Strategic Account Management Association

OCTOBER 26, 2021

By Dominique Côté, Founder and CEO, Cosawi Consulting. In our organization’s work, we see much confusion and lack of clarity on executive sponsorship, even when it is in place. Clarifying the executive sponsor role, behaviors (internally and externally) and expectations is critical if we wish to leverage the role as an accelerator and create executive accountability within the account team.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

The Center for Sales Strategy

OCTOBER 26, 2021

About half of all sales reps don’t achieve their yearly quotas. Reasons for not hitting quota vary from not having enough opportunities in the sales pipeline to not following a sales process. Additionally, sales quotas have risen, yet the percentage of reps making their quota has fallen. If your salespeople aren't hitting quota, here are a few questions to ask yourself.

Sales 116

Sales Organization Banking 116

Customer Think

OCTOBER 26, 2021

A sit-down conversation with GroupSolver Co-Founder & CEO, Rasto Ivanic, and Senior Research Team Lead, Adrian Del Bosque What is Artificial Intelligence? Over the past few years, the world of market research and surveys has seen the emergence of Artificial Intelligence (AI). AI tools, which are finding their way into almost every industry, hold the […].

Artificial Intelligence 119

Artificial Intelligence Marketing 119

Sandler Training

OCTOBER 26, 2021

Mike Montague interviews Sharina Perry, CEO and Inventor of Utopia Plastix, on How to Succeed at Supply Chain Management. . The post How to Succeed at Supply Chain Management [PODCAST] appeared first on Sandler Training.

Supply Chain 109

Supply Chain Management Sales 109

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

OCTOBER 26, 2021

Image credit: Adobe Stock Making the sales process easier and quicker while helping your sales team to achieve their goals will free up more time for closing deals, which in turn will drive revenue growth for your business. That’s the goal of sales enablement (or sales engagement). It encompasses all the efforts your sales team […].

Sales 110

Sales 110

Help Scout

OCTOBER 26, 2021

SaaS customer support has a deeper impact on your business's key metrics than you might think. Here's why it’s important and how to do it well.

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Customer Think

OCTOBER 26, 2021

A few years back, I was attending an executive presentation of project findings and recommendations for an outdoor products manufacturing company. The project remit was defining the future state digital architecture and a high-level plan to support the organization’s transformation of the customer experience. Our engagement lead had vetted the findings and recommendations with the […].

Digital Transformation 91

Digital Transformation Digitalization Manufacturing Customer Experience 91

Revenue Storm

OCTOBER 26, 2021

Revenue Storm has been studying coaching for years across different cultures, companies, and geographies. We evaluated why some leaders coach better than others. We even considered whether coaching is a learned skill or a function of someone’s personality traits. The good news is, while some personality traits make it easier to coach, coaching is a skill anyone can learn.

Value Proposition 78

Value Proposition Brainstorming Sales Communication 78

Kainexus

OCTOBER 26, 2021

Organizations turn to the Six Sigma business methodology to reduce variation, eliminate defects, and make operations more efficient and effective. One of the cornerstones of Six Sigma is the DMAIC process improvement cycle. DMAIC stands for define, measure, analyze, improve, and control.

Organization 90

Organization 90

Customer Think

OCTOBER 26, 2021

media source: [link] Digital Video Ad Measurement, Optimization & Social Impacts Part 1 was focused on how digital ideas need to be tied to business opportunities with applications in digital advertising. Digital advertising has been around for decades in the form of static ads but it took off when digital video advertising started to become […].

Digitalization 73

Digitalization Advertising Media Innovation 73

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

Drift

OCTOBER 26, 2021

We’ve all experienced poor buying experiences. Waiting on the phone for hours with customer service, listening to that awful holding music. Maybe going to a store but no one is around to help you. It’s the worst. And you probably won’t go back to that store. You might even complain on Twitter. If you’re a B2B buyer, you’re likely used to these experiences.

B2B 62

B2B Marketing Sales 62

Customer Think

OCTOBER 26, 2021

Be it a corporate house, manufacturing industry, government offices, or any other professional setting; uniforms can strengthen the structure of any organization. The importance of wearing a uniform is not only limited to creating a sense of belongingness but also to maintain uniformity among the organization. Uniforms have several advantages for the staff members who […].

Manufacturing 65

Manufacturing Government Organization 65

QYMATIX

OCTOBER 26, 2021

B2B Sales is changing because buyers are changing – mainly in the way they buy. Companies in B2B distribution are particularly affected by the changes in customer behaviour and their competitive environment. The shift in customer behaviour is the primary driven-factor behind the digitalisation of sales. In particular, digitalisation represents a critical challenge for medium-sized wholesalers and distributors.

B2B 52

B2B Manufacturing Retail Internet 52

Customer Think

OCTOBER 26, 2021

The increasing digitalization of our daily lives has had a far more profound impact than most of us would care to imagine. And the thing about technology is that it hasn’t simply given us advanced smartphones, tablets, and apps to help us shop online, send money online, and so much more. No, sir; today, technology […].

Digitalization 65

Digitalization 65

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

OCTOBER 26, 2021

Role: Vice President, Customer Success Location: McLean, VA, US Organization: insightsoftware As a Vice President of Customer Success, you will own a Customer Experience strategy, to include presales, onboarding, services, support, and technical account management. Collaborate with Sales, Customer Account Management, and others to refine and deliver an exceptional customer experience.

Customer Success 19

Customer Success Account Management Account Growth Facilitation 19

Customer Think

OCTOBER 26, 2021

In this story, there are no skeletons in the closet. They are, instead, on display for all to see. Back in July, Home Depot did something unusual: It pre-released its Halloween lineup online, and almost immediately, it sold out of everything. It may have its Halloween past, and an unlikely product smash, to thank. In […].

Customer Experience 59

Customer Experience 59

SmartKarrot

OCTOBER 26, 2021

Getting your products to the market in the best possible manner is a subtle art that you need to learn. On that note, product marketing is the driving force behind getting your products out there and making it sell. Today, product marketers are constantly on the run to understand the customers better and market the products that best define and benefit their interests.

Marketing 10

Marketing Advertising Customer Success Media 10

Customer Think

OCTOBER 26, 2021

Premise: We are inheriting a world which is seeing an unprecedented pace of change around us. This makes it super critical for us as leaders to enable a culture of continuous and on-going learning for our teams. We need to play a few different role.

Leadership 59

Leadership 59

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

OCTOBER 26, 2021

How do you say ‘NO’ to a customer? The art of answering a no lies in how you present it to your customers. Now you do not want to jeopardize your relationship and neither do you wish to cut losses for your company. Although it might look like a situation wherein you have to navigate through ambiguity, it is always better to keep some tips handy that will help you out in such a similar situation.

Customer Success 10

Customer Success Decision-making B2B Sales 10

Customer Think

OCTOBER 26, 2021

As I wrote previously, the jostling in the customer experience (CX) technology marketplace over the summer saw Kitewheel purchased by CSG, Usermind purchased by Qualtrics, and Medallia taken private by Thoma Bravo. Then Qualtrics bought Clarabridge, to.

Customer Experience 59

Customer Experience 59

PandaDoc

OCTOBER 26, 2021

It’s no news that Salesforce is dominating the global CRM market: it has a market share of nearly 20% , more than double of its top competitor, SAP. Marc Benioff founded Salesforce in 1999, having previously been vice president of Oracle. The company was innovative in that it made subscribing to customer relationship management products on a single platform quick and easy.

CRM 52

CRM Software Software Small Business 52

Customer Think

OCTOBER 26, 2021

We know from industry research and personal experience that despite all the attention on it, Customer Experience is either stagnating or not getting the results CEO’s desire. Some might say it is because of COVID, but I don’t think so. Having.

Customer Experience 59

Customer Experience 59

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

SBI

OCTOBER 26, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. Here’s my interview with Lee Mayfield of Presentek which offers a sales enablement solution called Flipdeck along with Flipdeck Collections.

Decision-making 37

Decision-making Facilitation Stakeholders Innovation 37

Customer Think

OCTOBER 26, 2021

Before getting into cohort analysis and its benefits, one must take note of the fact that businesses devote a huge chunk of their resources to find new customers but, sometimes, they lose sight of their existing ones. Enterprises often take their eyes off the customer churn metric. But it is very important to always track […].

Digitalization 59

Digitalization Marketing 59

Customer Think

OCTOBER 26, 2021

When To Be Outcome Focused Those that know us, see that Custerian tend to focus on Aligning Purpose to Outcomes. Specifically, here I want to talk about the pros & cons of focusing on outcomes, because it’s something I have always driven, and I imagine you will hear more about as the debate on hybrid […].

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Customer Think

OCTOBER 26, 2021

Photo by Pixabay, CC0 1.0 The right web hosting makes a significant impact on the performance of your new website. If you plan to make money with an eCommerce site, a reliable website with great site speeds is nonnegotiable. Web hosting with secure, high-quality servers is of utmost importance. With the right web hosting package, […].

eCommerce 59

eCommerce Digitalization Marketing 59

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

OCTOBER 26, 2021

The Alida TXM platform enhances capabilities in customer, employee, product, and brand experiences for its 165M users.

CXM 59

CXM 59