Strategic Account Management Association

JUNE 14, 2021

By Danielle Matteson, Vice President, Strategic Accounts Program, AVI-SPL. AVI-SPL is a digital enablement solutions provider that serves 86 percent of the Fortune 100. It designs, integrates, manages ad supports on-site and cloud-based communications and collaboration technologies for organizations around the globe. AVI-SPL was the recipient of the 2021 SAMA Excellence Award for “Outstanding Mature SAM Program.”.

Global Accounts 520

Global Accounts Account Management Management Brainstorming 520

The Center for Sales Strategy

JUNE 14, 2021

Have you ever thought about how the 10,000 foot view from an airplane is often more interesting and illuminating than the proverbial 30,000 foot view? This is true when looking at a sales organization as well. The 30,000-ft. view that you tend to take with something like a SWOT analysis or other strategic exercises is good, but the 10,000-ft. view might be more appropriate.

Sales 120

Sales Organization 120

Sales Readiness Group

JUNE 14, 2021

With in-person, instructor-led training off the table for over a year, companies had to innovate and leverage technology to deliver sales training to their remote sales teams. Initially, the onset of the COVID pandemic sidelined most training initiatives. However, companies quickly realized that sales training was an even higher priority since it was suddenly more difficult to connect with customers, and sales reps were limited to remote selling.

Sales Training 118

Sales Training Innovation Sales 118

Apptivo

JUNE 14, 2021

Before signing up your company for any CRM software and leveraging its powerful customer relationship management feature, the firsthand question that you have to ask yourself is, “ Why do I need a CRM Software? ” Yes, the question ‘ Why ’ simplifies your CRM selection process, and you will end up choosing the right CRM solutions for your business. Though it is frustrating to go through numerous product sites and review sites to identify the best online CRM, we have made your task easier by listi

CRM 98

CRM Retail Software Software 98

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.

Insightly

JUNE 14, 2021

Customers expect excellent service every time that they interact with your company. And, although specific teams may deal with complaints, technical issues, and general troubleshooting, customer service (CS) is the responsibility of everyone within an organization—from sales to support to marketing and even accounts receivable. Companies small and large are looking for innovative ways to elevate and streamline customer service.

Customer Experience 98

Customer Experience Stakeholders Innovation Organization 98

Hubspot Sales

JUNE 14, 2021

Cold outreach, by nature, tends to be awkward and exhausting. Almost no one wants to hear from some business they've never heard of, and hardly anyone wants to try to convince a frustrated prospect to stay on the line. But sometimes, a prospect is willing to take some of the strain off that process by explicitly demonstrating interest in a company before its sales team reaches out.

Advertising 83

Advertising Publishing Sales Marketing 83

Drift

JUNE 14, 2021

Account-based selling is how B2B sales teams allocate resources towards top accounts, while still connecting with as many quality prospects as possible. You want a balance between giving top-tier accounts extra attention, while still putting enough muscle behind one-to-many campaigns as well. To strike this balance, you need to measure every touchpoint, so you can figure out the ROI of both your.

B2B 62

B2B Sales Sales Leadership Leadership 62

Strategic Planning and Management Insights

JUNE 14, 2021

Today I'm going to share with you what the mission is and why it's important, as it relates to your organization and your strategic plan. My name is Anthony Taylor, I'm the managing partner at SME Strategy. We help organizations create and implement their strategic plans. At the heart of that is a mission or a mission statement, and I'm going to explain what it is and why it's important, in five slides - let's go.

Organization 52

Organization Management 52

ACT

JUNE 14, 2021

Remember when companies used to think remote working was impossible, and team collaboration could only happen in face-to-face meetings? How times have changed. Last year, while the coronavirus pandemic unleashed a wave of unprecedented challenges, especially for small businesses, it also forced companies to adapt in ways they never thought possible.

Remote Working 52

Remote Working Small Business Management Internet 52

Zendesk

JUNE 14, 2021

The retail industry is no stranger to disruption, but consumer preferences and shopping patterns have shifted dramatically in 2020 due to the global pandemic. Not only have the types of goods purchased changed, but consumers have also rapidly adapted to a digital-first environment, where fast and seamless e-commerce experiences occur almost entirely online.

Retail 52

Retail e-Learning Small Business Prioritization 52

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

Sales Outcomes

JUNE 14, 2021

7 Steps to Enable Sales to Convert More Leads: Establish Lead Management Process Stages in the Lead Object. Automate Lead Management Process Stages. Add Lead Management Training to the new hire onboarding process. Configure the seller’s Salesforce homepage to show new and open leads. Configure the sales leader’s Salesforce homepage to show unattended leads.

Sales 52

Sales Onboarding CRM Marketing 52

Insightly

JUNE 14, 2021

You’re getting ready to launch a new product or program. Your mind is racing. You’ve got the green light to start your marketing plan. There’s a thousand options: social campaign, paid ads, a video series, PR campaign, ad spend, and more. Before you draft a marketing plan, do a competitive marketing analysis—a research initiative that will give you insight into how similar products are being marketed and help you to identify the best opportunities for your launch. .

Investors 52

Investors Value Proposition Media Digitalization 52

CMOE

JUNE 14, 2021

In a recent study, only 14 percent of employees strongly agreed that performance reviews motivate them to improve. Though annual performance reviews can offer good insight, these meetings often occur too late to inspire any behavioral improvements. This study also revealed that 79 percent of millennials would like their managers to be coaches or mentors.

Performance Review 59

Performance Review Meetings Construction Leadership 59

Farland Group

JUNE 14, 2021

We are often asked by clients if they should include prospective customers in their recruiting and outreach to participate in their executive engagement programs. The answer is a resounding “it depends.”. And while this sounds like waffling, it does matter what the program is and what you are trying to achieve when determining whether prospects should be added to the mix.

Stakeholders 40

Stakeholders Marketing Sales 40

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

SmartKarrot

JUNE 14, 2021

Role: Director of Customer Success Location: Tampa, FL, US Organization: Vector Solutions As a Director of Customer Success, you will drive the service strategy and accountable for performance and customer satisfaction. Develop and implement effective strategies for ensuring client engagement and adoption. Manage enhancement requests and work with the technical team to implement changes.

Customer Success 10

Customer Success Finance Investors Client Onboarding 10

Showpad

JUNE 14, 2021

With a restarting economy, many B2B go-to-market teams are at risk of being left behind as competitors lean in strongly to digitally transformative selling and buying strategies. Part of the reason is that buyers have also changed. They are more informed than ever and have higher expectations of sales interactions; returning to the old normal is not an option.

Meetings 59

Meetings B2C Stakeholders B2B 59

Nutshell

JUNE 14, 2021

Tactful qualifying questions can save you the hassle of potentially going through the entire pipeline with a non-starter. It doesn’t matter how good a salesperson you are, you can’t convert every single lead that comes your way—mostly because a handful of your leads won’t be a good fit for the products or services you sell. This is why sales qualifying questions are so important.

Sales 83

Sales Decision-making Negotiation Prioritization 83

Zendesk

JUNE 14, 2021

Companies are increasingly trying to promote customer experience into a key selling point. And for good reason—the Zendesk Customer Experience Trends Report 2021 found that 75 percent of customers will pay a premium to buy from brands that provide a great customer experience. Exceptional customer experiences require exceptional customer experience design.

Customer Experience 52

Customer Experience Transportation eCommerce Publishing 52

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

SmartKarrot

JUNE 14, 2021

Businesses hold no value when you wrap up with a one-time deal. You want to make customers for life. Strive to develop a relationship with a customer that is more than just a couple of transactions. Hold on to the loyal ones to face and surpass the greater competitive markets. When you think of the term, ‘customers for life’, and then do your transactions, you automatically see a voluminous surge in your sales report.

Customer Success 17

Customer Success Negotiation Profitability B2B 17

ACT

JUNE 14, 2021

Successful sales people don’t just talk prospects into buying ; relying solely on their spontaneity and colloquial eloquence. They have a proven methodology of pursuing, nurturing, and converting leads, that they use every single time. The modern-day customer is very well-informed, so winging it just doesn’t cut it anymore. You need to understand how your target market thinks and use relevant sales techniques accordingly.

Decision-making 52

Decision-making Brainstorming Sales CRM 52