Account Manager Tips

JUNE 29, 2021

How a capture strategy helps avoid competitive bidding Is your client due for renewal? Avoid a bidding war and follow these 10 capture strategy tips to keep your client long before they think of going to RFP. Tweet. 0. Share. 0. Pin. 0. Share. 0. Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. To dig into all the data, visit the study homepage. Showpad’s 2021 Modern Selling Study found that sales enablement has become more important since the start of the pandemic. More than 400 organizations from various industries and company sizes, covering the US, the UK and the DACH region answered questions on all things enablement, buying behaviors, selling challenges and what that means for the enablement profession.

B2B 111

B2B Digital Transformation Decision-making Digitalization 111

Customer Think

JUNE 29, 2021

I thought it might be my imagination, but Google Trends confirms that “build vs buy” really is coming up more often these days that it had in recent years. This surprises me, since I had thought that debate was over. It seemed that most organiz.

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Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. To dig into all the data, visit the study homepage. Sales effectiveness is the domain where enablement collaborates with sales management to translate enablement efforts into tangible sales results. This is the domain where we need absolute clarity on responsibilities. . Sales effectiveness is where enablement efforts translate into sales results.

Sales 96

Sales Prioritization Onboarding Sales Management 96

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

JUNE 29, 2021

I’m really tired of seeing people dismiss B2B buyer personas as worthless. Although, I have to admit that many of the personas I review from prospective clients are little more than recipe cards for disconnected experiences. And shame on those who are.

B2B 85

B2B Digitalization Marketing 85

Strategic Communications

JUNE 29, 2021

I saw a very interesting question in an online group I monitor recently: “Is it ever a good idea to give your work away?” In this case, the question was related to consulting services but the question could just as easily apply to companies selling tangible products. And, perhaps, it is in comparing the two ? services and tangible products ?

Advertising 84

Advertising e-Learning Decision-making Small Business 84

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. To dig into all the data, visit the study homepage. Sales readiness is the enablement domain that connects the dots to engage and empower your sales force. This domain covers impactful knowledge transfer and effective skill development, and is supported by targeted coaching across the entire sales cycle.

Onboarding 66

Onboarding Sales Leadership Sales Leadership 66

Aepiphanni

JUNE 29, 2021

Despite 2020 being a challenging year for everyone, many companies made strategic business acquisitions into the digital space. An article on S&P Global covers this market movement. It’s titled “1st-time acquisitions of digital businesses expected to continue in 2021.”. Author Katie Arcieri begins her article with an interesting trend. She writes, “Corporations that never before acquired businesses in the digital space rushed to purchase ventures in the internet and e-commerce categori

Acquisition 64

Acquisition Digitalization Internet e-Learning 64

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. To dig into all the data, visit the study homepage. Engaging buyers in an effective way requires sales professionals having access to the right content and messaging for their targeted buyer roles and their business challenges. Additionally, it’s crucial that they can tailor their approach and their messages in each buyer interaction in a valuable, relevant and differentiating way.

Digital Transformation 59

Digital Transformation Decision-making Digitalization Onboarding 59

ClearPoint Strategy

JUNE 29, 2021

A SWOT analysis —an evaluation of an organization’s strengths, weaknesses, opportunities, and threats—is a strategic planning model that helps organizations identify areas where they’re doing well and areas they can improve, both from an internal and an external perspective. While this tool is typically associated with organizational strategic planning , you can also use a SWOT analysis in project management.

Management 52

Management Prioritization Innovation Manufacturing 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

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. To dig into all the data, visit the study homepage. Content management is all about the storage, management, distribution and governance of content assets. With the term “content assets,” we mean all assets that customer-facing professionals need along the entire buyer journey to effectively serve their prospects and customers.

Management 59

Management Sales Manufacturing Government 59

SalesGlobe

JUNE 29, 2021

Essential Account Planning. 5 Keys for Helping Your Sales Team Drive Revenue. Preview Chapter 1. Preview Chapter 1. The post Essential Account Planning appeared first on SalesGlobe - Sales Effectiveness Consultants & Sales Compensation Consultants.

Account Planning 52

Account Planning Sales 52

Strikedeck

JUNE 29, 2021

Will Stevenson, Founder & COO at Onboard.io, discusses the importance of customer onboarding as a critical first step in the post-sales journey in an interview with Vincent Manlapaz. The post Aligning a Practical Customer Success Strategy with a Scaling Organization — In an Interview with Kari Ardalan, Regional Vice President, Scaled Success at Zendesk first appeared on Strikedeck | Customer Success Platform.

Customer Success 52

Customer Success Organization Onboarding Sales 52

QYMATIX

JUNE 29, 2021

Predictive analytics applications are essential in B2B sales but not yet urgent. Here you find out why this situation makes it the best time for B2B companies to start. How far have AI and predictive analytics applications established themselves in the German B2B corporate world in 2021? Where is the trend heading, and what can we learn from the “Urgent-and-Important-Matrix”?

B2B 52

B2B Artificial Intelligence Digitalization Software 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

ClearPoint Strategy

JUNE 29, 2021

A SWOT analysis —an evaluation of an organization’s strengths, weaknesses, opportunities, and threats—is a strategic planning model that helps organizations identify areas where they’re doing well and areas they can improve, both from an internal and an external perspective. While this tool is typically associated with organizational strategic planning , you can also use a SWOT analysis in project management.

Management 52

Management Prioritization Innovation Manufacturing 52

Customer Think

JUNE 29, 2021

New functionality, powered by industry-leading AI and trackers, identifies revenue growth opportunities and risks.

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SmartKarrot

JUNE 29, 2021

What your customers have got to say about your brand, really matters. Customer reviews stand as a testament to the new prospects and flaunt your brand’s authenticity to the people in general. On that note, companies are doing whatever it takes to rev up their score on positive client reviews and get more people to buy from them. In fact, 90% of the customers read online business before visiting a business and 88% of them trust customer reviews as much as personal recommendations.

Decision-making 10

Decision-making Customer Experience Prioritization Customer Success 10

Nutshell

JUNE 29, 2021

When something seems too good to be true, it’s time to check the user reviews. For those who haven’t heard of Zoho—well, you probably have and just weren’t aware of it. Zoho is a multinational technology company that provides web-based business solutions ranging from slide decks to recruitment to inventory management , and just about everything in between.

CRM 116

CRM Onboarding Sales Software 116

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

JUNE 29, 2021

Role: Director, Customer Success Location: San Francisco, CA, US Organization: DocMatter As a Director of Customer Success, you will provide suggestive strategies and solutions to optimize the customers’ ongoing use of the DocMatter platform. Build strategic relationships efficiently to become a trusted advisor to customers and use that knowledge to better support, and strategize with, your direct reports.

Customer Success 10

Customer Success Facilitation Account Management Leadership 10

Outbound Engine

JUNE 29, 2021

What are you doing to build your referral business? If you’re like most of the clients we serve at OutboundEngine, the best leads and sales come from referrals. If you’re in real estate, most of your business is already referral-based, so I know this hits home with a lot of you. I’m sure you’re aware that referrals don’t just happen, either. Three things take place before you get your hands on that referred lead: 1) You provide excellent service to a customer, which builds a positive reputation

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Media Advertising Marketing Acquisition 98

Account Management Skills

JUNE 29, 2021

?. Welcome to Episode 37. This is part one of a two part interview with Simon Rhind-Tutt and Carey Evans from Relationship Audits and Management. They’ve put together a report summarising what clients are telling them about agencies. They’ve taken this data from hundreds of interviews that they’ve conducted with clients over the last year.

Account Management 40

Account Management Meetings Onboarding Client Relationships 40