Strategic Account Management Association

OCTOBER 14, 2021

A while ago, I came across a discussion about the optimal way to capture strategic customers in a customer relationship management (CRM) tool in a way that enables effective, efficient account planning using account planning applications or tools. By Saleh Al-Ben Saleh, Strategic Account Manager, Emerson. The complex mega-strategic account.

Account Planning 520

Account Planning CRM Account Management Decision-making 520

Upland

JANUARY 26, 2020

How are sales teams meant to grow revenue in key accounts with a well thought out account planning strategy? According to McKinsey, “The five-year growth rate of total returns to shareholders for digital leaders is almost double that of all other firms,” when they undertake a digitally focused account planning strategy.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Nutshell

AUGUST 29, 2023

Every company’s tech stack varies—a hospitality company’s tech stack should include specific software built to help manage everything that goes into running a hospitality company, from property management to point of sale (POS). Types of hospitality software to include in your tech stack Not every hospitality tech stack will look the same.

Software 62

Software Software CRM Management 62

Red Star Kim

OCTOBER 3, 2022

The type and number of invitations to pitch and tender will depend on the effectiveness of a firm’s overall marketing and selling effort. But most agreed that quality (client type, nature of work and value) was more important than quantity. There was also this fabulous comment “Kim had so much in-depth knowledge. Qualification.

Decision-making 130

Decision-making Communication Meetings Marketing 130

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

PandaDoc

APRIL 17, 2024

“What is ACV in sales?”, What does ACV stand for in sales The meaning of ACV in sales is “annual contract value” and is a metric that tells you the revenue generated by a contract over a year. This is the total revenue you gain from a customer for a specific contract throughout their relationship with your organization.

Sales 52

Sales Internet Profitability CRM 52

Red Star Kim

MAY 22, 2023

Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of a relationship building or sales conversations. C-IQ has been adapted for sales professionals, educators and for couples. So this is another “intelligence” to add to emotional intelligence and cultural intelligence.

e-Learning 130

e-Learning Emotional Intelligence Communication Leadership 130

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

AUGUST 24, 2023

There’s even an overview of the strategic benefits of different types of clients (linked to Key Account Management strategy). Marketing The author clarifies the difference between business development, marketing and sales. And touches on segmentation and sales force automation. For young professionals.

Finance 130

Finance Government Profitability Banking 130

Brooks Group

APRIL 10, 2024

In sales, it means staying focused. In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving. But it’s tough.

Sales 87

Sales Media B2B Publishing 87

Zendesk

APRIL 18, 2022

It’s no different for sales and marketing teams when sourcing leads. While you’re not sharing your work with a professor these days, your sales reps need to know where and how leads had first contact with your company. Blog articles. For one thing, understanding how a lead has found you aids in successful sales prospecting.

Media 98

Media CRM B2C Energy and Utilities 98

Red Star Kim

JUNE 1, 2023

Focussing on client needs to differentiate was covered in April 2023 Pitch points from a pitching and tendering training workshop (kimtasso.com) and positioning arose in May 2022 Five Spice Girl lessons from a pitching workshop (May 2022) (kimtasso.com). A key theme that often arises in pitching is how to differentiate.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Red Star Kim

SEPTEMBER 26, 2023

Process integration – Some firms separate out marketing, communications and sales functions – usually the larger firms where more specialisation is required. I presented a methodology to design marketing and BD team structures in November 2015. Other firms will have these roles integrated. Former fee-earners with technical product knowledge?

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Strategic Account Management Association

JUNE 30, 2021

First, there is how SAMs communicate, articulate and exchange their expertise based on their sales and professional experience. In traditional sales models, like the seven-step sales model, there are steps six and seven, which is service after the sale, but this is not based on expertise. Three Recurring Issues for SAMs.

Digitalization 520

Digitalization Organization Account Management Management 520

Zendesk

JUNE 11, 2021

The concept of a “sales funnel” is a little misleading. But not every lead that enters the top of your sales funnel will come out the other end as a customer—there’s bound to be some pretty significant spillage along the way. That doesn’t mean your sales and marketing teams should settle for a slow drip of conversions, though.

Sales 86

Sales B2B Advertising Media 86

SuperOffice

JULY 5, 2022

And finally, when they’re ready to talk to sales, they contact you. Create an ICP/ buyer persona that makes it clear who this type of customer is. There’s two types of B2B marketing strategies - acquisition and retention. They’ve evolved. Especially when they’re investing $50,000+ into a new platform.

B2B 129

B2B Marketing Acquisition Media 129

Red Star Kim

FEBRUARY 28, 2023

This post summarises some of the key themes emerging from the recent online MBL “How to manage and grow your private client practice” full day session . It is intended to supplement the learning resources for delegates provided on the day – delegate aims, poll results and takeaways are shown below.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

Hubspot Sales

JANUARY 26, 2021

It's all smiles and high-fives — you’ve even had a new client celebration within your company. Everyone on your end is ready to get to work on a new — and hopefully profitable — relationship. The first 90 days of a business relationship set the tone for its duration. It's finally done. The contract is signed. Buyer personas.

Meetings 121

Meetings Construction Publishing Stakeholders 121

MTD Sales Training

OCTOBER 3, 2018

So, what are five ways that you can increase your chances of gaining more business? So, what are five ways that you can increase your chances of gaining more business? Relationships aren’t built on discounts or special offers. 5) Make the relationship personal, not just business. Try these out…. They are built on value.

Suppliers 103

Suppliers Decision-making Sales Training Meetings 103

Red Star Kim

MAY 2, 2023

LinkedIn Learning reported the 2023 most in-demand soft skills as: Management Communication Customer service Leadership Sales Project Management Research Analytical skills Marketing Teamwork Amongst a list of the most in-demand hard skills were finance, data analysis, operations and customer relationship management.

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

Zendesk

MAY 26, 2022

81 percent of buyers research products online before contacting sales, so if your company doesn’t have a bit of advertising skin in the game, you’re not getting very far. They need sales collateral. According to Forrester, the average salesperson uses about 17 pieces of sales collateral throughout their pipeline.

Advertising 97

Advertising Sales Digitalization Decision-making 97

Red Star Kim

APRIL 11, 2023

There was a need to consider the value of tender wins as well as volume and to also review the trends in the win rates of different types of pitches and tenders for different types of clients and work. Here are some of the highlights mentioned by the delegates: Pitch points from a pitching and tendering training workshop.

Government 130

Government Innovation Meetings Finance 130

Brooks Group

MARCH 7, 2024

Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? Each type of buyer may have very different reasons for purchasing the same product or service. Each type of buyer may have very different reasons for purchasing the same product or service.

Procurement 68

Procurement Management Decision-making Sales Training 68

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

Hubspot Sales

JUNE 9, 2023

If you’re looking to get into sales, not having a college degree can feel like a huge barrier to your career. But what if I told you that a degree isn't always required for a sales job? In this guide, we’ll explore how you can get into sales without a degree. Table of Contents What does it mean to work in sales?

Sales 100

Sales Insurance Decision-making Transportation 100

Brooks Group

JULY 11, 2022

Sales is all about relationships. Whether you are selling to a customer in person or over the phone, the ability to build a relationship is key to success. In order to be successful in virtual sales, you need to be good at relationship building and have other skills. The Ability to Build Relationships.

Virtual Selling 52

Virtual Selling e-Learning Sales Training Sales 52

Brooks Group

SEPTEMBER 7, 2023

Before I accepted, I asked what type of development team would be building the new products critical for the unit’s success. The hiring manager said, “As soon as you get the orders, we can negotiate what type of development team you’ll have supporting you.” Will you reorganize or rebalance your consultative sales professionals’ time?

Account Management 52

Account Management Management Account Planning Sales 52

Scovel

JUNE 3, 2021

To do this, you must include at least five specific pages on your website. Blog page. A blog is your brand’s primary platform for talking directly to customers. Your website is an essential part of your business. Without it, you could lose potential customers and lose revenue. Do you have them all? Read below. About page.

Small Business 52

Small Business Customer Experience Communication Sales 52

Nutshell

JANUARY 27, 2021

Your only challenge would be to convert the traffic into sales. 10 proven affiliate SEO tips to boost traffic and sales. Let’s go over ten reliable affiliate SEO tactics that’ll increase your website traffic and sales. #1. But without traffic, your affiliate marketing’s target products won’t have buyers. Let’s get started.

Marketing 133

Marketing Sales Publishing Organization 133

Apptivo

AUGUST 24, 2022

What is a challenger sales model? What are the pros and cons of challenger sales model? Steps to adopt challenger sales model. How to apply the challenger sales methodology into your business? The authors of “The challenger sale model” – Matthew Dixon and Brent Adamson explain this through their model.

Sales 98

Sales Decision-making Value Proposition Construction 98

Zendesk

AUGUST 1, 2022

Both parties win when the new customer makes a purchase—the advocate gets a reward, and the company gets a sale. Companies leverage referral programs because they’re beneficial for attracting new customers, establishing trust, and boosting sales. This is why customer referral programs are so effective. What is a referral program?

Media 98

Media Decision-making CRM Marketing 98

Brooks Group

JULY 14, 2023

I have been thinking a lot about sales questions lately also referred to as question-based selling. Overall, asking the right kind of sales questions empowers you to effectively understand your customers, tailor your approach, address objections, and guide the sales process.

Sales 52

Sales Sales Training Decision-making Prioritization 52

Apptivo

JANUARY 2, 2022

Customer Relationship Management Software is implemented by companies of diverse industries to manage their customer relations. In this blog from Apptivo , we have listed the 5 smart ways that you must implement to streamline your online lead management process. The Real Estate business has existed since the beginning.

CRM 97

CRM Management Decision-making Software 97

PandaDoc

APRIL 3, 2023

Closing more sales makes for a more successful business, but how can you figure out what kinds of sales suit your company best? We’ll explore inside vs. outside sales to show you what both entail and which kinds of companies need either one. What is inside sales? Let’s kick things off with a definition of inside sales.

Sales 52

Sales Decision-making Client Relationships Software 52

Strategic Communications

JANUARY 11, 2022

The field of marketing is vastly different today than it was even three to five years ago. And then these messages need to be conveyed using a combination of tools and channels, from emails to ads to blog posts, video clips, podcasts, and more. This could be response data, sales data, website data, etc.,

Marketing 52

Marketing Artificial Intelligence e-Learning Communication 52

Brooks Group

DECEMBER 27, 2022

What Are Sales Goals? While there may be more elegant and creative definitions for a sales goal, let us define a sales goal as the total number of sales your team is responsible for obtaining within a fiscal period. For our purposes, we will be discussing sales goals as they relate to the sales manager.

Sales 77

Sales Sales Leadership Leadership CRM 77

Brooks Group

APRIL 19, 2023

What kind of relationship are they looking for from your salesperson? What kind of relationship are they looking for from your salesperson? The first key fundamental that IMPACT Selling ® teaches is how sales reps can make their first impression a good one. This article is part of our Key Fundamentals of IMPACT Selling ® series.

Decision-making 82

Decision-making Sales Training Media Publishing 82