Strategic Account Management Association

JUNE 30, 2021

Harvey Dunham: We are asking the smartest customer-facing people in B2B how to become trusted advisors to customers they cannot afford to lose. They come from our acquisition of a software company and, boy, are they really smart.” Register here. Becoming a Trusted Advisor. That’s just being a broker. Register here.

Digitalization 520

Digitalization Organization Account Management Management 520

Account Manager Tips

MARCH 23, 2021

Why large accounts are not key accounts Key accounts are your most valuable customers, and organisations frequently rely on volume to identify them. For many B2B companies, their largest customers represent 30 to 50% of total revenue and margin. Which is why key account management is so important.

Co-Creation 227

Co-Creation Key Account Management Account Management Suppliers 227

Brooks Group

MARCH 6, 2024

Sales Effectiveness Goal: Acquire New Customers Another important way to measure sales effectiveness is by tracking growth in two areas: new customer acquisition and retention and expansion of existing accounts. Begin by identifying the KPIs that will help your team be most effective at account management.

Organization 84

Organization Account Management Sales Sales Training 84

SBI

SEPTEMBER 5, 2019

Bigtincan Takes Aim at Revenue Enablement with AsdeqLabs Acquisition. The acquisition of AsdeqLabs expands Bigtincan’s capabilities in sales enablement as well as the growing field of revenue enablement across the enterprise. It’s an honor to have this vision shared through the wider industry via this acquisition.”.

Acquisition 27

Acquisition Account Planning B2C Banking 27

Account Manager Tips

NOVEMBER 19, 2022

Customer acquisition cost. B2B elements of value Now I know KPIs aren't for everyone. For an alternative approach, check out the B2B Elements of Value Pyramid. Bain has organised 40 distinct kinds of value that B2B solutions provide customers into a pyramid with five levels. It'll vary by function. Customer retention.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Arpedio

MAY 20, 2021

Due to an acquisition made by a larger American payment company, Corpay One had a need for splitting up their internal data between the US and European sales division. Global B2B corporations are already creating significant results through the Arpedio solutions. Back to case studies. The Challenge. Start free trial. Start free trial.

B2B 52

B2B Account Management Sales Innovation 52

SmartKarrot

JUNE 28, 2023

The key account manager is then supposed to act as the first contact point between these clients and the business, dedicate resources, and hold meetings with them. The main aim of this practice is to help grow the number of key accounts in order to attain mutually beneficial goals and maximize their value.

Key Account Management 10

Key Account Management Account Management CRM Management 10

QYMATIX

FEBRUARY 1, 2022

Predictive Sales Analytics is a Game-Changer in B2B. Productivity in business-to-business (B2B) sales is simply defined as the output rate of a sales team, considering all direct costs and performance. The ability to make predictions in B2B sales will radically affect the productivity of sales teams.

Sales Analytics 52

Sales Analytics Key Account Management B2B Sales 52

Arpedio

MAY 30, 2022

Not sure what it means to be a journey orchestrator in Account Management? Last week more than 500 Strategic Account Managers (SAMs) and leaders of SAM programs gathered in New Orleans for the annual Strategic Account Management Association (SAMA) conference. Excerpt from the McKinsey 2021 B2B Pulse Survey.

Digital Transformation 52

Digital Transformation Account Management B2B Advertising 52

ProlifIQ

JUNE 21, 2023

The ROI of Account Planning In the highly competitive landscape of B2B sales, sales leaders are constantly seeking strategies that can boost revenue and foster long-term customer relationships. One such strategy that has proven to deliver impressive returns is account planning. What is an Account Plan?

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

ProlifIQ

APRIL 3, 2023

Account Planning Tools For B2B Sales Teams Is your sales team building plans in slide decks, or spreadsheets, or storing key information about your stakeholders and accounts that isn’t easy to find? Do accounts churn when 1-2 main supporters move on? Do deals crumble when your champions leave?

Account Planning 52

Account Planning Stakeholders CRM Decision-making 52

QYMATIX

MAY 31, 2022

One of the critical tasks of a sales manager is to timely identify which opportunities have better chances of closing and what makes a “good” sales opportunity. Key Account Managers in B2B typically serve hundreds of customers and oversee dozens of new and existing sales opportunities. One Example using Excel.

Sales Analytics 98

Sales Analytics Artificial Intelligence Key Account Management Sales 98

SBI

SEPTEMBER 27, 2019

Membrain Announces New Prospecting Engagement Playbooks Optimized for B2B Sales Teams. Membrain has released its new Prospect Engagement Playbooks today, making it easier than ever for b2b sales teams to contact, qualify, and nurture sales leads in an effective, human-centered manner. George Brontén, Membrain’s founder and president.

B2B 32

B2B Account Planning Sales CRM 32

Red Star Kim

JANUARY 16, 2023

Improving/establishing account management. Improving project management on client engagements. I’m also surprised that there wasn’t greater emphasis on collaboration and co-creation with clients, on improving data which is vitally important in the digital environment and in terms of client and referrer relationship management.

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130

Account Management Skills

FEBRUARY 6, 2023

If you have an account manager in your team, or perhaps you are an account manager and you’re looking to upskill, my next agency Account Accelerator (TM) training programme starts on March 28th 2023. It’s mergers and acquisitions. Mark is managing partner for M&A at Cactus.

Acquisition 52

Acquisition Finance e-Learning Advertising 52

Arpedio

MARCH 18, 2024

In the competitive world of B2B sales, leveraging precise and sophisticated sales strategies is not just an option but a necessity for success. Among these strategies, account mapping has emerged as a cornerstone methodology that fosters sales process optimization and drives sustainable growth.

B2B 52

B2B Stakeholders Sales Decision-making 52

Hubspot Sales

SEPTEMBER 3, 2020

Sales metrics like customer acquisition cost (CAC), lifetime value (LTV), total revenue, annual recurring revenue (ARR), and churn rate are some of the most notable metrics you'll track. Additionally, RJMetrics broke down those numbers by B2C and B2B companies. These metrics help you see your sales strategy as a bigger picture.

B2C 88

B2C Retail Acquisition B2B 88

Revegy

JANUARY 21, 2021

Demonstrating measurable value is the #1 thing you can do to drive upsell and cross-sell opportunities to increase wallet share within an account. Moreover, the cost of customer acquisition is up ~60% compared to 6 years ago. The WIIFM in sales and account management is a faster path to growing revenue.

Supply Chain 52

Supply Chain Account Management Suppliers Acquisition 52

Insightly

MAY 12, 2021

Customer marketing is marketing that’s focused on retention, not acquisition. For successful customer marketing, the marketing, sales, account management, and customer success teams must be in lockstep. How to use an ideal customer profile to improve & optimize your B2B marketing. Read more.

Customer Success 64

Customer Success Marketing Customer Experience Acquisition 64

SalesGlobe

OCTOBER 20, 2022

The Pandemic Expedited the Growth of the Hybrid Sales Professional, Highlighting New Ways of Connecting Buyers and Sellers in B2B Sales. The future of B2B sales includes a strong mix of hybrid sales professionals into the customer’s buying journey.

Retail 40

Retail Sales Innovation B2C 40

SBI

AUGUST 1, 2019

Revegy , a leading provider of account revenue optimization technology, and FinListics , a company that helps B2B sellers analyze and speak to the financial performance of their target customers, announced today their collaboration through a new partnership alliance. Revegy and FinListics Announce Partnership Alliance. ????Revegy

Account Planning 34

Account Planning Account Management B2B CRM 34

SalesGlobe

APRIL 27, 2022

And today we’re going to talk about M&A mergers and acquisitions as related to the sales organization Michelle. Yes, we are Mark what we know is that 2021 it was an unprecedented time for merger and acquisition activity. So it becomes part of their growth strategy to grow by acquisition and not so much organically.

Acquisition 52

Acquisition Sales Account Management Organization 52

Deep Insight

MARCH 10, 2020

It has already completed 15 acquisitions and has transformed itself into a global company operating across 14 different jurisdictions. This new Key Account Programme will help DWF understand how each client feels about its relationship with the firm.” Deep-Insight is a leading European B2B Customer Experience (CX) company.

Acquisition 52

Acquisition Innovation B2B Customer Experience 52

SBI

AUGUST 2, 2019

FinListics , a company that helps B2B sellers analyze and speak to the financial performance of their target customers, and ????Revegy Revegy , a leading provider of account revenue optimization technology, announced today their collaboration through a new partnership alliance. FinListics and Revegy Announce Partnership Alliance.

Account Planning 32

Account Planning Account Management CRM B2B 32

Zendesk

FEBRUARY 21, 2024

It’s prevalent in tech sales , business-to-business (B2B) industries, and software as a service (SaaS) sales. Account management skills: Inside and outside sales reps must manage several prospects at once, keeping customer profiles organized and following up at the right time. What do inside sales reps do?

Sales 52

Sales Computers and Electronics Decision-making Software 52

Jermaine Edwards

APRIL 16, 2020

If you were to take “Adaptation Theory” into the current world you’ll see the three basic types of adaptations happening: Structural adaptation : change in the business model Physiological adaptation : new skill acquisition Behavioural adaptation : new thinking and systems.

Computers and Electronics 130

Computers and Electronics Supply Chain Telecommunications Financial Services 130

SBI

JULY 1, 2020

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. Gaining client insights is also a powerful advantage in the acquisition of new logos.

Account Planning 72

Account Planning Decision-making Stakeholders Leadership 72

SBI Growth

JANUARY 21, 2019

Investment by B2B firms into a Customer Success function continues to outpace all other roles. Growth in Customer Success positions in 2018 was more than 80% above 2017 levels. Leadership continues to place their confidence and budget into Customer Success.

Customer Success 74

Customer Success B2B Leadership Value Proposition 74

Hubspot Sales

APRIL 19, 2018

Along with cutting costs, companies usually try to estimate qualitative ROI using the following criteria: Freeing the time of your in-house employees (usually sales account execs). Acquisition of knowledge and experience. Each of the 20 fastest growing B2B SaaS companies have implemented outbound outreach. Innovation.

Sales 91

Sales B2C Organization Innovation 91

SmartKarrot

OCTOBER 26, 2022

Implementing a comprehensive account management program is the greatest approach to preventing an expensive breakup with your most valuable clients. Key account management is the tactical method businesses use to manage and expand their most crucial clients. 6 Account Management Best Practices for B2B Companies!

Account Management 11

Account Management B2B Management Advertising 11

SBI

SEPTEMBER 27, 2019

Resources All Awards & Recognition Blog Article Funding & Acquisitions Industry News Interview Video Video Reviews Webinars. Revegy, a leading provider of account revenue optimization technology, and FinListics, a company that helps B2B sellers analyze and speak to the financial performance of. Account Planning.

Artificial Intelligence 34

Artificial Intelligence Account Planning Onboarding Profitability 34

SBI

DECEMBER 4, 2019

The acquisition extends Brainshark’s position as an innovative force and leader in the sales readiness and enablement software market, with the most effective and comprehensive solutions for preparing client-facing teams to perform at the highest level. Account Planning. Account Planning. . — December 4, 2019 — Brainshark, Inc.,

Account Planning 29

Account Planning Acquisition Artificial Intelligence Sales 29

SBI

DECEMBER 9, 2019

Resources All Awards & Recognition Blog Article Funding & Acquisitions Industry News Interview Video Video Reviews Webinars. Account Planning. Revegy, the enterprise account planning platform for revenue optimization, rolled out two new features in its Fall Release: Whitespace+ and Contacts+. Account Planning.

Account Planning 26

Account Planning Software Software Acquisition 26

SBI

JANUARY 31, 2020

Nasdaq: TTGT), the global leader in B2B technology purchase intent data and services, today announced the release of IT Deal Alert Priority Engine TM Email Alerts to help enterprise technology sales teams quickly identify and take action on the best opportunities in their territory. Opportunity Management. Account Planning.

Account Planning 29

Account Planning Digital Transformation B2B Sales 29

SBI

SEPTEMBER 17, 2019

Resources All Awards & Recognition Blog Article Funding & Acquisitions Industry News Interview Video Video Reviews Webinars. Revegy, a leading provider of account revenue optimization technology, and FinListics, a company that helps B2B sellers analyze and speak to the financial performance of. Account Planning.

Account Planning 33

Account Planning Sales CRM Sales Technology 33

SBI

JANUARY 14, 2020

The conference will also offer attendees exclusive, in-depth looks at recent and future additions to the Brainshark platform, coming on the heels of the company’s acquisition of Rekener last month. Resources All Awards & Recognition Blog Article Funding & Acquisitions Industry News Interview Video Video Reviews Webinars.

Account Planning 34

Account Planning Artificial Intelligence Sales Acquisition 34

SBI

AUGUST 15, 2019

Resources All Awards & Recognition Blog Article Funding & Acquisitions Industry News Interview Video Video Reviews Webinars. Revegy, a leading provider of account revenue optimization technology, and FinListics, a company that helps B2B sellers analyze and speak to the financial performance of. Account Planning.

Artificial Intelligence 28

Artificial Intelligence Account Planning Onboarding Innovation 28