Strategic Account Management Association

APRIL 5, 2021

the committee responsible for overseeing purchasing decisions), I met thousands of salespeople and strategic account managers through the years, and I would say that no more than 3 percent or so had bothered going through my company’s 10-K. This includes knowing the customer’s customers as well as your own company.

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Mercuri International

MAY 12, 2022

This is where the transition from sales representative to a more ‘account manager’ style role becomes relevant. To be able to reduce the customer’s concern over risk, the salesperson needs to be able to reassure them that the proffered solution is exactly fit for purpose and will offer an optimal return on investment. The solution?

Account Management 52

Account Management Supply Chain Management Stakeholders 52

Customer Think

DECEMBER 4, 2022

Value Centers are what were traditionally thought of as cost centers. Later we tried to make these profit centers. They really need to be value centers. Some companies have tried to convert these into profit centers. This then converts service users into advocates of the company, increasing its sales, and thereby profits.

Suppliers 73

Suppliers Government Profitability Procurement 73

Kainexus

SEPTEMBER 22, 2022

The benefits of Lean management are not confined to manufacturing. The ideas and tools broadly apply to any organization that wants to maximize customer value while maintaining profitability.

Healthcare 86

Healthcare Manufacturing Construction Profitability 86

SmartKarrot

JUNE 18, 2021

The last decade saw the birth and rise of markets, management, and hunger of customers. One recent addition to that list is the growth of customer value management (CVM) which hasn’t taken any backseats over the years. What is Customer Value Management? What is Customer Value Management?

Customer Value 10

Customer Value Management Customer Success Profitability 10

Kainexus

JUNE 21, 2022

Most modern business management methodologies have roots in Toyota's approach to quality improvement and business optimization following World War II. Successful Lean organizations apply a set of strategies that help optimize resource utilization, reduce waste, and delight customers.

Healthcare 81

Healthcare Manufacturing Profitability Customer Value 81

QYMATIX

MARCH 19, 2024

In the world of B2B sales, where specialist wholesalers in Germany cater to 5,000 to 10,000 customers and juggle an inventory of 20,000 to 100,000 items , the winds of change are blowing more robustly than ever. The e-commerce juggernaut has unleashed a digital storm, compelling sales managers, and executives to adapt and innovate.

B2B 52

B2B Digitalization Suppliers Sales Analytics 52

Zendesk

FEBRUARY 23, 2022

Value chain analysis lets you pinpoint the costs and values of every aspect of your business so that you can put your best foot forward and increase your profit margin. In this article, we’ll take you through a full explanation of value chain analysis and how it can guide your company toward a more profitable future.

Logistics 52

Logistics Procurement Profitability Supply Chain 52

Upland

JANUARY 29, 2024

Sales productivity involves how efficiently and effectively a sales team can generate revenue—while managing costs and resources, building customer relationships, and staying competitive in the market. This cross-functional teamwork helps you foster more unified and effective customer account management.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

QYMATIX

MARCH 19, 2024

In the world of B2B sales, where specialist wholesalers in Germany cater to 5,000 to 10,000 customers and juggle an inventory of 20,000 to 100,000 items , the winds of change are blowing more robustly than ever. The e-commerce juggernaut has unleashed a digital storm, compelling sales managers, and executives to adapt and innovate.

B2B 40

B2B Digitalization Suppliers Sales Analytics 40

Apptivo

JULY 4, 2023

New leads Lead conversion rate stands out as a vital KPI for sales managers to regularly monitor. Consider the following: In a software company, the sales manager is in charge of a team of reps entrusted with converting leads into software subscriptions.

Sales 52

Sales Profitability Sales Management Sales Training 52

Planview

AUGUST 16, 2022

A connected services organization is one in which systems, data, work, people, and customers are integrated and aligned, in order to establish a critical link in the organizational chain that joins customer and solution value. Optimized Resource Management. Enhanced Customer Experiences. Greater Profitability.

Organization 52

Organization Digital Transformation Profitability Customer Experience 52

QYMATIX

OCTOBER 11, 2021

Sales and marketing B2B experts define customer lifetime value (CLV or often CLTV), lifetime value (LTV) or lifetime customer value (LCV) as the net profit attributed to the entire customer relationship. Customer lifetime value formula: historical vs predictive CLTV. First, the NPV.

B2B 52

B2B Profitability Sales Analytics Customer Value 52

QYMATIX

SEPTEMBER 6, 2022

Between supplier price pressure, supply chain problems and customer anger: Why wholesalers win with value-based customer management. Which customers can order quantities be reduced in view of the supply chain problems and which are better off not in the interests of the company itself? This has consequences.

B2B 40

B2B Supply Chain Suppliers Decision-making 40

SmartKarrot

APRIL 22, 2021

The recurring models and customer management requires a skill set that will help reduce customer churn. However, the role has changed with every company almost hiring a Customer Success Manager. A proactive approach with CS teams will help customers understand how your organization can add value.

Profitability 10

Profitability Customer Success Onboarding Customer Knowledge 10

QYMATIX

OCTOBER 11, 2021

Sales and marketing B2B experts define customer lifetime value (CLV or often CLTV), lifetime value (LTV) or lifetime customer value (LCV) as the net profit attributed to the entire customer relationship. Customer lifetime value formula: historical vs predictive CLTV. First, the NPV.

B2B 40

B2B Profitability Customer Value Acquisition 40

Mercuri International

JULY 1, 2021

Most people think that the biggest challenge for a Key Account Manager is the need to understand their account but is this all that is needed? In most cases no; a good KAM also spends time internally trying to win over the expertise and resources they need to serve their customer. Winner takes all? So who wins in these situations?

Key Account Management 64

Key Account Management Value Proposition Account Management Profitability 64

Flevy

MARCH 25, 2024

Each global consulting firm maintains an internal knowledge management library of consulting framework presentations. Based on sales and downloads of the FlevyPro frameworks , here is what we found to be the top 10 Innovation frameworks used by management consultants.

Innovation 52

Innovation Value Proposition Stakeholders Organization 52

Mercuri International

FEBRUARY 2, 2023

Several studies have shown that companies with high levels of trust have more loyal customers, do more and more profitable business, get customers who recommend them, have shorter sales cycles, higher revenues and greater market value than companies with low levels of trust. And so, it is with business relationships.

B2B 52

B2B Profitability Suppliers Decision-making 52

ClearPoint Strategy

JULY 28, 2021

Norton as part of their Balanced Scorecard framework for strategic planning and management. The four perspectives for for-profit organizations include: Finance. The customer value proposition should be at the core of your strategy, which is why it comes directly after the financials (or mission). Customer intimacy.

Value Proposition 98

Value Proposition Software Software Government 98

PandaDoc

APRIL 17, 2024

Is a customer beginning to invest less in your contracts? How to use ACV, and who needs to use it ACV helps companies identify the profitability of individual clients. Sales or marketing managers. Keeping an eye on your ACVs helps managers improve team performance. If so, you can take steps to reengage them. Sales reps.

Sales 52

Sales Internet Profitability CRM 52

OnStrategyHQ

MAY 1, 2023

What do our customers value most from our organization? What do our customers value most from our organization? How do we uniquely serve our customers? Market Profitability Projections For each major market, consider the following: Is this a business where the average firm will make money?

Suppliers 105

Suppliers Supply Chain Energy and Utilities Organization 105

Jermaine Edwards

MAY 18, 2020

It’s organisations like Chik-fil-A, Southwest Airlines and Apple who connect through intentional relationships, build highly-valued and sought after results to create unforgettable moments. LAW ONE: You cannot move a customer to a new place without knowing what you need to change. Here they are…. What do I mean by this?

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Jermaine Edwards

MAY 18, 2020

It’s organisations like Chik-fil-A, Southwest Airlines and Apple who connect through intentional relationships, build highly-valued and sought after results to create unforgettable moments. LAW ONE: You cannot move a customer to a new place without knowing what you need to change. Here they are…. What do I mean by this?

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

QYMATIX

APRIL 19, 2022

Key Performance Indicators (KPIs) are also used to manage companies in the retail and wholesale sectors. The values for the calculation come from the company’s warehouse management system. The critical figure bonus ratio expresses how high the share of the total bonus value in gross sales is. Customer value.

Artificial Intelligence 52

Artificial Intelligence Retail Procurement B2B 52

Flevy

MARCH 21, 2024

Each global consulting firm maintains an internal knowledge management library of consulting framework presentations. Based on sales and downloads of the FlevyPro frameworks , here is what we found to be the top 10 Business Transformation frameworks used by management consultants.

Energy and Utilities 52

Energy and Utilities Innovation Stakeholders Decision-making 52

MTD Sales Training

MARCH 19, 2019

Also, MTD offers a sales negotiation course that it can help your team conducting profitable sales negotiations. But if you include these elements, it will help you build a firm foundation on which to build: Understand what the customer values most in the negotiation. Managing Director. Preparation. Happy Selling!

Negotiation 87

Negotiation Sales Training Profitability Customer Value 87

Planview

JANUARY 12, 2023

For professional services, this means your revenue number will go up, but you’ll be stretching your resources and adjusting business models to scale operations while maintaining profitability. In this blog, I will discuss three strategies that professional services executives must consider to ensure profitable growth in 2023.

Profitability 52

Profitability Customer Success B2B Decision-making 52

SmartKarrot

OCTOBER 5, 2023

Businesses today strive to get growth from existing accounts and, the role of Enterprise Account Management has come to the forefront in that regard. Designing and implementing the perfect playbook for managing large-scale clients is crucial to ensuring consistent customer experience and business growth.

Account Management 10

Account Management Management Value Proposition Stakeholders 10

Arpedio

MARCH 26, 2024

Post-Sales Strategy: Involves activities and processes that occur after the sale, such as customer onboarding, support, and relationship management , aimed at ensuring customer satisfaction and retention.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Planview

JUNE 23, 2022

Customers were able to learn more about it means to be a connected services organization, why it’s important, and what steps were necessary to make confident connections by attending this on-demand presentation session by Planview’s Director of Product Management Dave Blumhorst. Next Steps.

Digital Transformation 52

Digital Transformation Digitalization Decision-making Leadership 52

Luminas Strategy

DECEMBER 15, 2022

It’s the key to a dream profit margin. Value based pricing works – there’s no doubt about it. But, how do you set up a value pricing method that ensures maximum profit based on perceived value? More importantly, how do you create a sense of perceived value in the minds of buyers?

Profitability 52

Profitability Marketing Publishing Prioritization 52

SmartKarrot

NOVEMBER 16, 2022

You’ll build a long-term trust-based relationship, ensuring to develop and execute a strategic account plan that is aligned with the value of the client and company. Have a Growth Focus – setting a vision and associate plan for the development of a strong, growing, and profitable customer account. Apply here: [link].

Customer Success 19

Customer Success Client Relationships Profitability Performance Review 19

CoSell

MAY 27, 2021

They are evaluating their core strengths, strengthening those, and giving channel partners room to manage and maneuver. Create: Customer experience and customer value is always the outcome. Customer value is the top priority. You can use this to boost sales, expand your network, and grow profitability.

Co-Creation 52

Co-Creation B2B Customer Value Profitability 52

CoSell

FEBRUARY 23, 2021

Once you’ve made an impression and gained buy-in, continue to emphasize the values of collaborative selling. In many organizations, win-events help spread the word about profitable rewards of co-selling. Additionally, set into motion mentorship programs between sales managers and new hires, to offer one-on-one support for co-selling.

Sales 52

Sales Profitability B2B Communication 52

SmartKarrot

FEBRUARY 23, 2022

Partner with Commercial Sales, Engineering, and Product Management to drive overall customer satisfaction. Act as a customer advocate within the organization, identifying future software requirements, industry trends, and opportunities to make product recommendations and feed Voice of Customer.

Customer Success 19

Customer Success Co-Creation Onboarding Profitability 19

Whetstone

APRIL 14, 2020

So given that, and given that the folks that we care about, which is our strategic account managers and people in sales, how do you advise all of us to take advantage of your observation that the value has changed, in all probability for all of their customers? And then we assign value to it. Harvey Dunham : Wow.

Marketing 40

Marketing Management Software Software 40