to make decisions. By aligning with buyers' priorities, sellers enable them to make quick, informed decisions. They dont want generic pitches or information they could easily find online. Table of Contents What is SNAP selling?

Decision-making 87

Decision-making Sales Internet B2B 87

Hubspot Sales

JULY 10, 2024

If a customer makes a purchase on Sam’s Book Shop’s online shop, they initiate payment by entering their payment information — either credit or debit card numbers or online payment information — on the checkout page. When the payment processor sends the purchase information to the issuing bank, that bank must approve the purchase.

Banking 105

Banking eCommerce Retail Facilitation 105

Holden Advisors

NOVEMBER 3, 2021

When only 30% of B2B buyers make decisions based exclusively on price (noted in Negotiating with Backbone ), it’s not surprising the other 70% care about value if they are thoughtfully informed about it. We’ve found this is true even with governments, who are typically price and RFP oriented. So, who should own value? The pricing team.

Procurement 369

Procurement Finance Construction Government 369

Strategic Account Management Association

JANUARY 3, 2023

The ever-shifting landscape of the digital economy has created a new demand for solutions to emerging problems, representing both a threat and opportunity for strategic account managers. The post Understanding the Hidden Needs of Key Accounts for Sustained Growth appeared first on Strategic Account Management Association.

Account Management 520

Account Management Digitalization Co-Creation Management 520

Hubspot Sales

SEPTEMBER 16, 2024

"This response not only builds trust with your client but also keeps you from potentially sharing incorrect information that could harm your credibility or even get you or your company into trouble. “I I always make sure to follow up quickly with the accurate information.

Decision-making 109

Decision-making Negotiation Sales Training Sales 109

Hubspot Sales

JULY 15, 2024

The best way to get this information is through your enablement team or simply by Googling the common challenges that this ICP faces. Most of the information is out there so it will be relatively easy to find. Unpack your ICP's pain points. Once we nail down the ICP we start to unpack their pain points. Don't go too wild here.

Value Proposition 111

Value Proposition Digital Transformation Media Meetings 111

Holden Advisors

OCTOBER 7, 2021

Our clients will say, “our customers are never going to give us detailed financial and business information.” How do you build that value understanding? By going out and talking to your customers. I can hear your objections. In our experience, nothing could be further from the truth.

Procurement 369

Procurement Manufacturing Negotiation Stakeholders 369

Hubspot Sales

AUGUST 19, 2024

I want to ensure I send you the most relevant information and not become another sales rep to you. Once they answer back with the information, say this: Follow-up: "Great, I‘ll make sure to include that information. Typically, when people ask for an email, they're looking for X, Y, or Z.

Value Proposition 115

Value Proposition Cybersecurity Meetings Decision-making 115

Account Manager Tips

OCTOBER 11, 2021

You need to keep them informed of your strategy, any important changes and to get things done. Improve information transparency and grow influence to convince them to act. Send useful information that is valuable to your clients and stimulates conversation. And a key account manager is the gateway to all these relationships.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Account Manager Tips

NOVEMBER 19, 2022

Transformation not information FACT: At some point in your career, you'll need to present to senior executives. 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. The report.

Value Proposition 246

Value Proposition Decision-making Shareholders Government 246

Upland

APRIL 26, 2022

Plan types function like templates to provide a view of only the most relevant account information and available solutions, so each user can focus on what matters most to them. This is particularly helpful for customers who want to store different information in Altify Opportunity Maps and Salesforce accounts.

Account Planning 39

Account Planning Account Management Management Customer Success 39

Sales Gravy

APRIL 8, 2025

From Information Scarcity to Information Overload Not long ago, salespeople had the upper hand simply by having more data or insight than their prospects. They start by asking informed, open-ended questions and listening for patterns. Use informed questions. You have to remain curious and update your knowledge constantly.

Digitalization 52

Digitalization Marketing Sales 52

Hubspot Sales

JULY 22, 2024

I found your information while searching for business consultants in Wichita, and I think you could be a great fit for our services. You don’t want to ask something too personal since this is likely the first time they’ve spoken to you, so stay away from information that’s not readily available on LinkedIn. Rep: Good morning.

Value Proposition 111

Value Proposition Decision-making Software Software 111

Strategic Account Management Association

SEPTEMBER 22, 2020

Whether automating information gathering at intake or aiding clinical documentation, AI as a facet of health care delivery is inevitable. Trend #2: All eyes are on independent physicians as agents of change, but independence alone won’t drive down costs. Where are we now?

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

Hubspot Sales

SEPTEMBER 6, 2024

When a prospect first reaches out for more information, I’ve found that engagement is at its peak. Even when talks progress all the way to a signed contract, they will never be as engaged as they were in that initial moment when a problem arose and curiosity about your solution struck.

Sales 115

Sales Negotiation Prioritization Communication 115

Hubspot Sales

JULY 22, 2024

Proposal Emails A proposal email can take on a lot of forms, but generally speaking, the term refers to an email that includes pertinent information, valuable context, and a persuasive edge — typically sent during the consideration or decision stage of the buyer's journey. Types of Business Emails 1. Hone in on their pains and provide value.

Value Proposition 111

Value Proposition Sales Meetings Decision-making 111

Strategic Account Management Association

JANUARY 25, 2022

Engaging my multidisciplinary team of internal colleagues – including medical, marketing and information technology amongst ourselves – to brainstorm potential opportunities that could be presented to the customer was critical.

Healthcare 400

Healthcare Co-Creation Stakeholders Account Management 400

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 approach simplifies decision-making, addresses customer concerns, and enhances overall satisfaction by presenting relevant product options and information.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

Upland

AUGUST 29, 2023

It exists along a spectrum that can be categorized into three distinct levels: Informational Intent: This is the first stage where a customer may be unaware of their buying intent. They are in the early research phase, seeking information and knowledge about a particular product, service, or solution.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Hubspot Sales

JANUARY 8, 2025

Finally, with all of the information youve gathered, the gap selling problem identification chart will prompt you to assess the problem's business or personal impact (e.g., Oftentimes, rephrasing information can completely change the way its received. It quantifies the impact. financial, operational, or emotional).

Sales 113

Sales Decision-making Negotiation Sales Environment 113

Hubspot Sales

SEPTEMBER 4, 2024

Benefits of Using a CRM at Your Startup Top Features of Startup CRMs 7 Best CRMs for Startups Data gathered by CRMs include contact information, company details, location, lead source, calls, emails, pages visited, purchase history, support tickets, chat logs, and more. Table of Contents What Is a CRM for Startups? Why Do Startups Need a CRM?

CRM 105

CRM Software Software Marketing 105

Hubspot Sales

JULY 30, 2024

Make it easy for your prospect to both identify and contact you with a clear email signature that gives them all the information they need. If you’re looking for broader sales software, HubSpot Sales Hub is a great option. Leverage a strong, clear email signature. I am happy to discuss the topics we covered in the webinar.

Supply Chain 122

Supply Chain Energy and Utilities Healthcare Sales 122

ProlifIQ

DECEMBER 18, 2024

A Real Example of AI in Account Planning For those without access to paid AI tools, services like ChatGPT can still provide a wealth of information at no cost. While the output may require some massaging, it will get you well on your way and save quite a bit of time as well.

Account Planning 52

Account Planning Management Value Proposition Account Management 52

Holden Advisors

SEPTEMBER 21, 2021

Selling is complex, and Sellers have to be able to master large amounts of information and think on their feet to navigate the complex buying centers and drive sales efficiency. This last skill brings it all together. Intelligence (IQ) is a necessary trait for any Seller.

Decision-making 435

Decision-making B2B Profitability Account Management 435