RAIN Group

OCTOBER 23, 2024

Ask your sellers if they enjoy attending sales team meetings and you may hear things like, “They’re a waste of time,” “The meetings are monotonous,” “I’m sick of being talked at,” and “I don’t understand why I have to attend.” Most sales team meetings miss the mark.

Meetings 104

Meetings Sales Sales Management Management 104

Strategic Account Management Association

JUNE 22, 2021

During the initial discovery phase with the customer, our team at Royal established a regular meeting cadence with the insurance network’s director of transitional care programs, with the goals of determining current barriers to keeping patients in-network and identifying and addressing inefficiencies in transportation ordering workflow.

Transportation 520

Transportation Insurance Healthcare Prioritization 520

Strategic Account Management Association

APRIL 5, 2021

1 In fact, many of them admit their meetings were a total waste of time. is that, in the same study, 80 percent of these same sales reps actually believe they’ve had a successful meeting!2 So how do I judge if MY meeting with an executive was successful?”. It means they didn’t prepare for a CXO meeting.

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Strategic Account Management Association

FEBRUARY 2, 2021

Moreover, many salespeople we interviewed report that both they and their customer counterparts are often more focused, and more efficient, in virtual interactions than in face-to-face meetings. At the same time the advantages of virtual selling are rising to the fore, so too are its challenges and limitations, as seen in Figure 2.

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

Account Manager Tips

OCTOBER 6, 2022

Schedule meetings ASAP 4. Use meeting scheduling tools 5. Schedule follow up meetings during the meeting 6. Only meet for as long as needed 10. Say "No" to update meetings 11. Resolve meeting conflicts immediately 14. Resolve meeting conflicts immediately 14. Batch meetings 16.

Management 246

Management Meetings Decision-making Brainstorming 246

Customer Think

FEBRUARY 13, 2024

We’ve all had that neighbor. They’re the one you avoid when taking out the trash or collecting the mail because if you don’t, you’re in for it: the dreaded half-hour update on their prize-winning Schnauzer, a deep dive into their latest hobby, or the most recent gossip on their entire extended family. The only constant […]

Meetings 116

Meetings Sales 116

Strategic Account Management Association

JUNE 14, 2021

Flexibility : When the global pandemic rerouted our focus, we swiftly adjusted to meet our customer needs by leveraging the power of community. Productivity capture: Average client saves 141,500 hours annually because meetings start on time and conference technology is more intuitive, a 4 percent increase from program launch.

Global Accounts 520

Global Accounts Account Management Management Brainstorming 520

Strategic Account Management Association

AUGUST 10, 2021

The most common MBOs for SAMs measure leading indicators : account planning (77% of plans) and activity-based metrics like collaborative meetings (75%). Respondents cited health benefits, vacation pay and retirement benefits as 3 top factors that attract, motivate and retain account managers and directors.

Artificial Intelligence 104

Artificial Intelligence Healthcare Account Management Account Planning 104

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. Businesses want candidates who check the traditional boxes — goal-oriented, optimistic, coachable, persuasive, and so on.

Meetings 119

Meetings Banking Sales Prioritization 119

Strategic Account Management Association

SEPTEMBER 11, 2020

CXM: Meet Your Customers’ Needs. Successful CXM systems are designed to add value, simplify day-to-day task management, reduce tedious data entry and create essential utility for the account teams. For leadership, they provide visibility into account team activities and productivity. Your customers deserve the best service.

CXM 520

CXM Account Management Customer Experience Management 520

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. What do you think the answer was?

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Strategic Account Management Association

OCTOBER 26, 2021

In addition, a monthly touchpoint with the SAM is necessary to coach them, stay abreast of the account and prepare for customer meetings. The executive sponsor should be familiar with the account and help expand the customer mapping, engagement and relationship.

Account Management 520

Account Management Co-Creation Leadership Decision-making 520

Strategic Account Management Association

SEPTEMBER 13, 2021

Value Realization – This is where the rubber meets the road. Value Management – Outline the collaborative work necessary to put both sides of the relationship in a position to make progress, achieve outcomes, and realize value.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Holden Advisors

AUGUST 16, 2021

To use Neeraj Periwal’s words directly “ Finding just the right pricing model can mean the difference between a wildly successful business and one that doesn’t meet your subscribers where they are”. What type of usage model is right for you? Can the business infrastructure support the model?

B2B 370

B2B Software Software Meetings 370

Holden Advisors

OCTOBER 7, 2021

I can meet your budget requirements; I just need to drop you down to this lower tier offering.”. The most fun part about it is that sellers can use that same value understanding to take back control of negotiations. Let’s say procurement says, “to win this deal, you need to give me a 20% discount." The savvy seller will say, “No problem.

Procurement 369

Procurement Manufacturing Negotiation Stakeholders 369

Account Manager Tips

OCTOBER 11, 2021

Client relationships aren't built over email - so pick up the phone once in a while or setup a face-to-face meeting. You've had a great meeting with a client where you talked about all sorts of things. Do this instead: Send meeting minutes. A meeting minutes template makes notes easier to read. Think about it. For weeks.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Upland

MAY 4, 2023

From helping leaders define areas of focus, to helping sellers meet realistic quotas, the sales velocity equation is integral to your team’s success. Biggest Benefits of Using the Sales Velocity Equation There are several benefits to using a sales velocity formula, and many organizations consider it their most important metric.

Sales 356

Sales Decision-making Organization Negotiation 356

Strategic Account Management Association

AUGUST 24, 2021

Create alliances, assemble partners, build joint development efforts and fulfill value-based solutions to meet both the customer’s expectations and your company’s expectations. #5 Also, educate customers and stakeholders on new ways you can help them create value. #4 4 Facilitative style. Be an orchestrator. 5 General management skills.

Stakeholders 520

Stakeholders Supply Chain Digitalization Shareholders 520

Account Manager Tips

MAY 14, 2021

Schedule your QBR's: Get your review meetings in the diary for the year. Invite your client to recurring meetings for your business reviews for the required frequency (usually 3 months). Your review meeting is also less likely to get moved or cancelled to. That's what key account management is about after all.

Key Account Management 218

Key Account Management Account Management Management Account Planning 218

Red Star Kim

NOVEMBER 1, 2023

Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship. A challenging role requiring deep insight into potential clients and value propositions as well as a great deal of confidence.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Mike Kunkle

OCTOBER 8, 2023

Product ensures that solutions meet the demands of the marketplace. It plays a central role in shaping product strategy, conducting market research, managing product development, and ensuring products meet customer needs and business objectives. These functions all play distinct yet interdependent roles in the revenue lifecycle.

Customer Experience 304

Customer Experience Decision-making Profitability Marketing 304

Holden Advisors

SEPTEMBER 21, 2021

discovered that sellers who scattered questions throughout the call, to encourage conversation, and who listened more than talking, consistently secured more follow-on meetings and closed more deals than their colleagues. In a review of 50,000 B2B sales calls, tech company Gong.io

Decision-making 435

Decision-making B2B Profitability Account Management 435

Upland

NOVEMBER 28, 2021

Typically, these programs are powered by a robust software solution designed to meet all stakeholders’ reference needs—from Marketing and Customer Success to frontline sellers and everyone in between—and require at least one dedicated Advocacy Manager to keep everything running smoothly.

Sales 195

Sales B2B Software Software 195

Account Manager Tips

MARCH 23, 2021

Key account management is resource-heavy and to deliver a return on investment, the focus must be on clients that meet these requirements: Growth. If a client no longer meets the criteria for key accounts, what will you do with them? Did you notice that Gartner said your most important customers ? Account plan process.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Account Manager Tips

AUGUST 10, 2021

So it's best to ask in person (phone, meeting, Zoom) where it's easier to do some persuading. Offer a call or meeting to explain in more detail. Example referral email "George Smith, meet Nancy Cates. Clients talk to their network and meet people all the time. Don't be ambiguous about your request. Say thank-you.

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240

Upland

JUNE 30, 2023

By understanding customer goals, pressures, initiatives, and the obstacles that need to be overcome, sales teams can tailor their strategies and tactics to meet the unique needs of each customer, increasing the likelihood of success. Co-Customer Selling: Enterprise selling has been changing.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

Upland

AUGUST 18, 2023

Altify is happy to welcome you for a one-on-one meeting to discuss how Altify can help you achieve your business goals, build better relationships, and grow revenue in an increasingly competitive market. Well, now you can!

Artificial Intelligence 195

Artificial Intelligence Account Planning Innovation Digital Transformation 195

Hubspot Sales

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. The chat would likely be to schedule a more substantive meeting and not to try and close a deal when the decision maker is just “coming up for air.”

Supply Chain 122

Supply Chain Energy and Utilities Healthcare Sales 122

Account Manager Tips

OCTOBER 16, 2021

Follow them to meet like-minded people, learn industry trends, and find answers to your questions! LinkedIn is a great place to meet new people; take part in thought-provoking conversations; establish yourself as an expert; and learn more about your profession and industry. For example #Career. Why should I use LinkedIn hashtags?

Key Account Management 244

Key Account Management Account Management Management Media 244

Hubspot Sales

AUGUST 26, 2024

In fact, when you’re tenacious enough to book a call, data from Marketing Wizdom suggests that a mere 2% of sales leads will close on the first meeting. Instead of reading months of messages and meeting summaries before crafting an email, you can leave that to AI and jump right back into the sales flow.

Sales 122

Sales Meetings Communication Stakeholders 122