Strategic Account Management Association

JUNE 30, 2021

He also spent years as a managing consultant for Microsoft’s global consulting organization. Second, you can view a SAM as a broker or bridge to the expertise that lives within their organization. So, the SAM is critical to connecting the customer with the expertise inside the seller’s organization. Register here.

Digitalization 520

Digitalization Organization Account Management Management 520

Red Star Kim

FEBRUARY 15, 2024

All of them (to a greater or lesser extent) result in learning and the acquisition of new skills and behaviours. It’s worth touching on some related skills : Facilitating Essentially, facilitation is about making communication, interaction, collaboration or learning easier. The terms (e.g.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Arpedio

JANUARY 3, 2024

When it comes to customer acquisition and growth , businesses have two primary sales strategies at their disposal: inbound sales and outbound sales. In this article, we’ll take an in-depth look at each strategy and compare their tactics and effectiveness, helping you decide which approach is right for your customer acquisition goals.

Acquisition 52

Acquisition Sales Media Decision-making 52

Hubspot Sales

JUNE 6, 2022

This can help you get a sense of their decision-making authority and place within their organization. Is this their first time making this kind of purchasing decision? Shared connections: If you have a connection in common with your prospect, make sure to bring it up during your conversation. Various Blogs.

Sales 128

Sales Publishing Decision-making Media 128

PandaDoc

FEBRUARY 23, 2024

Opportunity management is an approach that focuses on identifying and managing business opportunities for client acquisition, market expansion , strategic partnerships, and more. At this stage, you also need to make sure you have the right opportunity management tools. What is opportunity management — and why should you care?

Management 52

Management CRM Sales Decision-making 52

PandaDoc

MARCH 22, 2024

It provides decision-makers with empirical insights to navigate through mergers and acquisitions (M&As) and other business transactions. Due diligence VDRs provide a centralized location for all relevant documents, allowing parties to share and review confidential documents and files in a controlled and organized manner.

Computers and Electronics 52

Computers and Electronics e-Learning Facilitation Software 52

Insightly

APRIL 4, 2023

In today’s digital age, customer relationship management (CRM) systems have made it easier for businesses to manage the entire customer journey from acquisition to loyalty. In this blog post, we’ll explore the different models of the customer life cycle. Note on terminology – Life Cycle or Lifecycle?

Customer Life Cycle 52

Customer Life Cycle CRM Manufacturing Advertising 52

Red Star Kim

MAY 2, 2023

Pymetrics is mining behavioural research to see how particular candidates fit with an organization or a specific position. Strategic thinking: Senior professionals will need to be able to see the big picture, identify trends, and make decisions that support the long-term success of the business.

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

Arpedio

FEBRUARY 22, 2024

By following the SPIN framework , sales professionals can engage prospects more effectively, build rapport, and ultimately guide them toward making informed purchasing decisions. By focusing on the payoff or value proposition, sales professionals can encourage the prospect to move forward with the purchase decision.

Software 52

Software Software Decision-making Performance Review 52

Clarity Engagement Solutions

NOVEMBER 9, 2020

Because the changing dynamics make it more complex day by day. Let’s take the ecosystem definition as an example and extend it: ‘’A healthcare customer ecosystem is an interconnected set of entities and organizations each playing a role in providing healthcare to a geographic-specific patient population.’’. – Patient empowerment.

Supply Chain 91

Supply Chain Healthcare Suppliers Stakeholders 91

Hubspot Sales

MAY 19, 2020

Picking the wrong targets will make it hard for sales and marketing to align and will lead to poor financial results. Here, it’d make sense to pick target accounts that have multiple buying units or subsidiaries. Logo acquisition : Buyers - particularly upmarket/enterprise buyers - crave social proof. The best part?

Decision-making 116

Decision-making Management Acquisition Value Proposition 116

Brooks Group

JULY 14, 2023

The pace of most markets, the arrival of competitors via mergers and acquisitions, new product releases (for software companies), and a host of other factors mean that sales leaders can not take a “once and done” attitude toward their strategy, tactics, sales process , or sales methodology. The sales leader role is high pressure.

Sales Training 52

Sales Training Virtual Selling Sales Decision-making 52

SmartKarrot

JUNE 30, 2022

Customer success is one aspect of corporate SaaS mergers and acquisitions that is sometimes overlooked. Organizations are guilty of putting it on the back burner even though it is one of the most crucial factors in success. Maintaining the focus on customer success throughout the mergers and acquisitions process is difficult.

Acquisition 10

Acquisition Customer Success Energy and Utilities Logistics 10

Apptivo

FEBRUARY 20, 2023

For example, if a C-level representative in B2B contacts you via your website’s contact form, this can be considered a bottom-funnel lead – your sales team can contact the individual directly and begin the account acquisition process. Whitepapers, manuals, and webinars are examples of informational goods that make strong offers.

Management 103

Management Sales Software Software 103

Red Star Kim

APRIL 12, 2023

RACE by Dave Chaffey) focus on customer acquisition (Reach, Act, Convert, Engage). 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.”

Media 130

Media Marketing B2C Stakeholders 130

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. After all, that’s what they beat into our heads during the intensive five-week training program I’d just completed: Go for the decision-maker.

Sales 141

Sales Decision-making Software Software 141

SalesGlobe

APRIL 19, 2022

So, what does this mean for sales, and why should sales professionals and partners of the sales organization care? The moment the organization has a green light to access the information, the team can go in and quickly mitigate risks and the sales leader can communicate a message that resonates and makes sense.

Acquisition 52

Acquisition Sales Decision-making Communication 52

Mike Kunkle

AUGUST 27, 2019

Let’s start with a list of the types of organizational learning that you should have in place (or should consider, based on organization size, resources, and budget) to support sales employees. Developing general “success skills” or business skills (communication, problem-solving, organization/time management, decision making, etc.).

Sales 130

Sales Onboarding Leadership Sales Training 130

Apptivo

OCTOBER 3, 2022

The difference is, with the first sale, the business has got a buyer, and when the business makes the buyer come back and buy more, they have got themselves a customer. Lifecycle marketing is as much about retention, as it is about acquisition, incorporating a 360° approach. Who is a buyer and who is a customer? Strategies: 1.Engagement

Marketing 98

Marketing Value Proposition CRM Publishing 98

Apptivo

JANUARY 31, 2023

That would make the cake great. As per Nielsen, word-of-mouth is the primary driving force for 92% of customer’s purchasing decisions. It boosts customer acquisition, company reputation, customer loyalty, and lead generation for any organization. Summary Time to add toppings! Cakes are great.

Management 66

Management Decision-making Media Acquisition 66

PandaDoc

NOVEMBER 25, 2022

LinkedIn advertising allows precise targeting, meaning you can contact the decision-makers directly and lower the costs of customer acquisition. Nurture a contact within the customer’s organization. This implies a longer sales cycle, higher risk in case the deal falls through, and higher acquisition costs.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

Nutshell

JANUARY 30, 2020

Since CRMs are all about capturing and organizing every piece of customer data, and marketing is all about turning that data into sales leads, CRMs and marketers are a perfect match. Furthermore, many marketers find themselves stuck in sales-heavy organizations, with fewer resources at their disposal than their sales colleagues.

CRM 155

CRM Marketing Decision-making Advertising 155

DemandFarm

APRIL 13, 2023

Key Account Management Glossary: 65 Crucial Account Management Terms Explained Account Hierarchy: Account Hierarchy is the structure and organization of key accounts within a company visualized in a hierarchical system of decision-makers and stakeholders.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Apptivo

APRIL 26, 2023

Gather and Make Use of Helpful Analytics Getting more sales is a goal that every business has for themselves. With that in mind, this guide is going to go over how CRM technology can help you automate your sales process and make it more efficient going forward. Also, make sure to introduce this automation over time.

CRM 52

CRM Decision-making Sales Acquisition 52

ProlifIQ

JUNE 21, 2023

In this blog post, we will explore the ROI of account planning, define what an account plan entails, discuss its role in sales success, and provide valuable insights backed by trusted sources such as Gartner and Forrester. One such strategy that has proven to deliver impressive returns is account planning.

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

DemandFarm

MAY 2, 2024

CRM technology, such as Salesforce or Hubspot, can also aid in automating various sales tasks and maintaining positive relationships with potential customers through the use of marketing materials and organized data sets. They help organize, automate, and synchronize all facets of customer interaction.

Management 40

Management Banking CRM Profitability 40

Brooks Group

OCTOBER 25, 2022

We’re going to look at ways to add a talent assessment process before any hiring decisions and provide hiring managers with a way to make an organization’s hiring process much leaner and more effective. This leads to more employees who make their job a top priority, which means better employee retention.

Acquisition 52

Acquisition Decision-making Sales Training Negotiation 52

SalesGlobe

AUGUST 25, 2022

We’re continuing our conversation about m&a, and making the sales organization successful because we know it’s not just about doing the deal. But now that you’ve done the acquisition, what’s next right? You had a lot of acquisitions there. How do you how much of that was acquisition growth?

Acquisition 52

Acquisition Sales Decision-making Leadership 52

SalesGlobe

APRIL 26, 2022

Due to a recent acquisition , the goal was to implement a consistent definition and pursuit strategy that supported account management and new business development. Now let’s take a deeper dive into each recommendation and the steps the organization needed to take to operationalize the emphasis on revenue growth.

Transportation 52

Transportation Account Management Acquisition Innovation 52

SBI

JULY 14, 2021

to Enable Insight-Driven Targeting, Coaching, and Decision-Making for Go-to-Market Teams. The planned acquisition of Chorus will add a new category of actionable insights to ZoomInfo’s world-class intelligence layer, unlocking workflows and driving engagement informed by conversations. VANCOUVER, WASHINGTON – JULY 13, 2021.

Acquisition 34

Acquisition Artificial Intelligence Software Software 34

Insightly

APRIL 13, 2021

This is part 1 of a sales process blog series based on conversations with Insightly VP of Sales, Mark Ripley. Deviating from the recipe—or ignoring it entirely—usually leaves a bad taste in your mouth and makes you feel like you wasted your time. Does everyone in your sales organization follow the same steps to close a deal?

Sales 52

Sales Construction Acquisition Decision-making 52

Miller Heiman Group

OCTOBER 8, 2019

Organizations should implement a social selling strategy to establish credibility and earn the right to connect with buyers. It’s a personal selling platform that allows professionals to connect with decision makers. Instead it’s about strategically targeting prospects that sellers seek to engage at an organization.

Acquisition 58

Acquisition B2B Digitalization Decision-making 58

Agile CRM

DECEMBER 16, 2022

For example, some software can help you identify underperforming keywords and ad groups and make changes to improve their performance. This can give you valuable insights into how your ads are performing and help you make data-driven decisions to improve their effectiveness. 15 Best PPC Management Softwares in 2023.

Software 52

Software Software Management Advertising 52

SBI Growth

DECEMBER 21, 2013

The warnings are clear; lack of new logo acquisition and increased churn. Implement or upgrade your win/loss/no decision program. The inability to move the buyer through the buying process results makes ROMI impossible. Content Audit Template Example: The content download template includes blogs as a category example.

Acquisition 125

Acquisition Decision-making Marketing Organization 125

Hubspot Sales

JANUARY 21, 2019

The following sections outline the different spokes that make up the proverbial startup wheel. Getting funded by outside investors doesn’t necessarily make it easier, either … considering that 75% of funded startups fail. Another way that startups grow is through organic growth. Read more about organic growth strategies here.

Investors 129

Investors Profitability Innovation Decision-making 129

Brooks Group

MARCH 6, 2023

Technical Sales Manager Skills The sales manager plays an important role in any organization. Further, it ensures client satisfaction by effectively resolving concerns, reviewing and monitoring projects’ performance, and making improvement recommendations. Customer Satisfaction 10.7%

Sales Management 52

Sales Management Management Suppliers Sales 52

SalesGlobe

DECEMBER 5, 2021

As the end of the current year approaches, it’s not uncommon for the organization to have little time or resources left to plan and develop their quotas for the following year, with the same vigor as planning the strategy; and the same method becomes the default approach year over year. Quotas will increase by 2 percent.

Sales Management 52

Sales Management Management Finance Supply Chain 52