Strategic Account Management Association

JUNE 30, 2021

An interview with Michael Thomas by Harvey Dunham, Managing Director of Business Development at SAMA. Michael Thomas is the founder of Magnetic Services. He also spent years as a managing consultant for Microsoft’s global consulting organization. This interview is based on a recent SAMA podcast. Join us for a Next Practice Symposium on September 15 when Michael Thomas will be speaking more on this topic.

Digitalization 520

Digitalization Organization Account Management Management 520

Customer Think

JUNE 30, 2021

Web design is a variable that changes as fast, if not faster than we can get our latest creation published! In just the past twelve months, digital adoption has expanded five to ten times faster than was expected, thanks to the pandemic and lockdowns. This, together with the increased economic uncertainty and loss of predictability, […].

Publishing 137

Publishing Digitalization Marketing 137

Help Scout

JUNE 30, 2021

It’s still yesterday for you. Statistically speaking, you (like most of my Help Scout colleagues) are probably somewhere in the Northern Hemisphere. Meanwhile, I cling to the bottom of the planet in Australia, probably in your tomorrow. That separation is about more than weather and the relative deadliness of the local wildlife. Remote vs. really remote.

Remote Working 134

Remote Working Meetings Communication Decision-making 134

Sales Readiness Group

JUNE 30, 2021

Most companies don’t go through the process of hiring a sales training partner very often. When they do, they’re often looking to be educated about the selection process – or, in a worst-case scenario, influenced toward an ineffective solution by an unscrupulous vendor.

Sales Training 118

Sales Training Sales Sales Management Management 118

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.

Customer Think

JUNE 30, 2021

Ever since there was competition, businesses of all sizes have always known that the key to staying relevant in the market is understanding their customers’ needs. Whether that was achieved through good old chitchat in the store around the corner, or through an elaborate research project in the Customer Experience department using the latest messaging […].

Customer Experience 101

Customer Experience Marketing 101

Vantage Partners

JUNE 30, 2021

Partner Marketplaces have become a popular route to growth and success, but 38% of respondents to a recent poll report they are skeptical and have yet to experience a partner marketplace that has generated value for their company. Diagnosing this gap, identifying the right customer engagement strategy and ensuring a tailored approach by sales representatives based on the structure of the marketplace and the specific products being sold is key to success.

Marketing 83

Marketing Sales 83

Hubspot Sales

JUNE 30, 2021

No two sales reps are the same. They all have their share of strengths and shortcomings — qualities that ultimately shape how they sell. Similarly, every prospect has their own interests and needs, informing the nature of how they like to be sold to. In many cases, those " how's " between reps and prospects can align — naturally making for smoother, more amicable sales efforts.

Advertising 98

Advertising Publishing Software Software 98

Customer Think

JUNE 30, 2021

Starting a new blog sounds fun and exciting. But when it comes to managing it to grow and make money out of it, you might be intimidated. But that’s okay. As a blogger, there’s always a lot on your plate, especially if you’re working solo. From setting up the blog, working on its technicalities, creating […].

Management 96

Management Digitalization Marketing 96

Sandler Training

JUNE 30, 2021

Mike Montague interviews Mark Herschberg, author of Career Toolkit: Essential Skills for Success That No One Taught You, on How to Succeed at Creating a Toolkit. The post How to Succeed at Creating a Career Toolkit [PODCAST] appeared first on Sandler Training.

Negotiation 94

Negotiation 94

Customer Think

JUNE 30, 2021

The average person sends 15 texts per day, and 90% report that they read incoming texts within three minutes. Text is the channel many people — especially younger consumers — use most often to communicate with friends and family. And text can be a great way for insurers to communicate with customers and build relationships. […].

Insurance 95

Insurance Communication 95

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

B2B

Force Management

JUNE 30, 2021

How have you created value for your sales team this year? In our most recent podcasts, we discuss ways you can support your people and coach your entire team to success. As a sales leader, finding the time to fix execution gaps that you know exist, while in the flurry to hit your number is a common challenge. These episodes give you easy ways to enable your sales reps, support your managers and evaluate your own leadership skill set.

Leadership 87

Leadership Management Sales 87

Customer Think

JUNE 30, 2021

If you administrate an eCommerce site, you’ll be aware that offering a range of quality products is only half the battle. As well as having to provide a good product, online stores must create a seamless user experience if they’re to succeed in converting visitors into customers. Seamless in this case means without unnecessary hurdles […].

eCommerce 80

eCommerce Customer Experience Digitalization Marketing 80

Kainexus

JUNE 30, 2021

Finding the best software for any purpose isn’t easy. You need to think about the technical environment, user experience, capabilities, implementation, and support provided. Choosing project management software comes with its own unique challenges. There are hundreds of applications available that help track tasks. Some are free and to use, while others are expensive and complex.

Software 78

Software Software Management Organization 78

Customer Think

JUNE 30, 2021

Duplication of tasks, broken customer promises, over-promises, mis (or no) management of expectations, customer issues passed around, dropped without clear ownership, blaming other departments, hiding away from the customer when things go wrong, inefficient and complex processes and inconsistent customer experiences — recognise any of these? Why do these things happen in some companies and […].

Customer Experience 80

Customer Experience Management Leadership 80

Advertisement

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.

Meetings

Xant

JUNE 30, 2021

Silicon Slopes, Utah, June 15, 2021—XANT, the leading enterprise Sales Engagement Platform has announced an ongoing strategic partnership agreement with EXL, a leading operations management and analytics company. The partnership enables EXL to leverage XANT’s Playbooks solution and XANT Intelligence on prospects and customers to create and take to market an AI-driven lead qualification and inside sales solution to their customers.

Transportation 81

Transportation Logistics Digital Transformation Insurance 81

Crank Wheel

JUNE 30, 2021

Do you fully understand buyer intent, and how to make the most of that throughout the sales funnel?

Sales 97

Sales 97

The Center for Sales Strategy

JUNE 30, 2021

To establish the foundation for sustainable business growth, a solid sales structure must be built layer by layer. People, resources, and processes must align and work together to produce the best results for your organization. Is your current sales structure designed for the results you want? In Episode 26, Mike Paterson, President / General Manager at Mid-West Family Illinois, discusses how sales leaders can make an IMPACT on their sales process through sales structure.

Sales 62

Sales Business Growth Organization Management 62

Customer Think

JUNE 30, 2021

Businesses around the globe with an active presence in the online medium rely on websites. This has created a tremendous demand for developing websites for a host of businesses. To cater to this demand, web developers rely on two major tools; WordPress or website builders. Among these two options, WordPress is used to create more […].

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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.

Marketing

Sandler Training

JUNE 30, 2021

Mike Montague interviews John Rulin, author of Giftology: The art and science of using gifts to cut through the noise, increase referrals, and strengthen retention, on How to Succeed at Giftology. The post How to Succeed at Giftology [PODCAST] appeared first on Sandler Training.

Sales 64

Sales 64

Customer Think

JUNE 30, 2021

The need for test automation framework has brewed up in the minds of many software testers. Stakeholders now understand that implementing an automation framework is one of the key factors to the success of software automation projects. From improved test efficiency to minimal manual intervention, the benefits of test automation frameworks are many. Let us […].

Stakeholders 65

Stakeholders Software Software 65

Zendesk

JUNE 30, 2021

Making sales calls is undoubtedly challenging, especially as consumer behaviors and expectations continue to evolve. The Zendesk Sales Trends Report 2021 revealed that customers are now better informed about products and services during the buying process. They also expect salespeople to understand their unique needs, goals, and pain points fully—generic pitches won’t cut it anymore.

Sales 59

Sales Decision-making CRM Prioritization 59

Customer Think

JUNE 30, 2021

The Age of Contact Center Transformation Like many industries these days, contact centers are at a crossroads. On the one hand, every business needs to save money and customer service is generally the first on the chopping block. On the other hand, call volumes are at peak levels. A January 2021 survey found that 65% […].

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Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

Sales

Freshworks

JUNE 30, 2021

There is a push to automate everything, but is this the best way forward? The financial case for automation in customer service to lower your costs is clear but this shouldn’t be the only consideration. You also need to assess the impact that a service or helpdesk automation will have on your business, your employees and your customers. If done without putting the customer first, your automation in customer service might be perceived as impersonal.

Customer Experience 55

Customer Experience Customer Value Software Software 55

CoSell

JUNE 30, 2021

We’re all looking to get the most out of our co-selling partnerships. To give you a head start, we interviewed 6 top sales leaders. Here, we’re sharing their insights and offering answers to frequently asked questions about how to super-charge your co-selling partnerships. These insights will give you a competitive edge about being human-centered. They shine light on the vital importance of being authentic, genuine, and focused on adding value.

Communication 52

Communication Publishing Prioritization Profitability 52

Zendesk

JUNE 30, 2021

There’s no getting around it—money matters to employees. According to research by TINYpulse, 43 percent of workers would leave their jobs for a 10 percent salary increase. Salespeople are no different. When My Indo Airlines reduced commissions for its sales team, agents became discouraged by the change, and sales decreased across the board. A sales commission involves giving agents a percentage of every new sale they make.

Profitability 52

Profitability Insurance Sales Financial Services 52

Strategic Planning and Management Insights

JUNE 30, 2021

Andrew Freedman is the Managing Partner of SHIFT Consulting, where he helps leaders think differently about employee engagement and performance. Since the dawn of his career, Andrew's aim has been to help and teams get better in one way or another. He's also an Affiliate Professor of Strategy & Leadership at the University of Baltimore, and he's got a new book out called Thrive: The Leader's Guide to Building a High-Performance Culture.

Management 52

Management Leadership 52

Advertiser: ZoomInfo

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

Marketing

Customer Think

JUNE 30, 2021

Helps retailers and brands increase conversions, accelerate checkout and improve onboarding to meet growing consumer demand for on-time delivery as eCommerce surges.

eCommerce 52

eCommerce Retail Onboarding Meetings 52

Xant

JUNE 30, 2021

Silicon Slopes, Utah, June 15, 2021—XANT, the leading enterprise Sales Engagement Platform has announced an ongoing strategic partnership agreement with EXL, a leading operations management and analytics company. The partnership enables EXL to leverage XANT’s Playbooks solution and XANT Intelligence on prospects and customers to create and take to market an AI-driven lead qualification and inside sales solution to their customers.

Transportation 40

Transportation Logistics Digital Transformation Insurance 40

SmartKarrot

JUNE 30, 2021

What is product adoption and why is it important? This product adoption FAQ will answer some of the core questions around the concept. This FAQ will ensure product adoption is easy to understand and implement in any organization. Let us start with the frequently asked questions around Product adoption. Frequently Asked Questions: What is Product Adoption?

Onboarding 10

Onboarding Customer Success Media Software 10

Apptivo

JUNE 30, 2021

Looking for the best project management software to manage your projects? When you own a business, project management automatically becomes an important arm of your company. Your project management process can either make or break your company. Companies implement suitable methods like Waterfall and Agile methodologies to plan and develop their projects.

Management 93

Management Software Software Investors 93

What if there was a better method of changing the conversation with your customer from delivering pricing to delivering value solutions? A method that would help keep you in control, manage the uncertainty, and close larger deals more quickly for you and your company? There is.

Negotiation