2021

Defeating the "No-Decision" Trap: The Power of Divergent Thinking

Holden Advisors

Imagine if you could banish “no-decision” from your sales funnel. More deals that travel all the way to the win/loss finish line, less wasted sales time, more essential customer needs resolved, and a higher share of wallet. What’s standing in your way?

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Strategic account managers (and their bosses) deserve better decision-making tools

Strategic Account Management Association

By William Trail, Co-Founder, Opportunity State. If you have experienced the pain, humiliation and fear of having to tell your manager that you are not going to hit your “blood number,” your commit for the quarter, then I have news for you: It’s not your fault.

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10 New Capture Strategy Tips to Keep Clients & Avoid Competitive Bids

Account Manager Tips

How a capture strategy helps avoid competitive bidding Is your client due for renewal? Avoid a bidding war and follow these 10 capture strategy tips to keep your client long before they think of going to RFP. Tweet. Share. Share.

The Important Role of Pricing Departments in the Price, Cost, Revenue Equation

Holden Advisors

Not every company has a pricing department. Here we explain why they are incredibly important players in the price, cost, revenue equation. Recently, I was on a call with a prospective client who asked the following question: “What are the primary responsibilities of a pricing division?

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.

SUSTAINABLE SAM: ARE YOU READY FOR THE NEW REALITY?

Strategic Account Management Association

By Edmund Bradford, Managing Director, Market2Win Ltd. We have passed the tipping point of interest in sustainability. Sustainability and other good behavior metrics now need to be reported, meaning your strategic accounts will no longer be satisfied with bland statements of intent from your company.

What is Key Account Management? (It’s Not What You Think)

Account Manager Tips

Definition of key account management. Tweet. Share. Share. If you're not sure what key account management is, don't worry, you're not alone. It's a difficult concept to nail down and often misunderstood. So let's answer what it is, what it isn't, and how to do it well.

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8 Key Account Management Skills in Demand Right Now

Account Manager Tips

What skills do key account managers need? Key account management is a profession in demand. What are the top skills companies are looking for and how do you get good at them? Tweet. Share. Share. All this talk about the digital economy.

The Future of SAM – Revisited

Strategic Account Management Association

This blog post is based on a keynote presentation from the 2021 SAMA Annual Conference. The session was moderated by Jim Ford, Chief Commercial Officer, Solecta and SAMA Chairman of the Board. Panelists’ remarks have been paraphrased for this blog post. . The future is now.

9 Unexpected Reasons Why Key Account Management is Important

Account Manager Tips

Share. Tweet. Share. Why is key account management important? Some reasons are obvious, like growing client revenue and retention, but others will surprise you. Why should you care?

Work together on Altify account and opportunity plans with Slack

Upland

Work together on Altify account and opportunity plans with Slack. In leading organizations, Slack is often the go-to tool for collaboration, and Salesforce is the book of record for everything customer relationship-related.

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.

Setting the Foundation for Your Customer Strategy with a SWOT Analysis

Kapta

Creating a long-term plan for every client in your company's book of business isn't just a valuable habit for growing revenue and building a stronger relationship.

Stakeholder Mastery 3.0 – The Six Steps You Must Take

Jermaine Edwards

In 2016 I wrote a post on the five foundation steps for stakeholder management success in key account management, that was well received and guided lots of leaders.

Applying Soft Skills to Hard Problems: Internal and External Alignment

Vantage Partners

Individual Effectiveness Vantage Views podcast

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How to deliver a high-impact KAM Training

KAM With Passion

This is the third and last post of our series on KAM Training & Competencies Development. In the first post we have explored a few guiding principles to build a solid KAM Training & Competencies Development approach.

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.

How Managing Is Done Now

Engage Selling

Too many leaders today are still stuck in a “behind the desk” mindset. They fixate on managing data rather than on managing their relationships with people.

Email deliverability: A practical guide for sellers and marketers

Nutshell

“Oh, your email ended up in my spam folder” is what email marketers and salespeople hear in their nightmares. Emails only suffer from deliverability issues for a few reasons and all of them are bad.

Passing the Price Gauntlet with Strategic Accounts

Holden Advisors

As a strategic account manager, you take the long view in working with your customers to ensure that each of them gets the right solution. You invest time in evaluating your customer's business and sourcing the best team internally to configure a valuable solution.

Get Busy Growing or Get Busy Dying: How to Evaluate Growth Levers for 2022

SBI Growth

Is your company enjoying the economic boom the economy is experiencing? 2021 has been a good year for the market with major stock markets up 15-18% year-to-date. This momentum has resulted in companies making bold moves to capture the opportunity.

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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.

Want to Accelerate Your SAM Journey? Create a Center of Excellence

Strategic Account Management Association

By Dominique Côté, Founder & CEO, Cosawi & Principal, The Summit Group. Disruption Leads to Innovation. Disruption, although most times unwelcome, gives way to innovation. This last year has certainly proven this saying. Could the mother of creativity and innovation, in fact, be disruption?

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.

Strengthen Altify account and opportunity plans with Google Docs

Upland

The most successful account executives rely on close collaboration with their wider revenue teams to expand existing customer relationships and win the opportunities that matter. But sellers often move fast and get pulled in several different directions at once.

The Key Account Strategy Template for B2B Businesses

Kapta

Creating an ironclad plan for key account management that guides individual account growth and gives you organization-wide insight isn't easy.

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.

How Atlanta’s Calendly turned a scheduling nightmare into a $3B startup

Openview

The post How Atlanta’s Calendly turned a scheduling nightmare into a $3B startup appeared first on OpenView.

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Weekly Roundup: Reinvent the Office Watercooler, What's Shaking Up Sales + More

The Center for Sales Strategy

- MOTIVATION -. Leadership is doing what is right when no one is watching.”. George Van Valkenburg. AROUND THE WEB -. > > How to Reinvent the Office Watercooler in a Hybrid Workplace – Medium. It turns out that there’s more to miss abou t going into the office than some of us may have thought.

How to define a strong KAM Training Path

KAM With Passion

In a first post dedicated to KAM Skills & Competencies Development, we have explored how to define a solid approach to KAM Training based on 5 fundamental principles.

Understanding Your Customer

Engage Selling

Is your sales team taking the time to truly understand your customer? Sales, in one form or another, is as old as humanity itself. People have been exchanging goods or purchasing services since the dawn of civilization.

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!

Through the Eyes of the Customer: Ideal Customer Experience in 2021 [eCommerce and Beyond]

Tidio

The COVID-19 pandemic has shaken the world economy in a variety of ways. For one, it has significantly accelerated the process of digital transformation. No wonder. Especially, when you consider that at a certain point almost all social and economic interactions moved online.

Are You Ready for a Usage-Based Pricing Model?

Holden Advisors

Usage-based pricing, or quantity-based pricing, is the next iteration of the subscription economy, especially for B2B software companies.

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Using Data to Drive Sales Strategy & Execution

SBI Growth

As the calendar has turned to 2021, top-tier NFL teams are preparing for deep runs in the playoffs. Others are going back to the drawing board, diagnosing what went wrong and how to turn it around next season. These narratives.

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Character Matters: Learn How to Become a Better SAM

Strategic Account Management Association

By Rowena Abrahams, Contributing Editor, SAMA. Who you are matters as much as what you do.”.

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.