Wed.May 04, 2022

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KAM Leader Series: Shaping Innovative Solutions

Strategic Account Management Association

By Tania Lennon, Global Space Lead, Talent Assessment and Leadership at ZS and Dominique Côté, CEO and Founder, Cosawi and Principal, The Summit Group SAMA is proud to offer this 3rd article in the 4-part series on the importance of SAM / KAM leadership. In this series we explore the key capabilities that drive the … Continue reading KAM Leader Series: Shaping Innovative Solutions.

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4 Sales Team Challenges That Prevent Growth

The Center for Sales Strategy

Let's cut to the chase — it's important to quickly identify and address your sales team's challenges. It's also important to note that no business or team is exempt from sales challenges. The differentiating factor is the ability to overcome those challenges. Below you'll find four of the most common challenges among struggling sales teams and how to address them.

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Turnover Happens

SBI Growth

One of the biggest challenges any sales organization encounters is the turnover of a quota bearing sales rep. In a Q1 2022 study by SBI , seller attrition rates hovered around ~27%, on average, where 15% to 20% was the historical range. Whether voluntary or involuntary; the company has lost a quota bearing, revenue producing individual, and every moment that position is empty, less revenue is generated, and it becomes harder for the company to make its number.

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What Happens When the Unfiltered Truth Emerges

The Congruity Group

What Happens When the Unfiltered Truth Emerges Excerpt from “The Rarest Advantage – How to Co-Create Strategic Value to Retain and Expand Your Key Customer Accounts” by Betsy Westhafer and Tony Bodoh. Our client had a strategic account that was in jeopardy, yet they were woefully unaware. The challenges in the relationship that were [.]. The post What Happens When the Unfiltered Truth Emerges appeared first on The Congruity Group.

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2024, The Year of the Customer

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.

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Everything you need to know about video prospecting

Crank Wheel

In recent years, video has experienced a surge in popularity across multimedia platforms from socials to streaming. Building on the success of film and television, it’s now the most popular form of online content.

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Best Practices for Hiring Agencies, Contractors, and Freelancers

Strategic Communications

There comes a point in the life cycle of many businesses when advertising needs outgrow the “homespun” and it’s time to call upon the services of a professional agency or consultant. Even small businesses can benefit from the third-party perspective and marketing savvy that experts can offer. There’s a misconception that agencies are too expensive for small companies.

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Think Differently and Engage Differently: Two Requirements for Becoming More Strategic to Your Most Important Accounts

SOAR Performance Group

Whether your organization is large or small, becoming more strategic to your most important accounts is likely a priority. Regardless of where you are on your journey—from departmental selling to […]. The post Think Differently and Engage Differently: Two Requirements for Becoming More Strategic to Your Most Important Accounts appeared first on SOAR Performance Group.

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The Top 5 Teamwork Skills Required to Succeed at Work

CMOE

Once you become a part of the corporate world, you will be required to work with teams, and the importance of teamwork is paramount. Working in teams is an integral part of how various tasks are performed, especially now. At present, most teams are diverse, many are dispersed, and all have become far more dynamic than they were before. Hence, you must have certain skills to carry out your work in a collaborative way.

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Building Relationships With the C-Suite

SalesGlobe

My experience with interacting with c-suite level executives started when I joined the United States Navy at nineteen years old. My first duty station was aboard the USS Simon Lake. The person at the helm of the ship is the Commanding Officer (CO), and the CO has the ultimate responsibility for the entire ship and the accomplishment of its assigned mission.

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Five Must-Haves For Every Sales Process

Force Management

Efficiency and alignment are critical elements of sales productivity. An effective sales process provides a vehicle to enforce discipline, repeatability, predictability and validation of progress throughout a sale. Most importantly, it allows for inspection and planning – in advance. Part of the beauty of a revenue-driving sales process is its simplicity.

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How to Stay Competitive in the Evolving State of Martech

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

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13 best invoicing software to facilitate your payment process in 2022

PandaDoc

It’s a universal fact that businesses only function if they’re being paid for their goods and/or services. Invoices facilitate making those payments occur. However, creating invoices can be quite the task — be it the multitude of alignment changes you have to make for every field to look symmetrical and professional, or the fact that adding in taxes can be quite taxing.

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The Dos and Don’ts of Creating a Referral Program

ReviewTrackers

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May 04 – Customer Success Jobs

SmartKarrot

Role: Director, Customer Success Location: Denver, CO, US Organization: Cin7 As a Director of Customer Success, you will lead the digital-first Customer Success function, focusing on driving product adoption, a positive customer experience, and empower the thousands of existing customers to thrive. Grow and develop a high-performing global team that is motivated, engaged and lives the company values.

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Account Segmentation: Aim for the Bull’s Eye

SalesGlobe

Not all accounts are equal. Some accounts and prospects represent greater sales opportunity, and once onboarded, are more likely to stick around as valuable customers. How do B2B sales organizations identify those diamonds in the rough that are more likely to purchase products and services? What are the characteristics of accounts that are more likely to become winning deals and long-time customers?

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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How Product Managers and Customer Success Managers Can Empower Each Other??

SmartKarrot

It is 2022, and we would be surprised if teams are not inter-connected and empowering each other. There is a lot common between the product team and the customer success team. Well, products are made for customers. And customers use products. Apart from this, the two teams also complement each other. If teams work in isolation, it will not be of any value addition.

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10 Productivity Hacks Customer Success Managers Can Learn from C-Suite Executives?

SmartKarrot

The C-Suite in any company is one of the smartest executive groups. Becoming a C-Suite executive is not an easy task. The task of managing a company is also with the C-Suite executives. A study by Harvard Business Review shows that a CEO attends 37 meetings and works for an average of 62.5 hours (about 2 and a half days). Top executives like the CEO, CFO, and more manage their time using certain simple principles and tactics.