Strategic Account Management Association
NOVEMBER 11, 2022
Seven key drivers of strategic account management to helps SAMs leverage customer insights and co-create value in the face of industry disruptions. The post The Essential Seven Factors for Unlocking Strategic Account Growth appeared first on Strategic Account Management Association.
Account Manager Tips
NOVEMBER 25, 2022
Table Of Contents. Strategic account planning process 1. Have a conversation with your client Where are we? Where do we want to go? What changes have to be made? How should changes be made? How should progress be measured? 2. Evaluate and prioritise your goals 3. Create your strategic account plan Categories Objectives Initiatives 4. Review and revise your account plan Strategic account plan Excel template Strategic account planning resources.
Upland
OCTOBER 21, 2022
Account planning has never been so necessary – or so challenging – to get right. When used effectively, account planning benefits businesses by delivering more revenue, happier customers, and more effective sales teams. . But what exactly is account planning, and why is it so important in 2023? . In this definitive guide to account planning, we’ve compiled everything you need in order to understand the importance of account planning, what it is, and why a complete mindset shift is critical
Holden Advisors
JANUARY 25, 2022
Spoiler alert: Lowering prices on a high-value product in a competitive market will rarely drive long-term growth. Here’s what to do with your competitive pricing strategy instead. Consider this: Your company sees an untapped market and invests the time and resources to develop a new product. Think of Netflix’s streaming services developed after their video delivery model , or Apple’s smart phones in addition to their computers.
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.
Strategic Account Management Association
MAY 4, 2022
By Tania Lennon, Global Space Lead, Talent Assessment and Leadership at ZS and Dominique Côté, CEO and Founder, Cosawi and Principal, The Summit Group SAMA is proud to offer this 3rd article in the 4-part series on the importance of SAM / KAM leadership. In this series we explore the key capabilities that drive the … Continue reading KAM Leader Series: Shaping Innovative Solutions.
Account Manager Tips
AUGUST 17, 2022
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. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. Why make the first move in a negotiation?
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
CMOE
DECEMBER 21, 2022
Many things can feel outside of our control or reach. For instance, a person can ask for a raise or promotion, but whether they receive the advancement is not a decision they directly get to make and is ultimately beyond their control. A person can also get stuck in traffic because they have no control over other people’s driving habits or because an accident happened farther down the road.
Strategic Account Management Association
NOVEMBER 4, 2022
Six skill sets that capture what account managers must master to do right by their own firms and their customers. The post The Acumen Sextet: An Evergreen Framework for Account Management and Customer Success appeared first on Strategic Account Management Association.
Account Manager Tips
NOVEMBER 29, 2022
What are your options when you're a key account manager and ready for your next move? Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. Life after key account management How to prepare for your next career move 1. Be consistent at being good 2. Become known for knowing something 3. Take on some extra-curricular projects 4.
Mike Kunkle
OCTOBER 2, 2022
We’re all in sales, right? Well, maybe. I think the answer depends on what you mean by that (intent) and how you define “sales.” What is Modern, Professional B2B Selling All About? I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. I view it a bit differently, though, and potentially, see this as a problem about how we view and define selling.
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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.
Software Sales Guru
APRIL 25, 2022
Lessons From a Savvy Seller A seasoned sales leader, who I had the privilege of working with, pointed out that, as a young salesperson, he made three mistakes at the end of a long sales cycle as he entered the final negotiation: No real plan. His plan was “to get the deal.” Ask for the order. When his old boss asked how he intended to. Read more. The post Lessons From a Savvy Seller appeared first on Software Sales Gurus.
Clarity Engagement Solutions
FEBRUARY 7, 2022
Clarity is proud to introduce Clarity CX1™ , made for Pharma by Pharma, based on our 4 Zones™ of Customer Engagement technology. The 1st Industry Cloud Solution on Salesforce to focus exclusively on Strategic Customer Engagement. This solution will help optimise sales performance in your company and will aid you to mean more to your customers. As global commercial organizations continue to accelerate the shift from tactical selling to strategic customer engagement and partnership value, they nee
Upland
JUNE 14, 2022
I can’t tell you the number of times I’ve seen Professional Services (PS) projects get waylaid by cost overruns, schedule slips, or clinging clients who don’t wish an engagement to end. While there are multiple reasons these common difficulties occur such as poorly scoped deliverables or bad communication on the part of the project team, one of the lesser considered solutions has to do with having a point-of-view (POV).
Holden Advisors
FEBRUARY 1, 2022
When determining product value, it’s important to go beyond cost and demand. Your customers’ perceived value matters too, especially if you want to build lasting business relationships. Have you ever walked out of a business feeling happy? If so, think about the things that made you feel that way. Was it the $5 you saved on your purchase or the ease and delight of doing business with them?
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
DECEMBER 7, 2022
If you are like me, the idea of your sales team working remotely was beyond your imagination. Every once in a while, you might hear a rumor about a salesperson that worked from home a couple of days of the week, but they were more like myths than reality. Oh, sure, they are "working from home," and I saw "Big Foot" run across my backyard. However, with the pandemic, the world changed seemingly overnight.
Engage Selling
JANUARY 25, 2022
If you want to close more deals faster, it’s important to make your buyer part of the solution. Confused about what this means, exactly? Let me explain. Primarily, they want to co-create the solution with you and be a part … Read More » The post Close More Deals With This Strategy first appeared on The Sales Leader.
SBI Growth
MARCH 2, 2022
If you are a transitioning sales leader, welcome, the clock is ticking… Faced with rigorous pressure to emerge victorious coming out of the gate, the average tenure for a Chief Revenue Officer is a mere 19 months. Your success will be measured by how well you define and execute the revenue growth for your company. You need to develop a strategy with a clear execution plan that will be ready for the first major organizational interaction, whether it be a board meeting or QBR.
Red Star Kim
DECEMBER 22, 2022
At the “Being more strategic” PM Forum workshop a week or so ago, half of the delegates were in management roles. Many were attached to specific practice groups and some had firm-wide roles. This post picks up on some of the emerging themes and shares the delegate polls as an additional learning resource. Be more strategic – PESTLE, Positioning and Plans.
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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.
Strategic Account Management Association
APRIL 25, 2022
By Tania Lennon, Global Space Lead, Talent Assessment and Leadership at ZS and Denise Juliano, Vice President, Life Sciences Premier Inc. SAMA is proud to offer this 2nd article in the 4-part series on the importance of SAM / KAM leadership. In this series we explore the key capabilities that drive the success of great … Continue reading KAM Leader Series: Delivering for Customers.
Account Manager Tips
DECEMBER 28, 2022
Listen to this article. Your LinkedIn profile photo represents YOU. It tells the world who you are. Take a good, hard, long look at your current photo. Are you happy with it? I hope so. But if you're not, you better do something about it. Now. With 94% of recruiters screening candidates on LinkedIn, it's your one and only chance to make a first impression.
Mike Kunkle
NOVEMBER 26, 2022
I am exceptionally pleased and excited to announce that Felix Krueger of FFWD and I launched The Building Blocks of Sales Enablement Learning Experience on November 25, 2022. I want to be clear that while the The Building Blocks of Sales Enablement framework is my content, and while I will be involved in this learning experience as an advisor for ongoing course content and as a Building Blocks Mentor in the coaching sessions, this course is “ Powered by FFWD “ (Felix’s company
Software Sales Guru
JULY 18, 2022
Don’t Believe Your Own Marketing (Too Much) Sophisticated product marketing teams provide personas and typical pain points as a starting point for sales conversations. They also love to arm sales teams with case studies. On call recordings, I hear salespeople telling customers about the typical pain points and referencing the case studies. As counter-culture as this may sound, the customer’s reaction is typically, “That’s not.
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.
Force Management
DECEMBER 15, 2022
In February 2022, we published the first episode of Revenue Builders. Veteran sales leaders and friends John Kaplan and John McMahon are passionate about sharing their wealth of knowledge with current and future leaders, and along the years they've rubbed shoulders with some of the most influential and inspiring leaders of the sales world and beyond.
Upland
APRIL 26, 2022
Altify’s Spring ’22 release introduces Altify Account Plan: a long-awaited capability that’s included for all Account Manager customers. With Altify Account Plan, sellers can start building pipelines faster by working directly at the account level in Salesforce to understand people, problems, and potential. The Spring ’22 release also includes a handful of key enhancements to Relationship Map and Sales Reference Manager designed to boost productivity and collaboration.
Holden Advisors
FEBRUARY 8, 2022
Each year, customer experience (CX) consultants release studies highlighting how impactful CX can be. The Temkin Group (a CX consultancy now owned by Qualtrics) published a study stating?that companies earning $1 billion annually can expect to earn, on average,? an additional $700?million within 3 years of investing in CX. In addition, Daniel Newman, CEO of Broadsuite Media Group reported that 86% of customers are willing to pay more for a better experience.
The Center for Sales Strategy
DECEMBER 14, 2022
We call ourselves account executives and consultants, but do we behave like consultants? Or do we act more like salespeople who are just there to close a deal and cash a commission check? When I started working straight out of college, I sold advertising for a local radio station. I was 22 years old, so my real-world business experience was limited.
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.
Engage Selling
MARCH 25, 2022
The Triad Tempo is a strategy that yields impressive results for your team and business. What is it exactly? One of the most important shifts in today’s sell-to marketplace is … Read More. The post Triad Tempo: Creating Quality Engagement first appeared on Colleen Francis - The Sales Leader.
Customer Think
DECEMBER 11, 2022
Metaverse is an emerging technology developed by Meta that is going to revolutionalise the online gaming industry. The technology is still in the development phase and there is already a significant amount of hype around it. Metaverse technology enables users to access a simulation of the real world where users can connect, interact, shop, and […].
Red Star Kim
SEPTEMBER 26, 2022
Last week I was joined by a group of marketing and business development (M&BD) Assistants (and some Executives) from law, accountancy, actuarial and consultancy firms for a half day PM Forum workshop on “Practical and professional skills for Marketing and Business Development Assistants”. From the discussions, exercises and polls they come across as impressive group.
Strategic Account Management Association
DECEMBER 12, 2022
Learning about a customer's journey prior to their need is the gateway to finding solutions. The post Understanding What Your Customer Needs to Solve appeared first on Strategic Account Management Association.
Speaker: Michelle Vazzana
Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?
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