Revegy

MAY 24, 2023

What is Strategic Account Management and Why It Matters Strategic Account Management (SAM) manages and grows relationships with an organization’s most critical and high-value customers. It involves deploying specialized resources, processes, and technologies to identify, develop, and execute account-specific growth strategies. SAM is vital for organizations looking to drive sustainable revenue growth and maximize customer […] The post Unlocking Account Growth with Strategic Account M

Account Growth 52

Account Growth Account Management Management Organization 52

DemandFarm

MAY 22, 2023

Is a key account manager the same as a sales manager? Meet Anna, a diligent Sales Manager at Brilliant Solutions , a thriving software company specializing in cutting-edge automation tools. Her daily tasks revolve around driving sales, managing the sales team, and ensuring sales targets are met. She focuses on generating leads, closing deals, and keeping her team motivated to push their limits.

Key Account Management 52

Key Account Management Account Management Digitalization Sales Management 52

DemandFarm

MAY 25, 2023

Consider these scenarios: Scenario 1: Before: “Good morning, Mr Brown. Thank you for meeting with me last week. Based on our discussions, we’ve created a proposal. It has just been mailed to you and you should receive it in a week. I look forward to continuing our discussions then!” After: The phone dings and announces “You’ve got mail!” A notification pops up – “Your proposal from The Good News Company needs your attention!

Account Management 52

Account Management Digitalization Key Account Management Digital Transformation 52

Hubspot Sales

MAY 24, 2023

Negotiation is a delicate balancing act. As a sales rep, you straddle the space between helping your prospect find a solution that works for them and protecting your company’s interests. By the time you’ve reached the negotiation phase of the sales process, you and your prospect have a common goal: getting your company’s offering into their hands. It’s a joint effort, and you should be working — not fighting — with your buyer to reach an ideal solution.

Negotiation 118

Negotiation Decision-making Stakeholders Meetings 118

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.

Red Star Kim

MAY 22, 2023

I’m often asked to provide training in conversation skills. Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of a relationship building or sales conversations. I often wonder whether the perceived conversation skills gap was caused by the imposed isolation during the Covid lockdowns or a by-product of the digitisation of communications.

e-Learning 130

e-Learning Emotional Intelligence Communication Leadership 130

Hubspot Sales

MAY 24, 2023

A closing call is like the finish line of a marathon. It’s nerve-wracking for you and your prospect. It’s a call steeped in emotion for everybody involved. As a salesperson, you’ve invested a lot of time in your prospect by the time a closing call rolls around. You’re under pressure to meet quota, and losing a deal at the buzzer indicates to your manager that you’re not in control of the sales process.

Decision-making 109

Decision-making Meetings Negotiation B2C 109

Customer Think

MAY 22, 2023

If you put what’s important to them ahead of what you think is important for your business, and allow your imagination to take over, customers will begin to drive your business and ultimately, if you let them, drive your success.

144

144

The Center for Sales Strategy

MAY 23, 2023

New business meetings are exciting. It's easy to get caught up in the excitement of closing deals, showcasing your product, and convincing prospects that you have the perfect solution. You want to start selling, pitching your product, and showing off your brilliant product knowledge. DON'T DO IT! Just shut up and let your prospect talk. The secret to successful sales is not just about talking but also about mastering the art of listening.

Meetings 106

Meetings Sales 106

Hubspot Sales

MAY 23, 2023

On average, salespeople save two hours and 15 minutes a day using AI. Based on this stat alone, it's no surprise why so many sales teams are folding AI into their workflow — and saving time in the process. Here, we'll explore how salespeople are harnessing the power of AI in their day-to-day work with insights from our 2023 State of AI Report. Let's dive in.

Artificial Intelligence 111

Artificial Intelligence Sales CRM Decision-making 111

Sales Readiness Group

MAY 24, 2023

Capturing the attention and trust of your potential customers is a crucial aspect of successful sales. When you establish a strong relationship, you gain their respect, the willingness to value your insights, and the potential for long-term business. But the question is, how can you build rapport effectively?

Sales 133

Sales 133

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

B2B

Customer Think

MAY 25, 2023

Image source: Canva for free It’s no coincidence that the more knowledgeable you are about email marketing strategies, the better your results are. Below I’ll share some easy ways you can make your emails better. Sometimes, the smallest tweaks can get you spectacular results.

Marketing 137

Marketing Digitalization 137

The Center for Sales Strategy

MAY 25, 2023

Have you ever tried to make chili by throwing all the ingredients together in a giant pot, stirring, and then slowly cooking all day? If you had, you’d know that is NOT the best way to cook chili! First, you brown the meat. And if you were an onion lover, then you’d add onions during this stage to get the most flavor. After the meat is browned and fully cooked, drain the fat (if healthy eating is important to you), and add the chili seasoning, followed by the rest of the ingredients, which could

Sales 105

Sales 105

Hubspot Sales

MAY 26, 2023

Your phone rings and you decide to pick this one up instead of letting it go to voicemail. You are greeted with a pitch from a pushy sales rep. Odds are, if you don’t want what they’re selling, you’ll hang up immediately. Even if you do, the pushiness is a turnoff and you might buy the product elsewhere or through a different sales rep. That’s why mastering an outbound call is so important.

Emotional Intelligence 104

Emotional Intelligence Software Software Communication 104

Sales Readiness Group

MAY 22, 2023

Think of the last time you won a close, competitive sales opportunity. What tipped the scales in your favor? In sales situations where it’s difficult to differentiate your solution from the competition’s, you often win by offering your buyer extra services, or Value-Added Benefits. Chances are you're already providing your buyers Value-Added Benefits, but you're not getting credit for them.

Sales 118

Sales 118

Advertisement

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

Customer Think

MAY 25, 2023

By Francis Buttle[1], Julie Jones[2], Merlin Stone[3] The CRM Value Chain (CRM VC), shown in figure 1, aims to demystify, characterise, and conceptualise CRM. The CRM VC is made up of three Core Processes supported by five Enablers all of which contribute to CRM’s goal of driving up customer profitability.

CRM 111

CRM Marketing Profitability Sales 111

The Center for Sales Strategy

MAY 22, 2023

Sales is the backbone of any successful business, and with technological advancements, it has become even more critical to stay ahead of the curve. Artificial intelligence (AI) has revolutionized how we approach sales, providing businesses with the tools they need to improve their team's performance and boost revenue. Mastering the art of sales with AI requires a combination of best practices and strategies that can help businesses stay competitive in today's fast-paced market.

Artificial Intelligence 102

Artificial Intelligence Sales Sales Management Marketing 102

Envisio

MAY 24, 2023

What’s the key to your community’s success? The answer is your city’s strategic plan. The strategic plan of a city determines what visions you bring to life, and how you intend to do it. A city strategic plan defines a vision for everyone to rally around, keeps employees engaged, and provides a sense of direction for community members. Having a shared vision and sense of direction also helps instill a sense of trust and goodwill with your community and other key stakeholders.

Government 98

Government Transportation Stakeholders Leadership 98

Flevy

MAY 23, 2023

Decision Making is critical for every business. Military strategists apply their training and experience to devise battle plans and make quick decisions aimed at achieving specific objectives. Military strategies, concepts, and practices have found widespread application in businesses as well as everyday life. Writings, memoirs, and experiences of famous military historians and strategists—such as Sun Tzu’s “The Art of War,” Clausewitz’s “On War,” and Liddell Hart’s “Strategy”—have been well-

Decision-making 98

Decision-making Energy and Utilities Digital Transformation e-Learning 98

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

Customer Think

MAY 24, 2023

Businesses have finally learned what publications knew for years: The subscription model works. However, it takes more than a great idea to grow to the likes of a subscription-based company like Spotify or HelloFresh. It takes strategic planning, including putting an emphasis on initiatives that encourage subscribers to stick around.

111

111

The Center for Sales Strategy

MAY 24, 2023

Sales leadership plays a crucial role in the success of any organization's sales efforts. As the driving force behind a sales team, sales leaders are responsible for setting targets, providing guidance, and motivating their team members to achieve their goals. However, even the most skilled sales leaders can face challenges when it comes to improving performance and driving results.

Sales Leadership 98

Sales Leadership Leadership Sales Organization 98

Hubspot Sales

MAY 25, 2023

In its 20th year on the market, LinkedIn remains an undisputable world leader in social selling and online business networking. As of early 2023, it boasts over 900 million users , with approximately half visiting the platform monthly. In short, if you’re not active on LinkedIn, you’re missing a huge opportunity to grow your business. The question is — how do you know if your posts are resonating with your target audience?

Decision-making 96

Decision-making Publishing Leadership Media 96

Zendesk

MAY 24, 2023

AI has been a part of pop culture for generations (enter: The Terminator), but the recent developments of ChatGPT and AI-powered bots have breathed new life into the conversation surrounding its role in business. Company leaders and consumers now understand more about the benefits of AI in customer service and how it can make our lives easier. How can AI help customer service?

Customer Experience 88

Customer Experience Decision-making Onboarding Software 88

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.

Negotiation

Customer Think

MAY 24, 2023

Last November's release of ChatGPT set off a remarkable frenzy of activity in the AI space. Over the past several weeks, a host of technology companies, from start-ups to heavyweights like Microsoft and Google, have announced or rolled out appli.

Leadership 111

Leadership Digitalization Marketing 111

Kainexus

MAY 23, 2023

Continuous business improvement refers to the ongoing process of identifying, analyzing, and enhancing various aspects of a company's operations and processes. This process management approach constantly seeks ways to make the organization more efficient, effective, and competitive. This article will describe many of the most popular continuous improvement techniques and methodologies.

Meetings 86

Meetings Organization Management 86

Hubspot Sales

MAY 26, 2023

In real estate, you have to understand that prospects aren't going to appear out of thin air. You have to meet them where they are, or put yourself out there to whoever will see and value your services. This is a concept known as real estate prospecting. Building meaningful relationships in real estate is vital to converting them into loyal customers.

Marketing 85

Marketing Advertising Media Software 85

Brooks Group

MAY 24, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. Time To Persuade The first three steps of the IMPACT Selling ® System (Investigate, Meet, and Probe) revolve around understanding the customer. The last three steps (Apply, Convince, and Tie-It-Up) have to do with persuasion. Some buyers, unfortunately, associate persuasion with manipulation or coercion.

Value Proposition 81

Value Proposition Sales Training Construction Negotiation 81

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.

Marketing

Customer Think

MAY 22, 2023

AI technology today has much wider applications than anyone can anticipate. In this situation, it becomes important to learn about the top artificial intelligence applications to understand the existing possibilities. A computer-based system capable of decision-making, learning, and evolving, felt like fiction. However, in the present time, it is the reality we live in.

Artificial Intelligence 111

Artificial Intelligence Decision-making 111

Kainexus

MAY 25, 2023

Companies constantly seek ways to improve process efficiency and reduce waste in today's rapidly changing business landscape. One approach that has gained widespread popularity is Lean Business Process Management.

Software 75

Software Software Management 75

Force Management

MAY 25, 2023

Recently, we’ve all been living in a constant state of economic uncertainty. 2023 market trends show a leveling off of growth and consumer confidence is steadily declining across global markets.

Marketing 74

Marketing Sales Sales Leadership Leadership 74

Nutshell

MAY 26, 2023

A tech stack is a set of technological tools used by a business. Tech stacks can be optimized for a specific purpose—like marketing or customer service—but you can also create tech stacks that help you manage your business. Every business needs a tech stack of some kind, and your roofing company is no exception. You’ll need several different types of tools to drive results for your business.

Software 62

Software Software CRM Construction 62

Advertisement

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.

B2B