Strategic Account Management Association

FEBRUARY 2, 2021

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

Account Manager Tips

NOVEMBER 19, 2022

The Value Proposition. For instance, compare marketing to human resources. Marketing KPIs Brand awareness. Lifetime value of customer. In addition, they're cross referenced with related KPIs which is useful when looking to appeal to multiple stakeholders. Innovation can't happen without experimentation.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Arpedio

APRIL 29, 2024

Explore actionable strategies, best practices, and innovative approaches that promise to revolutionize the way you approach Strategic Account Management. In summary, here are the key takeaways we brought home: Foundational elements such as adaptive leadership, and technological innovation emerged as crucial drivers of SAM success.

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

Cosawi

JULY 14, 2021

Account Based Marketing interview by Pfizer COE. In conversation with Dominique Côté from Cosawi Consulting– shining a light on the essential role of marketing in KAM. We talk to Dominque Côté about the central role of marketing in Key Account Management (KAM). Change involved everyone. It takes two to tango .

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 52

Arpedio

FEBRUARY 22, 2024

In today’s fiercely competitive market, having a well-defined and meticulously executed sales strategy is more crucial than ever before. Developed and refined over years of practical application and strategic innovation, MEDDPICC offers a systematic approach to navigating the complexities of the sales process.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Arpedio

APRIL 3, 2024

By understanding the customer’s unique requirements, sales reps can tailor customized solutions that address their specific needs and deliver measurable 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

Red Star Kim

MARCH 6, 2023

Delegates were from legal and accountancy firms with roles as varied as marketing, digital marketing, business development, PR and key accounts (executives, managers and a director). Many use a situational analysis or marketing audit. And we analyse the analytics from our digital marketing performance.

Strategic Thinking 130

Strategic Thinking Cybersecurity Digitalization Stakeholders 130

Luminas Strategy

JANUARY 15, 2024

They point out that many organizations, including market leaders, lack a true understand of their actual strengths and weaknesses. In contrast, non-market leaders tend to assume weakness across the board without recognizing their inherent strengths. Marketers cringe as non-marketers dish out “expert” wisdom.

Customer Value 52

Customer Value Supply Chain Value Proposition Advertising 52

Arpedio

FEBRUARY 15, 2024

In today’s fiercely competitive market, achieving sales excellence is paramount for business growth and success. They champion innovation, challenge the status quo, and prioritize value-driven solutions that address their organization’s strategic objectives and pain points.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Flevy

MARCH 20, 2024

Innovation and Competitive Advantage : Early adoption and effective use of cutting-edge technologies like ChatGPT can provide organizations with a competitive edge in their industry, driving innovation and attracting customers. View the full presentation: [link] 3.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52

DemandFarm

OCTOBER 4, 2023

Are there any new services or products that you can provide and gain market traction? They help you to decode the prospect’s organizational structure and identify key decision-makers and stakeholders. Innovative ideas and solutions may come from their personal insights into potential value for the buyer.

Value Proposition 52

Value Proposition Sales Negotiation Meetings 52

Revenue Storm

DECEMBER 7, 2021

The sole existence of almost all business technological innovation is due to the need to solve a customer issue or problem. The question becomes… how do we share a strong point of view and position our technology, innovation, or solutions with a customer while prioritizing their business?

Digital Transformation 78

Digital Transformation Procurement Value Proposition Digitalization 78

Arpedio

FEBRUARY 14, 2024

This focused approach allows organizations to align sales and marketing efforts , foster effective communication and relationship building , and proactively manage key accounts for sustainable growth. Relationship Building Nurturing and strengthening the relationship with key stakeholders through effective communication and value delivery.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 14, 2024

This focused approach allows organizations to align sales and marketing efforts , foster effective communication and relationship building , and proactively manage key accounts for sustainable growth. Relationship Building Nurturing and strengthening the relationship with key stakeholders through effective communication and value delivery.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

OCTOBER 11, 2021

The KAM must manage a program and lead the business strategy across internal stakeholders and the value co-creation with the stakeholders at their key accounts – not a trivial endeavor. To succeed, KAMs must clearly articulate a vision and a plan for their program with support from executives and marketing.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

OnStrategyHQ

MAY 16, 2021

You preserve these elements while your strategies and goals change and flex with the market. You may modify your mission, vision, or values over time, but the intent stays unchanged and you will have complete clarity when making critical business decisions that impact your future. 3M: To solve unsolved problems innovatively.

Innovation 98

Innovation Value Proposition Decision-making Leadership 98

OnStrategyHQ

DECEMBER 20, 2023

What senior leadership members and key stakeholders are included? Have you been following a plan or have you just been going along with the market? These issues can be problems, opportunities, market shifts, or anything else that keeps you awake at night and begging for a solution or decision. What trends do you see?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

OnStrategyHQ

FEBRUARY 16, 2024

Adopting an AI framework is a crucial best practice, whether your goal is implementing simple, cost-efficient AI tools for team productivity or creating innovative AI solutions to transform your organization. How do we create value? It’s too easy to treat this new market as the wild, wild west where anything goes.

Artificial Intelligence 52

Artificial Intelligence Government Value Proposition Co-Creation 52

ProlifIQ

JUNE 21, 2023

This team consists of dedicated professionals who work collaboratively to support the strategic account manager in delivering value to the strategic accounts. The team’s expertise and knowledge help in navigating complex organizational structures, understanding customer dynamics, and building strong relationships with stakeholders.

Account Management 52

Account Management Management Account Planning Stakeholders 52

ClearPoint Strategy

JULY 28, 2021

The customer value proposition should be at the core of your strategy, which is why it comes directly after the financials (or mission). For-profit companies typically focus on achieving one of these three value propositions: Product leadership. Enhancing customer value by improving relationships with existing customers.

Value Proposition 98

Value Proposition Software Software Government 98

Arpedio

APRIL 29, 2024

The Preferred Account-Based Selling Platform Our platform provides visual org charts, stakeholder relationship heat maps, up-to-date account plans, recommended next-best actions, accurate weighted pipelines, and white space analysis. Furthermore, the BANT methodology may not fully account for the emotional aspect of decision-making in sales.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

Arpedio

JULY 11, 2022

Even though we’re targeting specific prospects and personas that we’d like to talk to, we’re still looking at the business as a whole: we try to work on behalf of our business for their business, and we try to find the business goals and challenges that align with the value propositions that we offer.

B2B 52

B2B Account Management Customer Success Leadership 52

SmartKarrot

MAY 12, 2023

Factors to consider during account selection may include revenue potential, strategic importance, market influence, and alignment with the organization’s objectives. By focusing on these high-potential accounts, businesses can allocate resources more effectively and develop targeted strategies that deliver maximum value.

Key Account Management 10

Key Account Management Account Management Business Growth Value Proposition 10

Red Star Kim

JUNE 7, 2023

We considered strategic thinking, business strategy and marketing and business development strategy. And then to consider how marketing and business development could add most value in their achievement. And to keep an eye on the changing competitor landscape and evolving market and client needs.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

SalesGlobe

APRIL 19, 2022

The primary focus at this point may be to “stop the bleeding” and build a bridge as quickly as possible to the right stakeholders of the acquired company. So big that the much of the pay across the sales organization was outside of any competitive market pay levels.

Acquisition 52

Acquisition Sales Decision-making Communication 52

SmartKarrot

MARCH 25, 2021

Developing deeper and a stickier level of relationships with all key stakeholders. Work as a stakeholder with Product and Marketing to develop the product roadmap and go to market strategy and provide key insights, reporting, and strategic recommendations for Telecommunications clients. Apply here: [link].

Customer Success 10

Customer Success Telecommunications Value Proposition Stakeholders 10

SmartKarrot

OCTOBER 25, 2023

Stakeholder Mapping Every organization has its unique structure and dynamics when it comes to decision-making. This involves understanding who holds the reins, who influences those reins, and who can be your advocate in reinforcing the value you bring to the table. Showcase value by offering insights, updates, and recommendations.

Account Management 10

Account Management Construction Decision-making Value Proposition 10

SmartKarrot

NOVEMBER 24, 2020

Build relationships with key customer stakeholders to strengthen the Amplitude partnership. Master Amplitude’s value proposition and use cases to become a trusted advisor to our customers. Work with cross-functional leaders (Product, Professional Services, Marketing, Operations, etc.) to drive success for our customers.

Customer Success 10

Customer Success Value Proposition Stakeholders Account Growth 10

Arpedio

NOVEMBER 7, 2022

As far as selling is concerned, one is that the number of stakeholders who are involved in a corporate selling decision continues to rise. The proliferation of information and knowledge has led to role specialization, which ultimately means that more and more stakeholders are required for any company to make a buying decision.

B2B 52

B2B Sales Decision-making Account Management 52

Arpedio

NOVEMBER 7, 2022

As far as selling is concerned, one is that the number of stakeholders who are involved in a corporate selling decision continues to rise. The proliferation of information and knowledge has led to role specialization, which ultimately means that more and more stakeholders are required for any company to make a buying decision.

B2B 52

B2B Sales Decision-making Account Management 52

Hubspot Sales

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Marketing 98

Marketing Brainstorming Decision-making Advertising 98

SmartKarrot

MAY 12, 2023

This involves developing a deep understanding of the customer’s business, industry, and market dynamics, as well as the organization’s own capabilities and objectives. This may involve seeking out professional development opportunities, engaging in cross-functional projects, or exploring new industries and markets.

Key Account Management 10

Key Account Management Account Management Management Interpersonal Skills 10

SmartKarrot

MARCH 16, 2021

Drive continuous improvement through updating internal processes and implementing best practices influence future lifetime value of customers by ensuring the customers accomplish their goals and effectively recognize and communicate the value Terminus brings to their organization. Apply here: [link].

Customer Success 10

Customer Success Value Proposition Digital Transformation Customer Experience 10

PandaDoc

AUGUST 18, 2022

Sales leaders who want to maximize the effectiveness of their sales process and keep up with their competitors use sales battle cards to identify customer pain points and gain valuable market insights. Value proposition battle cards. If you’re a sales professional, you know that any increase in conversions is worth pursuing.

Value Proposition 96

Value Proposition Sales Stakeholders Marketing 96

Red Star Kim

JUNE 27, 2023

In the 2023 Annual International Marketing Benchmark – PM Forum and Meridian West (kimtasso.com) client Experience (CX) and thought leadership remained top business development priorities. Achieve early sense-checking and promote bold and innovative thinking. What were the main takeaways for delegates?

Leadership 130

Leadership Management Stakeholders Communication 130

Red Star Kim

MAY 11, 2023

This post reviews the core material covered in Managing Brands Chartered Institute of Marketing (CIM) professional qualification (Level 6 elective New CIM professional marketing qualifications – 2020 (kimtasso.com) ) and the Cambridge Marketing College’s Marketing Manager Apprenticeship – a Level 6 Qualification (kimtasso.com).

Management 130

Management Co-Creation Publishing Leadership 130

PandaDoc

SEPTEMBER 19, 2023

Your task as a sales manager is to market it. The answer is “by implementing a vertical marketing strategy.” Key takeaways Targeting specific, niche markets with specialized products and services can help small businesses operate more efficiently with lower costs and higher revenue. This is known as vertical marketing.

Marketing 52

Marketing Advertising Value Proposition Sales 52