Strategic Account Management Association

FEBRUARY 2, 2021

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 ). Doing that virtually is difficult, to say the least.”.

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

Hubspot Sales

MARCH 18, 2020

They're relatively easy to automate in 2020. By implementing sales automation processes, your organization can save time with tasks such as updating CRM records, gathering data on leads or filling in necessary paperwork, to increase the amount of time that can be allocated to "sales-critical" activities. Benefits of Sales Automation.

Sales 95

Sales Remote Working CRM B2B 95

Red Star Kim

SEPTEMBER 29, 2023

Some observed that as the pace of change continued relentlessly, we all needed to be constantly updating our knowledge and skills. Build personal brand We did some exercises on identifying words that encapsulate our personal branding. What do you think is most important for a M&BD assistant? How do you stand out from your peers?

Marketing 130

Marketing Stakeholders Digitalization Communication 130

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

Clarity Engagement Solutions

JANUARY 6, 2021

If 2020 has shown us anything, it is that change is inevitable whether we like it, are prepared for it or not. The need to change accelerated by 2020 has impacted pharmaceutical companies with how they interact and engage with healthcare stakeholders. For example, abandoning the status quo for the unknown future. In ONE month!

Healthcare 91

Healthcare Stakeholders Digitalization Leadership 91

Red Star Kim

APRIL 12, 2023

According to the Oxford dictionary, a customer is “ a person or an organization that buys goods or services from a shop or business,” and a client is “ a person who uses the services or advice of a professional person or organization.” HubSpot puts it more succinctly: customers buy products, and clients buy advice and solutions.

Media 130

Media Marketing B2C Stakeholders 130

Hubspot Sales

APRIL 2, 2021

According to Gartner , a 2020 sales trend was that salespeople had to convince multiple stakeholders and evaluators at a company to buy their product. These evaluators can be at any level and position within an organization, from team managers to CTOs. Below we’ll explain how to qualify different sales stakeholders.

Stakeholders 116

Stakeholders Decision-making Sales B2B 116

Xant

MAY 13, 2021

In 2020, 52.8% As organizations solidify their plans for the new buying landscape, sales leaders are adapting to the new normal. Some constructs of field selling are canonical, like conference room meetings and stakeholder meetings. The Death of the Conference Room Meeting.

Sales 99

Sales Stakeholders Digitalization Construction 99

Envisio

MAY 24, 2023

Having a shared vision and sense of direction also helps instill a sense of trust and goodwill with your community and other key stakeholders. When organizations are too tightly siloed from one another, it is easy for critical work to be duplicated (or ignored). A strategic plan can help with building trust.

Government 98

Government Transportation Stakeholders Leadership 98

AchieveIt

NOVEMBER 9, 2023

Trends that are shaping the industry Organizations didn’t pause strategy in 2023 2023 marked a shift in approach for strategy leaders compared to the COVID and post-COVID years. 2020, 2021, and 2022 were characterized by uncertainty. They realized they needed to shift focus from short-term operations back to long-term strategy.

Facilitation 52

Facilitation Stakeholders Government Leadership 52

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. Have you worked with challenging stakeholders? How would you organize your day?

Stakeholders 101

Stakeholders Sales Prioritization Communication 101

MDI Training

FEBRUARY 9, 2021

Most companies have been undergoing massive changes since the beginning of 2020. Stakeholder Commitment Analysis. Stakeholder Commitment Analysis. The stakeholder commitment analysis serves to get a picture of the overall situation. Many businesses are currently reinventing themselves. Land/water metaphor.

Management 69

Management Digital Transformation Leadership Stakeholders 69

Red Star Kim

MAY 2, 2023

Following my past research (some of which was published in my 2020 book Essential soft skills for lawyers (kimtasso.com) ) I keep an eye out for the latest information relating to the soft skills (particularly leadership skills) most in demand and how these relate to the professional services sector.

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

Showpad

MAY 12, 2022

The pair both joined Panasonic’s fledgling sales enablement function in April 2020. Before 2020, Panasonic didn’t have a sales enablement team—at all. While marketing was creating and organizing valuable content for sales reps to use, reps were often still unaware of what resources were available and how to best use them.

Telecommunications 98

Telecommunications Manufacturing Value Proposition Sales 98

Zendesk

APRIL 21, 2021

We owe it to our stakeholders to be a leader in addressing the reduction of Co2 in our atmosphere, and preserving natural habitats. We’ve partnered with the following organizations: American Forests, Ecosystem Restoration Camps, Bush Heritage Australia, and World Wildlife Fund (WWF) to solidify our commitment to this cause.

Investors 98

Investors Government Stakeholders Organization 98

Miller Heiman Group

AUGUST 24, 2019

It’s time to begin making resource requests for your 2020 budget—and that means the resources that you’ll need to implement to grow your sales enablement strategy. What sales-related challenges do you anticipate facing in 2020 and how will you overcome them? of organizations reported running sales enablement in a formal way.

Sales 77

Sales Government Organization Stakeholders 77

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

Xant

MAY 13, 2021

In 2020, 52.8% As organizations solidify their plans for the new buying landscape, sales leaders are adapting to the new normal. Some constructs of field selling are canonical, like conference room meetings and stakeholder meetings. The Death of the Conference Room Meeting.

Sales 52

Sales Stakeholders Digitalization Construction 52

Revegy

AUGUST 12, 2020

Companies that don’t have a program in place to operationalize and maintain customer intelligence and those who, subsequently, fail to align their organization around their clients’ evolving needs are the most at risk during this period of economic uncertainty. Empower the entire organization to drive client success through transparency.

Account Planning 69

Account Planning Account Management Stakeholders Client Development 69

Planview

OCTOBER 11, 2022

For example, telehealth usage took off in the Spring of 2020. in 2020 compared to the average year-over-year growth in 2017-2019. in 2020 compared to the average year-over-year growth in 2017-2019. Concurrent testing allows developers to ensure compliance and can also surface potential risks to stakeholders. Compliance.

Supply Chain 52

Supply Chain Cybersecurity Healthcare Innovation 52

Planview

SEPTEMBER 18, 2023

The market’s landmark evolution in 2020, which bifurcated PPM to support strategic portfolio management and adaptive project management. As the evolution continues, both your PMO and your organization must not only stay abreast of changes but act in anticipation of them.

Management 52

Management Digital Transformation Decision-making Facilitation 52

MDI Training

JUNE 26, 2023

According to a Forbes article, two-thirds of international organizations are striving to be more sustainable in their business. By consciously paying attention to the environment and planning sustainably in the company, you directly contribute to a generally more sustainable leadership culture. What Are the Benefits of Sustainable Leadership?

Digital Transformation 98

Digital Transformation Leadership Transportation Digitalization 98

Miller Heiman Group

MARCH 22, 2019

In our latest white paper, The New Industrial Revolution: Future-Proofing European Manufacturing Sales in the 21st Century we share insights into how manufacturing sales teams can navigate these dramatic transformations and turn themselves into the modern sales organizations that this industry needs. Understand The Team You’re Selling To.

Manufacturing 54

Manufacturing Stakeholders Leadership Meetings 54

Miller Heiman Group

DECEMBER 30, 2019

2020 starts tomorrow—and that’s got us feeling reflective. By bringing together Korn Ferry’s ability to align organizations with Miller Heiman Group’s experience in execution, we form a category of one that no competition can touch. We can’t wait to start 2020 together. Thanks for being with us in 2019.

Sales 49

Sales Stakeholders Sales Management Facilitation 49

Hubspot Sales

APRIL 5, 2023

Considered the top executive role, chief sales officers report to CEOs on sales targets while also reporting to stakeholders and working with other team leaders to grow the organization. This role typically has an average of $350,000/year. This position can potentially pay $360,000 a year salary.

Software 118

Software Software Sales Meetings 118

Nutshell

MAY 12, 2020

Nutshell’s BOUNDLESS 2020 event was full of incredible insights from legends in the fields of sales, marketing, and customer success. In her Q&A at BOUNDLESS 2020, Barb discussed how to “ditch the pitch” and create personalized prospecting experiences that lead to more sales meetings. NO CREDIT CARD REQUIRED. GET STARTED.

Decision-making 71

Decision-making Media CRM Communication 71

SBI

JULY 1, 2020

Now, with the economic uncertainties of 2020, sales teams of all sizes are desperate for a more strategic approach to building dependable and ongoing opportunities to optimize customer revenue in their most strategic accounts. To uncover hidden revenue in your key accounts, focus on these 5 strategies that great companies get right.

Account Planning 72

Account Planning Decision-making Stakeholders Leadership 72

Hubspot Sales

APRIL 26, 2021

That's why any organization stands to gain a lot from putting a framework in place that lets them consistently observe, scrutinize, and revamp certain aspects of its operations — a practice most commonly referred to as business process management or BPM. A BPM plan offers stakeholders better visibility into their business's processes.

Management 101

Management Construction Software Software 101

Envisio

OCTOBER 25, 2023

While current and prospective students are critical stakeholders for higher-education institutions, there is also a board of governors, a complex internal employee system of both educators and administrators, and the broader local community. All of this input played a crucial role in shaping the College’s Equity-Centered Strategic Plan.

Innovation 52

Innovation Government Stakeholders Onboarding 52

Showpad

JUNE 29, 2021

An experience that proves a solution’s business value to multiple buyer stakeholders along the customer journey. Putting buying decisions on hold was most likely a safety mechanism during 2020. We learned that 84% of organizations said they were forced to undergo significant digital transformation since the pandemic.

Digital Transformation 59

Digital Transformation Decision-making Digitalization Onboarding 59

Insightly

APRIL 23, 2021

Project management is often the invisible hand guiding an organization forward. Yet, when a project contains multiple stakeholders and requires multiple resources, a project management process becomes a necessity. . The project plan should be the roadmap that all stakeholders can refer to when completing the project.

Management 52

Management Stakeholders Remote Working Prioritization 52

Flevy

MARCH 20, 2024

For consulting firms, these frameworks are part of the bread and butter that enable them to consistently deliver value to client organizations across industries and geographies. Build enterprise-wide AI capabilities : Developing the necessary skills, technologies, and processes across the organization to leverage AI effectively.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52

AchieveIt

AUGUST 30, 2023

With so many new, gorgeous, well-planned and pricey physical spaces on their asset sheet, how could adopting remote or even hybrid work be beneficial to any organization? Executing without strategy With no time allotted to plan for it, offices were shut down and locked up in March 2020 at the beginning of the COVID-19 pandemic.

Remote Working 52

Remote Working Leadership Construction Small Business 52

ClearPoint Strategy

FEBRUARY 5, 2021

Thanks to COVID-19, many healthcare organizations have seen more than their fair share of challenges over the past year. Below are some of the responses we received, along with some insights we’ve gained after partnering with healthcare organizations over the years to improve their operations. Ineffective Internal Communication.

Healthcare 52

Healthcare Software Software Communication 52

Zendesk

MARCH 9, 2022

According to Forbes , business development (BD) is “the creation of long-term value for an organization from customers, markets, and relationships.” Stakeholder mapping. Once you know your place in the market, it’s the business developer’s job to maintain it through stakeholder mapping and relationships. Prospecting.

Brainstorming 98

Brainstorming CRM Stakeholders Software 98

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. Invest in tools your sellers can use to organize and distribute content in visually engaging environments.

Sales 80

Sales Prioritization Remote Working Decision-making 80