Strategic Account Management Association

JANUARY 25, 2022

While this customer’s staff demonstrated both passion and expertise, to make this process a reality, they needed a project focused on innovative thinking, data-driven insights, stakeholder connectivity and patient/provider resources. Stakeholder management. My team and I led the internal mind-mapping of the customer’s stakeholders.

Healthcare 400

Healthcare Co-Creation Stakeholders Account Management 400

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. Once a deal has been negotiated and closed, your organization must be aligned and agile enough to quickly execute the co-value plan.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

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

Hubspot Sales

FEBRUARY 13, 2024

One of the big questions on that front is, “What's a shareholder versus a stakeholder?” So, to help you get a better sense of what shareholders and stakeholders are and how they differ, I've put together this handy guide. Table of Contents Shareholder vs. Stakeholder What is a shareholder? Here we go. Here are the key points.

Shareholders 111

Shareholders Stakeholders Government Suppliers 111

Upland

FEBRUARY 17, 2023

Buying groups, or buying committees, are often composed of 10 stakeholders but can have more. It is the job of these trusted stakeholders to make sure that they make the right purchasing decision for their business or organization. What is a Buying Group in B2B Sales?

Decision-making 368

Decision-making Account Planning Stakeholders B2B 368

Strategic Account Management Association

FEBRUARY 2, 2021

These challenges mirror those of working remotely inside organizations, including how to onboard new employees, how to maintain cultural cohesion without face-to-face contact and how to enable innovation without regular, unstructured interactions. Doing that virtually is difficult, to say the least.”.

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

Customer Think

NOVEMBER 8, 2022

One of the best advantages of using Agile is a relatively short time-to-market which saves both internal and external stakeholders precious time and money. The Agile mindset is particularly useful for organizations that are interested […].

Organization 111

Organization Stakeholders Marketing 111

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

Brooks Group

JANUARY 9, 2025

Understanding the difference between landing new business and managing existing accounts is critical for your sales organizations success. Also, not every company has a dedicated team of account managers; depending on the size of your organization and sales force, the two roles may be combined.

Account Management 101

Account Management Management Sales Account Growth 101

Brooks Group

FEBRUARY 10, 2025

77% of B2B buyers report their last purchase was complex, involving multiple stakeholders. More stakeholders means longer sales cycles. Sellers need sophisticated communication and consultative skills to understand varying stakeholder needs. Decision-making time, compared to five to seven years ago, has increased by 60%.

B2B 77

B2B Emotional Intelligence Stakeholders Value Proposition 77

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

Kainexus

APRIL 20, 2024

Digital transformation at the enterprise level is essential for organizations to remain competitive, relevant, and resilient in today's rapidly evolving business landscape.

Digital Transformation 82

Digital Transformation Digitalization Organization Innovation 82

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.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

Planview

AUGUST 22, 2024

Throughout her career, she has developed expertise in project portfolio management , process improvement , change leadership , and stakeholder management. I have open conversations to ensure the framework fits the organization and integrate feedback through sprints into our daily work. ” Our approach is designed to be accessible.

Stakeholders 69

Stakeholders Prioritization Brainstorming Decision-making 69

Upland

FEBRUARY 3, 2023

Relationship mapping refers to the process of outlining the inner workings of an organization – the decision makers, influence, and political structure – to ascertain the path of least resistance to building meaningful relationships with stakeholders. What drives the relationship between two important stakeholders?

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

Upland

AUGUST 25, 2023

An influence map is a visual tool that helps you identify and understand the stakeholders who have a say in your project or decision. It can be used to: Identify the key stakeholders who need to be engaged in order to achieve your goals. Understand the relationships between stakeholders and how they influence each other.

Stakeholders 195

Stakeholders Decision-making Sales Leadership 195

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. 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

Upland

MARCH 29, 2023

It means becoming so much more in the eyes of your customers and prospects than just another vendor. Earning a place as a trusted advisor means engaging everyone in the organization with whom you can deliver value. Often, these insights are not visible to the untrained eye. In modern sales deals, it’s relationships that matter.

CRM 195

CRM Management Stakeholders Decision-making 195

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. Create contact plans to keep in touch with key stakeholders in your company and your client's. GRAHAM Different stakeholders will value different things.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Arpedio

MARCH 12, 2025

Creating a Single Source of Truth with ARPEDIO To ensure AI delivers meaningful insights, organizations must establish a single source of truth where all account and stakeholder information is centralized and easily accessible. This is exactly where ARPEDIO helps organizations streamline account-based selling.

Stakeholders 52

Stakeholders Decision-making Government Account Planning 52

Hubspot Sales

SEPTEMBER 12, 2024

Decision A final decision is almost never made in a vacuum, and more than half (54%) of respondents in the 2024 B2B Buyer survey said they need buy-in from one or two individuals at their organization before making a purchase decision. Involve key stakeholders early and move your deals forward whenever you can, but trust the process.

B2B 116

B2B B2C Decision-making Software 116

Clarity Engagement Solutions

FEBRUARY 7, 2022

As global commercial organizations continue to accelerate the shift from tactical selling to strategic customer engagement and partnership value, they need supporting business processes, tools and technology that can keep up with them. CX1™ HELPS YOU MANAGE: • Multiple types of stakeholders, decision-makers and influencers.

Stakeholders 172

Stakeholders Decision-making Account Planning Prioritization 172

Hubspot Sales

MARCH 13, 2025

B and C sales players typically initiate opportunities at low levels, view everyone as a buyer, lead with product, dont gain access to key stakeholders, fail to uncover business issues, and dont establish value with compelling costs vs. benefit analyses. They often provide quotes or proposals (activities) far sooner than they should.

Meetings 95

Meetings Sales Stakeholders Decision-making 95

Hubspot Sales

AUGUST 26, 2024

I identified a key stakeholder with purchasing authority, reached out with a simple yet elegant email pitch, and they responded asking me for a contract they could sign right away. I remember it like it was yesterday — I was just starting out in SaaS sales, and I had identified a promising account I wanted to target.

Sales 122

Sales Meetings Communication Stakeholders 122

Red Star Kim

AUGUST 11, 2022

Terms and definitions are listed, including change management: “ The practice of applying a structured approach to the transition of an organization from a current state to a future state to achieve expected benefits”. Identify stakeholders affected by the change. Assess organization culture(s) related to the change.

Management 130

Management Stakeholders Digital Transformation e-Learning 130

Mike Kunkle

APRIL 8, 2023

Although, in complex B2B opportunities, especially with longer sales cycles, qualification – like discovery – may be ongoing, because new stakeholders are introduced, others leave, budgets shift, and in general, things change.) To start, assess the Buyer Type for each stakeholder. Here’s what I mean.

B2B 243

B2B Sales Decision-making Stakeholders 243

Nutshell

SEPTEMBER 18, 2024

Navigating the complexities of B2B sales, especially with high-value enterprise deals and multiple stakeholders, can be challenging. The Miller Heiman sales process incorporates methodologies for opportunity management, stakeholder engagement, and solution selling. It also outlines the customer’s buying process and stages.

Stakeholders 126

Stakeholders Sales CRM Value Proposition 126

Force Management

MARCH 28, 2024

Top-performing organizations have go-to-market teams that successfully navigate buying committees of multiple stakeholders, as well as the parties who influence them, to sell deals at a high value. Your opportunities, especially at the enterprise level, are rarely ever sold to a single decision-maker.

Stakeholders 122

Stakeholders Organization Marketing Sales 122

Planview

JULY 29, 2024

Organizations need solutions that can bend without breaking. Having an effective solution that enables your organization to adapt to your unique, changing industry demands means you’re better equipped to deliver tangible business outcomes. In this environment, the key to success is adaptability. That’s where AdaptiveWork can help.

Supply Chain 59

Supply Chain Decision-making Facilitation Stakeholders 59

Hubspot Sales

FEBRUARY 21, 2025

Pro tip : To keep your approach organized, consider using HubSpots Free Sales Plan Template. Build relationships with multiple stakeholders. In reality, you need to nurture and push value propositions on all sides with personalized angles to each stakeholder in detail and nurture relationships with multiple decision-makers.

Value Proposition 52

Value Proposition Stakeholders Decision-making Prioritization 52

Upland

SEPTEMBER 1, 2023

Shared Knowledge and Best Practices Modern organizations believe in sharing best practices, lessons learned, and success stories among team members. Gathering Insights within a Tool Guided selling can take these insights further by leveraging advanced tools and technology to organize and contextualize them.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

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

Whetstone

NOVEMBER 20, 2024

One of the crucial lessons in planning for sales organizations is understanding leading and lagging indicators. When we work with organizations, we begin by helping them understand the difference between leading and lagging indicators. Quality of stakeholder engagement. These are important, but they’re outcomes, not inputs.

Stakeholders 52

Stakeholders Account Management Account Planning Profitability 52

ClearPoint Strategy

NOVEMBER 2, 2021

Strategic planning tools, or models, are designed to help organizations’ develop their action plan to achieve their goals. Your organization-wide strategy is fine, but there’s one area in your business environment (or internal process) that needs to be realigned with your strategy. It unifies all goals into a single strategy.

Stakeholders 145

Stakeholders Software Software Organization 145

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

Hubspot Sales

DECEMBER 1, 2020

Of all the differences between selling in a remote organization and being a part of an office space, the challenges of complete and transparent communication are some of the few similarities that persist. A well-organized agenda is the cornerstone of effective meeting preparation. Meeting Agenda. Attendance. Private Notes.

Meetings 143

Meetings Decision-making Stakeholders Sales 143