Flevy

MARCH 25, 2024

Optimizing Innovation : The final stage involves refining and optimizing the business model to maximize efficiency, profitability, and long-term sustainability. Profit Formula : Examining how value is captured and profitability is achieved within different business models.

Innovation 52

Innovation Value Proposition Stakeholders Organization 52

Arpedio

FEBRUARY 14, 2024

In this article, we will dive into the essential elements and strategies that make up successful strategic account planning. Relationship Building Nurturing and strengthening the relationship with key stakeholders through effective communication and value delivery.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 14, 2024

In this article, we will dive into the essential elements and strategies that make up successful strategic account planning. Relationship Building Nurturing and strengthening the relationship with key stakeholders through effective communication and value delivery.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Create sustained value. Add value on a regular basis and show your client the benefits of your partnership well in advance of the renewal. Demonstrate that you value your client's business. Clients use bid decision criteria to decide who wins the contract.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Hubspot Sales

OCTOBER 14, 2019

Typically, prospective customers go through the following stages when making a purchase: Awareness — The buyer realizes they have a problem or pain point that needs to be solved. Decision — The buyer is comparing available options, and determines which course of action to take. Who makes the final purchasing decisions? —

B2B 137

B2B Value Proposition Decision-making Sales 137

Luminas Strategy

JANUARY 15, 2024

Leaders are then encouraged to ask three additional questions to truly understand their actual current position: What is the one thing that makes our business special? How special is the one thing that makes our business special? How far are we willing to go to make the one thing truly special?

Customer Value 52

Customer Value Supply Chain Value Proposition Advertising 52

Red Star Kim

OCTOBER 24, 2022

Some used the DMU (see introductory video on DMUs ) and the stakeholder matrix for targeting. On a more serious note, we considered the advice of Malcolm McDonald on categorising clients from his book Malcolm McDonald on value propositions – How to develop them (kimtasso.com). 100% Revenue and Profit. 57% I don’t know.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

PandaDoc

MAY 8, 2024

Which approach and tools should you implement to make the most of this potential? Selling to small and medium businesses is different from B2C deals, where people are ready to make a purchase without extra persuading. Enterprise sales cycle can also be enlarged due to objections brought by multiple stakeholders. In the U.S.

B2C 52

B2C Small Business Sales Decision-making 52

Account Manager Tips

MAY 1, 2021

to make the first move. Our job is to not only to keep our clients but to grow profitability through improved margins, more volume and additional products and services. The secret is simple: make the first move. Who are your clients’ decision makers and what does the process look like? We don't want to be annoying.

Negotiation 130

Negotiation Suppliers Decision-making Sales 130

Account Manager Tips

MAY 1, 2021

As a key account manager, you not only need to keep your clients, you need to keep them profitable. Which makes them risk-averse. and decisions. Along the way, both make compromises until those discussions reach a conclusion: The buyer can solve the problem on their own. A simple sales negotiation tactic. Negotiation.

Negotiation 130

Negotiation Key Account Management Suppliers Value Proposition 130

Hubspot Sales

AUGUST 30, 2023

AI recognizes facial impressions and drives emotion-based decisions The market size for facial recognition software was valued at USD 4.35 Likewise, solutions like Uniphore Q empower online sales meetings by validating a buyer’s sentiment toward offers and value propositions in real time with a shocking 99.83% accuracy.

Decision-making 92

Decision-making Sales Profitability Artificial Intelligence 92

Arpedio

JANUARY 9, 2024

Let’s delve into why these measurement tools are pivotal for driving success in account management : Strategic Decision-Making: Metrics and KPIs provide a data-driven foundation for strategic decision-making. This, in turn, informs strategic decisions that are aligned with customer needs and business goals.

Account Management 52

Account Management Management Client Relationships Account Planning 52

ClearPoint Strategy

JULY 28, 2021

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). For-profit companies typically focus on achieving one of these three value propositions: Product leadership.

Value Proposition 98

Value Proposition Software Software Government 98

Arpedio

OCTOBER 11, 2021

The KAM must manage a program and lead the business strategy across internal stakeholders and the value co-creation with the stakeholders at their key accounts – not a trivial endeavor. SAMA is a global non-profit organization with more than 15,000 members. SAM is a journey. It's not a one-time project.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

ProlifIQ

JUNE 21, 2023

The focus on customer retention within strategic account management is paramount as it ensures the longevity and profitability of the relationships with these strategic customers. This team consists of dedicated professionals who work collaboratively to support the strategic account manager in delivering value to the strategic accounts.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Arpedio

MARCH 26, 2024

It serves as the foundation for building strong customer relationships, understanding market dynamics, and ultimately closing deals that drive revenue and profitability. It is the crucial period during which potential leads are identified, qualified, and nurtured before they are ready to make a purchasing decision.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Hubspot Sales

MARCH 18, 2019

Some final thoughts on making your key account management strategy a success. These accounts make up the majority of the business' income. Profits and revenue, meanwhile, can increase by 15%. If you can promise to make them a key account -- and your competition can't do the same -- you're likelier to win the deal.

Key Account Management 128

Key Account Management Account Management Management Account Strategy 128

Whetstone

MAY 9, 2023

You know how they will save your clients time and money and/or help them become more profitable. When you’re not allowed to differentiate your value and you are forced to compete solely on price, it can be difficult to close a sale, and if you do close the sale, you know it might not have been worth the effort.

Procurement 40

Procurement Suppliers Value Proposition Decision-making 40

Arpedio

MARCH 27, 2023

This includes everything from identifying and qualifying leads, to tracking touchpoints and communications with prospects, to forecasting potential sales, to finally analyzing data to make your sales process even more efficient. Value Proposition 4. Identify Decision Makers 5. Prospecting 2. Qualification 3.

Software 52

Software Software Management Sales 52

Arpedio

MARCH 27, 2023

This includes everything from identifying and qualifying leads, to tracking touchpoints and communications with prospects, to forecasting potential sales, to finally analyzing data to make your sales process even more efficient. Value Proposition 4. Identify Decision Makers 5. Prospecting 2. Qualification 3.

Software 52

Software Software Management Sales 52

Better Ways Sales Strategies

JANUARY 3, 2020

Every organization I’ve had the privilege of working with over the past 20 years can tell me some version the value proposition that they provide to their clients and prospects (I’ll use these terms, ‘client’ and ‘prospect’ interchangeably throughout this document). Which is helpful…but not enough.

Value Proposition 40

Value Proposition Decision-making Stakeholders Sales 40

Better Ways Sales Strategies

APRIL 28, 2015

Account Management – Developing long-term, increasingly profitable relationships with the firm’s current accounts and effectively penetrating prospect accounts. Closing and Contracting the business – Ensuring that the business is closed but also, that it is business that can be profitably delivered for both your firm and the client.

Sales 40

Sales Stakeholders Profitability Value Proposition 40

Account Manager Tips

OCTOBER 11, 2021

You need to take charge, make decisions and set goals for your customers so they can achieve success. What would bring the most value if there were no limits or obstacles? What changes should we make? How do we make changes? you'll never earn the trust and credibility you need to make an impact.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Account Management Skills

AUGUST 24, 2021

With the account management world, you do it based on the commitments you’re making to your customers. I’m updating internal and external stakeholders, and all that sort of stuff. But it’s a very similar dynamic, I’m still creating a plan. I’m working toward that plan. Do we have plans in place?

Account Management 98

Account Management Management Account Planning Co-Creation 98

SalesGlobe

FEBRUARY 9, 2022

Now, I’m trying to make the beer they already have move faster. Then he detailed the cooler display at the front of the store, making sure the facings of cans and bottles were aligned and that the packaging and tags for the week’s specials were clearly displayed. Two years ago, I was selling cases of beer to store owners.

Value Proposition 52

Value Proposition Advertising Sales Profitability 52

Red Star Kim

MAY 11, 2023

Brands have attributes, values and personality – customers will perceive or make associations with a brand that can be positive or negative. Google ZMOT (Zero Moment of Truth) describes this less as a journey and more as a flight map: Zero moment of truth (ZMOT) decision-making moment – Think with Google.

Management 130

Management Co-Creation Publishing Leadership 130

Red Star Kim

JUNE 7, 2023

Marketing strategy is the most undervalued skill by businesses, marketers say (marketingweek.com) Value Disciplines: Customer Intimacy, Product Leadership and Operational Excellence When discussing value propositions and competitive positioning at the workshop, we considered the relevance of Treacy and Wiersema’s three strategic choices.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Miller Heiman Group

AUGUST 20, 2020

COVID-19 has created a perfect opportunity for sellers to re-engage with their stakeholders—their buying influences. They Effectively Communicate Value Messages that Are Relevant to Buyer Needs. There’s no standard value proposition today that applies to every buyer. Ready to start exceeding buyer expectations?

Negotiation 111

Negotiation Value Proposition Stakeholders Decision-making 111

Hubspot Sales

AUGUST 21, 2023

To make the process easier to navigate, I’m going to walk you through everything you need to know to build a killer go-to-market strategy in this article. Use go-to-market strategy templates Launching a new product or service can get overwhelming very quickly, especially when there are many moving parts and stakeholders.

Marketing 98

Marketing Brainstorming Decision-making Advertising 98

Arpedio

JULY 12, 2023

And what is it about them that makes them such a good fit? You can think of it like this: Marketing creates the initial demand and interest after which account-based selling activities take over to build relationships, engagement and consensus among the stakeholders involved in the buying decision.

Marketing 52

Marketing Advertising Decision-making Communication 52

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 128

Food and Beverage Logistics Suppliers Profitability 128

SmartKarrot

MAY 30, 2022

Aligned with the Customer Value proposition, define specific KPIs proving the value of the solution for the clients. Guide the clients with explicit proof of value targets and specific ways to measure, test and improve upon these targeted KPIs.

Customer Success 3

Customer Success Value Proposition Construction Onboarding 3

PandaDoc

SEPTEMBER 19, 2023

Sales and marketing teams require skills like industry knowledge, targeted market research, persona development, niche-specific content marketing, networking, collaboration, and data-driven decision-making. The horizontal company offers generic products or services aimed at a wide audience.

Marketing 52

Marketing Advertising Value Proposition Sales 52

SalesGlobe

JULY 9, 2021

Planning for your customers means incorporating change methodology that includes: Clear articulation of a new value proposition. As companies make the shift, GTM elements of value propositions, core and industry-based messaging, account targeting, revenue motions, and pricing are core workstreams.

Finance 52

Finance Value Proposition Sales Innovation 52

Miller Heiman Group

NOVEMBER 5, 2019

They Effectively Communicate Value Messages that Are Relevant to Buyer Needs. There’s no standard value proposition today that applies to every buyer. They Effectively Negotiate to Resolve Differences and Agree on a Mutually Beneficial Decision. Complex deals often involve even more complex negotiations.

Negotiation 56

Negotiation Value Proposition Decision-making Customer Experience 56

SmartKarrot

NOVEMBER 9, 2022

The information gathered includes understanding their decision-making process; their target audience and competitors; and your overall strategy to win them over, keep them, and expand your relationship with them. This makes the entire process extremely time-consuming, especially when there are numerous possibilities resulting from it.

Account Planning 10

Account Planning Key Account Management Account Management Client Relationships 10

SBI

NOVEMBER 7, 2019

The unification of two essential pillars in the marketing technology stack will also offer comprehensive insights and data for marketers to make full-scale, intelligent improvements to their entire content investment. Crafting a powerful value proposition that resonates with a C-suite audience is as much an art as it is a science.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20