Upland

MAY 18, 2023

Account planning and effective account management strategies are about much, much more than your key accounts. But don’t take our word for it – hear it from sellers like you. That said, any account manager worth their salt has a strategy for their key accounts. See a side-by-side comparison for an example.

Key Account Management 195

Key Account Management Account Management Management Account Planning 195

The SAMA Podcast

OCTOBER 10, 2023

As a longtime friend of SAMA and frequent presenter at our conferences, Davis’s true gift is his passion for storytelling. If you haven’t had the pleasure of hearing him speak, you’re in for a real treat. He also explains how it can be helpful to view different clients and sales environments through the lens of movie genres.

Sales Environment 104

Sales Environment Account Management Management Sales 104

Customer Think

APRIL 17, 2024

Podcast Today’s interview is with Gareth Higgins, who writes and speaks about the power of storytelling to shape our lives and world, peace and justice, and how to take life seriously without believing your own propaganda.

Leadership 45

Leadership Digitalization Marketing 45

Red Star Kim

NOVEMBER 18, 2022

He opened the day with a show of hands on how we were all feeling about the future. Who knew you could learn about strategy implementation by considering how to empty a dishwasher? Collate relevant proof points, narratives and hero stories (“Riffing on agreed themes”). Develop Employer Value Propositions (EVPs).

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Flevy

APRIL 25, 2024

The ZMET Framework involves several steps, starting with an in-depth interview where participants share their stories and construct metaphors related to a topic. Let’s take a quick dive into the first 2 elements essential to keeping consumers engaged through images and stories that resonate on a personal level.

Construction 52

Construction Digital Transformation Communication Decision-making 52

Account Manager Tips

APRIL 2, 2021

Here's a few more hurdles you might face: Your clients already have all of our products. Sales Success Stories podcast Host Scott Ingram interviews successful sales professionals and account managers in the Sales Success Stories podcast. Sales Success Stories runs anywhere between 45 minutes to 2 hours. I love that.

Key Account Management 234

Key Account Management Account Management Procurement Management 234

Flevy

NOVEMBER 12, 2023

A thorough evaluation of these components assists in understanding the bigger picture of an organizational culture: Stories Rituals and Routines Symbols Organizational Structures Control Systems Power Structures Let’s dive deeper into the first 3 components of the model, for now. Do You Find Value in This Framework?

Digital Transformation 104

Digital Transformation Leadership Construction Organization 104

Red Star Kim

APRIL 17, 2023

Grade clients and referrers to support goal-setting There was some discussion about how firms graded their clients and referrers (both organisations and individuals) with regards to the appropriate strategies for different groups/grades. Colour coding was popular (e.g.

Management 130

Management Manufacturing Client Relationships Facilitation 130

Red Star Kim

OCTOBER 19, 2023

You need to have a deep knowledge of all the different issues clients may have and examples and stories of how your firm has helped people in similar situations. transactional, consultative etc) a delegate talked about fact-based selling. Fact-based selling When discussing different styles of selling (e.g.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Help Scout

AUGUST 22, 2023

We have a few tips to share, along with stories about our own career changes. How do you prepare to switch careers and become a support pro? Read the full article

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Envisio

JANUARY 24, 2024

” ― Toni Morrison A new year, a new chance to shift our perspectives, understand one another and the systems around us, and take our strategic thinking to new heights. Reflecting on the success of our previous recommended reads of the best strategy books to read in 2022 , such as W. Books are knowledge.

Government 105

Government Leadership Innovation Decision-making 105

Showpad

DECEMBER 5, 2021

If you continue to focus on just telling your company story, it won’t work,” Tom said. What works is finding out how your story can become a part of theirs , so they see you in their solution and can imagine what it would be like having you as a business partner.”. How do you think about sales and marketing today? .

Digitalization 98

Digitalization B2B Sales Customer Value 98

Red Star Kim

NOVEMBER 24, 2023

I’d known him for many years and send my condolences to his family and friends ), Sally Saadeh (JLL) and Moira Slape (Chief People Office, Travers Smith) answering deep questions: How do we own our careers? Maximise impact in our firms? She provided tools to focus on our passions, things that energise and skills we want to learn.

Digitalization 130

Digitalization Leadership Marketing Brainstorming 130

Envisio

APRIL 5, 2024

It has always been a space for a lively exchange of ideas shaping the future of our communities, and this year will be no different! Let’s take a look at where you can find Envisio, enjoy some libations and innovations at our happy hour event, and catch some of the conference sessions we’re most excited about!

Government 96

Government Innovation e-Learning Brainstorming 96

Account Management Skills

APRIL 22, 2024

Quick story that reinforces this point: I was speaking to an agency owner who told me he’d received a call from a client who wanted to speak to him about having ‘a review’ When a client asks for a review it usually means they’re not happy or they want to leave. Action summary So in summary, make sure to: 1.

Account Management 52

Account Management Suppliers Management Stakeholders 52

Red Star Kim

AUGUST 1, 2023

But before we plunge in, let’s challenge our assumptions. Some may have insufficient knowledge about M&BD to understand the reasons we need M&BD plans. That’s our professional training. So think about what you (and the management team) need from a M&BD plan and what the fee-earners need from a plan.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Red Star Kim

MAY 15, 2023

Soon I will post the third in the series: Conversation skills book review 1 – How to talk to anyone about anything – James W. The 320 pages – addressing the 92 “tricks” – are conveyed with interesting personal anecdotes and illustrative short stories. Ask them to recount a story to others that they once told you.

e-Learning 130

e-Learning Communication Meetings Digitalization 130

Red Star Kim

OCTOBER 17, 2022

From the offices of our hosts (Thank you firm Boodle Hatfield!) Marketers from law, accountancy, engineering and property firms joined a PM Forum workshop to share ideas on how to improve our writing. We also considered story structures. From Freytag’s pyramid and seven basic story plots to Pixar’s, Storybrand and Underdog.

Remote Working 130

Remote Working Communication Internet Decision-making 130

Hubspot Sales

FEBRUARY 5, 2024

Below is a story of the slimiest salesperson I ever encountered and the four slimy sales tactics he used on me. How I Nearly Bought a Mattress on Craigslist for the “Guests I Don’t Care About” Ten years ago, I had a horrible buying experience. The backstory : In 2007, my eight-month-pregnant wife and I had just bought our first home.

Sales 94

Sales Decision-making 94

The Center for Sales Strategy

JANUARY 5, 2021

While all the guidelines that apply to productive performance reviews still apply in our work-from-home environment, there are certainly new dynamics in how and where this feedback gets shared. Because we’re invited into homes more often (thanks to video meetings), we know more about our people and their personal life.

Performance Review 121

Performance Review Meetings Sales 121

Hubspot Sales

MARCH 4, 2024

Effective leadership starts with caring about (and showing you care about) your people. Sales leaders get things confused about what it means to lead — it‘s not because you have a title that makes you a leader. The answer — people will follow those who give a damn about them. It's core to who we are.

Leadership 103

Leadership Construction Prioritization Sales 103

Hubspot Sales

AUGUST 21, 2023

Check out our post about the best sales email subject lines if you want to see some of these tips in action. If they've never received communication from you, tell them a bit about yourself in a way that's warm and authentic. At the same time, it’s important to make it about them. Leverage scarcity and exclusivity.

Sales 98

Sales Decision-making Value Proposition Meetings 98

Zendesk

APRIL 13, 2023

Building relationships, practicing patience, righting a wrong, and figuring out how to streamline operations all represent the hard work that our customers do again and again with their customers. That’s because CX is a well-honed practice, and the more we practice the better we get — using all the tools at our service.

Customer Experience 98

Customer Experience 98

Zendesk

FEBRUARY 14, 2024

Excited about AI, but not sure where to get started? According to our 2024 CX Trends report , 65 percent of CX leaders see AI as a strategic necessity and reality—one that has rendered previous operations outdated and obsolete. But recognizing this need for change and knowing how exactly to enact it is a different story entirely.

Customer Experience 59

Customer Experience 59

Nutshell

JANUARY 16, 2024

They’ve become a very popular form of media in the past decade or so, with people listening to podcasts about everything from true crime to Dungeons and Dragons. Of course, while you may listen to podcasts about things that interest you personally, have you considered listening to some podcasts related to the business side of your life?

Marketing 71

Marketing Media Digitalization B2B 71

Nutshell

JANUARY 16, 2024

They’ve become a very popular form of media in the past decade or so, with people listening to podcasts about everything from true crime to Dungeons and Dragons. Of course, while you may listen to podcasts about things that interest you personally, have you considered listening to some podcasts related to the business side of your life?

Marketing 71

Marketing Media Digitalization B2B 71

Kainexus

JULY 12, 2022

Mark Graban, Senior Advisor at KaiNexus, joined us on our Continuous Improvement webinar series to talk about My Favorite Mistake, Your Favorite Mistake? Learning From Mistakes as Individuals and Organizations. You can watch the webinar recording here , or you can read the webinar transcript below.

Organization 78

Organization Leadership 78

Articulous

SEPTEMBER 15, 2023

To hear about how Corporate Storytelling helps, check out our Customer Stories page here: LINK. Space is limited. Click here for more details: OPEN CLASS. Or, please forward it to anyone who needs to become a Corporate Storyteller.

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Zendesk

MAY 3, 2022

Our flagship event is back on May 11, and we are delighted to share our sense of momentum and energy with all of you as we move into the future. At this year’s Zendesk Relate , we are centering on our customers. Our global customer experience event only happens once a year. What we’re excited about. What to expect.

Digital Transformation 98

Digital Transformation Customer Experience Leadership Digitalization 98

Zendesk

JUNE 23, 2023

At Zendesk, championing equality and inclusion for all is woven into the fabric of our culture and values. We believe each one of us has the power and the responsibility to make a real difference, and that our business—and its employees—can be a powerful engine for change. This year’s WorldPride theme is Gather. In the U.S.,

Leadership 52

Leadership Organization Marketing Digitalization 52

MDI Training

DECEMBER 4, 2023

Click below to access our AI-generated version of this blog article! As AI revolutionizes the landscape of learning and people development, questions arise about the role of leadership in a technologically advanced environment. It’s about taking on a supportive and communicative role that focuses on social skills.

Leadership 104

Leadership Artificial Intelligence Digital Transformation Digitalization 104

The Center for Sales Strategy

JULY 7, 2020

The History channel offers some amazing documentaries that can enlightening for those of us that want to learn from the past to improve our future. These epic documentaries tell the story of how great men and women shaped our country through their entrepreneurial spirits and built companies and brands that built America.

Manufacturing 92

Manufacturing Sales 92

Corporate Visions

AUGUST 13, 2020

In our recent industry survey, 87 percent of B2B marketers admitted they’re unsure or don’t believe that their audience acts on their content. Our studies show that people remember, on average, only 10 percent of the information they consume after 48 hours. And building stories that intentionally drive memory, decision, and action.

B2B 134

B2B Marketing Decision-making Digitalization 134

Envisio

AUGUST 1, 2023

In this post, we’ll share some of our favorite city and county government performance dashboards, and why we love them. You’ll see that the very best local government dashboards tell a story. To make a performance dashboard meaningful, it should also be transparent about setbacks or missed targets and be updated consistently.

Government 98

Government Decision-making Co-Creation Finance 98

Hubspot Sales

SEPTEMBER 6, 2023

Teamwork.com's Sales Story Who are you and what is Teamwork.com all about? The story is pretty cool. In 2007, our founders started a web agency, building websites and other solutions for clients. In the early stages, our founders were doing it all. What’s the backstory? How did Teamwork.com get its start?

Sales 104

Sales Onboarding Prioritization Profitability 104

Hubspot Sales

APRIL 1, 2019

An effective presentation tells a compelling story, highlights your value proposition, and aligns with your audience's needs and desires. team started sharing our deck before opening sales calls, we learned it’s a winning move. You can get into one much faster, if your buyer has seen your deck and is ready to talk about it.

Sales 143

Sales Decision-making Value Proposition Construction 143

Zendesk

MAY 20, 2022

It was fabulous to return to the stage, both digital and actual, for our flagship event. For our first hybrid event, it was wonderful to bring an intimate group of customers and partners together for viewing parties in both San Francisco and London. Read more about all our product announcements.)

Procurement 98

Procurement Digitalization Customer Experience Leadership 98