The Center for Sales Strategy
APRIL 29, 2024
When selling a product or service, not all outreach efforts should be directed directly at the decision maker, who has the final word on what will be bought. Instead, it's more effective to engage with the people around them—influencers from whom they seek advice, people nearby who can speak favorably about your company, and sources of information they trust.
Account Manager Tips
APRIL 29, 2024
Think losing clients is bad for business? Think again! Find out how strategic customer churn can be a game-changer for your business growth.
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SBI Growth
APRIL 29, 2024
Prospecting is a numbers game with a high rejection rate, so it is easy for reps to get discouraged. Just asking your reps to make more calls can produce a vicious cycle of poor results, discouraging reps with less prospecting and obtaining even worse results. Compounding this problem is that sales reps are busy managing existing sales opportunities and customers.
Strategic Communications
APRIL 29, 2024
You’re sitting at your desk, talking to a colleague about a trip to Spain you’re planning. The next thing you know, you’re seeing ads for Spain pop up in Google search and on Facebook. It’s not magic. It’s the power of voice search. Marketers can use your interactions with voice assistants, such as Amazon’s Alexa, along with other factors—your search history, shopping activity, visited websites, etc.
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.
PandaDoc
APRIL 29, 2024
Virtual data rooms (VDRs) have become pivotal in meeting the demands of executing modern, complex business deals. A key component of successfully closing these deals is having all the online documents and folders easily located — and that’s where a data room index comes in. A data room index is an ordered list, like a table of contents, for all the docs inside your VDR.
QYMATIX
APRIL 29, 2024
The Dance of Expectations and Realities when Implementing AI in B2B Sales. In the sprawling landscape of B2B sales, where specialist wholesalers in Germany grapple with the dual pressures of an ever-evolving e-commerce market and the need for nuanced pricing strategies, the spotlight is now firmly on Artificial Intelligence (AI). The promise of predictive sales software and ERP AI solutions is tantalising.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
ACT
APRIL 29, 2024
What’s the secret to building a successful small business? Of course, there’s no universally acceptable answer to that question. But, ask any SMB owner, and they’ll tell you how their team members are their most valuable assets. Case in point: Employees who are energised and excited about their work are 31 percent more likely to go above and beyond.
Arpedio
APRIL 29, 2024
(SAMA = Strategic Account Management Association. ARPEDIO is one of the Global Technology Partners of SAMA). Recently, we had the pleasure of partnering with our client, DHL , to host the Strategic Account Management Association (SAMA) Executive Symposium, dedicated to ‘Unlocking the Power of Strategic Account Management’ During the event, we delved deep into the heart of Strategic Account Management and uncovered invaluable insights from industry leaders.
Nutshell
APRIL 29, 2024
Managing small- to mid-sized businesses (SMBs) is no small feat. Working with a lean team means you work with limited human resources. Thankfully, there’s a way to streamline your processes and improve your team’s productivity with the help of software for SMBs. In this article, we’ve listed the best small business software options and sorted them according to these categories: Table of Contents Best software for accounting and bookkeeping Best CRM software for SMBs Best small business sof
Arpedio
APRIL 29, 2024
A sales account plan strategy is a vital tool for achieving sales growth and building strong client relationships. It provides a clear roadmap for sales teams to follow, outlining the steps and actions necessary to reach their goals. By implementing a well-defined account plan strategy, companies can ensure they are effectively targeting their key accounts and maximizing their sales potential.
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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
Planview
APRIL 29, 2024
Most strategies carry with them a failure rate of 60-90%. This isn’t a revelation: Organizations have been dealing with failed strategies for decades. However, this is 2024—the year AI must prove its value. If leaders want their AI bets to pay off, they need to transform strategy implementation from organizational weakness to core competency. To determine how organizations can excel at strategy implementation, Planview commissioned Economist Impact (the research arm of The Economist) to develop
Insightly
APRIL 29, 2024
Marketing teams rely on diverse tools to execute strategies effectively, streamline workflows, and achieve their goals. Surprisingly, the one tool that could be most beneficial may be the one your team is missing. A marketer’s tool belt can span various categories and differ across industries and disciplines. From analytics and marketing automation to content creation and project management, your team probably already uses many different systems to keep everything on track.
PandaDoc
APRIL 29, 2024
Quote-to-Cash (Q2C or QTC) is a process that connects fairly distant points in the sales process. From the moment a request for a quote is received and all the way to shaking hands over a contract and getting paid, QTC dictates how intermediate sales goals are achieved. However, Q2C and CPQ are often used in the same context, which creates some confusion and leads us to the need to define these terms and use them correctly.
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