Strategic Account Management Association
FEBRUARY 3, 2023
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.
Upland
FEBRUARY 3, 2023
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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Mike Kunkle
FEBRUARY 5, 2023
“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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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.
Nutshell
JANUARY 31, 2023
As 2023 kicks off, we’re excited for the future here at Nutshell.
Force Management
FEBRUARY 2, 2023
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.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
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Vantage Partners
FEBRUARY 2, 2023
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.”
RAIN Group
FEBRUARY 1, 2023
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
Flevy
FEBRUARY 2, 2023
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.
Kainexus
FEBRUARY 2, 2023
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 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.
The Center for Sales Strategy
FEBRUARY 7, 2023
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.
The Congruity Group
FEBRUARY 7, 2023
Nicole Glenn, CEO of Candor Expedite interviews Betsy Westhafer, CEO of The Congruity Group, on Ladies Leadership Coalition podcast.
Insightly
FEBRUARY 7, 2023
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.
CMOE
FEBRUARY 7, 2023
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.
Advertiser: ZoomInfo
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.
Customer Think
FEBRUARY 3, 2023
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
The Center for Sales Strategy
JANUARY 31, 2023
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.
Kainexus
FEBRUARY 3, 2023
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.
SBI Growth
FEBRUARY 1, 2023
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.
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!
Sales Readiness Group
FEBRUARY 1, 2023
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.
Customer Think
JANUARY 31, 2023
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.
Arpedio
FEBRUARY 6, 2023
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 ).
Cranfield Executive Development
FEBRUARY 6, 2023
National Apprenticeship Week ASDA Case Study Part 1 - Colleagues, Customers and Communities leadership apprenticeship article
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.
Nutshell
JANUARY 31, 2023
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.
Insightly
FEBRUARY 2, 2023
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.
Customer Think
FEBRUARY 2, 2023
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.
Arpedio
FEBRUARY 2, 2023
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.
Advertiser: ZoomInfo
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.
CMOE
FEBRUARY 2, 2023
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.
Nutshell
JANUARY 31, 2023
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.
Insightly
FEBRUARY 1, 2023
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.
Brooks Group
FEBRUARY 1, 2023
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 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.
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