Strategic Account Management Association

APRIL 5, 2021

In the age of convenience, where same-day deliveries have become the gold standard and news articles are now conveniently timed down to the second, our need for accurate and concise information has never been more pressing. One doesn’t need to go through the entire document to gather the most crucial nuggets of information.

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Red Star Kim

JUNE 15, 2023

Boardroom Insiders – Database of 40,000 executive profiles Home Boardroom Insiders Companies house – Financial accounts and directors of UK Companies Get information about a company – GOV.UK (www.gov.uk) Beauhurst – 35,000 of the fastest growing companies in the UK. Can also look at companies in a particular sector (e.g.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Arpedio

FEBRUARY 22, 2024

Enter value selling – a strategic mindset and approach that focuses on articulating and delivering the unique value proposition of a product or service to potential customers. What is a Value Selling Framework?

Value Selling 52

Value Selling Value Proposition Negotiation Prioritization 52

Arpedio

APRIL 30, 2024

Get started today Identifying Customer Value In order to succeed in sales, it is crucial to identify and understand the customer’s pain points. By addressing these pain points effectively, you can tailor your value proposition to meet their specific needs.

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

Luminas Strategy

JANUARY 15, 2024

Strategic planning is a common organizational practice that, when done properly, will increase the likelihood that an organization will meet its goals. Many organizations unknowingly offering de facto customer or stakeholder value as if they are operating on autopilot. Together, you can become more profitable.

Customer Value 52

Customer Value Supply Chain Value Proposition Advertising 52

Arpedio

FEBRUARY 22, 2024

Moreover, as buyers become increasingly sophisticated and well-informed, they expect more than just a sales pitch—they crave insights, expertise, and solutions tailored to their specific needs. This personalized approach demonstrates a genuine understanding of the prospect’s needs and enhances the perceived value of the solution.

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Arpedio

APRIL 3, 2024

Sales professionals engage in active listening and probing questions to gain insights into the customer’s business environment and identify areas where their solutions can add value. Value Proposition Development: In solution selling, it’s essential to articulate the value proposition of the proposed solution clearly.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Hubspot Sales

OCTOBER 14, 2019

In addition to considering what your prospects sell or offer, be on the lookout for contextual information about how business is progressing. This information can help you determine if companies are ready to invest in your offerings, and is a helpful addition to your buyer persona information. Meet face-to-face.

B2B 137

B2B Value Proposition Decision-making Sales 137

Arpedio

FEBRUARY 14, 2024

By implementing strategic account planning , businesses can gain a deeper understanding of their customers’ needs, set clear objectives, and develop effective strategies to meet those objectives. This insight is invaluable for tailoring products/services to meet client needs, driving customer loyalty, and increasing sales.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 14, 2024

By implementing strategic account planning , businesses can gain a deeper understanding of their customers’ needs, set clear objectives, and develop effective strategies to meet those objectives. This insight is invaluable for tailoring products/services to meet client needs, driving customer loyalty, and increasing sales.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Flevy

MARCH 25, 2024

Optimizing Innovation : The final stage involves refining and optimizing the business model to maximize efficiency, profitability, and long-term sustainability. Profit Formula : Examining how value is captured and profitability is achieved within different business models.

Innovation 52

Innovation Value Proposition Stakeholders Organization 52

ProlifIQ

JUNE 21, 2023

It also enables them to tailor their approach and value proposition to address the specific needs and pain points of the account. To accurately measure the ROI calculation of account planning, sales leaders should track key performance indicators (KPIs) related to both revenue growth and profitability.

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

Arpedio

JANUARY 3, 2024

This sales strategy allows a company to have complete control over the sales process, build strong customer relationships, and maximize profit margins. It’s essential to have a deep understanding of the characteristics of each sales strategy to make an informed decision.

Sales 52

Sales Profitability Value Proposition Retail 52

Arpedio

MARCH 26, 2024

Engagement and Education: Engaging with potential customers through meaningful conversations, providing valuable insights and information, and positioning the organization as a trusted advisor. Solution Development: Developing customized solutions and proposals that address the specific needs and requirements of potential customers.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

ClearPoint Strategy

JULY 28, 2021

The map is created during the strategic planning process and is used as a primary reference material during periodic strategy check-in and review meetings. The four perspectives for for-profit organizations include: Finance. For-profit companies typically focus on achieving one of these three value propositions: Product leadership.

Value Proposition 98

Value Proposition Software Software Government 98

SalesGlobe

MARCH 16, 2023

There are two ways to address both of these challenges: Pay-for-performance and the Employee Value Proposition (“EVP”). Instead, it is important to create pay-for-performance plans that meet the expectation of the varying roles. Pay for Performance One obvious way to keep employees motivated is through their pay.

Supply Chain 52

Supply Chain Value Proposition Manufacturing Innovation 52

Red Star Kim

JULY 11, 2022

We looked in detail at the marketing audit process and what internal and external information to collect and analyse. Some suggested focusing on reporting profit improvement instead. Meet with BDs to talk through their strategies. What external and internal information do you need for a M&BD audit? Persona / audience.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Brooks Group

JUNE 26, 2023

Buyers are now more informed than in the past and have new expectations. This, in turn, can lead to increased revenue and profitability for your organization. Sales training provides new and veteran sales professionals with the skills and knowledge they need to meet sales targets and succeed in their roles.

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Hubspot Sales

DECEMBER 30, 2020

A strategic plan is essential because if none exists, your sales reps are left to their own devices, making uneducated decisions based on the information they have in the moment. Increase profitability. Provide baseline expectations your team needs to meet when/if your team hits unexpected challenges. SWOT Exercise. Sales Plan.

Sales Management 111

Sales Management Management Shareholders Sales 111

Zendesk

MAY 19, 2022

These accounts contain important information about the customer, including purchases, interactions, contact information, and preferences. Compared to B2B sales, B2C sales are usually more spontaneous and generate a lower profit per sale. In that case, the meeting is the conversion metric. Customer lifetime value (CLV).

B2C 98

B2C Sales CRM Profitability 98

Hubspot Sales

AUGUST 30, 2023

In our survey, 49% of salespeople said they don’t wholly trust AI tools such as ChatGPT, which sometimes provides false and inaccurate information. Likewise, solutions like Uniphore Q empower online sales meetings by validating a buyer’s sentiment toward offers and value propositions in real time with a shocking 99.83% accuracy.

Decision-making 91

Decision-making Sales Profitability Artificial Intelligence 91

Flevy

FEBRUARY 26, 2024

This article explores the key KPIs associated with Digital Transformation Strategy, highlighting their role in facilitating informed decision-making and effective strategy implementation. Data Utilization Index Definition : Evaluates the extent to which data is being effectively collected, analyzed, and used to inform decision-making.

Digital Transformation 52

Digital Transformation Digitalization Management Innovation 52

Account Manager Tips

MAY 1, 2021

Our job is to not only to keep our clients but to grow profitability through improved margins, more volume and additional products and services. These meetings are already strategic in nature so a great time to introduce a commercial conversation. That puts you in the best position to negotiate - informed! Or it kills them.

Negotiation 130

Negotiation Suppliers Decision-making Sales 130

MTD Sales Training

JANUARY 14, 2020

The most obvious stage would be going from initial interest to agreeing to find out more information. Naturally, this would involve making the arrangements to prove the value of your services through an initial meetup. 2) Build the value of the appointment. Highlight the overall value of doing business with your company.

Value Proposition 75

Value Proposition Decision-making Sales Training Profitability 75

MTD Sales Training

SEPTEMBER 26, 2018

Buyers have all the information they need about solutions at their fingertips, so don’t believe that you have to call cold. 7) Plan for what to say if you meet a gatekeeper. A gatekeeper’s role is to ensure the decision-maker’s time isn’t wasted on calls of little or no value. 8) Decide on your value proposition and stick to it.

Value Proposition 86

Value Proposition Decision-making Sales Training Meetings 86

Arpedio

FEBRUARY 14, 2024

Moreover, establishing a foothold provides businesses with an opportunity to test the waters and fine-tune their products or services to meet the specific needs of the target market. By gathering data and insights, businesses can make informed decisions about which markets to target and tailor their offerings to meet specific needs.

Supply Chain 52

Supply Chain Decision-making Government Marketing 52

CoSell

MAY 4, 2021

Rethinking Based on leveraging unique strengths—and weaknesses, it’s possible to rethink the value proposition. Outsite also rethought the entire value proposition. They recognized that remote work has a high value for realtors, property owners, and property managers. And they didn’t stop there. It’s a win-win.

B2B 52

B2B Remote Working Value Proposition Construction 52

Arpedio

JANUARY 9, 2024

This, in turn, informs strategic decisions that are aligned with customer needs and business goals. Sharing these insights with clients not only builds trust but also reinforces the value proposition of your services. Utilizing CSAT scores allows you to gauge how well your team is meeting client expectations.

Account Management 52

Account Management Management Client Relationships Account Planning 52

Hubspot Sales

OCTOBER 10, 2023

Businesses can switch between automatic and manual billing, access customer information from one place, and keep track of payments and communications. A: Businesses should consider their value proposition, market demand, competition, customer preferences, and profitability goals.

Software 110

Software Software Banking Value Proposition 110

Apptivo

MAY 26, 2023

Think about growth targets, plans to expand products/services, market share goals, profitability targets, and other strategic priorities. Use this valuable information to set sales goals that match customer expectations and meet market demand. Business Objectives Make sure sales goals match the big picture.

CRM 52

CRM Sales Profitability Communication 52

Hubspot Sales

APRIL 27, 2023

They inform clients about new offers and provide excellent customer support. When a sales manager has succeeded at meeting and exceeding sales quotas, they could advance to sales leadership, including the head or VP of sales. You could even volunteer in a related role, like fundraising for a non-profit.

Sales 111

Sales Account Management Communication Sales Management 111

Hubspot Sales

MARCH 18, 2019

To turn buyers into business partners, a key account manager (KAM) typically provides dedicated resources, unique offers, and periodic meetings. Profits and revenue, meanwhile, can increase by 15%. These accounts make up the majority of the business' income. Key Account Management Strategy. How transactional is your sales process?

Key Account Management 127

Key Account Management Account Management Management Account Strategy 127

Hubspot Sales

DECEMBER 13, 2017

Here are the four main value propositions: Increased revenue: “You’ll double your gross profit from X channel in Y months.”. Information about specific products and/or product lines, like “X is selling twice as much this month.”. Here's a link to my calendar: [Meetings link]. Your integration partners.

Value Proposition 96

Value Proposition Stakeholders Profitability Media 96

CoSell

JULY 15, 2020

Partner Sales Profitability Metrics To understand the profitability of your sales partnerships, look at these key areas: • What’s the CAC for a partner sale? Once you are up and running, you’ll have real data to evaluate partnership profitability. Are you friendly, informative, and respectful of your partner’s time?

Value Proposition 52

Value Proposition Profitability Communication Sales Leadership 52

Account Manager Tips

JUNE 29, 2021

Close any gaps in your solution, meet all commitments and ensure your client is satisfied. Demonstrate that you value your client's business. Knowing that means you can work out what they value and what you need to measure your impact. Shareholders and board/directors value growth, costs, profit and cashflow.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

ProlifIQ

JUNE 21, 2023

These plans provide a detailed overview of the account’s goals, strategies, and specific actions to be taken to meet the objectives. The focus on customer retention within strategic account management is paramount as it ensures the longevity and profitability of the relationships with these strategic customers.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Arpedio

AUGUST 22, 2023

The primary objective of this strategy is to either maintain or expand the profits derived from these key or strategic accounts. Tailor the onboarding process to their specific needs and expectations, providing them with the information and support necessary for a successful partnership.

Key Account Management 52

Key Account Management Account Management Management Onboarding 52