Strategic Account Management Association

APRIL 5, 2021

They make great paperweights, but if asked about specific details, most of us might offer an uneasy grin, knowing that we have companions-in-arms, equally guilty of shirking that responsibility to read altogether. 1 In fact, many of them admit their meetings were a total waste of time. It means they didn’t prepare for a CXO meeting.

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

SBI Growth

DECEMBER 24, 2012

Bad decisions can cause your company to miss the number. When the decision is made at the top, the collateral damage is multiplied. Below are six of the worst decisions we’ve seen senior sales leaders make. It will help your team better understand how your Customers make a decision. Bad decision.

Decision-making 130

Decision-making Sales Internet Profitability 130

Red Star Kim

NOVEMBER 9, 2023

What is the informal decision-making process? link] There’s advice to jump your uncertainty gaps by decision-making and actions which involves risk. Strategy is a stream of decisions and actions”. He notes that your optimism (or pessimism) will impact decisions as well as ability to make fast decisions.

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Mike Kunkle

NOVEMBER 21, 2023

Custom System Design: Engineering tailored filtration systems to meet the unique requirements of each client. Compliance and Regulatory Support: Assistance in meeting and adhering to industry-specific air quality regulations and standards. Sales is discounting again, significantly, further reducing profit margins.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Mike Kunkle

APRIL 8, 2023

My point here, is that you should make a purposeful determination on these levels, clearly define them, train them, and coach to them. In addition to having the right decision makers in the deal, which is part of qualification, it’s important to assess the landscape and relationships. Here’s what I mean.

B2B 211

B2B Decision-making Sales Stakeholders 211

Mike Kunkle

AUGUST 30, 2023

To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability. They must show that they can make an impact with enablement and move the needle on the metrics that matter most.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Red Star Kim

JUNE 15, 2023

or profits greater than £150000), active and inactive companies with up to 10 years’ of financial data. profit, growth and core legal services) How can Nexl help law firms execute their Strategic Account initiatives? (no-data-entry Some firms provide templates of different types of KAM meeting types. Why do law firms needs SAM?

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

FEBRUARY 8, 2024

Our target markets span large and small businesses; private, public sector and not for profit sectors; centralised and decentralised buying processes; procurement and user-led purchasing behaviour. Essentially a focus on the most profitable clients. So targeting is often more important and more challenging.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

MTD Sales Training

JANUARY 21, 2019

Preparation is key when meeting a new client. This is a great opportunity to find out whether this prospect is a good fit for your and your company, and whether they are likely to prove profitable for you. So, what should be included on your agenda when meeting with a possible client? Here are some tips: Don’t attempt to pitch.

Meetings 64

Meetings Decision-making Sales Training Profitability 64

Red Star Kim

SEPTEMBER 8, 2023

Context and curiosity drive commerciality and pricing By exploring key themes in commerciality and entrepreneurship, we saw why risk management and anticipating return on investment (ROI) is critical when making the business case for marketing investment. The crux of marketing is to anticipate (and meet) client needs whilst maximising profit.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

PandaDoc

MARCH 7, 2023

Don’t worry if this means a larger percentage of customers don’t make it past this point. Find potential customers The first step to making a sale is prospecting or lead generation. What’s more, it makes it easy to ensure you have enough personalization to show the lead that you understand their needs (and what you’re selling!).

Profitability 52

Profitability Sales Software Software 52

Brooks Group

APRIL 23, 2024

This blog post takes a deep dive into the key benefits and drawbacks of the sales profession to help you make an informed decision. Commission-based pay and fluctuations in sales volume can make it challenging to predict your monthly or annual income. This can make it difficult to maintain a healthy work-life balance.

Sales Training 69

Sales Training Sales Decision-making Negotiation 69

DemandFarm

OCTOBER 3, 2023

Customer-centric companies are 60% more profitable than companies that aren’t. Customer centricity demands that the customer is the focal point of all decisions related to delivering products, services and experiences to create customer satisfaction, loyalty and advocacy.” What does customer-centricity truly mean?

Decision-making 98

Decision-making Innovation Customer Experience Profitability 98

Arpedio

FEBRUARY 21, 2024

Whether you’re a seasoned sales professional or just dipping your toes into the world of sales analytics, this blog post will equip you with the knowledge and tools necessary to navigate the intricate realm of sales metrics with confidence and precision. Welcome to our comprehensive guide on mastering sales metrics.

Decision-making 52

Decision-making Sales Profitability Acquisition 52

Brooks Group

MARCH 6, 2024

But these measurements alone don’t give sales leaders enough information to make good decisions that improve performance. Sales Effectiveness Metrics: Metric: Sales call-to-close ratio Definition: The ratio of successful sales calls or meetings to the total number of calls or meetings made by sales representatives.

Organization 86

Organization Account Management Sales Sales Training 86

Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. I hope this will contained to not-yet-profitable, seed-funded early-stage companies with burn-rate/runway issues, but as the recession gears up, it may spread. Strategy First. Solving Complex Business Problems.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Zendesk

FEBRUARY 17, 2022

Consumers aren’t always willing to make a purchase on a whim. And if you wait to interact with them until the end of their decision-making process, you’re missing out on profitable sales opportunities. The buyer’s journey enables you to examine the choices your prospects make at each stage. The decision stage.

Decision-making 98

Decision-making Media CRM Software 98

SBI Growth

DECEMBER 1, 2012

Do you want to increase sales and meet your 2013 goals? 4 Keys to Making the Persona Project Successful. During project meetings focus your thoughts on how to operationalize the personas. What changes do I need to make to our CRM or Sales Force Administration Tools? interactions where decisions are made).

Meetings 115

Meetings Facilitation Construction Decision-making 115

Arpedio

MAY 10, 2023

Why Key Account Management is Essential for Business Success ← Back to blog In today’s fast-paced business world, simply acquiring new customers isn’t enough – you need to keep them coming back for more. That’s where Key Account Management (KAM) comes in. Table of Contents 1.

Key Account Management 52

Key Account Management Account Management Management Profitability 52

Red Star Kim

OCTOBER 16, 2023

Some were focused on specific sectors such as agriculture, sports and not-for-profit and others had a more international focus (particularly the Caribbean and Middle East). And the problem was compounded with extraordinarily long lead times for sales through complex decision-making processes in professional services.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Brooks Group

MAY 9, 2024

When you understand your customers better, you can offer solutions that meet their needs, making it more likely to close a sale. Strategic questioning should aim to uncover the prospect’s pain points, goals, decision-making process, and any potential objections or concerns they may have.

Sales 52

Sales Decision-making Sales Training Facilitation 52

Jermaine Edwards

APRIL 3, 2020

Regardless of the size, maturity or sophistication of your organisation, you can apply these ideas to protect your profits, reputation, relationships and revenues. This doesn’t mean it will be easy nor will you not have to make tough decisions. It just means the effort and tough decisions will be worthwhile.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Arpedio

JANUARY 9, 2024

Elevating Account Management Through Metrics and KPIs Explore ARPEDIO's Account Management Software ← Back to blog As companies strive to build lasting relationships with their clients, the need for effective Account Management strategies and tools becomes paramount. Ready to increase customer lifetime value?

Account Management 52

Account Management Management Client Relationships Account Planning 52

AchieveIt

DECEMBER 6, 2023

Through quantitative and qualitative measurements and open conversations, companies can utilize the DVF model to build ideas into a complete, all-encompassing picture — ensuring the decision to trash an idea or push for a full launch is in the best interest of the entire organization. What makes us stand out amongst our competitors?

Prioritization 52

Prioritization Profitability Decision-making Organization 52

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. Your prospect lacks budget authority.

Decision-making 72

Decision-making Logistics Supply Chain Suppliers 72

Apptivo

JULY 12, 2021

It is critical for a firm to meticulously manage costs so that profit can be precisely measured against them in each month, this tells a firm how well they are performing. Furthermore, precise cost data enables a company to create well-informed foresight for making better future decisions. It results in improved profits.

Management 98

Management Profitability Software Software 98

Arpedio

FEBRUARY 22, 2024

In this blog post, we’ll delve into the intricacies of consultative selling, exploring its core principles, the step-by-step process, and strategies for success. Consultative selling meets this demand by putting the customer at the forefront, actively listening to their concerns, and co-creating solutions that address their pain points.

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Strategic Communications

JUNE 29, 2021

that this answer can make the most sense: “Yes, there are definitely times when giving your work?or When you’re passionate about a particular not-for-profit and want to provide your services to them as part of your corporate social responsibility (CSR) efforts. And, perhaps, it is in comparing the two ? or your products?away

Advertising 84

Advertising e-Learning Decision-making Small Business 84

MTD Sales Training

FEBRUARY 11, 2020

You developed some rapport and the prospect showed some positive buying signals during the meeting. However, when you presented your proposal it seems as though everything became silent, time began to slow down and tension filled the air as you anxiously waited for the prospect’s decision. 1 – “Does that make sense for your business?”.

Sales 120

Sales Decision-making Negotiation Sales Training 120

MTD Sales Training

JANUARY 14, 2020

When selling on the phone, whether it’s our services or the specific products that drive our commission, we seldom get people who agree to make the decision to buy immediately. Naturally, this would involve making the arrangements to prove the value of your services through an initial meetup. How does it make you feel?

Value Proposition 75

Value Proposition Decision-making Sales Training Profitability 75

OnStrategyHQ

APRIL 24, 2023

But before we do, putting great measures together and making sure they work well for you, you need to have these four attributes. They tell you whether you’re making progress, and ultimately, we want to make progress against our strategy. So let’s make sure they’re really good. And then frequency.

Profitability 105

Profitability Publishing CRM Insurance 105

PandaDoc

DECEMBER 9, 2022

No company will ever get it right all at once, which makes it so important to iterate and experiment with various approaches. At its core, there is a huge benefit in making your pricing strategy more dynamic and value-focused for a more interactive relationship with markets. Not relying on data for your pricing decisions.

Profitability 52

Profitability Decision-making e-Learning Retail 52

Hubspot Sales

DECEMBER 8, 2017

Profit Story. Salespeople are constantly on the go, whether they're meeting with clients, flying out to give a presentation, or running to a team training. Don't walk into a meeting without looking at the person's LinkedIn profile first. 5) Profit Story. Need to jot notes at a meeting or conference? HubSpot Sales.

CRM 145

CRM Profitability Sales Meetings 145

Scovel

MAY 4, 2021

This blog is for you!! Sales Funnel: The sales funnel in the selling process describes the journey of the buyer on his way to make the final purchase.As The sales funnel will help the sales professionals to track the buyer’s journey, filter out the potential prospects, and make the sales process move faster.

Negotiation 98

Negotiation Sales Decision-making Profitability 98

Apptivo

FEBRUARY 20, 2023

You can also use lead management software to generate reports that identify the most profitable territories, sales reps who are meeting targets, and potential sales areas to improve. This is where you educate and demonstrate value through content and promotional offers, assisting them in their decision-making process.

Management 103

Management Sales Software Software 103

Hubspot Sales

OCTOBER 14, 2019

Typically, prospective customers go through the following stages when making a purchase: Awareness — The buyer realizes they have a problem or pain point that needs to be solved. Decision — The buyer is comparing available options, and determines which course of action to take. Who makes the final purchasing decisions? —

B2B 136

B2B Value Proposition Decision-making Sales 136

Scovel

SEPTEMBER 22, 2021

Remember, complete data will make your pipeline profitable. Understanding their origin can help prepare for other meetings and interactions as well. What makes you interested in our brand? Who is the main decision-maker? Always ask if the person you are talking to is the decision-maker.

Decision-making 59

Decision-making CRM B2B Digitalization 59