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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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?

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.

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.

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.

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.

Essential Guide to Sales Engagement – Overcome the Challenges of Remote Selling

Sales Engagement leverages process, tools, and training to align your efforts to your buyer’s journey and exceed their expectations. See how to equip sellers to effectively prospect, create meaningful connections and manage a sales cycle from beginning to closed-won! Download the guide today!

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.

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.

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.

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.

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 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.

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.

The Definitive Guide to Remote Sales Coaching

Have you struggled to onboard, train, and provide continuous learning opportunities to your salespeople due to the abrupt shift to remote work? If so, you’re not alone. Sellers are relying on virtual selling more than ever. With in-person sessions no longer feasible, many organizations are looking for alternative methods to support their salespeople.

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.

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.

How to Empower Your Sales Team to Have Meaningful Conversations

SBI Growth

It is the middle of 2021. Half of the year is in the rear-view mirror, and COVID is still looming. Your numbers are not where you want them to be, sales productivity is decreasing, your sales team is asking for.

3 Ways a Target Drive is Different From a Sales Contest

The Center for Sales Strategy

“We need to increase revenue” is something I hear frequently from Sales Leaders. It often leads to a discussion around a Target Drive and how it can help.

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Going to Market Smarter in the New Economy

In 2021, as companies continue to move more functions online, employees will take a more virtual -- and flexible -- mindset and lifestyle in parallel to the digitization of businesses. To succeed, you must change the way you conceive and build new products as a digital business. Download the report today to discover more!

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.

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.”.

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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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.

The Ultimate Sales Coaching Guide

Sales coaching is a training format that allows the leaders in your organization to share their valuable experience with the rest of your sales teams. It’s an interactive approach to sales training where sellers get to practice what they’re taught and use information in real-life scenarios.

3 Keys to an Unmatched Account Segmentation Strategy

SBI Growth

A good account segmentation will keep the lights on, but a great segmentation is how market leaders surpass their competition. How does yours compare? On today’s show, we are joined by Malorie Feidner, Senior Consultant at SBI, to discuss what it takes to achieve.

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.

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.

7 Ways to Get Motivated and Crush Your Sales Goals Post-Pandemic

RAIN Group

The best sellers understand how important it is to develop the ability to adapt. But how do you continue to adapt and stay motivated over the long haul? Sales Conversations

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The Forrester Wave™: B2B Marketing Data Providers, Q2 2021

In our 24-criterion evaluation of B2B marketing data providers, we identified the 11 most significant vendors — Data Axle, Dun & Bradstreet, Enlyft, Global Database, InsideView, Leadspace, Oracle, SMARTe, Spiceworks Ziff Davis, TechTarget, and ZoomInfo Technologies — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B marketing professionals select the right one for their needs.