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

Zendesk

MAY 23, 2022

Salespeople who use product details and specs as the main driving force behind their sales tactics can’t compete in this new market. As a result, companies are now shifting toward personal selling. And a remarkable 87 percent of high-growth sales organizations now use a value-based approach to sales. What is value-based selling?

Value Selling 98

Value Selling Cybersecurity Software Software 98

PandaDoc

JULY 6, 2021

It is not new that a B2B sales cycle is a lot longer than that of a B2C , but once converted, these are high-value selling opportunities. To hit the bull’s eye, it is imperative to have a smooth B2B marketing automation workflow to increase efficiency and improve customer-buyer relationships.

B2B 52

B2B CRM Decision-making Onboarding 52

Corporate Visions

APRIL 25, 2019

Who couldn’t use an arsenal of effective selling techniques? But there is a lot of “conventional wisdom” out there that, in reality, doesn’t help you make the sale. Here are five of the best sales techniques that really work, as well as five classic go-to selling techniques that may, in fact, be hurting your sales.

Value Proposition 111

Value Proposition Decision-making B2B Profitability 111

SBI

DECEMBER 14, 2021

Mediafly , a leader in sales enablement, interactive content and value selling, today announced it has entered into a definitive agreement to acquire InsightSquared , a leader in revenue intelligence, forecasting and analytics. CHICAGO – December 15, 2021. Mediafly has been named to the Inc. About InsightSquared.

B2B 56

B2B Digitalization Decision-making Healthcare 56

SBI

MARCH 25, 2020

While video conferencing is meant to make meetings feel more personal, studies show it does not deter people from multitasking, and in some cases, completely zoning out. What’s more, only 12% of people feel as comfortable on video as they do on audio calls, so you may not get the level of engagement you need to make an impact.

Remote Working 40

Remote Working Decision-making Value Selling Sales Training 40

SBI Growth

NOVEMBER 24, 2012

The post offers tools to make longer-lasting corrections, too. Making the Connection. The solution starts by answering two questions: What sales rep activities does the customer value? Q1: What Does the Customer Value? The initial reaction is to reach for a recent market survey. This destroys trust.

Decision-making 107

Decision-making Sales Customer Value Value Selling 107

Showpad

JULY 11, 2018

But thanks to Apple’s introduction of ARKit late 2017, augmented reality is steadily making its way into the mainstream. In fact, Apple’s ARKit eliminates the biggest hurdle AR faced in coming to market: the need for a separate device supporting the technology. Let buyers interact with your product line.

B2B 49

B2B Decision-making Sales Value Selling 49

Zendesk

JUNE 30, 2022

Sales reps naturally focus their time on making sales—that’s kind of the point. According to Marketing Metrics , the probability of selling to an existing customer is 60 to 70 percent while the chances of selling to a new prospect are only 5 to 20 percent. Drive repeat and higher-value sales. Deepen brand loyalty.

Sales 98

Sales Decision-making B2C Profitability 98

Strategic Account Management Association

SEPTEMBER 11, 2020

In strategic account management, companies have to address the never-ending question of how to differentiate themselves and gain market share. I’m talking about customer experience management (CXM), which I would argue may be the single most important investment a company can make in today’s cut-throat business climate.

CXM 520

CXM Account Management Customer Experience Management 520

MTD Sales Training

MARCH 7, 2012

Now, you run the risk of running into other prospects in the same industry or target market that know just how LOW you can go. Depending on exactly what you sell, such issues may not be very important. However, our company made some important decisions long ago. Honestly, Steve, do you think we made the right decisions?”.

Decision-making 121

Decision-making Profitability Sales Training Sales 121

SBI

OCTOBER 27, 2020

Next, with buyers so focused on the economics of a good purchase decision (or the cataclysmic consequences of a bad one) I would tackle better value communication and quantification. The key is to enable sellers to focus on business value and outcomes early. It’s not just the toolset, but the skillset and mindset that matter.

Facilitation 43

Facilitation Communication B2B Decision-making 43

KAM With Passion

MARCH 28, 2022

The core definition states that a B2B sale is complex when several people are involved in the purchase decision. In this article, we illustrate various levels of complexity of a buy and sell situation and we explore why this matters a lot to companies and sales leaders. Green belt situation example: Acquisition of a CRM system .

Procurement 130

Procurement Stakeholders CRM Government 130