Strategic Account Management Association

MARCH 2, 2022

We are all in a race to attract, develop and retain top talent for our organizations. Our aspiration, I believe, should be to create a workforce that reflects the incredible diversity of our customers, our partners, our suppliers and our community. It’s my organization that needs to recruit and develop and retain.” Why is that?

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

Strategic Account Management Association

FEBRUARY 2, 2021

The ability to uncover customer needs, develop solutions, communicate value propositions and negotiate effectively doesn’t vanish just because a salesperson can’t meet her customer face to face. And we need extensive collaboration with potential suppliers to explore requirements and alternative technologies?

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

CMOE

FEBRUARY 15, 2023

When team members spend 130% more time learning , and there’s a 159% increase in CEOs driving L&D initiatives at their organizations, there’s no overlooking the value of L&D. Lean on these 23 best learning and development blogs to gain insights on elevating L&D at your organization.

Leadership 98

Leadership Emotional Intelligence Onboarding Innovation 98

Mike Kunkle

OCTOBER 2, 2022

It’s “other-centric” servant leadership (leading, serving, acting in your buyers’ and customers’ best interests, creating, communicating, and confirming value, and change management). They don’t believe sellers communicate well with senior influencers and decision makers. SPARXiQ Blog: [link].

Co-Creation 278

Co-Creation Negotiation Sales B2B 278

Brooks Group

MARCH 6, 2024

Sales effectiveness also corresponds with the return your organization gets from its sales investment. But improving sales effectiveness is a complex task that few organizations do well. Most organizations track a few key performance indicators (KPIs) such as win rates, quota attainment, and revenue growth.

Organization 90

Organization Account Management Sales Sales Training 90

Strategic Account Management Association

SEPTEMBER 22, 2020

To grow your IDN customer relationships, you need to understand how the health care market is changing and where your organization fits into the ever-evolving health care ecosystem. At Advisory Board, we work with over 4,900 provider organizations, 90 health plans and 400 suppliers to produce syndicated research studies about U.S.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

Mike Kunkle

OCTOBER 8, 2023

Nowhere is this truer than with the commercial organization. It shifts the focus from “revenue enablement” (which – I’m sorry – is internal, seller- and company-centric) to the broader functions of the commercial organization, in a more buyer- and customer-centric paradigm. One that I will expand over time from this foundation.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

Mike Kunkle

AUGUST 19, 2024

However, there are nuances in their application that vary based on the specific context and needs of an organization. The level of detail in the rest of the Sales Management Operating System will vary depending on the organization’s size and stage. Let’s explore some of these nuances.

Sales 269

Sales Sales Training Onboarding Sales Management 269

Mike Kunkle

AUGUST 30, 2023

This conundrum can breed skepticism, both within the enablement team (as mentioned above) and from the stakeholders in their organization. At least in those organizations, the enablement team was not seen as critical in difficult times or able to support the sales force in getting better results in a crunch.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Showpad

NOVEMBER 21, 2021

To demand enablement, you have to do so by shaping a vision for what you want to do with an organization, build a brand, talk about it, share it and then commit and execute.”. Revenue Enablement teams might be new for a lot of organizations. What is in your team’s scope and how are you organized?

Supply Chain 98

Supply Chain Healthcare Onboarding Sales 98

Upland

JANUARY 26, 2020

Savvy sales organizations can take advantage of this lack of enthusiasm, differentiate themselves, and use account planning to find the revenue others miss. Communication. Account Planning is undertaken once a year by many organizations, and this is a mistake. Communication. We started this blog with a U.S.

Account Planning 195

Account Planning Shareholders Publishing Communication 195

Upland

MAY 4, 2023

Savvy sales organizations can take advantage of this lack of enthusiasm, differentiate themselves, and use account planning to find the revenue others miss. Account Planning is undertaken once a year by many organizations, and this is a mistake. We started this blog with a U.S. president quote, and we will end it with one.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Mike Kunkle

AUGUST 8, 2023

7 Common Barriers to Sales Transformation Barrier 1: Siloed Mindsets and Departments One of the most persistent challenges in many organizations is the presence of siloed mindsets and departments. Communicate the “why” behind changes, showing the team how these transformations will directly contribute to growth and success.

Sales 221

Sales Prioritization Innovation Sales Training 221

Showpad

NOVEMBER 16, 2021

We’re about a $3 billion organization with six business units. We very rarely sell directly to a customer, so we have a critical need for education, streamlined communications, and tools that can be given to people that aren’t our direct employees. We go to market in very diverse ways. We aren’t quite there yet. .

Digital Transformation 98

Digital Transformation Digitalization Marketing Sales Environment 98

Showpad

DECEMBER 5, 2021

We know a lot about mental health and how to communicate this to employers: the drivers, adequate treatment, delivering care, and so on. How do you set up a sales enablement organization for success in today’s digital world? .

Digitalization 98

Digitalization B2B Sales Customer Value 98

Hubspot Sales

JUNE 30, 2020

Sales-marketing alignment is a hot topic for most sales and marketing organizations and has been since the beginning of business. Here on the HubSpot blog, we’ve published several posts outlining ways sales and marketing organizations can work better together. Customer Lifetime Value. Do you notice anything missing there?

B2B 141

B2B Publishing Organization Communication 141

Mike Kunkle

FEBRUARY 5, 2023

And as I just mentioned, on the far left side of a “disorganized/organized” sliding scale, there are cases where it’s absolute chaos and rife with infighting. Even on the far right, with disciplined workflows, it’s not easy, and often harder if an RFP or RFI process doesn’t allow open communication.

B2B 231

B2B Sales Decision-making Negotiation 231

Mike Kunkle

APRIL 8, 2023

Both Buyer 1 and Buyer 2 may be Influencers, but Buyer 2 may have much more clout in the organization. Also, keep in mind that there is a sliding scale for these aspects. It’s rarely cut and dried or black and white. Mike Follow my work and connect The Building Blocks of Sales Enablement Book: [link] Building Blocks, Close Up!

B2B 243

B2B Sales Decision-making Stakeholders 243

Hubspot Sales

OCTOBER 9, 2019

In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% In this blog by Michael Pici, a vice president of business operations at HubSpot, he recommends roleplay exercises include: Dealing with extreme situations. Plus, it can increase your sales.

Sales Training 144

Sales Training Sales Decision-making Communication 144

SuperOffice

JULY 5, 2022

Communicate in the right channel. The strategies differ depending on who you want to communicate with. Communicate with both groups. Now you know who you want to communicate with, the next step is to execute on a marketing strategy that’s relevant to them. Communicate in the right B2B marketing channels.

B2B 129

B2B Marketing Acquisition Media 129

Nutshell

JUNE 18, 2024

A brainstorming tool provides individuals or teams with an easy way to collect and organize their thoughts during a brainstorming session. The B2B Marketer’s Toolkit collects 120+ of the best lead generation tips ever published on the Nutshell blog. It also includes access to community-made templates and several app integrations.

Brainstorming 71

Brainstorming Organization Software Software 71

Showpad

JANUARY 8, 2021

For some organizations this wasn’t really new, apart from the fact that it was the only way to interact with prospects and customers. Whether we like it or not, the digital transformation is progressing in a fast-pacing manner, and many organizations around the globe prepare themselves for a digital and remote 2021.

Virtual Selling 144

Virtual Selling Finance Digitalization Digital Transformation 144

Showpad

JULY 21, 2020

Welcome to the third post of this blog series for executives. In this edition, I’ll be discussing why you as an executive in a sales, marketing or CX leadership role play a mission-critical part when it comes to making sales enablement successful in your organization. . But it will pay off significantly, as you can see here.

Management 139

Management Leadership CRM Sales 139

Account Manager Tips

NOVEMBER 16, 2022

So here are some ideas to help you improve the quality and efficiency of your client communications. And tools like Zapier and Power Automate can connect separate applications to automate your communication processes and workflow. Share the load You don't have to be the only one in your organization communicating with key stakeholders.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

Hubspot Sales

JULY 7, 2021

When it comes to sales deals, there's always a variety of moving parts such as deal tracking, prioritization, organization, analysis, and more. This is where deal management comes into play — the process by which you can simplify and organize different aspects of your sales deals to improve efficiency, performance, and conversions.

Management 128

Management Artificial Intelligence Prioritization Software 128

Nutshell

OCTOBER 19, 2020

B2B marketers rely on SEO , or search engine optimization, to generate high quality leads at very low cost through organic search. For example, on any Nutshell blog page you’ll see a START FREE TRIAL button in the top right corner of the page, a “Ready to try Nutshell for free?” Update Your Blog Posts Consistently. Jonathan L.

Publishing 133

Publishing B2B Small Business Manufacturing 133

Hubspot Sales

JUNE 5, 2020

Digital selling is different, and understanding the difference is critical to every organization that wants to maximize their selling efforts. Digital marketing is a powerful practice that enables businesses to get in front of the right people at the right time and improve the possibility that those people will choose their organization.

Digitalization 139

Digitalization Marketing Media Sales 139

Hubspot Sales

SEPTEMBER 6, 2024

After our own chatbot implementation, we conducted a quick evaluation and found the total time saved amounted to an entire full-time equivalent (FTE) — I think this is a very positive result that would be even more profound in larger organizations or those with high-traffic web properties.

Sales 107

Sales Negotiation Prioritization Communication 107

Customer Think

AUGUST 8, 2024

In the dynamic landscape of remote work, IT teams face unique challenges that require specialized tools to maintain productivity, security, and seamless communication. Here, we outline the five essential tools that every IT team in a remote organization should use to optimize their workflow and ensure operational efficiency.

Organization 59

Organization Remote Working Communication 59

Nutshell

JULY 16, 2021

A typical sales organization has glass walls around each department, allowing each to gain insight, but not always allowing for communication or collaboration. A winning organization knocks those walls down completely—with CRM as the wrecking ball. Collaborative CRMs let you tactically manage your communications.

CRM 118

CRM Communication Marketing Organization 118

Red Star Kim

AUGUST 11, 2022

Terms and definitions are listed, including change management: “ The practice of applying a structured approach to the transition of an organization from a current state to a future state to achieve expected benefits”. Assess organization culture(s) related to the change. Executive communication plan. Key concepts.

Management 130

Management Stakeholders Digital Transformation e-Learning 130

Hubspot Sales

NOVEMBER 28, 2021

Once you're there, you need to find a tool that will help you stay organized and on-task. It can see the blogs they read, the emails they opened, the pages on the website where they lingered. This tool improves communication and allows the handoff to be streamlined and efficient. A Refresher on CRMs. Hard Numbers.

CRM 139

CRM Communication Decision-making Profitability 139

Nutshell

APRIL 26, 2023

This type of CRM keeps everyone on the same page by providing access to shared tasks, communication logs, customer data, and more. Using a CRM in marketing allows your marketing team to automate communication, organize their efforts, track and nurture leads, and gain insight into their campaigns through reporting.

Marketing 171

Marketing CRM e-Learning Software 171

Hubspot Sales

JUNE 2, 2022

So all of this begs the question: What can your organization do to address the ramifications of your employees' poor sleep? One way or another, your organization should ensure your employees have the space and information necessary to practice healthy, productive sleep habits. Leverage a mobile CRM to support your broader CRM adoption.

CRM 130

CRM Publishing Facilitation Management 130

Customer Think

DECEMBER 22, 2021

It’s in vogue with every kind of organization, from businesses to non-profits. That’s because emails have an ability to instantly communicate with a targeted audience. Source: Freepik Email marketing is widespread. For brands and companies, this can create awareness and sales, but only if you follow a strategy.

Profitability 132

Profitability Communication Marketing Organization 132

Hubspot Sales

AUGUST 24, 2020

Well, this article will provide some insight into the nature of the concept and some specific digital sales practices your organization should at least consider employing. You can also directly communicate with prospects by answering their questions in comment sections and connecting with them after.

Digitalization 141

Digitalization Media Sales Digital Transformation 141

Apptivo

NOVEMBER 17, 2021

Then, this blog is a must-read for you and your organization. This blog walks you through the evolution of Apptivo and how Apptivo CRM solutions have the potential to bring a huge difference to your business. The customer service is exceptional and it includes phone calls, chat, and email communications. Wondering why?

CRM 98

CRM Software Software Communication 98