Strategic Account Management Association

FEBRUARY 3, 2022

How we’re able to step up and continue to serve these customers depends on our ability to collaborate internally and prioritize our finite resources to deliver maximal value. Prioritizing relationships allows us to think more holistically about success. Are we in tune with the way initiatives are prioritized? What’s in motion?

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

Hubspot Sales

APRIL 9, 2025

Few buyers will be interested in scheduling another meeting with someone whos not paying attention right now. Better yet, review your scheduled meetings for the next day before you leave at night. For enterprise deals, the number can jump as high as 10-15 stakeholders. 15-20 minutes).

Decision-making 98

Decision-making Stakeholders Finance Software 98

Planview

AUGUST 22, 2024

In this post, you’ll learn: Why Putting People at the Heart of Change Matters The Exciting Future Ahead for the PMO How AI Can Help Prioritize Impactful Work Meet Athena Smith Athena Smith hails from Georgia and is based in Atlanta. Then, I identify all stakeholders, flagging who is an assister, a resistor, and a neutral.

Stakeholders 69

Stakeholders Prioritization Brainstorming Decision-making 69

ProlifIQ

OCTOBER 30, 2024

Capabilities of KAM Technology Solutions That A Company Needs Map out stakeholders by location, business unit, or job function. KAM tools help companies make better decisions with strategic customers based on stakeholder and company-owned data. These solutions typically provide visual representations of the stakeholder landscape.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

DemandFarm

NOVEMBER 22, 2024

Relationship Intelligence and Stakeholder Knowledge The best account managers know business is personal. They create trust-based connections by mapping out and understanding key stakeholders, tracking team shifts, and staying updated on client organization changes. Core Traits of High-Performing Account Managers 1.Relationship

Key Account Management 52

Key Account Management Account Management Management Stakeholders 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. 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

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. Making targeted, on-demand references a reality.

Sales 195

Sales B2B Software Software 195

SBI Growth

JANUARY 27, 2014

Using the Stakeholder Wheel Job Aid (Click here to download the tool), walk your rep through the BDT. These stakeholders can wield tremendous political power and easily kill a deal. A critical step in mapping the BDT, is understanding where each stakeholder is on their buying journey. Completing the stakeholder wheel.

Account Planning 121

Account Planning Stakeholders Decision-making Prioritization 121

DemandFarm

MARCH 31, 2025

In the past, account managers spent significant time on manual tasks like logging customer interactions, scheduling meetings, updating CRM records, and manually tracking stakeholder engagement. Providing AI-driven insights into account health, whitespace opportunities, and stakeholder influence, enabling proactive decision-making.

Account Management 40

Account Management Key Account Management Management Account Planning 40

SBI Growth

APRIL 5, 2013

The ‘influencer’ is in the stage: identify and involve other stakeholders. And the key stakeholder is always their boss. What ways can I prioritize this problem to solution in his eyes? Paint the picture on how the solution will meet his objectives. the CEO, Board, meeting Payroll to Employees etc. Eliminate Risk.

Stakeholders 128

Stakeholders Decision-making Prioritization Leadership 128

Hubspot Sales

DECEMBER 10, 2019

Honing in on the most valuable accounts and customer stakeholders has helped me accelerate B2B sales at each of these. You’ve mapped out the specifics of your ideal customer, the personal motivations of the stakeholders -- now where do you go from here? To focus your outreach on the right people, you have to prioritize.

Manufacturing 133

Manufacturing Media Sales Prioritization 133

Arpedio

NOVEMBER 22, 2023

Unlock Business Potential with Effective Stakeholder Mapping Improve your critical stakeholder relationships ← Back to blog As businesses strive to achieve growth and success, many overlook the untapped potential of effective stakeholder mapping. We will also highlight the tools and techniques available for stakeholder mapping.

Stakeholders 52

Stakeholders Decision-making Business Growth Innovation 52

Planview

MARCH 19, 2025

Technological Advances : Innovations in AI, machine learning, and digital currencies redefine how organizations operate and meet consumer expectations. Complex Operating Models : Transitioning from traditional to digital-first operations requires agile frameworks that prioritize outcomes over outputs.

Financial Services 52

Financial Services Banking Management Government 52

ProlifIQ

NOVEMBER 7, 2024

By setting clear objectives, sales teams can prioritize their efforts and measure their progress towards achieving desired outcomes. 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

Arpedio

OCTOBER 20, 2023

Understanding the power of a stakeholder matrix – A comprehensive guide Relationship Mapping Software ← Back to blog In the dynamic landscape of account management, understanding your clients’ needs, expectations, and concerns is paramount to building lasting and mutually beneficial relationships.

Stakeholders 52

Stakeholders Account Management Client Relationships Decision-making 52

DemandFarm

DECEMBER 27, 2024

Your reps need every armour in their kit to help close deals faster and meet quotas. Account Profiling Helps you get a 360-degree view of your accounts, including revenue streams, stakeholder hierarchies, and business units. Relationship Mapping Visualize stakeholder connections and influence within an organization.

Key Account Management 52

Key Account Management Stakeholders Sales Account Planning 52

DemandFarm

JANUARY 12, 2025

Conducting a Structured Audit A comprehensive audit involves: Stakeholder Interviews : Gather insights from team leaders to identify pain points and alignment issues. Step 4: Foster Cross-Functional Collaboration Establish regular meetings, shared goals, and transparent communication channels between teams.

Key Account Management 52

Key Account Management Account Management Decision-making Prioritization 52

Hubspot Sales

JULY 5, 2022

Involve all stakeholders in the process. Therefore, it’s essential to identify what stakeholders are involved in each stage of the sales process. Schedule time to meet with your stakeholders and share your business' SMART goals, then determine the role that each stakeholder will have in completing the goals of the sales process.

B2B 115

B2B Sales Stakeholders Decision-making 115

Hubspot Sales

JULY 7, 2020

As the field of sales changes to meet the needs of our evolving business landscape, data becomes even more prevalent. Have you worked with challenging stakeholders? With data being front-and-center for many sales organizations, sales analysts can sometimes be tasked with completing analysis for demanding stakeholders.

Stakeholders 127

Stakeholders Sales Communication Prioritization 127

DemandFarm

OCTOBER 23, 2024

This process involves multiple product demonstrations, engaging with IT, procurement, and finance stakeholders, and significant customization to meet the client’s needs. Compared to small or mid-sized business (SMB) sales, enterprise sales typically entail a longer decision-making process, more resources, and more stakeholders.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

Hubspot Sales

MARCH 18, 2019

To turn buyers into business partners, a key account manager (KAM) typically provides dedicated resources, unique offers, and periodic meetings. While a salesperson focuses on the short term -- by necessity -- a key account manager (KAM) prioritizes the future. Able to build rapport and establish credibility with account stakeholders.

Key Account Management 143

Key Account Management Account Management Management Account Strategy 143

DemandFarm

AUGUST 8, 2024

Stakeholder mapping isn’t just another box to check off on your project management to-do list—it’s your secret weapon for project success. By utilizing a stakeholder mapping template as the first step, you can effectively manage stakeholders and confidently communicate with them to move your new project forward.

Stakeholders 40

Stakeholders Decision-making Prioritization CRM 40

Hubspot Sales

OCTOBER 5, 2017

Goal: Schedule next meeting. Qualify and begin prioritizing prospects. Takeaway: Prioritize customers based on the size of the opportunity, or their potential lifetime value. Stakeholder-level. Step 2: Prioritize. And now our entire list is prioritized. Educate and Evaluate.

Sales 145

Sales Decision-making Prioritization Media 145

SBI Growth

JULY 4, 2013

Sure they are stakeholders but they don’t hold the decision making authority. All the training and coaching meets the moment of truth with the customer. Sales Managers need to be at these meetings frequently. Assessing your team against these non-negotiable activities will help you prioritize their actions.

Sales Management 125

Sales Management Management Negotiation Sales 125

Hubspot Sales

DECEMBER 22, 2017

Or, “ You wear a lot of hats, how do you prioritize your day? ”. The influencer is usually your main point of contact at the company, and they’ll pull in the appropriate stakeholders (such a finance or IT) throughout the sales process. Once you’ve identified the gatekeeper, you have a few options.

Decision-making 145

Decision-making Sales Finance Stakeholders 145

Planview

DECEMBER 8, 2021

Leading a value stream requires servant leadership, which prioritizes guidance over direction and mentoring over managing. The Agile leadership team should meet regularly, maybe an hour a week, to talk about the change and how it’s going. Read Next: Agile Transformation: 10 Lessons Learned (so far) on our Agile Journey.

Government 111

Government Leadership Stakeholders Decision-making 111

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. People in these different positions have varied interests, goals, and overall desires towards the products and services they use to meet their business needs. Identifying Sales Leads.

Stakeholders 122

Stakeholders Decision-making Sales B2B 122

Hubspot Sales

FEBRUARY 13, 2025

Clarify the steps and stakeholders involved in decision-making. Encourages Long-Term Relationships Recurring revenue hinges on customer loyalty, yet many industries prioritize acquiring new customers over retaining existing ones. This clarity enables teams to prioritize effectively and forecast revenue with greater accuracy.

Decision-making 52

Decision-making Sales Prioritization CRM 52

Hubspot Sales

DECEMBER 7, 2020

If we're too wide-ranging, we run the risk of opening up the scope of the evaluation and bringing in extra stakeholders. If you are still scheduling your meetings in email, stop now! Additionally, it automatically converts to their time zone, and they can schedule however long a meeting they need. Use a scheduling link.

Sales 143

Sales Decision-making Stakeholders Prioritization 143

Hubspot Sales

MARCH 4, 2024

We recently reached out to some of the winners for their insight on what sales leaders should prioritize, some principles they should live by, and how they should work with their teams in 2024. Whether it be your team, your prospects, or your existing customers, you need to prioritize their interests, going forward.

Construction 124

Construction Leadership Sales Prioritization 124

Arpedio

JANUARY 22, 2025

Predictive analytics : Forecast trends, identify cross-selling opportunities, and prioritize high-converting accounts. These tools typically offer features such as comprehensive data aggregation, lead prioritization, predictive analytics, and relationship mapping.

Decision-making 52

Decision-making CRM Account Planning Prioritization 52

DemandFarm

SEPTEMBER 10, 2024

A stakeholder mapping temple is the holy grail you need in this situation. A stakeholder mapping template is a visual tool that you will use to define the relationship between various key stakeholders and/or the relationship between the stakeholders and the project. Why is stakeholder mapping important?

Stakeholders 40

Stakeholders Decision-making Communication Management 40

Mike Kunkle

FEBRUARY 27, 2023

“Performance management” consists of sending FedEx write-ups to all sales personnel monthly (it’s a distributed workforce), if they do not meet their monthly quotas. Compare that to the work we do, with the Building Blocks and various systems, and how you would need to prioritize and operate differently in each scenario.

Sales 57

Sales Onboarding Publishing Transportation 57

Miller Heiman Group

NOVEMBER 19, 2020

Buyer behaviors have undergone massive changes over the past year, forcing sales organizations to evolve their processes to meet new demands and overcome new challenges. Uncovering hidden stakeholders. You’ll also free up seller time by prioritizing which deals are most likely to close. How Analytics Deliver Critical Benefits.

Sales Analytics 101

Sales Analytics CRM Stakeholders Sales 101

Account Manager Tips

NOVEMBER 24, 2022

Have you mastered your professional elevator pitch so that every time you meet someone, they remember and are impressed by you? It's a boundary-crossing role that needs the cooperation of numerous stakeholders and departments to succeed. Key account managers have very busy jobs that span multiple stakeholders and functions.

B2B 130

B2B Key Account Management Account Management Decision-making 130

Envisio

JUNE 2, 2023

Oftentimes, local governments know that producing regular and relevant reports is key to building trust with their stakeholders–however, it’s not easy to regularly produce reports that show progress against strategic goals, especially when these reports need to be tailored to unique audiences such as elected officials, staff, or residents.

Government 98

Government Stakeholders Prioritization Leadership 98

Flevy

FEBRUARY 28, 2023

It is a way of thinking that focuses on understanding the needs of users and creating solutions that meet those needs. The goal of design thinking is to create a solution that meets the needs of the user and is feasible and practical. Collaboration: Design thinking is a collaborative process that involves multiple stakeholders.

Innovation 111

Innovation Brainstorming Healthcare Banking 111