Strategic Account Management Association

FEBRUARY 2, 2021

COVID-19 has accelerated a trend already underway toward increased virtual interactions between customers and their suppliers. The ability to uncover customer needs, develop solutions, communicate value propositions and negotiate effectively doesn’t vanish just because a salesperson can’t meet her customer face to face.

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

Hubspot Sales

FEBRUARY 4, 2020

A well thought-out business model canvas should include the following elements: Value proposition — The main concept or objective of your business. Your value proposition should explain how your business provides value to your customers, and what key problem your product sets out to solve.

Value Proposition 89

Value Proposition Suppliers Innovation Business Planning 89

Brooks Group

MAY 9, 2024

This sales coaching process focuses on facilitating self-discovery, providing specific feedback, and creating opportunities for practical application and reinforcement. After the interaction, the sales leader can facilitate a discussion to help the sales professional understand what went well and what could be improved.

Sales 52

Sales Decision-making Sales Training Facilitation 52

Luminas Strategy

JULY 27, 2023

As far as their customers were concerned, because Owens Corning’s investments and go-to market strategy were so broad, they had become a transactional supplier. Together, they evaluate standard reports that are organized by value attributes. Now, at Owens Corning the customer is at every meeting.

Manufacturing 52

Manufacturing Value Proposition Co-Creation Suppliers 52

Flevy

MARCH 20, 2024

They allow us to cut through noise, zero in on the key issues, and facilitate the development of insightful recommendations. Innovation and Growth : Exploring new business models through external data monetization can drive innovation and facilitate entry into new markets or segments.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52

Red Star Kim

MAY 11, 2023

B2B buyers go through similar stages but there are often more people involved in the purchase decision – Gartner (2020) offers a model with six stages (problem identification, solution exploration, requirements building, supplier selection, validation and consensus creation). Please let me know who you would recommend.

Management 130

Management Co-Creation Publishing Leadership 130

CMOE

DECEMBER 19, 2019

In the alignment meetings we facilitate, we use one of our assessment tools called the Team Alignment Survey. This includes intense capability development and application planning. 3) Participating in carefully designed tasks and exercises that break down barriers and build trust and collaboration.

Leadership 59

Leadership Value Proposition Suppliers Facilitation 59