Strategic Account Management Association

AUGUST 6, 2021

Form an organizational capability around co-creating products and solutions with our customers Redesign our philosophy around our customers’ needs Make a positive business impact on our customers’ operations Ingrain a deeply customer-centric vision and mission for sales. Responding to Market Shifts.

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. In plain English, this is a way to look at a whole situation in context – the root cause of the problem and possible solutions – and to come at the problem from different directions at the same time.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Red Star Kim

OCTOBER 16, 2023

Delegates included both partners and business development professionals (some with a banking background) from law firms (employment, criminal, disputes, offshore), accountancy practices (audit, forensic, insolvency and restructuring and financial services. Generate more referrals” is insufficient to drive action. Set SMART goals.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Brooks Group

JANUARY 24, 2024

This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions. But even throughout this tough period, some sales organizations have found a way to meet or exceed targets—and feel confident in their ability to do it again this year.

Supply Chain 96

Supply Chain Negotiation Sales CRM 96

Mike Kunkle

NOVEMBER 26, 2022

I am exceptionally pleased and excited to announce that Felix Krueger of FFWD and I launched The Building Blocks of Sales Enablement Learning Experience on November 25, 2022. I couldn’t be more honored to be involved and working with Felix and all of the “Builders” (our name for the participants) who join us.

Sales 200

Sales Leadership Transportation Sales Training 200

Hubspot Sales

SEPTEMBER 6, 2023

If you’re rolling your eyes at your screen right now, just hear us out. For eons, salespeople have been told to make more calls, send more emails, and take more meetings. Read on to find out how Teamwork.com increased sales efficiency by 50% when they ditched "more is better" in favor of "better is better."

Sales 104

Sales Onboarding Prioritization Profitability 104

Insightly

APRIL 10, 2024

As you’re out and about, you may want to use that time to improve your go-to-market knowledge and stay up to date on the latest trends. With episodes around 20 minutes or less, Closing Time dives deep into one topic to give you actionable takeaways from prominent leaders in sales, marketing, customer success, and more.

Marketing 52

Marketing Healthcare CRM Media 52

Red Star Kim

SEPTEMBER 29, 2023

The September PM Forum workshop on “ Professional and Practical Skills for Marketing and Business Development (M&BD) Assistants” was attended by 18 delegates from legal, accountancy, consultancy and actuarial firms. There were some common threads demonstrating the huge contribution these varied individuals make to their teams.

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Hubspot Sales

JANUARY 4, 2024

Having a bad sales month? Nobody is answering the phone and emails, and it seems like your prospects are falling off the face of the Earth. Two days until the end of the month; your quota is complete by 67%. In this article, experts from HubSpot, Belkins Agency, and more share powerful tactics they resort to stay upbeat.

Sales 104

Sales Management Sales Management Marketing 104

Brooks Group

FEBRUARY 6, 2024

Does your team have a sales process? But do your sellers follow it consistently? If not, you may see confusion, lackluster sales performance, and missed quotas. That’s because sticking with a sales process correlates with success—and lack of adherence is a problem at many organizations. If yes, great.

Sales Training 52

Sales Training CRM Sales Meetings 52

PandaDoc

MARCH 25, 2024

If you sell complex, configurable products online, you will almost inevitably come to the realization one day that you need to add a CPQ tool to your software toolkit. This article covers the basics of CPQ implementation and guides you in the right direction on your journey toward more efficient sales.

Manufacturing 52

Manufacturing Software Software e-Learning 52

Hubspot Sales

DECEMBER 14, 2020

While these changes are positive and aid in business development, internal teams can sometimes struggle to adapt to new strategies after years of the same processes. As a sales leader, you know how important it is for your sales teams to be ready and adapt to change as it comes. Sell The Need For Change.

Sales 144

Sales Software Software Meetings 144

Red Star Kim

DECEMBER 2, 2022

Many management teams I speak to express a desire for their M&BD Execs to be more proactive – which takes time, tact and the confidence to think ahead and adopt a more advisory approach. Release time to become a more proactive Marketing and Business Development Executive. What does proactive look and feel like?

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Red Star Kim

JUNE 15, 2023

At the start of June I had the pleasure of leading PM Forum ’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop. Others may find that the M&BD team is responsible for research. Here is a preliminary list but I’d be keen to know what sources you would add.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Hubspot Sales

JANUARY 5, 2021

The most important skill for sales professionals? Making calls. Cold calls or warm leads, hot prospects or chilly receptions, making contact is critical. RAIN Group recently found that 82% of buyers say cold calls were the impetus for eventual meetings, but 63% of sales reps say they don’t enjoy making cold calls.

Brainstorming 133

Brainstorming Decision-making Meetings Media 133

Nutshell

MAY 15, 2023

For outbound sales teams, prospecting software is essential to finding new leads and nurturing them into customers. Sales prospecting tools for lead generation are critical for helping sales representatives find, qualify, and reach more prospects.

CRM 127

CRM Sales B2B Software 127

Hubspot Sales

MAY 30, 2023

Like all disruption, generative AI in sales has the potential to completely change the way things are done. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales. Then, we’ll give you a tour of the top generative AI tools for sales teams with highlights and pricing.

Co-Creation 99

Co-Creation CRM Sales Value Proposition 99

Jermaine Edwards

DECEMBER 6, 2023

Despite this we can’t ignore that today more than any time in history our products and services are exposed to scrutiny, comparison, commodity and competition. Despite this we can’t ignore that today more than any time in history our products and services are exposed to scrutiny, comparison, commodity and competition.

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. Way back in 2003, I worked in a department called Performance Development and led the Sales Performance Development team.

Sales 130

Sales Sales Training Leadership Decision-making 130

Strategic Planning and Management Insights

MARCH 6, 2023

SME Strategy is a strategy consulting firm that specializes in helping organizations align their teams and operations around a shared vision, mission, values, goals, and action plans. The success of your organization is heavily reliant on its ability to effectively implement its strategic plan.

Management 98

Management Decision-making Facilitation Software 98

Hubspot Sales

JANUARY 5, 2023

Here, I spoke with Mike about how the software buyer's journey has changed, according to new data from G2's 2022 Buyer's Behavior Report — plus, how your sales strategy should pivot in 2023 to meet new buyers' expectations. How to Shift Your Sales Strategy to Match the New Buyer's Journey in 2023. Let's dive in.

Stakeholders 104

Stakeholders Software Software Decision-making 104

Red Star Kim

DECEMBER 5, 2023

It was on budget day so those from accountancy and tax practices had a lot going on. Another delegate suggested using monday.com | A new way of working to integrate all action lists and help avoid being overwhelmed by so many tasks. A variety of specialist (to professional services) and mainstream CRM systems were explored.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Zendesk

APRIL 21, 2022

A common issue in the sales industry is that some salespeople fixate on selling their product or service without considering if it will actually help the customer. Solution selling is a decades-old sales methodology that involves a more empathetic approach to sales. What is solution selling?

Sales 98

Sales CRM Cybersecurity Meetings 98

Nutshell

MAY 17, 2023

Copper CRM is a good choice for sales teams that live and breathe G Suite, but what about those of us who prefer a bit of software freedom? For sales teams that operate entirely in the Google software suite, this integration makes total sense. And there are plenty of options out there.

CRM 119

CRM Sales Software Software 119

Hubspot Sales

OCTOBER 18, 2023

And it was that motivation — paired with his empathy, intelligence, and creativity — that allowed him to play an instrumental role in building HubSpot’s sales department from the ground up as the company's first sales director and sixth employee. And five days away from his ham-distribution deadline, Dan said he didn't have a plan yet.

Prioritization 92

Prioritization Sales Management Management Marketing 92

Hubspot Sales

MAY 18, 2023

If you have a consulting practice, you need to curate credibility to help secure business. Consulting certificates can help. In this article, we'll share why consulting certificates are so valuable and how you can choose the right program for your needs. You can boost your credibility.

Negotiation 71

Negotiation Leadership CRM Insurance 71

Red Star Kim

MAY 22, 2023

Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of a relationship building or sales conversations. First, it looks at the way leaders communicate with their people and help shape organizational culture. I’m often asked to provide training in conversation skills.

e-Learning 130

e-Learning Emotional Intelligence Communication Leadership 130

Nutshell

SEPTEMBER 15, 2023

In fact, business practices are often propelled by specific digital tools. For that reason, you may be looking to gather some of those tools together for your own company. There are a lot of business tools out there, but you don’t want to spend more on those tools than you have to. Keep reading to learn more!

Software 62

Software Software Manufacturing CRM 62

Hubspot Sales

OCTOBER 24, 2023

Interview anxiety is real and can easily shake your confidence. To help you ace your interview, we’ve curated this massive list of interview tips to win over your interviewers with a smile and a stellar conversation. Learn more about the company’s offerings + values. Take the time to truly understand the role.

Internet 86

Internet Meetings Communication Prioritization 86

Account Manager Tips

OCTOBER 11, 2021

You need to take charge, make decisions and set goals for your customers so they can achieve success. Do this instead: Plan your week around your priorities. Account plans are help you define your key account strategy. Define a vision and mission that aligns with your client's objectives Set goals.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Brooks Group

JULY 27, 2022

Macro events like the pandemic, war in Ukraine, and record inflation have disrupted not only the supply chain, but also the way salespeople conduct their day-to-day business. As we pass the half-way point of the year, sales managers may start to hear a few grumblings that quotas are too high.

Supply Chain 75

Supply Chain Sales Sales Training Negotiation 75

Nutshell

MARCH 17, 2023

That’s just as true for a website visitor who subscribes to your newsletter or other marketing content. In both cases, a person has made a commitment to your company based on what you’ve shown them so far, and you have a wonderful opportunity to capitalize on that positive sentiment. So, what exactly is a welcome email? Only 57.7%

B2C 154

B2C Onboarding Decision-making B2B 154

Hubspot Sales

JANUARY 11, 2023

When it comes to events, many small business owners and sales reps struggle with the same challenge: Getting prospects and customers to attend. Yet, in-person or virtual event participation is often a critical component of networking, building relationships, and offering value to prospects ahead of a sale.

Marketing 117

Marketing Transportation Small Business Value Proposition 117

Nutshell

AUGUST 29, 2023

Your sales pipeline is a representation of the journey your customers take when they interact with your company. From the moment they first make contact with you to well after they book with you, your sales hospitality sales pipeline is key to providing guests with a smooth customer journey.

Management 62

Management CRM Negotiation Sales 62

Hubspot Sales

MARCH 19, 2022

The goal of any sales organization is, ultimately, to increase revenue. Which means the goal of any effective sales leader is to inspire and motivate their sales team to hit, or exceed, their revenue targets. But first — what is a goal driven sales environment? What is a goal driven sales environment?

Sales Environment 118

Sales Environment Sales Prioritization Organization 118

Red Star Kim

MARCH 24, 2023

It was a full house at the March workshop on “Practical and Professional Skills for Marketing and Business Development (M&BD) Assistants” although almost all delegates were from law firms across the UK. No typical M&BD assistant role M&BD assistants are at the entry point of a career in professional services marketing.

Marketing 130

Marketing Digitalization Communication Media 130