Strategic Account Management Association

FEBRUARY 2, 2021

The ability to uncover customer needs, develop solutions, communicate value propositions and negotiate effectively doesn’t vanish just because a salesperson can’t meet her customer face to face.

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

Account Manager Tips

NOVEMBER 19, 2022

The Value Proposition. Measure and communicate value in a way that means something to them. For instance, compare marketing to human resources. Marketing KPIs Brand awareness. Lifetime value of customer. B2B elements of value Now I know KPIs aren't for everyone. It hasn't failed me yet.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Red Star Kim

JUNE 27, 2023

In the 2023 Annual International Marketing Benchmark – PM Forum and Meridian West (kimtasso.com) client Experience (CX) and thought leadership remained top business development priorities. The key themes arising on campaigns, thought leadership and project management – Early engagement, scoping and risk management.

Leadership 130

Leadership Management Stakeholders Communication 130

Arpedio

APRIL 30, 2024

Get started today Identifying Customer Value In order to succeed in sales, it is crucial to identify and understand the customer’s pain points. By addressing these pain points effectively, you can tailor your value proposition to meet their specific needs. This is where value communication techniques come into play.

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

Arpedio

FEBRUARY 26, 2024

With customers becoming increasingly discerning and markets saturated with choices, sales teams are turning to more strategic methods to secure high-value clients and drive sustainable revenue growth. TAS offers a roadmap for sales teams to cut through the noise, forge meaningful connections, and ultimately win lucrative deals.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Arpedio

FEBRUARY 22, 2024

In today’s fiercely competitive market, having a well-defined and meticulously executed sales strategy is more crucial than ever before. This individual may not have decision-making authority but wields influence and credibility among key stakeholders.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Cosawi

JULY 14, 2021

Account Based Marketing interview by Pfizer COE. In conversation with Dominique Côté from Cosawi Consulting– shining a light on the essential role of marketing in KAM. We talk to Dominque Côté about the central role of marketing in Key Account Management (KAM). Change involved everyone. It takes two to tango .

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 52

Red Star Kim

JUNE 7, 2023

We considered strategic thinking, business strategy and marketing and business development strategy. And then to consider how marketing and business development could add most value in their achievement. And to keep an eye on the changing competitor landscape and evolving market and client needs.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Arpedio

APRIL 3, 2024

By understanding the customer’s unique requirements, sales reps can tailor customized solutions that address their specific needs and deliver measurable value. Value Proposition Development: In solution selling, it’s essential to articulate the value proposition of the proposed solution clearly.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Arpedio

FEBRUARY 14, 2024

This focused approach allows organizations to align sales and marketing efforts , foster effective communication and relationship building , and proactively manage key accounts for sustainable growth. Unlike publicly available data, VOC requires proactive communication and relationship-building efforts.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 14, 2024

This focused approach allows organizations to align sales and marketing efforts , foster effective communication and relationship building , and proactively manage key accounts for sustainable growth. Unlike publicly available data, VOC requires proactive communication and relationship-building efforts.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

SBI

APRIL 8, 2020

Enablement’s Responsibilities: Own, Define, Communicate! At Seismic we are not just enabling our Sales teams, we support everybody in our organization that is customer-facing: Marketing, Sales, Customer Success, and our Partners/Channel. Final Thoughts: Communication. How we define Enablement’s responsibilities at Seismic.

Communication 48

Communication Value Proposition e-Learning Stakeholders 48

Red Star Kim

OCTOBER 24, 2022

Last week, we welcomed UK and international delegates to a PM Forum digital workshop on “Selling Processes and Sales Skills for Marketing and BD Professionals”. Integration with marketing. Some fee-earners rely on marketing processes to generate leads and manage the initial stages of lead nurturing. Portfolio management.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Arpedio

JULY 12, 2023

Account-Based Marketing (ABM) vs Account-Based Selling (ABS) ← Back to blog In the ever-evolving sales ecosystem, businesses are continuously embracing new approaches to stay ahead of the competition. An Introduction to Account-Based Marketing and Account-Based Selling 2. What is Account-Based Marketing (ABM)?​

Marketing 52

Marketing Advertising Decision-making Communication 52

Account Manager Tips

JUNE 29, 2021

Create sustained value. Add value on a regular basis and show your client the benefits of your partnership well in advance of the renewal. Recognize market trends as well as the strengths and weaknesses of competitors. Demonstrate that you value your client's business. Improve communication. Assemble the win team.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Arpedio

APRIL 29, 2024

SAM professionals are not just account managers; they play a pivotal role as value creators, ecosystem orchestrators, and pioneers of data-driven decision-making, crucial for unlocking market share and profitability.

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

Red Star Kim

MAY 11, 2023

This post reviews the core material covered in Managing Brands Chartered Institute of Marketing (CIM) professional qualification (Level 6 elective New CIM professional marketing qualifications – 2020 (kimtasso.com) ) and the Cambridge Marketing College’s Marketing Manager Apprenticeship – a Level 6 Qualification (kimtasso.com).

Management 130

Management Co-Creation Publishing Leadership 130

Arpedio

APRIL 29, 2024

Competitive Analysis: An effective account plan strategy involves conducting a thorough analysis of the market landscape and your competitors. This includes understanding the client’s industry, market position, competitive landscape, and any specific challenges they may be facing.

Account Planning 52

Account Planning Client Relationships Value Proposition Sales 52

Hubspot Sales

JUNE 11, 2018

Sales Communication Skills. Good communication is crucial to sales success. You can’t make a sale unless you’ve demonstrated value to a prospect. What Is the Importance of Communication in Sales? 15 Crucial Communication Skills for Salespeople to Have. Pay full attention. Practice active listening. Be empathetic.

Communication 111

Communication Sales Value Proposition Stakeholders 111

Arpedio

FEBRUARY 15, 2024

In today’s fiercely competitive market, achieving sales excellence is paramount for business growth and success. As organizations grapple with evolving market dynamics, disruptive technologies, and changing customer expectations, Mobilizers serve as catalysts for change and innovation.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

ProlifIQ

JUNE 21, 2023

Firstly, it includes a thorough analysis of the account’s current status, which entails understanding the account’s industry, market position, and competitive landscape. It also enables them to tailor their approach and value proposition to address the specific needs and pain points of the account.

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

DemandFarm

OCTOBER 4, 2023

Are there any new services or products that you can provide and gain market traction? They help you to decode the prospect’s organizational structure and identify key decision-makers and stakeholders. Innovative ideas and solutions may come from their personal insights into potential value for the buyer.

Value Proposition 52

Value Proposition Sales Negotiation Meetings 52

Account Manager Tips

OCTOBER 11, 2021

Doesn't communicate Key accounts have vast networks of stakeholders (internal and external). So it's important you continue to develop your communication and relationship building skills. Doesn't understand their value proposition A bad key account manager relies on marketing for messaging. Internal teams.

Account Management 246

Account Management Key Account Management Management Suppliers 246

DemandFarm

APRIL 13, 2023

Key Account Management Glossary: 65 Crucial Account Management Terms Explained Account Hierarchy: Account Hierarchy is the structure and organization of key accounts within a company visualized in a hierarchical system of decision-makers and stakeholders.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Miller Heiman Group

APRIL 2, 2019

Market conditions. Your value proposition. As you develop your sales strategy, this helps you tailor messaging to the different stakeholders to show how your solution solves their challenges. Make Sure Your Value Proposition Is Mutually Beneficial. Demonstrate excellent communication skills.

Account Management 110

Account Management Value Proposition Management Suppliers 110

OnStrategyHQ

DECEMBER 20, 2023

What senior leadership members and key stakeholders are included? Have you been following a plan or have you just been going along with the market? These issues can be problems, opportunities, market shifts, or anything else that keeps you awake at night and begging for a solution or decision. What trends do you see?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Hubspot Sales

JULY 6, 2021

This team responsible for aligning activities and supporting sales, marketing, and service departments — all of which contribute to revenue growth. A CRO focuses on sales, with relation to everything that goes into driving them, like marketing campaigns or product pricing. CRO Marketing and Product Responsibilities.

Decision-making 124

Decision-making Value Proposition Stakeholders Advertising 124

Hubspot Sales

OCTOBER 14, 2019

Conduct market research. Begin the B2B sales process by performing high-level market research to understand the current state of demand for your offering. If you find the customer’s needs and your products or services are aligned, try to communicate face-to-face as much as possible. Be crystal-clear about your value proposition.

B2B 137

B2B Value Proposition Decision-making Sales 137

Peter Simoons

DECEMBER 23, 2020

Ensure a three-way value proposition. Without value proposition, there will be no room for a healthy partnership. The value proposition needs to deliver value for the three parties involved: your partner, your own organization, and the customer. However, managing the stakeholders is another.

Value Proposition 52

Value Proposition Stakeholders Publishing Communication 52

AchieveIt

FEBRUARY 19, 2024

What unique value proposition sets you apart from competitors? An effective vision statement is clear, concise, and inspiring, resonates with your team and stakeholders, and propels them toward a shared future. Effective communication and team alignment are crucial for seamless implementation.

Brainstorming 52

Brainstorming B2B Value Proposition Advertising 52

PandaDoc

MAY 8, 2024

Thousands of small and midsize businesses (SMBs) are joining the market every week. Business owners, conversely, are quite busy and possibly impatient, so your offer should quickly engage them by demonstrating your value proposition through demos and other sales material. In the U.S. alone there are about 33.2

B2C 52

B2C Small Business Sales Decision-making 52

ProlifIQ

NOVEMBER 9, 2022

According to Forrester, “While product and company messaging can be generic, your account strategy and go-to-market plans should be highly account-specific.” Only then can you put together a true value proposition for each unique buyer. executives in marketing, sales, customer success, etc).

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

ProlifIQ

APRIL 5, 2023

One best practice for sales account planning is to recognize the process is flexible and adaptable to changes in the market or customer needs. Communication between the sales team, account managers, and other stakeholders should be a priority. Another best practice for sales account planning is to foster strong collaboration.

Account Planning 52

Account Planning Value Proposition Account Management Key Account Management 52

Arpedio

JANUARY 9, 2024

Whether it’s refining communication methods, optimizing service delivery, or enhancing product features, a commitment to improvement is facilitated by a keen understanding of key metrics. Demonstrating Value to Clients: Clients, just like any stakeholder, appreciate transparency and evidence of value.

Account Management 52

Account Management Management Client Relationships Account Planning 52

Arpedio

DECEMBER 20, 2023

By continually improving and iterating the effectiveness of the sales strategies, it can help businesses gain a competitive edge in the market. By examining why deals were lost, businesses can pinpoint areas of the sales pitch that failed to effectively communicate the value proposition.

Decision-making 52

Decision-making Sales Value Proposition Stakeholders 52

Sales Outcomes

FEBRUARY 22, 2021

We helped a well-known technology company develop a customer value proposition (CVP) and messaging canvas to support their go-to-market efforts into a lucrative market niche they had researched and invested material amounts of time and resources. As a result, marketing efforts were less targeted than had been planned.

Management 52

Management Value Proposition Sales CRM 52

Flevy

MARCH 20, 2024

It’s designed to offer foundational knowledge on how ChatGPT operates, its capabilities, and the art of Prompt Engineering—essentially how to effectively communicate with the model to achieve desired outcomes. View the full presentation: [link] 3.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52