Strategic Account Management Association

FEBRUARY 3, 2022

But as a provider of a robust set of sales management and methodology capabilities , our teams work with some of the biggest sales organizations in the world. How we’re able to step up and continue to serve these customers depends on our ability to collaborate internally and prioritize our finite resources to deliver maximal value.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

Mike Kunkle

MAY 30, 2023

Some environments (and company leaders) do not support root-cause diagnosis, effective solution design, sound implementation, and the adoption, behavior change, and mastery that are required to improve organizational performance. But we’re not always going to have the luxury of ideal situations. It’s not a surprise.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

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. It drives individuals and organizations to explore, evaluate, and invest in a product or service. It helps you effectively engage and convert your audience into loyal customers.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Sales Outcomes

JANUARY 15, 2024

Several organizations we speak with express a desire for better sales and marketing alignment. ” When sales and marketing organizations do things on their own in an ad-hoc manner, go-to-market execution suffers. Aligning marketing and sales teams can be challenging for many organizations.

Marketing 52

Marketing Finance Stakeholders Prioritization 52

Planview

JANUARY 30, 2024

As organizations rush to capitalize on AI strategies, many of them meet the same challenge they’ve met before – strategic drift. The consequences reach everyone in the company’s orbit, from employees and executives to stakeholders and customers. Strategic drift could cost organizations up to $1.4 What’s old is new again.

Stakeholders 52

Stakeholders Prioritization Government Leadership 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! 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! Let’s dive in!

Account Management 52

Account Management Communication Management Artificial Intelligence 52

Showpad

DECEMBER 16, 2021

These pillars are interconnected, and combined approaches result in better customer engagement; for example, we cannot create quality content or training if we don’t look at the data, and we won’t have good data if no one knows how to use our platform.”. Our last area of focus, and probably the most relevant, is customer engagement.

Value Proposition 52

Value Proposition Account Management Decision-making Digitalization 52

Insightly

MARCH 25, 2024

Unsurprisingly, CRM, or Customer Relationship Management , is the foundation of any successful sales and marketing strategy. It encompasses a wide range of practices, technologies, and methodologies to nurture relationships with prospects and customers. What is Lead Management?

CRM 52

CRM Management Prioritization Communication 52

Sales Outcomes

NOVEMBER 7, 2022

Every business wants to increase its customer base while decreasing the number of customers who leave. This blog post will discuss the steps your organization can apply to identify, measure, and reduce customer churn. customer behavior that indicates dissatisfaction). It can be a daunting task.

B2B 52

B2B Prioritization Organization Meetings 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

Arpedio

OCTOBER 20, 2023

Understanding the power of a stakeholder matrix – A comprehensive guide Relationship Mapping Software ← Back to blog In the dynamic landscape of account management, understanding your clients’ needs, expectations, and concerns is paramount to building lasting and mutually beneficial relationships. Let's talk!

Stakeholders 52

Stakeholders Account Management Client Relationships Decision-making 52

Showpad

MARCH 3, 2020

Sales operations (sales ops) and sales enablement are terms used often within an organization. Sales reps need support to drive growth and increase likelihood of success, whether they’re going through initial onboarding, working through the buyer’s journey or collaborating with marketing. Setting territory structure.

Logistics 100

Logistics Sales Onboarding CRM 100

Mike Kunkle

AUGUST 27, 2019

Let’s start with a list of the types of organizational learning that you should have in place (or should consider, based on organization size, resources, and budget) to support sales employees. Deepening customer/buying acumen and domain expertise. Supporting the successful implementation of a new. I fully support this.

Sales 130

Sales Onboarding Leadership Sales Training 130

Arpedio

DECEMBER 14, 2023

Maximize Your Team with Sales Enablement Tools Explore the ARPEDIO platform ← Back to blog Table of Contents In the ever-evolving world of sales, staying ahead of the curve is key to success. It requires a comprehensive approach that aligns with your business objectives and supports your sales team throughout the entire buyer journey.

Sales 52

Sales Software Software Account Planning 52

Arpedio

FEBRUARY 15, 2024

In this blog post, we delve into the dynamic realm of sales strategy by exploring the concept of Mobilizers and the renowned Challenger Sales methodology. They champion innovation, challenge the status quo, and prioritize value-driven solutions that address their organization’s strategic objectives and pain points.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Insightly

DECEMBER 28, 2023

Let’s take a look in this blog post. It encompasses various tasks and responsibilities aimed at optimizing the sales process and supporting sales representatives in achieving their targets. Since CRM is crucial to a sales organization, it is one of the core applications used by the sales operations team.

Sales 52

Sales CRM Software Software 52

Insightly

DECEMBER 28, 2023

Let’s take a look in this blog post. It encompasses various tasks and responsibilities aimed at optimizing the sales process and supporting sales representatives in achieving their targets. Since CRM is crucial to a sales organization, it is one of the core applications used by the sales operations team.

Sales 52

Sales CRM Software Software 52

Mike Kunkle

JUNE 12, 2022

If your business model includes SaaS or ongoing revenue streams, flow transactions or purchases, speak with your largest customers to understand not only their condition and how you can support them, but also how their current state may impact you. Sales Force Structure. Reengineering Sales Performance. Sales Role Requirements.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Zendesk

AUGUST 4, 2021

Because cloud computing is the norm in our distributed, digital-first world, and startups need digital-first support strategies to help them grow by gaining and retaining customers. Scaling your startup with customer service. “In How can SaaS startups ensure they’re building a customer-focused organization – and why should they?

Software 98

Software Software Decision-making Investors 98

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. What does it take to make sure a customer cooperates without curveballs or pitfalls?". Increase lead-to-customer conversion rate by X.

Meetings 121

Meetings Construction Publishing Stakeholders 121

SalesGlobe

FEBRUARY 13, 2023

We find these typically include at least one and up to five of these areas: financial, customer, product, role, and coverage model priorities. For more on role definition, see the first blog in this series. Remember they will formulate their own opinions from the water cooler to the virtual chatroom if you don’t manage the message.

Acquisition 52

Acquisition Innovation Retail Communication 52

PandaDoc

APRIL 17, 2024

Well, are you a SaaS company or an organization that deals with yearly or multiyear subscriptions and/or contracts? Calculating ACV can deliver many benefits , from increased customer retention to better forecasting. The former tracks revenue from individual customers, whereas ARR looks at total revenue. we hear you ask.

Sales 52

Sales Internet Profitability CRM 52

Nutshell

FEBRUARY 21, 2023

In this blog post, we’ll discuss 8 of the most effective lead management best practices. Lead management is the process of collecting lead information and nurturing them until they convert into customers. If you don’t have one, it’s time to create one to structure your sales team’s activities.

Management 62

Management CRM Prioritization Organization 62

Brooks Group

MARCH 21, 2024

It turns out, most sales organizations are not using the most effective sales questioning techniques. That means sales organizations are leaving a ton of potential on the table when it comes to questioning. Because they aren’t doing discovery well, most organizations are leaving significant potential revenue on the table.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Insightly

JUNE 20, 2023

A Customer Relationship Management (CRM) system is a vital tool for managing and analyzing customer interactions and data. In this blog post, we will outline the key steps to perform a comprehensive CRM audit. Pay attention to any customization or integration details specific to your organization.

CRM 52

CRM Stakeholders Management Software 52

QYMATIX

NOVEMBER 8, 2022

Sales people often reach their goal – the sale of one or more products – even without technical support. For example, through superfluous contact attempts, customers who leave the company, or unrealized price potential. I assume you are good at your job, know your customers and their needs very well.

B2B 52

B2B Artificial Intelligence Sales Software 52

Brooks Group

MARCH 27, 2023

Further, alignment to optimizing the customer experience, compensating employees, automating processes, and analyzing and reporting performance metrics leads to true cohesion. This post is an acting guide on efficient sales operations team structure! Support sales teams in finding new leads and prospects (both inbound and outbound).

Sales 52

Sales Advertising Sales Training Profitability 52

Brooks Group

NOVEMBER 8, 2023

Increase revenue Grow new business Improve margins Retain customers Enhance customer experience. Growth means retaining existing customers and breaking into new channels. NEED: Company needs to retain customers and break into new channels. Make sure that your compensation structure supports your strategy.

Supply Chain 73

Supply Chain Sales Sales Training Organization 73

Hubspot Sales

APRIL 25, 2023

You can ask ChatGPT to include a statistic from a certain blog link, Mendes suggests. Research Buyer Personas AI gathers customer data on a massive scale. Perform Sentiment Analysis How customers react, interact, and respond to marketing emails can provide valuable insights. Rewrite this email based on this.”

Sales 97

Sales Emotional Intelligence CRM Decision-making 97

Red Star Kim

SEPTEMBER 29, 2023

A key consideration is the value a brand delivers to its customers or clients. And also to support cross-selling and enhance the client experience. Some observed that as the pace of change continued relentlessly, we all needed to be constantly updating our knowledge and skills. How do you stand out from your peers?

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Hubspot Sales

JANUARY 18, 2021

However, when using a combination of tools that aren't meant to be mixed together, the result may be internal misalignment, missed deal opportunities, ineffective collaboration, and a poor customer experience. That’s where customer relationship management (CRM) software comes into play. Track deals. A CRM makes it easy to track deals.

CRM 131

CRM Software Software Communication 131

Clarity Engagement Solutions

NOVEMBER 9, 2020

The idea behind a well-structured Key Account Management (KAM) reward program, is that the recipient should be compensated in alignment with the value they bring to their organisation’s customer engagement efforts and their individual performance. So, why shouldn’t KAMs be compensated for the time they invest in each account?

Key Account Management 91

Key Account Management Account Management Management Stakeholders 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

The idea behind a well-structured Key Account Management (KAM) reward program, is that the recipient should be compensated in alignment with the value they bring to their organisation’s customer engagement efforts and their individual performance. So, why shouldn’t KAMs be compensated for the time they invest in each account?

Key Account Management 91

Key Account Management Account Management Management Stakeholders 91

Apptivo

DECEMBER 12, 2022

At scale, FSM will help to be organized and is essential for effective and efficient management of your business operations. It is therefore imperative that businesses – especially large manufacturers – have to manage the service team efficiently to retain customers. Benefits to Customers. billion in 2021 to $8.06

Software 98

Software Software Management Decision-making 98

Planview

MAY 23, 2022

For services professionals today, there are many discussions centered around the differences between managed services vs professional services, as well as which one is the right fit for your organization. Professional services organizations can also vary based on their structure.

Management 52

Management Cybersecurity Profitability Digital Transformation 52

Red Star Kim

AUGUST 24, 2023

And there’s a pragmatic guidance on pitching, pricing (six things clients consider, a table of alternative fee structures ) and a simple project management methodology. There’s an overview of the main functions in a business and organisational design – to support cross-functional collaboration. It’s a pleasure to read.

Finance 130

Finance Government Profitability Banking 130