Strategic Account Management Association

SEPTEMBER 11, 2020

In strategic account management, companies have to address the never-ending question of how to differentiate themselves and gain market share. First, a definition of terms: CRM CRM software keeps sales processes organized and aligned with best practices up to the point that a deal is closed. CXM: Meet Your Customers’ Needs.

CXM 520

CXM Account Management Customer Experience Management 520

Mike Kunkle

FEBRUARY 27, 2023

.” Nowhere is this more out of control than in the sales profession and our very own subset of sales enablement. Not All Sales Enablement is the Same Sales enablement is not the same everywhere. (For Not All Sales Enablement is the Same Sales enablement is not the same everywhere.

Sales 57

Sales Onboarding Publishing Transportation 57

Holden Advisors

OCTOBER 7, 2021

Talk to your internal experts in sales, product management, marketing, or marketing research, to understand how your customers use your product today. Let’s say by tracking improved efficiency, or reduce staff time required, or maybe faster time to market with a new product or a marketing campaign.

Procurement 369

Procurement Manufacturing Negotiation Stakeholders 369

Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

Sales Gravy

SEPTEMBER 9, 2022

Hall of fame-nominated marketer and Wall Street Journal cartoonist Stu Heinecke discovered that he could get past traditional gatekeepers and reach those elusive executives by thinking outside the box and using personalized approaches that he calls "contact campaigns". Get more meeting with effective Prospecting Sequences.

Meetings 124

Meetings Marketing Sales 124

Strategic Account Management Association

OCTOBER 26, 2021

A colleague from the SAMA Board of Directors, Noel Capon, recently wrote an article in Harvard Business Review “When CEOs Make Sales Calls” in which he describes the impact of top management’s involvement in the customer relationship. I suggest expanding your search beyond title and role, beyond commercial leaders.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Upland

NOVEMBER 28, 2021

Get more sales references without launching a traditional reference program. Even when organizations acknowledge their sales reference processes could be better, it can be an overwhelming problem to confront. Why are targeted sales reference important? A pragmatic approach to sales references. Will it require new hires?

Sales 195

Sales B2B Software Software 195

Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds.

Marketing 111

Marketing Sales Decision-making Energy and Utilities 111

Sales Gravy

SEPTEMBER 16, 2023

Delivering A Next-Level Customer Experience In this Sales Gravy Podcast, Jeb Blount talks to Clare Dorrian, SugarCRM's CMO, about putting people first, building human connections, and prioritizing the customer experience in a saturated market. In a highly competitive market, differentiation is key.

Customer Experience 112

Customer Experience Marketing Prioritization Sales 112

Holden Advisors

SEPTEMBER 21, 2021

Imagine if you could banish “no-decision” from your sales funnel. More deals that travel all the way to the win/loss finish line, less wasted sales time, more essential customer needs resolved, and a higher share of wallet. In a review of 50,000 B2B sales calls, tech company Gong.io What’s standing in your way?

Decision-making 435

Decision-making B2B Profitability Account Management 435

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success. This is a definite growth killer.

Sales 221

Sales Prioritization Innovation Sales Training 221

Upland

JUNE 30, 2023

Enterprise sales is going through a rapid evolution. One groundbreaking development on the horizon is the convergence of Natural Language Processing (NLP) AI technology and enterprise sales methodology. Personalized Customer Experiences Modern enterprise sales methodology thrives on data-driven decision-making.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

Upland

OCTOBER 17, 2023

And now, savvy sales leaders are using generative AI , too. All you need is the right sales enablement AI tool. Ready to dive into sales enablement AI? What is sales enablement AI? Like other forms of AI, sales enablement AI helps sales teams automate everyday tasks… tasks that take away from the actual selling.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Strategic Account Management Association

SEPTEMBER 13, 2021

SAMA and Boston Consulting Group partnered in May 2020 to conduct a study aimed at discovering the early changes to customer expectations for sales organizations as a result of the COVID pandemic. Indicators show that much of the sales process can — and should — be automated through technological advancements.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Hubspot Sales

NOVEMBER 27, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. There are a lot of standard qualities most companies look for when recruiting sales professionals. The Anatomy of an Ideal Sales Hire 1. Sales requires focus. Let’s dive in.

Meetings 116

Meetings Banking Sales Prioritization 116

Upland

JUNE 14, 2023

What are the top challenges facing chief revenue officers and sales leaders in 2023? Chief revenue officers face an uncertain economic landscape For someone whose job it is to grow revenue, having uncertainty in the market is never a good sign. And how can account planning help? There’s plenty of uncertainty in the economy right now.

Artificial Intelligence 195

Artificial Intelligence Digital Transformation Account Planning Remote Working 195

Account Manager Tips

NOVEMBER 19, 2022

In a survey of senior executive buyers, Forrester Research asked if sales people are frequently prepared for their meetings. In fact between 70 to 80 percent feel vendors are not prepared for their meetings with senior level executives. The good news is senior executives want to meet with you. It'll vary by function.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Upland

SEPTEMBER 29, 2023

Stakeholder mapping in sales is the process of mapping out key decision makers within the buying group of the account you are looking to do business with. Stakeholder Mapping is Important Because of Buying Groups Selling must be complicated because modern B2B sales are complicated. What are their motivations? Business has evolved.

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Upland

MARCH 19, 2021

No matter how great your sales team is, it’s always easier and more cost effective to upsell existing customers. It’s often a big blind spot for companies of all sizes — middle market up to the Fortune 500. The most overlooked sales channel. And many company leaders know it’s a missing element.

Account Planning 195

Account Planning B2B Sales Sales Environment 195

Red Star Kim

MARCH 17, 2023

A fellow tutor at Cambridge Marketing College – Neil Wilkins – has completed significant research into marketing in the metaverse. I’ve tried to summarise his key points here: Marketing in the Metaverse – An opportunity for professional services firms? He shared his views at a webinar earlier today. The Metaverse opportunity?

Marketing 130

Marketing Transportation Leadership Digitalization 130

Red Star Kim

JUNE 12, 2023

Things continue to move at pace in the world of digital marketing and marketing automation (MarTech). Digital Marketing update webinars (June 2023). He went on to outline steps in the marketing chassis. Email marketing automation “The day of the newsletter is finished”. It must incorporate trust (i.e.

Digitalization 130

Digitalization Marketing Advertising B2C 130

Red Star Kim

DECEMBER 2, 2022

It was a full house at November’s PM Forum workshop for Proactive Marketing and Business Development Executives. Release time to become a more proactive Marketing and Business Development Executive. Prioritise – Use marketing and business development plans (and your line manager) to focus attention and identify priorities.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 231

B2B Sales Decision-making Negotiation 231

Upland

JANUARY 29, 2024

Let’s face it, B2B sales can’t happen without good leads. Winning sales teams know strong leads must be converted into successful sales transactions. If sales productivity isn’t achieved effectively—through high lead conversion rates, efficient sales cycles and low sales costs—overhead goes up, and revenue goes down.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Upland

MARCH 23, 2023

Having trouble setting accurate sales forecasts or seeing close dates consistently sandbagged to next quarter? Regardless of the size of your company, the sales leader gathers sellers and runs them through the standard set of questions. Ultimately, the challenge of sandbagging is that of unreliable sales forecasts.

Account Planning 195

Account Planning Sales Decision-making Sales Environment 195

Strategic Account Management Association

MARCH 2, 2022

Given the competitive job market, demonstrating that our business is invested in fostering a multi-generational, multicultural and inclusive environment is absolutely going to help the organization stand out, attract the right talent and create an environment where top talent is going to want to stay. Active learning, learning strategies.

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

Red Star Kim

FEBRUARY 6, 2023

I’ve known David Brady – the serial entrepreneur specialising in professional services marketing technology – for more years than either of us care to acknowledge (but see the articles below if you’re interested). So here is a Marketing technology system review – Clean contact data with Cirrom. Hooray to that!

Marketing 26

Marketing Artificial Intelligence CRM Digitalization 26

Red Star Kim

DECEMBER 9, 2022

I regularly scan the market for examples of great marketing and business development – and I use case studies in workshops and training (not least the “Managing and Marketing a Profitable your Surveyors’ Practice” I present regularly for MBL). Arcadis: The Sustainable Cities Index. The challenge. The campaign.

Leadership 26

Leadership Marketing Future of Work Profitability 26

Red Star Kim

MARCH 24, 2023

It was a full house at the March workshop on “Practical and Professional Skills for Marketing and Business Development (M&BD) Assistants” although almost all delegates were from law firms across the UK. Roles, satisfaction and aspirations of Marketing and Business Development (M&BD) Assistants.

Marketing 130

Marketing Digitalization Communication Media 130

Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. highcaliberbranding.com) Why are you hiring a marketing consultant? Here’s 10 Things To Look For.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Mike Kunkle

AUGUST 30, 2023

In the ever-evolving landscape of business, the Sales Enablement profession has reached a pivotal crossroads. To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

SuperOffice

JULY 5, 2022

B2B marketing is simple: Attract new customers and keep existing customers. While the marketing part might sound easy, it’s the buying process that’s complex. And finally, when they’re ready to talk to sales, they contact you. And that’s where modern day B2B marketing begins. Set a marketing goal.

B2B 129

B2B Marketing Acquisition Media 129