Strategic Account Management Association

OCTOBER 14, 2021

This is the crux of the article: to reveal what I believe to be the optimal way to organize the customer in CRM with a goal of getting the most from our strategic account planning tools. Standard Option #1: Map the entire organization into one account as shown in Figure 2. If not, it is wise to create one. corporate) and “child” (i.e.,

Account Planning 520

Account Planning CRM Account Management Decision-making 520

Strategic Account Management Association

JANUARY 25, 2022

Engaging my multidisciplinary team of internal colleagues – including medical, marketing and information technology amongst ourselves – to brainstorm potential opportunities that could be presented to the customer was critical. Identifying gaps.

Healthcare 400

Healthcare Co-Creation Stakeholders Account Management 400

Brooks Group

MARCH 6, 2024

It encompasses various aspects of the sales process, including lead generation, prospecting, qualifying, presenting solutions, overcoming objections, negotiating terms, closing deals, and ultimately retaining customers for repeat business. Sales effectiveness also corresponds with the return your organization gets from its sales investment.

Organization 102

Organization Account Management Sales Sales Training 102

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. Your organization should use that feedback to continuously improve how you serve the customer.

Account Management 92

Account Management Sales Sales Training Profitability 92

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. Ive seen a lot of trends over the years. Ive seen trends like mobile.

Sales Training 71

Sales Training Artificial Intelligence Sales Internet 71

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

Nutshell

JUNE 18, 2024

A brainstorming tool provides individuals or teams with an easy way to collect and organize their thoughts during a brainstorming session. With them, you can: Organize your thoughts: Brainstorming software helps you sort and categorize all the information gathered during the idea-generation process, making it easier to understand.

Brainstorming 71

Brainstorming Organization Software Software 71

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

Account Manager Tips

MAY 25, 2021

As a result, organizations accelerated revenue and retention. You must align everyone in the supplier organization to your key account management strategy and put supporting processes in place. Set expectations across the organization. Burnett, K. Strategic Customer Alliances. London, UK: Pitman. Kurzrock, W. Value proposition.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Sales Gravy

APRIL 2, 2025

Leaders were present. The Power of Being Side by Side One sales organization I work with discovered, after a big dip in sales productivity, that none of its sales managers were spending time on the floor. Leaders were present. While the broader industry shrank, this company grew by over 20%. The common thread? The common thread?

Sales Leadership 63

Sales Leadership Leadership Sales Acquisition 63

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. Few B2B enterprise teams present predefined solutions. Co-Customer Selling: Enterprise selling has been changing.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

Mike Kunkle

FEBRUARY 27, 2023

It’s equally annoying to me when people proffer out-of-context advice, presented from a position of authority, that is based on limited experience or expertise. In addition, expand your awareness of the disciplines and practices of organizational performance improvement, such as Organization Development.

Sales 57

Sales Onboarding Publishing Transportation 57

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 76

Management Sales Meetings Sales Training 76

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. Most organizations are now buying less and involving more people when they do. It’s a big blind spot to have.

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. Most organizations are now buying less and involving more people when they do. It’s a big blind spot to have.

Management 195

Management Decision-making B2B Sales Environment 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. Why this book?

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

The Chapman Group

NOVEMBER 9, 2020

So how can your SAM organization take advantage of this situation? The Executive Sponsor is a C-Level employee at the supplier organization who is to be leveraged for knowledge, expertise, authority / influence and access to the C-Suite.

Account Management 148

Account Management Value Proposition Suppliers Meetings 148

Flevy

MARCH 25, 2025

Organizations like Netflix, Tesla, and Amazon apply these principles daily, sensing trends, acting decisively, and reshaping their capabilities before the competition catches up. DCF forces organizations to evolve. Sensing Great organizations dont just respond to changethey anticipate it. This isnt theoretical.

Decision-making 52

Decision-making Innovation Digital Transformation Internet 52

Upland

JULY 3, 2023

By leveraging the power of ChatGPT alongside established sales platforms like Altify, however, organizations can unlock new opportunities to drive revenue growth and build stronger customer relationships. Everyone is figuring out what it is, how to use it and what it can and can’t do.

Facilitation 195

Facilitation Customer Success Innovation Customer Experience 195

Flevy

MARCH 21, 2025

Organizations that fail to innovate, stagnate. Developed by Bansi Nagji and Geoff Tuff in their 2012 Harvard Business Review article Managing Your Innovation Portfolio, the matrix organizes Innovation initiatives into three categories: Core, Adjacent, and Transformational. Innovation is no longer a luxuryits survival. Its that simple.

Innovation 52

Innovation Supply Chain Digital Transformation Marketing 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. 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

CMOE

MARCH 17, 2025

Organizations that leverage a strategic thinking framework position themselves to establish competitive differentiation and relevance in the marketplace. Futuristic thinking is essential and needs to be balanced with present-day thinking for the current operations and processes already in place.

Strategic Thinking 52

Strategic Thinking Innovation Decision-making Construction 52

The Center for Sales Strategy

DECEMBER 20, 2022

Although dealing with the aftermath of the pandemic, economic challenges, and technological changes, 2023 still presents significant growth opportunities for organizations. Below are predictions from our team of experts to help sales organizations remain agile and seize opportunities in 2023.

Publishing 124

Publishing Organization Sales 124

Brooks Group

FEBRUARY 10, 2025

Your sales professionals are no longer presenting to a few players; theyre now performing for a panel of diverse stakeholderseach with their own expectations, requirements, and priorities. B2B Buying Group Stakeholders A successful sale starts with understanding the organization and how each department and stakeholder relates to the others.

B2B 76

B2B Emotional Intelligence Value Proposition Stakeholders 76

CMOE

MARCH 17, 2025

Thinking strategically as leaders allows individuals to make more informed decisions, seize opportunities, and position their organizations for long term growth. A well-informed leader can anticipate challenges, identify opportunities, and align their organization’s strategy with a rapidly evolving ecosystem.

Leadership 52

Leadership Strategic Thinking Decision-making Organization 52

The Center for Sales Strategy

FEBRUARY 1, 2022

There's hardly any organization that would not want its salespeople to be well-groomed and highly presentable. Every employer understands well that in sales, the personalities of salespeople are vital in driving conversions. So, as someone looking to gain great success in sales, you need to work on your personality traits.

Organization 134

Organization Sales 134

Nutshell

JANUARY 2, 2025

Theres the software needed to create and present designs, but architects also need software to help them manage building projects and run their businesses. Your CRM is the nucleus of your entire tech stack, serving as a central hub to store and organize all your data and connect all your other applications.

Software 62

Software Software CRM Construction 62

Upland

JUNE 7, 2023

An organization can make a considerable investment in a methodology, only to discover that it was not effective because there was no sales process to support it. A typical sales process includes stages like prospecting, qualification, needs analysis, solution presentation, negotiation, and closing.

Sales 195

Sales Negotiation Decision-making CRM 195

Planview

NOVEMBER 21, 2024

Our all-day executive event explored advanced strategies for digital product delivery, and leaders from companies leading the shift presented breakout sessions. Five sessions with varied organizations sharing lessons learned and advice for making the shift. We had nearly 4,400 registrants in all.

Insurance 59

Insurance Innovation Digitalization Organization 59

Flevy

DECEMBER 23, 2022

Frederic Laloux, in 2014, started analyzing emerging organizations that were setting themselves apart from the established organizations in their style of management. Laloux examined a large number of organizations and then concentrated on 10. Let us delve a little more into some detail of the 5 types of organizations. .

Management 105

Management Shareholders Digital Transformation Innovation 105

Upland

OCTOBER 21, 2022

In this definitive guide to account planning, we’ve compiled everything you need in order to understand the importance of account planning, what it is, and why a complete mindset shift is critical to success for any sales organization looking to grow and retain revenue in their key accounts in 2023 and beyond. . What is Account Planning?

Account Planning 195

Account Planning Leadership Software Software 195

Upland

JULY 10, 2023

It doesn’t show you which members of the organization support your solution or are against you. This way, your sellers can gain such a comprehensive and holistic view of their accounts that they can even present customers and prospects with solutions to problems they themselves weren’t aware of.

Decision-making 195

Decision-making B2B Account Planning Software 195

Flevy

JULY 18, 2022

At the foundation of any sustainable organization is its Business Model —the system of symbiotic organizational pursuits to generate and capture value. BMI is a powerful, yet underleveraged, tool that can drive breakout growth within an organization’s core business. Do You Find Value in This Framework?

Value Proposition 111

Value Proposition Banking Innovation Organization 111

Force Management

OCTOBER 8, 2020

To help ramp up sales teams and get them ready to execute in 2021, many sales organizations are choosing virtual sales training engagements as a way to move forward with internal process changes. The virtual environment presents a way to propel your sales organization forward right now. Don’t wait.

Sales Training 147

Sales Training Facilitation Sales Organization 147

Account Manager Tips

JUNE 29, 2021

Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Do you make the first move and present a compelling proposal that positions you as the partner of choice? Develop the right relationships with the right people.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Flevy

FEBRUARY 2, 2023

Cost Transformation is a reality that every organization has to face, several times, in its period of existence. Proper and enduring Cost Transformation provides an opportunity to reformulate an organization’s complete course. Such Transformations are increasingly being spearheaded by Activist Shareholders in recent times.

Shareholders 109

Shareholders Investors Digital Transformation Digitalization 109

Brooks Group

APRIL 3, 2025

Even worse, less than 30% of sales organizations feel they know how to motivate millennials to become a positive influence in their workforce. How can companies deal with a growing generation gap within their sales organization? And how can they figure out whats real and whats a myth about millennials in sales roles?

Sales Training 52

Sales Training Prioritization Innovation Organization 52