Strategic Account Management Association

FEBRUARY 2, 2021

COVID-19 has accelerated a trend already underway toward increased virtual interactions between customers and their suppliers. As vaccines are distributed and we move beyond the most acute phase of the pandemic, most salespeople believe virtual selling is here to stay. Just 5 percent report no success at all ( Figure 3 ).

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

Miller Heiman Group

DECEMBER 21, 2020

COVID has greatly affected the buying and selling process. A recent Korn Ferry survey of global sales organizations revealed that virtual selling is here to stay, with fewer than 2% expecting the changes to be temporary. Changes include the addition of more, and likely new, stakeholders entering the buying and selling process.

Virtual Selling 122

Virtual Selling Stakeholders Meetings Facilitation 122

Arpedio

MAY 23, 2023

By coaching salespeople on how to listen, communicate, and understand and meet customer needs, they can create a positive customer experience, leading to higher customer satisfaction and loyalty – and thus higher retention rates. Start by centralizing your account and stakeholder data in Salesforce! Let's talk! Let's talk!

Sales 52

Sales Account Management Stakeholders CRM 52

Showpad

JUNE 14, 2021

Today, B2B transactions often involve large selling teams and often even larger buying teams. The exchange of information and content, delivery of value-based presentations and ensuring all stakeholders are informed and up-to-speed throughout the deal cycle is crucial. Was there active two-way communication on those assets?

Meetings 59

Meetings B2C Stakeholders B2B 59