Strategic Account Management Association

FEBRUARY 3, 2022

In mapping a rich understanding of how key players relate to one another, account managers can start to uncover the manner in which things happen in the organization—insights not visible to the untrained eye. Most importantly, they source information from supporters who can offer information they won’t find in their CRM.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

Showpad

OCTOBER 9, 2020

The only way to provide value to the buyer is to be customer obsessed and know your customers deeply. Collecting and documenting customer knowledge can help your reps tailor the buyer experience to each customer. . This disorganization leads to every team thinking differently about the customer. .

Co-Creation 40

Co-Creation Healthcare B2B Customer Knowledge 40

Zendesk

JUNE 28, 2022

Enterprise sales tend to have an extended sales cycle, and they’ll involve many high-level people—on average, half a dozen stakeholders or company influencers will have a say. Enterprise processes often mean a higher cost of customer acquisition, a longer sales cycle, and a tougher audience for sales pitches.

Sales Training 52

Sales Training B2B Sales Profitability 52