Upland

NOVEMBER 27, 2023

Why do you need to know your customer? You need to know your customer because customers buy outcomes. Before you strategize how you’re going to sell, therefore, you have to understand the organization you’re selling to. What are their goals? What pressures are forcing the customer to act?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Upland

MARCH 2, 2023

Ultimately, this translates to more revenue for businesses. There’s Never Been a Better Time To Build an Account-Based Sales Culture Face-to-face sales are back on the rise after several years of losing traction, says a recent study performed by Forrester. The CRM is vital to the sales process.

Account Planning 195

Account Planning CRM Account Strategy B2B 195

Account Manager Tips

DECEMBER 28, 2021

If there's one thing I can guarantee every key account manager it's this: you will inherit clients. You might take over clients because the former key account manager was promoted. You might take over clients because the former key account manager was promoted. So you can ask them questions about how certain things came to be.

Key Account Management 182

Key Account Management Account Management Decision-making Client Relationships 182

Jermaine Edwards

DECEMBER 6, 2023

If you were to read some of the findings from Edelman’s trust barometer you might become depressed. The speed of innovation, technology and a customer that needs to remain competitive just as much as us, has forced every business to raise the quality of their products and take serving their customers more seriously.

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Account Manager Tips

OCTOBER 12, 2022

It's easy to lose sight of the big picture in the day-to-day grind. Sit down, take stock and say these four words to your clients to understand what they need from you right now. 4 magic words to say to every client After I've said the magic words, then what? What do I do with the information? Are you on Telegram?

Key Account Management 130

Key Account Management Suppliers Account Management Management 130

Hubspot Sales

JANUARY 15, 2024

I like to call this “ghosting” — when a sales process is chugging along smoothly with a client, you feel positive that the deal will close, and then your prospect disappears without a trace. Even though you might use tools like Spiro to remind yourself to follow up with prospects, sometimes they just stop getting back to you.

Stakeholders 115

Stakeholders Sales Communication Meetings 115

Account Manager Tips

OCTOBER 6, 2022

When it comes to managing my time, sometimes it feels like I'm losing the battle, the war and maybe even the will to live. Ask yourself if you really need to meet? See what meetings you have and list any action items and preparation you need to take care of. I need to focus on deep work, and you do too.

Management 246

Management Meetings Decision-making Brainstorming 246

Account Manager Tips

AUGUST 9, 2022

How do you get your client to move forward when the deal stalls? What to do when a sales deal stalls? What to do when a sales deal stalls? A listener of the podcast, Ben Patton asked how to get a client to move forward with your proposal when it stalls? not you) to solve the problem.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Account Manager Tips

NOVEMBER 25, 2022

What changes have to be made? As a key account manager, you want to demonstrate to your client that you are optimising your partnership and leave absolutely no doubt they have made the right choice in doing business with your company. Before going on, let's be clear on what I mean by strategy. Table Of Contents.

Account Planning 246

Account Planning Key Account Management Account Management Brainstorming 246

Account Manager Tips

OCTOBER 11, 2021

15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. But you can quickly improve with a little work and reflection. Discover fifteen things you should stop doing and what to start doing instead. Only the ones you want to keep!

Account Management 246

Account Management Key Account Management Management Suppliers 246

Red Star Kim

MAY 22, 2023

So I’ve selected three books – depending on whether you are a beginner or a pro and whether you are in the UK or the USA. Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of a relationship building or sales conversations.

e-Learning 130

e-Learning Emotional Intelligence Communication Leadership 130

Hubspot Sales

FEBRUARY 22, 2023

Out of the many trending business buzzwords, quiet quitting is a topic that's only growing more popular. Many headlines throw the term around, claiming that employees are doing it — but do we really know what that means? And if so, what does it look like to sales professionals? Sales rely on won deals.

Sales 92

Sales Meetings Sales Management Marketing 92

Customer Think

DECEMBER 29, 2022

So often I hear having a service and doing a great service recovery is good for you. As soon as you believe this, you are a loser. If you need service recovery it means you are already losing customers for not being effective and for not doing the right things in the first place.

Customer Value 121

Customer Value Manufacturing Advertising Profitability 121

Red Star Kim

AUGUST 1, 2023

At the recent PM Forum workshop on “Marketing and Business Development Planning in a Nutshell” the key issue to emerge from delegates was “How to engage fee-earners in the M&BD planning process?”. A company goes to an external agency (or its internal marketing team) for help to develop more business.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Nutshell

AUGUST 3, 2023

As a manufacturing company, a steady customer base is key to your business’s growth, and the best way to maintain that customer base is through sales pipeline management. Today we’re discussing how to manage a sales pipeline for a manufacturing company by looking at five management tactics you can employ today.

Manufacturing 118

Manufacturing Management CRM Sales 118

Hubspot Sales

DECEMBER 7, 2023

The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. If you want a lucrative Q4, read on for the best-kept secrets in the sales world. Let’s take a look at what contributes to Q4 sales. Set a goal.

B2C 119

B2C Transportation Decision-making Logistics 119

Red Star Kim

NOVEMBER 9, 2023

I wish I’d had access to such a book when I studied for my MBA. Book review: The Strategy Book by Max McKeown Author and book overview of The Strategy Book Author Max McKeown, with both an MBA and PhD from Warwick Business School, is a strategy and innovation coach for leading companies. Part One – Your strategic self What is strategy?

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Account Manager Tips

SEPTEMBER 20, 2022

And when they are wrong, for the sake of peace and customer retention, we say sorry. 5 reasons you shouldn't apologize to your clients How to say sorry without saying sorry How to say sorry and mean it Worth a click Quote of the week. Have you been? You're product doesn't do what they want it to do. Table of Contents.

Key Account Management 130

Key Account Management Account Management Management Meetings 130

Brooks Group

JUNE 28, 2023

They line up all the new recruiters and ask them, “If I was a potential recruit, what would you say to gain my commitment?” On the surface, this may seem like an open-ended question where there is no wrong answer—but the instructors are listening for the magic phrase, “Are you ready to become a United States Marine?”

Negotiation 78

Negotiation Sales Training Sales Management 78

Nutshell

MARCH 5, 2024

You’re probably already familiar with lead generation , where you draw people in and get them actively interested in whatever your business sells. And you may have also heard of lead nurturing, which is where you continue marketing to leads until they’re ready to buy. Table of Contents What is lead distribution?

CRM 77

CRM Software Software Prioritization 77

Hubspot Sales

FEBRUARY 8, 2022

Sometimes, despite how interested they seem, we lose a lead. When this happens, it can feel disheartening as you’ve lost an opportunity to make a sale and generate revenue. Surveying lost leads helps you strengthen the process of interacting with leads and lessen the likelihood of losing them or having them go dark for a while.

e-Learning 98

e-Learning CRM Client Onboarding Acquisition 98

Customer Think

MAY 4, 2023

We understand this is not something customers want to lose, and losing it causes brand disappointment. The same would have happened for my driver’s license. Why is this: The people designing the upload system do not understand what I had done as a possibility. But why does Wall Street get disappointed?

Banking 69

Banking Customer Value Retail Advertising 69

Zendesk

DECEMBER 21, 2021

In this piece, we cover the five most important sales trends for you to watch as we all move into 2022. Buyers already know the what about your products and company. What they need from your sales reps is the why. If your product is approximately the same price and quality as company B and C’s, why should buyers choose you?

Suppliers 98

Suppliers Sales CRM Media 98

Hubspot Sales

MARCH 23, 2021

Entrepreneurship might seem like the business equivalent of trying to navigate uncharted waters — and in some respects, that's accurate. No, they're in excellent company — and those who came before them have plenty of sage wisdom to offer any aspiring business pioneers. If you have a dream and you have a job.

Innovation 126

Innovation Decision-making Investors Manufacturing 126

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. That’s why mastering an outbound call is so important. How to Make Effective Outbound Calls 1.

Emotional Intelligence 100

Emotional Intelligence Software Software Communication 100

Revenue Storm

APRIL 18, 2023

What exactly is the magic your teams have lost? When has your team wowed a client? The change happens when you stop thinking of the presentation or the discussion as a task/ milestone – and start thinking of the interaction as an event. Depending on the size of the opportunity, what investment should you make?

Brainstorming 78

Brainstorming Remote Working Meetings Leadership 78

Zendesk

FEBRUARY 7, 2022

According to the Zendesk Customer Experience Trends Report , business leaders increased their investment in customer data management by a whopping 92 percent amid the COVID-19 crisis. The information you gather must be relevant. You also need to interpret that data to form insights and take action. What is customer analytics?

Retail 98

Retail Media Software Software 98

Hubspot Sales

JANUARY 23, 2024

I don't think so, but it depends on how you approach it. But from my experience, when you focus primarily on your customer's experience and goals, upselling benefits both you and your customer tremendously. Take the time to understand what success means to them. But how can you build trust effectively?

Media 88

Media Decision-making Customer Experience Marketing 88

Hubspot Sales

MAY 24, 2023

It’s nerve-wracking for you and your prospect. 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. 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 106

Decision-making Meetings Negotiation B2C 106

Planview

OCTOBER 18, 2023

Best-in-class companies align their efforts so everyone is moving in the same direction – a direction towards the desired business outcomes. The C-suite has a holistic view across the lifecycle of its strategies, while the EPMO has delivery information at their fingertips to pivot funding when needed.

Decision-making 59

Decision-making Prioritization Facilitation Organization 59

Revenue Storm

FEBRUARY 8, 2022

So, what on earth ( excuse the pun ) I hear you say, has this got to do with me achieving my sales objectives in 2022? So, what on earth ( excuse the pun ) I hear you say, has this got to do with me achieving my sales objectives in 2022? This, in my opinion, is the single best way to ensure we lose a deal.

Decision-making 78

Decision-making Suppliers Finance Leadership 78

OnStrategyHQ

MAY 1, 2023

What is an Internal and External Analysis? Without clearly defining where you are today (your current state), you can’t define your bold destination of the future (vision) or create the roadmap to get there (your annual strategic plan). Build a plan that helps you go from where you are today to a bold place in the future.

Suppliers 105

Suppliers Supply Chain Energy and Utilities Profitability 105

Zendesk

APRIL 18, 2023

Every business wants to understand what makes buyers come and what makes them go. A customer journey map frames customer behavior as a story, providing a visual overview of the experiences consumers go through when interacting with a company. What is a customer journey map?

Customer Experience 98

Customer Experience Advertising Media Brainstorming 98

Insightly

JANUARY 25, 2024

What are some key new years resolutions for sales people in 2024? As the year kicks off, what should sales people focus on to improve their craft and maximize their results? This blog post explores what they shared. What’s going on in the market that is mandating change? This will carry over into 2024.

Sales 52

Sales CRM B2B Decision-making 52

Help Scout

JULY 13, 2021

These are their stories — along with some tips to help you avoid ending up on this list next time we update it! Running from responsibility The root of many terrible customer experiences is a company that is happy to collect money from a transaction but not to accept responsibility when things go wrong. Use systems to catch outliers.

Decision-making 136

Decision-making Banking Media Customer Experience 136

OnStrategyHQ

DECEMBER 20, 2023

The Strategic Planning Process in 4 Steps To help you throughout our strategic planning framework, we have created a how-to guide on the basics of a strategic plan, which we will take you through step-by-step. Free Strategic Planning Guide What is Strategic Planning? The planning process should take no longer than 90 days.

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Openview

FEBRUARY 25, 2019

Growing a business can often create a complicated conundrum for entrepreneurs: How do we get the people who have what it takes to help us believe in our mission enough to take a risk and join the cause? Comp plans that hurt both of you down the line. Making promises you won’t realistically be able to keep. New markets.

Decision-making 131

Decision-making Finance Onboarding Communication 131