Strategic Account Management Association
FEBRUARY 2, 2021
To be sure, a sales leader or SAM manager will have responsibilities beyond revenue. And yet several trends are converging to make decisions over deployment or resources more difficult. Only around 60 percent of account managers are making quota, per HBR. Because most sales professionals hate their CRM system.
Flevy
JULY 14, 2021
Do people always follow a rational linear process to come to a decision? Studies have suggested that a combination of Decision Making Models are used by people to reach quality decisions. Strategic Decision Making is a complex process with a lot riding on those decisions. Case-based Decision Analysis.
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Account Manager Tips
JANUARY 22, 2022
Why Don't Clients Make Decisions (and How to Help Them Commit) As a key account manager, your goal is to keep your clients happy and satisfied with your solutions. But it's hard to get to that point if those clients never make a decision. And they wouldn't make a decision? Decision fatigue.
Planview
AUGUST 7, 2023
This is part two in a series of blogs on decision making in the era of financial constraints. A pressing topic facing all executives right now is how to approach decision making in this era of growing financial constraints. Understand the common types of decision-making biases and how to spot them.
Speaker: Ruth Stevens, President of eMarketing Strategy
But guess what: It’s after the sales team has gotten into the act where marketing can have an even bigger impact on results. The next step in the process is to provide leverage to sales as they engage with the prospect, close the deal, and then nurture and deepen the customer relationship.
The Center for Sales Strategy
DECEMBER 2, 2019
You’ve secured the appointment with the decision maker. You’re excited and feeling positive about the sales call. But aren’t you speaking to the decision-maker with the power to say yes? Of course, but you didn’t conduct the due diligence on the prospect’s decision-making process to uncover any possible decision influencers.
SOAR Performance Group
JANUARY 13, 2023
In recent years, buyers are noticeably changing their decision-making processes. How are these changes impacting sales teams, and how can sales leaders help their teams tailor the buyer and […].
Advertiser: ZoomInfo
Members of the C-suite are the key decision-makers when it comes to making major investments in their organizations. That’s why every salesperson’s goal is to make their pitch directly to a senior executive—ideally, sooner rather than later.
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“B2B buyers spend just 15% of their time interacting with brands before making a purchase decision” (Gartner). How can B2B marketers reach active buyers sooner in the sales cycle and influence their purchase decisions? That means B2B marketers miss out on 85% of a buyer’s journey! Intent signal data can help.
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