June, 2021

Tips to Onboard Your Account Managers More Effectively


Customers hate account turnover. It usually means that they have to re-explain everything to their new account manager (AM) and start from scratch. Plus, they’ve come to rely on their previous AM as a trusted advisor meaning your AM has big shoes to fill and trust to be built.

Revenue Operations: Secrets to Generating Sales and Growing Revenue


What is Rev Ops? Revenue operations are the behind-the-scenes happenings in a sales org. Operations (ops) define processes, implement strategies, enable sales teams to do their work, and ultimately drive results.

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Trending Sources

When To Give Your Work Away, and When to Charge

Strategic Communications

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.

Diagnosing Barriers to Commercial Excellence

Blue Canyon Partners

When business performance falls below expectations, executives are often left scratching their heads. Was our strategy flawed to begin with? Did we fail to execute?

100 Pipeline Plays: The Modern Sales Playbook

For the first time, we’re sharing the winning plays that took us from scrappy startup to a publicly traded company. Use our proven data-driven plays to grow your pipeline and crush your revenue targets.

Real-Time Feedback as a Coaching Strategy: The Pros & Cons


In a recent study, only 14 percent of employees strongly agreed that performance reviews motivate them to improve. Though annual performance reviews can offer good insight, these meetings often occur too late to inspire any behavioral improvements.

How to Create a Unique Value Proposition in a Crowded Market

Corporate Visions

In well-defined categories, many companies can solve the same problems with similar capabilities and pricing. So what does it take to create a truly unique value proposition? The post How to Create a Unique Value Proposition in a Crowded Market appeared first on Corporate Visions.

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10 New Capture Strategy Tips to Keep Clients & Avoid Competitive Bids

Account Manager Tips

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. Share. Share.

How to deliver a high-impact KAM Training

KAM With Passion

This is the third and last post of our series on KAM Training & Competencies Development. In the first post we have explored a few guiding principles to build a solid KAM Training & Competencies Development approach.

Why You Don’t Need an AI Support Chatbot

Help Scout

Artificial intelligence (AI) shows incredible promise in 2021, but the experience of interacting with an AI chatbot is more like talking to a distracted toddler than it is to Tony Stark’s Jarvis. Still, using AI chatbots for customer service makes plenty of sense.

Identifying Three Sales Process Bottlenecks and the Tactics to Drive Improved Performance

The Center for Sales Strategy

Improving the performance of a sales team, or a specific seller on the team, is a top focus for any sales leader. Often, we hear sales managers say they just need more activity or need to add more into pending, but the answer is rarely that simple.

This Coming Holiday Season is Shaping Up to Have the Most Spending in History

As for what shoppers want to buy most, you'll have to read the “2021 Holidays Unwrapped” report by Klarna to find out. Download it here!

How to Stand Out When Prospecting Online

Sandler Training

These days, everyone is using online resources to initiate early prospecting discussions via digital media. Which is part of the problem. The post How to Stand Out When Prospecting Online appeared first on Sandler Training.

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How Royal Became a Trusted Advisor and Streamlined Solutions Saving $300,000 Per Patient

Strategic Account Management Association

By Roshni Patel, Customer Success Manager, Royal Ambulance. Royal Ambulance is a California-based transportation company committed to connecting patients and providers in the healthcare continuum through transportation, technology and seamless experiences.

Quick Tips to Showcase Your Expertise on LinkedIn

Account Manager Tips

How to prove your expertise on LinkedIn LinkedIn is the best place to reach a professional network of prospects, clients and recruiters. But first, you need to optimize your LinkedIn profile.

How to define a strong KAM Training Path

KAM With Passion

In a first post dedicated to KAM Skills & Competencies Development, we have explored how to define a solid approach to KAM Training based on 5 fundamental principles.

Your Guide to Using Conversational Marketing to Drive Demand Generation

What is conversational marketing really about? This guide will examine the market forces at play, shifting buyer trends, how to leverage conversation marketing, and the tactics involved in adopting it for a B2B demand generation strategy.

How Leading Finance Executives Drive Transformative Growth

SBI Growth

SBI recently held its first Chief Financial Officer Growth Forum to bring together like-minded finance executives to discuss common challenges and share best practices with their peers. These growth-focused CFOs gathered in an intimate virtual setting to discuss the following.

How to Build a Globally Remote Team That Really Works

Help Scout

It’s still yesterday for you. Statistically speaking, you (like most of my Help Scout colleagues) are probably somewhere in the Northern Hemisphere. Meanwhile, I cling to the bottom of the planet in Australia, probably in your tomorrow.

How to Succeed at Radical Relationships

Sandler Training

Mike Montague interviews Shawn Nason on How to Succeed at Radical Relationships. The post How to Succeed at Radical Relationships appeared first on Sandler Training. Blog Posts Customer Relationships mindset professional relationships success


Lessons from a Winning Global Account Management (GAM) Program

Strategic Account Management Association

By Danielle Matteson, Vice President, Strategic Accounts Program, AVI-SPL. AVI-SPL is a digital enablement solutions provider that serves 86 percent of the Fortune 100.

LinkedIn + ZoomInfo Recruiter: Better Data for Better Candidates

Check out our latest ebook for a guide to the in-depth, wide-ranging candidate and company data offered by ZoomInfo Recruiter — and make your next round of candidate searches faster, more efficient, and ultimately more successful.

The Best Places to Research a Prospect Before a Sales Call

The Center for Sales Strategy

Being a decision-maker in today’s business world makes them a target for every over-enthusiastic salesperson with their landline number. Can you imagine how exhausting that must be?

How to Choose a Sales Training Partner

Sales Readiness Group

Most companies don’t go through the process of hiring a sales training partner very often. When they do, they’re often looking to be educated about the selection process – or, in a worst-case scenario, influenced toward an ineffective solution by an unscrupulous vendor.

5 Ways Sales Leaders Create a Winning Culture

SBI Growth

In years past, if you wanted to build out or strengthen your sales organization, you could simply offer higher compensation than your competitors. The higher sales cost would be greatly outweighed by the revenue that high-performing sales professionals would drive.

When to Disengage

Software Sales Guru

When to Disengage There may be a time when you find yourself in a situation in which a buyer is asking for something that you, as the salesperson, do not know how to respond to. When this happens, it’s important to remember that an agreement does not need to be reached in one meeting.

A Recruiter’s Guide To Hiring In 2021

With vaccination rates rising, consumers spending more money, and people returning to offices, the job market is going through a period of unprecedented adjustment. As the New York Times observed, “It’s a weird moment for the American economy.” And recruiting professionals are caught in the middle. To make the most of this disruption, you need to understand the economic drivers, develop a strong strategy for unearthing valuable talent, and use the latest tech tools to get the job done. Read this guide to get your recruiting practice ready to thrive in the new normal.

Getting over the rainbow: How to authentically acknowledge LGBTQ+ experiences during Pride month


What started as a celebration of defiance… Every summer communities across the country (and the globe) come together to show solidarity and support for the LGBTQIA+ community through protests, parades, rallies, volunteer work, and festivals known together as Pride.

Character Matters: Learn How to Become a Better SAM

Strategic Account Management Association

By Rowena Abrahams, Contributing Editor, SAMA. Who you are matters as much as what you do.”.

How to Use a Sales Diagnostic to Improve Performance

The Center for Sales Strategy

Have you ever thought about how the 10,000 foot view from an airplane is often more interesting and illuminating than the proverbial 30,000 foot view? This is true when looking at a sales organization as well. The 30,000-ft.

How COVID Helped Create a Better Learning Experience for Sellers

Sales Readiness Group

With in-person, instructor-led training off the table for over a year, companies had to innovate and leverage technology to deliver sales training to their remote sales teams. Initially, the onset of the COVID pandemic sidelined most training initiatives.

Reaching Unreachable Candidates

Speaker: Patrick Dempsey and Andrew Erpelding of ZoomInfo

What is ZoomInfo for Recruiters? Find and connect with the right talent to fill roles fast with more data, basic search, advanced search, candidate and company profiles, and export results. Watch this On-Demand Webinar today to see how ZoomInfo for Recruiters can work to get your talented candidates results.

111 Customer Service Statistics and Facts You Shouldn't Ignore

Help Scout

Your customer experience is the main differentiator between you and your competitors, and all of the customer service statistics back it up.

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The Four Stages of Learning

Software Sales Guru

The Four Stages of Learning I recently discussed the value of training in order to change our instinctive response to certain situations. If you’ve read my other sales tips, you know that I strongly believe in the value of coaching and repetition in order to learn new skills.

4 Steps to Overcoming Sales Objections

RAIN Group

The word "no" can be a tough pill to swallow. In selling, when you're trying to meet a quota, squeeze in an extra deal before the end of the quarter, or get your bonus, the word "no" is too often interpreted as a sign to run for the hills.

Will Sales Transformation of the Future be Virtual or Face-to-Face?

Sandler Training

Enterprise sales transformations typically involve a multi-year plan to improve the people, processes, and technologies of the entire sales organization. The post Will Sales Transformation of the Future be Virtual or Face-to-Face? appeared first on Sandler Training.

Top 10 Tactics for a Successful SKO!

The 2022 Sales Kick Off is your big opportunity to align your sales team and drive change. Make sure it's successful with SecondNature’s SKO Ebook! Find out: ? How to set the right goals and KPIs ? How to translate vision into tactics ? How to keep salespeople engaged.