Strategic Account Management Association

AUGUST 6, 2021

Form an organizational capability around co-creating products and solutions with our customers Redesign our philosophy around our customers’ needs Make a positive business impact on our customers’ operations Ingrain a deeply customer-centric vision and mission for sales. A new central commercial organization was born.

Supply Chain 520

Supply Chain Logistics Co-Creation Account Management 520

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. She also works on sales effectiveness and has recently done some innovative work around omni-channel excellence. The future is now. He has served on the board of directors at SAMA.

Stakeholders 520

Stakeholders Supply Chain Digitalization Shareholders 520

Strategic Account Management Association

SEPTEMBER 11, 2020

And yet most SAM organizations — large and small — haven’t tapped this potentially huge source of competitive differentiation. First, a definition of terms: CRM CRM software keeps sales processes organized and aligned with best practices up to the point that a deal is closed. This is where CXM shines.

CXM 520

CXM Account Management Customer Experience Management 520

Strategic Account Management Association

JUNE 1, 2021

This same belief rang true in the world of sales training. In the past, sales has done a disservice by being in the business of creating human doings not human beings. If you incorporate these habits, you will see them reflected in your organization’s success. So How Can You Become a Virtuoso SAM? Insights Level ($1,495).

Supply Chain 591

Supply Chain Leadership Decision-making Innovation 591

Mike Kunkle

OCTOBER 2, 2022

We’re all in sales, right? I think the answer depends on what you mean by that (intent) and how you define “sales.” I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. “The 1980s called, and they want their sales approach back.”

Co-Creation 278

Co-Creation Negotiation Sales B2B 278

Strategic Account Management Association

JUNE 30, 2021

He also spent years as a managing consultant for Microsoft’s global consulting organization. First, there is how SAMs communicate, articulate and exchange their expertise based on their sales and professional experience. Second, you can view a SAM as a broker or bridge to the expertise that lives within their organization.

Digitalization 520

Digitalization Organization Account Management Management 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. Indicators show that much of the sales process can — and should — be automated through technological advancements. 4: Focus on value.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Strategic Account Management Association

OCTOBER 26, 2021

In our organization’s work, we see much confusion and lack of clarity on executive sponsorship, even when it is in place. The SAM should be able to count on the help of the executive sponsor in amplifying the voice of the customer throughout the organization, particularly at the executive level.

Account Management 520

Account Management Co-Creation Leadership Decision-making 520

Strategic Account Management Association

FEBRUARY 2, 2021

Just when customer account teams and salespeople were beginning to grow accustomed to virtual-only sales and account management, a return to (some) face-to-face interactions is on the horizon. Figure 2: Buyer and seller perspectives on the challenges of virtual sales interactions. Just 5 percent report no success at all ( Figure 3 ).

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

Upland

JUNE 7, 2023

I’ve lost count of how many times I’ve heard sales and revenue leaders use the terms, “sales process” and “sales methodology” interchangeably and incorrectly. What is a sales process? A sales process is a flow, and it is usually brand-free.

Sales 195

Sales Negotiation Decision-making CRM 195

Mike Kunkle

NOVEMBER 26, 2022

I am exceptionally pleased and excited to announce that Felix Krueger of FFWD and I launched The Building Blocks of Sales Enablement Learning Experience on November 25, 2022. Access to a Growing Library of 4+ Hours of Video Content , teaching the Building Blocks of Sales Enablement framework.

Sales 233

Sales Leadership Transportation Sales Training 233

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer.

Sales 221

Sales Prioritization Innovation Sales Training 221

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. The foundational principles that move the needle are ones familiar to any sales leader: relationships and insights. Our intent is never so transactional.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

Strategic Account Management Association

OCTOBER 14, 2021

While the CRM is designed to enable the work of the sales and account management team by recording pertinent information about the customer, I think of it mainly as a bridge to the account planning tool, where the best SAMs live and breathe. Standard Option #1: Map the entire organization into one account as shown in Figure 2.

Account Planning 520

Account Planning CRM Account Management Decision-making 520

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers.

B2B 243

B2B Sales Decision-making Stakeholders 243

Strategic Account Management Association

MARCH 2, 2022

We are all in a race to attract, develop and retain top talent for our organizations. 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. It’s my organization that needs to recruit and develop and retain.” . #3: There’s no going back.

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

Upland

NOVEMBER 28, 2021

Get more sales references without launching a traditional reference program. Even when organizations acknowledge their sales reference processes could be better, it can be an overwhelming problem to confront. Why are targeted sales reference important? A pragmatic approach to sales references. New software?

Sales 195

Sales B2B Software Software 195

Upland

MARCH 12, 2024

According to a recent and comprehensive study conducted by HubSpot, a staggering 70% of sales professionals agree that AI tools will make them more productive at work — enabling them to work smarter, faster, and more efficiently than ever before. Sales AI is exciting, and also a little terrifying. That’s where sales AI comes in.

Artificial Intelligence 195

Artificial Intelligence Sales B2B Organization 195

Holden Advisors

SEPTEMBER 21, 2021

Imagine if you could banish “no-decision” from your sales funnel. More deals that travel all the way to the win/loss finish line, less wasted sales time, more essential customer needs resolved, and a higher share of wallet. In a review of 50,000 B2B sales calls, tech company Gong.io What’s standing in your way?

Decision-making 435

Decision-making B2B Profitability Account Management 435

Upland

MARCH 13, 2023

Sales forecasting is equal parts art and science, right? The ‘art’ aspect of sales forecasting doesn’t need to be an educated guest. What is a Sales Forecast? Is Sales Forecasting Outdated? Some claim that sales forecasting is outdated. However, sales forecasting is still relevant today.

Prioritization 195

Prioritization Account Planning Sales Decision-making 195

Holden Advisors

NOVEMBER 9, 2021

Holden Advisors has the privilege of working with some of the top global sales organizations which affords us visibility into challenges that leaders in those organizations face on a daily basis. We're frequently asked about these common challenges because they might be applicable to issues encountered by other companies.

Sales 195

Sales Profitability Organization Communication 195

Mike Kunkle

OCTOBER 8, 2023

Nowhere is this truer than with the commercial organization. It builds on the framework and systems that are already proven-effective in The Building Blocks of Sales Enablement. By recognizing their interdependence, organizations unlock a powerful engine that propels them towards sustainable growth.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

Upland

NOVEMBER 28, 2021

If your sales reference program needs a boost, the prospect may be daunting. Companies primarily focused on delivering targeted sales references during sales cycles should consider a lightweight reference app that’s explicitly built for B2B sellers. Automated sales reference recommendations.

B2B 195

B2B CRM Sales Organization 195

Upland

JUNE 30, 2023

Enterprise sales is going through a rapid evolution. One groundbreaking development on the horizon is the convergence of Natural Language Processing (NLP) AI technology and enterprise sales methodology. Personalized Customer Experiences Modern enterprise sales methodology thrives on data-driven decision-making.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

Upland

NOVEMBER 28, 2021

It’s not personal, but prospective customers don’t want to talk with sales reps. Sure, they may be happy to watch sellers’ slideshows and sit in on demos, but when it comes down to vetting a product and making an important B2B purchase, the word of someone paid to close the sale is only going to go so far. The risk of peerless sales.

B2B 195

B2B Sales Decision-making Organization 195

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 231

B2B Sales Decision-making Negotiation 231

Upland

FEBRUARY 17, 2023

Buying groups have changed the world of B2B sales. It is the job of these trusted stakeholders to make sure that they make the right purchasing decision for their business or organization. Here are a few additional challenges buying groups pose to sales teams. Here are a few additional challenges buying groups pose to sales teams.

Decision-making 368

Decision-making Account Planning Stakeholders B2B 368

FinListics Solutions

SEPTEMBER 18, 2024

The pressure is mounting for B2B sales teams. It’s no longer just about selling well—today’s sales environment demands more. Sales organizations must not only close critical competency gaps in selling skill sets but also must leverage the right solutions and form smart partnerships to stay competitive.

B2B 87

B2B Organization Sales Environment Sales 87

Upland

MARCH 23, 2023

Having trouble setting accurate sales forecasts or seeing close dates consistently sandbagged to next quarter? Regardless of the size of your company, the sales leader gathers sellers and runs them through the standard set of questions. Ultimately, the challenge of sandbagging is that of unreliable sales forecasts.

Account Planning 195

Account Planning Sales Decision-making Sales Environment 195

Upland

JULY 12, 2023

MEDDIC is not actually a healthcare term. It’s a sales acronym. And it’s all about deal qualification MEDDIC – a deal qualification framework Many think that MEDDIC is a sales process , but it’s really a deal qualification framework with multiple processes for decision criteria, decision process, etc.

Decision-making 195

Decision-making Sales Account Planning Healthcare 195