Strategic Account Management Association

JANUARY 9, 2025

Dan Adams emphasizes the importance of leveraging AI as a strategic account manager to enhance efficiency and effectiveness in sales. AI can analyze large datasets, assist in preparing for calls, generate leads, and improve personal selling skills. Understanding available AI tools is crucial to staying competitive in an evolving market. The post AI Tools to Supercharge Your Sales Strategy appeared first on Strategic Account Management Association.

Account Management 520

Account Management Sales Management Marketing 520

Hubspot Sales

JANUARY 8, 2025

Youre selling something to someone who just wouldnt budge. No matter how you angle your pitch, how well you attempt to align your solution with their needs, or how many glowing testimonials you share, theyre just not buying it. Literally. Somehow, the deal slips through your fingers, and so does the prospect. Youre left wondering where it all went wrong.

Sales 113

Sales Decision-making Negotiation Sales Environment 113

Brooks Group

JANUARY 9, 2025

Understanding the difference between landing new business and managing existing accounts is critical for your sales organizations success. On the surface, sales and account management have similar goals: Build strong relationships with customers and increase profitable revenue. But while both roles drive revenue, they require two different skill sets.

Account Management 104

Account Management Management Sales Account Growth 104

Sales Gravy

JANUARY 30, 2025

In this conversation with Jeb Blount bestselling author of Fanatical Prospecting and Sales EQ, and the founder of Sales Gravy motivational speaker and co-founder of The Constance Group Brian Parsley shares insights into embracing conflict, staying mindful, battling internal doubt, and communicating effectively. Key Takeaways Conflict Isnt the Enemy: Whether its internal (me-me) or between you and others, conflict can be a catalyst for growth if handled with empathy and awareness.

Negotiation 94

Negotiation Sales Decision-making Communication 94

Advertiser: ZoomInfo

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

Sales

Kainexus

JANUARY 22, 2025

When leaders consider implementing a structured business process improvement methodology , one of the challenges they often face is explaining to employees what types of opportunities to consider. Usually, there are some apparent needs that people attack immediately. Still, once those are addressed, it can be challenging to recognize the flaws in processes, especially ones you operate every day.

Innovation 80

Innovation 80

Nutshell

JANUARY 30, 2025

Every marketing team should clearly understand whether its efforts are yielding results. However, many marketing departments struggle to define their key performance indicators (KPIs) or establish effective analytics tracking, which can make their marketing reports less useful. Today, its essential for marketing teams to know how their efforts translate into revenue.

Marketing 83

Marketing Media Decision-making Digitalization 83

Whetstone

JANUARY 8, 2025

A recent LinkedIn conversation brought to the forefront an issue I’ve been working on and writing about for quite some time. Executive sponsorship in Strategic Account Management (SAM) is critical to ensuring initiatives succeed. The discussion underscored a persistent challenge. While executive sponsors bring credibility, influence, and resources to SAM initiatives, their involvement is often unstructured, reactive, or misaligned with the SAM’s strategic role.

Stakeholders 52

Stakeholders Account Management Leadership Decision-making 52

Brooks Group

JANUARY 31, 2025

Sales training is an essential ingredient of your organizations success. The right sales skills and knowledge can unlock the full potential of every sales professional, elevating their performance and driving results for your organization. Training research shows that every dollar invested in sales training pays off: Teams that invest in sales training and development are 57% more effective than teams that dont.

Facilitation 66

Facilitation Emotional Intelligence Sales Training Sales 66

SBI Growth

JANUARY 30, 2025

As we kick off a new year, many organizations are rolling out updates to their sales process. The changes are introduced to team members at sales kickoffs (SKOs), localized events, and one-on-one check-ins to reinforce the importance of adhering to the newly established sales process. The new system is operationalized and then placed on a shelf, often left untouched until sales process refinement begins again at the end of the year.

Sales 62

Sales Organization Leadership 62

Sales Readiness Group

JANUARY 6, 2025

At Price Intelligently we field all kinds of questions, from the how to set up a value based pricing strategy all the way to ways to create a profit culture. Yet, one particular question that seems to be coming up more and more concerns the effectiveness of publishing your prices versus keeping them a secret, and behind walls of "contact us" forms. If your company is offering DIY software solutions that result in quick sales, it may seem obvious that displaying your prices is the best bet.

Publishing 62

Publishing Profitability Software Software 62

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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

Sales Management

Nutshell

JANUARY 2, 2025

Your architectural practice demands a unique set of business tools to help you create and bring your designs to life. Finding the best software for architects is one way to ensure that your designs have the impact you desire and that your projects run smoothly. From your initial concept sketches to your final design models, plans, elevations, and perspective drawings, having the best technology by your side can significantly simplify the process.

Software 62

Software Software CRM Construction 62

Account Management Skills

JANUARY 13, 2025

Welcome to episode 129. In this episode Jenny breaks down the three key areas to focus on if you want to maximise the growth of your existing client accounts in 2025: Client-centric account growth 1. Finding COMMERCIAL CLARITY Agencies who predictably forecast revenue growth from existing accounts are clear where to focus their team’s efforts and provide sufficient time and support for developing an account growth strategy.

Account Growth 52

Account Growth Client Development Account Management Management 52

Account Manager Tips

JANUARY 25, 2025

The post Master Cross-Selling: The Secrets No One Else Is Talking About first appeared on The KAM Coach Unlock the secrets to mastering cross-selling with strategies top sales pros keep to themselves. Learn how to boost sales and build stronger client relationships.

Key Account Management 130

Key Account Management Client Relationships Account Management Management 130

Arpedio

JANUARY 30, 2025

What is Account-Based Everything (ABE)? Account-Based Everything (ABE) is a modern sales strategy where businesses focus on individual accounts rather than just leads or general prospects. Instead of casting a wide net to reach as many potential customers as possible, ABE targets a smaller number of high-value accounts, treating them as unique opportunities.

Stakeholders 52

Stakeholders CRM Customer Success Account Management 52

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

JANUARY 13, 2025

The rapid evolution of AI is reshaping the sales landscape, pushing B2B sales teams to innovate and adapt.

Innovation 123

Innovation Sales B2B 123

Insightly

JANUARY 29, 2025

Customer relationship management (CRM) software is designed to help businesses boost sales efficiency, improve customer service, develop stronger customer relationships, and increase customer lifetime value. That said, every CRM platform is differentand theres no single solution that fits every company. Your chosen CRM software must align with your unique business needs and objectives, so comparison shopping is a must.

CRM 52

CRM Decision-making Software Software 52

QYMATIX

JANUARY 13, 2025

AI-based pricing with Predictive Sales Analytics should not be underestimated in B2B wholesale. Predictive analytics is not just a trend, but a crucial tool in the B2B wholesale industry, helping businesses navigate the complexities of market demands. It powers three key aspects of wholesale distribution: price forecasting, cross-selling, and customer churn prediction.

Sales Analytics 40

Sales Analytics Decision-making B2B Profitability 40

Account Management Skills

JANUARY 23, 2025

Hiring an agency account manager can feel like walking through a minefield in flip flops. You sift through CVs with varying job titles – Account Manager, Senior Account Manager, Account Director etc – but when you dig deeper, their skills and experience vary wildly. For example two people might go for the same job: Candidate 1 An Account Director from a boutique social media agency with 7 years experience might be very strong in project delivery but have minimal marketing strategy ex

Account Management 52

Account Management Management Onboarding Business Growth 52

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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

Cosawi

JANUARY 24, 2025

By Dominique Ct CEO & Founder Cosawi Why isnt Marketing in the KAM/ SAM journey ? Customer-Led and Team-Enabled Marketing In the evolving landscape of Key Account Management (KAM), Account-Based Marketing (ABM) has emerged as a cornerstone for driving customer-centric innovation. “ Customer-Led and Team-Enabled ABM ” represents a paradigm shift where Marketing is seamlessly integrated with KAM teams to deliver tailored solutions, enhance engagement, and drive value for strategic

Co-Creation 40

Co-Creation Marketing Key Account Management Value Proposition 40

Arpedio

JANUARY 22, 2025

Work smarter, not harder Technology plays a pivotal role in ABS by facilitating data-driven insights, seamless communication, and efficient workflows. These advanced tools help sales teams identify ideal accounts, understand their specific needs, and deliver personalized experiences that drive conversions. As ABS adoption grows, integrating sophisticated technology becomes essential for maintaining a competitive edge.

Decision-making 52

Decision-making CRM Account Planning Prioritization 52

The Center for Sales Strategy

JANUARY 23, 2025

Previously this season , we explored how AI is transforming the world of sales coaching. Today, in this episode, were diving a bit deeper into that topic by chatting with two incredible guests from the AI coaching platform, Yoodli.

Sales 106

Sales Sales Training 106

Insightly

JANUARY 29, 2025

Customer relationship management (CRM) software is essential for enhancing sales productivity, elevating customer service, fostering stronger customer connections, and maximizing customer lifetime value. That said, every CRM platform has distinct featuresas well as unique strengths and weaknessesso theres no one-size-fits-all solution. The right CRM will align closely with your specific goals and needs, while the wrong technology can be a costly headacheso taking the time to compare options is c

CRM 52

CRM Decision-making Prioritization Artificial Intelligence 52

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

Sales

Vantage Partners

JANUARY 14, 2025

There is more to value creation than just getting at the interests of the parties, or even simply aligning the parties' interests.

Negotiation 83

Negotiation 83

RAIN Group

JANUARY 29, 2025

Most sales training disappoints. That's not just an opinionit's a sobering finding from our latest research. In fact, 67% of respondents rate their organizations sales training and development as only moderately, slightly, or not at all effective at achieving strong sales performance and productivity.

Sales Training 78

Sales Training Sales Organization 78

The Great Game of Business

JANUARY 16, 2025

The Great Game of Business explains how to create and use an accountability chart. This simple tool can make your open-book management much more effective.

Management 77

Management 77

SalesGlobe

JANUARY 24, 2025

When most leaders think about attrition, its framed as a problemone that drains resources, disrupts teams, and increases hiring costs. But what if low attrition is the real issue? Many organizations pride themselves on retaining talent, yet they overlook the hidden costs of holding on to underperforming salespeople. In reality, low attrition can quietly erode profitability and stall growth.

Innovation 64

Innovation Decision-making Profitability Organization 64

Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst

Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.

Supply Chain

The Center for Sales Strategy

JANUARY 30, 2025

In this episode, were taking a look at how AI is supercharging CRMs and, specifically, exploring how HubSpot is transforming the way businesses manage customer relationships, sales processes, and marketing campaigns.

Marketing 80

Marketing Management Sales CRM 80

SBI Growth

JANUARY 7, 2025

Roam Research is a note-taking application built to replicate the way our brains connect thoughts. Built on the idea of bi-directional linking.

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62

Vantage Partners

JANUARY 13, 2025

Even the most actionable strategies often fail to deliver their full potential due to execution challenges.

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83

Sales Readiness Group

JANUARY 6, 2025

SoulCycle kick-started a national spinning craze. Its many imitators and acquisition by Equinox earned it a high-profile status in the fitness world. Newcomer Peloton decided to ditch the studio in favor of streamable spin classes you can do at home.

Acquisition 62

Acquisition 62

Advertiser: ZoomInfo

ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!

Meetings