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. Once a deal has been negotiated and closed, your organization must be aligned and agile enough to quickly execute the co-value plan.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

CMOE

JUNE 5, 2024

It’s about how enthusiastic a person feels toward the work and the objectives the team and organization are trying to meet. An employee’s level of engagement influences their dedication to the team and organization. Are they interested in the performance of the team or organization as a whole?

Innovation 52

Innovation Prioritization Communication Meetings 52

Showpad

OCTOBER 9, 2020

This post will recap TRANSFORM 2020 keynotes, breakouts and sessions and give you some new ideas about sales enablement you can put into practice right now. 2020 has seen us shift to full remote work and tweak go-to-market strategies as the buyers’ needs are changing. Completely virtual. Completely free. . We’ve got you covered.

Co-Creation 40

Co-Creation Healthcare B2B Customer Knowledge 40

Showpad

AUGUST 9, 2022

And nearly one-third of sales organizations reported that relevant content is completely inaccessible when needed. . One thing’s clear, it’s not the amount of content that’s the issue; it’s how well you organize content and how accessible it is that matters most. What do these results tell us? That’s what crowns the content.

Organization 52

Organization Account Management Sales Suppliers 52

SBI

MAY 28, 2020

Seismic Spring 2020 Release Enhances Sales & Marketing Teams’ Ability to Work Remotely. San Diego, CA (May 28, 2020): Seismic, the industry-leading and award-winning sales enablement platform provider, today announced enhancements to its Seismic Storytelling Platform. Magazine Best Workplaces of 2020 , Inc. ’s

Marketing 38

Marketing Sales Software Software 38

Aptology

DECEMBER 8, 2020

Known for their best-in-sales organizations and strong bench of women in leadership, Hubspot and Litmus have both earned recognition on Inc.’s s 2020 Best Places to Work List. Both Brown and Freedman never saw themselves entering the profession that ultimately won their organizations awards.

Leadership 52

Leadership Onboarding Sales Organization 52

Miller Heiman Group

OCTOBER 6, 2020

The year 2020 has been a year of unprecedented turmoil on so many fronts. Identify and prioritize your best opportunities…first. What should be considered in developing an approach to prioritizing opportunities? Organizations who do this effectively not only have 18.1% Source: 2020 sales performance study.

Supply Chain 109

Supply Chain Prioritization Decision-making Virtual Selling 109

Hubspot Sales

DECEMBER 15, 2020

How did your leadership priorities change in 2020? If you started paying more attention to the sales enablement needs of your organization, you’re not alone. For sales organizations that have been waiting to implement dedicated sales enablement measures — the time is now. Battle Cards. Focus on sales team culture.

Sales 129

Sales Leadership Sales Management Decision-making 129

Hubspot Sales

NOVEMBER 17, 2020

2020 has been a year of massive change. Our mission at HubSpot is to help millions of organizations grow better. But what does "growth" mean in 2020? In August 2020, Yelp reported that 165,735 businesses indicated that they have closed, and 97,966 (60%) of those were reported as permanent closures. Image Source.

Virtual Selling 126

Virtual Selling Shareholders Decision-making Communication 126

Xant

APRIL 23, 2021

Sales organizations are struggling to align their objectives and quotas with their strategy. While organizations continue to grow, sales attainment is slipping. SDR organizations spent 2020 adjusting to remote and digital selling. The Variables of Successful SDR Teams.

Prioritization 81

Prioritization Sales Digitalization Organization 81

Zendesk

OCTOBER 4, 2022

But what started as an effort to educate the general public about the changing technological landscape and its related security risks has now become a critical reminder for all organizations to remain vigilant about their security posture. Prioritizing security and employee education is crucial in the fight against cyber attacks.

Cybersecurity 52

Cybersecurity Onboarding Prioritization Organization 52

Showpad

NOVEMBER 21, 2021

To demand enablement, you have to do so by shaping a vision for what you want to do with an organization, build a brand, talk about it, share it and then commit and execute.”. When we were acquired by GHX in January 2020, I turned my focus to more acquisition-based enablement. How are we cross-training teams? .

Supply Chain 98

Supply Chain Healthcare Onboarding Sales 98

Planview

OCTOBER 11, 2022

In this article, we’ll discuss the growing and rapidly evolving IoMT market and how manufacturers can effectively manage three critical risks when prioritizing IoMT innovations. For example, telehealth usage took off in the Spring of 2020. in 2020 compared to the average year-over-year growth in 2017-2019. Cybersecurity.

Supply Chain 52

Supply Chain Cybersecurity Healthcare Innovation 52

AchieveIt

FEBRUARY 20, 2024

And that influence is impactful, as a 2020 Gallup report shows. It shows that you prioritize and value their well-being. Leading with inspiration and purpose True leaders go beyond managing; they are visionaries who the tone for the whole organization. Employee motivation plays a central role in Strategy Implementation.

Leadership 52

Leadership Brainstorming Prioritization Communication 52

Xant

JUNE 16, 2021

In 2020, consumers notably valued experience over pricing. Operations need to not only define and strategize an effective process but execute and often adapt that process to ensure it is always working for the organization. Customer experience has quickly a top priority in the sales world. Coordination is key. Random outreach.

CRM 105

CRM Sales Prioritization Decision-making 105

SalesGlobe

OCTOBER 25, 2022

These components are the level of pay out, (from the company level to the individual) the frequency, and of course, the performance measures which drive the outcomes that you expect and have prioritized. 71% of organizations use two to three performance measures in their plans, holding steady from 2021. 55% of companies use revenue.

Supply Chain 52

Supply Chain Sales Profitability Healthcare 52

Miller Heiman Group

JUNE 30, 2020

And though the impact of the coronavirus will be long-lasting, sales organizations can take steps now to prepare themselves for the inevitable rebound. Maximize your use of technology to prioritize your prospects. Few organizations use formal opportunity planning consistently, but it is a key step to getting new business in the door.

Prioritization 78

Prioritization Sales Management Account Planning Account Management 78

OnStrategyHQ

JANUARY 7, 2022

We love giving organizations the tools they need to redefine our world. Bright Path engaged the OnStrategy team during 2020. But, their leadership team faced a difficult realization: the organization wasn’t foundationally ready to fully execute their vision. It’s about entirely redefining the map. Strategy is hard.

Supply Chain 40

Supply Chain Manufacturing Leadership Strategic Thinking 40

Showpad

JUNE 29, 2021

Prioritize with sales management on what skill gaps to focus on first. Design a specific training and onboarding service to tackle the prioritized skill gaps. Implement both the training and the coaching approach for the prioritized challenge. Showpad conducted the 2021 Modern Selling Study, a global survey at the end of 2020.

Sales 96

Sales Prioritization Onboarding Sales Management 96

Miller Heiman Group

JUNE 10, 2020

The strategic opportunity quality scorecard has three key uses in sales organizations: It measures the quality of an opportunity in two dimensions: desirability and winnability. It feeds sellers the questions that they should prioritize in sales calls, accelerating the pursuit of the deal and focusing the opportunity for the buyer.

Decision-making 81

Decision-making Prioritization Sales Organization 81

Miller Heiman Group

AUGUST 19, 2019

For many organizations, the next month is more than the end of Q3—it’s the start of budget season. As you decide how and where to invest your resources for 2020, think about what changes you want to make to improve performance at your sales organization. And excelling at these 12 practices makes quite a difference.

Prioritization 57

Prioritization Client Relationships Organization Sales Training 57

Xant

APRIL 23, 2021

Sales organizations are struggling to align their objectives and quotas with their strategy. While organizations continue to grow, sales attainment is slipping. SDR organizations spent 2020 adjusting to remote and digital selling. The Variables of Successful SDR Teams.

Prioritization 52

Prioritization Sales Digitalization Organization 52

Hubspot Sales

FEBRUARY 9, 2021

While many businesses struggled in 2020 due to the impact of COVID-19, Black businesses were hit even harder. According to a Stanford report on the impact of COVID-19 on small business owners, between February and April 2020 there was a 41% drop in the operation of Black-owned businesses. Pursuit Lending. Union Bank. Humble Ventures.

Small Business 135

Small Business Banking e-Learning Suppliers 135

Showpad

JANUARY 15, 2021

After the events of Q1 2020 — and the year overall — sales transformation is no longer an option. To set themselves apart, organizations must embrace business, digital and sales transformation. When organizations embark on major change, they must ensure that every business unit is working in lockstep. Improve internal cohesion.

B2B 83

B2B Artificial Intelligence Sales Digitalization 83

Nutshell

APRIL 17, 2020

On March 6th, 2020, Nutshell hosted BOUNDLESS 2020, our second annual virtual conference. (If BOUNDLESS 2020 also featured some new elements—including sponsorships and an awards ceremony—which gave the event a big-show feel, even if they created some additional headaches. If you missed it, watch the full replay here.).

Decision-making 126

Decision-making Media Meetings Internet 126

Miller Heiman Group

FEBRUARY 13, 2020

Nearly three-quarters of B2B buyers say they prefer to wait to engage a seller in the buying process until they have uncovered and prioritized their needs. Sales Organizations Continuously Reinvent Themselves. Sales Organizations Continuously Reinvent Themselves. Sales organizations recognize the changes sweeping the industry.

Sales Leadership 80

Sales Leadership Leadership Sales Sales Management 80

Miller Heiman Group

FEBRUARY 27, 2020

It’s clear that sales organizations need to address these changes systematically—and while many undertake initiatives to address sales effectiveness, they have yet to rethink their sales management strategies. Instead, organizations should use a data-driven hiring process for both internal and external candidates.

Sales Management 96

Sales Management Management Artificial Intelligence Sales 96

Miller Heiman Group

JUNE 25, 2019

On the surface, sales organizations seem to be flying high: enjoying a third year of some notably good numbers, their revenue attainment is up to 101%, more than half of sellers made goal and win rates are on the rise. In 2019, sales organizations can’t afford to be complacent.

Sales 75

Sales Prioritization Organization Sales Training 75

Zendesk

JULY 21, 2021

It’s in every businesses’ best interest to prioritize the well-being and support of their people. What is the organization’s strategy when it comes to the location of teams and individuals? The consequences of not prioritizing HR teams and employee experience. But 2020 completely turned the workplace on its head.

Prioritization 85

Prioritization Remote Working Innovation Communication 85

Hubspot Sales

DECEMBER 19, 2019

In 2020 and beyond when competition is stiff across industries, sales leaders must be able to provide strategic direction to help their teams find success. Influential sales leaders must be able to develop and implement sales strategies that empower their organizations to work at their highest levels. Thoughtful. Empathetic.

Leadership 110

Leadership Sales Sales Leadership Decision-making 110

Envisio

MAY 24, 2023

We know that local government leadership has struggled with trust— data from Polco shows that confidence in local government dropped 8 points from 2020 to 2022, and data from Government Leadership Solutions shows that 58% of local government leaders said that lack of trust is an issue. A strategic plan can help with building trust.

Government 98

Government Transportation Stakeholders Leadership 98

Hubspot Sales

JULY 7, 2020

According to the LinkedIn State of Sales Report 2020 , data-driven sales organizations are on the rise, with 56% of sales teams using data during prospecting and 49% of teams using data to select industries to target with their sales efforts. In a busy sales organization, scope creep is not out of the ordinary.

Stakeholders 101

Stakeholders Sales Prioritization Communication 101

Showpad

MARCH 17, 2020

And with recent events necessitating remote work around the globe, it’s more important than ever for organizations to help their sales teams succeed when in-office support and in-person customer interactions aren’t viable options. Prioritize Sales Coaching. That number is set to continue growing exponentially in 2020.

Sales 80

Sales Prioritization Remote Working Decision-making 80

Zendesk

FEBRUARY 19, 2021

The rollercoaster of 2020 changed customer experience (CX) for good. In Zendesk’s 2021 Customer Experience Trends Report , organizations reported seismic shifts in how they work: 88% of tech decision-makers at mid-sized companies and 91% at enterprise companies say COVID accelerated digital adoption. Explore the investment areas.

Digitalization 52

Digitalization Decision-making Customer Experience Organization 52

Hubspot Sales

MAY 4, 2020

At the beginning of 2020, the average adult in the U.S Sales Organization Social Media Usage Statistics. 28% of companies surveyed by HubSpot are prioritizing social selling. 61% of organizations engaged in social selling report revenue growth. 65% of salespeople rely on social selling activities to fill their pipelines.

Media 119

Media B2B Decision-making Financial Services 119

Xant

JUNE 16, 2021

In 2020, consumers notably valued experience over pricing. Operations need to not only define and strategize an effective process but execute and often adapt that process to ensure it is always working for the organization. Customer experience has quickly a top priority in the sales world. Coordination is key. Random outreach.

CRM 52

CRM Sales Prioritization Decision-making 52