Learn from the best: The 2020 SAMA Excellence Awards winners

Strategic Account Management Association

The winners of the 2020 SAMA Excellence Awards demonstrate the amazing things that happen strategic account management is enshrined at the center of a company’s business strategy. By SAMA Editors.

How a Software CEO Recharged the 2020 Strategy

SBI Growth

For market-leading software companies, the changing economic conditions have had a positive effect on the bottom line. But this has not been without their fair share of challenges, especially for those facing a high growth environment.

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What Lessons Have We Learned in 2020?

The Center for Sales Strategy

Lessons learned in 2020 boil down to three words — Accept, Adapt, Accelerate. Here are some lessons learned in 2020, straight from the mouths of experts at The Center of Sales Strategy (CSS), LeadG2, and Up Your Culture.

Survey Results: How Market Leading Companies Plan to Make the 2020 Number

SBI Growth

We recently wrote about the emergence of the Chief Customer Officer and took that opportunity to survey CCO’s about how they will make their 2020 number. We found that companies had initially been planning on nearly 31% of their 2020.

Core Principles of Great Sales Enablement are the Same: It's The Tactics That Have Changed

If your role includes supporting sellers, then this in-depth sales guide is for you! Discover valuable insights on how to adjust your tactics and keep remote onboarding and training engaging. Take the next steps from sales to revenue enablement by downloading this essential guide today!

Adapting Your Coverage Model for 2020 and Beyond

SBI Growth

In early March, everyone’s coverage model was forced to change. No longer were we allowed to meet customers or prospects in person, and unfortunately, this still holds true four months later. Which has caused us to ask the following questions: How.

How Sales Leaders Should Be Thinking About Innovation in 2020

SBI Growth

Running a sales transformation is difficult. In our experience at SBI, we have found that the organization’s culture, increased collaboration, and focus on value creation are key levers to successfully grow revenue. Additionally, we also see innovation as being a.

Survey: For Salespeople, 2020 Was The Year of Holding On

Sandler Training

For sales professionals, 2020 may be remembered as the Year of Holding on to Clients. The post Survey: For Salespeople, 2020 Was The Year of Holding On appeared first on Sandler Training.

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Major Account Revenue Forecasting for 2020

Sandler Training

The post Major Account Revenue Forecasting for 2020 appeared first on Sandler Training. “The Critical Elements of Proactive Client Retention” is the most recent Sandler Research Center survey project, which closed to survey participants on May 31.

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The Sales Conference 2020 turned global

Mercuri International

Grab a cup of coffee and enjoy the recap of The Sales Conference 2020. 5 trends that will shape the future of sales beyond 2020. The Sales Conference 2020 – live broadcast recap. The post The Sales Conference 2020 turned global appeared first on Global

Seen on the Web – A selection of interesting posts (November 2020)

KAM With Passion

For the first KAM WITH PASSION Seen on the Web selection, I have chosen posts of three of my favorite sales practitioners and bloggers. Each of the three, always writes thoughts-provoking articles. You will probably see a lot from them in future issues of this selection.

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5 Essential Pieces of a Prospecting Solution

As organizations chase new revenue targets, B2B sales leaders must examine cutting edge prospecting solutions that proactively help reps identify, connect with, and close qualified buyers faster. This eBook aims to help B2B sales leaders better understand the five essential features your prospecting solution must include.

The top 5 virtual event software platforms of 2020

Nutshell

With in-person events temporarily postponed due to health concerns, virtual event platforms have taken center-stage in 2020. If you’ve been online at all in 2020, you’ve seen an advertisement promoting a virtual event. The top 5 virtual event platforms of 2020.

4 Things That Will Impact Your Sales Growth in 2020

The Center for Sales Strategy

Are you on track to exceed your growth goals for 2020? Of all the decisions and executive makes, none is as important as the decisions about people, because they determine the performance capacity of the organization." - Peter Drucker. The new year is 1/12 complete, and January is old news.

Best of 2020: Our Top 10 Virtual Selling Resources

RAIN Group

2020 has been marked by a lot of changes, distractions, and new challenges. If it were up to us, we’d title it, “The Year Sellers Plugged In.”

Anatomy of a Virtual Conference: The Inside Story of BOUNDLESS 2020

Nutshell

On March 6th, 2020, Nutshell hosted BOUNDLESS 2020, our second annual virtual conference. (If BOUNDLESS 2020 also featured some new elements—including sponsorships and an awards ceremony—which gave the event a big-show feel, even if they created some additional headaches.

Partnerships in Review 2020: Themes Across Industries

Vantage Partners

2020 brought us plenty of surprises – and readers might be surprised to find that we didn’t anticipate them all. At the end of last year, my team and I took a few moments to reflect on an interesting 2019 in the world of partnerships , and to consider what the year to come might look like. Alliances & Partnerships

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The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out the best one for your team so you’ll be able to enhance and optimize your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

16 Technology Trends Shaping eCommerce in 2020

Hubspot Sales

If the first few months of 2020 have taught us anything, it’s that uncertain times can call for quick pivots to sales and marketing plans. Let's review the latest eCommerce technology trends to focus on as we move through 2020.

Join the 2020 Sales Performance Study

Miller Heiman Group

Take the 2020 Sales Performance Survey. By participating in our latest research study, the 2020 Sales Performance Study , sales professionals can help CSO Insights, now part of Korn Ferry, find out the answers to these questions and more.

Three Takeaways from the 2020 Sandler Summit

Sandler Training

Here are my three big takeaways from the 2020 Sandler Annual Sales & Leadership Summit. The post Three Takeaways from the 2020 Sandler Summit appeared first on Sandler Training. We learned a lot from each other at this year’s event.

Top 5 Virtual Event Platforms of 2020

Nutshell

With in-person events temporarily postponed due to health concerns, virtual event platforms have taken center-stage in 2020. If you’ve been online at all in 2020, you’ve seen an advertisement promoting a virtual event. The top 5 virtual event platforms of 2020.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Weekly Roundup: State of Sales 2020, Hire Great Sales Talent + More

The Center for Sales Strategy

> Introducing the State of Sales 2020– LinkedIn. - MOTIVATION -. Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.". Clement Stone. AROUND THE WEB -. > In their fourth annual LinkedIn State of Sales report, U.S.

Ten insights on the future of SAM

Strategic Account Management Association

At the 2020 SAMA Annual Conference (held virtually Nov. 9-11, 2020), we pulled together a group of the smartest, most sophisticated observers, students and practitioners of strategic account management for a conversation on “The Future of SAM.”

Good Riddance 2020! A Review.

Desired Path

Without a doubt 2020 has been an exceptional (unusual) year. In this Good Riddance 2020! Protecting revenue took on a whole new meaning in 2020 given the level of ambiguity in every respect. Forgive me if I do the 2020, what-the-heck, head scratcher but.

Good Riddance 2020! A Review.

Desired Path

Without a doubt 2020 has been an exceptional (unusual) year. In this Good Riddance 2020! Protecting revenue took on a whole new meaning in 2020 given the level of ambiguity in every respect. Forgive me if I do the 2020, what-the-heck, head scratcher but.

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

Good Riddance 2020! A Review.

Desired Path

Without a doubt 2020 has been an exceptional (unusual) year. In this Good Riddance 2020! Protecting revenue took on a whole new meaning in 2020 given the level of ambiguity in every respect. Forgive me if I do the 2020, what-the-heck, head scratcher but.

How Can Teams Finish 2020 Strong…and Set a Foundation for a Great 2020?

Sandler Training

You probably don’t need me to tell you that 2020 has been a year like no other. The post How Can Teams Finish 2020 Strong…and Set a Foundation for a Great 2020?

37 Sales Leadership Stats to Know in 2020

Hubspot Sales

After a significant dip in March 2020, American businesses experienced a 45% increase in deals won in September 2020. Sales leaders, be honest — you're curious about what your peers are up to.

Participate in the 2020 Sales Performance Study

Miller Heiman Group

Take the 2020 Sales Performance Survey. By participating in our latest research study, the 2020 Sales Performance Study , sales professionals can help CSO Insights, now part of Korn Ferry, find out the answers to these questions and more.

Marketing-Led Post-COVID-19 Growth Strategies

Businesses are laying off workers, shutting their doors (some permanently), and struggling to react to the radical destruction that coronavirus (COVID-19) is doing to our society and communities. However, there’s no team better suited to lead that charge than the marketing department.

The ASP Virtual Conference Series 2020

Strategic Planning and Management Insights

Over the course of the next four months, the Association for Strategic Planning (ASP) will be hosting its annual Conference Series - virtually. Originally planned as an in-person conference in Whistler, British Columbia, ASP has chosen to move online in light of COVID-19.

Three Strategies that Will Improve Your Team’s Closing Numbers in 2020

Sandler Training

but every team leader in every industry is, we believe, likely to be interested in the answer to a critical question about the year 2020: What can we do to improve closing ratios and margins this year? It’s the start of a new year, with new goals, new challenges, and new opportunities.

Optimizing Your Alliance Management Operating Model: Considerations from CHI's 2020 Strategic Alliance Management Congress

Vantage Partners

Vantage Partners was proud to be the premier sponsor for Cambridge HealthTech Institute’s (CHI) 2020 Strategic Alliance Management Congress.

Leaders: Six Ways to Jump Start Growth in 2020

Sandler Training

The post Leaders: Six Ways to Jump Start Growth in 2020 appeared first on Sandler Training. I’m about to share something I have implemented here at Sandler which has jump-started our growth year after year after year.

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How ZoomInfo Helps Overcome the Top Pain Points of Inside Sales

Recent digital transformation has shifted the B2B landscape by ushering in the era of buyer empowerment. With more access to user reviews, analyst opinion, and industry research, decision-makers are more informed than ever while navigating what is now known as the “buyer’s journey.”

Reflections on 2020 ASAP BioPharma Conference: The right mindset is more important than ever

Vantage Partners

Overview The 2020 ASAP BioPharma conference came to a close a month ago and marked another year of bringing together talented and thoughtful strategic alliance professionals to share and reflect on their experiences in this field.

What Are the Most Lucrative Ecommerce Niches in 2020?

Hubspot Sales

The State of Ecommerce in 2020. And this trend is set to continue, with ecommerce penetration rates set to rise from 15% in 2020 to 25% in 2025. There are more than 24 million ecommerce stores in the world as of early 2020, according to Kommando Tech.

How to seal the deal in 2020

PandaDoc

The post How to seal the deal in 2020 appeared first on Blog. There’s one aspect of sales that never changes—the importance of time. The sound of the countdown begins each day of every week of every month of every year.

How Can Teams Finish 2020 Strong…and Set a Foundation for a Great 2021?

Sandler Training

You probably don’t need me to tell you that 2020 has been a year like no other. The post How Can Teams Finish 2020 Strong…and Set a Foundation for a Great 2021? Let’s be honest: there were (and are) no playbooks for magically reversing what's happened in the marketplace during this historically tumultuous period. appeared first on Sandler Training. Blog Posts Management & Leadership sales management sales management strategy sales management techniques

Marketing Ops: The New Revenue Hero

As data continues to play a starring role in today’s B2B organizations, both marketing and sales operations professionals are poised to solidify their place as critical revenue drivers. In particular, the evolution of the Marketing Operations (Ops) role has created a new standard in marketing and has become a vital component of an organization’s success.