Strategic Account Management Association

SEPTEMBER 30, 2020

Jeff is a partner at Shapiro Negotiations Institute and a frequent presenter and keynoter for Strategic Account Management Association. Be prepared, be engaged and be committed. Those three traits will go a long way in your continued success. Connect with him on LinkedIn: [link].

Suppliers 759

Suppliers Negotiation Stakeholders Account Management 759

Holden Advisors

AUGUST 16, 2021

If you’re considering how your company would fare with usage-based pricing, there’s no time like the present, but here are a few things to think about before you jump in. There’s no time like the present to think about new ways to use pricing changes to accelerate your business performance.

B2B 370

B2B Software Software Meetings 370

Strategic Account Management Association

APRIL 5, 2021

You have had a successful meeting if: You have presented the CXO with new (and relevant) information that provides them with value You have received information from the executive that illustrates not only a plan of action but continued access to the executive You have to do something for the CXO and the CXO has to do something for you.

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Sales Gravy

FEBRUARY 27, 2025

You are how you present yourself. Its your responsibility to present a professional front online as well as in person. Its relevant in every step of the selling process including how you present yourself as an engaged listener. You are how you present yourself. However, dont fall into the trap of arrogance.

Decision-making 82

Decision-making Digitalization Communication Meetings 82

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.

Healthcare 400

Healthcare Co-Creation Stakeholders Account Management 400

Strategic Account Management Association

AUGUST 24, 2021

This blog post is based on a keynote presentation from the 2021 SAMA Annual Conference. The session was moderated by Jim Ford, Chief Commercial Officer, Solecta and SAMA Chairman of the Board. Panelists’ remarks have been paraphrased for this blog post. . The future is now.

Stakeholders 520

Stakeholders Supply Chain Digitalization Shareholders 520

Hubspot Sales

MARCH 26, 2025

It centralizes all sales materials presentations, case studies, one-pagers so reps dont have to waste time hunting for them. Interactive sales presentations with real-time tracking. Highspot allowed our team to get to the right content for each prospect and present it in record time.

Sales 76

Sales Customer Life Cycle CRM Decision-making 76

Brooks Group

MARCH 6, 2025

Consistent Feedback Sellers receive real-time AI-generated feedback on presentation contents, tone, duration, speed, and key phrases. The presenters emphasized that AI is enhancing the capabilities of (rather than replacing) human sales trainers or managers.

Sales Training 70

Sales Training Artificial Intelligence Sales Internet 70

Strategic Account Management Association

SEPTEMBER 13, 2021

The pandemic has presented an opportunity to reflect on what matters most in our personal and professional lives. It is one of the most optimistic cliches known to man – and with good reason. The phrase tells us to have a positive mindset and look for the good when faced with a dire, and potentially devastating, turn of events.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Sales Gravy

APRIL 2, 2025

Leaders were present. Leaders were present. One of my top clients reconfigured its leadership approach with inside sales reps, focusing on call-by-call coaching in real time. While the broader industry shrank, this company grew by over 20%. The common thread? While the broader industry shrank, this company grew by over 20%.

Sales Leadership 63

Sales Leadership Leadership Sales Acquisition 63

Upland

AUGUST 30, 2023

Optimization & Personalization Opportunities The BOFU presents a unique opportunity for marketers to optimize their conversion funnels and personalize their approach. Present relevant upsell or cross-sell options here. It presents “collections” or “other items you may be interested in” at the checkout page.

Decision-making 195

Decision-making Software Software Retail 195

Sales Gravy

FEBRUARY 4, 2025

By helping them present stronger bids or more compelling proposals, you become integral to their success. By helping them present stronger bids or more compelling proposals, you become integral to their success. Offer Strategic Expertise If your offering requires complex configurations or specialized knowledge, step in as a consultant.

Suppliers 80

Suppliers Construction Government Stakeholders 80

Strategic Account Management Association

OCTOBER 14, 2021

It will allow the SAM to do high-level account planning and make it easier to present the corporate account plan to internal management. CRM’s analytics capabilities will be able to consolidate data from CRM “child” records to the “parent” (corporate) level.

Account Planning 520

Account Planning CRM Account Management Decision-making 520

Brooks Group

MARCH 27, 2025

Be sure high-quality customer service turns into sales by giving your customer service and account management professionals the skills and confidence to identify opportunities and present valuable solutions with every customer interaction.

Account Management 89

Account Management Sales Sales Training Profitability 89

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. The buyers journey has become a complex negotiation requiring diplomacy, deep understanding, and the ability to build cross-functional consensus.

B2B 75

B2B Emotional Intelligence Stakeholders Value Proposition 75

Hubspot Sales

JANUARY 8, 2025

This step is crucial for understanding what isnt presently working for them. Some people may resist answering probing questions or present as defensive, making it harder to identify their gaps and effectively align your solution. It defines the future state. This is where you learn what the prospect ultimately wants to achieve.

Sales 113

Sales Decision-making Negotiation Sales Environment 113

Hubspot Sales

AUGUST 31, 2022

Vulnerability is giving a presentation to 195 people, even when you’re scared shitless of public speaking. They are present. But the benefit of being present is that it can build a connection and improve your likeability easier than you’d think. If you struggle to be present, one method to try out is meditation.

Emotional Intelligence 145

Emotional Intelligence Publishing Communication Management 145

Account Manager Tips

AUGUST 4, 2022

This book presents case studies and interviews with representatives of companies with age-diverse workforces, detailing innovative strategies for smoothing out the bumps and helping everyone work together. Each is indispensable, and when they come together as a synergistic force, they can be unstoppable. Why this book?

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

The Center for Sales Strategy

APRIL 10, 2024

For many, remote and hybrid models are becoming the norm, which means leaders must adapt their recruitment strategies to meet the unique challenges and opportunities these environments present. Here’s how leaders can fine-tune their approach to attract and assess top talent effectively.

Meetings 126

Meetings Onboarding 126

Sales Gravy

FEBRUARY 13, 2025

Rejection stings, whether its a no from a potential client or crickets after your presented a proposal you believed was bulletproof. That insight can sharpen future presentations. Rejection stings, whether its a no from a potential client or crickets after your presented a proposal you believed was bulletproof.

Sales 56

Sales Profitability Decision-making Software 56

Force Management

OCTOBER 5, 2023

The past year, marked by economic downturns and shifting market dynamics, may have presented new challenges for your sales team. As we approach 2024, sales leaders face a critical task: setting the right priorities for your Sales Kickoff event.

Sales 134

Sales Marketing 134

Sales Gravy

FEBRUARY 6, 2025

Your landing pages should immediately highlight the problem your customer faces and present your solution in a simple, jargon-free manner. Your landing pages should immediately highlight the problem your customer faces and present your solution in a simple, jargon-free manner. If you confuse, you lose. If you confuse, you lose.

Value Proposition 69

Value Proposition Sales Profitability Digitalization 69

Account Manager Tips

JUNE 29, 2021

Do you make the first move and present a compelling proposal that positions you as the partner of choice? Provide Value Reports that present measurable shareholder and stakeholder value. There's too much at stake to prepare, present and close the renewal proposal by yourself. Which would you prefer?

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Hubspot Sales

DECEMBER 17, 2024

And that co-workers best skill is looking at the past and present to offer the best solutions to streamline your workflows. AI in payments is no different. I like what Darlea said about AI: Its not your competitor. Its your best co-worker. He put it like this, Its like youre talking to your elders who went through lived experiences.

Artificial Intelligence 98

Artificial Intelligence Co-Creation Decision-making Small Business 98

Red Star Kim

APRIL 11, 2023

In early April I facilitated another of MBL’s training workshops on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders” for legal and accounting firms. Producing a great looking document or presentation really quickly is not a great strategy if the win rate isn’t improving.

Government 130

Government Innovation Meetings Finance 130

Upland

JULY 3, 2023

What ChatGPT can and can’t do While using ChatGPT with Altify presents exciting possibilities, organizations must consider important factors such as data privacy, security, and ethical usage. Additionally, ChatGPT’s data training is limited to 2021, and as such doesn’t have access to real-time data.

Facilitation 195

Facilitation Customer Success Innovation Customer Experience 195

SBI Growth

FEBRUARY 15, 2024

With the turn of the calendar year, CEOs and their go-to-market teams stand at a crossroads that presents both unique challenges and opportunities.

Marketing 125

Marketing Sales 125

Brooks Group

AUGUST 22, 2024

Taking a personality assessment like DISC allows sales professionals to understand their own behavior style and helps them present information in a way the customer is most receptive to. With these types of customers, sales professionals can feel more open to engage in small talk and present product benefits in an upbeat, positive way.

Emotional Intelligence 97

Emotional Intelligence Decision-making Sales Communication 97

The Center for Sales Strategy

MARCH 21, 2024

In short, you’ll find that while obstacles are ever-present and, in many cases, more difficult than ever, media sales managers and salespeople alike seem to be up to the challenge.

Media 128

Media Sales Sales Management Management 128

The Center for Sales Strategy

APRIL 18, 2024

To close more opportunities, it's critical that we limit or completely remove as many objections during the presentation as possible. We're tackling a crucial aspect of sales that's as important as your morning coffee: sealing more deals. One way to do that is to remove the surprises.

Meetings 114

Meetings Sales 114

Hubspot Sales

FEBRUARY 10, 2025

Nailed it.

Value Proposition 98

Value Proposition Logistics Sales Marketing 98

Hubspot Sales

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. You drop the ball during sales presentations.

Negotiation 128

Negotiation Value Proposition Meetings Procurement 128

Customer Think

JULY 30, 2024

While the chaos of such events presents significant challenges, it also offers crucial lessons on the value of real-time customer insights, empathetic communication, and continuous engagement. Here are my […]

Communication 110

Communication 110

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. Rendering is also a great way to pinpoint any design issues before you present your drawings to your client. FREE DOWNLOAD What software does an architecture firm need?

Software 62

Software Software CRM Construction 62

Customer Think

JULY 23, 2024

One of the presenters had a slide implying that without AI, your business is dead. Organizations should use LLMs and Gen AI to fix their data for AI-powered transformation. This is how. I recently attended a webinar delivered by a large AI technology vendor. I find that a little bit alarmist. Yes, it’s very important […]

Organization 109

Organization Management 109