Strategic Account Management Association

SEPTEMBER 11, 2020

In strategic account management, companies have to address the never-ending question of how to differentiate themselves and gain market share. I’m talking about customer experience management (CXM), which I would argue may be the single most important investment a company can make in today’s cut-throat business climate. In a word: No!

CXM 520

CXM Account Management Customer Experience Management 520

Mike Kunkle

MARCH 31, 2023

Sales Methodology Sales methodology refers to the overall approach that sellers use to engage with potential customers, manage the sales process, close opportunities, and manage accounts. It includes frameworks, models, steps, and techniques that sellers use to open and win an opportunity or manage an account.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Red Star Kim

OCTOBER 19, 2023

Accountants, lawyers, paralegals, patent attorneys and financial advisers (both professional advisors and dedicated business development professionals) joined me at an MBL workshop on telephone skills for client service and selling. We explored the fundamentals of relationships, managing inbound calls and planning outbound calls.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Brooks Group

FEBRUARY 27, 2024

Support Change Management You want to ensure customers are getting the most value from their purchase. As new customers come on stream with your organization, you can add value by providing a transition team to help them manage change, encourage internal adoption, and fully adopt the features and benefits of your product.

Sales Training 59

Sales Training Sales Value Selling Profitability 59

Force Management

OCTOBER 13, 2022

Take a look at what FM Managing Director, Brian Walsh, said on this topic in a recent conversation : Help sellers shift their goal post from “the sale of the moment” to when the customer organization sees a return on their investment and reaches the desired outcome. Sellers, however, tend to view their success point as the sale.

Stakeholders 71

Stakeholders Communication Value Selling Organization 71

Hubspot Sales

MARCH 20, 2020

Coaching vs. Managing. Today's sales managers need to wear two hats – their manager hat and their coaching hat. On a day-to-day basis, the manager's focus is on quota attainment and delivering revenue. Practice delivering clear, actionable feedback to those you manage. Image Source: Value Selling Associates.

Sales 112

Sales Sales Training Sales Management Management 112

Hubspot Sales

JUNE 15, 2020

Increase the impact of sales through value selling. Quantifying your product or service’s return on investment or comparable total cost of ownership will both give your buyer the information they need to sell your solution internally, and build confidence and credibility in your solution.

Decision-making 99

Decision-making Value Selling Meetings Organization 99

Holden Advisors

APRIL 22, 2021

Providing customers with a large variety of products and features is a compelling way to sell more. But, as companies grow and diversify, it can be difficult to capture the monetary value generated by the long tail of these products using traditional product management tools and data.

Profitability 195

Profitability Decision-making Management Value Selling 195

SBI

MAY 7, 2014

See which tools we chose for: Contract Management and eSigning. Mobile Selling. Pipeline Management & Deal Flow. Value Selling & ROI. InsideSales. Marketing automation. Performance and Compensation. Power Prospecting. Quoting & Pricing. Sales & Marketing Content. Sales Enablement.

Account Planning 55

Account Planning Value Selling Sales Media 55

SOAR Performance Group

JULY 21, 2023

In 2023, Customer Success Managers are stuck between the often opposing priorities of customers and companies. Customers are scrutinizing budget, spend and value more than ever, while companies are […] The post 4 Keys to Equip CSMs to Succeed appeared first on SOAR Performance Group.

Customer Success 52

Customer Success Management Value Selling Sales Leadership 52

SBI

MAY 7, 2015

CPQ & Guided Selling. Value Selling & RO. Social Selling. Pipeline Management & Deal Flow. Contract Management & eSignatures. Territory Management & Quota. Inside Sales & Biz Dev. Performance & Compensation. Predictive Sales Analytics. Prospecting & Sales Intelligence.

Value Selling 54

Value Selling Sales Analytics Sales Sales Leadership 54

SmartKarrot

JUNE 18, 2020

A key account manager plays a pivotal role in increasing customer success. There are several vital skills a key account manager should have. The Duties of a Key Account Manager . The way you can assure that is done is by assigning a key account manager to those most important accounts. It’s a major role to fulfill.

Key Account Management 10

Key Account Management Account Management Customer Success Management 10

SBI

DECEMBER 14, 2021

Mediafly , a leader in sales enablement, interactive content and value selling, today announced it has entered into a definitive agreement to acquire InsightSquared , a leader in revenue intelligence, forecasting and analytics. In a digital-first world, sellers need more than just traditional content management and enablement tools.

B2B 56

B2B Digitalization Decision-making Healthcare 56

SBI

OCTOBER 28, 2020

CHICAGO – October 28, 2020 : Mediafly , a provider of sales enablement technology, content management and advisory services that create interactive, value-based selling experiences, announced today it has acquired Presentify, a global visual communication solution based in the UK. “To

Marketing 48

Marketing Sales Healthcare Acquisition 48

SBI

MARCH 25, 2020

Increase sales impact with value selling. Having the ability to quantify return on investment or compare total cost of ownership will not only build confidence and credibility in your solution, it will give your buyer the information she needs to sell your solution to other key stakeholders internally.

Remote Working 40

Remote Working Decision-making Value Selling Sales Training 40

PandaDoc

JULY 6, 2021

It is not new that a B2B sales cycle is a lot longer than that of a B2C , but once converted, these are high-value selling opportunities. It is easy for a sales rep to nurture these leads step by step using email automation, pipeline management, and streamlining the entire buying process. Pipeline management.

B2B 52

B2B CRM Decision-making Onboarding 52

Blue Canyon Partners

JUNE 24, 2020

Given these changes, how can you manage the ecosystem to your benefit? It will be important to examine your product portfolio and product management approach to optimize your set of products/offerings for customer expectations and needs going forward. Product management decisions will need to be updated.

Suppliers 52

Suppliers Supply Chain Value Proposition B2B 52

Blue Canyon Partners

JUNE 24, 2020

Given these changes, how can you manage the ecosystem to your benefit? It will be important to examine your product portfolio and product management approach to optimize your set of products/offerings for customer expectations and needs going forward. Product management decisions will need to be updated.

Suppliers 52

Suppliers Supply Chain Value Proposition B2B 52

SBI

MAY 6, 2014

See which tools we chose for: Contract Management and eSigning. Mobile Selling. Pipeline Management & Deal Flow. Value Selling & ROI. InsideSales. Marketing automation. Performance and Compensation. Power Prospecting. Quoting & Pricing. Sales & Marketing Content. Sales Enablement.

Account Planning 22

Account Planning Value Selling Sales Media 22

Brooks Group

JULY 6, 2022

Sales managers aren’t able to coach their team with strategies they don’t use. Selling fundamentals help when times are tough. The US Air Force, Air National Guard, and Air Force Reserve’s use of the IMPACT Selling System gives recruiters the solid fundamentals they need for the best chance of reaching their recruitment goals.

Sales 89

Sales Sales Training Retail Advertising 89

SBI

MAY 6, 2014

See which tools we chose for: Contract Management and eSigning. Mobile Selling. Pipeline Management & Deal Flow. Value Selling & ROI. InsideSales. Marketing automation. Performance and Compensation. Power Prospecting. Quoting & Pricing. Sales & Marketing Content. Sales Enablement.

Account Planning 20

Account Planning Value Selling Sales Media 20

SBI

MAY 7, 2014

See which tools we chose for: Contract Management and eSigning. Mobile Selling. Pipeline Management & Deal Flow. Value Selling & ROI. InsideSales. Marketing automation. Performance and Compensation. Power Prospecting. Quoting & Pricing. Sales & Marketing Content. Sales Enablement.

Account Planning 20

Account Planning Value Selling Sales Media 20

Showpad

JULY 11, 2018

Moreover, it will change how organizations serve customers, train employees, design and create products, and manage their value chains, and, ultimately, how they differentiate. Especially if you’re selling complex products, have a large product portfolio or simply sell physically large products. Will Benefit Sales Teams.

B2B 49

B2B Decision-making Sales Value Selling 49

SBI

JANUARY 7, 2015

Membrain is Active Pipeline Management that helps drive successful sales behavior in Complex B2B Sales. The solution combines an online content management & repository cloud with an iPad presentation app and includes out-of-the-box connectivity with Salesforce. A full 10% of our top 50 Sales Tools of 2014 are international.

Innovation 54

Innovation CRM Internet Sales 54

Jeffrey Gitomer

FEBRUARY 14, 2011

Sales Management. Jeffrey Gitomer Jeffrey Gitomer Reviews Charlotte, North Carolina Speakers Marketing Speakers Customer Service Speakers Social Media Speakers Social Networking Speakers North Carolina Speakers Sales Speakers Management Speakers Leadership Speakers Personal Development Speakers Inspiring Speakers powered by Speaker Wiki.

Leadership 62

Leadership Sales Media Sales Training 62

SBI Growth

NOVEMBER 24, 2012

This “high value” selling activity should be the most compensated. Reps respond with the answers they believe management wants to hear. Some buyers complete 57% of their decision process without help from a sales rep. When they finally engage a rep, it is a critical point. Mystery Shopping. Time Study. DILO ride-alongs.

Decision-making 107

Decision-making Sales Customer Value Value Selling 107

Zendesk

JUNE 30, 2022

Use packaging as a chance to lean into value selling. When events are consistent, you can automate annual messages through your customer relationship management (CRM) platform. Make it fun to receive your product. A plain box gets the job done, but adding a little sparkle can drive brand recognition and word-of-mouth referrals.

Sales 98

Sales Decision-making B2C Profitability 98

MTD Sales Training

SEPTEMBER 12, 2012

So, a wise sales manager set out to find out why. The manager first rode along with some of the average sales people and found they had essentially the same sales presentation at the door: “Hello! The manager noticed that the sales people had vast knowledge of the product, but saw minimal results. Happy Selling.

Transportation 111

Transportation Sales Training Sales Management Management 111

SOAR Performance Group

AUGUST 18, 2023

They tell me: “John, we just aren’t effectively articulating our value and differentiation.” While this has […] The post Ask These Five Questions to Improve Your Value Articulation and Differentiation appeared first on SOAR Performance Group. In my conversations with chief revenue officers (CROs), a recurring theme is emerging.

Value Selling 52

Value Selling Account Management Customer Success Leadership 52

SmartKarrot

JUNE 17, 2021

Overcoming their resistance to change can call for a big difference to your sales metrics, as identified in the Dannemiller Model for Change Management Equation : Source: decisionlink. Let us now delve into the Value Selling Framework to get a better grasp on the subject. Value Selling Framework. contact-form-7].

Value Proposition 10

Value Proposition Value Selling Customer Success Publishing 10

SOAR Performance Group

JANUARY 13, 2023

In recent years, buyers are noticeably changing their decision-making processes. How are these changes impacting sales teams, and how can sales leaders help their teams tailor the buyer and […]. The post Tailoring the Buyer and Customer Experience to Address Changes in Decision Making appeared first on SOAR Performance Group.

Decision-making 52

Decision-making Customer Experience Sales Value Selling 52

Hubspot Sales

MARCH 2, 2021

Enhance sales through value selling. Quantifying your product or service’s return on investment (ROI) will provide your buyer the information they need to sell your solution internally, to help prioritize and justify the allocation of budget to your proposal versus all others being considered. Lean on remote learning.

Remote Working 125

Remote Working Sales Onboarding Digital Transformation 125

SOAR Performance Group

APRIL 8, 2022

Senior executives share their perspectives about “Evolution to Enterprise Selling: Transitioning Your Sales Motion”. The post Episode 42: Evolution to Enterprise Selling – Transitioning Your Sales Motion appeared first on SOAR Performance Group.

Sales 52

Sales Value Selling Sales Leadership Leadership 52

KAM With Passion

MARCH 28, 2022

The Sales Excellence Director and the CRM IT Project Manager chair the buying committee but will take a consensus-based decision. A professional buyer manages the procurement side and, as a formal tender process will be used, is also playing the role of gatekeeper.

Procurement 130

Procurement Stakeholders CRM Government 130