Strategic Account Management Association

JUNE 22, 2021

By Roshni Patel, Customer Success Manager, Royal Ambulance. Decrease the time case managers spend on scheduling patient transport. Once the case has been reviewed by a case manager, an alert is sent to Royal to begin allocating resources for transport. New Business Opportunities.

Transportation 520

Transportation Insurance Healthcare Prioritization 520

Shapecast

AUGUST 7, 2020

For many industries, this will be a time of great challenge, but with any great challenge, there is opportunity for the brave and the agile. A strategic opportunity management methodology. The methodology breaks down into the following stages, each of which is discussed in more detail : Identify & grade new opportunities.

Management 52

Management Suppliers Stakeholders Digital Transformation 52

CMOE

MAY 9, 2023

For the best women’s entrepreneur blogs across the internet, CMOE has put together these 18 sites for exceptional inspiration, motivation, and advice to help women in business succeed. The blog offers strategies to develop relevant skills, traits, and plans of action to make a meaningful impact in any industry.

Finance 52

Finance Leadership Small Business Publishing 52

Mike Kunkle

DECEMBER 21, 2023

Introduction I’ve published newsletters and blog posts recently about overhauls and full-fledged transformations, but today, I want to talk about some minor tweaks that can deliver significant improvements in sales force performance. Note: as part of discovery, incorporate opportunity qualification, properly.

Sales 289

Sales Decision-making Value Proposition Sales Training 289

Hubspot Sales

JULY 19, 2018

So, I’ve put together a carefully curated list of the best real estate blogs to follow in 2018. Real Estate Blogs Every Realtor Should Read in 2018. CRE Online Blog. Gathering leads, real estate marketing and personal branding, and even training opportunities -- Keller Williams’ Blog has it all. Redfin Blog.

Investors 128

Investors Finance Marketing Construction 128

SalesGlobe

SEPTEMBER 1, 2022

Change Management Best Practices. And I have with me today my friend and former colleague, Allison Tignor, who is a change management consultant. And I just transitioned to a full time change management consultant about four and a half years ago. And what is change management? Gail Wright . Gail Wright . Allison Tignor .

Management 52

Management Stakeholders Retail Communication 52

Mike Kunkle

APRIL 8, 2023

And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. 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. It’s entirely possible.

B2B 211

B2B Decision-making Sales Stakeholders 211

Showpad

DECEMBER 5, 2021

I’ve worked myself into a marketing job, but 80% of my career has been in sales, account management, and creating marketing programming and other services to support sales teams. . My passion is around creating customer value—and I saw an opportunity to do this at Kaiser Permanente. . As an example, we have an 80/20 rule.

Digitalization 98

Digitalization B2B Sales Customer Value 98

Sales Outcomes

AUGUST 16, 2021

Shifting from Sales Emails to Blog-Form Emails: B2B Sales-Centric Emails are Dead. Shift to Blog-Form Emails. How to Get Started with Blog-Form Emails. The bulk of the sales enablement effort for these clients focuses on helping salespeople prepare, initiate and manage an initial meaningful conversation. and stick to it.

Virtual Selling 52

Virtual Selling B2B Suppliers Sales 52

Mike Kunkle

MARCH 31, 2023

Sales Process A sales process is a series of stages that an opportunity moves through. 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.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Red Star Kim

DECEMBER 19, 2023

So where accidents happen there is an opportunity for personal injury solicitors who manage complex cases. Media coverage was obtained in The Guardian, realbusiness, People Management, CityAM and Changeboard (a global HR community). And to recruit new freelance lawyers early in their careers.

Media 130

Media Insurance Marketing Emotional Intelligence 130

The Center for Sales Strategy

JUNE 26, 2023

As a sales manager, you've realized that the sales world is not a constant, static environment. Understanding the seasonal nature of sales is crucial for any business to thrive and adapt to the challenges and opportunities that arise throughout the year.

Sales 117

Sales Sales Management Management 117

Showpad

JANUARY 12, 2023

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. . Ljiljana’s tips for leading change management . Wherever there is an opportunity to simplify, take it .

Digital Transformation 59

Digital Transformation Management Digitalization Sales 59

Mike Kunkle

NOVEMBER 21, 2023

Just as with a complex sales opportunity, the real-world is rarely that single-threaded. Training and Education: Training programs for staff on system operation, maintenance, and best practices for air quality management. Hence, the topic of “Using Multi-Factor Analysis to Maximize Sales Performance Improvement.”

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Hubspot Sales

APRIL 15, 2024

It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible. These clients are also open to new, often ‘stretch’ conversations with people they don't know and create opportunities for random interactions.

Sales 113

Sales Prioritization CRM Communication 113

Red Star Kim

NOVEMBER 13, 2023

It was good to meet the private client lawyers – some recently promoted to head of department – for a workshop on “ Managing and growing your private client practice” earlier this month. Private client management and marketing: Business plans, recruitment, assessments and automation.

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Mike Kunkle

OCTOBER 8, 2023

Sales enablement equips the sales force with the mindsets, knowledge, skills, and tools to generate their own leads, convert marketing/demand gen leads, and turn both leads into opportunities they can win. In most corporations, the product function typically falls under the broader umbrella of Product Management.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Account Manager Tips

FEBRUARY 28, 2021

What skills do key account managers need? Key account management is a profession in demand. Key Account Managers are in demand by companies now more than ever. Customer Success Manager #7. Companies are under enormous pressures and need account managers with the right skill set to help them navigate the challenges.

Key Account Management 246

Key Account Management Account Management Management Decision-making 246

Mike Kunkle

AUGUST 8, 2023

When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. Going beyond these three functions, there is an opportunity to align across other departments as well, in support of the customer-facing staff that serves buyers and customers. This is a definite growth killer.

Sales 188

Sales Prioritization Innovation Leadership 188

Mike Kunkle

MAY 30, 2023

It’s organizational behavioral change management, for sure, and requires both smart and hard work. Use John Kotter’s change management advice and “Build a Guiding Coalition.” For the remaining steps, see the blog post already referenced above , as well as the webinar and the eBook , to optimize your efforts. It’s not a surprise.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Red Star Kim

OCTOBER 10, 2023

When your employees want to learn a new skill, they typically don’t Google it or refer to your learning management system (LMS) first; 55% of them ask a colleague. That same poll found that managers are critical to the experiences that younger employees have at work, accounting for “at least 70% of the variance in engagement scores.”

Artificial Intelligence 130

Artificial Intelligence Emotional Intelligence Decision-making Digitalization 130

Red Star Kim

NOVEMBER 1, 2023

Data – CRM (Client Relationship Management) and CDP (Client Data Platforms) are often lacking. Processes and skills for managing opportunities and pipelines can be lacking. Systems didn’t guide, track or monitor sales opportunities, pipelines and performance. tenders converted and revenue generated).

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Mike Kunkle

OCTOBER 2, 2022

In contrast, modern, professional, B2B selling should be about finding people who have problems you can solve or opportunities you can enable, who have the ability and intent to address these challenges or opportunities, to help them get the results they want. SPARXiQ Blog: [link]. Distribution Strategy Group Blog: [link].

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Red Star Kim

MARCH 17, 2023

I’ve tried to summarise his key points here: Marketing in the Metaverse – An opportunity for professional services firms? Recently, I was struck by how many of my marketing manager apprentices – who are generally in mainstream marketing – highlighted the metaverse and experiential marketing in their trends presentations.

Marketing 130

Marketing Transportation Leadership Digitalization 130

Red Star Kim

OCTOBER 13, 2023

At the 28 th PM Forum Annual Conference in September I (in my capacity as Head of Training and Learning Transfer of the Managing Partners’ Forum and PM Forum), co-presented breakout sessions with Julie McConnell of international law firm White & Case. Senior management and human resource professionals stressed the need for transparency.

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

Mike Kunkle

AUGUST 30, 2023

Enablement professionals don’t market, they don’t sell, and we don’t directly manage front-line sellers nor sales managers. Some might question the efficacy of these enablement professionals, even though they can’t personally direct the course of the front-line sellers and their managers. The answer is, one bite at time.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Showpad

NOVEMBER 16, 2021

What opportunities are you looking to maximize? . I used to travel around the world when I was in a different business segment managing our dealers and agents from a marketing standpoint. Valmont Industries is early on in its sales enablement journey. What’s one value you see in moving to a digital sales environment? It’s possible.

Digital Transformation 98

Digital Transformation Digitalization Marketing Sales Environment 98

Mike Kunkle

FEBRUARY 5, 2023

Total Quality Management (TQM), Business Process Management (BPM), Six Sigma, and Lead Sigma are powerful methods for this sort of work. The seller side can actually align to the larger customer lifecycle with the “sales process” or Opportunity Management aligning with the buying process or purchase pursuit.

B2B 198

B2B Sales Decision-making Negotiation 198

Arpedio

MARCH 5, 2024

In the intricate dance of business success, one partner often overlooked is account management. 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.

Account Management 52

Account Management Management Client Relationships Prioritization 52

Red Star Kim

FEBRUARY 8, 2024

But when we look at business development, sales and relationship management competency frameworks for fee-earners (as opposed to professional sales people) there is less clarity. Pipeline analysis – Looking at the range of contacts in a fee-earner’s network, categorise them into stages of the sales funnel or opportunity pipeline phases (e.g.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

NOVEMBER 9, 2023

Look for opportunities and threats and explore them with imagination, ambition and a creative understanding of customers, products and resources. When should we react to new opportunities and adapt plans? What are senior managers scared of? And a reminder to react to opportunities as well. overall purpose?)

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Red Star Kim

SEPTEMBER 26, 2023

increasingly M&BD professionals play a part on the front line of client contact for example, as account managers) Client concentration? In this case, account managers liaise with the fee-earners. For example, there will be senior M&BD managers who delegate implementation and operations to M&BD executives and assistants.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Showpad

JUNE 6, 2022

Meet Tricia Westfall, a Senior Manager for the Sales Capability Planning & Enablement team at Kaiser Permanente. The opportunity came once the sales rep saw the proposal was opened up. How has your role changed over the last year? But this time, we could actually see that the customer never even opened up the proposal.

Virtual Selling 52

Virtual Selling Decision-making Sales Digitalization 52

Arpedio

FEBRUARY 15, 2024

Together, they manage extended sales cycles, ensure transparency in account planning, and facilitate smoother transitions between sales professionals. Relationship Mapping & Org Chart Manage internal and external relationships with key stakeholders. Account Management Build powerful account plans in Salesforce.

B2B 52

B2B Account Planning Facilitation Sales 52

Arpedio

FEBRUARY 2, 2024

8 Game-Changing Benefits of Account-Based Selling Explore ARPEDIO's Account-Based Selling Platform ← Back to blog In the world of sales, where personalization is paramount, it is almost impossible to overlook the significance of Account-Based Selling (ABS). Account Management Build powerful account plans in Salesforce.

Account Planning 52

Account Planning Account Management Facilitation Stakeholders 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. On the positive side, a career in sales can provide unparalleled earning potential, the freedom to control your own destiny, and the opportunity to hone a diverse skillset that is valued across industries.

Sales Training 67

Sales Training Sales Decision-making Negotiation 67

Mike Kunkle

NOVEMBER 23, 2023

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. A full-scale methodology implementation is a change management project.

Sales 258

Sales Finance Decision-making Profitability 258