Strategic Account Management Association

APRIL 5, 2021

By Jacques Sciammas, President, Selling to Executives. While it’s true that the top executives and their legal teams are involved in the creation of the 10-K, what makes this document vital to SAMs and GAMs are the highlights (and confessions) stealthily included – and typically ignored. The 10-K report: Why bother?

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Strategic Account Management Association

FEBRUARY 3, 2022

By Richard Scheig, Chief Revenue Officer, Upland Software. The view from where I sit as Upland Software’s Chief Revenue Officer is a profoundly interesting one. Our revenue teams are physically distributed through time zones and countries, as well spread across 25-plus product lines that serve industries from healthcare to tech.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

Brooks Group

MARCH 6, 2024

In this sense, measuring sales effectiveness can be as simple as calculating the cost of salaries, training, and/or tools against the revenue generated. Most organizations track a few key performance indicators (KPIs) such as win rates, quota attainment, and revenue growth.

Organization 84

Organization Account Management Sales Sales Training 84

CMOE

MAY 9, 2023

With the right information, you can transform your career and build a business aligned with your goals. For the best women’s entrepreneur blogs across the internet, CMOE has put together these 18 sites for exceptional inspiration, motivation, and advice to help women in business succeed. Women’s Net aims to change that.

Finance 52

Finance Leadership Small Business Publishing 52

Mike Kunkle

MAY 30, 2023

The goal of “enablement,” whichever term you use for it (sales, revenue, buyer, buying, performance, other) is ultimately to improve organizational performance. There are also other factors at play, such as product-market fit, strategy, the chosen sales model, organization design, or lack of top-down support, that also influence our work.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Arpedio

FEBRUARY 26, 2024

If you find yourself in a competitive business landscape, then you probably also know that sales teams are constantly on the lookout for innovative strategies to enhance their effectiveness and drive revenue growth. A strategy that has gained significant traction in recent years is Account-Based Selling (ABS).

Advertising 52

Advertising Sales CRM Media 52

Mike Kunkle

JULY 2, 2022

According to Paul Krajewski’s blog , where he tracks the profession, there were 15,000 LinkedIn users with “sales enablement” in their job title, as of June 17, 2022. Way back in 2003, I worked in a department called Performance Development and led the Sales Performance Development team. How I Define Sales Enablement.

Sales 130

Sales Sales Training Leadership Decision-making 130

Showpad

JULY 7, 2020

Welcome to the second post of this blog series for executives. . One observation is that all the challenges businesses experienced over the last couple of years, such as stagnating sales productivity and performance and a lack of organic growth, were covered up by a good economy. Or, the revenue came from other sources.

Digital Transformation 137

Digital Transformation Stakeholders Sales CRM 137

Hubspot Sales

JUNE 30, 2020

Sales-marketing alignment is a hot topic for most sales and marketing organizations and has been since the beginning of business. Here on the HubSpot blog, we’ve published several posts outlining ways sales and marketing organizations can work better together. A well-executed Revenue Operations strategy may solve these challenges.

B2B 140

B2B Publishing Organization Communication 140

Hubspot Sales

SEPTEMBER 30, 2020

A team that excels at the sport is the living incarnation of a well-oiled machine, with each member performing their part perfectly while being acutely aware of how they fit in with their teammates’ pace and movements. Every swimmer must be perfectly aligned with the group, or else the whole performance will look disjointed and sloppy.

Marketing 131

Marketing Remote Working Sales Publishing 131

Arpedio

APRIL 11, 2024

Introduction to AI in Sales In the dynamic landscape of modern sales, Artificial Intelligence (AI) is revolutionizing traditional approaches and unlocking unprecedented opportunities for growth and efficiency. Let’s delve into the world of AI and discover how it’s reshaping the sales landscape. What is AI for Sales?

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52

Force Management

OCTOBER 13, 2022

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Check our blog next week for the newest installment, or subscribe for updates straight to your inbox.

Stakeholders 71

Stakeholders Communication Value Selling Organization 71

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Today’s major purchasing decisions often involve cross-functional buying committees that include executives from the C-suite. Why is selling to the C-suite so critical?

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

ProlifIQ

JUNE 21, 2023

The ROI of Account Planning In the highly competitive landscape of B2B sales, sales leaders are constantly seeking strategies that can boost revenue and foster long-term customer relationships. One such strategy that has proven to deliver impressive returns is account planning.

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

Mike Kunkle

NOVEMBER 26, 2022

Recent lay-offs have shown that the oft-coveted “seat at the table” with executive leadership can’t be taken for granted. I am exceptionally pleased and excited to announce that Felix Krueger of FFWD and I launched The Building Blocks of Sales Enablement Learning Experience on November 25, 2022.

Sales 200

Sales Leadership Transportation Sales Training 200

ProlifIQ

AUGUST 17, 2023

Introduction: In the dynamic landscape of B2B sales, adopting innovative strategies is essential for sustained growth and profitability. One such strategy gaining popularity among sales and customer success leaders is the “land and expand” approach. What is the Land and Expand Sales Strategy?

Acquisition 52

Acquisition Stakeholders Customer Success Profitability 52

KAM With Passion

OCTOBER 7, 2020

The ultimate goals of AM are to ensure the stability and loyalty of the customer base, the profitability of operations and the r evenue growth on the whole customer portfolio. It must also take into account the level of revenue or margin generated with each customer. Account Management: A necessity for all organisations.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

PandaDoc

APRIL 8, 2024

This is done by forming a team of stakeholders and decision-makers, establishing approval workflows, and effectively integrating automation tools. This article highlights how a deal desk functions and its ability to transform the way companies tackle their sales strategy. A deal desk introduces a new approach to managing deals.

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

Arpedio

MARCH 13, 2024

In today’s competitive business landscape, having a well-defined and meticulously executed Go-to-Market (GTM) strategy is essential for success. But what exactly is a Go-to-Market strategy, and why is it so crucial? Competitive Advantage : In today’s crowded marketplace, differentiation is crucial.

Value Proposition 52

Value Proposition Marketing Media Retail 52

Red Star Kim

JUNE 15, 2023

We covered a lot of material in modules on: Understand (context, aims and strategy), Plan (processes, data and systems) and Implement (activities, skills and motivation). Others may find that the M&BD team is responsible for research. Here is a preliminary list but I’d be keen to know what sources you would add.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Strategic Account Management Association

SEPTEMBER 22, 2020

inpatient revenues, the relationship-building stakes for SAMs have never been higher; every customer interaction matters. If you like this piece, please register for the Oct. 8 webinar, “The new health system supply chain mandate: What every SAM needs to know,” hosted by SAMA and presented by Advisory Board’s Brandi Greenberg. .

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

Insightly

SEPTEMBER 28, 2023

Revenue operations (or “RevOps”) is currently the fastest growing job in the US, according to a recent jobs analysis report from LinkedIn. Compared to traditional corporate functions — like sales, marketing, human resources, and finance — revenue operations is a relatively new field. Let’s get you on a RevOps career path!

Finance 52

Finance CRM Customer Success Decision-making 52

Insightly

SEPTEMBER 28, 2023

Revenue operations (or “RevOps”) is currently the fastest growing job in the US, according to a recent jobs analysis report from LinkedIn. Compared to traditional corporate functions — like sales, marketing, human resources, and finance — revenue operations is a relatively new field. Let’s get you on a RevOps career path!

Finance 52

Finance CRM Customer Success Decision-making 52

Arpedio

DECEMBER 19, 2023

Account-Based Selling Strategy: Key Takeaways Explore the ARPEDIO platform ← Back to blog What exactly is an Account-Based Selling Strategy? In this comprehensive guide, we delve into the nuts and bolts of Account-Based Selling, a strategy that has revolutionized the sales process for countless businesses.

Decision-making 52

Decision-making Account Planning CRM Marketing 52

Arpedio

JUNE 15, 2023

Account-Based Selling Technologies – The Key to Revenue Growth ← Back to blog Account-based selling technologies are not just a flash in the pan – they’re here to stay– and if your company hasn’t already invested in these cutting-edge tools, now is the time. Table of Contents 1. What is Account-Based Selling Technologies?

Artificial Intelligence 52

Artificial Intelligence Prioritization Decision-making Advertising 52

SalesGlobe

APRIL 26, 2022

How can you achieve revenue growth through alignment of roles expectations, business objectives, and compensation plan elements? Recently, a global leader in transportation solutions faced the challenge of driving new revenue growth. Sales executives could be rewarded for selling to existing clients.

Transportation 52

Transportation Account Management Acquisition Innovation 52

AchieveIt

NOVEMBER 1, 2023

If I asked you to divide these companies into categories based on annual revenue, how many would fall into the $1-10 million revenue tier? The remaining 96% have less than $1 million in annual revenue. In fact, it’s so hard to move between categories, there are only 17,000 businesses with more than $50 million in annual revenue.

Energy and Utilities 52

Energy and Utilities Decision-making Innovation Business Planning 52

Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. Strategy First. This is a post I never wanted to write.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Arpedio

APRIL 27, 2023

From Strategy to Execution with Sales Enablement ← Back to blog In this blog post, we’ll explore what sales enablement is, why it’s relevant for sales professionals, and how sales enablement software can help to support your sales team. Okay, so how do I implement a sales enablement strategy?

Sales 52

Sales Software Software Sales Training 52

Arpedio

JULY 12, 2023

Account-Based Marketing (ABM) vs Account-Based Selling (ABS) ← Back to blog In the ever-evolving sales ecosystem, businesses are continuously embracing new approaches to stay ahead of the competition. Read this blog post for an insightful overview of the essential elements of ABM and ABS and how they complement each other.

Marketing 52

Marketing Advertising Decision-making Communication 52

Apptivo

AUGUST 8, 2023

Step 1: Define Your Sales Process Step 2: Choose or Develop Custom Sales Automation Tool Step 3: Set Up and Customize Your Sales Automation Tool Step 4: Train Your Team Step 5: Monitor, Measure, and Adjust As an entrepreneur, you’ve probably heard the phrase ‘work smarter, not harder.’

Sales 52

Sales Artificial Intelligence Software Software 52

Arpedio

FEBRUARY 15, 2024

In today’s fiercely competitive market, achieving sales excellence is paramount for business growth and success. One key aspect of this pursuit is understanding and effectively implementing sales methodologies that align with modern buyer behavior and preferences.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Arpedio

AUGUST 22, 2023

Key account management best practices ← Back to blog In today’s competitive landscape, effectively managing key accounts is not just a strategy: It’s a necessity. The primary objective of this strategy is to either maintain or expand the profits derived from these key or strategic accounts. Let's talk!

Key Account Management 52

Key Account Management Account Management Management Onboarding 52

SalesGlobe

MARCH 21, 2023

We recognize the critical role that sales compensation plays in driving growth and maximizing performance. We also understand that creating a top-tier sales compensation program is essential for companies that want to retain high-performing salespeople and boost sales growth. Developing the organization’s approach to the market.

Sales 52

Sales Acquisition Innovation Profitability 52

SuperOffice

JULY 5, 2022

The strategies differ depending on who you want to communicate with. Now you know who you want to communicate with, the next step is to execute on a marketing strategy that’s relevant to them. There’s two types of B2B marketing strategies - acquisition and retention. Easy, right? Not so fast.

B2B 129

B2B Marketing Acquisition Media 129

Corporate Visions

JULY 2, 2020

As you move up the y-axis, those programs gain more executive altitude , becoming more strategic and immediately impactful to the company’s growth agenda. Still, for companies that executed Learning Paths better than other companies, it became a differentiator in terms of market performance. The First Wave: Learning Paths.

Sales 105

Sales Negotiation Decision-making Onboarding 105

PandaDoc

FEBRUARY 23, 2024

All you need to do is zoom out, see the bigger picture and start looking for long-term growth and expansion possibilities rather than focusing only on short-term conversion objectives. Instead, it’s about recognizing and nurturing all sorts of potential avenues for growth — which may or may not be related to sales in the near future.

Management 52

Management CRM Sales Decision-making 52