KAMCast

NOVEMBER 12, 2020

: In many organisations, the divide between the sales and marketing teams cause real problems. I talk to Grant Leboff from Sticky Marketing, one the UK’s leading Sales and Marketing experts. For any businesses who experience a divide between sales and marketing, how would Grant recommend they approach closing the gap?

Marketing 52

Marketing Key Account Management Publishing Account Management 52

Hubspot Sales

APRIL 8, 2020

Field sales has been dying for years. They're not excited about working inside, so they are happy to be distracted from telephone sales by customer service and administrative activities — meaning not a lot of selling actually gets done. Why Inside Sales is Outpacing Field Sales. The Inside-Out Sales Function.

Sales 121

Sales eCommerce Account Management Organization 121

Arpedio

NOVEMBER 30, 2021

This means that now more than ever before, sales representatives and key account managers need to create a smooth customer experience to achieve consensus within the decision-making group. We asked Jeppe Tølløse, our Account Manager and Private Equity responsible on some tips. Bain & Company.

Digitalization 52

Digitalization Account Management B2B Decision-making 52

Hubspot Sales

OCTOBER 5, 2020

HubSpot Account Manager, Carl Ferreira , puts it bluntly, "The goal [of a call] is a good, helpful conversation." Well, according to HubSpot Principal Channel Account Manager, Katie Carlin , curiosity is key. Here's what they had to say. How to Crush Your First 100 Days as an SDR.

Prioritization 136

Prioritization Account Management Meetings Publishing 136

QYMATIX

JULY 13, 2021

B2B sales intelligence – should you make or buy your tool? With the cost of sales sky-rocketing and customers changing their buying behaviour, sales intelligence has become critical to the success of any company. Business Intelligence (BI) was always critical in B2B sales. Make or buy BI for sales – How to decide?

B2B 52

B2B Artificial Intelligence Sales e-Learning 52

KAMCast

JUNE 10, 2021

What are the levels of motivation across your account managers and sales team? Or perhaps you are an account manager who is questioning your own level of engagement and feeling a little disconnected from the business that pays for your peak performance. How ENGAGED are they? Let’s dive straight in!

Shareholders 52

Shareholders Account Management Key Account Management Information Technology 52

QYMATIX

JUNE 15, 2021

You are using Excel for your sales forecast. Accurately forecasting sales is critical for your job. You are an experienced sales manager and have a strong affinity to sales analytics. Only with precise sales forecasts can you negotiate healthier sales goals with your team and management.

Sales Analytics 52

Sales Analytics Sales Key Account Management Manufacturing 52

Red Star Kim

DECEMBER 5, 2023

Sometimes marketing and sales system are not integrated. And there was the added complication of long sales cycles. Another delegate suggested using monday.com | A new way of working to integrate all action lists and help avoid being overwhelmed by so many tasks.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Cosawi

FEBRUARY 27, 2023

In part three, we end this trilogy by demystifying a topic whose importance is rapidly accelerating in today’s digital economy as a tool to differentiate your customer engagement and increase revenue generation: Account-Based Marketing (ABM). awareness marketing”) packaged as account-based marketing. Most would agree.

Marketing 52

Marketing Suppliers Account Planning Investors 52

SBI Growth

SEPTEMBER 22, 2013

Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Consider this, Gartner says: “through 2015, 80% of social business efforts will not achieve the intended benefits”. Sales enablement tools can’t get a cursory review. User buyer examples: Sales reps by vertical.

Decision-making 126

Decision-making Key Account Management Leadership Communication 126

Red Star Kim

DECEMBER 2, 2022

Managing big data and analytics. Account management and selling skills. Project management. No – unfamiliar with sales/selling concepts. seven building blocks of a proactive marketing executive (kimtasso.com) October 2015. Understanding of ESG and D&I. Digital skills. Gamification. Using the metaverse.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Red Star Kim

SEPTEMBER 26, 2023

I presented a methodology to design marketing and BD team structures in November 2015. Process integration – Some firms separate out marketing, communications and sales functions – usually the larger firms where more specialisation is required. In this case, account managers liaise with the fee-earners.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Deep Insight

NOVEMBER 14, 2019

Shay Walsh was now MD of Business Sales and he and the entire organisation (not just the sales team) were incentivised on the quality of the relationships they had with BT Ireland. Sales teams had targets set either at an individual level or at a team level. Shay Walsh became MD of BT Ireland in 2015.

Telecommunications 52

Telecommunications Leadership Government B2B 52

SmartKarrot

JUNE 12, 2020

At the 2015 conference, Jason Lemkin famously said that “Customer Success is where 90% of the revenue is.” the initial sales are received. While there should be a customer success sales quota, it should be measured differently than a standard sales quota. How a CSM Sales Quota Differs? .

Customer Success 10

Customer Success Account Management Customer Life Cycle Sales 10

SBI

FEBRUARY 24, 2015

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. What problem/s are you solving for sales and/or marketing organizations? How can they transform that strategy into successful execution across the sales team? This week I interview Barry Nelson, CEO of FactorLab.

Decision-making 49

Decision-making Innovation Organization Account Management 49

SBI

AUGUST 22, 2019

Recommendations cuts through the noise to find the signal each manager should pay attention to. - SAN FRANCISCO–(BUSINESS WIRE)– Chorus.ai , the leading Conversation Intelligence Platform for high-growth sales teams, today announced a new AI-based feature to its arsenal, Recommendations, for deals, meetings, reviews and coaching.

Account Planning 22

Account Planning Acquisition Meetings Sales Management 22

KAMCast

NOVEMBER 19, 2020

In this episode… In a world where the vast majority of internet traffic is video content, how can we leverage the creation, production and value of video to maximise sales return? I’m sure there are many key account management professionals who will be wrapping their heads around that one.

Co-Creation 52

Co-Creation Key Account Management Internet Sales 52

Account Management Skills

MARCH 16, 2021

So just to give everybody a little bit of background in 2015 or so the business that I had the sort of investment property there had I did that entrepreneurial bet, just bet the house right. Yeah, I mean, this is a key anchor that we use in a lot of situations with agencies, brand sales, and our own sales activity, our own marketing activity.

Advertising 40

Advertising Decision-making Profitability Marketing 40

Red Star Kim

SEPTEMBER 5, 2023

For example, learning a sales process including documents and offers for clients that use colour and images to explain simply. Topics include: Professional and Practical skills for Marketing & BD Assistants, The Proactive Marketing Executive and Future Marketing Manager. Some were particularly noteworthy.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Account Management Skills

AUGUST 21, 2023

I’m now sharing examples of relevant AI tools that account managers can use for those who come on my Account Accelerator training programme. The client-centric learning outcomes include being more consultative with clients, adding more value proactively and having sales conversations without feeling salesy.

e-Learning 52

e-Learning Digitalization Publishing Account Management 52

Deep Insight

DECEMBER 1, 2022

Revenues at Kainos, excluding acquired companies (£m, 2015-2022). The graph on the right shows that in 2015, Kainos generated revenues of £61m. Its revenues would still have grown as the clients that were on its books in 2015 generated revenues of £68m in 2016. Many companies grow revenues by investing heavily in new sales.

Profitability 52

Profitability Procurement B2B Digital Transformation 52