Strategic Account Management Association

JUNE 1, 2021

In the past, sales has done a disservice by being in the business of creating human doings not human beings. The philosophy existed that if you “do this and do that” you will create results. Customers are attracted to great explainers – those who bring credible clarity to complexity. They] are the solution.” It’s Worth It!

Supply Chain 591

Supply Chain Leadership Decision-making Innovation 591

Strategic Account Management Association

AUGUST 6, 2021

Additionally, customers have started to explore greater independence through forward integration (a push by carriers entering the freight-forwarding business) as well as through backward integration (insourcing, in some cases, the capabilities needed to manage express and domestic deliveries). Responding to Market Shifts.

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. This is a complex topic that is beyond the scope of one blog post, but I will do my best to provide a solid kickstart for you and offer what I hope will be some helpful perspective and good resources to continue to pursue.

Sales 258

Sales Finance Decision-making Profitability 258

Strategic Account Management Association

MARCH 2, 2022

Our aspiration, I believe, should be to create a workforce that reflects the incredible diversity of our customers, our partners, our suppliers and our community. So how do we as leaders effectively partner and connect with this workforce and, most importantly, with our multi-generational customers? Thirty-five percent!

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

Mike Kunkle

AUGUST 8, 2023

Let’s dive into the key barriers that often hinder sales leaders from reaching the full potential for their sales forces and explore strategies to break through these limitations. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. The result?

Sales 188

Sales Prioritization Innovation Leadership 188

Mike Kunkle

OCTOBER 2, 2022

I think the answer depends on what you mean by that (intent) and how you define “sales.” I view it a bit differently, though, and potentially, see this as a problem about how we view and define selling. ” What is Modern, Professional B2B Selling All About? But that’s not selling, per se. Or at least it shouldn’t be.

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Mike Kunkle

NOVEMBER 21, 2023

Note: AirCo Solutions is a completely fictional company that we created for our Modern Sales Foundations training program at my employer, SPARXiQ. Services: Consultation and Site Assessment: Expert assessment of the customer’s space to determine specific air quality needs and recommend appropriate solutions.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

PandaDoc

SEPTEMBER 2, 2020

Thanks to the wealth of information being published today, everything you need to stay on top of your game — from new information to tactics and strategies — exists to help you meet your goals. We’ve reached out to influencers and compiled a list of the industry’s leading blogs below. Adaptive Business Blog.

Sales Management 98

Sales Management Management Sales Publishing 98

Mike Kunkle

FEBRUARY 5, 2023

Worse, recently, I’ve read an increasing number of articles and posts about how buying has become so convoluted and non-linear, that given that and a buyers’ market, sales process just doesn’t matter anymore. Bob Apollo made this exact point about Deming’s original work and how sales process is somewhat different.]

B2B 198

B2B Sales Decision-making Negotiation 198

Mike Kunkle

APRIL 8, 2023

Great sellers often use insights, data, case studies, and expert discovery to unearth or create an opportunity that the prospect may not initially be thinking about or aware of yet. In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. Let’s dig in.

B2B 211

B2B Decision-making Sales Stakeholders 211

Arpedio

FEBRUARY 22, 2024

This methodology transcends the traditional transactional model, focusing instead on building relationships , understanding customer needs, and delivering tailored solutions. 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.

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Arpedio

FEBRUARY 27, 2024

In today’s rapidly evolving business landscape, sales strategies that focus solely on transactions are becoming increasingly outdated. In this blog post, we will delve into the principles, strategies, and benefits of relationship selling, exploring how it can drive sustainable business growth and foster enduring customer relationships.

Prioritization 52

Prioritization Communication Software Software 52

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. Proactive Issue Resolution: Metrics act as an early warning system.

Account Management 52

Account Management Management Client Relationships Account Planning 52

Mike Kunkle

NOVEMBER 26, 2022

Here is what Felix had to say when we launched: Why Did We Create this Learning Experience? . Here are three of the key reasons we’ve created this course: Businesses are investing heavily in enablement, yet many are struggling to achieve advanced maturity levels and move the needle on the metrics that matter most.

Sales 200

Sales Leadership Transportation Sales Training 200

Arpedio

MARCH 6, 2024

Account management serves as the backbone of successful businesses, playing a pivotal role in fostering lasting relationships with clients or customers. In this blog post, we’ll delve into the intricacies of account management and explore key techniques for mastering this essential aspect of business operations.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Help Scout

APRIL 29, 2021

Your customer service culture is not what your fancy “Customer Guarantee” promises, and it’s not whatever you say it is in your new employee handbook. Your culture is the set of beliefs held by your employees about your company: who and what it is for, what it values, and how they act in response to those beliefs.

Decision-making 139

Decision-making Customer Experience Profitability Organization 139

LinkedFusion

SEPTEMBER 1, 2023

Imagine yourself as an entrepreneur who has created a solution to an issue that a certain population is experiencing. The key lies in creating a buyer persona – a detailed representation of your ideal customer. Delving into this blog will provide you with a comprehensive guide to crafting an effective buyer persona.

B2C 52

B2C Marketing Decision-making B2B 52

Arpedio

DECEMBER 18, 2023

As businesses aim for growth, sales enablement has become an increasingly important strategy for success. But what is Sales Enablement , and how can it help businesses achieve their goals? In this article, we’ll explore Sales Enablement in-depth, including its strategies and practices that drive business growth.

Sales 52

Sales Business Growth Organization Marketing 52

Red Star Kim

FEBRUARY 1, 2024

At the end of January, I attended a PM Forum (with Icon and Managing Partners Forum ) webinar where Alastair Beddow | LinkedIn of Meridian West presented the latest international benchmark results. In its 12 th year – it obtains the opinions of around 100 CMOs from professional service firms. The list feels a little inward looking.

Marketing 130

Marketing Leadership Profitability Digitalization 130

Insightly

SEPTEMBER 28, 2021

4 customer service challenges (and how to solve them). This is part 2 of a customer service blog series based on conversations with members of Insightly’s client services and customer success teams. In part 1 of this customer service blog series, we discussed five important skills for building great relationships.

Remote Working 98

Remote Working Prioritization Communication Stakeholders 98

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

Arpedio

FEBRUARY 22, 2024

Developed by Neil Rackham in the 1980s, Spin Selling has since become a cornerstone of modern sales strategies, offering a systematic approach to understanding customer needs and closing deals effectively. The key objectives of Spin Selling include: Understanding the customer’s current situation and context.

Software 52

Software Software Decision-making Performance Review 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

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

Arpedio

OCTOBER 17, 2023

How to build a winning account management team Account Management Software ← Back to blog A winning account management team can be your secret weapon to supercharge your company’s growth and customer satisfaction. But how do you assemble, nurture, and lead a high-performing account management team? Let's talk!

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

Arpedio

APRIL 3, 2024

Solution selling is a sales methodology focused on addressing the specific needs and challenges of customers by providing comprehensive solutions rather than simply selling products or services. The solution selling approach requires a deep understanding of the customer’s industry, business environment, and competitive landscape.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Arpedio

DECEMBER 19, 2023

The vital role of Customer Success in Account Management Explore ARPEDIO's Account Management Software ← Back to blog In recent times, companies have come to realize the significance of aligning their customer success and account management strategies. Let’s dive in!

Account Management 52

Account Management Customer Success Management Artificial Intelligence 52

Arpedio

DECEMBER 19, 2023

The vital role of Customer Success in Account Management Explore ARPEDIO's Account Management Software ← Back to blog In recent times, companies have come to realize the significance of aligning their customer success and account management strategies. Let’s dive in!

Account Management 52

Account Management Communication Management Artificial Intelligence 52

Clarity Engagement Solutions

MAY 10, 2022

The 4 Zones™ of Customer Engagement is a practical, coachable, and repeatable framework training delivered by Clarity that combines the setting of everyday language and industry-leading best practices. Our 4 Zones ™ training will help improve your company in the following areas: ?

Account Management 91

Account Management Healthcare Stakeholders Decision-making 91

Strategic Account Management Association

AUGUST 10, 2021

Moving Forward – How to Incentivize Your SAMs. He suggests managers: Give SAMs more control over their daily activity so they can spend more time on the affiliation/ social side of their jobs doing what they really enjoy, like engaging with customers. About the Report. Want to know if you qualify for a free report? Some Key Takeaways.

Artificial Intelligence 104

Artificial Intelligence Healthcare Account Management Account Planning 104

Outbound Engine

APRIL 28, 2020

Want to improve your strategy? Learning how to optimize messages for each network will help you build a strong social media presence. A solid understanding of your target audience will help you create and gather the most effective content. Set up Google Alerts for topics that interest your customers.

Media 124

Media Innovation Marketing Customer Experience 124

Insightly

NOVEMBER 3, 2021

This is part 4 of a customer service and support blog series based on conversations with the leaders of Insightly’s client services and customer success teams. Customer success and customer service are fundamental components in your organization’s ability to deliver great experiences and create long-lasting relationships.

Remote Working 105

Remote Working Customer Success Facilitation Communication 105

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? Importance of a Well-Crafted GTM Strategy The importance of a well-crafted GTM strategy cannot be overstated.

Value Proposition 52

Value Proposition Marketing Media Retail 52

Apptivo

OCTOBER 8, 2021

In this blog, we have broken down the sales pipeline vs sales funnel concept in detail for better understanding. If you are using a sales pipeline and sales funnel to achieve the same goals, then you might have to double-check your strategy. This applies to sales concepts and definitions as well. Sales Pipeline Definition.

Sales 98

Sales Decision-making Advertising Value Proposition 98

Clarity Engagement Solutions

APRIL 26, 2021

Long before the COVID-19 outbreak, pharmaceutical companies knew that the customer engagement game had changed. Only a few were in the process of pivoting in response, but everyone knew that their way of engaging with their customers needed to change. This raises the questions of an organization’s ability to pivot.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Clarity Engagement Solutions

APRIL 26, 2021

Long before the COVID-19 outbreak, pharmaceutical companies knew that the customer engagement game had changed. Only a few were in the process of pivoting in response, but everyone knew that their way of engaging with their customers needed to change. This raises the questions of an organization’s ability to pivot.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91