Determining Product Value Through a Customer’s Eyes

Holden Advisors

When determining product value, it’s important to go beyond cost and demand. Your customers’ perceived value matters too, especially if you want to build lasting business relationships. Have you ever walked out of a business feeling happy? If so, think about the things that made you feel that way.

KAM Leader Series: Shaping Innovative Solutions

Strategic Account Management Association

By Tania Lennon, Global Space Lead, Talent Assessment and Leadership at ZS and Dominique Côté, CEO and Founder, Cosawi and Principal, The Summit Group SAMA is proud to offer this 3rd article in the 4-part series on the importance of SAM / KAM leadership.


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Trending Sources

The customer may be right, but you need a PoV!


I can’t tell you the number of times I’ve seen Professional Services (PS) projects get waylaid by cost overruns, schedule slips, or clinging clients who don’t wish an engagement to end.

How the Key Account Management Process Feeds into KAM Software


Breaking down the key account management process and how KAM software can help. Key account management is an essential function of your organization. However, it can be extremely overwhelming to establish a process, but without one, you have no real way to track results and fix what isn’t working.

The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

The Business of Expertise | One Step Ahead

Account Manager Tips

table of contents. The business of expertise How to ask a client for a referral What I'm reading Addicted to tabs? In other news Quote of the week Final word. The business of expertise I read a lot. I also take a lot of notes.

How complex is your complex sale? An analogy with Judo belts

KAM With Passion

This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. In another post, I have introduced 3 complementary capabilities organisations need in a B2B world and presented them as a pyramid. The series of posts on Complex Sales is about the bottom of the pyramid.

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Close More Deals With This Strategy

Engage Selling

If you want to close more deals faster, it’s important to make your buyer part of the solution. Confused about what this means, exactly? Let me explain.

Lessons From a Savvy Seller

Software Sales Guru

Lessons From a Savvy Seller A seasoned sales leader, who I had the privilege of working with, pointed out that, as a young salesperson, he made three mistakes at the end of a long sales cycle as he entered the final negotiation: No real plan. His plan was “to get the deal.” Ask for the order.

50 Years of Fair Play

EcSell Institute

Title IX marks 50 years of championing equality amongst student-athletes. Ecsell Sports


Learning and Development Lessons from the Pandemic

The Center for Sales Strategy

The pandemic has brought about numerous changes in the way we work and interact within our organizations, and it has also affected the way we develop, deliver, and assess employee training.

Sales 113

5 Essential Virtual Selling Practices Every Company Must Have by 2023

Speaker: Erika Bzdel - Vice President of Sales and Craig Simons - Director of Marketing

Join us on Sept. 13 at 9:30 am PT as Erika Bzdel, VP of Sales, and Craig Simons, Director of Marketing, discuss the virtual selling practices that every company should adopt, and how to succeed at selling in a hybrid world.

How Value-Based Pricing Can Save the Customer Experience Industry

Holden Advisors

Each year, customer experience (CX) consultants release studies highlighting how impactful CX can be. The Temkin Group (a CX consultancy now owned by Qualtrics) published a study stating?that that companies earning $1 billion annually can expect to earn, on average,? an additional $700?million

KAM Leader Series: Winning Customer Commitment

Strategic Account Management Association

By Tania Lennon, Global Space Lead, Talent Assessment and Leadership at ZS and Jennifer Stanley, Partner, North America Lead, Sales & Channel Practice, McKinsey & Company SAMA is proud to offer this 4th article in the 4-part series on the importance of SAM / KAM leadership.

?The Next Evolution of Sales

Sandler Training

What is Customer Churn & What Does It Mean for Your Company


“Churn” is a term that gets used a lot in Account Management and Customer Success conversations. Many Account Managers and Customer Success Managers take churn very seriously (and many are compensated based on churn rates). Customer Success Key Account Management Tools

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

Why Don’t Clients Make Decisions? (And How to Help Them Commit)

Account Manager Tips

Why Don't Clients Make Decisions (and How to Help Them Commit) As a key account manager, your goal is to keep your clients happy and satisfied with your solutions. But it's hard to get to that point if those clients never make a decision. You do all the right things but they're still holding back.

3 Key Commercial Capabilities to serve customers and grow revenue

KAM With Passion

This post is the first one of a series aimed at exploring how best-in-class organisations structure their approach to acquire, retain and grow customers.

2022 State of SalesTech: Driving Adoption of Critical Operational Tools

SBI Growth

A few weeks ago, SBI Research shared a chart highlighting the reasons why top-performing SalesTech is falling short of desired outcomes after the investment. This has been a significant pain point facing revenue growth leaders and is magnified by the lack of adoption of critical tools.

B2B 113

Triad Tempo: Creating Quality Engagement

Engage Selling

The Triad Tempo is a strategy that yields impressive results for your team and business. What is it exactly? One of the most important shifts in today’s sell-to marketplace is … Read More. The post Triad Tempo: Creating Quality Engagement first appeared on Colleen Francis - The Sales Leader.

Roadblocks to Delivering a Competitive Buying Experience

Why are buyer-facing teams struggling and what can be done about it? Bigtincan teamed up with Heinz Marketing in a recent research study to discover the roadblocks revenue-generating teams encounter in preparing buyer-facing teams for today’s market. Click here to learn what you can do today to prepare!

No is not a loss

Software Sales Guru

No is Not a Loss Sales environments that suggest every opportunity is “won” or “lost” do not recognize that NO is a good outcome. A consultative seller creates value by helping the buyer understand what merits action, and what does not.

Why we believe in Coaching From the Inside Out

EcSell Institute

The path to providing an elite student-athlete experience begins in the mind. Here’s the proof: Ecsell Sports


3 Ways to Hold Salespeople Accountable

The Center for Sales Strategy

Holding people accountable is tough. You have to be tough and sometimes even be a jerk, right? sales pipeline

Sales 101

What To Do If Your Company Is Asked To Participate In A Reverse Auction

Holden Advisors

A reverse auction may land you a new client, but if you are the incumbent, it may be better to say no. Here’s why. Recently, one of my clients was informed that the services they provided for a very large customer were going to a reverse auction, and they wanted my help coming up with a price.

Connecting the Consultative Experience

Many B2B businesses have come to believe that there is an asymmetric relationship between the company and its buyers. But what research has discovered is that many of today’s B2B buyers are NOT empowered and they have little interest in being so. Download the eBook to find out why.

?Mastering competing demands in strategic account management by embracing paradoxical thinking??

Strategic Account Management Association

By Javier Marcos, PhD, Director, Key Account Management Forum Strategic account managers face increasing pressure from their strategic customers in the form of enhanced quality of service expectations, growing product requirements and further customization of their offers, amongst others.

Strategic Leadership: Understanding its Purpose and Core Attributes


You can’t have strategy without leadership. Strategy formulation requires a clearly defined vision, long-term goals, useful tools, and a plan to win. But without the guidance of an insightful leader who can drive the process, it is difficult to make any strategy a reality.

Your First 100 Days as an Account Management Leader Part 2: When and How to Review Customer Health Scores


The secret to a strong revenue pipeline isn't continual growth into new markets, with rapid lead acquisition, conversion, and sales.

Four Powerful Steps for Generating Referrals

Sandler Training

The referral generation process we are about to share with you can transform your month, your quarter, your year, and your career. It should be at or near the heart of your prospecting plan. Learn it! Practice it! Use it! Share it with your organization! Step 1: Pick Your Referrers.

The Definitive Guide to the Top 4 Sales Enablement Metrics

See what metrics matter to increase productivity and revenue and your organization. This guide will help you stay data-driven while avoiding data overload.

10 Tips for Valuable Sales Coaching

RAIN Group

Sales managers tend to believe they do a good job helping sellers solve problems and coaching them to build their capabilities. However, only 32% of sales managers are effective in getting maximum performance from sellers. Sales Management

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How CEOs Can Make the Most of Independent Board Members

SBI Growth

Last week, we assembled a group of Independent Board Members as part of SBI’s executive advisory board program.

Becoming an Efficient Seller in Today’s Marketplace | Sales Strategies

Engage Selling

Using technology will make you a more effective and efficient seller in today’s marketplace. In fact, it can make your entire organization more profitable. And there are three main reasons for this.

Don’t Believe Your Own Marketing (Too Much)

Software Sales Guru

Don’t Believe Your Own Marketing (Too Much) Sophisticated product marketing teams provide personas and typical pain points as a starting point for sales conversations. They also love to arm sales teams with case studies.

The Business Case and Playbook for Data-Driven Sales Coaching

Sales coaching & learning is a wise investment, but also requires you to do it right. This eBook will serve as a springboard for your business case, playbook, and implementation plan as you consider an investment to improve data-driven sales coaching.