Strategic Account Management Association

SEPTEMBER 13, 2021

By Dave Duke, Co-Founder and CCO, MetaCX, and Joel Schaafsma, Research General Manager, SAMA. Turning lemons into lemonade. It is one of the most optimistic cliches known to man – and with good reason. The phrase tells us to have a positive mindset and look for the good when faced with a dire, and potentially devastating, turn of events. The pandemic has presented an opportunity to reflect on what matters most in our personal and professional lives.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Software Sales Guru

SEPTEMBER 13, 2021

Selling to Committees All buyers want to have options, and they want a simple way to compare those options. An example is the Mutual Fund industry. Most brokerages have tools that allow buyers to compare funds side-by-side, helping them to make an informed decision. Yet Matthew Morey of New York’s Pace University, found that it was not necessarily the performance metrics that motivated the purchase.

Decision-making 147

Decision-making Software Software Sales 147

EcSell Institute

SEPTEMBER 13, 2021

Tough road loss. Frustrated coach. After the game, outside the team bus, he stands with the other coaches and “talks smack” about his players behind their backs. The players overhear. And just like that, their psychological safety is gone. Coaches can lose the confidence and trust of their players faster than a toupee in a hurricane. And once those crucial coach-player components go away, it’s like running against the wind to get them back.

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Customer Think

SEPTEMBER 13, 2021

Granted, customer engagement has gone through massive changes in recent years. The digital age has propelled brands’ omnichannel presence across phone, chat, self-service, SMS, and so on. But still, one thing remains, customers prefer the phone above all other channels. Why do customers still prefer phone support over any other channel? If we’re in the […].

Digitalization 138

Digitalization 138

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

SEPTEMBER 13, 2021

"4 out of 5 Sales Managers admit appointments, whether in-person or virtual, are more challenging to secure than five years ago.". This nugget of information came from The Center for Sales Strategy 2020 Media Report. My initial response to this new data was.DUH! I'd like to speak with the one manager who thinks getting a first time appointment is "easier" than 5-years ago.

Meetings 106

Meetings Media Sales Management Management 106

Customer Think

SEPTEMBER 13, 2021

Discovery is most often considered a function performed by sales reps. But in this context, it’s more about discovery FOR the sales rep, NOT B2B buyers.One of the problems marketing and sales have as B2B buyers’ roles shift is that they start too late.

B2B 133

B2B Marketing Sales Digitalization 133

Customer Think

SEPTEMBER 13, 2021

Twenty years working in Customer Experience taught me that it’s about a mindset. The mindset leaks out into the organization, recruitment processes, measurement programs and eventually becomes your organization’s culture. The mindset becomes “the way w.

Customer Experience 130

Customer Experience Organization Leadership 130

Planview

SEPTEMBER 13, 2021

We’re just one week away from Planview Accelerate – our largest and most comprehensive customer event in company history. For the last 24 years Planview has hosted this conference to bring our customers together to share their stories, network with their peers, talk with Planview experts and level up their skills across all of Planview’s products. This year, we’re hosting the event on a virtual platform – which means we’re able to share this event with a much larger and more global audience.

Stakeholders 98

Stakeholders Organization Management Customer Success 98

Customer Think

SEPTEMBER 13, 2021

Over the past decade, memory care centers have exploded onto the scene to meet the growing demand for senior care services that specifically address Alzheimer’s disease and dementia. And as they continue to grow, the patient experience becomes more important than ever before. The Troubling Rise of Alzheimer’s and Dementia The number of Americans diagnosed […].

Prioritization 129

Prioritization Meetings Customer Experience 129

FinListics Solutions

SEPTEMBER 13, 2021

Whether it’s an irreplaceable employee quitting, the onset of a recession, customers leaving for a competitor, or any number of other business problems, companies face risk every day.

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97

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

Customer Think

SEPTEMBER 13, 2021

Events are a favorite marketing tactic for many businesses. It’s a good way to simultaneously increase awareness of your business and demonstrate the quality of the products or services you offer. However, the Covid-19 pandemic has caused a general migration of these events – instead of being held in physical spaces, they take place online. […].

Marketing 111

Marketing Digitalization 111

Farland Group

SEPTEMBER 13, 2021

It’s been nearly two years since most of us went all-virtual… all.the.time. As we push forward with customer advisory board meetings , one thing is clear — there is no definitive answer on what a potential hybrid meeting will entail. When is the right time to convene an in-person customer advisory board meeting with 20-25 people from around the globe?

Meetings 80

Meetings 80

Customer Think

SEPTEMBER 13, 2021

Virtual Reality (VR) has been used in video games and movies for years, but now it’s poised to make significant headway into another industry: education. What can it do? How can it help us learn? Virtual Reality provides a way to place students in a learning environment as if they were experiencing it firsthand. There […].

e-Learning 110

e-Learning 110

EcSell Institute

SEPTEMBER 13, 2021

Tough road loss. Frustrated coach. After the game, outside the team bus, he stands with the other coaches and “talks smack” about his players behind their backs. The players overhear. And just like that, their psychological safety is gone. Coaches can lose the confidence and trust of their players faster than a toupee in a hurricane. And once those crucial coach-player components go away, it’s like running against the wind to get them back.

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59

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

Customer Think

SEPTEMBER 13, 2021

Better than NPS? Brand Alignment Score I’ve written previously about how silly things like Net Promotor Score’s ‘Likelihood to Recommend’ question can seem. I think, generally, that comes more f.

Customer Experience 84

Customer Experience 84

ClearPoint Strategy

SEPTEMBER 13, 2021

Coronavirus State and Local Fiscal Recovery Funds (SLFRF) Program Overview. Many state and local governments received funding from the U.S. Treasury as a response to COVID-19. It likely came from the American Rescue Plan Act which was signed into law on March 11, 2021. This act established the Coronavirus State and Local Fiscal Recovery Funds (SLFRF) program to support governments in their ability to respond to the economic and public health impacts of COVID-19.

Government 59

Government Software Software Organization 59

Customer Think

SEPTEMBER 13, 2021

In these trying times, one thing has become clear: the biases we live with restrict our choices. Certainly no one ever wants to harm anyone. And yet, because of the unconscious nature of them, we are too often unaware that we even have them. It’s not our fault, but we must learn to take more […].

Sales 81

Sales 81

Cosawi

SEPTEMBER 13, 2021

Thinking Globally and Acting Local. . . The COE creates the fine balance by driving the corporate shift, aligning the vision and mindset and providing an aligned communication and business process while enabling the local groups to focus on customer intimacy and relevant value. In addition to everything we’ve covered above, the global COE is also responsible for connecting global groups within the company to the local affiliates.

Account Management 52

Account Management Leadership Account Planning Communication 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

Customer Think

SEPTEMBER 13, 2021

Career development is a well talked about topic in today’s workforce and with new structures becoming more popular where there is less middle management separating employees from their bosses. Employees are having to adapt to these new workforces and upskill or reskill to advance in their careers. A big part of being able to adapt […].

Management 75

Management 75

PandaDoc

SEPTEMBER 13, 2021

Non-disclosure agreements (NDAs) have become a standard in business today. In fact, just over one-third of U.S. workers are required to sign an NDA of some kind, according to a recent analysis. These contracts, also known as confidentiality agreements, are written agreements that prohibit parties from sharing information that is confidential. If you’ve got questions on how to create a non-disclosure agreement, we will address them below, offering insider tips along the way so that your NDA

Investors 52

Investors Business Planning Government Negotiation 52

Sales Outcomes

SEPTEMBER 13, 2021

Sales Managers’ Responsibilities Fall into Three Different Areas: . Performance Management. Client Relations. Administrative & Corporate. During the peak of the 2008-2009 financial crisis, many organizations thinned sales manager positions as part of the effort to cut costs. From the perspective of clients and prospects we’ve worked with for the past ten years, the sales leader’s span of control has almost doubled to 10-12 reps.

Sales 52

Sales Account Planning Performance Review Sales Management 52

Strategic Planning and Management Insights

SEPTEMBER 13, 2021

The Prosthetic and Orthotics Association of British Columbia (POABC) has been the provincial association for British Columbia since 1974. The group is made up of those working with patients directly, medical facility owners and those who fabricate the equipment.

Profitability 52

Profitability 52

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

SmartKarrot

SEPTEMBER 13, 2021

Role: Customer Success Director Location: Franklin, TN Organization: Maetz Consulting, LLC As a Customer Success Director, you will spearhead the end-to-end effort to help build a new and thriving Customer Success team from the ground up, one person at a time. Design and implement best practices for building long-term strategic relationships with the customers, partners, and vendors.

Customer Success 18

Customer Success Onboarding Prioritization Stakeholders 18

Zendesk

SEPTEMBER 13, 2021

. . . When a customer has an issue, all they want to do is solve it—quickly. In fact, 73 percent of customers say that speedy resolutions sit at the very top of their priority list. This should have companies paying attention. Why? Good support experiences have become critical drivers of customer loyalty and spend. Getting faster answers for customers often means scaling resources.

Small Business 105

Small Business Retail e-Learning eCommerce 105

SmartKarrot

SEPTEMBER 13, 2021

A recent report by Think with Google confirms that 89% of the people rely on research before making a particular purchase, thus, making them a potential buyer. That is when the concept of buyer intent data comes into picture. By mapping your prospect’s behaviors and knowing their desires, buyer intent data can help understand your customers better and bring you better insights into their searches.

Customer Success 10

Customer Success Sales Decision-making Profitability 10