Strategic Account Management Association

FEBRUARY 2, 2021

Moreover, many salespeople we interviewed report that both they and their customer counterparts are often more focused, and more efficient, in virtual interactions than in face-to-face meetings. At the same time the advantages of virtual selling are rising to the fore, so too are its challenges and limitations, as seen in Figure 2.

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

Account Manager Tips

OCTOBER 6, 2022

Schedule meetings ASAP 4. Use meeting scheduling tools 5. Schedule follow up meetings during the meeting 6. Only meet for as long as needed 10. Say "No" to update meetings 11. Resolve meeting conflicts immediately 14. Resolve meeting conflicts immediately 14. Batch meetings 16.

Management 246

Management Meetings Decision-making Brainstorming 246

Hubspot Sales

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. The chat would likely be to schedule a more substantive meeting and not to try and close a deal when the decision maker is just “coming up for air.”

Supply Chain 122

Supply Chain Energy and Utilities Healthcare Sales 122

Hubspot Sales

AUGUST 26, 2024

In fact, when you’re tenacious enough to book a call, data from Marketing Wizdom suggests that a mere 2% of sales leads will close on the first meeting. Instead of reading months of messages and meeting summaries before crafting an email, you can leave that to AI and jump right back into the sales flow.

Sales 122

Sales Meetings Communication Stakeholders 122

Hubspot Sales

SEPTEMBER 12, 2024

B2B Buyers vs. B2C Buyers While B2C buyers tend to make smaller, transactional purchases to meet their immediate needs, B2B buyers are often making significant investments that demand complex decision-making processes. Meanwhile, sales reps are seeing their traditional involvement in the consideration stage diminish.

B2B 116

B2B B2C Decision-making Software 116

Strategic Account Management Association

JUNE 14, 2021

Flexibility : When the global pandemic rerouted our focus, we swiftly adjusted to meet our customer needs by leveraging the power of community. Productivity capture: Average client saves 141,500 hours annually because meetings start on time and conference technology is more intuitive, a 4 percent increase from program launch.

Global Accounts 520

Global Accounts Account Management Management Client Interview 520

Hubspot Sales

JULY 22, 2024

They're typically sent following initial conversations, meetings, or proposals (shocking, I know.) Landing the First Meeting: Introduction Email to Potential Clients This email would be used as an initial introduction to your company. The key is immediately establishing your expertise and asking for the meeting reasonably early.

Value Proposition 111

Value Proposition Sales Meetings Decision-making 111

DemandFarm

APRIL 4, 2025

See how DemandFarm is redefining account planning in the era of AI, and finally making it possible for key account management teams to focus on selling.

Account Management 52

Account Management Meetings Account Planning Key Account Management 52

Customer Think

FEBRUARY 13, 2024

We’ve all had that neighbor. They’re the one you avoid when taking out the trash or collecting the mail because if you don’t, you’re in for it: the dreaded half-hour update on their prize-winning Schnauzer, a deep dive into their latest hobby, or the most recent gossip on their entire extended family. The only constant […]

Meetings 116

Meetings Sales 116

Hubspot Sales

AUGUST 19, 2024

I'm curious, what will change between now and then that's preventing us from meeting today?” Closing the call to book a meeting. This approach not only secures the meeting but also gets an immediate commitment from the prospect. However, sometimes our close isn‘t a meeting. “Reach out to me in 6 months.”

Value Proposition 115

Value Proposition Cybersecurity Meetings Decision-making 115

Hubspot Sales

JULY 15, 2024

A lot of prospects are going to visit your profile before they consider scheduling a meeting — that’s why you need to ensure your page is airtight and engaging. I've never seen anyone book a meeting because they had AE or SDR in their title. Ultimately, LinkedIn prospecting is about converting conversations into meetings.

Value Proposition 111

Value Proposition Digital Transformation Media Meetings 111

Hubspot Sales

SEPTEMBER 9, 2024

Many organizations may closely meet your company’s ideal customer profile (ICP) criteria and warrant sales reps to proactively reach out to them. A lead meets a company’s qualification criteria (like BANT ) to be added to a company’s deal forecast. Sales Qualified Leads (SQLs). Opportunity. Evangelist.

B2B 118

B2B Decision-making Media CRM 118

Strategic Account Management Association

AUGUST 10, 2021

The most common MBOs for SAMs measure leading indicators : account planning (77% of plans) and activity-based metrics like collaborative meetings (75%). Respondents cited health benefits, vacation pay and retirement benefits as 3 top factors that attract, motivate and retain account managers and directors.

Artificial Intelligence 104

Artificial Intelligence Healthcare Account Management Account Planning 104

Strategic Account Management Association

SEPTEMBER 11, 2020

CXM: Meet Your Customers’ Needs. Successful CXM systems are designed to add value, simplify day-to-day task management, reduce tedious data entry and create essential utility for the account teams. For leadership, they provide visibility into account team activities and productivity. Your customers deserve the best service.

CXM 520

CXM Account Management Customer Experience Management 520

Brooks Group

MARCH 27, 2025

A consultative approach also improves your teams meeting outcomes. When sellers investigate and address customers needs properly the first time they meet, they dont need to follow up a second time. This allows them to recommend solutions that meet their needs, making it more likely youll close the sale.

Account Management 89

Account Management Sales Sales Training Profitability 89

Brooks Group

MARCH 13, 2025

Microsoft Teams, Cisco Webex, Zoom, Google Meet, and GoTo Meetingno matter what program youre using, videoconferencing has changed sales and opened up new opportunities. This allows you to recommend solutions that meet their needs, making it more likely youll close the sale. They might as well be using tin cans and a string.

Communication 60

Communication Sales Training Meetings Decision-making 60

Brooks Group

MARCH 4, 2025

Sales Coaching Best Practice #1: Coach to a Sales Process Data from the Best Practices of High-Performing Sales Teams report shows that 95% of teams that meet or exceed revenue goals follow their sales process all or most of the time. Follow these four tips for productive one-on-one sales meetings. Try not to focus solely on numbers.

Management 75

Management Sales Meetings Sales Training 75

Hubspot Sales

AUGUST 7, 2024

With a cloud-based CRM platform, you can download software from the cloud and get instant access — but it needs to meet your unique needs: Pleasant User Experience. SaaS startups need to choose a CRM that meets them where they're at now and can keep up with projected growth over the next five and 10 years. Growth Potential.

CRM 115

CRM Software Software Onboarding 115

Strategic Account Management Association

OCTOBER 26, 2021

In addition, a monthly touchpoint with the SAM is necessary to coach them, stay abreast of the account and prepare for customer meetings. The executive sponsor should be familiar with the account and help expand the customer mapping, engagement and relationship.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Strategic Account Management Association

SEPTEMBER 13, 2021

Value Realization – This is where the rubber meets the road. Value Management – Outline the collaborative work necessary to put both sides of the relationship in a position to make progress, achieve outcomes, and realize value.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Account Manager Tips

NOVEMBER 19, 2022

In a survey of senior executive buyers, Forrester Research asked if sales people are frequently prepared for their meetings. In fact between 70 to 80 percent feel vendors are not prepared for their meetings with senior level executives. The good news is senior executives want to meet with you. What do you think the answer was?

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Holden Advisors

AUGUST 16, 2021

To use Neeraj Periwal’s words directly “ Finding just the right pricing model can mean the difference between a wildly successful business and one that doesn’t meet your subscribers where they are”. What type of usage model is right for you? Can the business infrastructure support the model?

B2B 370

B2B Software Software Meetings 370

Holden Advisors

OCTOBER 7, 2021

I can meet your budget requirements; I just need to drop you down to this lower tier offering.”. The most fun part about it is that sellers can use that same value understanding to take back control of negotiations. Let’s say procurement says, “to win this deal, you need to give me a 20% discount." The savvy seller will say, “No problem.

Procurement 369

Procurement Manufacturing Negotiation Stakeholders 369

Account Manager Tips

OCTOBER 11, 2021

Client relationships aren't built over email - so pick up the phone once in a while or setup a face-to-face meeting. You've had a great meeting with a client where you talked about all sorts of things. Do this instead: Send meeting minutes. A meeting minutes template makes notes easier to read. Think about it. For weeks.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Upland

MAY 4, 2023

From helping leaders define areas of focus, to helping sellers meet realistic quotas, the sales velocity equation is integral to your team’s success. Biggest Benefits of Using the Sales Velocity Equation There are several benefits to using a sales velocity formula, and many organizations consider it their most important metric.

Sales 356

Sales Decision-making Organization Negotiation 356

Sales Gravy

NOVEMBER 14, 2024

Key Takeaways: – Virtual Tastings as Sales Hooks: Virtual bourbon tastings became an effective "hook" to attract attendees to sales demos, webinars, and client meetings, increasing engagement and helping to break through typical sales communication noise. The virtual tasting quickly became a solution to this problem.

Advertising 98

Advertising Sales Digitalization Meetings 98

Hubspot Sales

SEPTEMBER 6, 2024

To meet your quota (and stay sane), it’s important to leverage AI tools and techniques that can unlock the following benefits. Why Use AI Sales Closing Techniques With AI backing up our sales department, missed opportunities became a thing of the past — which is critical considering that sales is a numbers game.

Sales 115

Sales Negotiation Prioritization Communication 115

Strategic Account Management Association

AUGUST 24, 2021

Create alliances, assemble partners, build joint development efforts and fulfill value-based solutions to meet both the customer’s expectations and your company’s expectations. #5 Also, educate customers and stakeholders on new ways you can help them create value. #4 4 Facilitative style. Be an orchestrator. 5 General management skills.

Stakeholders 520

Stakeholders Supply Chain Digitalization Shareholders 520

Account Manager Tips

MAY 14, 2021

Schedule your QBR's: Get your review meetings in the diary for the year. Invite your client to recurring meetings for your business reviews for the required frequency (usually 3 months). Your review meeting is also less likely to get moved or cancelled to. That's what key account management is about after all.

Key Account Management 218

Key Account Management Account Management Management Account Planning 218

Red Star Kim

NOVEMBER 1, 2023

Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship. A challenging role requiring deep insight into potential clients and value propositions as well as a great deal of confidence.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130