The SAMA Podcast
MAY 2, 2023
Strategic accounts represent a market of one — in and of themselves — with a wealth of opportunity far beyond what most account teams realize. But how can strategic sellers unlock this door, and step into a world of co-discovery with their most essential customers? Dave Irwin, Founder & CEO of Polaris I/O joins SAMA President & CEO Denise Freier.
Red Star Kim
MAY 2, 2023
Following my past research (some of which was published in my 2020 book Essential soft skills for lawyers (kimtasso.com) ) I keep an eye out for the latest information relating to the soft skills (particularly leadership skills) most in demand and how these relate to the professional services sector. So here is a research update on the most in-demand soft and social skills.
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The Center for Sales Strategy
MAY 2, 2023
Have you ever experienced having to answer the same questions twice during a doctor's appointment? It’s frustrating, but it can also make us reflect on the questions we ask our prospects. Are we asking the right questions to make us think deeper if it were our own business? Even the most experienced salesperson can overlook the importance of being highly prepared for the initial needs analysis.
Customer Think
MAY 2, 2023
An arms race is raging in the AI industry — every organization is frantically investing in or investigating how the large language models (LLMs) that powers Generative AI can be applied to the enterprise. Generative AI will be on every organization’s digital transformation roadmap.
2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.
Kainexus
MAY 2, 2023
Business transformation strategy is the comprehensive process of changing an organization's core operations, processes, culture, and capabilities to achieve specific goals or outcomes. The strategy aims to restructure an organization's fundamental approach to its business, often in response to new opportunities or challenges. Business transformation involves more than incremental improvements; it requires fundamental changes to an organization's operations, culture, and technology infrastructure
Customer Think
MAY 2, 2023
The outpouring of enthusiasm for ChatGPT, and the flurry of recent AI-related product announcements from tech companies indicate that generative artificial intelligence will soon play a much larger role in marketing. But the specific path forward for.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Customer Think
MAY 2, 2023
Forget 30-roll packages of toilet paper. For two days in mid-April, members of Costco Wholesale could buy a beautiful she shed (or he shed) at a discount of $7,000, and then have it shipped directly to them. Which raises the question: Wow, Costco, what’s Next?
Strategic Planning and Management Insights
MAY 2, 2023
Are you preparing for an upcoming strategy meeting? Discover the benefits of strategic planning facilitation in our comprehensive guide. Whether you're organizing a virtual or in-person meeting and whether you prefer a DIY approach or professional assistance, we've got you covered. If you're seeking a facilitator with a proven process, we invite you to explore our services.
Customer Think
MAY 2, 2023
In today’s hyper-competitive business landscape, understanding and meeting customer expectations has become crucial for success. Customers hold the key to valuable insights that can drive innovation, enhance products and services, and build lasting relationships. Discovering the voice of the customer (VoC) is an essential endeavor for businesses looking to stay ahead.
Maximize Business Marketing
MAY 2, 2023
In any business, you have to find a way to differentiate your business from your competitors. You need to show how your company, people, and products/services are better and more effective than your competitors’ firms. From all my years in B2B, I’ve found that great marketing and sales companies had the three major building blocks important to becoming successful.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
Customer Think
MAY 2, 2023
One of our podcast listeners has a pickle, which, for those unfamiliar with it, is our term for a business problem. Our listener did their research, which gave them projected sales that made them proceed with their product launch. However, the sales.
Envisio
MAY 2, 2023
At Envisio, we believe that your budget reflects your values – especially in local government, where there are too many needs and too few resources to serve them. Where a local government chooses to invest their resources speaks volumes about what matters to them and the communities they serve. Crafting a budget in today’s fast-changing landscape of governance is an exercise fraught with tension and competing priorities, sensibilities, and systems.
Customer Think
MAY 2, 2023
Early this morning I went to my favorite ‘big box’ supermarket, WinCo. If you’re not in one of the 5 states where it operates (Washington, Idaho, Nevada, California, and Oregon), you may not be familiar with it and I’d like to introduce you.
Apptivo
MAY 2, 2023
1. What is an Annual Maintenance Contract? 2. Benefits of Maintenance Contracts 3. How can Apptivo CRM help you manage maintenance agreements and vendors? 4. Summary Think about getting the confidence that the machinery is well-maintained and performing optimally, without having to worry about unexpected breakdowns and pricey repairs. That is the beauty of an annual maintenance contract (AMC), which provides a myriad of benefits that are very applicable in a variety of industries like aerospace,
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
Maximize Business Marketing
MAY 2, 2023
In any business, you have to find a way to differentiate your business from your competitors. You need to show how your company, people, and products/services are better and more effective than your competitors’ firms. From all my years in B2B, I’ve found that great marketing and sales companies had the three major building blocks important to becoming successful.
Strategic Communications
MAY 2, 2023
Every once in a while, I’ll come across a post suggesting that social media is dead. With all of the recent buzz about Twitter—given Elon Musk’s takeover of the company and predictions of doom—I wondered if marketers’ usage of social media is declining. The short answer is no. A longer answer is that while social media still makes up a significant part of most marketers’ communication efforts, how they use it and which channels they use have shifted.
QYMATIX
MAY 2, 2023
What is AI Washing? How bad is it? How can you prove it, and what can companies do about it? “AI Washing” is a company’s marketing effort to advertise that their products or services contain artificial intelligence, even though this is only weakly the case, if at all. “As AI accelerates up the Hype Cycle, many software providers are looking to stake their claim in the biggest gold rush in recent years,” says Jim Hare, research vice president at Gartner. “AI of
Strategic Communications
MAY 2, 2023
“You don’t pay unless we win!” That’s the compelling marketing claim made by a large and very successful law firm. If you’re a consumer thinking about suing someone—an individual or a company—for a loss or injury you’ve received, such a no-risk offer would be compelling indeed. But here’s the thing. It’s the same offer that virtually every plaintiff’s attorney provides.
Advertiser: ZoomInfo
In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
SmartKarrot
MAY 2, 2023
“Your most unhappy customers are your greatest source of learning.” – Bill Gates These words, spoken by the great world leader highlight the importance of understanding customer sentiment, even when the sentiment is negative. Listening to, understanding, and learning from customers, both happy and sad ones, helps businesses make necessary improvements and meet customer needs.
PandaDoc
MAY 2, 2023
What do you think is the most critical component of any successful business? If we had to guess, we’d say a sales mission statement probably wasn’t going to be your first answer. But that might change. A sales mission statement communicates the purpose and values of the sales department and guides decision-making and strategy development. A well-written one provides clarity and focus to your sales team.
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