Strategic Account Management Association

APRIL 5, 2021

They make great paperweights, but if asked about specific details, most of us might offer an uneasy grin, knowing that we have companions-in-arms, equally guilty of shirking that responsibility to read altogether. For the CXO, they care about three categories of value: value to their customers, value to their firm and value to themselves. “So,

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Planview

NOVEMBER 1, 2023

That’s where value stream integration solutions play a pivotal role, promising immediate end-to-end visibility, highly efficient operations, and the power to make data-driven decisions. Value stream integration involves the seamless flow of information and work across the entire software development lifecycle.

Software 64

Software Software Decision-making Organization 64

Flevy

MARCH 8, 2022

Customizers. Value Players. Each archetype is characterized by its Customer Value Proposition. As an example, Amazon’s Value Proposition involves being an Aggregator, Value Player, and Innovator. Buy Decision. These are: Innovators. Premium Players. Green Players. Aggregators. Distribution Network.

Supply Chain 111

Supply Chain Value Proposition Procurement Manufacturing 111

Luminas Strategy

DECEMBER 12, 2022

Keith Pigues At the center of pricing and revenue management (two very important topics for every business, large or small) is the matter of Customer Value Management. The first component of customer value management is customer value creation – the amount of value a supplier’s offering creates-for or provides-to a customer.

Management 52

Management Value Proposition Suppliers Customer Value 52

QYMATIX

SEPTEMBER 6, 2022

Ad hoc individual decisions resulting from this circumstance do not help; systematic approaches are needed to rule out expensive decision-making confusion in sales teams and business relationships. Those Who Evaluate and Prioritize their Customers in a Structured Way Make Better Decisions.

B2B 40

B2B Supply Chain Suppliers Decision-making 40

Strategic Account Management Association

JULY 13, 2021

When I started my career as a commercial and SAM roadmap leader, the commercial team and enabling functions collaborated daily in their customer engagement. The more the marketplace is integrated and features complex customers, the more they will need to move from a transactional sales model to a strategic account management business model.

Account Management 591

Account Management Innovation Co-Creation Organization 591

Brooks Group

MARCH 21, 2024

Needs & Buying Process = 2nd Most Effective In addition to understanding the buyer’s needs, this approach explores their buying process, decision-making criteria, and potential roadblocks or objections. or, “What makes that particular issue challenging?” But the most successful teams use the best approach: needs and wants.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Luminas Strategy

AUGUST 6, 2023

At Luminas, our clients are being confronted by intense competition and evolving customer expectations, making it essential for them to place their customers’ business at the center of their own. By doing so you will discover what specifically differentiates your company from its competition.

Organization 52

Organization B2B Value Proposition Prioritization 52

Mercuri International

MARCH 8, 2022

In a previous article , we discussed the factors driving up to 85% of business leaders to consider the customer-value approach as critical to success. In order to become customer-value oriented and value-creating in your sales you need to understand what customer value is and how to create it.

Suppliers 52

Suppliers Sales Artificial Intelligence Customer Value 52

Flevy

MARCH 26, 2024

By integrating these elements into a cohesive Customer Journey Map, organizations can align their processes, resources, and strategies to significantly improve the overall customer experience, thereby driving customer satisfaction, loyalty, and business growth.

Customer Experience 52

Customer Experience Digitalization Digital Transformation Organization 52

Planview

NOVEMBER 29, 2023

To achieve a significant boost in this area, it is imperative to establish and maintain end-to-end visibility into the value streams that comprise an organization’s operations. Through VSM, the company learned that OKRs should drive changes in the way work is done, making lasting investments in a culture of continuous learning.

Financial Services 59

Financial Services Customer Value Customer Experience Decision-making 59

Brooks Group

AUGUST 28, 2023

Value-based selling is a sales approach that focuses on giving value to prospects and customers throughout their decision-making process. Sales professionals must learn to give helpful advice and insight, so customers see the value in buying your product.

Sales 60

Sales Suppliers Decision-making Sales Training 60

Apptivo

SEPTEMBER 20, 2023

Summary When choosing field service management software , one faces a complex decision-making process due to the unique requirements of each company and the multitude of factors to consider. Customers value the heads-up on when to expect service, resulting in higher satisfaction rates.

Telecommunications 52

Telecommunications Construction Decision-making Software 52

Flevy

MAY 7, 2024

The model identifies 4 key types of players: Customers Suppliers Competitors Complementors Each player type holds strategic implications for organizations, influencing their operational and strategic decisions. The Value Net Model is invaluable as it provides organizations with a more comprehensive view of their competitive landscape.

Suppliers 52

Suppliers Manufacturing Value Proposition Digital Transformation 52

DemandFarm

AUGUST 11, 2023

The RevOps team also collects, shares, and utilizes data to gain actionable insights that help teams make data-backed decisions. They must possess a broader comprehension of the customer lifecycle and identify ways to eliminate friction from the customer experience. “

Key Account Management 52

Key Account Management Account Management Digitalization Digital Transformation 52

Janek Performance Group: Account Planning

OCTOBER 25, 2023

However, according to Altify: Companies receive 60 percent of their sales revenue from existing customers. When selling to existing customers, 56 percent achieve win rates greater than 50 percent. This makes account planning essential. New employees mean new stakeholders, decision makers, and priorities.

Account Planning 52

Account Planning Decision-making Communication B2B 52

Mercuri International

MAY 12, 2022

There’s ‘traditional’ simple sales (think sales representative with a product portfolio) and complex sales (where a sale involves multiple components that make up the solution and/or numerous stakeholders). Customer value orientation. What has this got to do with customer value orientation, Value Based Selling, and risk?

Account Management 52

Account Management Supply Chain Management Stakeholders 52

Zendesk

FEBRUARY 23, 2024

When creating personas, your business will take a deep dive into your customers’ interests, goals, pain points, and more. And putting the needs of your customer first can help your business build a customer-focused culture. Decision: Congratulations! Your customer has decided to make a purchase.

Decision-making 52

Decision-making Brainstorming Media Communication 52

Hubspot Sales

JANUARY 14, 2021

Instead of saying "I don’t want to bother my customers," say, "my customers value my opinion and I know I can help them make better decisions." If the resolution was more along the lines of "make healthier food choices" or "work out three times a week," the goal becomes more achievable.

Sales 134

Sales Decision-making Meetings Account Management 134

QYMATIX

APRIL 19, 2022

Because medium-sized distribution and retail companies, including wholesalers, operate in an increasingly complex and dynamic environment, it is essential to make and implement business decisions quickly. Especially in the B2B environment, the multitude of external interfaces to suppliers and customers increases complexity.

Artificial Intelligence 52

Artificial Intelligence Retail Procurement B2B 52

Showpad

DECEMBER 31, 2019

Customer value management leverages the best of three dimensions: dynamic value management, real data from use cases and customer projects, and state-of-the-art technology. . The first dimension is dynamic value management. Yes and no. In general, it shouldn’t be new. The second dimension is about leveraging data.

Value Proposition 119

Value Proposition Sales Customer Value Sales Management 119

PandaDoc

OCTOBER 14, 2020

These days, a customer can find out almost everything about your company with a Google search. What Google can’t replicate, however, is the people, beliefs, and values that make your brand the best choice. It’s not enough to regurgitate dry facts when a customer makes contact. Stories Center the Customer.

Decision-making 111

Decision-making Sales Suppliers Advertising 111

Flevy

MARCH 21, 2024

Drive the Transformation : Over the first 18 months, the focus is on executing the transformation, making adjustments as necessary, and ensuring that the initiatives are having the intended impact. This approach focuses on continuous improvement, enhancing customer service, and reducing costs, all while increasing organizational capacity.

Energy and Utilities 52

Energy and Utilities Innovation Stakeholders Decision-making 52

Kainexus

FEBRUARY 20, 2019

That’s because its twin pillars of continuous improvement and respect for people make sense in every sector. How do you know if your organization is living the principle of value? How do I know what the customer values? Is customer value a daily topic of discussion? Does customer value drive decisions?

Management 44

Management Customer Value Decision-making Organization 44

Mercuri International

FEBRUARY 2, 2023

Helping the customer make a confident buying decision can therefore be seen as a mantra that more businesses need to strive for. 6 keys that research shows lead to increased trust So, what can companies and salespeople do to gain the trust of their customers and make business increasingly profitable?

B2B 52

B2B Profitability Suppliers Decision-making 52

ACT

AUGUST 1, 2021

Marketers talk a lot about “making connections” with customers, but what does that really look like in practice? While these are all important aspects of a marketing strategy, building loyal customer relationships is about more than selling the right products and services. How past memories guide current decisions.

Decision-making 52

Decision-making Small Business Marketing Advertising 52

ACT

AUGUST 2, 2021

Marketers talk a lot about “making connections” with customers, but what does that really look like in practice? While these are all important aspects of a marketing strategy, building loyal customer relationships is about more than selling the right products and services. How past memories guide current decisions.

Decision-making 52

Decision-making Small Business Marketing CRM 52

CoSell

DECEMBER 31, 2020

The fact is that not all partnerships will provide the same value. Some partners are looking for a quick bump to make quarterly numbers. Much like a personal relationship, introductions make a world of difference. Values fuel how people think, act, and work together. What is your ideal partner?

Sales 98

Sales Value Proposition Small Business Decision-making 98

Hubspot Sales

JANUARY 23, 2024

When you know what your customers value and where they want to go, you can identify areas where additional products and services can help down the line. You always want to be on the same page with customers about their goals. Most people need evidence to convince them before making big, expensive purchase decisions.

Media 92

Media Decision-making Customer Experience Marketing 92

Sales Readiness Group

JANUARY 5, 2022

While it might be possible to “close a sell” with a solution that doesn’t quite align, this will usually end up backfiring when the customer realizes the limitations. Respond in a Timely Manner: Customers value timely responses to their questions.

Supply Chain 62

Supply Chain Sales Account Growth Decision-making 62

Apptivo

JULY 4, 2023

Customer Lifetime Value (CLV) 1.7 But to ensure they’re heading in the right direction and making the most of their sales efforts, they need a compass, a guiding light. This statistic is critical for businesses since it helps identify high-value client segments and drives customer acquisition investment decisions.

Sales 52

Sales Profitability Sales Management Sales Training 52

Mercuri International

JULY 1, 2021

Or the KAM who makes the best business case for investment. The authors recognized that: “One of the main tasks of key account management (KAM) practice is the creation of customized value propositions for business-to-business organization’s most important customers, which often requires the support of multiple internal departments.

Key Account Management 64

Key Account Management Value Proposition Account Management Profitability 64

Planview

APRIL 6, 2023

This is an assignment where you get business credit for partial work, like tackling just one of your value streams end to end. When you transform one value stream, that value stream shows the improved benefits of speed to customer value, greater security, reduced errors, and risk mitigation of digital disruption.

Software 52

Software Software Decision-making Digitalization 52

SuperOffice

APRIL 7, 2022

Finding the perfect fit for your brand helps you get better leads and make more sales. Because the right leads result in faster sales cycles, greater customer retention rates, and a higher number of loyal brand evangelists. That way, you can continue to develop products that your customers actually need.

B2B 93

B2B CRM Sales Decision-making 93

SBI Growth

NOVEMBER 24, 2012

The post offers tools to make longer-lasting corrections, too. HR leaders should act now to align the compensation plan with the customer's interests. They don’t fit the round holes that are the customer's reasons for the purchase. Ideally, these should be activities that the customer values. Making the Connection.

Decision-making 107

Decision-making Sales Customer Value Value Selling 107

Cosawi

FEBRUARY 27, 2023

As part of our customer buying journey mapping work, we have delved deeper not only into where the customer is headed, but what their state or mindset is at each given step as they progress on their decision making. For example, at one point in the journey, the customer may be ambivalent or frustrated.

Marketing 52

Marketing Suppliers Investors Account Planning 52

Arpedio

APRIL 3, 2024

Collaborative Decision-Making: Solution selling is a collaborative process that involves engaging with stakeholders at various levels of the organization. Sales reps work closely with decision-makers, influencers, and end-users to ensure alignment and consensus around the proposed solution.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40