Strategic Account Management Association

AUGUST 24, 2021

This blog post is based on a keynote presentation from the 2021 SAMA Annual Conference. Panelists’ remarks have been paraphrased for this blog post. . We have to understand how SAM relates to the other ways that we engage with customers like marketing, sales, supply chain management.”. The future is now.

Stakeholders 520

Stakeholders Supply Chain Digitalization Shareholders 520

Planview

JANUARY 12, 2023

For professional services, this means your revenue number will go up, but you’ll be stretching your resources and adjusting business models to scale operations while maintaining profitability. In this blog, I will discuss three strategies that professional services executives must consider to ensure profitable growth in 2023.

Profitability 52

Profitability Customer Success B2B Decision-making 52

PandaDoc

APRIL 17, 2024

It helps when targeting new customers. An analysis of the demographics of these high-value customers helps you target prospects. Prioritizing campaigns that are likely to attract high-value clients can also boost revenue. Is a customer beginning to invest less in your contracts? It helps you plan.

Sales 52

Sales Internet Profitability CRM 52

SalesGlobe

MAY 4, 2022

Segmentation of your Total Addressable Market (TAM) is an important step to prioritize and target your most desirable prospect accounts. In your go-to-market (GTM) strategy, you’ll need to first define your Ideal Customer Profile (ICP) to quantify TAM. A good start is to look at your largest and most satisfied customers.

Value Proposition 52

Value Proposition Profitability Innovation Onboarding 52

SalesGlobe

MARCH 7, 2022

The feedback not only drives product/service improvements but provides a valuable perspective into the customer’s decision-making process, the company’s reputation, and the lifetime customer value. Focus Groups: Like the interview, focus groups allow for an open discussion with multiple customers.

Government 52

Government Value Proposition Sales Innovation 52

Arpedio

APRIL 3, 2024

It involves engaging with stakeholders at various levels of the organization to uncover opportunities and develop tailored solutions that align with the customer’s strategic objectives. Here are the key principles of solution selling: Customer-Centric Approach: Solution selling revolves around the needs and priorities of the customer.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Cosawi

FEBRUARY 27, 2023

Even though teams have moved away from simply pushing products, they still are not aligned with what the customer values most. For the customer, this lack of alignment between the supplier’s marketing and sales efforts, engagement and planning is noisy, disruptive and, above all, frustrating for customers.

Marketing 52

Marketing Suppliers Investors Account Planning 52