Strategic Account Management Association
DECEMBER 3, 2020
From Stanley’s perspective, SAM already serves as a beacon for what it means to be a sales professional–particularly when it comes to the rigor SAMs bring to account planning, solutions co-creation with customers and articulation of unique value propositions. #5. Centers of Excellence (CoE).
Strategic Account Management Association
FEBRUARY 2, 2021
COVID-19 has accelerated a trend already underway toward increased virtual interactions between customers and their suppliers. The ability to uncover customer needs, develop solutions, communicate value propositions and negotiate effectively doesn’t vanish just because a salesperson can’t meet her customer face to face.
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Sales Outcomes
FEBRUARY 19, 2024
An experienced B2B salesperson will tell you that the sales cycle is a critical factor to success. So, how do you shorten the B2B sales cycle? A six or above indicates you have a better-than-average chance of shaping a value proposition and competing for a deal. So read on only if you want to close deals faster!
Luminas Strategy
OCTOBER 16, 2023
Then, because knowledge is power, we help them to gain alignment on the value they deliver. Accelerated organic growth. __ (original post written by VP, Group Director Srividya Sridharan and appears on Forbes.com) B2B companies won’t win — today or in the future — with outdated short-term strategies. The result? Don’t despair.
Upland
APRIL 6, 2021
History tells us that consumer behavior is always a predictor of B2B behavior. So, why do so many marketing consultants and practitioners espouse standard Value Propositions and ‘Sales-Ready Messaging‘ ? For instance, predictive systems are getting better at this in the consumer and B2B world. The future is here.
Account Manager Tips
JULY 6, 2022
And what if we take it one step further and ask what it means to "co-create value" with our customers? I stumbled across a research paper on co-creating value in B2B systems and thought it'd make a good topic to chat with you about. Value comes in many forms – price, convenience, reliability, quality, service, and so on.
Account Manager Tips
JUNE 29, 2021
Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Suppliers submit proposals to provide them. Many B2B buyers prefer to issue RFPs to Re-evaluate scope, specifications and requirements. Benchmark pricing.
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