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?

B2B 355

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.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

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?

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!

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.

More Trending

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?

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.

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.

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.

Applying Soft Skills to Hard Problems: Internal and External Alignment

Vantage Partners

Individual Effectiveness Vantage Views podcast

133
133

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.

How to Develop a Sales Enablement Plan That Delivers Results

Mike Kunkle

It’s a cruel twist of fate for senior sales and revenue leaders that as the year barrels toward a close with urgency to maximize the remaining time, that strategic and tactical planning for the next year must happen at the same time.

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.

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.

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.

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.

An Easy Way to Drive SKO Participation and Success

Force Management

In the flurry of SKO planning, it’s easy to get bogged down on the details. You and your enablement team are making a slew of decisions — who’s presenting, where are you doing it, what’s the agenda, etc.

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!

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.

Underutilized Account Management Tools and Techniques

Kapta

Splitting your organization's accounts into general accounts, key accounts, and strategic accounts sets the foundation for your teams' entire strategy.

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.

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.

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.

5 Ways Sales Leaders Create a Winning Culture

SBI Growth

In years past, if you wanted to build out or strengthen your sales organization, you could simply offer higher compensation than your competitors. The higher sales cost would be greatly outweighed by the revenue that high-performing sales professionals would drive.

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.

171
171

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.

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.

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.

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.

B2B 311

Top 5 Takeaways from Our Conversation with John McMahon

Force Management

Five-time CRO John McMahon’s book, The Qualified Sales Leader: Proven Lessons from a Five Time CRO , has been at the top of sales leaders’ reading lists since it was published in April.

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.”.

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.