Thrive in the Downturn: Essential Key Account Growth Strategies
Account Manager Tips
MARCH 27, 2024
Discover how to achieve exceptional account growth with proven strategies, even in economic downturns. Transform challenges into opportunities.
Account Manager Tips
MARCH 27, 2024
Discover how to achieve exceptional account growth with proven strategies, even in economic downturns. Transform challenges into opportunities.
The Center for Sales Strategy
MARCH 25, 2024
The 5th Annual Media Sales Report asked salespeople where their jobs are getting easier and where they are harder. 31% of salespeople responded that renewing clients is more challenging than ever before. It's indeed crucial to recognize the evolving dynamics of client renewals in today's market landscape. With the increasing options available to clients, retaining them has become more challenging and important than ever before.
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Hubspot Sales
MARCH 25, 2024
Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Want more content like this? Subscribe to our newsletter! Are you ready for a shocking, next-level revelation that's going to turn your world upside down? Here it is: Prospects aren't always easy to deal with. Boom! That's the kind of astute, game-changing insight you can only find here at The Pipeline , baby.
Strategic Planning and Management Insights
MARCH 22, 2024
Incorporating OKRs in strategy planning provides an effective framework that drives growth, aligns your goals, and tracks your progress.
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.
Nutshell
MARCH 25, 2024
Regardless of your business type or industry, a well-thought-out and structured client onboarding process is the secret to long-term customer retention. It’s where the rubber meets the road, and the initial relationship you’ve built with your customer before their purchase is put to the test. You may think that your welcome and monthly check-in emails are enough to keep your clients satisfied.
Customer Think
MARCH 27, 2024
If you haven’t noticed, Webinar emails have become extremely formulaic:* A couple of lines of copy stating the business problem to be addressed* 3-4 bullet points summarizing the agenda or main topics* a call to action, normally accompanied a desperate plea of “don’t miss this event” It might be another symptom of our AI-driven times, […]
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Hubspot Sales
MARCH 25, 2024
Anyone not living under a rock knows that subscription businesses are huge these days: The global subscription market is projected to reach $1.5T next year Three in four D2C companies have some form of subscription offering The combined market cap of all digital subscription companies has reached $14T (with new entrants still jumping in ) Source: UBS But making a buck isn’t as easy anymore, especially since consumers today paying $1k per year on subscriptions seem to be outgrowing this model.
SBI Growth
MARCH 22, 2024
Recruitment is a key component of any company’s initiative to build up talent in their organization, but without any clear guidance, leaders may end up overpaying for things that don’t make better sellers. What competencies should companies look out for in prospective sellers, and how can leaders leverage recent developments in generative AI to help them build their talent up?
Kainexus
MARCH 21, 2024
I recently watched a video on our KaiNexus YouTube channel with our co-founder and CEO, Greg Jacobson, and our Chief Revenue Officer, Jeff Roussel. I loved it so much that I wanted to share it here with some highlights and thoughts. You can also watch "Shorts" video clips via this playlist and share them with your team and fellow leaders!
Customer Think
MARCH 24, 2024
Customer experience (CX) is one of the most critical success factors for consumer-facing businesses. Unfortunately, many organizations’ CX offerings fall short of their customers’ growing expectations, leaving them frustrated, dissatisfied and looking to other brands for better options.
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
FinListics Solutions
MARCH 22, 2024
Rounding out this series on our Seven-Step Developing Client Insight Process, we will shift focus to the critical concluding steps: Solution Mapping and Developing a Point of View. As the culmination of our insights journey, these stages ensure our strategies are not only aligned with client needs but also advocate a forward-thinking approach that positions us as essential to their success.
Sales Gravy
MARCH 24, 2024
On this episode of the Sales Gravy Podcast, Jeb Blount, the author of People Love You: The Real Secret to Delivering a Legendary Customer Experience, sits down with Talroo's Vice President of Success and Enablement Barry Klein to discuss why a focus on customer retention is crucial for revenue growth. Jeb and Barry explore and focus on the strategic importance of customer success, the value of human interaction, and the role of company culture in shaping customer experiences and relationships.
Planview
MARCH 26, 2024
We talked about how the PMO can be one of your organization’s greatest strategic value drivers. But how do you ensure your PMO is actually equipped and capable of achieving your desired business outcomes? In this post, we will discuss how you can get the most value from your PMO. And it starts with understanding the purpose they play in your organization.
Kainexus
MARCH 24, 2024
Staying ahead of the curve is paramount to success in the ever-evolving retail landscape. With consumer preferences, market trends, and technology constantly shifting, retailers must adapt and innovate continuously to remain competitive. This is where the concept of continuous improvement becomes invaluable. By fostering a culture of constant improvement, retail organizations can not only meet the changing demands of consumers but also drive operational efficiency, enhance customer experience, a
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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.
Customer Think
MARCH 23, 2024
In my last article (Harnessing the Power of Customer Feedback to Win Hearts and Cultivate Loyalty) I spoke about the importance of actioning customer feedback. I want to continue this topic now by focusing on using the information for continuous improvement of the brands and services you offer.
Help Scout
MARCH 25, 2024
From accessing order details to processing refunds and cancellations all in one place — learn how to spend less time switching systems and more time taking care of customers with Help Scout's Shopify integration.
Account Management Skills
MARCH 27, 2024
Welcome to episode 110. This episode is for you if you’re an agency owner either interested in buying agencies to grow, or selling your agency at some point. It’s also enlightening if you work in an agency and you want to understand the process of mergers and acquisitions. Jonathan Baker, Practice Lead in M&A at Punctuation joins me and shares a lot of tips and insights about the buying and selling process, including: the current state of M&A and why right now might be a real
Excelerate
MARCH 26, 2024
Have you ever felt like you're stuck in a workday twilight zone, endlessly having déjà vu moments talking about and trying to fix the same issues? Then, someone will suggest a magical solution: "A new system or system change will do the trick!" It sounds promising at first, but the truth is, technology is only as effective as the processes it is meant to support.
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.
OnStrategyHQ
MARCH 26, 2024
Artificial Intelligence (AI) is the hottest topic in 2024, just as in 2023, and will most likely continue to be in 2025 and beyond. We are witnessing the beginning of a shift that will impact the world for years to come. So, what does that mean for your organization? The transformative power of AI for business is a tangible reality for organizations and companies to multiply their mission and gain a competitive edge.
Customer Think
MARCH 26, 2024
Earlier this week, Marketing Charts shared the results of a study conducted by Qualtrics XM Institute that looked at whether or not customers shared feedback about their experiences – and with whom or how they shared that feedback.
Flevy
MARCH 26, 2024
Business frameworks and methodologies are structured tools to approach complex, but common business challenges. They allow us to cut through noise, zero in on the key issues, and facilitate the development of insightful recommendations. The importance and usefulness of business frameworks in the consulting world—especially among the global strategy firms—cannot be overstated.
Arpedio
MARCH 26, 2024
In today’s competitive business landscape, the role of pre-sales strategy in driving business success cannot be overstated. It serves as the foundation for establishing strong customer relationships, understanding market dynamics, and ultimately closing deals that drive revenue growth. Let’s delve into the importance of pre-sales strategy and its impact on overall business success.
Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst
Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.
Groove HQ
MARCH 21, 2024
“The best customer service is if the customer doesn’t need to call you, doesn’t need to talk to you. It just works.” Jeff Bezos The reality is of course very different. Particularly when you are growing your business and establishing your processes, customer can run into problems that you did not even know existed. This […] The post How To Improve Your Customer Care?
Strategic Planning and Management Insights
MARCH 27, 2024
Brian Lillie, President of Private Cloud at Rackspace, introduces us to customer inspired innovation along with insights on leadership and technology.
Customer Think
MARCH 26, 2024
Are you tired of using outdated SEO practices that fail to keep up? Each day, search engine algorithms become more advanced and sophisticated, leaving traditional SEO methods in the dust.
Insightly
MARCH 25, 2024
Unsurprisingly, CRM, or Customer Relationship Management , is the foundation of any successful sales and marketing strategy. It encompasses a wide range of practices, technologies, and methodologies to nurture relationships with prospects and customers. At the heart of CRM lies lead management —a process that involves capturing, nurturing, and converting leads into loyal customers.
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.
CMOE
MARCH 25, 2024
We’ve all heard the phrase “Sticks and stones can break my bones, but words will never hurt me,” but that’s just simply not true. Words can and do hurt, especially when someone criticizes something you’ve created or a talent that you’ve worked hard to develop and view as a personal strength, like the skills required in your role. There is often a negative perception of feedback because it’s commonly used to discuss something that was done wrong or a mistake that was made.
Brooks Group
MARCH 25, 2024
Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. The data backs this up. Research shows that sticking with a sales process correlates with success.
AchieveIt
MARCH 25, 2024
The business landscape today is defined by a relentless rhythm of change, driven in no small part by rapid advances in technology, evolving customer expectations, and now more than ever, global shifts like the rise of remote work. For leaders and HR professionals, the challenge isn’t just about handling change well; it’s about doing so when face-to-face interactions aren’t possible.
Customer Think
MARCH 27, 2024
Premise: Any superhero worth their salt has an origin story, a story where they are normal people to start with, even weak and pushed around. Then there is an inciting incident that leads them to discover a super power that they possess.
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.
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