Account Manager Tips
SEPTEMBER 28, 2022
Favorite clients? We all have them. We'd be besties if work wasn't in the way. But getting too close to your clients can be problematic. Find out why. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. When clients become friends the lines get blurred. Worth a click Quote of the week. When clients become friends the lines get blurred.
SmartKarrot
SEPTEMBER 27, 2022
Every company looks to retain its customers as much as possible. This calls for a highly effective and functioning customer success strategy that focuses on customers and their journeys. Customer success teams need to choose data-driven and intelligent strategies to ensure customers meet their goals. This includes ensuring automation, buyer-driven alerts, connected experiences, omnichannel experiences , and more find a place in the customer success strategy.
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CMOE
SEPTEMBER 29, 2022
Did you know that 5 in 6 employees feel disconnected at work? The reality is that any employee can struggle with connecting with their work teams, no matter what their schedules, occupations, and backgrounds are and regardless of whether they are working remotely, in house, or on a hybrid model. So, how can companies ensure that there is more engagement in work teams?
The Center for Sales Strategy
SEPTEMBER 26, 2022
Finding talented salespeople has never been easy. Finding naturally talented salespeople has always been more difficult than finding successful sellers. Far too often, we confuse success with talent. We go after the big name at the big competitor who has some big sales numbers. Experienced salespeople tend to have bad habits that follow them. We default to looking and hiring experienced salespeople over inexperienced talented salespeople because it's easier.
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.
Strategic Communications
SEPTEMBER 26, 2022
17877227 – social media. A while ago I experienced an interesting phenomenon related to the release of my monthly e-letter. I’ve gotten into the practice of posting notices to various LinkedIn groups when a new e-letter is available, inviting new subscribers. I’ve been doing this for about 14 months now and usually pick up 10-15 new subscribers each month.
Red Star Kim
SEPTEMBER 26, 2022
Last week I was joined by a group of marketing and business development (M&BD) Assistants (and some Executives) from law, accountancy, actuarial and consultancy firms for a half day PM Forum workshop on “Practical and professional skills for Marketing and Business Development Assistants”. From the discussions, exercises and polls they come across as impressive group.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
The Center for Sales Strategy
SEPTEMBER 28, 2022
The world runs at a rapid pace these days. Twitter tells you in 280 characters, TikTok shows you in 10 minutes or less, and we want all the episodes of our favorite shows released all at one time! We’re impatient by nature, and we want the kind of solution that turns everything around now, including training our salesforce. While some of these quick hits may work in the short run, most are not sustainable, and they leave you needing more, especially in the world of employee development.
Crank Wheel
SEPTEMBER 28, 2022
So what exactly is a lead vendor? What are the best health and life insurance lead vendors? How do you know which ones are the most suitable for you? Read on to find out more.
Hubspot Sales
SEPTEMBER 26, 2022
There's a sweet spot in sales. It's when a prospect's needs perfectly align with your offerings. But when you fail to find it, you end up chasing the wrong leads. The good news? More than half of sales reps saw improved lead quality this year. But one question remains: how did they do it? Let's look at a few strategies sales professionals are employing in 2022 to achieve better lead quality.
Kainexus
SEPTEMBER 30, 2022
Lean project management is the application of Lean manufacturing principles to the discipline of project management. While most of the ideas germinated at Toyota in the 1940s, they have widespread utility across every industry and for organizations of any size. Modern organizations have adapted Lean project management for today's business challenges and technology landscape.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
RAIN Group
SEPTEMBER 29, 2022
For sellers, routine can be a blessing and a curse. It’s true that doing the same things day in and day out provides structure. It requires discipline, too. But it can also turn into a comfort zone in which many sellers stagnate. This is what makes recurring sales training programs so valuable. Yet even after the most engaging, resonant sales training programs , sellers tend to revert back to what they’re accustomed to doing.
SBI Growth
SEPTEMBER 29, 2022
Comparing last year’s SBI CEO survey results against this year’s shows a more cautious, even conservative, growth posture being embraced. A year ago, we saw CEOs leaning into proven markets with their growth teams. Growth strategies were noticeably clearer after the emergence from the pandemic. This year we see more hedging in growth options and less strategic clarity.
Sales Readiness Group
SEPTEMBER 29, 2022
You’ve worked hard to get the deal to this point and then other decision-makers appear, procurement gets involved and your deal is stalled out while your terms are scrutinized, and the pricing gets squeezed. If you dread the final negotiation, you’re not alone. One minute you’re about to close a large sales opportunity and the next, you’re facing a series of roadblocks.
Kainexus
SEPTEMBER 28, 2022
Moving an organization toward its long-term strategic objectives while maintaining and improving day-to-day operations requires thoughtful planning and attention to organizational alignment. It is essential that the strategy be an integral part of daily work and thinking from the top of the organization to the bottom. Because strategy execution is central to operational excellence , fundamental principles and techniques have evolved that reflect the practices of the most successful organizations
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Force Management
SEPTEMBER 29, 2022
In times of economic change, the most resilient sales organizations evolve their sales strategy to align with buyer needs. There’s no better time than the sales kickoff to align your team on a powerful, relevant strategy that serves the most critical outcomes on your organization’s agenda.
Mercuri International
SEPTEMBER 30, 2022
“In three years, 54% of company employees will need significant retraining of their skills“. That’s what emerged from the World Economic Forum 2020 1. A significant truth that reveals how skill gaps are a factor not to be underestimated. What we are experiencing is called the fourth industrial revolution, where we are forced to reinvent ourselves to keep up with technology and new needs.
Sales Readiness Group
SEPTEMBER 26, 2022
“Fall in love with the problem, not the solution.” That’s how Uri Levine, the co-founder of Waze, the world’s leading navigation app which Google acquired, boiled down the secret of successful entrepreneurship.
Brooks Group
SEPTEMBER 29, 2022
Salespeople are always on the lookout for novel approaches that will help them connect with their prospects and complete more transactions. This blog article will provide you with five helpful hints that will assist you in developing stronger connections and expanding your sales funnel. In addition to this, we will provide a few case studies that highlight how the use of these strategies has assisted other sales professionals in achieving success.
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.
Strategic Communications
SEPTEMBER 30, 2022
I used to love the E*Trade commercials with the talking babies. They were cute, clever, and they made me laugh. In fact, every time I see one—regardless of how many times I’ve seen it previously—I laugh. I liked them. They were well done. They had good production values. They were clever. But, did they work from an advertising standpoint? Hard to say.
Mercuri International
SEPTEMBER 30, 2022
Do we all remember how bored we were in the third row listening to history lessons? Hours of lessons at the blackboard trying to assimilate dates and information while waiting for the sound of the bell. The learning experience was definitely not exciting, but as students we had plenty of time to dedicate ourselves exclusively to that: learning, growing and developing skills to earn good grades.
Deep Insight
SEPTEMBER 29, 2022
What is a Good Net Promoter Score? September 28, 2022. By. John O'Connor. Times have changed. Way back in 2014, I wrote a blog called What is a ‘Good’ B2B Net Promoter Score? It was purely about B2B companies (which are very different to B2C companies). In that blog, I said that “a Net Promoter Score of about +10 is par for the course” for B2B companies and that a “a Net Promoter Score of +30 is excellent.
Zendesk
SEPTEMBER 29, 2022
For shoppers, the holidays are a time to be merry—with cash registers jingling and ecommerce booming. But this year, the golden quarter between October and December comes with a lump of coal in the retail stocking. Supply chain woes, understaffed teams, and changing customer behaviors are combining to create the storm of the century. How can retailers get ahead of the new challenges that face their CX teams during the holiday season?
What if there was a better method of changing the conversation with your customer from delivering pricing to delivering value solutions? A method that would help keep you in control, manage the uncertainty, and close larger deals more quickly for you and your company? There is.
ACT
SEPTEMBER 28, 2022
Are you hesitant to use email marketing because it feels intimidating? You’re not alone. Many of our customers have expressed the same reservations – that email marketing seems too complex and expensive and likely requires extra staff or skills to execute it effectively. Ironically though, as we dig a bit deeper into how they communicate with their prospects and customers, we learned that many of them are actually already using email marketing, perhaps without even knowing it!
Mercuri International
SEPTEMBER 30, 2022
How the trust of companies and individuals grows when upskilling programs guarantee constant improvement. If with gap skilling you jump from a current level of awareness to a desired one, with upskilling the step is even longer: the leap is towards the future. Reshaping and improving the skills of workers to reach new trends is becoming a priority which is increasingly recognized at an international level.
Farland Group
SEPTEMBER 28, 2022
[link]. In this podcast, Jane Hiscock speaks with Bev Burgess of Inflexion Group. Bev has over 30 years of experience working in B2B marketing, both on the client side as well as consulting and training, and is best known for her work in account-based marketing (ABM). She is the author of A Practitioner’s Guide to Account-Based Marketing: Accelerating Growth in Strategic Accounts and has another book coming out at the end of October.
Zendesk
SEPTEMBER 29, 2022
There’s a lot of talk these days that outbound sales has gone the way of disco, while inbound sales is all the rage—the K-pop of selling tactics. Though there’s a lot to love about inbound techniques (and K-pop), outbound sales isn’t down for the count yet. And we have stats to prove it. According to recent studies, 82 percent of buyers will accept meetings with sellers who reach out to them.
Advertiser: ZoomInfo
In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
Sales Outcomes
SEPTEMBER 27, 2022
Lead management is the process that unites marketing and sales efforts. Despite its importance, lead management often falls short. According to a report from The Economist Intelligence Unit, only 22% of B2B organizations feel they are effective at lead management. One of the reasons lead management efforts don’t produce the desired results is that leads may not be of good quality.
Mercuri International
SEPTEMBER 30, 2022
How target analysis is the first step in designing a successful training program. Designing a training program is not always easy, it takes time and resources. But before you start you need to ask the simple question: “What will the learner have to acquire as a result of training”? Analyzing objectives is a crucial element in defining everything else.
Revegy
SEPTEMBER 24, 2022
Introduction Account-based sales is still a new process for many sales organizations. Many sales leaders report that they are executing this process successfully. But what do the numbers say? Sales executives may feel they are successfully implementing the Account-Based Sales process. However, most organizations are earning less than 50% of their revenue from their key […].
Zendesk
SEPTEMBER 27, 2022
After more than two long years of staying close to home due to the pandemic, Americans finally returned to the skies this summer. Almost 8.76 million people passed through TSA checkpoints over Labor Day weekend—the first holiday weekend to surpass pre-pandemic levels of airline travel. But it wasn’t all smooth sailing. Some even called the summer 2022 travel season “Hell.”.
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Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.
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