Strategic Account Management Association
FEBRUARY 15, 2022
How people make decisions. The brain makes decisions based on reflexes —instincts through which we subconsciously alter behavior to ensure biological fitness. The brain makes decisions based on habits , which implies repeating actions that prove rewarding. The brain makes decisions based on goals.
Account Manager Tips
JANUARY 22, 2022
Why Don't Clients Make Decisions (and How to Help Them Commit) As a key account manager, your goal is to keep your clients happy and satisfied with your solutions. But it's hard to get to that point if those clients never make a decision. And they wouldn't make a decision? Decision fatigue.
Strategic Communications
JANUARY 31, 2024
AI-powered predictive analytics is a cutting-edge tool that is transforming marketing decision-making by providing businesses with the foresight to anticipate market trends, understand customer preferences, and personalize marketing efforts. That data may be their own, or it may be available through third-party sources.
Mike Kunkle
APRIL 8, 2023
Although, in complex B2B opportunities, especially with longer sales cycles, qualification – like discovery – may be ongoing, because new stakeholders are introduced, others leave, budgets shift, and in general, things change.) This level of qualification is a reality check that often occurs during or soon after discovery.
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“B2B buyers spend just 15% of their time interacting with brands before making a purchase decision” (Gartner). That means B2B marketers miss out on 85% of a buyer’s journey! How can B2B marketers reach active buyers sooner in the sales cycle and influence their purchase decisions?
The Center for Sales Strategy
FEBRUARY 21, 2024
"I spend all day making cold calls, and I'm getting very little to show for my efforts. It's a common complaint from B2B sales reps nowadays. Decision makers simply don't answer unsolicited sales calls like they used to. Getting the first appointment is harder than ever. If I could just get my foot in the door."
Account Manager Tips
AUGUST 4, 2022
B2B Book Club Selection (August 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. Why Introverts Make Better Networkers. Most importantly, how I teach this is what makes the transformation of your confidence permanent.
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Many B2B businesses have come to believe that there is an asymmetric relationship between the company and its buyers. But what research has discovered is that many of today’s B2B buyers are NOT empowered and, what’s more, they have little interest in being so.
Speaker: Ruth Stevens, President of eMarketing Strategy
As a B2B marketer, lead generation is likely your Job One. But guess what: It’s after the sales team has gotten into the act where marketing can have an even bigger impact on results. During this webinar, you’ll learn: The nature of the buying group and how to reach the individual members.
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