Strategic Account Management Association

JANUARY 9, 2025

Dan Adams emphasizes the importance of leveraging AI as a strategic account manager to enhance efficiency and effectiveness in sales. AI can analyze large datasets, assist in preparing for calls, generate leads, and improve personal selling skills. Understanding available AI tools is crucial to staying competitive in an evolving market. The post AI Tools to Supercharge Your Sales Strategy appeared first on Strategic Account Management Association.

Account Management 520

Account Management Sales Management Marketing 520

Hubspot Sales

APRIL 9, 2025

Not all sales shortcuts are created equal. Some, like scheduling follow-up emails or creating a repeatable framework for researching prospects, streamline your day without harming the quality of your work. Others save you time but damage your results meaning youll ultimately be less productive for using them. As the expression goes, If you dont have time to do it right, you wont have time to do it again.

Decision-making 98

Decision-making Stakeholders Finance Software 98

Sales Gravy

MARCH 30, 2025

This is a very important Monday because this is the first Monday of the second quarter and its time for a major gut check and assessment of where you are against your number, coming out of Q1 and what you need to adjust and think about as we move into Q2. Start with setting aside a dedicated, focused time block of one to two hours for reviewing your: Q1 Results Current state of your pipeline 2025 goals & Personal business plan Evaluate Your Q1 Performance Against Your Sales Goals Begin with an h

Insurance 104

Insurance Sales Business Planning Marketing 104

Nutshell

APRIL 7, 2025

Zoom meetings can be an essential part of any teams sales, customer onboarding or ongoing account management processes. By integrating Zoom with Nutshell , your team can log Zoom calls as activities for better tracking and reporting and save notes about each meeting to keep everyone in the loop and improve the customer journey. Now you can also leverage AI to quickly summarize and transcribe your Zoom calls, just as you can with click-to-call conversations using the AI-powered click-to-call feat

Meetings 103

Meetings Onboarding Account Management Business Planning 103

Advertiser: ZoomInfo

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

Sales

Brooks Group

MARCH 27, 2025

Retaining customers is the number one priority of sales leaders this year, according to the 2025 Sales Leader Report. Holding on to your current accounts is just smart business. Acquiring new customers can cost as much as five times more than retaining existing ones, and a 2% improvement in customer retention is equivalent to the profit generated by cutting costs 10%.

Account Management 96

Account Management Sales Sales Training Profitability 96

Strategic Planning and Management Insights

MARCH 31, 2025

What to consider doing before strategic planning (stakeholder engagement) If you need research & benchmarking, consider doing it first rather than within the same RFP/vendor (this is a very different area of expertise than strategic planning and facilitation) Things that arent essential within a strategic plan but that can be done before, alongside or afterwards (but will add to the time, budget, scope) such as scenario planning, competitive analysis/P5F, benchmarking, etc.

Facilitation 93

Facilitation Stakeholders 93

Luminas Strategy

MARCH 17, 2025

The vocabulary around customer centricity is well worn. Now that weve admitted it, we can dispense with the pleasantries, examine the reality and ask the tough questions. Is your company structured to treat your customers’ bottom line as a direct extension of your own? Or in more simple terms, Is your customers business at the center of yours?

Organization 81

Organization Co-Creation Innovation Decision-making 81

The Center for Sales Strategy

FEBRUARY 3, 2025

As B2B sales leaders and managers, your role in guiding your sales teams to success is more critical than ever. With the ever-evolving sales landscape, it's essential to stay ahead by focusing on key areas that can significantly improve your team's performance.

B2B 97

B2B Sales Management Sales Training 97

Kainexus

JANUARY 22, 2025

When leaders consider implementing a structured business process improvement methodology , one of the challenges they often face is explaining to employees what types of opportunities to consider. Usually, there are some apparent needs that people attack immediately. Still, once those are addressed, it can be challenging to recognize the flaws in processes, especially ones you operate every day.

Innovation 75

Innovation 75

Planview

MARCH 26, 2025

When it comes to software delivery, the topic of outcomes often comes up. Are we creating value rather than just features? Are we achieving specific business results that make these massive technology investments worth it? These questions are worth asking because, alarmingly, the answer is often no. For every dollar a typical company invests in software development, only about 25 cents supports the companys highest-priority business outcomes.

Software 65

Software Software Shareholders Prioritization 65

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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

Sales Management

Mercuri International

FEBRUARY 7, 2025

Business is evolving faster than ever. Fierce competition, shifting customer behavior, accelerated innovation, automation, new technological solutions, and changing values are among the key forces driving this transformation. From a workforce perspective, this means companies must adapt to these changes. Here are some of the key takeaways from Mercuri Internationals fresh-off-the-press 2025 Future State of Sales Skills report, based on insights from 591 sales professionals globally, gathered thr

Virtual Selling 69

Virtual Selling Account Development Client Relationships Sales 69

Hubspot Sales

MARCH 13, 2025

Why are revenue targets so hard to hit? According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. And even with revenue up in 2024 , reps are still struggling to meet their sales goals. To shed some light on the matter, Ill offer my personal insights on why teams are missing their targets. In addition, I reached out to other sales experts to hear what they had to say about setting and meeting revenue goals so you can take home some best practices from their

Meetings 95

Meetings Sales Stakeholders Decision-making 95

Sales Gravy

APRIL 10, 2025

Everybody wants the hacks. The quick fix. The shiny new tool. The LinkedIn post that magically draws leads like moths to a flame. But let me give it to you straight: Sales isnt won with hacks. Its won with habits. And the habits that win are the ones most reps abandon the minute things get uncomfortable or boring. If youre not hitting your number, its probably not because you need better leads, better tech, or better timing.

Decision-making 90

Decision-making CRM Sales 90

Nutshell

APRIL 1, 2025

Tracking engagement with your marketing emails is a critical part of determining whether your strategies are working. And measuring marketing effectiveness is more than just looking at metrics like email open, click, and unsubscribe ratesits also about seeing which recipients are clicking your high-priority calls to action (CTAs), so you can gauge your audiences interests and behavior.

Prioritization 103

Prioritization Marketing 103

2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.

Brooks Group

JANUARY 9, 2025

Understanding the difference between landing new business and managing existing accounts is critical for your sales organizations success. On the surface, sales and account management have similar goals: Build strong relationships with customers and increase profitable revenue. But while both roles drive revenue, they require two different skill sets.

Account Management 104

Account Management Management Sales Account Growth 104

SBI Growth

APRIL 9, 2025

If youre not pricing correctly, youre driving customers away. In an uncertain economy, your pricing strategy has a greater impact on revenue retention than traditional churn strategies. SaaS companies have started to take notice with 94% updating pricing every year and almost 40% tweaking pricing every quarter. In 2025, the real pricing opportunity is therefore not related to the frequency of pricing changes, but the pricing approach you employ.

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Force Management

APRIL 10, 2025

Last month on the Revenue Builders Podcast, our guests shared experiences in revenue leadership and what they've learned about how to prove your worth as a leader and secure the best possible outcomes for your team. We had several must-listen episodes for go-to-market leaders this weekfrom leveraging data to enhance team performance, to managing top-tier talent programs, to helping your teams build and close high-value pipeline, March brought some heavy hitters.

Leadership 94

Leadership Sales Leadership Publishing Sales 94

Whetstone

APRIL 3, 2025

While being comfortable feels good, in strategic account management, its a silent killer. It lulls teams into predictable routines, fosters complacency in long-term relationships, and creates a false sense of security. In an era where artificial intelligence, shifting buyer behaviors, economic uncertainty, and rapid digital transformation are reshaping industries, it is a trap that stalls growth and erodes competitive advantage.

Account Management 52

Account Management Artificial Intelligence Digital Transformation Management 52

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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

Meetings

The Center for Sales Strategy

FEBRUARY 19, 2025

Ask a sales manager about the most important decisions they make, and you will probably hear about exceeding budget, growing market share, or achieving year-over-year growth. While those decisions are critically important aspects of the job, and they require a great deal of attention, none of them can be accomplished without an even more important decision being made first.

Decision-making 78

Decision-making Sales Sales Management Organization 78

CMOE

APRIL 16, 2025

Effective teamwork is the foundation of highly successful organizations. However, fully leveraging the power of teamwork requires regular self-reflection followed by appropriate action on the part of each team member. According to Gallup, simply knowing your own and your peers strengths and opportunities for improvement leads to increased engagement and performance.

Innovation 52

Innovation Brainstorming Prioritization Construction 52

Planview

FEBRUARY 28, 2025

Organizations that adopt product-oriented approaches achieve faster delivery, better stability, and higher customer satisfaction. But what does a product operating model look like in practice and at scale? These on-demand sessions from the Project to Product Summit 2024 feature three distinct perspectives that answer this question. Vanguard and Verizon show how established enterprises can transition from project-based to product-centric models, while Spotify offers insights from a company that

Investors 65

Investors Government Digitalization Software 65

ACT

APRIL 9, 2025

Jawbone, Sprig, WeWorkwhat do these businesses have in common? Each company reached impressive heights of success before crashing down and becoming a cautionary tale for new startups. Aggressive growth, exacerbated operating costs, and intense competitionthese are just a few factors responsible for the downfall of these companies. However, that doesnt mean small business owners should focus on stability and shy away from growth.

Small Business 52

Small Business Artificial Intelligence CRM Acquisition 52

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

Sales

Hubspot Sales

JANUARY 8, 2025

Youre selling something to someone who just wouldnt budge. No matter how you angle your pitch, how well you attempt to align your solution with their needs, or how many glowing testimonials you share, theyre just not buying it. Literally. Somehow, the deal slips through your fingers, and so does the prospect. Youre left wondering where it all went wrong.

Sales 113

Sales Decision-making Negotiation Sales Environment 113

Sales Gravy

MARCH 20, 2025

Wherever you are in your sales journey, you need a mentornow. If youre serious about becoming a top performer or want to stay at the top of your game, you need more than just grit and determination. You need a guide. A mentor whos been through the fire and who can help you avoid costly mistakes. Sales expert Tony Morris stands behind the power of mentorship and the impact it can have on confidence in The Sales Gravy Podcast.

Construction 111

Construction Sales Negotiation 111

Nutshell

FEBRUARY 20, 2025

Today, Nutshell earned a spot in G2s 2025 Best Software Awards , ranking #32 on the Sales Software list out of 180,000 software contenders. As the worlds largest and most trusted software marketplace, G2 reaches 100 million buyers annually. Its annual Best Software Awards rank the worlds best software companies and products based on authentic, timely reviews from real users.

Software 96

Software Software CRM Sales 96

Brooks Group

MARCH 4, 2025

Effective sales coaching can have a huge impact on your business. The biggest benefit is its contribution to revenue: Sales coaching boosts team performance, with real-time coaching increasing annual revenue by 8%. A structured coaching program can lead to a 28% higher win rate and 88% increase in productivity. Research from The Brooks Group shows a culture of coaching can make a difference in todays competitive market.

Management 88

Management Sales Meetings Sales Training 88

Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst

Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.

Supply Chain

SBI Growth

APRIL 3, 2025

The path to leadership is more than climbing the corporate ladder. True leadership comes with overcoming obstacles, creating space for others, and mastering the art of negotiation and influence. This theme was reflected in the March 2025 Womens Growth Forum , where a group of female executives came together for a candid conversation on navigating leadership challenges.

Leadership 62

Leadership Negotiation Marketing 62

Force Management

FEBRUARY 6, 2025

Last month on the Revenue Builders Podcast, we shared lessons for sales professionals at every level. From jobseeking to securing your first C-level role, these episodes have something to offer for everyone. Learn the latest on AI for usage-based pricing models, recruiting successful teams, managing board member expectations and leading teams to accurate forecasting.

Publishing 94

Publishing Sales Management 94

Whetstone

FEBRUARY 7, 2025

In strategic account management, the stakeholders you dont seeand the ones you misunderstandare the ones most likely to derail your success. Many SAMs focus on engaging with their primary contactsthe people they know bestwhile neglecting to map out all stakeholders who may influence the decision. This blind spot creates risk. A single overlooked blocker can turn a promising deal into a lost opportunity.

Stakeholders 59

Stakeholders Management Decision-making Account Management 59

The Center for Sales Strategy

MARCH 17, 2025

The structure of your sales team can make or break your success. Are you trying to organize your sales team? Are you trying to figure out what the best sales organizational structure is or trying to identify the problem within your current structure? 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.

Sales 79

Sales Organization 79

Speaker: Michelle Vazzana

Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?

Sales