Strategic Account Management Association

JANUARY 25, 2022

Pfizer is the winner of the 2021 SAMA Excellence Award for “Innovative Value Co-Creation.” The winners of the 2022 Excellence Awards will be announced at the SAMA Annual Conference May 23-25 in New Orleans. By Emily Williams, Strategic Account Manager , Pfizer. This is the story of how I led a project with my integrated account team to support a process for a key customer to efficiently and effectively triage appropriate patients out of the emergency department so that they could receive proper

Healthcare 400

Healthcare Co-Creation Stakeholders Account Management 400

Holden Advisors

JANUARY 25, 2022

Spoiler alert: Lowering prices on a high-value product in a competitive market will rarely drive long-term growth. Here’s what to do with your competitive pricing strategy instead. Consider this: Your company sees an untapped market and invests the time and resources to develop a new product. Think of Netflix’s streaming services developed after their video delivery model , or Apple’s smart phones in addition to their computers.

Marketing 195

Marketing Customer Value Profitability Innovation 195

Engage Selling

JANUARY 25, 2022

If you want to close more deals faster, it’s important to make your buyer part of the solution. Confused about what this means, exactly? Let me explain. Primarily, they want to co-create the solution with you and be a part … Read More » The post Close More Deals With This Strategy first appeared on The Sales Leader.

Sales 159

Sales Sales Leadership Sales Management Leadership 159

Customer Think

JANUARY 25, 2022

It’s not a secret — social media is where everyone is at. And if you are not tapping into social media to generate more leads, you are really missing out on a lot. Even as physical, in-person networking has been losing steam over the last few years, virtual networking simply rocket-shipped thanks to the pandemic […].

Media 135

Media Digitalization Marketing 135

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

JANUARY 25, 2022

If you’re in sales, there’s a good chance that you will soon close another deal. But why? Why do clients buy what you have to sell, and then, why don’t they buy? First, you need to follow a logical process; ours is the Sales Accelerator , but today we’re going to look to Ancient Greece and what Aristotle believed were four main causes of how things come to be.

Sales 114

Sales 114

Aepiphanni

JANUARY 25, 2022

There’s nothing like experiencing a win-win with a client – especially when it contains transformational results. Our TCC story started several years ago when the CEO of Triple Crown Construction expressed a desire to grow his company in a way that allowed him to oversee operations and reorganize the business by developing an expanded team […].

Construction 98

Construction Media Software Software 98

Customer Think

JANUARY 25, 2022

Different customer data platforms have sprung up. Which ones will help you discover customer personas from the data you have. Creating customer personas can be an essential part of any eCommerce business because they define your valuable audiences yet are cheaper to engage. By understanding your customers’ needs and wants, you can create a product […].

eCommerce 96

eCommerce Digitalization Marketing 96

Sandler Training

JANUARY 25, 2022

Mike Montague interviews Kaysi Curtin, Sandler trainer from Fresno, CA, on How to Succeed at Virtual Selling. . The post How to Succeed at Virtual Selling [PODCAST] appeared first on Sandler Training.

Virtual Selling 79

Virtual Selling Sales 79

Kainexus

JANUARY 25, 2022

When many people think about Lean processes and management , they assume that the goal is to optimize each process with a step-by-step approach to reduce waste and implement incremental improvements. Some people even assert that Lean principles are the opposite of innovation because innovation is often considered the result of the invention that disrupts operations.

Innovation 77

Innovation Manufacturing Organization Management 77

Sandler Training

JANUARY 25, 2022

Mike Montague interviews Kaysi Curtin, Sandler trainer from Fresno, CA, on How to Succeed at Virtual Selling. . The post How to Succeed at Virtual Selling [PODCAST] appeared first on Sandler Training.

Virtual Selling 52

Virtual Selling Sales 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

SalesGlobe

JANUARY 25, 2022

What Your CEO Needs to Know About Sales Compensation is the first book to address sales compensation challenges from a C-suite perspective. It’s an executive-level guide to understanding the power and effect sales compensation can have on the business through the wisdom of CEOs and effective practices across industries. This book tells the story of how the C- level has made the connection between corner office priorities and front-line sales.

Sales 52

Sales 52

ClearPoint Strategy

JANUARY 25, 2022

In a previous blog post, we talked about the first step of the strategy reporting process: data collection. Here we’re focusing on the second step, which is data synthesis. Even if you’ve collected all the right data—information that is key to understanding your organization’s performance—you’ll have a hard time making heads or tails of it without first putting it in some kind of meaningful order.

Decision-making 52

Decision-making Organization Meetings Software 52

PartnerTap

JANUARY 25, 2022

In most partnerships today, spreadsheets are often shared manually, with one partner emailing another a spreadsheet of all of their customers. Usually, the entire list of customer accounts is shared, regardless of whether or not it maps to an existing customer or prospect. Our Partner Ecosystem Platform automates account mapping, which saves you time and money.

CRM 52

CRM Management Organization Sales 52

Customer Think

JANUARY 25, 2022

Customer data platforms (CDPs) and data management platforms (DMPs) are regularly confused. The mix-up stems from the fact that marketers use both CDPs and DMPs to collect data and to create audiences. A customer data platform allows you to collect data from relevant touchpoints where customers interact with your business. A CDP will organize this […].

Marketing 52

Marketing Organization Management Digitalization 52

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

Account Management Skills

JANUARY 25, 2022

Welcome to Episode 54. I spoke to Jessica Bowler and Iris Gatzweiler , two senior procurement clients who shared some insights into the pitching process. It’s particularly useful for you if you want to know why clients typically pitch out for business, procurement’s role in the whole pitching process, how the brief is developed and some insight into how the final decision is made.

Procurement 52

Procurement Suppliers Stakeholders Decision-making 52

Customer Think

JANUARY 25, 2022

In 1994, Harvard Business School professor James L. Heskett and his co-authors laid out the concept of the “service-profit chain,” describing how employees’ internal reflections on their performance translate into significant external impacts. In the now-classic Harvard Business Review article, the authors’ data demonstrates that service employees greatly value the ability and authority to achieve […].

Profitability 52

Profitability 52

Force Management

JANUARY 25, 2022

Scaling the success that comes with product-led growth (PLG) brings both opportunities and challenges. If your company is aiming to drive ongoing outcomes, while reducing inefficiencies across customer-facing organizations (Product, Customer Success, etc.) you may find value in what Segment prioritized, as a company, to take their organization to the next level.

Prioritization 52

Prioritization Marketing Customer Success Organization 52

CMOE

JANUARY 25, 2022

Whether team members feel supported, valued, and included at work ultimately falls into the hands of organizational leaders—their words and actions influence whether someone feels included by about 70 percent. With this in mind, how can leaders demonstrate inclusivity to their team members? What can they do differently to motivate their teams to put their best foot forward?

Emotional Intelligence 52

Emotional Intelligence Facilitation Leadership Profitability 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

QYMATIX

JANUARY 25, 2022

In this article, you will learn the top seven traits and characteristics to succeed in sales. Let’s jump right into the topic and clear up some prejudices about salespeople. Specific skills, attributes, and technical support are required by companies to be successful in sales. We’ll now go through the top seven features and discuss each in depth below. 1.

CRM 40

CRM Sales Software Software 40

ReviewTrackers

JANUARY 25, 2022

Media 46

Media Marketing 46

SmartKarrot

JANUARY 25, 2022

Role: Director of Customer Success Location: Remote, United States Organization: Dover As a Director of Customer Success, you will work with the founders and other team members to build a world-class product delivery and customer management strategy. Help recruit, hire, and onboard new Customer Success Managers. Develop strategies to create a better customer experience.

Customer Success 19

Customer Success Food and Beverage Supply Chain Suppliers 19

Zendesk

JANUARY 25, 2022

If you’ve ever been aggressively approached by a salesperson 0.5 seconds after walking into a store, you’ve experienced firsthand how poor sales engagement can tank a sale. Rather than calmly guiding you through the sales pipeline toward a purchase, a sudden, eager, and tone-deaf salesperson can send you running for the door. That is why a sales engagement plan is essential.

Sales 52

Sales CRM Communication Facilitation 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

JANUARY 25, 2022

Net Revenue Retention is a metric that indicates the stickiness of a SaaS product to its customers. It also assists as a parameter for the customer success teams to take a step towards retention, upsell or even cross-sell. . A strong NRR ratio indicates a company’s ability to successfully renew customers and deliver a strong proposition to build a strong business relationship.

Customer Success 19

Customer Success Investors Customer Experience Onboarding 19

SmartKarrot

JANUARY 25, 2022

We have recently seen marketing departments in SaaS companies concentrating more on marketing programs to engage existing customers. These programs got the name of customer marketing. . Customer marketing is one of the key functions of an organization. On the other hand, customer success has been around since early 2009. But in recent years, its popularity has increased tremendously.

Customer Success 10

Customer Success Marketing Customer Experience Meetings 10

SmartKarrot

JANUARY 25, 2022

The critical nature of software for business growth is a key reason for the exceptional growth of Software as a Service (SaaS) companies in recent times. Encouraged by the success and importance of SaaS, Australia has actively adopted the cloud ecosystem and founded brilliant SaaS-driven companies and platforms. In this write-up, we present to you the list of Top 20 SaaS companies in Australia. 1.

Innovation 10

Innovation Decision-making Software Software 10

SmartKarrot

JANUARY 25, 2022

Germany is one of the top hubs for SaaS companies in Europe. Developers find no dearth of capital here, and the market promises great scope for growth. The SaaS industry has seen tremendous growth in the past couple of years in Germany. So many SaaS startups have cropped up in the market in the past few years, and seeing their growth traction, it is tough to choose one over the other.

Banking 10

Banking e-Learning Insurance Publishing 10

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