Sat.Aug 13, 2022 - Fri.Aug 19, 2022

The Secrets Of Successful Strategic Account Management With Richard Santucci And David Hughes

Strategic Account Management Association

How do you take care of your most important customers?

The Fundamentals of Key Account Management


There are many activities required for successful key account management. Keeping them straight and completing them all can seem a bit overwhelming at times. But getting started or improving your abilities as a key account manager (KAM) is easier when you know the fundamentals.


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How to Attract Talent in 2022

SME Strategy

retention Recruitment

Encounter Planning for the Win

Revenue Storm

As many of us are enjoying the good fortune by returning to normal ways of conducting business following the pandemic, one of the great joys coming back are client meetings. Real, live, face-to-face client meetings. Remember those?

Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

No is not a loss

Software Sales Guru

No is Not a Loss Sales environments that suggest every opportunity is “won” or “lost” do not recognize that NO is a good outcome. A consultative seller creates value by helping the buyer understand what merits action, and what does not.

How to Ensure Your Frontline Employees Receive, and Act Upon, CX Insights

Customer Think

One of the most foundational elements of Experience Improvement (XI) in a contact center is ensuring not ‘just’ that you’re gathering data, but that that data guides the actions that you want your frontline employees to take.

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How to Develop Strong Negotiation Skills: Understanding the Eight Different Kinds of Leverage

Sandler Training

There are eight possible sources of leverage that are present in every negotiating situation. We want to understand and maximize all eight sources. The post How to Develop Strong Negotiation Skills: Understanding the Eight Different Kinds of Leverage appeared first on Sandler Training.

Fly’s Friday Five: Talent Management and Retention

Brooks Group

Friends, it’s Gary Fly with The Brooks Group. I’m going to revisit some topics from the past, I’ve had a number of conversations recently that have continued to highlight what challenges people seem to be feeling in the marketplace. . One is around prospecting.

How CRM technology creates a customer-first business culture


Inside out – that’s how most companies work with prospects and customers. They prioritize internal efficiency, processes and systems over how their prospects and customers buy. This often leads to complex purchase processes and, ultimately, lost revenue.

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21 Free Courses for Key Account Managers to Boost Your Skills Now

Account Manager Tips

21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. It's not an easy job, and you need many different skills to do it well.

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

5 Areas of Focus for Your SKO in the Current Economy

Force Management

Changing dynamics in the economy may demand a strategic pivot for how you reach revenue goals in your sales organization. The challenge becomes identifying which priorities are most critical to devote resources to.

Managing Highly Talented Salespeople – Is It Worth the Trouble?

The Center for Sales Strategy

On a coaching call last week, a manager and I were discussing a seller new to his team. On pulling up this person’s sales assessment, all I could think was, “WOW! Look at all that talent!” This person was strong across the board. So much potential.

Sales Training Topics to Drive Results

RAIN Group

If you’re responsible for designing or implementing sales training for your organization, you know the effectiveness of training varies greatly.

How to Win Deals with One Simple Negotiation Strategy

Account Manager Tips

We all have to negotiate with our clients sooner or later, but for lots of reasons, most of us avoid it if we can. Anchoring is a simple tactic that can help you gain control of the negotiation and give you a bargaining advantage too.

The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

Webinar: Using videos for prospecting, sales calls and follow-ups

Crank Wheel

TODO: Add a description here

Sales 83

How to Use Sales Psychology to Change Buyers' Mindsets

The Center for Sales Strategy

As a business leader, you're well aware of the fact that sales can make or break a company. Unfortunately, simply designing a great product or service won't lead to outstanding sales. Industry leaders today are focusing on a more psychological approach to boosting their sales.

Sales 93

The Right Outside and Inside Sales Team Structure | Sales Strategies

Engage Selling

??????????? What’s the right outside and inside sales team structure? I recently had a conversation with an exceptional sales leader I work with. We discussed the growth trajectory of his … Read More.

Sales 82

Virtual Summit 2022 Invitation [PODCAST]

Sandler Training

Designed for salespeople, sales managers, and sales leaders of all levels, from small businesses to enterprise sales organizations looking to ramp up their selling and leadership skills. The post Virtual Summit 2022 Invitation [PODCAST] appeared first on Sandler Training.

Roadblocks to Delivering a Competitive Buying Experience

Why are buyer-facing teams struggling and what can be done about it? Bigtincan teamed up with Heinz Marketing in a recent research study to discover the roadblocks revenue-generating teams encounter in preparing buyer-facing teams for today’s market. Click here to learn what you can do today to prepare!

Innovation during COVID-19


Organizations have reacted to the COVID-19 pandemic in their own ways. Almost all had to change the way they were operating in order to cope with the challenges thrown up by the crisis. Companies have discovered novel means to market, service, and function through the pandemic.

Continuous Improvement Project Management Fundamentals 


Organizations that wish to achieve operational excellence through continuous improvement execute many discrete projects to achieve this aim. The key to success is a structured approach to improvement and project management that helps every person in the organization contribute to positive change.

Building Security into Your Company Culture Can Improve CX

Customer Think

Customer experience (CX) now drives buying decisions and determines brand loyalty, so building a CX-focused company culture is important for staying competitive. A security-minded culture is critical, too, because data breaches, payment fraud, and false positives spoil CX.

Independent Board Members Validate SBI’s 2023 CEO Growth Planning Survey Results

SBI Growth

Recently, through SBI’s Executive Growth Forum Program, the team hosted an invitation-only event for independent board members to better understand, from their respective lenses, how they view CEOs preparing for 2023.

Connecting the Consultative Experience

Many B2B businesses have come to believe that there is an asymmetric relationship between the company and its buyers. But what research has discovered is that many of today’s B2B buyers are NOT empowered and they have little interest in being so. Download the eBook to find out why.

3 Shifts B2B Sellers Need to Make to Modernize Their Selling


Remember when sales meant hopping into a car and driving for hours to knock on doors or sit in lobbies until someone agreed to meet you? Maybe a good fit, maybe not. Maybe you got the timing right, maybe you didn’t.

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How to close the sales cycle with sales battle cards


Top sales leaders use sales battle cards to build their businesses. Learn what they are, and how to use and create them.

CX is king: How Retailers Evoke Emotional Experiences to Increase Conversions

Customer Think

How to use Customer Experience Marketing to increase sales conversions The world of eCommerce is constantly changing and evolving, with new brands entering the space with a unique take and offer.

How to Succeed at Podcasting for Business [PODCAST]

Sandler Training

Mike Montague interviews Mike Cunningham, national sales manager at Gill Athletics, Sandler client, and podcaster, on How to Succeed at Podcasting for Business. . The post How to Succeed at Podcasting for Business [PODCAST] appeared first on Sandler Training.

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 Write Core Values


Refresher on Core Values. Remember that core values aim to answer the question, “How will we behave?” ” In the context of your strategic planning process, core values help define and determine what is most important and non-negotiable to your organization.

Manufacturers improve operations & grow annual revenues 18%


No matter the product type, all manufacturers and manufacturing companies share a common set of operational needs that have to be met for them to reach their business goals, stay competitive, and build long-lasting customer relationships.

8 Actionable Tips to Get Beneficial Customer Feedback

Customer Think

Free to use image sourced from Unsplash Gathering authentic feedback makes a huge difference to your business growth. It can help your company to deliver a better product or service to its customers.

Virtual Summit 2022 Invitation [PODCAST]

Sandler Training

Designed for salespeople, sales managers, and sales leaders of all levels, from small businesses to enterprise sales organizations looking to ramp up their selling and leadership skills. The post Virtual Summit 2022 Invitation [PODCAST] appeared first on Sandler Training.

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.