Strategic Account Management Association

DECEMBER 3, 2020

Shifting from focus on shareholder value only to stakeholder value as well – and a broadening understanding of what stakeholder value means. In disruptive times, leaders need to increase their organizations’ agility by focusing on what really matters and making much faster decisions. Centers of Excellence (CoE).

Co-Creation 987

Co-Creation Value Proposition Account Management Suppliers 987

Hubspot Sales

OCTOBER 9, 2023

Over the years, many organizations have invested in a new selling methodology that has evolved the sales approach from strategic selling to "challenging" prospects. From there, you can build out the questions and tactics that align with their value proposition and how they operate.

Shareholders 104

Shareholders Value Proposition Profitability Decision-making 104

OnStrategyHQ

DECEMBER 20, 2023

Strategic Planning is when organizations define a bold vision and create a plan with objectives and goals to reach that future. A great strategic plan defines where your organization is going, how you’ll win, who must do what, and how you’ll review and adapt your strategy development. Can certain pitfalls be avoided?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Account Manager Tips

JUNE 29, 2021

Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Knowing that means you can work out what they value and what you need to measure your impact. Stakeholders value business improvement. What are they saying?

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Hubspot Sales

DECEMBER 30, 2020

They are often created with investors and shareholders in mind. Allow your organization to be proactive instead of reactive. What is your value proposition? This roadmap allows the company to focus on long-term revenue through both the retention of existing customers and the acquisition of new customers.

Sales Management 111

Sales Management Management Shareholders Sales 111

Mercuri International

MARCH 8, 2022

Your customers think in terms of value, not product. Over the last thirty years, organizations have developed increasingly complex models for how they are governed. Beginning in the 1990s, models were introduced to manage companies based on long-term shareholder value, rather than short-term ratios.

Suppliers 52

Suppliers Shareholders Value Proposition Innovation 52

Liston Witherill

MARCH 16, 2021

In this example, the explicit value of a project that achieves the client’s goals is $200 million in annual revenue. And that doesn’t even consider the increased shareholder value created before the IPO, which would be considerable. Now the big question how to apply this information to your pricing. Point blank.

Profitability 40

Profitability Shareholders Publishing Value Proposition 40