Customer Think
JUNE 19, 2023
More than 90% of sales employees in B2B SaaS companies face the challenge of value management and value selling. A Value Management survey conducted in 2020 found that 82% of B2B SaaS companies customers ask for value tools, beyond what the business is already offering.
DemandFarm
APRIL 13, 2023
KAM Glossary (with 65 Definitions) To help strategic account managers / key account managers /sales professionals enhance their understanding of Key Account Management (KAM) , this glossary provides clear and concise definitions and explanations of essential terms, definitions, and concepts related to key account management.
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Mike Kunkle
MARCH 31, 2023
Sales Methodology Sales methodology refers to the overall approach that sellers use to engage with potential customers, manage the sales process, close opportunities, and manage accounts. It includes frameworks, models, steps, and techniques that sellers use to open and win an opportunity or manage an account.
SBI
JUNE 3, 2015
Value-gaps exist when vendors present on product, features, and price leaving buyers to figure out why they should care enough to change. It’s written by Tom Pisello who is the CEO and Founder of Alinean and is known through his popular blog as “the ROI Guy.” This leads me back to the book, “Fruganomics Survival Guide.”
Strategic Account Management Association
SEPTEMBER 11, 2020
In strategic account management, companies have to address the never-ending question of how to differentiate themselves and gain market share. I’m talking about customer experience management (CXM), which I would argue may be the single most important investment a company can make in today’s cut-throat business climate. In a word: No!
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.
Red Star Kim
OCTOBER 19, 2023
Accountants, lawyers, paralegals, patent attorneys and financial advisers (both professional advisors and dedicated business development professionals) joined me at an MBL workshop on telephone skills for client service and selling. We explored the fundamentals of relationships, managing inbound calls and planning outbound calls.
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