Strategic Account Management Association

OCTOBER 28, 2020

By SAMA Editors. The winners of the 2020 SAMA Excellence Awards demonstrate the amazing things that happen strategic account management is enshrined at the center of a company’s business strategy. The details of what each of our winners accomplished (and how they did it) differ based on their size, history of account management, business drivers and strategic goals.

Co-Creation 520

Co-Creation Global Accounts Account Management Profitability 520

RAIN Group

OCTOBER 28, 2020

At their core, top-performing salespeople are change agents. They recommend, advise, and assist buyers (what is typically known as consultative selling ), and they aren't afraid to push when it's in the best interest of their buyers. Indeed, top sellers are Insight Sellers. These people make five cases to ensure the value proposition for each buyer is as strong as it can be.

Value Proposition 133

Value Proposition Sales 133

Hubspot Sales

OCTOBER 28, 2020

How has your sales leadership style changed this year? As companies are facing uncertainty with their ability to operate and sell their products, effective leadership may have a whole new set of requirements. If you’re still leading the same way you have been for years, now is the perfect time to adapt your leadership style to better meet the needs of your organization during challenging times.

Prioritization 102

Prioritization Leadership Sales Sales Leadership 102

Sandler Training

OCTOBER 28, 2020

One of best pieces of advice I ever received about holding on to important clients and customers was this: During times of uncertainty, approach your business contacts from a different perspective than during so-called “normal” times. The post Client Retention: It’s Personal appeared first on Sandler Training.

Client Relationships 94

Client Relationships Account Management Management 94

2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.

The Center for Sales Strategy

OCTOBER 28, 2020

Sometimes to be more productive and effective, you just need to take it back to the basics. But, often, that’s what takes the most time — a nd most days, we don’t have enough hours in the day. If you could invest now to save later, would you do it? Ask yourself, if you could make a change today to reap benefits in the future, would you be willing to give it a try?

Innovation 72

Innovation Marketing Sales 72

SBI Growth

OCTOBER 28, 2020

Everyone Went Digital During Lockdown – Did Your Mobile Experience Improve? Many people have found themselves spending more time on their smartphones these days. Lockdown orders and social distancing have driven an increased dependence on smartphones across all facets of daily.

Digitalization 67

Digitalization Digital Transformation Customer Experience Customer Success 67

ProlifIQ

OCTOBER 28, 2020

Quarterly business reviews can be the stuff of nightmares. Here are the 13 horrors of QBRs and how to avoid them. . 1. Digging Your Own Grave… . By spending countless hours creating a presentation from scratch. Instead, use a QBR template to get going faster. . 2. Trying to Be Like Van Helsing . You’re not a monster hunter, nor are you a data hunter.

Key Account Management 52

Key Account Management Account Management Meetings Management 52

Sandler Training

OCTOBER 28, 2020

You probably don’t need me to tell you that 2020 has been a year like no other. Let’s be honest: there were (and are) no playbooks for magically reversing what's happened in the marketplace during this historically tumultuous period. The post How Can Teams Finish 2020 Strong…and Set a Foundation for a Great 2020? appeared first on Sandler Training.

Sales Management 56

Sales Management Leadership Management Sales 56

ProlifIQ

OCTOBER 28, 2020

Quarterly business reviews can be the stuff of nightmares. Here are the 13 horrors of QBRs and how to avoid them. . 1. Digging Your Own Grave… . By spending countless hours creating a presentation from scratch. Instead, use a QBR template to get going faster. . 2. Trying to Be Like Van Helsing . You’re not a monster hunter, nor are you a data hunter.

Key Account Management 52

Key Account Management Account Management Meetings Management 52

Showpad

OCTOBER 28, 2020

B2B sales, on the whole, is slower, more labor-intensive and more consequential than B2C. A six- or seven-figure deal can make or break the entire year’s revenue, providing little margin for error. No pressure. So it’s probably time to level up how your organization runs sales teams and integrates new B2B sales techniques into their repertoire. Here are a few sales methods to consider: 1.

B2B 52

B2B Sales B2C Decision-making 52

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

B2B

SBI

OCTOBER 28, 2020

Mediafly Acquires Presentify to Transform Marketing and Sales Content. CHICAGO – October 28, 2020 : Mediafly , a provider of sales enablement technology, content management and advisory services that create interactive, value-based selling experiences, announced today it has acquired Presentify, a global visual communication solution based in the UK.

Marketing 48

Marketing Sales Healthcare Acquisition 48

SmartKarrot

OCTOBER 28, 2020

To stay abreast of each of your customers’ engagements could be more than just a task. Nonetheless, transparency, easy accessibility, and free communication can pave the way to a seamless customer experience. Better yet, redeem yourself with an effective customer success workflow that puts the troubles at bay. A customer success workflow simplifies, systematizes, and supports the efforts of a customer success team.

Customer Success 20

Customer Success Acquisition Customer Experience Communication 20

Miller Heiman Group

OCTOBER 28, 2020

Sales organizations that consider their CRM as the anchor (as opposed to point solutions) have 6.8% higher quota attainment and 4.1% higher win rates. On average, organizations use 10 different sales tech tools , yet all that technology isn’t necessarily producing better sales outcomes. That’s especially true for tech that just collects—or, worse, requires sales teams to manually input—ever more raw data, contributing to information overload without helping your sales team win more deals.

Sales Technology 111

Sales Technology CRM Sales Sales Analytics 111

SmartKarrot

OCTOBER 28, 2020

If you are into the SaaS business, then surely you would have heard of the term customer lifetime value. It gives you the overall revenue an average customer generates during their entire relationship with a business. But wouldn’t it be more beneficial to know what profit (rather than revenue) a customer generates? Customer profitability analysis is intended towards that.

Profitability 10

Profitability Acquisition Customer Success Advertising 10

Advertisement

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

Meetings

Hubspot Sales

OCTOBER 28, 2020

I didn’t like numbers at all growing up. Math was my least favorite subject and science was a close second. But, inevitably, the older I got, the more I valued the two subjects. In fact, nowadays, every decision I make is influenced by numbers. For example, I only buy plane tickets on Sundays and fly on Tuesdays. (Thanks, science!). With this in mind, it wasn’t a surprise to me to learn that top sales reps use data to drive their strategies and choices.

Sales 89

Sales Decision-making Publishing Marketing 89

Sandler Training

OCTOBER 28, 2020

Whether you are a sales leader responsible for an entire team’s performance or a single salesperson looking to hit your income target, Sandler’s KARE tool is a simple, powerful resource well worth spending some time with in Q4. The post KARE: The Go-To Planning Tool For Q4 appeared first on Sandler Training.

Sales 69

Sales Sales Management Management 69

SmartKarrot

OCTOBER 28, 2020

Role: VP Customer Success Location: San Francisco, California, US Organization: Riviera Partners As a VP of Customer Success, you will be responsible for creating and executing an operational methodology and account management process which builds on the data-driven approach; continue to iterate and improve on this process. Identify, understand, and evaluate opportunities within accounts.

Customer Success 10

Customer Success Stakeholders Onboarding Innovation 10