Customer Think

JUNE 19, 2023

More than 90% of sales employees in B2B SaaS companies face the challenge of value management and value selling. A Value Management survey conducted in 2020 found that 82% of B2B SaaS companies customers ask for value tools, beyond what the business is already offering.

Value Selling 79

Value Selling B2B Management Sales 79

DemandFarm

APRIL 13, 2023

KAM Glossary (with 65 Definitions) To help strategic account managers / key account managers /sales professionals enhance their understanding of Key Account Management (KAM) , this glossary provides clear and concise definitions and explanations of essential terms, definitions, and concepts related to key account management.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Red Star Kim

OCTOBER 19, 2023

Accountants, lawyers, paralegals, patent attorneys and financial advisers (both professional advisors and dedicated business development professionals) joined me at an MBL workshop on telephone skills for client service and selling. We explored the fundamentals of relationships, managing inbound calls and planning outbound calls.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

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. In a word: No!

CXM 520

CXM Account Management Customer Experience Management 520

Hubspot Sales

MARCH 20, 2020

Coaching vs. Managing. Today's sales managers need to wear two hats – their manager hat and their coaching hat. On a day-to-day basis, the manager's focus is on quota attainment and delivering revenue. Practice delivering clear, actionable feedback to those you manage. Image Source: Value Selling Associates.

Sales 112

Sales Sales Training Sales Management Management 112

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. In a digital-first world, you need to consider all the multichannel touchpoints across the buyer journey.

B2B 56

B2B Digitalization Decision-making Healthcare 56

Blue Canyon Partners

JUNE 24, 2020

How do we align the ecosystem (competitors, channels, partners, digital) to our benefit? Have digital models taken over because of social distancing? Given these changes, how can you manage the ecosystem to your benefit? Product management decisions will need to be updated. Different types of equipment and supplies (e.g.

Suppliers 52

Suppliers Supply Chain Value Proposition B2B 52