Strategic Account Management Association

AUGUST 24, 2021

Regardless of the organization we work at, we could be outspent, out resourced or out marketed but we do have the opportunity to outthink our competition. On a global scale, he’s worked for Hovione, Lonza and other private equity and venture capital organizations. Organizations are redefining value. The future is now.

Stakeholders 520

Stakeholders Supply Chain Digitalization Shareholders 520

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 Account Management 520

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

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 116

Meetings Construction Sales Management Management 116

Brooks Group

MARCH 27, 2025

According to a study of over 1,300 organizations, 84% of organizations that focused on improving customer experiences increased their revenue. Follow these seven tips to transform your sales organization to a customer-centric model. A consultative approach also improves your teams meeting outcomes.

Account Management 89

Account Management Sales Sales Training Profitability 89

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

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

Hubspot Sales

SEPTEMBER 12, 2024

B2B Buyers vs. B2C Buyers While B2C buyers tend to make smaller, transactional purchases to meet their immediate needs, B2B buyers are often making significant investments that demand complex decision-making processes. Meanwhile, sales reps are seeing their traditional involvement in the consideration stage diminish.

B2B 116

B2B B2C Decision-making Software 116

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 101

Organization Account Management Sales Sales Training 101

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

Hubspot Sales

SEPTEMBER 9, 2024

Many organizations may closely meet your company’s ideal customer profile (ICP) criteria and warrant sales reps to proactively reach out to them. A lead meets a company’s qualification criteria (like BANT ) to be added to a company’s deal forecast. Sales Qualified Leads (SQLs). Opportunity. Evangelist.

B2B 118

B2B Decision-making Media CRM 118

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

Hubspot Sales

SEPTEMBER 6, 2024

To meet your quota (and stay sane), it’s important to leverage AI tools and techniques that can unlock the following benefits. Why Use AI Sales Closing Techniques With AI backing up our sales department, missed opportunities became a thing of the past — which is critical considering that sales is a numbers game.

Sales 115

Sales Negotiation Prioritization Communication 115

Hubspot Sales

JULY 15, 2024

A lot of prospects are going to visit your profile before they consider scheduling a meeting — that’s why you need to ensure your page is airtight and engaging. I've never seen anyone book a meeting because they had AE or SDR in their title. Ultimately, LinkedIn prospecting is about converting conversations into meetings.

Value Proposition 111

Value Proposition Digital Transformation Media Meetings 111

Brooks Group

MARCH 4, 2025

But some sales organizations lack formal, well-executed sales coaching programs. Gartner research reveals only 40% of sales professionals report a well-established coaching culture at their organization. The takeaway is clear: Organizations aiming for improved performance and revenue growth must invest in high-quality coaching.

Management 75

Management Sales Meetings Sales Training 75

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

Sales Gravy

NOVEMBER 14, 2024

Key Takeaways: – Virtual Tastings as Sales Hooks: Virtual bourbon tastings became an effective "hook" to attract attendees to sales demos, webinars, and client meetings, increasing engagement and helping to break through typical sales communication noise. The virtual tasting quickly became a solution to this problem.

Advertising 98

Advertising Sales Digitalization Meetings 98

Sales Gravy

MARCH 25, 2025

Below are the key insights from our conversation, along with practical strategies to multiply your lead count and build a system that secures face-to-face meetings with the right buyers. Stay Narrow on Your Ideal Customer Profile Wes asked whether to target a handful of organizations deeply or go wide.

B2B 86

B2B Leadership Decision-making Facilitation 86

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

Brooks Group

MARCH 13, 2025

Microsoft Teams, Cisco Webex, Zoom, Google Meet, and GoTo Meetingno matter what program youre using, videoconferencing has changed sales and opened up new opportunities. This allows you to recommend solutions that meet their needs, making it more likely youll close the sale. They might as well be using tin cans and a string.

Communication 60

Communication Sales Training Meetings Decision-making 60

Hubspot Sales

AUGUST 7, 2024

Delivering a product to a global audience in highly competitive fields requires impeccable organization, constantly improving customer retention, and top-tier relationship management — and some assistance from AI and automation can only help. HubSpot CRM tracks emails, meetings, and notes to maintain a pristine snapshot of your relationships.

CRM 115

CRM Software Software Onboarding 115

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

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 119

Meetings Banking Sales Prioritization 119

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

Brooks Group

MARCH 6, 2025

Source: PCWorld ) 65% of respondents report that their organizations are regularly using generative AI (Gen AI), up from one-third last year. The quality of sales coaching depended on manager capabilitieswhich can vary dramatically across an organization. Its just in time: You got a meeting today? It shows up with some training.

Sales Training 70

Sales Training Artificial Intelligence Sales Internet 70

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

SalesGlobe

NOVEMBER 14, 2024

Young woman showing salesman stats on cellphone during informal meeting Inside Sales teams are playing an increasingly important role in driving growth for businesses across industries. Historically, Inside Sales roles focused on SMB and Mid-Market accounts, typically organizations with fewer than 1,000 employees.

Sales 59

Sales Finance Retail Innovation 59

Hubspot Sales

JULY 22, 2024

We have a team culture of “just ask,” encouraging junior reps to request help from sales leaders when they want to get meetings with CEOs or prospects at Fortune 500 companies. Meanwhile, scheduling meetings is just a matter of letting prospects pick a time and date that works best for them. I want to schedule a meeting to.”

Value Proposition 111

Value Proposition Decision-making Software Software 111