Upland

OCTOBER 21, 2022

In this definitive guide to account planning, we’ve compiled everything you need in order to understand the importance of account planning, what it is, and why a complete mindset shift is critical to success for any sales organization looking to grow and retain revenue in their key accounts in 2023 and beyond. . What is Account Planning?

Account Planning 195

Account Planning Leadership Software Software 195

Hubspot Sales

DECEMBER 26, 2022

In this post, we'll give you our best tips to help you carry out more productive, meaningful conversations that can turn a simple chat into an important connection. As you get to know who you're talking to, let them guide the story-telling and encourage them to go more in-depth with questions like: “Tell me more about…”.

Negotiation 83

Negotiation Meetings Communication Sales 83

Red Star Kim

DECEMBER 2, 2022

It was a full house at November’s PM Forum workshop for Proactive Marketing and Business Development Executives. Delegates were from large and medium sized legal, intellectual property, accountancy, actuarial, pension and consultancy firms – from the UK but also from the Channel Islands and Portugal – with some supporting up to 12 jurisdictions.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Account Manager Tips

MAY 25, 2021

How to Identify Key Accounts: A Quick Guide to Getting it Right. If you're not sure what key account management is, don't worry, you're not alone. It's a difficult concept to nail down and often misunderstood. So let's answer what it is, what it isn't, and how to do it well. Burnett, K. Strategic Customer Alliances. London, UK: Pitman.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Hubspot Sales

AUGUST 21, 2023

Before the end of the day, you need to make 100 calls. Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. Now all you need is a cold call script. And not just any script … the best cold call script ever. What is a cold call? What is the purpose of cold calling? What is the purpose of cold calling?

Value Proposition 98

Value Proposition Decision-making Software Software 98

OnStrategyHQ

DECEMBER 20, 2023

The Strategic Planning Process in 4 Steps To help you throughout our strategic planning framework, we have created a how-to guide on the basics of a strategic plan, which we will take you through step-by-step. Free Strategic Planning Guide What is Strategic Planning? A good strategic plan dictates “how” you travel the selected road.

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Hubspot Sales

FEBRUARY 20, 2018

Thousands of newly minted sales managers have been in your exact position, and many of them have written top-notch guides to thriving in this role. Sales Manager Survival Guide: Lessons From Sales' Front Lines. But you quickly realize that leading a team is far different from carrying your individual quota. Best Sales Management Books.

Sales Management 112

Sales Management Management Sales Profitability 112

Brooks Group

MARCH 21, 2024

It turns out, most sales organizations are not using the most effective sales questioning techniques. A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. Only 41% of underperforming teams are effective at sales discovery and questioning. Asking questions is good.

Sales 91

Sales Sales Training Decision-making Value Proposition 91

Outbound Engine

SEPTEMBER 27, 2018

Yes, your business needs new customers, but not at the expense of the ones you already have, right? Find out how to turn cold leads into long-term relationships. Download the free From Lead to Loyalty guide. guide all about how long-term relationships and loyal customers benefit your business. Get your free guide now.

Acquisition 80

Acquisition Marketing Publishing Profitability 80

Red Star Kim

DECEMBER 15, 2023

Part of a psychotherapist’s toolbox is psychoeducation. This is helping therapy clients to understand themselves better and access tools to effect the change they desire. There are a few books that I recommend to my therapy clients and this is one of them. How could this book help you? She starts the book with her own story.

Emotional Intelligence 130

Emotional Intelligence Meetings Communication Leadership 130

Hubspot Sales

SEPTEMBER 16, 2020

If you ask most executives if they have a sales process , they’ll immediately say yes. During the execution of the sales process, the rep should rely on their planning and preparation to guide the call, while still being attentive and allowing room for flexibility if the conversation doesn’t go as planned. Call Management.

Account Management 129

Account Management Sales Account Planning CRM 129

AchieveIt

OCTOBER 17, 2023

Most plan execution leads experience common barriers of not knowing who to ask for an update on any given initiative — or too many people to ask. In This Article How to Use Accountability to Amplify Execution Excellence What Happens Without an Accountability System? But who is responsible for tracking the progress of a single initiative?

Leadership 52

Leadership Communication Stakeholders Organization 52

Hubspot Sales

DECEMBER 7, 2020

Both are guided by a series of predetermined steps — featuring promising buildup and a dramatic, bombshell conclusion. Yes, the two are fundamentally similar, and while neither salespeople nor figure skaters can deviate too far from their predetermined routines, they can certainly find ways to simplify those processes.

Sales 125

Sales Decision-making Stakeholders Prioritization 125

Hubspot Sales

OCTOBER 31, 2022

In this guide, you’ll learn how to approach networking and what mistakes to avoid. Turn to LinkedIn. Say “yes” to every opportunity that comes your way. Exceeding sales targets and quotas is the primary goal for 45% of sales executives , according to 2022 HubSpot data. What is sales networking? How to build your sales network?

Media 99

Media Sales Meetings Onboarding 99

OnStrategyHQ

DECEMBER 17, 2021

Here’s a growth strategy guide that will come in handy. Okay, we hear the collective groan when we mention New Year’s resolutions, so let’s agree that we’re recommending 4 super helpful and value-adding strategic planning and implementation habits to form in 2022 so that your team has a better chance to achieve your big, bold vision.

Facilitation 98

Facilitation Construction Organization Publishing 98

SuperOffice

NOVEMBER 26, 2021

While it’s impossible to turn a website visitor into a customer before they reach the decision stage of the customer journey, you are still able to impact the customer journey itself. Driving people to your website isn’t the final goal of your marketing activities. But, how do you build a permission-based email list?

B2B 128

B2B B2C Decision-making Advertising 128

Hubspot Sales

JANUARY 5, 2023

There are hundreds of thousands of software vendors out there, and over 115,000 on G2. Buyers have an abundance to pick and choose from.". Which ultimately means the seller's journey is going to have to shift, too. Let's dive in. How to Shift Your Sales Strategy to Match the New Buyer's Journey in 2023. In 2022, many buyers don't trust sales.

Stakeholders 111

Stakeholders Software Software Decision-making 111

Account Manager Tips

JUNE 23, 2020

These guiding principles have served Phil well and I know they will help you find success as a key account manager. These guiding principles have served Phil well and I know they will help you find success as a key account manager. Learn 12 guiding principles you need to know to find success as a key account manager.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

Hubspot Sales

JUNE 29, 2023

Like Cody, you’ll get more “no” than “yes.” In this guide, we’ll explore everything about starting a career in insurance sales, including the pros, cons, and tips to help you succeed. In this guide, we’ll explore everything about starting a career in insurance sales, including the pros, cons, and tips to help you succeed.

Insurance 103

Insurance Sales Interpersonal Skills Decision-making 103

OnStrategyHQ

FEBRUARY 16, 2024

That’s why we created an AI framework to guide you through strategically aligning AI to your efforts, considering which AI opportunities are most strategic, and building a plan to make it happen. Deploying AI solutions at random won’t work – in fact, it’s dilutive. Why do beginners need to use an AI framework?

Artificial Intelligence 52

Artificial Intelligence Government Value Proposition Co-Creation 52

Hubspot Sales

APRIL 23, 2018

Too often, salespeople are waiting for their turn to talk or thinking about what to say next, instead of truly listening to the prospect. Salespeople don’t hold all of the cards anymore. With a quick Google search and some browsing, prospects can gather as much information about a product as a salesperson has. So what should salespeople do?

Sales 145

Sales e-Learning Decision-making Sales Management 145

PandaDoc

JULY 1, 2020

With these proven techniques, yes you can. Prospecting is the process of searching for potential buyers (the prospects) that are good fits for your service or product and then communicating with them in a way that moves them to the next stage of a sales pipeline. Can you make outbound prospecting into a fun and fruitful process?

Media 98

Media B2B Decision-making Software 98

Excelerate

AUGUST 16, 2020

Failure and success: these antonyms are comingled and as hard as it may be, it’s up to us to accept that and let it guide us forward. We learn as we go, and we cannot expect success in every twist and turn of life. We feel moments of failure in our work, our personal life, and in our macro-world as well. Small failures pave the way.

Shareholders 80

Shareholders Meetings Organization 80

Account Management Skills

FEBRUARY 20, 2023

Kathryn Strachan 01:22 Yes, no problem. Welcome to Episode 81. This episode is for you if you’re looking for inspiration on how to enhance your clients’ experience and lead them into the future. Katherine Strachan is the founder of CopyHouse , an award winning B2B content marketing agency for fast growing FinTech and Tech brands.

Stakeholders 52

Stakeholders B2B Decision-making Marketing 52

Tidio

AUGUST 30, 2019

Have a look at our guides: What is Customer Retention? Before we jump into the subject of customer relations, consider this—. There are three varieties of customers: those you have, those you don’t (yet), and those you used to. And while it’s always a priority to focus on the current ones, the other two types are just as essential.

Management 105

Management Acquisition CRM Software 105

Account Management Skills

JUNE 26, 2023

Welcome to episode 89. This episode is for you if you’re curious to understand what a senior account director does in a brand strategy agency. Transcript: Jenny Plant Today I am delighted to chat to Andy Kaye. Andy is Senior Account Director at Mr. B and Friends, one of the UK’s leading independent brand strategy and design agencies.

Account Management 52

Account Management Client Relationships Management Communication 52

Strategic Communications

AUGUST 1, 2023

Chris is in the market for a new car. Chris, like most consumers, is broadly aware of the many types of cars on the market and can see them on the road, on car lots, in advertisements, and online. Then Chris is likely to visit a local car dealership to take a test drive and talk pricing. might be hidden from marketers.

Digitalization 52

Digitalization Decision-making Marketing Communication 52

ClearPoint Strategy

DECEMBER 2, 2021

We put together this guide to help organizations like yours get more out of their KPIs. We put together this guide to help organizations like yours get more out of their KPIs. KPIs are a much talked-about but frequently underutilized business tool; few companies implement them with the level of rigor required to produce good results.

Cybersecurity 105

Cybersecurity Decision-making Meetings Software 105

PandaDoc

JUNE 23, 2021

Thanks to the digitalization of the marketplace, online and ecommerce businesses can now reach more clients than ever. Thankfully, we have compiled some basic ideas that will help businesses like yours make the right choice (or no choice at all, but more on that later). How to know whether to use ideal customer profiles or buyer personas.

B2C 94

B2C B2B eCommerce Software 94

Account Management Skills

JUNE 5, 2023

Rob Da Costa Yes, I think a lot of people come to me when they have hit a brick wall, they are probably doing quite well, but they just can’t get over that brick wall to the next stage of growth. Welcome to episode 88. My guest is Rob Da Costa , an agency growth consultant from Da Costa Coaching. And what a great introduction as well.

Management 52

Management Account Management Suppliers Onboarding 52

Zendesk

APRIL 28, 2022

In this piece, we’ll take you through the ultimate guide to sales coaching so that you can direct, motivate, and train your team to become sales superstars. In this piece, we’ll take you through the ultimate guide to sales coaching so that you can direct, motivate, and train your team to become sales superstars. The short answer?

Sales 52

Sales CRM Sales Training Decision-making 52

Hubspot Sales

JUNE 16, 2022

Examples of sales goals include increasing customer retention (the number of first-time customers that turn into repeat buyers) or decreasing customer churn (the percentage of customers that stopped using your company’s product or service during a specific time frame). The role of a sales team is to sell. Sales goals are often specific.

Sales Management 86

Sales Management Management Sales Construction 86

Hubspot Sales

AUGUST 30, 2023

Artificial intelligence has moved beyond the hype and is now seamlessly integrated into many aspects of business operations. But what changes will it bring to the sales industry? Will it be the end of salespeople, or will it become the secret weapon to help sales reps work more efficiently? Let’s jump to the nitty-gritty.

Decision-making 91

Decision-making Sales Profitability Artificial Intelligence 91

Hubspot Sales

FEBRUARY 13, 2023

In this guide, you'll learn what business networking is, the benefits of business networking, and some tips from real-life experts on how to build a strong business network What is business networking? Business networking can open up doors. However, with more people working from home, it is harder to network in person now than it used to be.

e-Learning 86

e-Learning Advertising Meetings Investors 86

Luminas Strategy

DECEMBER 20, 2022

a note from Luminas Founder & CEO, D. Keith Pigues Getting your fair share of the value you create for customers…well… this is how you maximize profit for the business. This is important work, and organizations invest a lot of resources getting this right. AJ lays out several proven approaches, along with some risks to consider.

Profitability 52

Profitability Marketing Manufacturing Advertising 52

Account Management Skills

NOVEMBER 30, 2021

So today I’m absolutely thrilled to be talking to the founder of Automated Creative, an agency that turns brands media impressions into marketing intelligence. Welcome to Episode 50. This milestone episode is with Tom Ollerton , Founder of Automated Creative. Transcript: Jenny 00:06. So Tom, massive, warm welcome. Tom 00:55.

Advertising 52

Advertising Account Management Media Innovation 52

Hubspot Sales

APRIL 10, 2018

The seller who asks the right questions guides the sale and wins the deal. If they say “ Yes, ” now what? ". " That's an interesting question, and one I'm happy to answer. Can we set it aside for a moment as we continue to explore your current energy situation? ". " Oh, you were recently in Vegas? That's great! The C-Suite Mistake.

Meetings 85

Meetings Decision-making Manufacturing Sales 85