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. Are you customer-centric?

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Mike Kunkle

AUGUST 30, 2023

In the ever-evolving landscape of business, the Sales Enablement profession has reached a pivotal crossroads. To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Upland

JUNE 14, 2023

What are the top challenges facing chief revenue officers and sales leaders in 2023? The best chief revenue officers understand that – and they take up the challenge of driving revenue regardless of the business horizon daily. And how can account planning help? There’s plenty of uncertainty in the economy right now.

Artificial Intelligence 195

Artificial Intelligence Digital Transformation Account Planning Supply Chain 195

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. The reason you’d do this is because there is rarely one right answer, or one performance lever to pull, that will deliver the maximum performance improvement with a sales force. Inventory levels are still high.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Nutshell

MARCH 31, 2023

As a sales manager, you want to stay up to date with the latest sales trends, keep up with your sales skills and knowledge, and continually build your management and leadership expertise. There are lots of resources out there that can help you do this, from blogs to books to podcasts to newsletters.

Sales Management 62

Sales Management Management Sales Leadership Leadership 62

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Lay a robust foundation.

Sales Management 98

Sales Management Management Energy and Utilities Emotional Intelligence 98

Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

MDI Training

JUNE 26, 2023

In this blog post, we take a quick look at the exciting experiences and trends we witnessed at the conference. In line with the last blog post on our MDI website "Inner Development Goals For a Better Leadership World", this time we dedicate ourselves to the megatrend topic of individualization and.

Digital Transformation 96

Digital Transformation Artificial Intelligence e-Learning Leadership 96

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

MDI Training

JUNE 26, 2023

Sustainable leadership is the collaboration of multiple individuals striving to provide the best possible professional future for future generations. By consciously paying attention to the environment and planning sustainably in the company, you directly contribute to a generally more sustainable leadership culture.

Digital Transformation 98

Digital Transformation Leadership Transportation Digitalization 98

Red Star Kim

APRIL 12, 2023

As an additional learning resource for delegates, I review the key themes of The Proactive M&BD Executive – Culture shock, marketing models, fee-earner engagement, qualifications and social media. Detailed delegate poll results and feedback are shown towards the end of the post. Do you feel there is a lot of crossover between them?”

Media 130

Media Marketing B2C Stakeholders 130

Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. Way back in 2003, I worked in a department called Performance Development and led the Sales Performance Development team.

Sales 130

Sales Sales Training Leadership Decision-making 130

Arpedio

OCTOBER 17, 2023

How to build a winning account management team Account Management Software ← Back to blog A winning account management team can be your secret weapon to supercharge your company’s growth and customer satisfaction. Addressing team challenges and performance issues Challenges and performance issues may arise even in the best teams.

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

Arpedio

MARCH 5, 2024

Throughout this blog post, we’ll delve into the realm of account management strategies, exploring how businesses can leverage these techniques to not only retain clients but also to propel themselves toward long-term success.

Account Management 52

Account Management Management Client Relationships Prioritization 52

Brooks Group

OCTOBER 11, 2023

Planning your sales kickoff or national sales meeting? Your sales keynote speaker will set the tone for the rest of the event. A great speaker can help motivate your sales team, elevate your mission, and drive results. Step 1: Ask Your Sales Team The ultimate goal of a sales kickoff is to improve sales performance.

Sales 92

Sales Sales Training Meetings Media 92

MDI Training

JULY 26, 2023

In this blog post, you will learn about the areas where this technology is particularly suitable and what you, as a leader, need to pay special attention to. Let’s first take a look at the areas where Artificial Intelligence can be best applied. Leaders are also increasingly relying on AI systems in their companies.

Artificial Intelligence 98

Artificial Intelligence Digital Transformation Leadership Digitalization 98

Showpad

JANUARY 8, 2021

Does sales enablement as a discipline also need to shift to virtual enablement? Additionally, sales enablement teams will also have to adjust. For more details, check out my blog post on scaling sales enablement. This blog post is a starting point to discuss what virtual enablement could mean.

Virtual Selling 144

Virtual Selling Finance Digitalization Digital Transformation 144

Arpedio

FEBRUARY 22, 2024

Spin Selling is a highly acclaimed sales methodology that revolutionized the way sales professionals approach their craft. Developed by Neil Rackham in the 1980s, Spin Selling has since become a cornerstone of modern sales strategies, offering a systematic approach to understanding customer needs and closing deals effectively.

Software 52

Software Software Decision-making Performance Review 52

Mike Kunkle

JULY 4, 2022

There’s still a lot of talk these days in the sales enablement community and the market at large about the need for sales and marketing alignment. If it sounds as if I’m ignoring the need for top-down support for enablement from company executives and especially sales leadership – trust me, I’m not.

Sales Management 130

Sales Management Management Sales Sales Training 130

PandaDoc

APRIL 3, 2023

In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. It can also offer insight into automating sales processes to free up more of your team’s time.

Sales Training 98

Sales Training Management e-Learning Construction 98

Insightly

DECEMBER 2, 2021

Sales and marketing teams have the same ultimate goal: revenue generation and growth. Despite this, marketing and sales do not always spend enough time aligning on goals. This misalignment has led to tension between sales and marketing teams. Because of this, many companies have made strides to align marketing and sales teams.

Marketing 98

Marketing Sales CRM Sales Management 98

Arpedio

DECEMBER 18, 2023

As businesses aim for growth, sales enablement has become an increasingly important strategy for success. But what is Sales Enablement , and how can it help businesses achieve their goals? In this article, we’ll explore Sales Enablement in-depth, including its strategies and practices that drive business growth.

Sales 52

Sales Business Growth Organization Marketing 52

MDI Training

AUGUST 17, 2023

Developing a culture of belonging The question that now arises is how companies are able, despite growing flexibility in the form of home offices, new time models, etc., to establish a culture that creates a sense of connection and belonging despite partial physical distance. Establish a supportive culture of appreciation.

Leadership 52

Leadership Digital Transformation Digitalization Artificial Intelligence 52

Insightly

DECEMBER 2, 2021

Sales and marketing teams have the same ultimate goal: revenue generation and growth. Despite this, marketing and sales do not always spend enough time aligning on goals. This misalignment has led to tension between sales and marketing teams. Because of this, many companies have made strides to align marketing and sales teams.

Marketing 95

Marketing Sales CRM Sales Management 95

Clarity Engagement Solutions

FEBRUARY 12, 2021

We covered the first 2 steps in our previous blogs if you haven’t read them, you will find links to them below. . We are covering this step in this blog. If your committed and want the best customer engagement strategy for 2021, just follow these steps: 1. How to integrate new capabilities into sales operations.

Healthcare 91

Healthcare Co-Creation Stakeholders Digitalization 91

Nutshell

JUNE 6, 2019

Getting to know your potential buyers is a huge factor in bridging that gap, and the best way to accomplish that is by doing personal research on each prospect before you reach out to them. Be sure to use your best judgment about referencing news articles in your outreach, because not every news story is worth mentioning.

Investors 95

Investors Internet CRM Software 95

Clarity Engagement Solutions

FEBRUARY 12, 2021

The shift to digital marketing and sales has levelled the playing field among companies and their competitors as restrictions on access have continued and everyone is utilizing the same channels and processes. We covered the first 2 steps in our previous blogs. We are covering this step in this blog. Get everyone on the bus.

Healthcare 91

Healthcare Co-Creation Stakeholders Digitalization 91

Hubspot Sales

JUNE 6, 2022

Sales reps run into trouble when they try to go into a call totally cold. If you pick up the phone without gathering any background information, at best, you stand to annoy the person — and at worst, you could be hung up on mid-sentence. The 18 Best Places to Research Buyers Before Sales Conversations. Various Blogs.

Sales 127

Sales Publishing Decision-making Media 127

Arpedio

JANUARY 9, 2024

Elevating Account Management Through Metrics and KPIs Explore ARPEDIO's Account Management Software ← Back to blog As companies strive to build lasting relationships with their clients, the need for effective Account Management strategies and tools becomes paramount. Opportunity Management Boost win rates, reduce sales cycles!

Account Management 52

Account Management Management Client Relationships Account Planning 52

Showpad

JUNE 9, 2020

Should you centralize sales enablement? Driving sales enablement impact requires the right set-up: strategic, formal and charter-based. Driving sales enablement impact requires the right set-up: strategic, formal and charter-based. No matter your definition of sales enablement, the data is straight forward. It depends.

Sales 121

Sales Sales Management Organization Government 121

MDI Training

JUNE 26, 2023

In this blog post, we take a quick look at the exciting experiences and trends we witnessed at the conference. But in addition to traditional goals such as increasing sales and optimizing efficiency, Inner Development. Read More 5 measures for an integrative corporate culture by Aline | 6.

Artificial Intelligence 52

Artificial Intelligence e-Learning Digital Transformation Leadership 52

Hubspot Sales

SEPTEMBER 29, 2020

Whether you’re welcoming a new person to your sales team or helping develop skills among your current staff, sales training is a very important part of fostering a successful sales program. Below, they share their advice on how to improve inclusivity in your sales training. What is inclusive sales training?

Sales Training 113

Sales Training Sales Brainstorming Negotiation 113

Arpedio

MARCH 6, 2024

Rather than solely focusing on sales transactions, account management emphasizes building trust, understanding client needs, and delivering tailored solutions to drive long-term growth. It’s crucial to distinguish between sales and account management.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Hubspot Sales

DECEMBER 31, 2020

Great sales teams are always striving to grow. In this post blog, we'll help you understand how to optimize your sales territory strategy to achieve bigger and better things this year. In this post blog, we'll help you understand how to optimize your sales territory strategy to achieve bigger and better things this year.

Decision-making 130

Decision-making Remote Working Profitability Sales 130

Hubspot Sales

SEPTEMBER 30, 2020

This is especially true when it comes to sales and marketing. In an ideal world, sales and marketing processes would be built with the other team in mind. Here are some numbers that just might convince you of the value of Sales and Marketing alignment: Sales and Marketing Alignment Stats to Know. LinkedIn, 2020 ).

Marketing 128

Marketing Remote Working Sales Publishing 128

Insightly

FEBRUARY 25, 2022

Satisfied customers mean more referrals, a better brand reputation, and repeat sales. For example, would your sales team benefit from the customer data and feedback stored on your marketing team’s email campaign platform? Invest in those proven paths to decrease conversion costs and increase sales.

Logistics 98

Logistics CRM Stakeholders Media 98

Brooks Group

MAY 2, 2023

Opening the Meeting Is More Important Than You Know Our culture seems to underemphasize the importance of starting off strong. The process of tying up a sale doesn’t begin at the negotiation table after all the meetings have been had and solutions have been presented, but rather at the beginning of the sales process.

Negotiation 80

Negotiation Sales Training Meetings Decision-making 80