Strategic Account Management Association

FEBRUARY 2, 2021

Just when customer account teams and salespeople were beginning to grow accustomed to virtual-only sales and account management, a return to (some) face-to-face interactions is on the horizon. Customer-facing teams need to continue to up their virtual game, even as they learn how to optimize a balance of virtual and in-person engagement.

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

Scovel

AUGUST 30, 2021

On the other hand, the sales team is perceived to be responsible for reaching out to a set of prospective customers and converting them into customers. However, it will be great if we can strike a balance between sales and marketing and involve them as partners to win customers and to increase revenue.

Negotiation 52

Negotiation Meetings Marketing Stakeholders 52

Upland

AUGUST 29, 2023

Buying intent , also known as purchase intent, refers to the likelihood and inclination of a potential customer to make a purchasing decision. In this article, we will take a closer look at buying intent and its role in helping you navigate today’s intricate web of customer preferences, expectations, and buying behaviors.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Showpad

JANUARY 12, 2023

Meet Ljiljana Budimir Vukicevic , Sales Enablement Digital Capability Lead at Schneider Electric. In her 20+ year tenure with the global energy management and automation company, Ljiljana has seen and led major technological evolutions across the business — from customer care to IT support and, most recently, sales enablement. .

Digital Transformation 59

Digital Transformation Management Digitalization Sales 59

Customer Think

MAY 2, 2023

In today’s hyper-competitive business landscape, understanding and meeting customer expectations has become crucial for success. Customers hold the key to valuable insights that can drive innovation, enhance products and services, and build lasting relationships. In this blog, we […]

Innovation 72

Innovation Meetings 72

Customer Think

FEBRUARY 22, 2024

In the dynamic world of e-commerce, understanding your customers is key to success. Meeting customer needs is critical in today’s competitive e-commerce landscape. Digital platforms have raised consumer expectations by offering a wide range of products and services.

Digitalization 119

Digitalization Meetings Marketing 119

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

Hubspot Sales

JANUARY 26, 2021

Another customer is on the books. Your new customer isn't responsive when you reach out, and when they do get in touch, they're throwing out demands that extend beyond the contract they signed. You don't have a solid grip on what they want, what to expect, or what to do. Enter the kickoff meeting. The contract is signed.

Meetings 127

Meetings Construction Publishing Stakeholders 127

Showpad

NOVEMBER 16, 2021

Meet Matt Ondrejko, Vice President of Global Marketing at Valmont Industries. In this interview, Matt shares his perspective on how to get a business to digital faster using methods and tools that reduce print and increase customer insights in a non-traditional sales environment. . Technology Matt uses: Zoom, Cornerstone, Showpad.

Digital Transformation 98

Digital Transformation Digitalization Marketing Sales Environment 98

DemandFarm

OCTOBER 3, 2023

Customer-centric companies are 60% more profitable than companies that aren’t. What does customer-centricity truly mean? Gartner defines customer centricity as: “ the ability of people in an organization to understand customers’ situations, perceptions, and expectations.

Decision-making 98

Decision-making Innovation Customer Experience Profitability 98

Customer Think

APRIL 26, 2024

Today’s consumers have high expectations of the customer experience, and whether or not a company meets those expectations can make or break customer retention and loyalty. Forrester reported that 88% of […]

Customer Experience 52

Customer Experience Meetings 52

Customer Think

JULY 7, 2023

In today’s fast-paced and customer-centric business environment, gathering real-time customer feedback and engaging in social media conversations are both vital practices.

Media 106

Media Meetings Organization Customer Experience 106

Hubspot Sales

APRIL 5, 2023

Inside sales reps are tasked with nurturing leads and converting them into customers. Outside sales representative positions include some travel time to meet with buyers and pitch products. Because travel is expected, you can anticipate greater compensation. They educate customers on products and services to finalize a sale.

Software 119

Software Software Sales Meetings 119

Brooks Group

APRIL 23, 2024

A sales career can be exhilarating and rewarding—offering the potential for high earnings, flexible schedules, and the chance to work directly with a diverse range of customers. This blog post takes a deep dive into the key benefits and drawbacks of the sales profession to help you make an informed decision.

Sales Training 68

Sales Training Sales Decision-making Negotiation 68

Arpedio

MARCH 5, 2024

In this digital age where competition is fierce and customer expectations are soaring, the need for robust account management strategies has never been more pronounced. It involves a strategic blend of communication, problem-solving, and customization to ensure both client satisfaction and organizational prosperity.

Account Management 52

Account Management Management Client Relationships Prioritization 52

Customer Think

APRIL 30, 2024

Meeting customer expectations with the end product is one of the top priorities for scaling and growing a business. A software developing company faces several challenges to bridge the gap between the customer’s vision and the final product. So, keep […]

Software 52

Software Software Meetings 52

Customer Think

MARCH 20, 2024

Great customer service sets companies apart, and you leave money on the table if you don’t meet your customers’ expectations of engagement. Business and IT leaders understand the economics of great customer service, and Forrester data shows that over 70% of enterprises invest in modern solutions.

Meetings 64

Meetings Organization 64

Customer Think

FEBRUARY 8, 2024

As 2024 unfolds, the dynamic landscape of retail invites the evolution of how retailers approach customer experience (CX). Businesses are eager to provide customers with heightened shopping experiences to meet their distinctive buying behaviors and expectations.

Retail 69

Retail Customer Experience Meetings 69

Jermaine Edwards

JUNE 29, 2020

Did you know that you can design the experience you want with every customer you have every day? For any customer leader serious about meaningfully moving their customer relationships forward here are five critical conversations to use. Number 1 – Expectation Conversations. Aren’t customers indecisive and unsure?

Communication 130

Communication Decision-making Finance Key Account Management 130

Hubspot Sales

NOVEMBER 28, 2023

Poor Customer Experiences If your customer hasn’t had a top-notch experience with your brand and company throughout the customer journey, sales can be left with a more challenging task when closing a deal. What makes things tricky for sales is if the customer journey preceding sales isn’t what it should be. Be prepared.

Negotiation 104

Negotiation Sales Leadership CRM 104

Customer Think

MARCH 3, 2023

The use of AI continues to proliferate among retail banks to meet demands for personalized customer experiences and enhanced fraud protection, as well as to seize internal efficiencies through automation. However, AI adoption doesn’t always deliver the expected ROI.

Banking 115

Banking Retail Customer Experience Meetings 115

Brooks Group

DECEMBER 13, 2023

Keep the total number to 8 or fewer to make your meeting scorecard or sales dashboard easy to understand at a glance. Tip #2: Establish Clear Goals and Expectations Your salespeople need to know what’s expected of them in order for them to perform.

Sales 94

Sales Sales Training Communication Meetings 94

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

Account Manager Tips

SEPTEMBER 7, 2022

More and more companies expect their key account managers to be thought leaders. I was a little startled to find key account managers are now expected to be thought leaders. Director of Strategic Customer Success, Tableau Software. You want to meet like-minded people. I started a blog, but setting it up is a lot of work.

Key Account Management 130

Key Account Management Account Management Management Media 130

Customer Think

DECEMBER 11, 2023

In an age where instant gratification is the norm, businesses are turning to generative AI chatbots to meet and exceed customer expectations. These sophisticated chatbots are not mere responders; they’re conversational architects, building bridges between human queries and intelligent, nuanced solutions.

Customer Experience 69

Customer Experience Meetings 69

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

Customer Think

SEPTEMBER 1, 2021

It’s always been true that pleasing your customers is at the core of a successful business, but we are in a new era when it comes to meeting customers’ expectations. What people consider an exceptional customer experience — and which experiences are worth paying more for — are changing at an unprecedented pace.

Customer Experience 125

Customer Experience Meetings Innovation 125

Hubspot Sales

APRIL 15, 2024

But as with any other skill, some salespeople have a better grip on prospecting than others — and we, here at the HubSpot Sales Blog, want to do our part to make sure you prospect as effectively as possible. They have tools that check themselves if they become overly stuck on the ground or unmoored in unrealistic expectations.

Sales 115

Sales Prioritization CRM Communication 115

MDI Training

MARCH 14, 2024

In this blog article, we will introduce you to the first pillar of the 3P model – Purpose. Maintaining performance and much more is expected of you as a leader. Another customer decided to reduce the number of office buildings to 60%. Enjoy reading! What does hybrid even mean? If it doesn’t fit, you look for another job.

Digital Transformation 52

Digital Transformation Leadership Artificial Intelligence Digitalization 52

Hubspot Sales

MAY 26, 2023

Inbound Calls Simply put, an outbound call is made by the call center representative to a prospect while an inbound call is made by a customer or prospect to the business or organization. What do I do if a customer I called about an upgrade actually wants to cancel or downgrade?

Emotional Intelligence 103

Emotional Intelligence Software Software Communication 103

Customer Think

APRIL 29, 2021

When a company tells a customer they’ll deliver product X by a certain date and fail to do so, it can cause their reputation, or brand, to suffer. Businesses rely on logistical management, or logistics, to avoid these problems and meet their customer’s expectations. It’s about […].

Logistics 133

Logistics Meetings Management 133

Apptivo

JUNE 23, 2021

Apptivo has made another step in improving the user experience and meeting user expectations. Introduced Renaming Feature For Custom Apps. Introduced Renaming Feature For Custom Apps. From this update, we have further enhanced the Custom application to modify the name of the app as per your preferences.

Meetings 85

Meetings Communication Sales 85

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. Ready to increase customer lifetime value? Try ARPEDIO's Account-Based Selling Platform! Let's talk!

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

Showpad

JANUARY 8, 2021

For some organizations this wasn’t really new, apart from the fact that it was the only way to interact with prospects and customers. You may be thinking, “We run all our meetings online and provide almost every enablement service in a digital way. What almost nobody expected, happened: it worked.

Virtual Selling 144

Virtual Selling Finance Digitalization Digital Transformation 144

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.

Account Management 52

Account Management Management Client Relationships Account Planning 52

Customer Think

JUNE 13, 2023

Superior customer experience hinges on seamless customer journeys. We build strategies around this, design CX programs, and map the journeys of customer personas, all with the aim to meet customer expectations and provide wow moments along that journey.

Customer Experience 59

Customer Experience Meetings 59

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