DemandFarm

APRIL 13, 2023

Whether you’re new to Account Management or a seasoned KAM professional, this glossary can help you improve your knowledge of account management & strategic selling strategies and build stronger relationships with your most important customers.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Force Management

OCTOBER 13, 2022

Getting customer-focused is an organization-wide initiative that requires alignment of strategy, messaging, content and seller skills. Build a Message That Centers on Value. Alignment between Sales and Delivery is crucial to implementing the value framework. Sellers, however, tend to view their success point as the sale.

Stakeholders 71

Stakeholders Communication Value Selling Organization 71

Hubspot Sales

MARCH 20, 2020

Are they meeting expectations? Image Source: Value Selling Associates. Per the sales coaching research, 65% of responding organizations saw improved retention rates for their sales reps. More and more organizations are recognizing the key role coaching plays in individual, team, and organizational effectiveness.

Sales 111

Sales Sales Training Sales Management Management 111

SBI

DECEMBER 14, 2021

Mediafly , a leader in sales enablement, interactive content and value selling, today announced it has entered into a definitive agreement to acquire InsightSquared , a leader in revenue intelligence, forecasting and analytics. What happens in the sales meeting is no longer the sole indicator of deal health.

B2B 56

B2B Digitalization Decision-making Healthcare 56

SBI

MARCH 25, 2020

In the wake of social distancing recommendations and “shelter in place” declarations, this has left many sales organizations all over the world scrambling to equip their sellers with the resources they need to operate efficiently and effectively from home. Increase sales impact with value selling. But is it enough?

Remote Working 40

Remote Working Decision-making Value Selling CRM 40

SBI

MAY 7, 2015

Motivate and excite your entire organization. And it means empowering Sales with the right marketing materials so they can sell effectively no matter who they’re meeting with or where (that means mobile, social, and international)! CPQ & Guided Selling. Value Selling & RO. Social Selling.

Value Selling 54

Value Selling Sales Analytics Sales Sales Leadership 54

Blue Canyon Partners

JUNE 24, 2020

In what ways can your organization take advantage of this change? As you examine your product or offering portfolio, have the value and benefits provided by each product/offering shifted? Do some offerings need to be altered or enhanced to meet changed customer needs? How do we more effectively reach and sell value to customers?

Suppliers 52

Suppliers Supply Chain Value Proposition B2B 52

Blue Canyon Partners

JUNE 24, 2020

In what ways can your organization take advantage of this change? As you examine your product or offering portfolio, have the value and benefits provided by each product/offering shifted? Do some offerings need to be altered or enhanced to meet changed customer needs? How do we more effectively reach and sell value to customers?

Suppliers 52

Suppliers Supply Chain Value Proposition B2B 52

Strategic Account Management Association

SEPTEMBER 11, 2020

And yet most SAM organizations — large and small — haven’t tapped this potentially huge source of competitive differentiation. First, a definition of terms: CRM CRM software keeps sales processes organized and aligned with best practices up to the point that a deal is closed. CXM: Meet Your Customers’ Needs.

CXM 520

CXM Account Management Customer Experience Management 520

SBI

OCTOBER 28, 2020

While sales enablement technology is the proven medium for sellers to deliver their sales stories in a way that resonates with modern buyers, to maximize return on investment, sales organizations need inspiring content.

Marketing 48

Marketing Sales Healthcare Acquisition 48

Showpad

JULY 11, 2018

With this kind of momentum, we’ll see that Augmented Reality will start to cross over from consumer applications to being used more often in the business world and impacting companies in every industry and across different organizations – from hospitals to industrial environments. 3 Reasons Why Augmented Reality.

B2B 49

B2B Decision-making Sales Value Selling 49

Corporate Visions

APRIL 25, 2019

It’s a “spec war” and you might gain the upper hand with one feature, but then the competition meets your feature and raises another. According to Wikipedia, an elevator pitch is “a short summary used to quickly and simply define a product, service, or organization and its value proposition.”

Value Proposition 111

Value Proposition Decision-making B2B Profitability 111

SBI

OCTOBER 27, 2020

not the product, service or solution or even the organization ? Like a good luxury brand, it is important to focus on where the “rubber meets the road”, the direct customer engagement. In fact, 53% of 5,000 buyers surveyed by the Corporate Executive Board say it’s the sales experience ? driving customer purchases and on-going loyalty.

Facilitation 43

Facilitation Communication B2B Decision-making 43

Hubspot Sales

MARCH 2, 2021

As we wait to find out what the workplace will be like post-COVID-19, we anticipate a shift in how organizations view the office. Recently, sales teams have been leveraging virtual meeting tools like Zoom to conduct calls and face-to-face meetings to help build relationships with prospects or interact with colleagues.

Remote Working 125

Remote Working Onboarding Sales Digital Transformation 125

Zendesk

APRIL 21, 2022

To identify every need your leads may have, organize a list of questions designed to highlight their pain points. Here are a few examples: “We’ve commonly seen clients in the accounting industry struggling with data organization. Stage 5: Present your value. Show that it’s a fixable issue. Stage 6: Close the sale.

Sales 98

Sales CRM Cybersecurity Meetings 98