Strategic Account Management Association

JUNE 30, 2021

An interview with Michael Thomas by Harvey Dunham, Managing Director of Business Development at SAMA. Michael Thomas is the founder of Magnetic Services. He also spent years as a managing consultant for Microsoft’s global consulting organization. How do your service groups pick a project and staff it? Register here.

Digitalization 520

Digitalization Organization Account Management Management 520

DemandFarm

MAY 12, 2023

Since customer acquisition has changed within the B2B sphere, the sales funnel is a bit outdated. For such organizations, winning the deal is only the beginning. Depending on which of the four sources contribute to the most revenue in your organization, the approach changes. What happens in a conventional sales funnel?

B2B 52

B2B Key Account Management Account Management Manufacturing 52

SBI Growth

AUGUST 20, 2012

Many companies investigated Inside Sales a few years ago and decided their product or service was too complicated or specialized to sell without an expensive direct sales force. Use the questions and thoughts as a starting point as you frame up this discussion within your organization. Here’s a simple Inside Sales Assessment tool.

Sales 110

Sales Acquisition Decision-making Profitability 110

SalesGlobe

FEBRUARY 9, 2022

But the question remained: how did that translate to the sales organization? We worked with the company to determine how to motivate the sales organization with performance indicators that could ultimately steer consumer preference. It’s hard work to get an organization, any organization, to start to think differently.

Value Proposition 52

Value Proposition Advertising Sales Profitability 52