Strategic Account Management Association

AUGUST 6, 2021

Form an organizational capability around co-creating products and solutions with our customers Redesign our philosophy around our customers’ needs Make a positive business impact on our customers’ operations Ingrain a deeply customer-centric vision and mission for sales. Tier 3: People Development.

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

Arpedio

JUNE 2, 2022

How GUBI went from limited account insight to complete stakeholder visibility. Prior to teaming up with ARPEDIO, the main challenge for GUBI was too little visibility into accounts and stakeholders. The organization as a whole simply didn’t have the full insight potential it desired into its customers and stakeholders.

Stakeholders 52

Stakeholders Account Planning Account Management B2B 52

Flevy

JUNE 9, 2024

The Biotechnology industry is a powerhouse of innovation, revolutionizing healthcare, agriculture, and environmental management. Effective value chain management drives efficiency, reduces time-to-market, and enhances value creation for customers and stakeholders. Support activities are equally crucial.

Manufacturing 52

Manufacturing Innovation Healthcare Procurement 52

Flevy

APRIL 6, 2021

Eventually, they start exploring the possibilities of implementing continuous process improvement or other innovation methodologies. Likewise, Process Innovation assists the organizations in encouraging innovative thinking and ideas testing using prototyping and multiple rounds of validation. Culture of Innovation.

Innovation 59

Innovation Stakeholders Facilitation Prioritization 59

Strategic Account Management Association

SEPTEMBER 13, 2021

SAMA and Boston Consulting Group partnered in May 2020 to conduct a study aimed at discovering the early changes to customer expectations for sales organizations as a result of the COVID pandemic. Indicators show that much of the sales process can — and should — be automated through technological advancements. 4: Focus on value.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Sales Gravy

JUNE 30, 2023

Moving From A Culture of Efficiency to A Culture of Effectiveness Acting and improv skills are similar to soft skills in sales— leading with empathy and understanding your audience and your customer is paramount. Sales technology should focus on making people better, not just faster. Efficiency does not equal effectiveness.

Emotional Intelligence 79

Emotional Intelligence Stakeholders Innovation Sales Technology 79

ProlifIQ

MAY 14, 2021

When your sales team is eyeing key accounts loaded with potential revenue, planning ahead is crucial. A well-crafted B2B sales strategy can be the difference between victory and defeat. If you incorporate an innovative, account planning strategy into your routine, your chances of success go up tremendously.

Account Planning 64

Account Planning Innovation Stakeholders B2B 64

Flevy

JUNE 10, 2024

trillion by 2030, driven by rising demand in emerging markets and continuous innovation in chemical applications. Effective value chain management enhances operational efficiency, reduces costs, and improves product quality, thereby creating significant value for customers and stakeholders.

52

52

ProlifIQ

JANUARY 18, 2022

When your sales team is eyeing key accounts loaded with potential revenue, planning ahead is crucial. A well-crafted B2B sales strategy can be the difference between victory and defeat. Let’s cover some of the approaches top sales teams take when taking on high-value accounts. . Top 4 Innovative Account Planning Strategies.

Account Planning 52

Account Planning Innovation Stakeholders B2B 52

Arpedio

APRIL 15, 2024

In today’s rapidly evolving business landscape, artificial intelligence (AI) has emerged as a pivotal tool in revolutionizing the sales domain. Importance of AI in the Sales Domain The importance of AI in the sales domain cannot be overstated, particularly in today’s fast-paced and data-driven business landscape.

Artificial Intelligence 52

Artificial Intelligence Decision-making Innovation Prioritization 52

Upland

JANUARY 29, 2024

Let’s face it, B2B sales can’t happen without good leads. Winning sales teams know strong leads must be converted into successful sales transactions. If sales productivity isn’t achieved effectively—through high lead conversion rates, efficient sales cycles and low sales costs—overhead goes up, and revenue goes down.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

ProlifIQ

MAY 14, 2021

When your sales team is eyeing key accounts loaded with potential revenue, planning ahead is crucial. A well-crafted B2B sales strategy can be the difference between victory and defeat. If you incorporate an innovative, account planning strategy into your routine, your chances of success go up tremendously.

Account Planning 52

Account Planning Innovation Stakeholders B2B 52

Arpedio

FEBRUARY 15, 2024

In today’s fiercely competitive market, achieving sales excellence is paramount for business growth and success. One key aspect of this pursuit is understanding and effectively implementing sales methodologies that align with modern buyer behavior and preferences.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

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

Upland

SEPTEMBER 1, 2023

Guided selling is a modern sales approach that combines technology, data analytics, and personalized interactions to assist customers in making well-informed purchasing decisions. It goes beyond profiling customers and is supported by tools such as interactive product recommendations, sales enablement resources, and data-driven insights.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

Arpedio

FEBRUARY 22, 2024

In the dynamic landscape of modern business, sales strategy stands as a cornerstone of success. Whether you’re a seasoned sales professional or a burgeoning entrepreneur, the effectiveness of your sales approach can make or break your company’s growth trajectory. What is MEDDPICC?

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Planview

JULY 24, 2015

This week, Corey Glickman, the Global Lead of Rapid Design & Visualization at Capgemini, joined the Spigit team to discuss how and why Capgemini is crowdsourcing innovation to power their $14B business. Crowdsourcing Innovation Creates an Engaged Community. We love the Spigit tools,” said Corey Glickman. “We

Innovation 78

Innovation Transportation Stakeholders Management 78

Arpedio

JUNE 20, 2023

Client Case study Rethinking Customer Success and Sales: A Collaborative Powerhouse in the SaaS industry Download full case study About The Case Study Due to pre-IPO considerations, the following case study has been anonymized to protect the identity of the company involved. Superior together.

Customer Success 52

Customer Success Account Management Facilitation Stakeholders 52

Arpedio

FEBRUARY 19, 2024

In today’s fast-paced and competitive business environment, staying ahead of the curve requires embracing innovative technologies that enhance efficiency, productivity, and customer engagement. One such technology that has revolutionized sales practices is Artificial Intelligence (AI).

Artificial Intelligence 52

Artificial Intelligence Sales Government Decision-making 52

Red Star Kim

SEPTEMBER 29, 2023

The need for clear aims that could be measured at different stages of the engagement and sales cycle were mentioned. Some guidance is provided: Be more visible – the PVI model (kimtasso.com) and Be visible, assert and challenge and remember your goals (kimtasso.com) Other points of interest How to engage fee-earners?

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Planview

JANUARY 2, 2020

As the leader of an innovation program, your role is about generating business value from the spark of an idea. But how can you tell which innovation ideas from your latest brainstorming session will deliver results? One way is to leverage the collective intelligence of your employees. How to pick the winners.

Innovation 40

Innovation Shareholders Brainstorming Prioritization 40

Hubspot Sales

NOVEMBER 22, 2023

When it comes to sales, there's a lot of innovation happening — and therefore, a litany of new tools. But only one type of tool is considered "effective" by 78% of global sales professionals. If you're in sales, this result shouldn't be a big surprise. As part of our 2024 State of Sales Series , our Sr.

CRM 98

CRM Decision-making Sales B2C 98

Arpedio

JANUARY 30, 2024

Sector Organic chemistry Website www.perstorp.com ← Back to case studies Discover the secrets behind Perstorp’s remarkable sales journey with ARPEDIO towards streamlined operations, Salesforce adoption, and amplified collaboration. For sales leaders, it’s an invaluable tool for conducting efficient Sales Reviews.

Key Account Management 52

Key Account Management Account Management Management Innovation 52

Arpedio

MARCH 20, 2024

However, like any innovative approach, ABS comes with its own set of challenges. Organizational change and stakeholder buy-in Implementing ABS often requires a cultural shift within the organization, moving away from a transactional sales approach towards a more strategic and collaborative mindset.

Government 52

Government Innovation Prioritization Facilitation 52

Red Star Kim

FEBRUARY 14, 2023

To better influence senior stakeholders and also support junior levels coming through How are M&BD roles changing? What do fee-earners expect from M&BD? Need to have experience and expertise Experts who think out of the box If sector specific advice/team, they expect us to know that sector and the target audience.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Arpedio

MARCH 8, 2024

Companies at the forefront understand that strategic alliances and collaboration in business transcend mere transactional interactions, creating a tapestry of synergy and interdependence that propels innovation and market presence. Moreover, robust stakeholder engagement serves as the drumbeat of mutual advancement. Superior together.

Management 52

Management Stakeholders Facilitation Innovation 52

Account Manager Tips

AUGUST 14, 2022

Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve? Unleash Your Potential: Innovation and Enterprise. Learn about innovation and business, and how to come up with and evaluate your own ideas. Innovation Generation: How To Be Creative. Creativity 2.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Arpedio

DECEMBER 14, 2023

Maximize Your Team with Sales Enablement Tools Explore the ARPEDIO platform ← Back to blog Table of Contents In the ever-evolving world of sales, staying ahead of the curve is key to success. It requires a comprehensive approach that aligns with your business objectives and supports your sales team throughout the entire buyer journey.

Sales 52

Sales Software Software Account Planning 52

Hubspot Sales

JUNE 18, 2019

You might sell a product that genuinely makes conducting business easier, but this doesn't grant you a simple sales process. The sales process can be long, tedious, and frustrating, no matter how innovative your product may be. However, I still have to defend these facts to numerous stakeholders in order to gain each sale.

Decision-making 123

Decision-making Stakeholders Sales Software 123

Arpedio

APRIL 3, 2023

Therefore, Eagle Eye sought a 100% integrated relationship mapping and account management solution to consolidate all of their sales tools in one place. Prev Previous post How Aggreko Gained Complete Transparency Into the Health of Their Accounts #1 Account-Based Selling Platform Powerful alone. Superior together.

Onboarding 52

Onboarding Account Management Stakeholders Account Planning 52

Arpedio

MAY 10, 2023

” The report provides sales and sales operations leaders with valuable insights into the diverse set of vendors in the rapidly evolving account-based selling technologies market. ARPEDIO’s innovative solutions align with the market definition and key capabilities outlined in the report.

Account Planning 52

Account Planning Innovation Stakeholders Government 52

Arpedio

FEBRUARY 26, 2024

If you find yourself in a competitive business landscape, then you probably also know that sales teams are constantly on the lookout for innovative strategies to enhance their effectiveness and drive revenue growth. Perhaps you’ve tried it yourself. Utilizing data-driven insights is essential in ABS.

Advertising 52

Advertising Sales CRM Media 52

DemandFarm

MAY 25, 2023

He must now call and find out if any of these stakeholders are still relevant to the task he needs to do. He is so pleased to be able to see, at one glance, all the key stakeholders in his key account. Sales Enablement : It’s the process of providing sales teams with the necessary tools, resources and training to sell more effectively.

Account Management 52

Account Management Digitalization Key Account Management Digital Transformation 52

SalesGlobe

OCTOBER 10, 2023

Fast forward to 2023, and most households are highly connected environments with various devices, including smart thermostats and door locks, computers and tablets, smart appliances, and even more innovative smartphones. Sales teams can use AI to obtain customer data and glean behavioral insights.

B2B 52

B2B Artificial Intelligence Sales Decision-making 52

Arpedio

NOVEMBER 20, 2023

The sales process spanned vast geographies, hindering visibility and knowledge sharing. Salesforce central Every internal sales meeting now begins with Salesforce, making it the cornerstone for discussions, boosting efficiency, and ensuring a unified approach. Learn more Opportunity Management Boost win rates and reduce sales cycles.

Innovation 52

Innovation CRM Account Planning Stakeholders 52

Arpedio

FEBRUARY 26, 2024

Your primary responsibility will be of practical nature, but you will also get the opportunity to solve tasks for different departments, e.g. helping Sales with research or assisting Marketing with events. About ARPEDIO ARPEDIO provides a powerful account-based selling platform for B2B sales professionals, fully integrated within Salesforce.

B2B 52

B2B Innovation Sales Training Account Planning 52

Flevy

MARCH 21, 2024

Based on sales and downloads of the FlevyPro frameworks , here is what we found to be the top 10 Business Transformation frameworks used by management consultants. Organizational Mobilization : Cultivates an “energy to change” within the organization, rallying employees and stakeholders around the transformation vision and goals.

Energy and Utilities 52

Energy and Utilities Innovation Stakeholders Decision-making 52