Strategic Account Management Association

FEBRUARY 23, 2021

The first thing we did was to classify the organizations, at which point four distinct organizational categories emerged: Hierarchical. For more on creating teams within the strategic account management program, see “Addressing the New Normal: Creating Liquid Strategic Account Teams,” in the Fall 2020 issue of this magazine.)

Telecommunications 520

Telecommunications Decision-making Account Management Organization 520

Red Star Kim

JANUARY 16, 2023

In past recessions, the UK professional services weathered tough economic times well – albeit with significant redundancies and restructurings and some consolidation/mergers. It is a natural reaction in tough times to focus on operational efficiency – it is a prudent and standard response of professional services firms during recessions.

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130

Miller Heiman Group

DECEMBER 30, 2019

2020 starts tomorrow—and that’s got us feeling reflective. Over the course of this year, our blog took sales and services on a journey, with stories about practical challenges in growing prospects, advice for sales leaders anticipating a recession, conversations with major sales influencers like Neil Rackham and much more.

Sales 49

Sales Stakeholders Sales Management Facilitation 49

Hubspot Sales

NOVEMBER 17, 2020

2020 has been a year of massive change. But what does "growth" mean in 2020? In August 2020, Yelp reported that 165,735 businesses indicated that they have closed, and 97,966 (60%) of those were reported as permanent closures. The findings boil down to three main categories: Sales models and technology. Your customer.

Virtual Selling 126

Virtual Selling Shareholders Decision-making Communication 126

MTD Sales Training

APRIL 19, 2020

In its third edition of ‘the State of Sales’ report in 2020, SalesForce reported that “Sales reps have increased their time connecting virtually with customers at a rate 3x greater than connecting in person.”. We have a specific Virtual Selling category on this blog with plenty of other tips and techniques to help you sell remotely.

Meetings 62

Meetings Virtual Selling Decision-making Software 62

SBI Growth

MARCH 17, 2020

With the uncertainty of CoVid-19 looming over your market and your customers’ markets, are you finding your already taxed forecasting processes are reaching their breaking point or leaving you with more questions than answers? Whether it’s a financial crisis, natural disaster,

Marketing 122

Marketing Supply Chain Finance Organization 122