Ten insights on the future of SAM
Strategic Account Management Association
DECEMBER 3, 2020
Shifting from focus on shareholder value only to stakeholder value as well – and a broadening understanding of what stakeholder value means.
Shareholders Related Topics 
Shareholder vs Stakeholder: What's the Difference?
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.
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The Top Two Metrics to Drive Shareholder Value Right Now
SBI Growth
OCTOBER 4, 2016
The two most underutilized metrics that drive shareholder value are Customer Acquisition Cost (CAC) and Customer Lifetime Value (CLTV). On this week’s SBI Insider Video Podcast we discuss how sales, marketing and product functional leaders can elevate the strategic discussion. Championing.
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The Future of SAM – Revisited
Strategic Account Management Association
AUGUST 24, 2021
It’s not only shareholder value, customer value or stakeholder value. Kahn suggests that SAMs need to be “innovating markets…We have to look at the whole system of stakeholders and see how we can create value within that. ”. Adjust notion of stakeholder value. Organizations are redefining value.
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Generate Shareholder Value with a Sales Transformation
SBI Growth
FEBRUARY 27, 2018
Jack has transformed the sales force and generated tremendous growth in shareholder value. Our guest on SBI TV is Jack Molloy, Executive Vice President of Worldwide Sales for Motorola Solutions. Jack is here today to share how he made that.
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How to Set Sales Targets in Uncertain Times
Engage Selling
NOVEMBER 20, 2020
Salespeople, business leaders, and shareholders thrive on having reliable and realistic sales targets. Without them, you can’t possibly gauge performance. Setting those sales targets, more importantly, hinges on being able to consistently anticipate the future. So, what do you do … Read More »
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The Beginner's Guide to Balance Sheets
Hubspot Sales
JANUARY 10, 2019
The right side shows the business' liabilities and shareholders' equity. On the balance sheet, you can see how assets, liabilities and shareholders' equity are reported. It's calculated with the following formula: Assets = Liabilities + Shareholders' Equity. Shareholders' Equity. plant, property, and equipment).
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Debt to Equity Ratio, Demystified
Hubspot Sales
NOVEMBER 27, 2018
It's calculated by dividing a firm's total liabilities by total shareholders' equity. Below is the formula to calculate the debt to equity ratio: Debt to equity ratio = Total liabilities / Shareholders' equity. Shareholder's equity : The shareholder's equity is calculated by subtracting total liabilities from total assets.
Shareholders 142
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10 Principles of Cost Transformation
Flevy
FEBRUARY 2, 2023
Such Transformations are increasingly being spearheaded by Activist Shareholders in recent times. Activist shareholders are investors in a company (usually hedge funds) that demand drastic changes to how business is conducted in organizations. First 5 principles in the list manifest the intensified agenda of activist shareholders.
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The Revenue-Generating CMO
SBI Growth
JUNE 1, 2017
Revenue-generating chief marketing officers create more shareholder wealth than any other type of CMO. . More than brand-building CMOs. More than lead-generating CMOs. More than product-positioning CMOs. Download our SBI Magazine Special Issue: Revenue Attribution. What is a revenue-generating CMO? A revenue-generating CMO.
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5 Things Every Salesperson Should Know About Their Prospects, According to Advantexe Learning Solutions' CEO
Hubspot Sales
OCTOBER 9, 2023
Drivers of shareholder value Above all else, you need to know the drivers of your prospect's shareholder value. Every organization is in business to provide value to its customers and create value for its shareholders. Drivers of shareholder value vary by industry and company.
Shareholders 105
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The Quick Guide to Retained Earnings
Hubspot Sales
JANUARY 24, 2019
Any additional funds that aren't distributed to shareholders and investors are referred to as retained earnings. Retained earnings are the part of a business' profit that's reinvested in the business, rather than being distributed to investors and shareholders as dividends. This will help your business grow and gain more profit.
Shareholders 98
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The Startup Founder's Guide to Cap Tables
Hubspot Sales
NOVEMBER 23, 2018
You'll notice the cap table lays out the essential pieces of a transaction: Shareholder name as it appears on the security. Either way, you can see exactly what impact that will have on your shareholder groups. Date of issuance. Number of shares or units issued. How to Use a Cap Table. Understanding your equity.
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How Oracle Thrived in the 2008 Recession, Even with Missed Revenue Opportunities
SBI Growth
JANUARY 9, 2020
Companies are investing in themselves, growing their businesses, and increasing shareholder value. The real estate market is flush. Stocks are booming. Getting a loan has never been easier. Now fast forward to 2008. The real estate bubble.
Shareholders 86
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10 New Capture Strategy Tips to Keep Clients & Avoid Competitive Bids
Account Manager Tips
JUNE 29, 2021
Shareholders and board/directors value growth, costs, profit and cashflow. Provide Value Reports that present measurable shareholder and stakeholder value. Knowing that means you can work out what they value and what you need to measure your impact. Stakeholders value business improvement.
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Strategic Priorities Identification and Analysis
Flevy
AUGUST 5, 2022
Stakeholder Theory – This category of Strategic Priorities involves actions related to shareholder value, social / environmental / regulatory and safety goals. The main objective of this class of strategic priorities is to increase shareholder value.
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Account Planning: Building for Long-Term Revenue
Upland
JANUARY 26, 2020
According to McKinsey, “The five-year growth rate of total returns to shareholders for digital leaders is almost double that of all other firms,” when they undertake a digitally focused account planning strategy. How are sales teams meant to grow revenue in key accounts with a well thought out account planning strategy?
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Account Planning Template – Five Components for Success
Upland
MAY 4, 2023
Account planning template overview According to McKinsey , “The five-year growth rate of total returns to shareholders for digital leaders is almost double that of all other firms,” when they undertake a digitally focused account planning strategy.
Account Planning 195
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Capabilities-driven M&A
Flevy
JANUARY 11, 2022
Capabilities-driven M&A have managed to raise shareholder value for the acquirer despite the tough years since the economic crisis of the 2000s. The magic ingredient in the success of these companies is their Corporate Strategy that utilizes Capabilities as the source for inorganic Growth.
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Why Your Sales Leader Needs to Understand CAC and CLTV
SBI Growth
FEBRUARY 10, 2017
The ratio of Customer Acquisition Cost (CAC) to Customer Lifetime Value (CLTV) is the clearest indicator of how your go-to-market investment is creating shareholder returns. Companies with high CLTV:CAC ratios enjoy a robust sales and marketing ROI. Low-ratio companies spend.
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Mission or promise? Is it a statement or words of hot air?
Jeffrey Gitomer
APRIL 20, 2012
It’s some drivel about being number one, exceeding expectations, and building shareholder value that contains other nonsensical words that mean nothing to anyone except the marketing people who dreamed it up one afternoon. Tweet Can you recite your mission statement? You’ve seen it a hundred times, maybe a thousand times.
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How a CEO Rebuilds a World-Class Sales Force
SBI Growth
FEBRUARY 8, 2014
How will you communicate to the board and shareholders that you have an answer? You missed the number. Now you have to address this issue at an upcoming board meeting. The board wants to know how you will solve the problem. How do you plan to transform your sales force and correct course?
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Is Marketing what you think it is?
Customer Think
SEPTEMBER 6, 2024
The purpose of any commercial business is to make profits for the benefit of its shareholders and employees, by satisfying customers. The contribution of Marketing to any business, is in the generation of profitable revenue. Without that profitable revenue there can be no sustainable business.
Shareholders 69
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Net Present Value (NPV), Explained in 400 Words or Less
Hubspot Sales
MARCH 22, 2019
For example, if shareholders expect a 10% return on investment, the business will often use that percentage as the discount rate. Then investors or analysts sum the values, and the initial investment is subtracted from the sum to get the net present value (NPV). The discount rate that's used depends on the company and how it gets its funding.
Investors 136
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Startup Financing: How It Works & How to Get It
Hubspot Sales
APRIL 12, 2022
Equity is the sum of shareholders' stake in a startup and represents the value of the business if all assets were liquidated and all debt paid off. Since all shareholders own equity, they get a slice of future profits. That said, debt financing can be less expensive than net earnings or equity financing. Equity Financing.
Finance 21
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How to Create Powerful Executive Level Presentations [+ Template]
Account Manager Tips
NOVEMBER 19, 2022
For example, if it means happy shareholders, you could use a picture of people applauding at an annual general meeting. If your presentation is about saving money, don’t use a picture of piles of cash. Think about what saving money means to your client and choose that picture instead. Something that triggers an emotional reaction.
5 Stages of Management Evolution
Flevy
DECEMBER 23, 2022
Stakeholders take place of shareholders as the chief reason for operation. Contemporary examples would be multinational companies, charter schools. The emphasis at this stage is on ethos and enablement to increase employee motivation.
Management 105
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Why Sales Is the Best First Job
Hubspot Sales
MAY 7, 2018
If you’re the CEO of a huge publicly traded company, you need to sell your vision to shareholders. You were selling yourself. In my opinion, being able to sell is the foundation of any successful career. Even as a Ph.D. student, you need to sell your ideas to receive funding and publish.
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The Sales Manager's Guide to Strategic Planning
Hubspot Sales
DECEMBER 30, 2020
They are often created with investors and shareholders in mind. This roadmap allows the company to focus on long-term revenue through both the retention of existing customers and the acquisition of new customers. What are the benefits of creating a strategic plan?
Sales Management 137
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The 3-Step Agile Strategic Planning Process Is the New Normal
SBI Growth
AUGUST 11, 2018
Coupled with an execution plan, shareholder value is created. Go-to-market strategic planning enables executive leadership to make informed decisions. It dictates the development of a path forward into the market. In the past, strategic planning was a one-time event. Executive leadership.
Shareholders 63
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#011 Great Answers to Tough Questions, with Michael Dodd
KAMCast
FEBRUARY 18, 2021
FIND OUT MORE ABOUT MY GUEST: MICHAEL DODD Michael is a Communication Specialist focussing on training clients to sharpen their skills in how to deal with tough questions from prospects, customers, staff, shareholders and the media.
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Best Practices for Your First EVER Strategic Planning Process
OnStrategyHQ
MAY 19, 2023
Engage your employees, board, shareholders, and customers. It will feel cumbersome if you don’t have a plan that you can execute in 90 days. Do Market & Customer Research Before You Plan Take your time and do a great amount of discovery work. Ask them what they aspire for in your company or organization.
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Identify the Blind Spots of Your Competitors Sales Team
SBI Growth
FEBRUARY 6, 2013
The shareholders want me to give guidance on it. I hand Charlie my tablet and ask him to flip through my presentation. The title is “ Make the Number in 2013 ” and he comes unglued: “The number. The number. All I ever hear about is the !@#$%^& number. My board asks me about it. The strategic acquirers want to scrub it.
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The Plain-English Guide to Revenue Run Rate [Infographic]
Hubspot Sales
JULY 21, 2020
That kind of seasonal volatility can make the metric unreliable or misleading — particularly if businesses knowingly report run rates based on above-average months to mislead potential investors or shareholders. Fluctuations in Company Performance.
Shareholders 119
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Sales Talent Productivity Risks and Remedies for 2023
SBI Growth
FEBRUARY 1, 2023
There's pressure mounting due to buyer uncertainty in a sideways market, a renewed focus on earnings versus growth, and owners and shareholders hungry for good news. Sales productivity is always a concern for CEOs and their go-to-market leadership teams.
Shareholders 62
62 When does Christmas start? When does Christmas end?
Jeffrey Gitomer
DECEMBER 13, 2012
That strategy would please your customers, create word-of-mouth advertising to compliment your traditional marketing outreach, and even please the panicked shareholders once the numbers begin to emerge. Celebrate your blessings with your family, and THEN sell like hell the day after – until 5pm on Christmas Eve.
Shareholders 87
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The Plain English Guide to Equity Financing
Hubspot Sales
JUNE 26, 2018
Board seats - Term sheets can dictate board formation and require certain seats for certain shareholder types. You can negotiate this point, but some firms are definitely valuation sensitive and searching for a good deal. The main type of preferences used today are “convertible preferred.”
Finance 105
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Accelerate Sales Productivity with Four Essential Parts of an Onboarding Program
SBI Growth
MARCH 1, 2023
Organizations face sales productivity concerns, with pressure mounting due to buyer uncertainty in a sideways market, a renewed focus on earnings over growth, and owners and shareholders hungry for good news.
Shareholders 62
62 
Key issues in Marketing and Business Development Planning: Engage, Analyse, Expand, Innovate and Measure
Red Star Kim
JULY 11, 2022
In today’s highly competitive environment, the major sources of shareholder value creation are the intangible marketing assets of the business, such as brands, customer relationships and channels of distribution. The skill of developing strategic marketing plans is in greater demand today that at any time in the history of marketing.
Innovation 130
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Ohmae’s 3C Model (Strategic Triangle)
Flevy
MARCH 19, 2024
The focus of the model is on customers instead of shareholders, based on the premise that customer centricity ultimately leads to the accomplishment of shareholders’ interests. Without a firm customer-centric strategy, organizations fail to meet the demands of shareholders and other stakeholders.
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Why You Should Be Delivering Value-based Stories
Hubspot Sales
MARCH 22, 2021
For publicly held companies, take time to scan their financial reports, read the CEO’s letter to the shareholders, and listen to analyst calls. To connect with prospects, your story must focus on what is relevant to their needs and problems, not your need to book a meeting or close a sale.
Shareholders 130
130 Power, Politics, and Benchmarking Influence Strategy in 2013
SBI Growth
OCTOBER 31, 2012
Do you think the boss (or shareholders) notices?”. But you can sure end it.” Use this article as a starting point. Forward it to your counterparts. Ask two questions: “Do you think we have a problem here?”. “Do In most organizations, this act requires a fair degree of bravery.
Negotiation 113
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Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum
Red Star Kim
JUNE 15, 2023
(200,000 companies with turnover or shareholder funds over £1.5m or profits greater than £150000), active and inactive companies with up to 10 years’ of financial data. Used for building lists with over 300 search criteria.
How Executives Steer Clear of the Expectations Treadmill
SBI Growth
MARCH 3, 2017
Executives are hired to create value for their shareholders. It’s no secret that revenue growth is essential to a higher valuation. The dilemma lies in how to stay ahead of the curve. Gone are the days of slow and steady.
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