Strategic Account Management Association

AUGUST 6, 2021

Form an organizational capability around co-creating products and solutions with our customers Redesign our philosophy around our customers’ needs Make a positive business impact on our customers’ operations Ingrain a deeply customer-centric vision and mission for sales. A new central commercial organization was born.

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

Insightly

OCTOBER 19, 2022

5 Reasons To Rethink Your CRM. If you can relate, it might be time to rethink your CRM. By opting for a CRM that’s adaptable, automated, integrated and delivered by a provider that truly cares about customer success, you can escape that lagging feeling. Why Rethink Your CRM Software?

CRM 52

CRM Onboarding Decision-making Finance 52

Upland

SEPTEMBER 1, 2023

Guided selling is a modern sales approach that combines technology, data analytics, and personalized interactions to assist customers in making well-informed purchasing decisions. This enables them to work faster, engage buyers more effectively, and make better decisions.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

Insightly

NOVEMBER 22, 2022

Thankfully, you can use CRM automation to automate workflows and give your team more time to do high-value functions instead of menial tasks. What Is CRM Automation? Customer relationship management (CRM) software is a tool that performs a wide range of business functions, such as: Contact management. Benefits of CRM Automation.

CRM 52

CRM Sales e-Learning Decision-making 52

ProlifIQ

NOVEMBER 9, 2022

What Sellers need from Sales Leadership: If you want to be successful as a sales leader, it’s important that you set your team up for success by providing them with the resources they need to succeed. Here is where account planning can really make or break your selling strategy. Here’s a view of this from both sides. .

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

Red Star Kim

NOVEMBER 1, 2023

Data – CRM (Client Relationship Management) and CDP (Client Data Platforms) are often lacking. Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Insightly

NOVEMBER 1, 2022

CRM Models: How They Can Boost Customer Profitability. You’ve heard of CRM software, but are you familiar with CRM models? These strategies underpin the process of managing customer data, helping to ensure you make the most of the information you gather. What Is CRM? What Is a CRM Model?

Profitability 52

Profitability CRM Value Proposition Customer Experience 52

Nutshell

MARCH 23, 2018

What is CRM? Even if you’ve never used a CRM before, you’ve probably heard the term echoing through your industry. You know that many companies (including your competitors) are implementing CRM software because it saves time and drives sales. But what is CRM? CRM isn’t simply an address book. Founder & CEO .

CRM 104

CRM Software Software Communication 104

Insightly

JULY 31, 2023

If you’re reading this article, chances are you’re in the market for a new customer relationship management (CRM) system and you are in the process of CRM evaluation. The right CRM can have a tremendous impact on your business, but vetting potential CRM vendors and their solutions is no small task. Let’s dig in!

CRM 52

CRM Software Software Decision-making 52

Upland

MAY 15, 2024

Altify and Salesforce, two titans of the CRM and sales effectiveness world, are partnering down to deliver a potent blend of AI innovation that promises to redefine how businesses close deals. Being unfailingly innovative, sellers are already using AI-powered tools that they have found helpful, with or without leadership approval.

Innovation 195

Innovation Internet B2B Software 195

Hubspot Sales

JULY 27, 2023

Writing unique email copy, running preliminary market research, or updating CRM profiles, among others. Make sure that they use the time freed up in their calendar productively. Retain the human factor in decision-making. The most advanced AI system can analyze huge amounts of data and make accurate predictions.

Leadership 88

Leadership Artificial Intelligence Decision-making Healthcare 88

Miller Heiman Group

JULY 18, 2018

How satisfied are you with the rollout and adoption of your CRM system? In this post, we’ll discuss how developing a formal sales process drives adoption rates and creates synergies that increase the impact of your CRM investment. The Impact of Low CRM Adoption Rates. CRM ROI: The 4 Benefits of a Formal Sales Process.

CRM 81

CRM Sales Sales Leadership Decision-making 81

Red Star Kim

NOVEMBER 2, 2023

Traditionally, firms have focused on technical expertise, client impact, and book of business as the criteria for making partner-selection and hiring decisions. She also creates thought leadership videos. Eric Tresh, a partner at law firm Eversheds Sutherland , spends most mornings reviewing recent tax-court decisions.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Red Star Kim

OCTOBER 16, 2023

Referrer Management – Capacity and Capability Capacity – Rational elements of referrer management Throughout the workshop we considered how leadership and organisation (rational activity) supports effective referrer management. Sharing some CRM horror stories felt like much-needed therapy. amongst us. Sharing is caring?

Management 130

Management Emotional Intelligence Onboarding Communication 130

Red Star Kim

FEBRUARY 8, 2024

Connected leadership – How professional relationships (kimtasso.com) Competitors – Analyse who your major competitors are advising and adapt their targeting methods (I’m a little uncomfortable with the current trend to use LinkedIn to review your competitors’ contacts and target them yourself!)

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Upland

FEBRUARY 3, 2023

Relationship mapping refers to the process of outlining the inner workings of an organization – the decision makers, influence, and political structure – to ascertain the path of least resistance to building meaningful relationships with stakeholders. This is rarely the case.

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

Revenue Storm

MARCH 28, 2023

But now, the increased margin requirements driven by bid budget escalation and the cost of recruiting salespeople make this mindset a nonstarter. Leveraging the CRM as a Competitive Strategic Resource For years, salespeople have seen CRM systems as being characterized by low adoption and passive non-compliance.

Organization 78

Organization CRM Sales Leadership 78

Miller Heiman Group

JULY 18, 2018

How satisfied are you with the rollout and adoption of your CRM system? In this post, we’ll discuss how developing a formal sales process drives adoption rates and creates synergies that increase the impact of your CRM investment. The Impact of Low CRM Adoption Rates. CRM ROI: The 4 Benefits of a Formal Sales Process.

CRM 51

CRM Sales Sales Leadership Decision-making 51

Red Star Kim

JUNE 15, 2023

no-data-entry CRM; relationship intelligence (ERM); revenue operations system; automatic capture of emails, meetings and referrals). 42% Yes it’s all agreed 33% Yes but it changes 25% No How well do you understand the DMU and decision-making processes at your key clients? How should firms identify their strategic accounts?

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Insightly

FEBRUARY 12, 2024

We’re small, and we’re scrappy, trying to get the good word out about a modern CRM that’s affordable, flexible and scalable. Software Reviews – CRM category Software Reviews is a division of Info Tech Research Group. We also talk a lot about how switching from Salesforce to Insightly is really quite easy.

Software 52

Software Software CRM Small Business 52

Upland

NOVEMBER 27, 2023

What’s putting the squeeze on your customer’s key decision-makers? Make sure the one you’re ready to help with is a member of the cho- sen few. Once you know where to focus, it’s all about leaning into the natural curiosity that makes sellers good at what they do. Have there been any recent changes in executive leadership?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Mike Kunkle

NOVEMBER 23, 2023

Then, the rest of this makes sense and can be really valuable. Targeted Performance: meaning a specific effort focused on a KPI in need of improvement, such as decreasing Closed-Lost or No Decision rates and improving Closed-Won rates, or improving overall profitability in a certain product line where deep discounting is rampant.

Sales 258

Sales Finance Decision-making Profitability 258

Insightly

APRIL 15, 2021

Get buy-in from leadership. Before you make any major changes to your sales process, it’s important to communicate your vision and gain leadership’s buy-in. . Getting buy-in from leadership may not be an easy task, especially when your sales and marketing teams are not aligned. Be ready to make your best sales pitch!

Decision-making 98

Decision-making Sales Brainstorming Leadership 98

SalesPop

JANUARY 21, 2023

Let’s see how this should happen, and again we’ll provide examples from Pipeliner CRM. We can make another comparison to Pipeliner development here, for our system was certainly not developed overnight. Selecting and Implementing a CRM Such an impatient approach can also be seen when selecting and implementing a system such as a CRM.

CRM 98

CRM Decision-making Software Software 98

Brooks Group

DECEMBER 14, 2022

“The secret to selling is to be in front of qualified prospects when they’re ready to buy, not when you need to make a sale.”. That makes right now the perfect time for managers to evaluate their sales funnel. Does Your CRM Simplify Pipeline Management? Your CRM should be an easy-to-use tool that mirrors your sales process.

CRM 92

CRM Sales Sales Training Decision-making 92

ProlifIQ

FEBRUARY 8, 2023

A relationship-focused customer success strategy includes involvement in the purchase decision, implementation and use of products or services, and customer support.” A sales manager should care about leveraging their CRM for critical account management because it can greatly improve the chances of customer success.

Account Planning 52

Account Planning CRM Customer Success Decision-making 52

Insightly

JULY 12, 2023

For example, ABM may make sense for a larger deal size, but smaller deals may be driven faster via influencer marketing. Filling your CRM with 1,000 new email addresses that never convert is a waste of time and money. What would make you more likely to tell a friend about our company’s solution?

CRM 52

CRM Leadership Marketing Decision-making 52

Hubspot Sales

SEPTEMBER 23, 2020

CRM is rightly considered to be the core sales software in one’s sales tech stack. As decisions are made to purchase and add one-off solutions to the sales stack, an equal and opposing force begins to develop. With limited time in the day, tying calls to the contact records in your CRM is one way to do just that.

Software 131

Software Software CRM Sales 131

SBI

MARCH 18, 2019

Why an Industry Giant Left Their Traditional CRM. In a recent sales effectiveness review, the organization’s leadership determined that their existing CRM was not serving their team’s needs. They decided to make a bold change. Global Marine Group is a market leader in offshore engineering and underwater services.

CRM 31

CRM Decision-making Leadership Value Proposition 31

Revenue Storm

JANUARY 19, 2021

Investment decisions are being made at higher levels. New Opportunities Created in CRM. # Total $ of Month’s New Opportunities in CRM; Average Oppty Size. How well received is it by leadership when you miss your quarterly targets? How much of an adjustment do we need to make at the quarter or half-time to win?

Account Management 78

Account Management Decision-making Sales Global Accounts 78

Miller Heiman Group

APRIL 13, 2020

Here are six steps that managers can take now, in the short-term, that will make an impact on their organization’s recovery and long-term results. To encourage and motivate sellers, sales managers must exhibit key leadership traits , including these: Calm : Despite any chaos in your sales funnel, project a calm demeanor.

Sales Management 110

Sales Management Management Sales Decision-making 110

Insightly

APRIL 15, 2022

Whether you run a small business, are heading up a start-up, or planning a new CRM system for a large company, your CRM is key to your success. . If your current CRM isn’t working as well as it should, making a move isn’t easy. Why switching CRM can be a good thing. Your finance team can help.

CRM 98

CRM Onboarding Decision-making Finance 98

Hubspot Sales

MAY 18, 2023

Best for: People who want to advance their project management skills and move into project leadership. In this course, you'll learn about the following: External financial decision-making reporting. Here you’ll learn about your own leadership and management styles. Making sensible choices. Reducing financial risk.

Negotiation 76

Negotiation Leadership CRM Insurance 76

Red Star Kim

JUNE 16, 2022

And with data and evidence to support decision-making, it is easier to make choices (i.e. We also need to equip them with valuable ideas – such as those developed within thought leadership, other research and case studies/stories – so that they have something of interest and value to share with referrers. 20% Very good.

Management 130

Management Key Account Management Digitalization Communication 130

ProlifIQ

FEBRUARY 3, 2023

For most, it is a plan in a slide deck that you share with your boss and leadership at SKO, or a QBR that doesn’t get looked at until the week before the next sync-up. For most, it is a plan in a slide deck that you share with your boss and leadership at SKO, or a QBR that doesn’t get looked at until the week before the next sync-up.

Account Planning 52

Account Planning Stakeholders Decision-making Sales 52

Brooks Group

MARCH 6, 2023

Further, it ensures client satisfaction by effectively resolving concerns, reviewing and monitoring projects’ performance, and making improvement recommendations. Further, they ensure retailer and vendors’ customer relationship management (CRM) database integrity.

Sales Management 52

Sales Management Management Suppliers Sales 52

Hubspot Sales

MARCH 27, 2023

Your company's CRM should be able to clue you into what piece of content your prospect engaged with or downloaded. A prospect could be an amazing fit on paper, but if they don't have the budget or leadership isn't considering vendors at the moment, you don't want to waste too much time on them. What were you looking for help with?"

Decision-making 108

Decision-making Sales Stakeholders Leadership 108