Upland

JUNE 1, 2023

In this article, we’re going to explore best practices of land and expand from an account planning perspective and share real life examples and stories from sellers who have used this strategy to succeed. What is land and expand in sales? Have you considered a land and expand strategy for your business?

Account Planning 195

Account Planning Sales Customer Knowledge Account Management 195

Strategic Account Management Association

OCTOBER 26, 2021

If we are asking our SAMs to bring their customers the best of what our entire enterprise has to offer, then we need the entire company to understand and be aligned around the customer. By Dominique Côté, Founder and CEO, Cosawi Consulting. When done right, strategic account sponsorship begs to have a very different definition.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Arpedio

APRIL 29, 2024

A sales account plan strategy is a vital tool for achieving sales growth and building strong client relationships. It provides a clear roadmap for sales teams to follow, outlining the steps and actions necessary to reach their goals.

Account Planning 52

Account Planning Client Relationships Value Proposition Sales 52

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer.

Sales 188

Sales Prioritization Innovation Leadership 188

Red Star Kim

OCTOBER 24, 2022

Last week, we welcomed UK and international delegates to a PM Forum digital workshop on “Selling Processes and Sales Skills for Marketing and BD Professionals”. sales processes 2. Behaviour in sales meetings). Sales process. Multifaceted map of the sales process. The session comprised three modules (1.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Red Star Kim

OCTOBER 16, 2023

This article is a summary of the conversation and key takeaways from a workshop in London for MBL. And show the links between what the firm, teams and individuals need to achieve. Not ideal for mapping complex relationships across an organisation or co-ordinating integrated content and events programmes. Set SMART goals.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Revegy

JANUARY 18, 2021

In a webinar with Nancy Nardin of Smart Selling Tools, and Mark Kopcha, CEO of Revegy, discussed the importance of relationship intelligence and the relationship map drive sales success. How Does CRM Tackle the Relationship and What’s Missing? However, CRM is not tackling the relationship piece as it should.

CRM 119

CRM Procurement Stakeholders Facilitation 119

Arpedio

APRIL 15, 2024

What is Sales Enablement? In order to improve sales effectiveness and drive revenue growth, it is crucial to have a clear understanding of sales enablement. This strategic approach aligns marketing and sales efforts, enhances buyer interactions, and optimizes the sales process.

Sales Training 52

Sales Training Sales Decision-making Account Planning 52

Red Star Kim

MARCH 16, 2023

Change the organizational culture A common thread was that fee-earners have a predominantly inward focus ( e.g. What do I want? What can I tell people about my services?) rather than a outward focus ( e.g. What do clients/referrers need? What will clients/referrers be interested in?). Share the success story.

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Red Star Kim

MARCH 22, 2023

I’ve read many books on professional relationships – and I’ve even written one myself (see Better Business Relationships book by Kim Tasso (Bloomsbury) ). SO here’s a book review: Connected leadership – How professional relationships underpin executive success by Andy Lopata. And quick to read at just 150 pages.

Leadership 130

Leadership Media Client Relationships Innovation 130

Upland

JANUARY 26, 2023

However, one thing remains consistent – when it comes to complex sales, buyers prefer a human touch. As sellers head into a future that feels uncertain , they can at least rest in this certainty – the human seller is as important as ever in complex, B2B sales. Large B2B sales deals are not done one-on-one.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

Red Star Kim

NOVEMBER 2, 2023

As an fan of Challenger sales (and the variant Insight Selling Insight selling – building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. Rainmaking best practice in professional services firms (Selling behaviours).

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Strategic Account Management Association

APRIL 5, 2021

In the age of convenience, where same-day deliveries have become the gold standard and news articles are now conveniently timed down to the second, our need for accurate and concise information has never been more pressing. According to Forrester Research, 85 percent of CXOs do not find value in their interactions with sales reps.1

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Red Star Kim

JUNE 15, 2023

At the start of June I had the pleasure of leading PM Forum ’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop. One of the questions asked was what tools and systems are used by M&BD people to support research into sectors and client organisations. Why do law firms needs SAM?

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Arpedio

APRIL 30, 2024

The Components of Account Growth Strategy An effective account growth strategy comprises several essential components designed to help you optimize client relationships and drive sustainable growth. Understanding Account Growth Strategy In this section, we will take a closer look at the intricacies and purpose of account growth strategy.

Account Growth 52

Account Growth Client Relationships Business Growth CRM 52

Arpedio

NOVEMBER 22, 2023

Unlock Business Potential with Effective Stakeholder Mapping Improve your critical stakeholder relationships ← Back to blog As businesses strive to achieve growth and success, many overlook the untapped potential of effective stakeholder mapping. We will also highlight the tools and techniques available for stakeholder mapping.

Stakeholders 52

Stakeholders Decision-making Innovation Business Growth 52

Red Star Kim

JUNE 1, 2023

There are other ways to differentiate such as through innovation, relationship and service excellence, new product and service development and new delivery platforms. It also sees the “salesperson” (our fee-earners) and an insightful sales process as part of the value proposition.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Hubspot Sales

DECEMBER 26, 2023

And, as a result, it’s a valuable channel for businesses and entrepreneurs looking to increase sales, if you know how to optimize your profile and posts. So today, I’m showing you what you need to know about optimizing X to help you present a trustworthy and knowledgeable front to your audience. But who is the audience on X?

Sales 91

Sales Media Value Proposition Logistics 91

Red Star Kim

APRIL 11, 2023

There was discussion about the systems that can be used to track opportunities and the metrics to review what was being won (see below). There was discussion about the systems that can be used to track opportunities and the metrics to review what was being won (see below).

Government 130

Government Innovation Meetings Finance 130

Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds.

Marketing 102

Marketing Sales Decision-making Prioritization 102

Insightly

MAY 18, 2021

Sales qualification is the process that a company goes through to determine a prospect’s likelihood of becoming a paying customer. . While sales is still the driving force behind most qualification efforts, organizations today need to work closely with marketing in order to properly qualify leads. Sales qualification terminology.

Sales 93

Sales Advertising Decision-making CRM 93

Hubspot Sales

AUGUST 1, 2023

You can now more easily meet sales targets, close deals, and foster customer relationships. If you haven’t integrated AI into your sales processes, this article will give you all the reasons you should. Here are some common ways in which AI is changing the sales process. ChatGPT helps get the tedious research done.

Artificial Intelligence 78

Artificial Intelligence CRM Sales Media 78

Hubspot Sales

MAY 30, 2019

We know that best-in-class sales organizations use a consultative sales process. But what does that really look like? A sales process is consultative when the stages and actions align with the customer’s buying experience and are defined in terms of the customer relationship. Consultative Sales Process.

Procurement 107

Procurement Negotiation Sales Leadership Sales 107

Arpedio

FEBRUARY 20, 2024

Navigating Account-Based Selling: CRM, AI and Customer Understanding Explore the ARPEDIO platform ← Back to blog When it comes to B2B sales, companies often find themselves wrestling with a myriad of challenges, from a lack of prospecting skills to navigating lengthy sales cycles.

CRM 52

CRM Artificial Intelligence B2B Account Management 52

Account Manager Tips

JULY 22, 2022

Key account management is a role that requires both sales skills and strategic thinking. Knowing what the problem is the first step to finding a solution. This study is called How Good Are Managers at Evaluating Sales Problems? Table of Contents. If you think your job is harder than it should be. you're right. you're right.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Flevy

JANUARY 7, 2024

Editor’s Note: This is a series of articles on best practices related to KPI selection and implementation. What Are KPI Dashboards The evolution of KPI dashboards parallels the evolution of business intelligence, from rudimentary charts to sophisticated, interactive decision-making tools. Simplicity is key.

Decision-making 52

Decision-making Artificial Intelligence Healthcare Retail 52

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. You’ll also find a roster of valuable prospecting techniques and an in-depth look into what makes for a good prospective customer.

B2B 98

B2B Sales Decision-making Publishing 98

Jermaine Edwards

MAY 18, 2020

Yet thousands of professionals feel that frustration or deep knowing that they should be getting more from their relationships, not just for themselves but for their business and their customers. LAW ONE: You cannot move a customer to a new place without knowing what you need to change. What do I mean by this? Here they are….

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Jermaine Edwards

MAY 18, 2020

Yet thousands of professionals feel that frustration or deep knowing that they should be getting more from their relationships, not just for themselves but for their business and their customers. LAW ONE: You cannot move a customer to a new place without knowing what you need to change. What do I mean by this? Here they are….

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Red Star Kim

FEBRUARY 28, 2023

There were comments about the importance of the Employee Value Proposition (EVP) which is similar to the firm’s overall brand but with a focus on what value there is for potential employees. We explored lots of ideas around segmentation, market mapping, emerging private client niches and the creation and use of personas.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

Red Star Kim

AUGUST 1, 2023

It’s rare to have a sales team in professional services as they do in other sectors. So think about what you (and the management team) need from a M&BD plan and what the fee-earners need from a plan. Sell the benefits – What’s the value in a M&BD plan? Engage in a conversation to learn more about what they want.

Decision-making 130

Decision-making Marketing Business Planning Management 130

PartnerTap

OCTOBER 12, 2020

In recent years, the world of sales has shifted from a mostly direct sales model to a more alliance-based, indirect sales model. Working with alliance partners is quite different from working with direct sales teams, forging an alliance partnership is a great opportunity to increase revenue and market proposition.

Communication 64

Communication Meetings Digitalization Marketing 64

Apptivo

AUGUST 31, 2023

What Are Mobile CRM Practices? Mobile CRM: Final Consideration In the business world, imagine your customer relationships as fragile plants needing care to grow. Mobile Customer Relationship Management (CRM) is like a gardener, equipped to help these relationships thrive, whether online or offline.

CRM 52

CRM Customer Experience Onboarding Software 52

Hubspot Sales

DECEMBER 8, 2017

The Best Mobile Sales Apps for Salespeople. HubSpot Sales. Close the Sale. Google Maps. With this in mind, mobile access to sales systems aren't just a nice to have -- they're a necessity. With this in mind, mobile access to sales systems aren't just a nice to have -- they're a necessity. 6) HubSpot Sales.

CRM 145

CRM Profitability Sales Meetings 145

Red Star Kim

MAY 11, 2023

Towards the end of the post is a review of a classic brands book “ Brand Leadership” By David A Aaker and Erich Joachimsthaler which I published some time ago. It’s interesting to see how brand management has developed. These reviews might also be useful to professional service marketers who need an introduction to branding.

Management 130

Management Co-Creation Publishing Leadership 130

PartnerTap

DECEMBER 28, 2020

You can find the first article, and the first challenge, in the series here. There are many companies that have invested in teams of people to manually account map and connect sales reps with partners on a case-by-case basis. And sometimes there are teams of people doing nothing but “account mapping” all day every day.

Communication 59

Communication Sales Management Sales Management 59

Red Star Kim

DECEMBER 2, 2022

This article summarises the main themes that arose from the discussions and exercises and forms part of the day’s learning resources. What does proactive look and feel like? So we should ask people about their perceptions on what they would like. What stops us being proactive? How can I make the time to be proactive?

Marketing 130

Marketing Communication Meetings Strategic Thinking 130