Strategic Account Management Association

APRIL 5, 2021

You have had a successful meeting if: You have presented the CXO with new (and relevant) information that provides them with value You have received information from the executive that illustrates not only a plan of action but continued access to the executive You have to do something for the CXO and the CXO has to do something for you.

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Arpedio

APRIL 3, 2024

These solutions may involve a combination of products, services, and expertise customized to address the customer’s unique needs. 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

MARCH 26, 2024

Creating Tailored Solutions and Proposals Solution Development: Develop customized solutions and proposals that address the specific needs, challenges, and objectives of potential customers. Personalizing Outreach: Tailor your outreach efforts to resonate with the unique needs and challenges of each target account.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Brooks Group

MARCH 21, 2024

By employing a combination of these questioning approaches, sales professionals can gain a comprehensive understanding of the prospective buyer’s situation, needs, and decision-making process, allowing them to present a compelling and relevant sales pitch. But the most successful teams use the best approach: needs and wants.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

ClearPoint Strategy

JULY 28, 2021

The customer value proposition should be at the core of your strategy, which is why it comes directly after the financials (or mission). For-profit companies typically focus on achieving one of these three value propositions: Product leadership. Customer intimacy. Operational excellence.

Value Proposition 98

Value Proposition Software Software Government 98

Hubspot Sales

MARCH 20, 2018

Every email, voicemail, and phone interaction should lead with an assurance that you won’t take much time, followed by a short (30 seconds or less, or one to two sentences), buyer-centric, and customized value proposition. For more on the quick value prop, check out this post. Procrastination.

Value Proposition 145

Value Proposition Negotiation Customer Value Sales 145

Brooks Group

JUNE 7, 2022

Misaligned Values. Value propositions need to be challenged on a regular basis these days. Your customers’ worlds are constantly changing given the record inflation, supply chain disruption, employment challenges, and the war in Ukraine — which all came on the heels of a worldwide pandemic. Don’t Get Out-Sold!

Supply Chain 75

Supply Chain Value Proposition B2C Sales Training 75

Mercuri International

MARCH 8, 2022

Value-based selling has been around for more than 30 years and is still as relevant as ever. When Mercuri Research recently surveyed the most important challenges for business leaders, customer value orientation came out on top, just as it did in our last survey 5 years ago.

Suppliers 52

Suppliers Shareholders Value Proposition Innovation 52

Mercuri International

JULY 1, 2021

An interesting academic study from 2019 looked at seven separate ‘elements of internal alignment’ – shared values, style, skills, staff, strategy, structure, and systems. Thus, making internal alignment central in KAM in order to exchange value and serve the key accounts (KA) long-term.”.

Key Account Management 64

Key Account Management Value Proposition Account Management Profitability 64

CoSell

JULY 8, 2020

But in our present, and our future—the conversation has shifted. The new value proposition enables a disruptive opportunity for enhancing customer value—at the intersection of functional areas, technologies, and industries. The things that might have been necessary for the 50s are ancient artifacts.

Virtual Selling 52

Virtual Selling Value Proposition Decision-making Insurance 52

SalesGlobe

FEBRUARY 11, 2021

It’s often mind-numbing pain followed by an executive presentation where you get picked to death about something you don’t believe in anyway. How does your team think your customer perceives your value proposition? How does your team think the customer would describe the value you deliver?

Account Planning 52

Account Planning Supply Chain Value Proposition Account Management 52

SmartKarrot

NOVEMBER 27, 2020

Continually capture and monitor customer business drivers to ensure optimal solutions and further customer engagement with SpyCloud products/services. Effectively articulate value propositions, create interest, and generate excitement through customer presentations. Apply here: [link].

Customer Success 10

Customer Success Value Proposition Account Planning Onboarding 10

Hubspot Sales

NOVEMBER 16, 2018

A value proposition helps businesses identify what sets it apart from competitors. But how can you tell if your business activities are creating the most value for customers and a great profit margin? A value chain is used to describe all the business activities it takes to create a product from start to finish (e.g.,

Food and Beverage 125

Food and Beverage Logistics Suppliers Profitability 125

SBI

NOVEMBER 7, 2019

Crafting a powerful value proposition that resonates with a C-suite audience is as much an art as it is a science. A well-presented value. Join us for “From Vendor to Strategic Partner: Uncovering Insights to Generate Customer Value” webinar. It's easy to do and doesn't require technical know-how.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20