Strategic Account Management Association

FEBRUARY 3, 2022

How we’re able to step up and continue to serve these customers depends on our ability to collaborate internally and prioritize our finite resources to deliver maximal value. Prioritizing relationships allows us to think more holistically about success. Are we in tune with the way initiatives are prioritized? What’s in motion?

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

Clarity Engagement Solutions

FEBRUARY 7, 2022

Tailored by vertical industry and 100% native to Salesforce Lightning, CX1™ makes it easy for sales and account teams to map stakeholder relationships, identify the sources of decision-making influence and manage a larger number of better-qualifed opportunities as a result. That’s where Clarity CX1™ comes in. Request a CX1™ Demo Here.

Stakeholders 172

Stakeholders Decision-making Account Planning Prioritization 172

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. The ability to convey this vision can rally senior leaders and front-line stakeholders alike behind our initiatives. Build Alliances: Alignment doesn’t occur in a vacuum.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Arpedio

NOVEMBER 22, 2023

Unlock Business Potential with Effective Stakeholder Mapping Improve your critical stakeholder relationships ← Back to blog As businesses strive to achieve growth and success, many overlook the untapped potential of effective stakeholder mapping. We will also highlight the tools and techniques available for stakeholder mapping.

Stakeholders 52

Stakeholders Decision-making Business Growth Innovation 52

Arpedio

OCTOBER 20, 2023

Understanding the power of a stakeholder matrix – A comprehensive guide Relationship Mapping Software ← Back to blog In the dynamic landscape of account management, understanding your clients’ needs, expectations, and concerns is paramount to building lasting and mutually beneficial relationships.

Stakeholders 52

Stakeholders Account Management Client Relationships Decision-making 52

DemandFarm

AUGUST 8, 2024

Stakeholder mapping isn’t just another box to check off on your project management to-do list—it’s your secret weapon for project success. By utilizing a stakeholder mapping template as the first step, you can effectively manage stakeholders and confidently communicate with them to move your new project forward.

Stakeholders 40

Stakeholders Decision-making Prioritization CRM 40

Upland

NOVEMBER 28, 2021

Typically, these programs are powered by a robust software solution designed to meet all stakeholders’ reference needs—from Marketing and Customer Success to frontline sellers and everyone in between—and require at least one dedicated Advocacy Manager to keep everything running smoothly. Making targeted, on-demand references a reality.

Sales 195

Sales B2B Software Software 195

Hubspot Sales

JUNE 18, 2019

However, I still have to defend these facts to numerous stakeholders in order to gain each sale. When multiple stakeholders are involved, it’s important to provide pricing and information regarding your platform in a clear, transparent, and digestible way that can be easily shared among decision makers.

Decision-making 140

Decision-making Stakeholders Sales Software 140

Hubspot Sales

JUNE 24, 2021

They have an ideal result that they're trusting a firm and its stakeholders to achieve. Scope creep occurs when those stakeholders wind up adding additional functions, features, requirements, or other unauthorized work as a project progresses. Differences in Stakeholders' Opinions. Overly Long Projects.

Stakeholders 132

Stakeholders Leadership Decision-making Communication 132

Hubspot Sales

DECEMBER 10, 2019

Honing in on the most valuable accounts and customer stakeholders has helped me accelerate B2B sales at each of these. You’ve mapped out the specifics of your ideal customer, the personal motivations of the stakeholders -- now where do you go from here? To focus your outreach on the right people, you have to prioritize.

Manufacturing 133

Manufacturing Media Prioritization Sales 133

Hubspot Sales

JULY 7, 2020

Have you worked with challenging stakeholders? With data being front-and-center for many sales organizations, sales analysts can sometimes be tasked with completing analysis for demanding stakeholders. The candidate’s answer to this question can tell you a lot about how they work, and how they prioritize.

Stakeholders 127

Stakeholders Sales Communication Prioritization 127

DemandFarm

SEPTEMBER 10, 2024

A stakeholder mapping temple is the holy grail you need in this situation. A stakeholder mapping template is a visual tool that you will use to define the relationship between various key stakeholders and/or the relationship between the stakeholders and the project. Why is stakeholder mapping important?

Stakeholders 40

Stakeholders Decision-making Communication Management 40

Hubspot Sales

AUGUST 26, 2020

Your marketers and salespeople pinpoint vital stakeholders within the target company. Executives at your firm may also interact personally with critical stakeholders of the target account. Descriptive Data – Deeper detail on stakeholders; career information; interests; etc. Customer Success. Executives & Board Members.

Stakeholders 138

Stakeholders B2B Decision-making Sales Environment 138

Hubspot Sales

MARCH 4, 2024

We recently reached out to some of the winners for their insight on what sales leaders should prioritize, some principles they should live by, and how they should work with their teams in 2024. Whether it be your team, your prospects, or your existing customers, you need to prioritize their interests, going forward.

Leadership 124

Leadership Construction Sales Prioritization 124

Hubspot Sales

APRIL 2, 2021

According to Gartner , a 2020 sales trend was that salespeople had to convince multiple stakeholders and evaluators at a company to buy their product. Most critical, though, is that each stakeholder has a different level of power within their organization. Below we’ll explain how to qualify different sales stakeholders.

Stakeholders 122

Stakeholders Decision-making Sales B2B 122

Nutshell

MARCH 15, 2021

Sales multithreading is the process of connecting with multiple stakeholders at the companies you hope to sell products and/or services to. stakeholders on the purchasing side. With sales multithreading, key stakeholders are identified at the beginning of the sales process and sold to simultaneously, minimizing this problem.

Sales 141

Sales Stakeholders Decision-making Facilitation 141

Hubspot Sales

JULY 5, 2022

Involve all stakeholders in the process. Therefore, it’s essential to identify what stakeholders are involved in each stage of the sales process. Schedule time to meet with your stakeholders and share your business' SMART goals, then determine the role that each stakeholder will have in completing the goals of the sales process.

B2B 115

B2B Sales Stakeholders Decision-making 115

Insightly

MAY 4, 2021

Marketers are often trying to satisfy everyone, including internal stakeholders. It took me even longer to learn that if your marketing team is multitasking, you have a prioritization problem. Practice ruthless prioritization. Without multitasking, we force marketers to prioritize. If so, prioritize it.

Marketing 93

Marketing Management Prioritization Stakeholders 93

Planview

AUGUST 22, 2024

In this post, you’ll learn: Why Putting People at the Heart of Change Matters The Exciting Future Ahead for the PMO How AI Can Help Prioritize Impactful Work Meet Athena Smith Athena Smith hails from Georgia and is based in Atlanta. Then, I identify all stakeholders, flagging who is an assister, a resistor, and a neutral.

Stakeholders 69

Stakeholders Prioritization Decision-making Brainstorming 69

Hubspot Sales

JUNE 22, 2022

There are several kinds of potential stakeholders you need to account for, and each connection requires some degree of individual attention and effort. Virtually any stakeholder that has some kind of bearing on a business's success or operations can have one with that company. Some contacts are more valuable than others.

Stakeholders 131

Stakeholders Publishing Investors Prioritization 131

Showpad

JULY 7, 2020

Vertical alignment is about the adjustment of enablement to the customer, the business strategy, other strategic initiatives and executive stakeholders and sponsors. . Vertical alignment has three facets of alignment: to the customer, to the strategy and other strategic initiatives and to senior executive stakeholders and sponsors. .

Digital Transformation 137

Digital Transformation Stakeholders Sales CRM 137

DemandFarm

OCTOBER 24, 2024

Proven sales methodologies like BANT help key account teams prioritize the right opportunities and ensure their efforts are spent where they count. You’ll often need to engage with multiple stakeholders, such as CEOs, department heads, and board members. Ready to prioritize your high-value accounts and maximize your efforts?

Prioritization 40

Prioritization Key Account Management Account Management Decision-making 40

Envisio

JUNE 2, 2023

Oftentimes, local governments know that producing regular and relevant reports is key to building trust with their stakeholders–however, it’s not easy to regularly produce reports that show progress against strategic goals, especially when these reports need to be tailored to unique audiences such as elected officials, staff, or residents.

Government 98

Government Stakeholders Prioritization Leadership 98

Miller Heiman Group

NOVEMBER 19, 2020

Uncovering hidden stakeholders. With predictive analytics, you can coach sellers on behaviors like using the successful questions that top performers ask during discovery to identify various stakeholders. You’ll also free up seller time by prioritizing which deals are most likely to close.

Sales Analytics 101

Sales Analytics CRM Stakeholders Sales 101

Clarity Engagement Solutions

FEBRUARY 7, 2022

Tailored by vertical industry and 100% native to Salesforce Lightning, CX1™ makes it easy for sales and account teams to map stakeholder relationships, identify the sources of decision-making influence and manage a larger number of better-qualifed opportunities as a result. That’s where Clarity CX1™ comes in. Longer sales cycles. •

Stakeholders 91

Stakeholders Decision-making Account Planning Prioritization 91

Account Manager Tips

NOVEMBER 24, 2022

It's a boundary-crossing role that needs the cooperation of numerous stakeholders and departments to succeed. You need to inspire, align objectives, coordinate resources, prioritize task, manage crises and ask for help when you need it. Key account managers have very busy jobs that span multiple stakeholders and functions.

B2B 130

B2B Key Account Management Account Management Decision-making 130

Hubspot Sales

MARCH 18, 2019

While a salesperson focuses on the short term -- by necessity -- a key account manager (KAM) prioritizes the future. Not only do KAMs find ways to address the client's challenges and opportunities, but they also create and present reports about the client's progress to key stakeholders. Map out every customer stakeholder.

Key Account Management 143

Key Account Management Account Management Management Account Strategy 143

Hubspot Sales

OCTOBER 5, 2017

Qualify and begin prioritizing prospects. Takeaway: Prioritize customers based on the size of the opportunity, or their potential lifetime value. Stakeholder-level. Our pitch and sales techniques are also likely to be more refined with markets we feel comfortable talking about, so we should prioritize these prospects first.

Sales 145

Sales Decision-making Prioritization Media 145

Hubspot Sales

OCTOBER 23, 2017

That is, sales reps must qualify prospects at three different levels -- what Apollo terms “organization-level,” “opportunity-level,” and “stakeholder-level” sales qualification. Stakeholder-Level Qualification. You should disqualify this contact at the stakeholder level, even though they pass at the opportunity level.

Sales 145

Sales Decision-making Stakeholders Value Proposition 145

Mike Kunkle

FEBRUARY 27, 2023

Just like when your reps are managing a complex sale with 16 stakeholders, you are now a cog inside a department or leading the function, with a large and complex set of cross-functional collaborators — all of whom have opinions and most of whom are armored in Teflon.

Sales 57

Sales Onboarding Publishing Transportation 57

Hubspot Sales

DECEMBER 22, 2017

Or, “ You wear a lot of hats, how do you prioritize your day? ”. The influencer is usually your main point of contact at the company, and they’ll pull in the appropriate stakeholders (such a finance or IT) throughout the sales process. Once you’ve identified the gatekeeper, you have a few options.

Decision-making 145

Decision-making Sales Finance Stakeholders 145

Planview

DECEMBER 8, 2021

Leading a value stream requires servant leadership, which prioritizes guidance over direction and mentoring over managing. Agile requires a mindset shift, and executives need to instead focus on guiding teams to help them deliver, working with teams and engaging with stakeholders. Identify and Train Key Business Owners.

Government 111

Government Leadership Stakeholders Decision-making 111

Whetstone

OCTOBER 7, 2024

In contrast, initiatives that are explicitly aligned with the long-term success of the company are protected and prioritized. If a SAM fails to demonstrate tangible, measurable outcomes in the short term, they may lose the support of key stakeholders, even if their initiative is strategically aligned.

Prioritization 40

Prioritization Account Management Leadership Decision-making 40

Upland

MAY 5, 2023

I stopped being afraid to go in and sit down with key stakeholders and just say, ‘Hey, here’s your business as I understand it. Do I have that right?’” In other words, Todd began to prioritize validating what he understood to be his customer’s priorities. And he always came prepared. “It

Account Planning 195

Account Planning Healthcare Decision-making Stakeholders 195

Customer Think

MARCH 19, 2024

Progressive organizations prioritize a systematic approach, investing in core CX competencies that deliver sustainable value for all stakeholders – customers, the business, and employees. Top marketers understand the power of exceptional customer experience (CX).

Stakeholders 64

Stakeholders Prioritization Customer Experience Organization 64

OnStrategyHQ

MAY 21, 2021

A strategic plan is critical to prioritizing resources (time, money and people) to grow the revenue and increase the return on investment. A strategic plan is used to communicate the direction of the organization to the staff and stakeholders. Whereas a business plan is critical if the business is seeking funding.

Business Planning 98

Business Planning Banking Stakeholders Prioritization 98

Hubspot Sales

SEPTEMBER 16, 2020

Who are the stakeholders you need to engage with? This process helps salespeople allocate their effort most efficiently among different types of prospects and customers by prioritizing buyers according to their potential value and then mapping call patterns to maximize the seller’s expected return. Territory Management.

Account Management 133

Account Management Sales Account Planning CRM 133