Strategic Account Management Association

DECEMBER 3, 2020

By Nicolas Zimmerman, Editor-in-chief, SAMA. Whether you’re struggling to survive the pandemic or thriving and experiencing unprecedented growth, one thing is clear: We are experiencing radical shifts in how we conduct business with our most strategic customers. As conveners of the largest community in the world dedicated to strategic and key account management, one of SAMA’s foundational purposes is to help our community both adapt to what’s happening right now and prepare for what may ha

Co-Creation 987

Co-Creation Value Proposition Account Management Suppliers 987

SBI Growth

DECEMBER 3, 2020

As a sales leader, you view the revenue planning process as a tug-of-war between reality and board expectations. Did you have a killer year where you blew past your number? The board wants 15% more on top of that next.

Sales 122

Sales B2B Marketing 122

Zendesk

DECEMBER 3, 2020

Despite being one of Chicago’s most acclaimed eateries, the gourmet restaurant Alinea was accused of tastelessness this past July. The criticism wasn’t about the quality of the food; it was about the presentation. Namely, the design of a coronavirus-shaped canapé that one diner photographed and shared on social media. Hundreds of Instagram users expressed outrage at the balls of coconut custard that were speckled with red raspberries to resemble the virus.

Media 95

Media Stakeholders Decision-making Publishing 95

Sandler Training

DECEMBER 3, 2020

Mike Montague interviews Antonio Garrido on How to Succeed at Ride-Along Coaching. The post How to Succeed at Ride-Along Coaching [PODCAST] appeared first on Sandler Training.

Leadership 79

Leadership Management Sales 79

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.

Kainexus

DECEMBER 3, 2020

James Womack and Dan Jones are the founders of the Lean Enterprise Institute and the Lean Enterprise Academy (UK), respectively. Their book, Lean Thinking: Banish Waste and Create Wealth in Your Corporation , is considered by some to be the bible of Lean manufacturing. It was originally published in 1996 based on their in-depth study of Toyota’s fabled Toyota Production System (TPS).

Manufacturing 76

Manufacturing Publishing Management 76

The Center for Sales Strategy

DECEMBER 3, 2020

Is it possible to drive sales performance and keep an amazing company culture during these challenging times? Yes! And Taja Graham, Vice President of Sales for Emmis Communications Indianapolis, provides the proof in her interview with Matt Sunshine. Episode 5 of the Improving Sales Performance series deep dives into things Graham is doing in her market to drive performance, as well as what she’s doing to keep her team engaged.

Sales 71

Sales Communication Marketing 71

Kainexus

DECEMBER 3, 2020

James Womack and Dan Jones are the founders of the Lean Enterprise Institute and the Lean Enterprise Academy (UK), respectively. Their book, Lean Thinking: Banish Waste and Create Wealth in Your Corporation , is considered by some to be the bible of Lean manufacturing. It was originally published in 1996 based on their in-depth study of Toyota’s fabled Toyota Production System (TPS).

Manufacturing 63

Manufacturing Publishing Management 63

KAMCast

DECEMBER 3, 2020

???? ???????? ?????????????? Picture the scene… You have just asked one of your top account managers to meet you and walk you through their account plan for your most important customer. You want to know what we know, what we don’t know, what we are planning to do and how we are going to achieve it. Sounds like a simple ask right? And now you stand back and watch as your account manager battles with half a dozen spreadsheets, a PowerPoint slide deck, an under utilised CRM System and overwhelmed

Key Account Management 52

Key Account Management Account Management Account Planning Customer Experience 52

Zendesk

DECEMBER 3, 2020

Maybe you’ve heard it before: “People don’t quit their job; they quit their managers.” Bad managers can make your work life miserable. But the reverse is also true: good managers can boost a team’s productivity and morale. In sales performance, it’s especially true. Sales is a naturally competitive environment, attracting strong personalities and promoting reps that are tough go-getters.

Management 52

Management CRM Sales Profitability 52

Aepiphanni

DECEMBER 3, 2020

As we march into 2021, diversity, equity, and inclusion have been at the forefront of our daily dialogue. At the same time, millions of people have taken to the streets in cities across the globe to support the Black Lives Matter movement in the wake of Ahmaud Arbery’s, George Floyd’s, and Breonna Taylor’s deaths. As activists call for change, many call for change in the workplace as well.

Facilitation 52

Facilitation 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

Whetstone

DECEMBER 3, 2020

Adrian was invited, along with other top experts in their fields, to discuss the evolution of Artificial Intelligence as it relates to sales and how the human element needs to adapt and change to leverage the power of AI by combining it with advanced selling skills.

Artificial Intelligence 40

Artificial Intelligence Sales Sales Training 40

SalesGlobe

DECEMBER 3, 2020

by Stacey Marsh. You may look at this question and immediately think, “It’s an operations team. They jump in to help resolve sales challenges. They’re tactical, right?”. From a Sales perspective, Sales Operations may appear tactical. But Sales typically only sees the “quick fixes” without observing that the Sales Operations team is also working behind the scenes on long-term goals.

Facilitation 52

Facilitation Sales Stakeholders Organization 52

Aepiphanni

DECEMBER 3, 2020

As we march into 2021, diversity, equity, and inclusion have been at the forefront of our daily dialogue. At the same time, millions of people have taken to the streets in cities across the globe to support the Black Lives Matter movement in the wake of Ahmaud Arbery’s, George Floyd’s, and Breonna Taylor’s deaths. As activists call for change, many call for change in the workplace as well.

Facilitation 40

Facilitation Remote Working Profitability Meetings 40

CMOE

DECEMBER 3, 2020

Key Performance Indicators or “KPIs” are the basic barometers of commercial growth. They inform business strategy , highlight areas of operational improvement, and provide insights that help businesses make decisions that will allow them to achieve their desired outcomes. To be successful, every business must first identify its goals and then take the steps needed to reach them.

Decision-making 52

Decision-making Sales Profitability Acquisition 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

SmartKarrot

DECEMBER 3, 2020

What stays common between each member of your customer success company is the need to satisfy a hungry customer. Now many such designations and roles are designed to look after the specific needs of a customer. Though all of them have their distinct boundaries of responsibilities, people somehow get confused with some titles. One such that we are talking about is the difference between Chief Customer Officer and Head of Customer Success.

Customer Success 10

Customer Success Onboarding Facilitation Finance 10

SmartKarrot

DECEMBER 3, 2020

Role: VP, Customer Success Location: Phoenix, AZ, US Organization: States Title As a VP of Customer Success, you will be responsible for setting the Vision & Direction of the Customer Success Team at States Title to achieve Revenue, Customer Retention, and Product Adoption goals. Collaborate with VP of Sales, Product Leadership, Marketing Leadership, and Operations Leadership to ensure cross-functional alignment to customer value.

Customer Success 10

Customer Success Onboarding Leadership Facilitation 10

SmartKarrot

DECEMBER 3, 2020

The changes that are brought forth with technology have forced many businesses to implement digital transformation. Companies are not only able to streamline all their processes through digitalization, but also explore new avenues of growth. One such major change that has come into the customer success industry is digital onboarding. Customer success industry , being new, has not spent a large amount of time on non-digital platforms.

Onboarding 10

Onboarding Digitalization Customer Success Digital Transformation 10

SmartKarrot

DECEMBER 3, 2020

It is no wonder that the new year is the time for setting personal goals. If you are running your own business, it is a great time to look for business goals you want to meet. Focusing your efforts in that direction will be helpful in determining the business value you can get. So, setting your expectations right for the next 12 months is great. One particular goal that all companies can strive for is to boost customer satisfaction.

Customer Success 10

Customer Success Management Customer Experience Meetings 10

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