Trending Articles

Break & Glue: The art of capturing complex mega-strategic accounts in CRM to get the most from account planning tools 

Strategic Account Management Association

By Saleh Al-Ben Saleh, Strategic Account Manager, Emerson.

Loyalty Is an Inside Job, Too

Engage Selling

Recently, I talked about customer loyalty and how it’s your job—not theirs—to create ideal conditions for them to stick with you. But what about within your organization? It matters here, too.


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4 Steps to Creating a Successful KAM Program


Key account management , or KAM, is one of the most valuable developments in account management to have emerged in the last 20 years. It is a process in which to build and maintain relationships with your most critical accounts.

Why is Consultative Selling Better?

Software Sales Guru

Why is Consultative Selling Better?

This Coming Holiday Season is Shaping Up to Have the Most Spending in History

As for what shoppers want to buy most, you'll have to read the “2021 Holidays Unwrapped” report by Klarna to find out. Download it here!

Lessons Learned After 80 Weeks of Virtual Selling

Revenue Storm

80 weeks! We are approaching 80 weeks of managing complex sales cycles virtually. When it comes to complex sales, we have learned several critical lessons about how to connect and gain a relationship advantage.

Weekly Roundup: How to Coach Your Team, Overcoming Sales Call Reluctance + More

The Center for Sales Strategy

- MOTIVATION -. "A A good leader leads the people from above them. A great leader leads the people from within them.". Arnold. AROUND THE WEB -. > > How to Coach Your Team: Your Template for More Effective Coaching 1:1s – Sales Hacker.

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What to Do When Prospects Hang Up on Cold Calls | #AskJEB

Sales Gravy

On this #AskJeb, Jeb Blount takes a question from Becca who wants to know what to do when prospects hang up on cold calls. Getting hung up on can be disconcerting, discouraging, and often feel like rejection. But, they don't have to be.

Why Customers Ask Vague Questions (and What To Do About It)

Help Scout

It’s frustrating when customers don’t give you the details you need in order to help them, but they aren’t being lazy. Here’s how to understand and address the root cause of vague questions. Read the full article


Weekly Roundup: Women in Sales, Beating the Competition + More

The Center for Sales Strategy

- MOTIVATION -. Engaging people is about meeting their needs – not yours.". Tony Robbins. AROUND THE WEB -. > > 170+ Women in Sales Share Their Career-Defining Aha Moment – Sales Hacker. Women in sales often have a polarizing experience.

Flywheel Strategy


Strategy Development has followed a set path since the last century where a predetermined, rectilinear, and inflexible approach defined the process. In the 21 st century, however, business leaders are devising Strategy by evolving it into a probabilistic, repeated, and multifaceted process.

Buyer Intent Data Guide: How to Find Prospects Already Looking to Buy

Collecting and understanding buyer intent is a must for any marketer or salesperson looking for a higher success rate in reaching active buyers. Throughout this eBook, we’ll explore how to monetize intent data, where it's sourced from (and which sources you should be wary of), as well as how to best utilize it within your outbound campaigns in order to drive more pipeline each month.

How can VR help with leadership training?

MDI Training

How can VR help with leadership training? Our Virtual Reality & Leadership Development Experts Anita Berger & Dominik Etzl talk in this Interview about Leadership Impact through VR.

What Is Digital Consulting, and How Do You Start?


The digital world grows larger every day, and it can be hard to keep up. Navigating the ever-changing digital landscape is a challenge — especially if you have a business of your own and are struggling to market yourself and make sales.

3 Things Your Email Marketing May Be Missing

Customer Think

Source: For some email marketers, it’s hard to tell why people won’t engage with their emails. Sometimes it’s their content, other times it’s their list quality or lack of proper targeting.

The Art and Science of Gut Instinct and Selection

The Center for Sales Strategy

If you have ever been part of hiring and training a new employee, you know how important it is to get it right. The company can only be as good as its employees, so each hire has the potential to raise the performance bar for the entire organization.

The Definitive B2B Sales Playbook: Proven Path to $ Multi-Million Revenues

Sales is at the forefront of revenue growth, and so organizations with highly streamlined sales operations consistently outperform competition. How do you create a path to success and fast-track your way to multi million dollar revenues? Read the eBook.

6 Strategies for Sales Prospecting Success

RAIN Group

I recently conducted a webinar for a client on sales prospecting. Leading up to the webinar, I asked what questions the client had about prospecting so I could tailor the content to their particular challenges. I guess I shouldn't have been surprised when I only got one response.

Sales 52

Setting Sales Quotas for Sales Operations Leaders


Quotas are not a new idea to sales. In fact, Professor of Business at Harvard, Doug J. Chung, notes that “some of the basic theories [of sales force compensation] established in the 1970s and 1980s still apply.”

Sales 52

Data-Driven Marketing: 3 Common Mistakes (and How to Avoid Them)


These days, marketing is all about data—and for good reason. Having data to back up strategies, suggestions, and claims gives marketing a seat at the table and leads to more effective campaigns.

How to Succeed at Fearing Less [PODCAST]

Sandler Training

Mike Montague interviews Rebecca Heiss on How to Succeed at Fearing Less. The post How to Succeed at Fearing Less [PODCAST] appeared first on Sandler Training. Podcasts] Blog Posts How To Succeed Self Development personal growth Self-Limiting Beliefs success


How to Increase ABM Performance with Empathy

Speaker: Brian Carroll, CEO & Founder of markempa

The highest priority for B2B marketers is effective demand generation (increasing lead quality and quantity). However, we can get so caught up in our ABM strategies, systems, tools, and investments that we lose sight of building deep empathy for the people in the accounts. In this webinar, you’ll learn how to go beyond rational-logic-based sales/marketing and adjust your strategy to understand better how buyers feel so that you can connect and help more customers buy.

Strategies to Enhance Your Recruitment Strategy

The Center for Sales Strategy

Your recruitment strategy pivots on how you effectively use and deploy different tactics (and mindsets) to reach ideal candidates.

Media 62

Build Better Customer Relationships With New Targeted Messages

Help Scout

We’re excited to announce major updates to our Messages product. Learn how to deliver proactive support with Help Scout's targeted messages. Read the full article


5 Reasons Why Real Estate Agents Need a CRM

Nimble Business Success

CRM stands for “Customer Relationship Management” We like to emphasize the word Relationship as the abbreviation seems to make people run for their life. Think of CRM as a tool that stores information about your leads, clients, and other valuable real estate contacts.

CRM 92

Key Account Manager or Strategic Ecosystem Leader?


October 11, 2021. Key Account Manager or Strategic Ecosystem Leader? October 11, 2021. Key Account Manager or Strategic Ecosystem Leader? ? Back to blog. On September 15th, more than eighty Key Account Managers (KAM) assembled in Copenhagen and online for a hybrid event. The goal?

Reaching Unreachable Candidates

Speaker: Patrick Dempsey and Andrew Erpelding of ZoomInfo

What is ZoomInfo for Recruiters? Find and connect with the right talent to fill roles fast with more data, basic search, advanced search, candidate and company profiles, and export results. Watch this On-Demand Webinar today to see how ZoomInfo for Recruiters can work to get your talented candidates results.

Episode 37: Buyer Engagement In The Virtual World

SOAR Performance Group

The virtual meeting of the Sales Leadership Community hosted by the Atlanta Chapter. The topic for the meeting was “Buyer Engagement In The Virtual World”. Senior executives share experiences, insights […].

How Sales Teams Can Take Communication with Prospects to the Next Level

The Center for Sales Strategy

Whether a sales reps is out in the field answering prospects' questions or within the office conversing about company initiatives, inefficient communication can take a significant toll on your company's success.

The 11 Best Ecommerce Customer Service Software Platforms

Help Scout

This list of 11 standout ecommerce customer service platforms will help you find the perfect tool to improve your company's customer support. Read the full article

Do you want more Framing ideas?


The number one question we get from people who finish our Corporate Storytelling workshop is, “Has my manager taken this? They should.” ” The number two question we get is, “Do you have a bunch of these Frame ideas documented somewhere?”

5 Conversion Rate Optimization Mistakes to Avoid and How to Fix Them to Get More Leads

Speaker: Jen Dewar, CEO of Jalydew

Brand awareness and website traffic are great, but bottom line: you need your marketing programs to generate sales leads, and you need those leads to turn into new customers. There are many things you can do to increase leads and customers without increasing your marketing spend. Join Jen Dewar, CEO and Principal Consultant at Jalydew October 20th, 2021 at 11:00 am PDT for an insightful look into how to optimize your conversion rates.

Play Better Poker With Your Customers

Holden Advisors

When it comes to negotiation, very few sellers spend enough time planning. I encourage you to carve out time to get centered and think about some of the upcoming negotiations you have.

5 Tips for Transitioning to Remote Teams


As a result of the COVID-19 pandemic, a lot of workplaces are looking at moving to a fully remote structure to increase productivity and promote a better work-life balance for their employees.

Creating Genuine Human Connection in a Post-Pandemic World w/Kyle Duford Ep#124

Strategic Planning and Management Insights

Kyle Duford is the Executive Creative Director and Agency Director of The Brand Leader, a creative branding agency specializing in strategy and design. To learn more about The Brand Leader and the work the agency is doing, visit their website: The Brand Leader.

Congratulations Enrico Maria Dal Compare on becoming a certified Salesforce Sustainability Cloud Consultant


October 14, 2021. Congratulations Enrico Maria Dal Compare on becoming a certified Salesforce Sustainability Cloud Consultant. ? Back to blog. We are thrilled to announce that our senior Salesforce consultant Enrico Maria Dal Compare has become certified in the Salesforce Sustainability Cloud.

The Definitive Guide to Remote Sales Coaching

Have you struggled to onboard, train, and provide continuous learning opportunities to your salespeople due to the abrupt shift to remote work? If so, you’re not alone. Sellers are relying on virtual selling more than ever. With in-person sessions no longer feasible, many organizations are looking for alternative methods to support their salespeople.