article thumbnail

Back to the Future: F2F selling is returning, but virtual selling is here to stay

Strategic Account Management Association

According to research we conducted during the second half of 2020 (involving salespeople and sales executives at more than 100 B2B companies), just 31 percent of respondents said they expect to return to pre-pandemic levels of in-person sales activities ( Figure1 ). As one executive explained, “Buy and sell widgets virtually?

article thumbnail

Lessons from a Winning Global Account Management (GAM) Program

Strategic Account Management Association

Customers brainstormed new ideas for solving common problems and avoiding common pitfalls. Relationship equity : As of December 2020, we have increased the total contract value of the program by approximately 50 percent, with eight net new Fortune 100 brands as a direct result of global account clients advocating on our behalf.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Turning lemons into lemonade: Five ways to reset on customer management fundamentals in a post-pandemic world

Strategic Account Management Association

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.

article thumbnail

How to Identify the Rare, Untapped Market

Hubspot Sales

This will help you brainstorm new products that aren't being sold yet. Read industry blogs. This goes along with the first point, but reading and subscribing to industry blogs helps keep you "in the know" in your industry. Doing so helps me prepare and brainstorm new ideas to bring to upcoming meetings.

Marketing 111
article thumbnail

What Top Performing CMOs Plan to Focus on in 2020

SBI Growth

Much has been written in recent months about the demise of the CMO position. While such a drastic assertion is great for grabbing business headlines, the reality is, as usual, decidedly more nuanced. As the marketing function has evolved over the.

Marketing 104
article thumbnail

Coaching and Consulting – People and Problem-Solving skills

Red Star Kim

But coaches resist the temptation to tell.

article thumbnail

Proactive marketing and business development executives – CRM, internal engagement and career insights

Red Star Kim

New CIM professional marketing qualifications – 2020 (kimtasso.com) Be proactive – Recognise the need to move away from simply responding to requests and providing a service. kimtasso.com) Demonstrate the value of marketing and business development – Sometimes, M&BD is seen as a last resort to “jazz things up”. “We

CRM 130