Remove B2B Remove Co-Creation Remove Decision-making Remove Stakeholders
article thumbnail

Ten insights on the future of SAM

Strategic Account Management Association

Panelists: Jennifer Stanley, Partner, McKinsey & Co.; Shifting from focus on shareholder value only to stakeholder value as well – and a broadening understanding of what stakeholder value means. Only by making astute observations will you uncover potential new sources of value. Centers of Excellence (CoE).

article thumbnail

Key Account Manager or Strategic Ecosystem Leader?

Arpedio

The KAM must manage a program and lead the business strategy across internal stakeholders and the value co-creation with the stakeholders at their key accounts – not a trivial endeavor. KAMs must embrace technology and data to support their program execution and informed decision-making. Share on facebook.

article thumbnail

White Space Analysis: A Complete Guide

Arpedio

There’s no denying that White Space is intriguing for all stakeholders in the SAM (Strategic Account Management) ecosystem. It serves as a great KAM (Key Account Management) tool as it gives KAMs, Sales reps, as well as Management the insights to make the right strategic decisions on how to move forward and keep growing key accounts.

article thumbnail

White Space Analysis: A Complete Guide

Arpedio

There’s no denying that White Space is intriguing for all stakeholders in the SAM (Strategic Account Management) ecosystem. It serves as a great KAM (Key Account Management) tool as it gives KAMs, Sales reps, as well as Management the insights to make the right strategic decisions on how to move forward and keep growing key accounts.

article thumbnail

4 Sales Methodologies That Will Maximize Your Sales Success

Arpedio

MEDDIC and MEDDPICC The MEDDIC/MEDDPICC sales qualification process is a B2B sales methodology. The MEDDIC sales methodology is well-suited for enterprise sales organizations that need extensive qualification as enterprise sales (almost always) require 1) engagement from numerous stakeholders, and 2) a complex solution to meet their needs.

Sales 52
article thumbnail

Here’s What You Missed at TRANSFORM 2020

Showpad

Showpad Co-founder and President, Louis Jonckheere, spoke about creating an easy B2B customer experience. . In fact, 77% of B2B buyers feel that making a purchase is too complicated and time consuming. We created a platform search for web and mobile, making it easier for reps to find relevant content. .

article thumbnail

The AI Framework for Business Transformation

OnStrategyHQ

That’s why we created an AI framework to guide you through strategically aligning AI to your efforts, considering which AI opportunities are most strategic, and building a plan to make it happen. Now is the time to consider what guardrails you must use to guide your decision-making. Step 2: Set AI guiding principles.