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

Upland

FEBRUARY 17, 2023

Buying groups, or buying committees, are often composed of 10 stakeholders but can have more. It is the job of these trusted stakeholders to make sure that they make the right purchasing decision for their business or organization. Here’s how to just that when working with buying groups. What is a Buying Group in B2B Sales?

Decision-making 368

Decision-making Account Planning Stakeholders B2B 368

Holden Advisors

OCTOBER 7, 2021

Our clients will say, “our customers are never going to give us detailed financial and business information.” Always look for new ways that your customers might use your product or for other stakeholders that might benefit from your solutions. How do you build that value understanding? By going out and talking to your customers.

Procurement 369

Procurement Manufacturing Negotiation Stakeholders 369

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

Strategic Account Management Association

FEBRUARY 3, 2022

How are we making this information visible within our own organization so that we can function as a cohesive revenue team? Most importantly, they source information from supporters who can offer information they won’t find in their CRM. Our teams actively play this information back to the customer. How do they think?

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

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. Capabilities of KAM Technology Solutions That A Company Needs Map out stakeholders by location, business unit, or job function.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

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. What drives the relationship between two important stakeholders?

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

Upland

AUGUST 25, 2023

It can be used to: Identify the key stakeholders who need to be engaged in order to achieve your goals. Understand the relationships between stakeholders and how they influence each other. S ellers manage 6 to 10 stakeholders per account which, if you expand that out to your portfolio of accounts, could be hundreds of people.

Stakeholders 195

Stakeholders Decision-making Sales Leadership 195

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. However, no trend effectively bridges the existing gaps across industry stakeholders. Where are we now? How SAMs can help providers navigate the path forward.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

Planview

AUGUST 22, 2024

Throughout her career, she has developed expertise in project portfolio management , process improvement , change leadership , and stakeholder management. Then, I identify all stakeholders, flagging who is an assister, a resistor, and a neutral. But portfolio management wasn’t always her field.

Stakeholders 69

Stakeholders Prioritization Brainstorming Decision-making 69

Upland

MARCH 29, 2023

After visually mapping out the various individuals and departments within an organization and identifying the relationships between them, this information can be used to develop a comprehensive understanding of the customer’s decision-making processes, power dynamics, and potential areas of influence or conflict.

CRM 195

CRM Management Stakeholders 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

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

AUGUST 7, 2024

Put the prospect’s company logo in the top corner, add the names of key stakeholders to the example account, and input client info, industry, or other relevant information. I’ve consistently found that basic customizations are an effective way to impress your audience and elevate your product above the competition.

Sales 104

Sales Software Software Stakeholders 104

Nutshell

SEPTEMBER 18, 2024

Navigating the complexities of B2B sales, especially with high-value enterprise deals and multiple stakeholders, can be challenging. The Miller Heiman sales process incorporates methodologies for opportunity management, stakeholder engagement, and solution selling. Gain insights into their roles, needs, and concerns.

Stakeholders 126

Stakeholders Sales CRM Value Proposition 126

Luminas Strategy

MARCH 17, 2025

Where your sales team acts as a trusted partner and advisor, empowering customers to make informed decisions that drive their success. Building a Mutual Value Engine Imagine a scenario where your innovation pipeline is driven by your customers strategic imperatives. Embed your teams within your customers operations.

Organization 81

Organization Co-Creation Innovation Decision-making 81

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. The ability to convey this vision can rally senior leaders and front-line stakeholders alike behind our initiatives. Build Alliances: Alignment doesn’t occur in a vacuum.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Planview

FEBRUARY 13, 2025

The Digital Supply Chain: A New Era in Automotive Manufacturing A digital supply chain in the automotive industry refers to a network of interconnected systems, technologies, and processes that enable the seamless flow of information, materials, and products across the entire supply chain.

Supply Chain 52

Supply Chain Digitalization Manufacturing Digital Transformation 52

Account Manager Tips

OCTOBER 11, 2021

Doesn't communicate Key accounts have vast networks of stakeholders (internal and external). 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. Internal teams. Do this instead: Create a contact plan.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Hubspot Sales

SEPTEMBER 21, 2020

Enterprise sales also involve multiple stakeholders, and the salesperson is typically in conversation with numerous people before deals are closed. Overall, a complex sale is marked by three key elements: higher perceived risk resulting from higher price points, a longer sales cycle (6+ months), and multiple stakeholders.

Stakeholders 139

Stakeholders Insurance Decision-making Finance 139

Account Manager Tips

JUNE 29, 2021

Create contact plans to keep in touch with key stakeholders in your company and your client's. GRAHAM Different stakeholders will value different things. Who are your stakeholders, and what floats their value boat? Stakeholders value business improvement. Stakeholders value business improvement.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Hubspot Sales

AUGUST 26, 2024

I identified a key stakeholder with purchasing authority, reached out with a simple yet elegant email pitch, and they responded asking me for a contract they could sign right away. I remember it like it was yesterday — I was just starting out in SaaS sales, and I had identified a promising account I wanted to target.

Sales 122

Sales Meetings Communication Stakeholders 122

Red Star Kim

MARCH 1, 2024

At the recent Training – PM Forum on “ Buy-in, engagement and stakeholder management ” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland. Time for informal, social engagement – so important for getting to know people – has reduced.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

ProlifIQ

NOVEMBER 7, 2024

Most teams that manage more complex accounts or sales cycles take information from the CRM, build out elaborate QBRs or “account plans”, and then let them sit idly. Org management – Try Our Interactive Demo Below Stakeholder Mapping is the process of visually representing the potential stakeholders you need to work with.

Account Planning 52

Account Planning Account Management Decision-making CRM 52

PandaDoc

MARCH 25, 2025

Its a decision that requires research, deliberation, and often, multiple stakeholders. Sometimes called enterprise sales, complex sales generally have a longer sales cycle involving multiple stakeholders and decision-makers. You can also gain more information on their budget and how soon they are looking to implement a solution.

Sales 52

Sales Supply Chain Decision-making Stakeholders 52

Hubspot Sales

NOVEMBER 24, 2020

A deal desk provides a way for a salesperson to reference the information, resources, and advice they might need to cover those bases. Again, you might include stakeholders from departments like sales, legal, product, and finance. Who do you want to involve? A well-constructed, active deal desk can be a major asset to your sales org.

Construction 140

Construction Stakeholders Negotiation Profitability 140

Whetstone

NOVEMBER 20, 2024

But by the time we have information, it’s retrospective. The challenge here is that if we look only at this information, we end up reacting to what has already happened. Quality of stakeholder engagement. If a strategic account manager isn’t engaging key stakeholders enough, for instance, we can course-correct immediately.

Stakeholders 52

Stakeholders Account Management Account Planning Profitability 52

Hubspot Sales

APRIL 2, 2021

According to Gartner , a 2020 sales trend was that salespeople had to convince multiple stakeholders and evaluators at a company to buy their product. Most critical, though, is that each stakeholder has a different level of power within their organization. Below we’ll explain how to qualify different sales stakeholders.

Stakeholders 122

Stakeholders Decision-making Sales B2B 122

Account Manager Tips

FEBRUARY 28, 2021

Keep learning and share information. Influential Adept at growing networks to drive referrals Influencing senior stakeholders and decision makers to improve revenue and retention. Staying on top of trends and new ideas means seeking out information. Always seeking positive business outcomes. Can motivate a team.

Key Account Management 246

Key Account Management Account Management Management Decision-making 246

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. This facilitates a smooth handoff between sales and account management, as everyone has access to the same high-quality account history, buyer personas, and other vital information.

Account Planning 52

Account Planning Management Value Proposition Account Management 52

Hubspot Sales

AUGUST 26, 2020

Your marketers and salespeople pinpoint vital stakeholders within the target company. Executives at your firm may also interact personally with critical stakeholders of the target account. Descriptive Data – Deeper detail on stakeholders; career information; interests; etc. Customer Success. Image Source. Image Source.

Stakeholders 138

Stakeholders B2B Decision-making Sales Environment 138

Kainexus

OCTOBER 27, 2021

Value stream mapping (VSM) is used to visually depict, analyze, and improve the flow of materials and information through end-to-end processes. It is an effective method of identifying waste and opportunities for error. The best practice is to approach the initiative in the following phases.

Manufacturing 121

Manufacturing Stakeholders Management 121

Hubspot Sales

DECEMBER 1, 2020

Remembering who each of these stakeholders are, their roles and responsibilities, and relationship to the decision-maker can be even more difficult. As a meeting advances, a prospect may stop and ask for clarification or additional information. Attendance. Getting the right people in the room can be a challenge. Private Notes.

Meetings 143

Meetings Decision-making Stakeholders Sales 143

Red Star Kim

DECEMBER 18, 2023

The processes to obtain and analyse data, engage all stakeholders, consider the options and implications, make choices and be pragmatic about implementation. There was some discussion about the value of talking directly to clients to obtain information to support this process. Category — Project for Public Spaces (pps.org).

Marketing 130

Marketing Strategic Thinking Stakeholders Artificial Intelligence 130

Hubspot Sales

AUGUST 27, 2024

AI-powered pricing algorithms sometimes learn to make their own decisions and adjust to new information, possibly ending up in a price-fixing arrangement. Make sure your sales team and other internal stakeholders are up to speed on it, too.

Artificial Intelligence 103

Artificial Intelligence Profitability Telecommunications Retail 103

DemandFarm

MARCH 31, 2025

Conversations, stakeholder engagement, external market intelligence, and predictive signals all play a crucial role in shaping long-term growth. Where are the unstructured insightsthe informal conversations, strategic signals, and competitive shifts that influence decision-making? And there lies the friction.

Key Account Management 52

Key Account Management Account Management Management CRM 52

Planview

JULY 29, 2024

They used data around consumer behavior and store purchase activity to make better decisions around their 3,500 active projects.

Supply Chain 59

Supply Chain Decision-making Facilitation Stakeholders 59