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? Evaluate and prioritise your goals 3.
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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. .
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.
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Intent signal data comes in two types: either companies or individuals signaling interest in products like yours. Which kind of data delivers more advantages to B2B marketers? It depends. Get this infographic to learn about the advantages of intent-based leads and how you can most effectively use both types of data.
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.
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.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
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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.
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.
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?
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Intent signal data helps B2B marketers engage with buyers sooner in the sales cycle. But there are many confusing terms used to describe intent data. Read this infographic to better understand three common areas of confusion.
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.
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.
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.
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.
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Aggregage Intent Signal Service helps your sales team reach more active buyers sooner. You’ll get names and contact information of specific in-market buyers plus all companies and job titles signaling intent for your product or service. Get the overview to learn more!
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.
KAM With Passion
MARCH 28, 2022
This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. In another post, I have introduced 3 complementary capabilities organisations need in a B2B world and presented them as a pyramid. The series of posts on Complex Sales is about the bottom of the pyramid.
Red Star Kim
SEPTEMBER 12, 2022
How would you feel if you were suddenly diagnosed with a progressive, incurable, debilitating and potentially disabling disease? How would you cope with the sudden onset of a physical disability and all the mental stress it causes? They say that life happens when you are busy making other plans.
CMOE
SEPTEMBER 13, 2022
Words hold implications and meanings that exist outside of their dictionary definitions. Although the words “team member” and “employee” can technically be synonymous, they have different meanings and feelings attached to them.
Advertiser: ZoomInfo
ABM gets better with age — but unfortunately, marketers don't have the luxury of pouring it into an oak barrel for a couple decades to let it mature. It’s clear there’s a maturity gap in ABM strategies, so how can marketers start closing it?
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. Healthcare Uncategorized Customer knowledge customer-centricity SAM
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.
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.
The Center for Sales Strategy
OCTOBER 20, 2022
Candidates are in and out of the job market quickly, particularly those with superstar talent. If you’ve adopted a “we’re always hiring” mentality to help you build and fill your talent bank, you’re likely conducting interviews more frequently.
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!
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.
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.
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 that companies earning $1 billion annually can expect to earn, on average,? an additional $700?million
SBI Growth
MARCH 9, 2022
A few weeks ago, SBI Research shared a chart highlighting the reasons why top-performing SalesTech is falling short of desired outcomes after the investment. This has been a significant pain point facing revenue growth leaders and is magnified by the lack of adoption of critical tools.
Speaker: Michelle Meyer, Founder and CEO of MatterProviders
Michelle Meyer is here to walk you through the future of supply chain strategy, and why your current approach is probably not working. In this exclusive webinar, she will explore ways to develop and perfect your new supply chain design in this post-pandemic era of economic uncertainty.
KAM With Passion
MARCH 17, 2022
This post is the first one of a series aimed at exploring how best-in-class organisations structure their approach to acquire, retain and grow customers.
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.
CMOE
SEPTEMBER 29, 2022
Did you know that 5 in 6 employees feel disconnected at work? The reality is that any employee can struggle with connecting with their work teams, no matter what their schedules, occupations, and backgrounds are and regardless of whether they are working remotely, in house, or on a hybrid model.
Strategic Account Management Association
AUGUST 18, 2022
How do you take care of your most important customers?
Advertiser: ZoomInfo
More than two years in, COVID-19 is far from over. Businesses are tasked with beating pre-COVID numbers, making marketing crucial. This is your time to create brand awareness, bring in the best leads, and play a vital role in new and existing profit.
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