October, 2021

Understand the Value You Offer to Your Customer

Holden Advisors

You can’t have confidence in your price unless you have confidence in the value you deliver to your customer’s business. Your products and services provide financial value to your customers by increasing their revenue, reducing their costs, or helping them to mitigate risks. It’s really that simple.

FROM EXECUTIVE SPONSORSHIP TO EXECUTIVE ENGAGEMENT

Strategic Account Management Association

By Dominique Côté, Founder and CEO, Cosawi Consulting. In our organization’s work, we see much confusion and lack of clarity on executive sponsorship, even when it is in place.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Trending Sources

15 Reasons Why You Might be a Bad Account Manager

Account Manager Tips

15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. But you can quickly improve with a little work and reflection. Discover fifteen things you should stop doing and what to start doing instead. Tweet. Share. Share.

Stopping the reference insanity for salespeople

Upland

“You can’t build a reputation on what you are going to do.” – Henry Ford. The reality of closing B2B enterprise deals is that prospects want—and expect—to talk with customer references. For even the best and most well-known brands, no reference means no sale.

B2B 195

The 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.

Automation and Relationships: Choosing the Best KAM Software

Kapta

Your key account management teams need to be talking to client contacts, managing the customer experience, and growing their book of business.

Loyalty Is an Inside Job, Too

Engage Selling

Recently, I talked about customer loyalty and how it’s your job—not theirs—to create ideal conditions for them to stick with you. But what about within your organization? It matters here, too.

More Trending

Break & Glue: The art of capturing complex mega-strategic accounts in CRM to get the most from account planning tools 

Strategic Account Management Association

By Saleh Al-Ben Saleh, Strategic Account Manager, Emerson.

7 Reasons Why Clients Ghost You (and What to Do About It)

Account Manager Tips

7 Reasons Why Clients Ghost You (and What to Do About It) When clients don't return your calls or messages, it can feel like they're ghosting you. It's frustrating and stress-inducing. The good news is their silence usually isn't about you.

Six Key Themes for CEOs to Win the Growth Battle in 2022

SBI Growth

What sets CEOs of high-growth companies apart in 2021? Much of it comes down to focus and conviction. type-article topic-Revenue Growth Strategy

104
104

Underutilized Account Management Tools and Techniques

Kapta

Splitting your organization's accounts into general accounts, key accounts, and strategic accounts sets the foundation for your teams' entire strategy.

The Definitive Guide to the Top 4 Sales Enablement Metrics

See what metrics matter to increase productivity and revenue and your organization. This guide will help you stay data-driven while avoiding data overload.

How to Succeed at Selling in a Hybrid World with Dan Tyre [PODCAST]

Sandler Training

Mike Montague interviews Dan Tyre, Inbound Fellow at Hubspot, on How to Succeed at Selling in a Hybrid World. The post How to Succeed at Selling in a Hybrid World with Dan Tyre [PODCAST] appeared first on Sandler Training.

Sales 104

Strengthen Negotiations with New Products and Services

Holden Advisors

Too often, sales teams rely too heavily on discounts or service giveaways to close deals. This leads to a host of issues including leaving money on the table, teaching customers to negotiate hard for discounts and freebies, and eroding the customer's perception of your value.

Keeping the Prospect Engaged | Sales Strategies

Engage Selling

I recently had a conversation with a really smart sales VP who said, “I need my team to remember that our job is to provoke our customers. It’s to make people think.

Sales 102

Top 10 LinkedIn Hashtags Every Key Account Manager Should Follow Now

Account Manager Tips

Top 10 LinkedIn Hashtags Every Key Account Manager Should Follow Now You may not know it, but LinkedIn hashtags are an excellent tool for staying up-to-date in your industry, finding relevant and useful information, and expanding your network.

Organic Growth Strategy: How to Leverage Market Collateral Around Social Media

Speaker: Akilah Murrell, Sr. Director of Channel Marketing at Channel Maven

Join Akilah Murrell, Senior Director of Channel Marketing at Channel Maven, for this how-to session on engaging your buyer base through social media.

The Cost of Sales

Software Sales Guru

The Cost of Sales Discussing costs is a part of every sales cycle, and many sellers bring in the cost of the status quo to help justify the price. Yet we rarely look at our own costs to pursue leads that may never close.

Reasons to Invest in Account Management Software

Kapta

The tools you choose to utilize will make or break your success. In the key account management world, all too often, we see that companies prefer to pair a customer relationship management platform with various software platforms to perform tasks and manage their clients.

How to Succeed at Supply Chain Management [PODCAST]

Sandler Training

Mike Montague interviews Sharina Perry, CEO and Inventor of Utopia Plastix, on How to Succeed at Supply Chain Management. . The post How to Succeed at Supply Chain Management [PODCAST] appeared first on Sandler Training.

Play Better Poker With Your Customers

Holden Advisors

When it comes to negotiation, very few sellers spend enough time planning. I encourage you to carve out time to get centered and think about some of the upcoming negotiations you have.

Increase Revenue with Faster Sales Onboarding

Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. This exclusive eBook, Increase Revenue with Faster Sales Onboarding, provides details on how to: • Achieve your sales organization's goals • Increase revenue • Avoid turnover • Give reps a path to success Download the eBook today!

Leveraging Conversation Intelligence to Improve Sales Coaching

Sales Readiness Group

In our research report 5 Hallmarks of High-Impact Sales Organizations , we identified sales coaching as the top sales management action to improve sales team performance. One of the key benefits of sales coaching is that it helps managers transition from chief problem solvers to sales team enablers.

Social Selling Tips for Success

RAIN Group

Once upon a time, there was a notion that social media was unnecessary for selling; it was a novelty and not a staple. At the time, some believed that enterprise-level decision makers couldn’t be reached on social platforms.

Media 95

Why is Consultative Selling Better?

Software Sales Guru

Why is Consultative Selling Better?

4 Steps to Creating a Successful KAM Program

Kapta

Key account management , or KAM, is one of the most valuable developments in account management to have emerged in the last 20 years. It is a process in which to build and maintain relationships with your most critical accounts.

The Ultimate Guide to Executive Recruiting

Sourcing the right executive candidates and filling key managerial roles in an organization can be difficult, even in the best of times. Download this eBook to level up your discovery process, talent sourcing, and strategies for reaching your best-fit candidates.

How Your CRM Can Help Your Team Sell More

Sandler Training

You may not realize it, but your team’s CRM can help you to overcome the “winging it” problem, standardize your team’s sales process, speed up sales cycles, improve close ratios, and increase revenue. The post How Your CRM Can Help Your Team Sell More appeared first on Sandler Training.

CRM 94

A Four-Step Pricing Strategy for Startups that Works Every Time

Holden Advisors

Pricing strategies are often the last thing entrepreneurs tackle before launching new businesses. It’s a tricky problem to get right. Price too high and you lose potential customers. Too low, and you lose money.

What to do When Your Best Sales Reps Haven’t Hit Their Numbers

The Center for Sales Strategy

About half of all sales reps don’t achieve their yearly quotas. Reasons for not hitting quota vary from not having enough opportunities in the sales pipeline to not following a sales process. Additionally, sales quotas have risen, yet the percentage of reps making their quota has fallen.

6 Strategies for Sales Prospecting Success

RAIN Group

I recently conducted a webinar for a client on sales prospecting. Leading up to the webinar, I asked what questions the client had about prospecting so I could tailor the content to their particular challenges. I guess I shouldn't have been surprised when I only got one response.

Sales 94

The Business Case and Playbook for Data-Driven Sales Coaching

Sales coaching & learning is a wise investment, but also requires you to do it right. This eBook will serve as a springboard for your business case, playbook, and implementation plan as you consider an investment to improve data-driven sales coaching.

9 virtual selling blunders that make customers think twice

Crank Wheel

Follow this guide to discover - and avoid - nine virtual selling blunders that make customers think twice

Build Bridges, Not Tunnels

Engage Selling

It’s one of the biggest challenges you face with a new customer: scouting out the landscape of their organization and determining who the decision makers are (and aren’t).

Why (and How) You Should Modernize Your Sales Process with Hybrid Selling

Sandler Training

High performance sales teams we work with are adopting a hybrid selling approach to leverage the best practices of both in-person and virtual selling. . The post Why (and How) You Should Modernize Your Sales Process with Hybrid Selling appeared first on Sandler Training.

The Value of Reliability

Holden Advisors

The COVID-19 pandemic has taught us many lessons, not the least of which is the value of a reliable supply chain. We’ve all felt it. Grocery stores without food, liquor stores without whiskey , lack of inventory with everything from air conditioners to bicycles.

Top 10 Tactics for a Successful SKO!

The 2022 Sales Kick Off is your big opportunity to align your sales team and drive change. Make sure it's successful with SecondNature’s SKO Ebook! Find out: ? How to set the right goals and KPIs ? How to translate vision into tactics ? How to keep salespeople engaged.