Strategic Account Management Association
FEBRUARY 23, 2021
By Arun Sharma, Professor, Marketing, Miami Herbert Business School, University of Miami. Arun Sharma will deliver a keynote address at the 2021 SAMA Annual Conference (May 24-26). To learn more, or to register, visit the conference website. Resilience is an organization’s ability to withstand a major disruption, recover quickly and adapt to the changing environment.
KAM With Passion
FEBRUARY 23, 2021
KAM methodology: Too much or not enough? A legend from ancient Greece tells about Charybdis and Scylla, two terrible sea monsters, wardens of a narrow passage on a crucial sea route. Charybdis was able to draw a whole ship into the abyss. Scilla, with its six heads, would take a toll on each crew by devouring a few of its members. The passage was so narrow, the two monsters so close one from the other, that ship captain’s had to make a tough choice on with which monster they would prefer to be c
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Mercuri International
FEBRUARY 23, 2021
In a previous blog post , we examined the link between happiness at work and business productivity, finding that there was a measurable link between workforce satisfaction and bottom line revenue building. We were so intrigued by this that we decided to dig further, conducting a study of a range of companies, across all roles including C-level, HR, management, sales, and sales support.
The Center for Sales Strategy
FEBRUARY 23, 2021
How are you working to improve sales? When it comes to sales, what do you value? If the answer to that question is hitting the numbers, then people are simply stepping stones. When you value people first, you'll watch the numbers stack up. The goal is to invest in people. The return on that investment is huge, because people account for a quality sales operation.
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.
Hubspot Sales
FEBRUARY 23, 2021
The closing stage of a sales process is the final moment that determines whether you’ve successfully sold your product and converted a prospect into a paying customer. There are various ways to encourage closings , like simply asking a prospect if they’re going to buy or using the now-or-never approach to offer a discount if they agree to close within the day.
Kainexus
FEBRUARY 23, 2021
A root cause analysis is a structured method for finding the underlying causes of process problems and undesirable outcomes. Root cause analysis is a core problem-solving technique used by organizations dedicated to continuous improvement. As the name implies, it is all about addressing the origin of the issue rather than employing solutions that address only surface problems.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Peter Simoons
FEBRUARY 23, 2021
Tip 4: Ensure a Three-Way Value Proposition. In an ideal world, altruism or selflessness – the capacity for doing something without expectation of anything in return except for the sheer pleasure of being able to serve others – is a good virtue to possess. Being selfless makes us akin to angels. We don’t live in an ideal world, however, and it is only natural for us to expect something in return whenever we do a good deed, even if it is only the sheer pleasure that comes with service.
Hubspot Sales
FEBRUARY 23, 2021
Pricing your products can be challenging. You want to account for production costs, use price points that customers can afford, and generate enough revenue to continue operations. Outside of business-specific factors, you also want to ensure that your prices are competitive. Low costs will attract customers but generate less revenue, and higher prices will send consumers to your competitors.
Drift
FEBRUARY 23, 2021
Did that headline make you do a double-take? That’s what I was going for. But let me make one thing clear. I’m not here today to talk to you about replacing jobs. I’m here to talk to you about how to get more out of what you already have by making your salespeople much, much more efficient. An October 2020 study by McKinsey shows that 80% of B2B seller interactions have moved to digital.
Strikedeck
FEBRUARY 23, 2021
Vincent Manlapaz, in an interview with Elaine Cobb shares her thoughts on what organizations can do today (during these unprecedented times) to manage change and meet customer expectations. The post Making an Impact During These Unprecedented Times (Part 1): Elaine Cobb, Vice President of Customer Success at Coveo first appeared on Strikedeck | Customer Success Platform.
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
CoSell
FEBRUARY 23, 2021
The practice of co-selling is about deploying your resources to sell more together. It’s a way to achieve your sales goals, build an agile organization, and respond to ever-changing developments in the marketplace. While we often think about co-selling as the software features, there’s much more to the entire concept. Let’s look at 13 secrets about co-selling you may not have known, or at least have not deeply thought about.
Aepiphanni
FEBRUARY 23, 2021
What is it and how can it help your business grow. If the business is your bread, then your brand is the baker— how good a business will turn out depends a great deal on the brand. So it makes sense to invest in it, right? The catch, however, is that branding is not a one-off project. It calls for continuous efforts directed at ensuring uniform brand communication across all departments in your organization.
SmartKarrot
FEBRUARY 23, 2021
Role: VP, Sales and Customer Success – Remote Location: Remote, Beloit, WI, US Organization: Comply365 As a VP of Sales and Customer Success, you will be responsible for Demand Generation – be responsible for outbound funnel development efforts; lead the marketing team that supports content creation for demand generation work, website, and tradeshows.
Zendesk
FEBRUARY 23, 2021
It goes without saying that today’s customer service tools are not one-size-fits-all. Different communication channels— messaging apps, phone, email, and live chat –offer different benefits to the company and to the customer. When it comes to offering fast responses, live chat and the phone are the most obvious options. Both channels are synchronous, which means that customers can ask a question and receive an immediate response, and saw a surge in users last year.
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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.
Showpad
FEBRUARY 23, 2021
Sales enablement has become a priority for many businesses as more recognize the advantages of an always-prepared sales force that is primed to sell and drive revenue. On a related note, these same organizations are increasingly in the market for a sales enablement platform that can help them develop and implement an enablement program. With such tools and capabilities, leaders and managers can more readily equip reps with the resources and knowledge needed to be successful.
Strategic Communications
FEBRUARY 23, 2021
I’ve been working as part of an agency team to create a white paper for a technology client and we’ve been having some back-and-forth discussion about the outline and direction the white paper will take. It was, according to the agency brief, initially envisioned as a “top of funnel” piece. After a review of the draft of the outline, though, one of the client reviewers indicated that she felt it was more “middle of funnel”—and an interesting exchange and spirited debate ensued.
Showpad
FEBRUARY 23, 2021
2020 put everyone to the test. Organizations were forced to rely more heavily on technology to optimize operations, and many completely pivoted how they did business in a remote-first world. Sales enablement practitioners in particular were challenged to give sellers the content, skills and knowledge needed to drive engaging buying experiences — all in a virtual environment.
SmartKarrot
FEBRUARY 23, 2021
Let’s cut to the chase! You may talk all about knowing your customer, or serving them well, but ultimately, it all boils down to one single question – what’s their worth to your business? Average Revenue Per User (ARPU) gives you the exact same information. In other words, all the customer-centric strategies you put in place, all the marketing and sales efforts, and all your product developments will not have their purpose until you realize the value they are generating for your business a
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.
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