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. Value Realization – This is where the rubber meets the road. But that’s a topic for a different day. 4: Focus on value.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Strategic Account Management Association

AUGUST 6, 2021

A new central commercial organization was born. To ensure the inclusion of external insights to shape and direct the new commercial organization, we partnered with SAMA for thought leadership on Strategic Account Management (SAM), as well as with Rain Group for continuous education of our sales teams. Tier 1: Organizational Structure.

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

Hubspot Sales

JANUARY 10, 2024

As a sales manager, I’m sure you have pipeline meetings often. But, do you ever ask yourself, “How can pipeline meetings be a coaching opportunity?” But these pipeline reviews should be true coaching sessions — not data-scrubbing meetings. If so, you’ve come to the right place. What is pipeline coaching?

Meetings 114

Meetings Construction Sales Management Management 114

Upland

MAY 4, 2023

A sales velocity equation or formula uses four metrics to help organizations calculate their own sales velocity. When used correctly, this formula can help organizations with their sales forecasting for a specific period of time and bolster their sales efforts. What is sales velocity? Why does sales velocity matter?

Sales 356

Sales Decision-making Organization Negotiation 356

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 90

Organization Account Management Sales Sales Training 90

Strategic Account Management Association

MARCH 2, 2022

We are all in a race to attract, develop and retain top talent for our organizations. This involves understanding how the adult learner gets new information and shifting to meet them where they are. How people show up on social media tells a lot about a candidate, but it also tells potential recruits a lot about us as an organization.

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

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

Strategic Account Management Association

FEBRUARY 3, 2022

But as a provider of a robust set of sales management and methodology capabilities , our teams work with some of the biggest sales organizations in the world. How are we making this information visible within our own organization so that we can function as a cohesive revenue team? Our intent is never so transactional.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

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

Customer Think

AUGUST 17, 2024

The Future is Self-Service: How Businesses Can Thrive in a Gen Z and Millennial-Driven Market Generational differences always have, and always will influence consumer preferences.

Organization 72

Organization Meetings Digitalization Marketing 72

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

Upland

NOVEMBER 28, 2021

Even when organizations acknowledge their sales reference processes could be better, it can be an overwhelming problem to confront. A well-oiled, traditional customer reference or advocacy program can be an organization’s strongest asset, but launching, revamping, or expanding a traditional program isn’t right for every organization.

Sales 195

Sales B2B Software Software 195

Mike Kunkle

AUGUST 19, 2024

However, there are nuances in their application that vary based on the specific context and needs of an organization. The examples shown in Activities and Meetings are just that -examples. The level of detail in the rest of the Sales Management Operating System will vary depending on the organization’s size and stage.

Sales 269

Sales Sales Training Onboarding Sales Management 269

Upland

DECEMBER 6, 2021

Multitasking, jumping from meeting to meeting, and racing the clock, are all too familiar for salespeople. Let’s dig into how combining Altify with Google Docs can deliver lasting value for the salespeople in your organization. But sellers often move fast and get pulled in several different directions at once.

Account Planning 195

Account Planning Account Management Organization Customer Success 195

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

Holden Advisors

OCTOBER 19, 2021

If you add differentiated products and services, it meets the market spectrum of needs and gives your sales teams the flexibility to offer different products to different customers to match their wants and needs. Organizations are often fearful to expand their product offering for two reasons.

Negotiation 195

Negotiation Logistics Profitability Innovation 195

Upland

JUNE 30, 2023

This powerful merger will revolutionize sales organizations, enhance customer engagement, and drive unprecedented insight into how B2B sellers and their prospects collaborate. One groundbreaking development on the horizon is the convergence of Natural Language Processing (NLP) AI technology and enterprise sales methodology.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

Hubspot Sales

NOVEMBER 27, 2023

Broader economic circumstances might shift, there could be a change in buyer behavior within your market, other departments within your organization might compromise overall company performance, or something else could go awry to put you in a difficult position.

Meetings 116

Meetings Banking Sales Prioritization 116

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

Account Manager Tips

MAY 25, 2021

As a result, organizations accelerated revenue and retention. Clients who are a good fit for your solution, and you meet their needs better than other suppliers. You must align everyone in the supplier organization to your key account management strategy and put supporting processes in place. Kurzrock, W. Value proposition.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Upland

NOVEMBER 28, 2021

Despite how widespread the problem of finding sales references is, there are shockingly few solutions built specifically to meet the reference needs of B2B sellers. When evaluating reference apps designed to streamline the sales reference request and fulfillment process, organizations should consider five core attributes: 1.

B2B 195

B2B CRM Sales Organization 195

Mike Kunkle

FEBRUARY 27, 2023

In addition, expand your awareness of the disciplines and practices of organizational performance improvement, such as Organization Development. Organization Effectiveness, Organization Behavior, Business Process Management, Six or Lean Sigma, Total Quality Management, and Change Management. The systems don’t change, either.

Sales 57

Sales Onboarding Publishing Transportation 57

Account Manager Tips

APRIL 26, 2021

As a key account manager, you lead the relationship between your organization and your most important clients. It's a skilled, exciting, but demanding role that adds a lot of value to your organization's bottom line, and your salary should reflect that. A good number of client meetings. High-performance scores.

Key Account Management 242

Key Account Management Account Management Management Negotiation 242

Upland

AUGUST 24, 2020

For all the rigor put into deal probabilities, analytics, and forecast accuracy, in-depth understanding of relationship strength and influence remains a blind spot for most organizations. Now, revenue teams need to visualize an organization’s hierarchy digitally in order to build and execute an influence strategy.

Decision-making 195

Decision-making B2B Sales Environment Digitalization 195

Upland

MARCH 24, 2021

For all the rigor put into deal probabilities, analytics, and forecast accuracy, in-depth understanding of relationship strength and influence remains a blind spot for most organizations. Now, revenue teams need to visualize an organization’s hierarchy digitally in order to build and execute a pipeline management solution.

Management 195

Management Decision-making B2B Sales Environment 195

Upland

JANUARY 26, 2020

Savvy sales organizations can take advantage of this lack of enthusiasm, differentiate themselves, and use account planning to find the revenue others miss. Account Planning is undertaken once a year by many organizations, and this is a mistake. However, account planning is one of the most underused strategies in the sales arsenal.

Account Planning 195

Account Planning Shareholders Publishing Communication 195

Upland

MAY 4, 2023

Savvy sales organizations can take advantage of this lack of enthusiasm, differentiate themselves, and use account planning to find the revenue others miss. Account Planning is undertaken once a year by many organizations, and this is a mistake. However, account planning is one of the most underused strategies in the sales arsenal.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Account Manager Tips

AUGUST 4, 2022

The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results It's the age-old issue facing sales organizations. We called our bosses by their title (e.g.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Nutshell

MARCH 25, 2024

It’s where the rubber meets the road, and the initial relationship you’ve built with your customer before their purchase is put to the test. In-person client onboarding: Here, you would meet with your client face-to-face at each step in the onboarding process, which can go a long way toward instilling a more profound sense of trust.

Client Onboarding 127

Client Onboarding Onboarding Customer Experience CRM 127

Openview

MARCH 1, 2021

Axonius , which lets organizations manage and track computing-based assets that are connecting to their networks — and then plug that data into some 300 different cybersecurity tools to analyse it — has closed a round of $100 million, a Series D that values the company at over $1 billion ($1.2 billion, to be exact). .

Cybersecurity 199

Cybersecurity Investors Management Remote Working 199

The Center for Sales Strategy

MARCH 11, 2024

But if there is one common thing every organization needs for success, it’s to have at least one sales superstar on their team. These are the sales stars who not only meet targets but also exceed them.

Sales 126

Sales Meetings Organization 126

Upland

JUNE 14, 2023

While not impervious, focusing on relationships with customers is going to be a big trend for CROs moving forward into the next decade. Attracting and retaining talent in an ever evolving, new world Attracting talent has always been difficult, especially attracting the kind of top talent that organizations need to survive and thrive.

Artificial Intelligence 195

Artificial Intelligence Digital Transformation Account Planning Remote Working 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 113

Supply Chain Energy and Utilities Healthcare Sales 113

Upland

MARCH 12, 2024

Here are three core areas where human sellers make the greatest difference in successful sales engagements: Connections –We need to understand who we have relationships with, what their motivations are, and how they interact with other connections that are critically important within that organization.

Artificial Intelligence 195

Artificial Intelligence Sales B2B Organization 195