KAM With Passion

MARCH 28, 2022

In another post, I have introduced 3 complementary capabilities organisations need in a B2B world and presented them as a pyramid. The series of posts on Complex Sales is about the bottom of the pyramid. How complex is a complex sale situation? Green belt situation example: Acquisition of a CRM system . Here is why.

Procurement 130

Procurement Stakeholders CRM Government 130

Showpad

NOVEMBER 28, 2021

In this interview, Leea shares with us how she’s implemented marketing automation, digital deal rooms, and digital media content to support the sales team in a hybrid sales environment. . “We How is your team thinking about shifting focus to support the sales team in this hybrid sales environment? .

Digitalization 98

Digitalization Sales Environment Sales Communication 98

SalesPop

MARCH 25, 2021

The more I’ve been diving into account management in the creation of this series of articles, the more I’m discovering how widespread a lack of account management is in B2B organizations. In more complex B2B sales, the focus is constantly put on the lead machine, on obtaining new customers. It actually seems like a blind spot.

Account Management 98

Account Management Management B2B Advertising 98

SBI Growth

JANUARY 29, 2014

Here is a 30 minute webcast called Building Inside Sales for Growth. It provides 9 tips for building a successful inside sales force. The Advantages of Inside Sales. Deploying inside sales in a B2B sales environment is a best practice. Exploring Your Options.

Sales 116

Sales Acquisition Sales Environment Decision-making 116

DemandFarm

APRIL 13, 2023

Customer Acquisition Cost (CAC) The total cost associated with acquiring a new customer, including marketing and sales expenses. MEDDIC provides a framework for B2B sales & account management professionals to qualify leads, understand the customer’s buying process, and navigate complex sales cycles.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Arpedio

FEBRUARY 22, 2024

Adaptability to Various Industries Spin Selling is a versatile methodology that can be applied across various industries and sales scenarios. Whether selling complex B2B solutions or consumer products, the principles of Spin Selling remain relevant and effective.

Software 52

Software Software Decision-making Performance Review 52

SBI Growth

JANUARY 29, 2014

Here is a 30 minute webcast called Building Inside Sales for Growth. It provides 9 tips for building a successful inside sales force. The Advantages of Inside Sales. Deploying inside sales in a B2B sales environment is a best practice. Exploring Your Options.

Sales 48

Sales Acquisition Sales Environment Decision-making 48