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Strategic Account Manager Training: Begin with the End in Mind and Ask the Right Questions

Strategic Account Management Association

Ask these discovery questions to train and elevate your SAMs to greatness. The post Strategic Account Manager Training: Begin with the End in Mind and Ask the Right Questions appeared first on Strategic Account Management Association.

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Relationship Mapping for Your Accounts – Strategy Guide

Upland

Typically, there can be up to 10 individuals involved in a B2B sale. Called “buying groups”, the reality of these multiple person buying committees points to the growing complexity of B2B selling motions.

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The Perplexing Power of Process & Methodology in Complex B2B Sales

Mike Kunkle

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.”

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Mental Health In Sales With Jeff Riseley

The SAMA Podcast

Sales 88
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Contact vs. Company Intent Signal Data

Intent signal data comes in two types: either companies or individuals signaling interest in products like yours. Which kind of data delivers more advantages to B2B marketers? It depends. Get this infographic to learn about the advantages of intent-based leads and how you can most effectively use both types of data.

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What’s new at Nutshell?

Nutshell

As 2023 kicks off, we’re excited for the future here at Nutshell.

CRM 105
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Latest Podcasts: Building From Within

Force Management

The roadmap for building effective teams begins with the leader. As sales leaders, we can only command the best possible team when we're operating at our own maximum potential.

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From Difficult Conversations to High-Value Dialogue

Vantage Partners

Even in the best of times, we sometimes need to engage in difficult conversations with important customers. In turbulent times, triggers abound that can escalate difficult conversations into a “cycle of mutual dismissal.”

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How to Win Big Sales Opportunities with Big Plays

RAIN Group

Too many sellers have similar problems: Bloated pipelines filled with dead wood Lack of clarity on what opportunities to focus on No plan to win their biggest, most important opportunities Losing too often to the competition Sales Opportunity Management

Sales 82
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10 Principles of Cost Transformation

Flevy

Cost Transformation is a reality that every organization has to face, several times, in its period of existence. Proper and enduring Cost Transformation provides an opportunity to reformulate an organization’s complete course.

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How to Overcome a Possible Economic Recession with Continuous Improvement

Kainexus

At the outset of 2023, concerns about economic conditions and a possible worsening recession are top of mind for most business leaders.

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Intent Signal Data 101

Intent signal data helps B2B marketers engage with buyers sooner in the sales cycle. But there are many confusing terms used to describe intent data. Read this infographic to better understand three common areas of confusion.

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5 Proven Strategies for Boosting Your Team's Sales and Unlocking Their Full Potential

The Center for Sales Strategy

As a sales manager, you play a crucial role in driving results and maximizing the potential of your team. But managing a team is no easy task - it requires a balance of setting clear goals, providing ongoing training and support, and effectively communicating with your team.

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Ladies Leadership Coalition: Really Know Your Customers With Betsy Westhafer

The Congruity Group

Nicole Glenn, CEO of Candor Expedite interviews Betsy Westhafer, CEO of The Congruity Group, on Ladies Leadership Coalition podcast.

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Best Startup CRM: Launch Your Business with Insightly

Insightly

When you launch a startup you must give careful consideration to the tools you will use. Your cash burn rate will keep you up at night. You want to have everything you need to conduct your business without wasting valuable resources on something you don’t need.

CRM 52
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How to Change Negative Workplace Culture: 6 Actionable Suggestions

CMOE

What impression would your workplace give to a newly hired team member? What would they notice the first time they walked through the front door or sat at their desk? The workplace culture is the organization’s character or personality.

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7 Ways to Supercharge Your ABM Strategy with Real-Time Intent

Streaming real-time intent is a homerun for marketing and sales’ account-based marketing (ABM) strategies. With real-time buyer insights, you can be first-in-line to provide solutions and lead better, hyper-personalized conversations.

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8 New Features of the Recently Launched WordPress 6.1

Customer Think

WordPress 6.1 Misha” was launched on November 1, 2022. This is the third major release in 2022, following WordPress 5.9 Josephine and WordPress 6.0 Arturo. The latest version presents several core modifications, bug fixes, and backport changes. The WordPress 6.1

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Adapting to a Buyer-First Mentality

The Center for Sales Strategy

Buyer-first mentality is simply defined as it’s a buyer’s world, and sellers are just living in it. In the past, traditional sellers could easily come in and build a case because they were a superstar, had great product knowledge, and were able to support the buyer’s organization.

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Techniques for Combatting Each of the 7 Wastes of Lean

Kainexus

One of the core goals of the Lean improvement methodology is the reduction of any material, effort, or expense that does not ultimately add value to the customer. Practitioners have identified seven distinct types of waste and developed specific techniques to combat them.

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Sales Talent Productivity Risks and Remedies for 2023

SBI Growth

Sales productivity is always a concern for CEOs and their go-to-market leadership teams. There's pressure mounting due to buyer uncertainty in a sideways market, a renewed focus on earnings versus growth, and owners and shareholders hungry for good news.

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Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

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Maximize Sales with Minimal Headcount: 3 Strategies to Help Sales Managers in 2023

Sales Readiness Group

Despite the current economic challenges, sales leaders are still expected to increase sales revenue. While this may seem like a formidable challenge, it is possible. Take a back-to-basics approach and focus on the core activities proven to help Sales Managers drive revenue.

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How to influence customer loyalty with your existing customer data

Customer Think

The most effective marketing is based on data. By understanding your customers and their preferences, you can more efficiently target your marketing efforts to create loyalty.

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Intro to our Account-Based Selling Platform | Sara Loom Video

Arpedio

Sneak peek into ARPEDIO's Account-Based Selling Platform ← Back to blog För trevlighetens skull har jag gjort en kort video nedan för att ge en “sneak peek” av de övergripande funktionerna av verktygen ( Relationship Mapping & Org Chart , Account Management , Opportunity Management , och White-Space Analysis ).

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The Impact of a Cranfield Apprenticeship - Part 1

Cranfield Executive Development

National Apprenticeship Week ASDA Case Study Part 1 - Colleagues, Customers and Communities leadership apprenticeship article

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A Deep Dive Into Supply Chain Strategy: Why Yours Isn't Working

Speaker: Michelle Meyer, Founder and CEO of MatterProviders

Michelle Meyer is here to walk you through the future of supply chain strategy, and why your current approach is probably not working. In this exclusive webinar, she will explore ways to develop and perfect your new supply chain design in this post-pandemic era of economic uncertainty.

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7 Tips to Send Personalized Sales Emails that Convert

Nutshell

Did you know 77% of people choose, recommend, and pay more for brands that offer a personalized experience? That’s because people love an experience tailored to their specific needs and interests. So, if you want to drive more conversions for your business, you need to send personalized sales emails.

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Best Small Business CRM: Empower Your Small Business with Insightly

Insightly

As a small business, you’re used to wearing many hats. You understand the value of your time and its impact on generating more leads and turning those leads into customers. Every advantage you gain in this regard can prove vital to the survival of your business.

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When Customer Personas Meet Customer Data

Customer Think

How to manage personas in your CDP to get more personalized campaigns As a retailer, you likely have a good understanding of your target customers, including their demographics, behaviors, and preferences.

Retail 86
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Good Morning, Sales: Overcome the Ever-Changing Expectations of the Sales Role

Arpedio

March 23, 2023 - 8:45 - 10:15 AM Overcome the Ever-Changing Expectations of the Sales Role We’re thrilled to invite you to our second session of Good Morning, Sales with guest speaker Dr. Selma Kadić-Maglajlić.

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Digitizing Logistics: Harness the Power of Data in 4 Steps

Entering a new demand gen position in a volatile market is nerve-wracking. In demand generation, data is essential for knowing who you should target and how. In this eBook, you’ll learn how to identify and target your ideal prospects using different types of data.

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Ease the Transition: 5 Struggles of New Leaders

CMOE

Having technical expertise and knowledge does not mean that a person has leadership skills. Rather than only being able to manage, a leader’s success is measured by their capability of bringing people together under a collective purpose and vision.

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5 WordPress CRM Plugins That Can Help You Close More Deals

Nutshell

As you scale your business, you’ll manage more customer data and analyze more buyers’ journeys. Sounds intimidating? Fret not. Customer relationship management (CRM) software can help you close more deals and increase your revenue.

CRM 62
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What is a Modern CRM?

Insightly

Modern Love – a catchy song by David Bowie Modern Family – a long-running sitcom Modern Warfare – a Call of Duty release One or more of these might sound familiar.

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Consultative Selling: What You Need To Know To Succeed

Brooks Group

It can be tricky to work with a potential client as a salesperson. There are a million tactics to try and many ways to get it wrong. One effective sales methodology is consultative selling. This technique allows a recommendation for products, rather than focusing on pushing a product.

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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.