Strategic Account Management Association

APRIL 22, 2021

Servitization and advanced services offer the potential for organizations to significantly transform their business models to deliver even greater value to customers while also increasing their own profitability. Just like data, automation, Industry 4.0 But what do we mean by servitization, and what exactly are advanced services?

Manufacturing 520

Manufacturing Co-Creation Suppliers Account Management 520

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. Pro tip: Enriching lead data with tools like ChatSpot and Sales Navigator can inform the campaign offers and content that your marketing team sends to individual prospects.

B2B 118

B2B Decision-making Media CRM 118

Strategic Account Management Association

SEPTEMBER 22, 2020

To grow your IDN customer relationships, you need to understand how the health care market is changing and where your organization fits into the ever-evolving health care ecosystem. At Advisory Board, we work with over 4,900 provider organizations, 90 health plans and 400 suppliers to produce syndicated research studies about U.S.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

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 101

Organization Account Management Sales Sales Training 101

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

Holden Advisors

SEPTEMBER 21, 2021

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. Is it the wrong solution, an inadequate business case, inability to get budget, or something else? Top-performing strategic account managers get this. They sell potential.

Decision-making 435

Decision-making B2B Profitability Account Management 435

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

Brooks Group

MARCH 27, 2025

According to a study of over 1,300 organizations, 84% of organizations that focused on improving customer experiences increased their revenue. Follow these seven tips to transform your sales organization to a customer-centric model. Your organization should use that feedback to continuously improve how you serve the customer.

Account Management 89

Account Management Sales Sales Training Profitability 89

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. It indicates that the call would be a good use of the prospect’s time and would provide insights about what other organizations are doing to safeguard their data.

Supply Chain 122

Supply Chain Energy and Utilities Healthcare Sales 122

Hubspot Sales

SEPTEMBER 6, 2024

When a prospect first reaches out for more information, I’ve found that engagement is at its peak. Tools such as Seismic or PathFactory can help sales teams with content management, keeping assets organized and updated while also recommending the most effective assets for different types of buyers at different stages of the journey.

Sales 115

Sales Negotiation Prioritization Communication 115

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. Identifying gaps.

Healthcare 400

Healthcare Co-Creation Stakeholders Account Management 400

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. More pricing information can be found here. But what is the best CRM for SaaS companies?

CRM 115

CRM Software Software Onboarding 115

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

Upland

DECEMBER 14, 2021

In leading organizations, Slack is often the go-to tool for collaboration, and Salesforce is the book of record for everything customer relationship-related. Keep revenue teams informed with messages to Slack channels. Organizations can set Slack alerts to send automatically when someone creates or updates Altify objects or records.

Account Planning 195

Account Planning Account Management Publishing Organization 195

Hubspot Sales

AUGUST 20, 2024

Instead, do your due diligence, do your research, and then make a choice and trust that you made the best decision you could with the information you had. Consumer goods corporation Procter & Gamble ran into a severe choice paralysis issue within their own organization in the mid 2000s. Set clear priorities and goals.

Decision-making 111

Decision-making B2C B2B Software 111

Upland

DECEMBER 6, 2021

Let’s dig into how combining Altify with Google Docs can deliver lasting value for the salespeople in your organization. For more information about discounted Drive Connect pricing for Altify customers, please don’t hesitate to contact us or reach out directly to your Altify Account Executive (AE) or Customer Success Manager (CSM).

Account Planning 195

Account Planning Account Management Organization Customer Success 195

Planview

MARCH 26, 2025

A Guide to Product Operating Models: What Every Executive Needs to Know Alan and Razat Talk Software Delivery Methodology (0:00-0:23) Alan and Razat discuss how the product operating model can help tech leaders at any organization increase the velocity and improve the quality of their software development competency.

Software 65

Software Software Shareholders Prioritization 65

Hubspot Sales

JULY 15, 2024

For instance, instead of “AE at XYZ Corp,” try this instead: “Helping Organizations Scale on WordPress” This makes it clear what you bring to the table and how you can be a valuable connection. The best way to get this information is through your enablement team or simply by Googling the common challenges that this ICP faces.

Value Proposition 111

Value Proposition Digital Transformation Media Meetings 111

SalesGlobe

NOVEMBER 14, 2024

Young woman showing salesman stats on cellphone during informal meeting Inside Sales teams are playing an increasingly important role in driving growth for businesses across industries. Historically, Inside Sales roles focused on SMB and Mid-Market accounts, typically organizations with fewer than 1,000 employees.

Sales 59

Sales Finance Retail Innovation 59

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

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

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. Stakeholder Management : KAM technology offers robust stakeholder management capabilities, allowing organizations to track and manage interactions with various stakeholders within an account.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

Upland

JUNE 15, 2023

Many sales leaders attempt to bring account planning into their organization and fail because they don’t have the right technology in place. A technology that doesn’t integrate well into your processes and has poor adoption with your team is an issue, and it’s often too late once you’ve chosen the software to go back on it.

Account Planning 195

Account Planning Software Software Organization 195

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. This organizes your data and gives you a CRM your business can grow with.

CRM 105

CRM Software Software Marketing 105

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

Upland

FEBRUARY 3, 2023

Relationship mapping refers to the process of outlining the inner workings of an organization – the decision makers, influence, and political structure – to ascertain the path of least resistance to building meaningful relationships with stakeholders. Creating a Relationship Map in 5 Steps 1.

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

Arpedio

MARCH 12, 2025

Sales teams frequently store critical information in spreadsheets , emails, or isolated CRM instances, making it difficult to access a unified view of an account. When data is scattered across different systems, it creates several challenges: AI cannot generate accurate insights when it only has access to partial information.

Stakeholders 52

Stakeholders Decision-making Government Account Planning 52

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

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 how to uncover a prospects value construct and that they can align what theyre selling with what that person or organization values.

Construction 91

Construction Value Proposition Advertising Sales Training 91

SalesGlobe

FEBRUARY 10, 2025

One of the most transformative trends in sales and business development organizations is the shift from fixed base pay structures to higher variable pay-for-performance models. Shifting to a performance-based model can also enhance an organizations ability to recruit and retain top talent. appeared first on SalesGlobe.

Innovation 52

Innovation Organization Sales Marketing 52

Mike Kunkle

AUGUST 30, 2023

This conundrum can breed skepticism, both within the enablement team (as mentioned above) and from the stakeholders in their organization. At least in those organizations, the enablement team was not seen as critical in difficult times or able to support the sales force in getting better results in a crunch.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Nutshell

OCTOBER 22, 2024

This acknowledgment highlights the platform’s ability to deliver powerful, user-friendly tools tailored to the unique needs of B2B organizations. By delivering up-to-date insights and in-depth reviews, Research.com guides organizations toward top-performing software products through carefully curated and well-evaluated lists.

CRM 71

CRM B2B Software Software 71