Strategic Account Management Association

APRIL 5, 2021

By Jacques Sciammas, President, Selling to Executives. In the age of convenience, where same-day deliveries have become the gold standard and news articles are now conveniently timed down to the second, our need for accurate and concise information has never been more pressing. The 10-K report: Why bother? But very few bother with the 10-K.

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Red Star Kim

MARCH 1, 2024

At the recent Training – PM Forum on “ Buy-in, engagement and stakeholder management ” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland. Achieve more engagement and buy-in: Relationships, Plan, Expectations, Benefits, Persuasion and Training. Everyone is different.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Red Star Kim

FEBRUARY 28, 2023

There were comments about the importance of the Employee Value Proposition (EVP) which is similar to the firm’s overall brand but with a focus on what value there is for potential employees. Strong and clear policies and procedures, appropriate metrics and regular reviews of employee and client needs were needed.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

MDI Training

AUGUST 17, 2023

Promoting Cohesion and Retaining Talent: Leadership in Focus In a changing world of work, where motivation and employee retention are crucial, leaders are increasingly in the spotlight. The motivation of European employees is in danger People lack recognition for their performance.

Leadership 52

Leadership Digital Transformation Digitalization Artificial Intelligence 52

Mercuri International

MARCH 28, 2023

In our series of three short blog posts, we’ll be taking a look at some of the key issues facing HR as they navigate the increasingly complex landscape of 2023. First, it’s about building trust internally – between employer and employee and between employees. The Future State of Trust 2022 Report”, Mercuri Research.

Remote Working 52

Remote Working Client Relationships Facilitation Communication 52

Hubspot Sales

MAY 19, 2020

There are many reasons you may choose to purchase an account-based strategy. We’ll do a brief overview of the most common reasons first. There’s no doubt that Account-Based Marketing (ABM) is hot right now. According to HubSpot's State of Marketing Report, more than 67% of brands are leveraging it in 2020. Because companies get stuck.

Decision-making 115

Decision-making Management Acquisition Value Proposition 115

Hubspot Sales

JUNE 6, 2022

Sales reps run into trouble when they try to go into a call totally cold. The modern buyer doesn't have the patience to address basic questions with answers that anyone can find through a cursory search — nor do they have the time to fill you in on their challenges. Either way, that deal is probably going nowhere. Or have they done this many times?

Sales 127

Sales Publishing Decision-making Media 127

AchieveIt

JANUARY 16, 2024

Ineffective management during change initiatives can result in resistance from employees and key stakeholders, disruptions in workflow, decreased productivity, and ultimately, failed initiatives. Promoting ongoing skill improvement and knowledge growth empowers employees and team members to confidently navigate changes.

Management 52

Management Decision-making Leadership Facilitation 52

Apptivo

JUNE 14, 2021

They invest in advanced automation tools to streamline their operations and put together the inter-departmental engagement. They invest in advanced automation tools to streamline their operations and put together the inter-departmental engagement. For this, there has to be efficient management of customer relations.

CRM 98

CRM Retail Software Software 98

Brooks Group

SEPTEMBER 15, 2022

In this post, we will discuss three reasons why companies should invest in team sales training. In this post, we will discuss three reasons why companies should invest in team sales training. Here are five ways in which investing in a sales team builds stronger team relationships: Establish Trust.

Sales Training 52

Sales Training Sales Negotiation Communication 52

ACT

MARCH 21, 2023

In this blog, we’ll delve deeper into the current professional services market and discuss a few noteworthy industry trends. This can be attributed to sustained GDP growth in countries like India, which will skyrocket investments in end-user markets. That, in turn, implies further struggles for the professional services industry.

Digital Transformation 52

Digital Transformation Remote Working Artificial Intelligence Client Relationships 52

Mercuri International

SEPTEMBER 28, 2020

Gamification is a hot trend in training – in this blog post we’ll look at how we can apply it and what benefits we can expect. While that figure is expected to be roughly 5% less in 2020 (for obvious reasons), it’s predicted to rebound in 2021, rising 3% (Training Industry, 2020). The challenge. So what’s going wrong?

Manufacturing 98

Manufacturing Innovation Communication Marketing 98

PandaDoc

APRIL 17, 2024

The importance of knowing ACV in sales ACV is an important metric for a variety of reasons. Which customers are investing the most in your organization? Is a customer beginning to invest less in your contracts? Within these companies, this metric can be used by employees across various roles. “What is ACV in sales?”,

Sales 52

Sales Internet Profitability CRM 52

Hubspot Sales

APRIL 25, 2023

Other anecdotal evidence suggests burnout induced by long working hours could be a core reason consultants quit the jobs they once worked hard to get. The base salary for entry-level consultants at top-tier consulting firms is $83,500 a year, according to CaseInterview , a reputable management consulting blog. What is consulting?

Healthcare 92

Healthcare Insurance Shareholders Interpersonal Skills 92

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”. I’ve summarised the key points here as a supplementary learning resource for the delegates. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

ACT

MAY 10, 2021

Perhaps that’s why as many as 70% of customers prefer to learn about a company through an article, blog, or other source instead of an ad. This is why blogging can be a great marketing tool because, when done well, as it fosters conversations that enable customers and prospects to get to know, trust, and like you over a period of time.

Small Business 52

Small Business Marketing Advertising Internet 52

Brooks Group

OCTOBER 25, 2022

Finding the ideal employee from a pool of candidates can be difficult, and if the pool is significant, it can be incredibly time-consuming as well. This is the primary reason to implement pre-employment assessments in your hiring process. There’s also another reason that efforts to reduce turnover are so crucial: morale.

Acquisition 52

Acquisition Decision-making Sales Training Negotiation 52

Brooks Group

FEBRUARY 28, 2023

Types Of Sales Goals Sales leaders have an unlimited number of milestones to pick from to motivate their employees. Now that we have explained some examples of primary goals, let’s dig into the stellar reasons a sales manager should implement them. Here are the top three reasons you should establish sales goals for your company.

Sales 52

Sales e-Learning Profitability Acquisition 52

Nutshell

MAY 11, 2023

In this blog post, we’ll explore what AI is, how AI can be used in sales, and the benefits and challenges of using AI for sales. In this blog post, we’ll explore what AI is, how AI can be used in sales, and the benefits and challenges of using AI for sales. Table of Contents What is artificial intelligence? How can sales teams use AI?

Artificial Intelligence 118

Artificial Intelligence Sales Decision-making CRM 118

Brooks Group

MARCH 28, 2024

If you only engage with lower-level employees, you may get bogged down discussing product features, technical requirements, etc. If you only engage with lower-level employees, you may get bogged down discussing product features, technical requirements, etc. Why is selling to the C-suite so critical? You get stuck in the weeds.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Red Star Kim

NOVEMBER 9, 2023

There’s a satisfying emphasis on employee engagement throughout the strategy process. Being easy to read, short and jargon-free The Strategy Book (FT Publishing, 2012) is a considerable achievement bearing in mind the subject matter. I wish I’d had access to such a book when I studied for my MBA.

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Arpedio

MAY 23, 2023

Sales Coaching – Make Every Sales Rep a Top Performer ← Back to blog Coaching sales reps is vital! And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer. The Pareto Principle​ 6. Sales Coaching Software​ What is Sales Coaching?

Sales 52

Sales Account Management Stakeholders CRM 52

Hubspot Sales

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. It's the jumping-off point for every closable deal — and doing it effectively can be the difference between maintaining a steady stream of productive opportunities and your sales process never getting off the ground. But what is B2B prospecting?

B2B 95

B2B Decision-making CRM Communication 95

Apptivo

APRIL 16, 2021

All these benefits of CRM integrations help in improving employee productivity and customer experience. The real reason behind the need for CRM integrations was the challenges that the businesses had to face such as wastage of resources on repetitive tasks, difficulty in data sync across the platform, reduced data quality, etc.

CRM 69

CRM Facilitation Customer Experience Software 69

Apptivo

AUGUST 24, 2023

” We’re about to expose the fundamental five benefits that mobile CRM bestows on your organization in the pages of this blog, repeating Shakespeare’s words: “The readiness is all.” Mobile CRM use cases 5. Criteria to look for while choosing a Mobile CRM 6. ” Let’s begin with some basics of Mobile CRM.

CRM 52

CRM Manufacturing Transportation Logistics 52

Insightly

DECEMBER 19, 2023

Decline in employee morale and productivity Fortunately, there are plenty of steps you can take to improve customer satisfaction, increase retention rates, and ultimately reduce churn rate. Top 5 reasons why customers churn 1. Top 5 reasons why customers churn 1. Let’s talk about churn: the enemy of growth.

Acquisition 52

Acquisition Customer Experience Onboarding Value Proposition 52

Insightly

DECEMBER 19, 2023

Decline in employee morale and productivity Fortunately, there are plenty of steps you can take to improve customer satisfaction, increase retention rates, and ultimately reduce churn rate. Top 5 reasons why customers churn 1. Top 5 reasons why customers churn 1. Let’s talk about churn: the enemy of growth.

Acquisition 52

Acquisition Customer Experience Onboarding Value Proposition 52

Apptivo

JUNE 1, 2022

The Best Reasons to Use a Cloud-Based CRM. The phrase “web-based CRM” is commonly referred to for many other reasons. Features of a Cloud-Based CRM Compared to Traditional On-Premise CRM. Make the Switch! Hearing about the cloud surely isn’t new to a lot of people. It’s not the ones above floating in the sky.

CRM 52

CRM Internet Software Software 52

Nutshell

AUGUST 21, 2020

With over a hundred and one different things that could kill your cloud software business, poor marketing is the slow poison that can put it to sleep for good. With every SaaS market crowded these days— G2 lists over 2,800 solutions for “ CRM ” alone—there’s little room for error in your marketing. Product complexity. Target users.

Marketing 142

Marketing Onboarding Media B2C 142

Insightly

NOVEMBER 17, 2022

Key CRM best practices include a CRM adoption strategy, CRM customization, capturing the right data, employee training and implementing user-friendly features to track customer interactions and identify sales opportunities. In this blog post, let’s explore each of these best practices more closely. Carefully select your CRM software.

CRM 52

CRM Decision-making Onboarding Procurement 52

Scovel

MAY 10, 2021

Below are the reasons why your company should consider a Digital Marketing Consultancy. They get paid for only the actual work produced, unlike an inhouse full-time employee. So, you’ll need to consider a Digital Marketing Consultancy to help focusing on or avoiding certain strategies to ensure you maximize investments.

Digitalization 59

Digitalization Marketing Advertising Media 59

QYMATIX

OCTOBER 18, 2022

AI is therefore assistance for sales without making employees obsolete. This primarily refers to sales processes under the influence of AI tools that make the work of sales employees easier, optimize operations and take away tasks that are perhaps not so readily done. The Benefits of AI in Sales have been known for Years.

Artificial Intelligence 40

Artificial Intelligence Telecommunications Sales Decision-making 40

Hubspot Sales

AUGUST 12, 2020

If salespeople cannot add value beyond the information buyers can find on their own, the buyer has no reason to engage with salespeople at all. Today, the information that buyers need to make a purchase decision is just a click away. The power in the buying and selling process has shifted from the seller to the buyer. What is inbound sales?

Sales 139

Sales Decision-making Healthcare Value Proposition 139

PandaDoc

FEBRUARY 9, 2021

Unfortunately, for one reason or another, the decision-maker never arrives to push the deal forward. If they can’t give you a reasonable range (or any range at all) then you could be dealing with someone who has no intention to make a deal. Lots of employees are tasked with doing purchasing research. That’s the problem.

Decision-making 111

Decision-making Profitability Advertising Negotiation 111

Hubspot Sales

FEBRUARY 13, 2018

Write blogs. How do I generate leads? Use social media to find prospects you can help. Offer consultations via LinkedIn. Get referrals from current customers. Ask your personal network. Attend a networking event. Revisit closed/lost opportunities. Implement an email sequence. What if you have to generate your own leads?

Marketing 111

Marketing Media B2C Digitalization 111

PandaDoc

SEPTEMBER 13, 2021

This can be useful for startups or established businesses that do not want employees, vendors, or other third parties sharing information about your patent. Employee NDA. Even if you’re unsure what may qualify as confidential information, having employees sign an NDA before joining the company sets a good privacy standard.

Investors 52

Investors Business Planning Government Negotiation 52

Arpedio

JULY 11, 2022

Back to blog. Combining Product-led Growth and Account-Based Selling. ? If you’re not doing account-based selling (ABS), chances are you’re not selling at your full potential. In this much anticipated talk with Chet Lovegren, we look at ABS as a strategy that continues to work, and how you can combine it with product-led growth.

B2B 52

B2B Account Management Customer Success Leadership 52