August, 2021

Why Process Strategy is Key for Sales Ops Success


Many organizations fail to outline and document procedures when it comes to producing products, handling service concerns, or guiding their customers along their buyer’s journey.

Top 10 tips to get, keep and grow client business, with Jenny Plant

Account Manager Skills

Welcome to Episode 42. The first ever episode of this podcast went live on August the fifth 2020. So one year on almost to the day, and I’m reflecting on the privilege I’ve had of interviewing some of the most interesting and experienced people in the creative agency world.


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A quick guide to enterprise sales (+ 4 tips to supercharge your strategy)


Enterprise sales is like running a marathon. Your focus isn’t on short-term wins—you’re playing the long game. And just like a marathon results in big physical and mental gains, enterprise sales results in significant revenue and increased opportunities for your business.

Easily Retain Customers with 3 Customer Service Best Practices


One of the key aspects of reputation management that we here at ReviewTrackers continue to stress to all of our clients and partners, regardless of size, is the importance of having a holistic reputation strategy.

How Zoom Uses AI to Ramp up Sales Certification and Proficiency

Zoom were struggling to ensure that sales reps around the world - with different levels of experience and proficiency – were getting certified on updated messaging. Traditional methods were unexciting, time-consuming and ineffective! But using a new innovative method driven by AI, Zoom managed to: Achieve 100% participation for their certification program, increase the number of practice sales conversations performed by each employee, and standardize feedback and scoring of practice sessions. Find out how in Second Nature’s Customer Case Study!

How to engage millennials with email


Proper email marketing allows companies to learn about and build relationships with their target audience, increase brand authority and customer loyalty, and boost revenue. In short, email marketing is an incredible channel that’s been proven, time and time again, to produce amazing ROI.

Are You Ready for a Usage-Based Pricing Model?

Holden Advisors

Usage-based pricing, or quantity-based pricing, is the next iteration of the subscription economy, especially for B2B software companies.

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Help: How Do I Ask For Referrals From Existing Clients?

Account Manager Tips

Build your business with client referrals Client referrals are a powerful business growth strategy. You ask your clients to recommend you to people they know. How hard could it be? Really hard. So if the idea of asking for a client referral scares you even just a little, you're not alone.

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The Fundamental Guide to Account Planning


Key account management is as much a science as it is an art. Create a consistent approach to how you build background information on critical clients, develop a sales approach, and build a relationship based on proactive management and support.

Get Busy Growing or Get Busy Dying: How to Evaluate Growth Levers for 2022

SBI Growth

Is your company enjoying the economic boom the economy is experiencing? 2021 has been a good year for the market with major stock markets up 15-18% year-to-date. This momentum has resulted in companies making bold moves to capture the opportunity.

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How to Sell Through LinkedIn (Your Complete Guide)

The Center for Sales Strategy

Are you running out of ideas for how to find new prospects for your sales funnel? It can be demoralizing when you feel like you’ve exhausted every avenue to find potential prospects for your B2B sales pipeline, but there are always more avenues to explore. One such avenue is LinkedIn.

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An Innovative & Creative Problem Solver Approach to Selling in the Medical Device Space

Speaker: Steve Goldstein, Sales Leader

Currently in sales or involved in a business that depends on strong sales results? Join Steve Goldstein, Sales Success Coach, Motivational Speaker and Medical Device Sales Leader from Gold Selling LLC. You will absorb critical strategies to become a trusted partner in greater sales success.

Are You Coachable? | Sales Strategies

Engage Selling

Sales leaders spend a great deal of time talking to managers on how to be effective coaches. However, it’s important for salespeople to realize that they need to be coachable as well. When it comes to coaching success, half of … Read More » The post Are You Coachable?

How Aramex’s Young SAM Program Provides Strategic Value and Impact

Strategic Account Management Association

By Shahaboddin Wahdatehagh, Sr. Director Global Account Management, Aramex. Aramex is a leading global provider of comprehensive logistics and transportation solutions, headquartered in Dubai and listed on the Dubai Financial Market.

What is marketing? 25 experts define it in one sentence


Marketing is the one thing every company does but nobody can agree on.

4 Red Flags that Your Customer isn’t Finding Value in Your QBRs


QBRs are an essential part of the account management process. They are a huge opportunity to give your customer what CSO Insights Buyer Preferences Study revealed they most want—an ongoing relationship as an existing customer along with fresh insights and perspectives. Quarterly Business Reviews

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!

The Road to Sales Mastery

Software Sales Guru

The Road to Sales Mastery In one of my recent Software Sales Bootcamps, one of my students mentioned that his CEO had been through one of my bootcamps and was using the techniques he learned on sales calls and it wasn’t always smooth and natural. My question to him was, “What makes you skeptical?

Biggest Sales Challenges for Sales Managers in 2021

The Center for Sales Strategy

Building trust virtually, finding qualified leads, getting in front of the decision-makers — these are all challenges that salespeople face. And as a sales manager, you’re finding innovative ways to address these issues.

You Must Own Your Profession

Engage Selling

“Follow every step of this bulletproof routine every day and you’re sure to become a high performer in sales.” That, my friend, is terrible advice.

Accelerate Ramp-Up Time in a Hybrid World

Sales Readiness Group

Blended learning approaches are certainly not new, but given the challenges over the past 18 months, we are seeing many opportunities to apply these approaches in creative new ways.

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.

How to Succeed Through Supply Chain Challenges [PODCAST]

Sandler Training

Mike Montague interviews Emily Yepes on How to Succeed Through Supply Chain Challenges. The post How to Succeed Through Supply Chain Challenges [PODCAST] appeared first on Sandler Training.

5 Things to Look for in a Strategic Account Planning Software


Relationships are at the core of every account. But it takes more than personable, highly qualified account managers to make that relationship grow.

Objections in Sales Presentations

Software Sales Guru

Objections in Sales Presentations Overcoming objections is an important step in the sales process, but it’s one of the most dreaded parts of sales. No one likes handling objections, but when they come out of left field they can throw off your game – and your sales forecast.

The 3 Phases of Onboarding

The Center for Sales Strategy

The war for talent is particularly brutal right now, so once you find and hire the right person, you might be tempted to pat yourself on the back and relax. Unfortunately, while you may have won a single battle, the war is still on. It's vital to plan out your strategy and then apply it.

Increase Revenue with Faster Sales Onboarding

Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. This exclusive eBook, Increase Revenue with Faster Sales Onboarding, provides details on how to: • Achieve your sales organization's goals • Increase revenue • Avoid turnover • Give reps a path to success Download the eBook today!

Q&A on Sales Management with Harvard Business School's Frank Cespedes

RAIN Group

Frank Cespedes, senior lecturer at Harvard Business School, discusses his latest book, Sales Management That Works: How to Sell in a World that Never Stops Changing (Harvard Business Press, 2021) in this Q&A with RAIN Group. Sales Management

Active Listening: Your Sales Superpower

Sales Readiness Group

There are many stereotypes of what makes a great sales rep. Outgoing, smooth talker, able to present their solution pitch flawlessly to the client. Confident – sometimes, too confident. You know the profile, right?

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How to Succeed at Performing Under Pressure [PODCAST]

Sandler Training

Mike Montague interviews Alison Escalante on How to Succeed Under Pressure. . The post How to Succeed at Performing Under Pressure [PODCAST] appeared first on Sandler Training. Podcasts] Blog Posts How To Succeed Self Development Attitude performance personal success


How to Identify Key Accounts


Key accounts are essential to your business. They are the 20% of your accounts generating up to 80% of your company’s revenue. So, it’s important to select them wisely and protect them from defecting to the competition who is always trying to win them over. Key Account Management

Buyer Intent Data Guide: How to Find Prospects Already Looking to Buy

Collecting and understanding buyer intent is a must for any marketer or salesperson looking for a higher success rate in reaching active buyers. Throughout this eBook, we’ll explore how to monetize intent data, where it's sourced from (and which sources you should be wary of), as well as how to best utilize it within your outbound campaigns in order to drive more pipeline each month.

This is a Sales Call

Software Sales Guru

This is a Sales Call It’s no secret that most people want to avoid sales calls. Once people figure out they have a salesperson on the line, they can’t wait to get off the phone. Traditional sales advice is to cajole them to staying on the phone.

Email Etiquette Mistakes to Avoid When Sending Cold Emails

The Center for Sales Strategy

If you think cold emailing is dead, you're wrong. 59% of B2B companies say email is the most effective channel for generating revenue. It's one of the most cost-effective forms of outreach that there is. At the same time, you need to realize that you're not the only one sending emails.

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Why Modern Leaders Don’t Need to Have All of the Answers

Sales Gravy

On this episode of the Sales Gravy Podcast, Jeb Blount who is the author of People Follow You, sits down with Wanda Wallace, author of You Can't Know it All. In this power-packed conversation Wanda and Jeb discuss why exceptional leaders don't need to have all of the answers.

Use A3 Process Mapping for Root Cause Problem-Solving


Most companies today work to improve their performance continuously. The basis of this improvement is practical problem-solving. Unfortunately, many organizations are not very adept at solving the day-to-day, year-to-year problems that they face.

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.