Strategic Account Management Association

AUGUST 6, 2021

A new central commercial organization was born. To ensure the inclusion of external insights to shape and direct the new commercial organization, we partnered with SAMA for thought leadership on Strategic Account Management (SAM), as well as with Rain Group for continuous education of our sales teams. Tier 1: Organizational Structure.

Supply Chain 520

Supply Chain Logistics Co-Creation Account Management 520

Strategic Account Management Association

AUGUST 24, 2021

Regardless of the organization we work at, we could be outspent, out resourced or out marketed but we do have the opportunity to outthink our competition. On a global scale, he’s worked for Hovione, Lonza and other private equity and venture capital organizations. Organizations are redefining value. The future is now.

Stakeholders 520

Stakeholders Supply Chain Digitalization Shareholders 520

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. This is where CXM shines.

CXM 520

CXM Account Management Customer Experience Management 520

Strategic Account Management Association

JUNE 30, 2021

He also spent years as a managing consultant for Microsoft’s global consulting organization. Second, you can view a SAM as a broker or bridge to the expertise that lives within their organization. So, the SAM is critical to connecting the customer with the expertise inside the seller’s organization. Register here.

Digitalization 520

Digitalization Organization Account Management Management 520

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. Once a deal has been negotiated and closed, your organization must be aligned and agile enough to quickly execute the co-value plan.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Strategic Account Management Association

JUNE 1, 2021

If you incorporate these habits, you will see them reflected in your organization’s success. Your organization will have a more positive culture, greater confidence in management and stronger innovation and collaboration. Virtuoso organizations are ones with superior innovation, adaptability, teamwork, collaboration and communication.

Supply Chain 591

Supply Chain Leadership Decision-making Innovation 591

Strategic Account Management Association

MARCH 2, 2022

We are all in a race to attract, develop and retain top talent for our organizations. How people show up on social media tells a lot about a candidate, but it also tells potential recruits a lot about us as an organization. It’s my organization that needs to recruit and develop and retain.” . #3: There’s no going back.

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

Force Management

OCTOBER 31, 2024

Using interviews with B2B SaaS leaders who beat those odds by scaling from startup to over $100MM in ARR, McKinsey's recent playbook examines how these companies set up their organizations, common challenges they overcame and the actions leaders can use to emulate these pathways to success.

B2B 160

B2B Marketing Organization Customer Success 160

Strategic Account Management Association

OCTOBER 14, 2021

This is the crux of the article: to reveal what I believe to be the optimal way to organize the customer in CRM with a goal of getting the most from our strategic account planning tools. Standard Option #1: Map the entire organization into one account as shown in Figure 2. If not, it is wise to create one. corporate) and “child” (i.e.,

Account Planning 520

Account Planning CRM Account Management Decision-making 520

Strategic Account Management Association

FEBRUARY 3, 2022

But as a provider of a robust set of sales management and methodology capabilities , our teams work with some of the biggest sales organizations in the world. How are we making this information visible within our own organization so that we can function as a cohesive revenue team? Our intent is never so transactional.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

Strategic Account Management Association

SEPTEMBER 30, 2020

Maintaining only one key contact leaves you at risk if they change roles or leave the organization. Going deeper into key departments will help you gather more intel, while going wider into other departments may offer you different perspectives or insights about the project and its value to the company.

Suppliers 759

Suppliers Negotiation Stakeholders Account Management 759

Mike Kunkle

OCTOBER 8, 2023

Nowhere is this truer than with the commercial organization. It shifts the focus from “revenue enablement” (which – I’m sorry – is internal, seller- and company-centric) to the broader functions of the commercial organization, in a more buyer- and customer-centric paradigm. One that I will expand over time from this foundation.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

Upland

MAY 4, 2023

A sales velocity equation or formula uses four metrics to help organizations calculate their own sales velocity. When used correctly, this formula can help organizations with their sales forecasting for a specific period of time and bolster their sales efforts. What is sales velocity? Why does sales velocity matter?

Sales 356

Sales Decision-making Organization Negotiation 356

Hubspot Sales

AUGUST 20, 2024

Consumer goods corporation Procter & Gamble ran into a severe choice paralysis issue within their own organization in the mid 2000s. When co-founder Steve Jobs returned to the organization in 1997, they were less than a few months away from folding entirely. There are plenty of organizations that have tried the same and failed.

Decision-making 111

Decision-making B2C B2B Software 111

Upland

FEBRUARY 17, 2023

It is the job of these trusted stakeholders to make sure that they make the right purchasing decision for their business or organization. A buying group is a clear indication that a business is taking a solution seriously, and it is the buying group that influences the decision of those higher up in the organization.

Decision-making 368

Decision-making Account Planning Stakeholders B2B 368

Brooks Group

MARCH 27, 2025

According to a study of over 1,300 organizations, 84% of organizations that focused on improving customer experiences increased their revenue. Follow these seven tips to transform your sales organization to a customer-centric model. Your organization should use that feedback to continuously improve how you serve the customer.

Account Management 96

Account Management Sales Sales Training Profitability 96

Strategic Account Management Association

JUNE 22, 2021

What processes has your organization initiated to combat customer roadblocks? In doing so we can reduce the cost of care, improve patients’ experiences, and ease the burden on hospital resources – a critically important goal during the COVID pandemic.

Transportation 520

Transportation Insurance Healthcare Prioritization 520

Brooks Group

JANUARY 9, 2025

Understanding the difference between landing new business and managing existing accounts is critical for your sales organizations success. Also, not every company has a dedicated team of account managers; depending on the size of your organization and sales force, the two roles may be combined.

Account Management 104

Account Management Management Sales Account Growth 104

Holden Advisors

SEPTEMBER 21, 2021

In our experience, the real problem boils down to one thing—the inability to create and build a business vision that propels your customer’s organization to embrace change. Is it the wrong solution, an inadequate business case, inability to get budget, or something else? Top-performing strategic account managers get this. They sell potential.

Decision-making 435

Decision-making B2B Profitability Account Management 435

Brooks Group

MARCH 6, 2025

Source: PCWorld ) 65% of respondents report that their organizations are regularly using generative AI (Gen AI), up from one-third last year. The quality of sales coaching depended on manager capabilitieswhich can vary dramatically across an organization. Ive seen a lot of trends over the years. Ive seen trends like mobile. said Cohen.

Sales Training 85

Sales Training Artificial Intelligence Sales Internet 85

Sales Gravy

MAY 12, 2025

It's simple: Decision-makers take vacations Buying committees become fragmented with staggered time off Business momentum slows as organizations shift to a summer mindset And you are distracted with the pool, the beach, your kids, and fun travel. Why does this happen? Salespeople Wait Until it is Too Late Thats reality. Why does this happen?

Decision-making 79

Decision-making Profitability Meetings Organization 79

Mike Kunkle

FEBRUARY 27, 2023

In addition, expand your awareness of the disciplines and practices of organizational performance improvement, such as Organization Development. Organization Effectiveness, Organization Behavior, Business Process Management, Six or Lean Sigma, Total Quality Management, and Change Management. The systems don’t change, either.

Sales 57

Sales Onboarding Publishing Transportation 57

Planview

APRIL 30, 2025

Some uncertainty is inevitable for product-driven organizations. To mitigate risk and maximize value, most organizations perform a comprehensive impact analysis before making any investment decisions. This allows organizations to identify which products or components are most vulnerable to specific tariff changes.

Supply Chain 69

Supply Chain Manufacturing Decision-making Logistics 69

Hubspot Sales

JULY 30, 2024

It indicates that the call would be a good use of the prospect’s time and would provide insights about what other organizations are doing to safeguard their data. You told me your organization is risk-averse. We can also chat about other business challenges you and/or your organization face that my business might help you with.

Supply Chain 122

Supply Chain Energy and Utilities Healthcare Sales 122

Strategic Account Management Association

APRIL 22, 2021

Servitization and advanced services offer the potential for organizations to significantly transform their business models to deliver even greater value to customers while also increasing their own profitability. Just like data, automation, Industry 4.0 But what do we mean by servitization, and what exactly are advanced services?

Manufacturing 520

Manufacturing Co-Creation Suppliers Account Management 520

Mike Kunkle

AUGUST 19, 2024

However, there are nuances in their application that vary based on the specific context and needs of an organization. The level of detail in the rest of the Sales Management Operating System will vary depending on the organization’s size and stage. Let’s explore some of these nuances.

Sales 269

Sales Sales Training Onboarding Sales Management 269

SalesGlobe

NOVEMBER 14, 2024

Historically, Inside Sales roles focused on SMB and Mid-Market accounts, typically organizations with fewer than 1,000 employees. This resulted in inefficiencies and inconsistencies as organizations saw a proliferation of models. In the past, individual countries or regions often managed resources independently from one another.

Sales 59

Sales Retail Finance Innovation 59

The Center for Sales Strategy

MARCH 17, 2025

Are you trying to organize your sales team? Determining the best way to organize your sales team is important, and t ransitioning from a one approach to another model could significantly impact your sales performance. Here are some key benefits and strategies to consider as youre exploring effective sales organization structures.

Sales 79

Sales Organization 79

RAIN Group

MAY 7, 2025

While our recent research on the state of sales training and continuous learning highlighted the clear benefits of highly effective sales training, it also revealed that many organizations struggle to achieve these results.

Sales Training 85

Sales Training Sales Organization 85

Brooks Group

FEBRUARY 3, 2025

You want to define your ideal customer profile, then look for prospects that are similar to organizations youre already having success with. Make sure your sellers know how to uncover a prospects value construct and that they can align what theyre selling with what that person or organization values.

Construction 96

Construction Value Proposition Advertising Sales Training 96