Strategic Account Management Association
AUGUST 24, 2021
This blog post is based on a keynote presentation from the 2021 SAMA Annual Conference. The session was moderated by Jim Ford, Chief Commercial Officer, Solecta and SAMA Chairman of the Board. Panelists’ remarks have been paraphrased for this blog post. . The future is now. After 14 months of chaos, now is the time for SAMs to learn from the past and prepare for the future.
Customer Think
AUGUST 24, 2021
The pandemic might’ve expedited the process, but the future of B2B sales has always been virtual. Now that we’ve settled into the age of video conferences and Zoom meetings, the next step is figuring out how to successfully sell virtually. The good news is that if you’re an effective seller in person, you’ll probably be […].
SBI Growth
AUGUST 24, 2021
An effective go-to-market model has three primary benefits for a company. First, it supports a more efficient motion that minimizes your cost of new customer acquisition. Second, it enables your commercial team to capture greater wallet share from existing customers and grow their lifetime value. And third, it helps manage the expense-to-revenue (E:R) ratio of the business and ensure spend per segment is optimized.
Sales Readiness Group
AUGUST 24, 2021
Inevitably at some point during a sales call, the customer will ask, “Who else have you done this for?” What they’re really asking is why they should believe or trust you. This is why it’s essential that early in the sales process, you establish credibility.
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.
The Center for Sales Strategy
AUGUST 24, 2021
The prospecting challenge is real. Sellers face it every day when making the choice to go after prospects that appear to be low-hanging fruit or quick sales — or pursue prospects with greater spending potential that will take longer to close.
Nimble Business Success
AUGUST 24, 2021
Don’t sweat it if you missed our webinar featuring Wes Schaeffer— we’ve got you covered! In this Webinar Replay, we’ll be going over Wes Schaeffer’s military secrets that you can apply to grow your sales. Nimble CEO Jon Ferrara was inspired by Wes’s willingness to speak the truth and his ability to deliver knowledge to […]. The post Improvise, Adapt, and Overcome: Sales Growth Tips from an Air Force Vet appeared first on Nimble Blog.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
SBI Growth
AUGUST 24, 2021
An effective go-to-market model has three primary benefits for a company. First, it supports a more efficient motion that minimizes your cost of new customer acquisition. Second, it enables your commercial team to capture greater wallet share from existing customers.
Customer Think
AUGUST 24, 2021
The modern digital marketing landscape solely relies on personalization, and businesses need to understand their consumers before approaching them. Gone are the days when buyer personas and customer pain points were the only aspects required by marketers to design a winning marketing strategy; personalization plays a crucial role today. A 2020 survey revealed that 78% […].
ClearPoint Strategy
AUGUST 24, 2021
Key performance indicators (KPIs) play a role in nearly every organization. Any successful company wants to be able to meet their organizational objectives successfully—but that can be easier said than done. Not only do you have to select the KPIs that are appropriate for your industry (i.e., municipal KPIs aren’t going to work in the financial sector), you also have to figure out how to report on them appropriately and accurately.
Account Management Skills
AUGUST 24, 2021
? ?. Welcome to Episode 44. In this episode, I talk to Alex Raymond from Kapta about everything to do with account management processes. Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships. Kapta is a key account management platform.
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
Kainexus
AUGUST 24, 2021
One of the most critical responsibilities of leadership teams in organizations of all types and sizes is to set the strategic direction and develop an executable plan to achieve the most important key performance indicators. Unfortunately, until recently, the data used to drive strategy execution was limited to lagging indicators like financial performance and customer satisfaction ratings.
Customer Think
AUGUST 24, 2021
When you conceive the idea of a business, the first thing that comes to mind is profitability and success, no matter what your venture idea is or what you plan your business model to be like. Very seldom do business owners or leaders start off with a large team with all the members of the […].
Crank Wheel
AUGUST 24, 2021
Getting customers to contact you on their own is every entrepreneur’s dream, but it doesn’t just happen overnight. There are certain steps you need to take to fine-tune your inbound sales process for success.
FinListics Solutions
AUGUST 24, 2021
When we talk to salespeople about finance, we like to start the conversation with the question “How many of you took finance in school?”.
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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.
Customer Think
AUGUST 24, 2021
Marketing Week published an article earlier this month that is sure to provoke a strong response from proponents of account-based marketing. In "Account-based madness: The new craze in B2B," authors Jon Lombardo and Peter Weinberg fire a broads.
Zendesk
AUGUST 24, 2021
Enterprise sales is like running a marathon. Your focus isn’t on short-term wins—you’re playing the long game. And just like a marathon results in big physical and mental gains, enterprise sales results in significant revenue and increased opportunities for your business. That being said, you wouldn’t run a marathon without training first. You shouldn’t jump into enterprise sales unprepared, either.
Customer Think
AUGUST 24, 2021
Does your business currently serve customers in more than one language? Do you hope to expand into more countries in the coming years? Have you ever faced difficulty trying to overcome language and cultural barriers when tapping into new markets? If you answered “yes” to any of these questions, it’s time to start thinking about […].
Revegy
AUGUST 24, 2021
These days buyers are more informed than ever. According to Gartner, B2B buyers do so much research upfront that when they are considering a purchase‚ they spend only 17% of that time meeting with potential suppliers. When buyers are comparing multiple suppliers‚ the amount of time spent with anyone sales rep maybe only 5% or […]. The post [eBook] A Buyer’s Guide for Account-Based Sales Solutions appeared first on Revegy, Inc.
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.
Customer Think
AUGUST 24, 2021
Enterprise businesses across all industries have one thing in common: connection. No business today exists in isolation. Every organization works with dozens, if not hundreds, of vendors and an even larger number of customers. In this interconnected world, one business’s output is another’s input, creating an endless stream of value across entire industries and ecosystems. […].
SOAR Performance Group
AUGUST 24, 2021
Chapters in Atlanta, Chicago and Houston will host 1 meeting each; Meeting topics focus on buyer engagement and leading sales teams during uncertain times Atlanta, GA & Chicago, IL & […]. The post Sales Leadership Community Announces Fall 2021 Virtual Meeting Dates appeared first on SOAR Performance Group.
Customer Think
AUGUST 24, 2021
I recently received a delivery of a weightlifting system by a local fitness equipment company. I met the delivery truck in my driveway and gave the foreman a quick orientation about the best door to use, location of the weight room containing the old.
QYMATIX
AUGUST 24, 2021
Artificial intelligence is taking over more and more tasks in companies. But what if they make a mistake? Who can be held responsible for it? We explain how autonomy and responsibility are related and what this means for you and your company when implementing AI. It is the year 2030 and Maria is sitting in her autonomously driving vehicle on her way to work, as she does every day.
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.
Customer Think
AUGUST 24, 2021
Quizzes aren’t the first thing you might consider when you’re trying to tackle serious topics like conversions and engagement. However, for eCommerce stores looking to improve the customer experience, a quick quiz can provide a wealth of useful information, as well as encouraging visitors to make a purchase. The usefulness of these quizzes primarily comes […].
SmartKarrot
AUGUST 24, 2021
Role: VP Customer Success Location: Remote, United States Organization: SocialChorus As a VP of Customer Success, you will create a vision and strategic plan for leading Customer Success teams with delivering a scalable best-in-class customer journey for the 500+ global customers that maximizes revenue and retention. Define the various stages of the customer journey and lead the Customer Success teams to ensure the customers achieve the best experience possible within each stage.
Customer Think
AUGUST 24, 2021
It can be challenging to find the right staff for your startup. It’s even more difficult to find customer centric talent for a fledgling business. Many young professionals are more focused on developing skills needed to acquire new customers rather than nurturing current ones for cross-sell and up-sell opportunities, but these are the most likely […].
SmartKarrot
AUGUST 24, 2021
Let’s face it. Your customers get you your bread and butter. You might have an awesome product, you may have industry leaders from the top B-schools of the town, and you might have great employees too – but all of that simmers into nothingness if you haven’t learned the art of effective communication yet. If you wish to ensure the best for customer success, you must hone up your communication skills.
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.
Customer Think
AUGUST 24, 2021
AI-enabled features leverage wide array of customer data to ensure that every support and service interaction is personalized and empathetic to drive loyalty and increase satisfaction.
Zendesk
AUGUST 24, 2021
It’s a common myth that B2B companies aren’t as focused on customer service as their B2C counterparts. According to an Accenture report , over 90 percent of B2B leaders believe that providing a great customer experience is the key to reaching their company’s goals. Focusing on the customer experience is especially critical for B2B companies. They typically have fewer customers than B2C companies, making it imperative that none of them slip through the cracks.
Customer Think
AUGUST 24, 2021
Combination Expands and Deepens Serviceaide’s Capabilities as a Leading Provider of Modern Enterprise-Ready Service and Support Solutions.
Zendesk
AUGUST 24, 2021
It’s a common myth that B2B companies aren’t as focused on customer service as their B2C counterparts. According to an Accenture report , over 90 percent of B2B leaders believe that providing a great customer experience is the key to reaching their company’s goals. Focusing on the customer experience is especially critical for B2B companies. They typically have fewer customers than B2C companies, making it imperative that none of them slip through the cracks.
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.
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