DemandFarm

APRIL 13, 2023

Key Account Management Glossary: 65 Crucial Account Management Terms Explained Account Hierarchy: Account Hierarchy is the structure and organization of key accounts within a company visualized in a hierarchical system of decision-makers and stakeholders.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Janek Performance Group: Account Planning

OCTOBER 25, 2023

However, according to Gartner , 51 percent of sales leaders agree account management channels fall short. They do not meet cross-selling and account growth targets. This leaves only 28 percent who say they meet their targets. Clearly, sales organizations need to improve account planning. This includes personnel.

Account Planning 52

Account Planning Decision-making Communication B2B 52

Miller Heiman Group

JULY 30, 2019

Your sellers should address how your reliable supply chain always meets customer deadlines and how your superior product quality helps end-users perform better. Technical End User: As the buying influence using your product, they are concerned about safety and efficiency, as well as meeting tight deadlines.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Zendesk

FEBRUARY 22, 2022

B2B sales requires more specialized skills such as handling higher-value deals, using proper sales technology , and managing longer sales cycles. B2B sales reps must understand how to handle more complex sales processes and how to persuade several stakeholders as opposed to just one.

Negotiation 98

Negotiation Sales Telecommunications B2B 98

Arpedio

MARCH 27, 2023

The MEDDIC sales methodology is well-suited for enterprise sales organizations that need extensive qualification as enterprise sales (almost always) require 1) engagement from numerous stakeholders, and 2) a complex solution to meet their needs. Executing and communicating sales plans effectively and successfully.

Sales 52

Sales Account Management e-Learning Decision-making 52

Hubspot Sales

OCTOBER 12, 2017

How much of today’s well-intended sales “enablement” actually enables seller productivity? At CEB, now Gartner, we often refer to today’s sales environment as “The World of More,” spanning more people, priorities, perspectives, processes, and procedures than ever before. The answer is both surprising and frustrating.

Internet 81

Internet Finance Sales Environment Stakeholders 81

Hubspot Sales

MAY 25, 2018

Adding insult to injury, after they’re slow to get involved in a potential sales opportunity, many salespeople further reduce their effectiveness by leading with their product or solution. They put their product out front and make it the focus of the conversation when meeting with potential customers. It’s hugely important. Not at all.

Publishing 111

Publishing Decision-making Sales Management Sales Environment 111

SBI

MARCH 8, 2018

Chris: SAVO is a game changer for our customers because instead of just focusing on solving tactical pains like helping sellers find content easier, we focus on helping organizations align the sales organization to strategic corporate initiatives and changing market conditions. Nancy: How have companies determined the ROI of your solution?

Organization 55

Organization e-Learning Government Sales 55

Nutshell

AUGUST 28, 2023

Examples of tasks for this stage: Contacting leads personally to tell them about your brand Sending personalized emails with exclusive offers Inviting leads to informal meetings to discuss how your business can help them 4. Leverage technology In sales, there are constantly new innovations designed to make your job easier.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Revegy

JULY 17, 2018

Are your account plans helping your teams meet their quotas or are they missing the mark? Leading sales organizations at companies like JDA Software and more applied a visual approach to their account planning process and immediately uncovered expansion and new pipeline opportunities that were previously hidden.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

Hubspot Sales

OCTOBER 5, 2017

Decision-maker: The person in charge of making a final decision on the sale. Goal: Schedule next meeting. Discovery call: The first contact a sales rep makes with a prospect with the aim to qualify them as a lead for the next step in the sales cycle. Closing ratio: Ratio of prospects that a sales rep closes and wins.

Sales 142

Sales Decision-making Prioritization Media 142

SmartKarrot

SEPTEMBER 1, 2022

The contract negotiation is the last of several challenges you must clear up, including introductions, calls, meetings, follow-up emails, and demonstrations. It is challenging and labor-intensive to develop a product that meets all the requirements of an enterprise organization. Enterprise clients can hire the top employees.

Suppliers 10

Suppliers Insurance Energy and Utilities B2B 10

Openview

JANUARY 30, 2019

With increased access to information, buyers today do more of their research independently and invite more internal stakeholders into buying decisions. The result is that reps end up spending more time trying to keep up with increasingly complex sales processes, impacting overall sales productivity.

Artificial Intelligence 97

Artificial Intelligence Onboarding Sales Decision-making 97

Hubspot Sales

SEPTEMBER 26, 2018

Some of the new tactics might not work, but the ones that do will become ingrained in your new sales process -- one that yields better outcomes. By creating an environment of iteration, you make it possible for your reps to work smarter, not harder. Larger sales teams live off consistency, sometimes at the expense of rep autonomy.

Sales Training 83

Sales Training Sales Decision-making Sales Management 83