April, 2022

Your Guide to the Key Account Management Maturity Model

Kapta

As a key account manager, evolving to provide better service is an important part of the job. However, to do so, you have to understand where you are currently, and where you need to be. With a maturity model, you can do exactly that. Maturity Model

Lessons From a Savvy Seller

Software Sales Guru

Lessons From a Savvy Seller A seasoned sales leader, who I had the privilege of working with, pointed out that, as a young salesperson, he made three mistakes at the end of a long sales cycle as he entered the final negotiation: No real plan. His plan was “to get the deal.” Ask for the order.

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Win More Business With This Strategy | Sales Strategies

Engage Selling

?? Getting time on your side is a powerful strategy that will help you win more business! What do I mean by “getting time on your side”? I discuss this … Read More. The post Win More Business With This Strategy | Sales Strategies first appeared on Colleen Francis - The Sales Leader.

?Mastering competing demands in strategic account management by embracing paradoxical thinking??

Strategic Account Management Association

By Javier Marcos, PhD, Director, Key Account Management Forum Strategic account managers face increasing pressure from their strategic customers in the form of enhanced quality of service expectations, growing product requirements and further customization of their offers, amongst others.

Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

The Business of Expertise | One Step Ahead

Account Manager Tips

table of contents. The business of expertise How to ask a client for a referral What I'm reading Addicted to tabs? In other news Quote of the week Final word. The business of expertise I read a lot. I also take a lot of notes.

Weather Recruitment Challenges: Make Your Talent an Advantage

Force Management

The past few years led to drastic shifts in hiring and recruitment process, impacting organizations of all sizes and in all industries. More recently, it has been imperative that organizations have a strategic approach in order to hire and retain top performers.

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4 Suggestions to Improve Forecast Accuracy

SBI Growth

Q1 is over and a strong indication of how the remainder of 2022 will unfold.

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Weekly Roundup: Should Business Owners Be Raising Prices, Hiring Crisis + More

The Center for Sales Strategy

- MOTIVATION -. "I I walk slowly, but I never walk backward.". AROUND THE WEB -. > > Should Business Owners Be Raising Their Prices Right Now?– The Great Game of Business.

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How to Sell Innovative Ideas (When Everyone’s Terrified to Take Risks)

Strategic Account Management Association

By Brian Doyle, President, Holden Advisors Business decisions are usually made by decision makers at two ends of a spectrum. At one end are the innovators, who want to try new things and aren’t afraid of failing. At the other end are those who fear making a bad decision and getting called out for it. … Continue reading How to Sell Innovative Ideas (When Everyone’s Terrified to Take Risks).

One of the Best Strategies to Increase Closing Rates | Sales Strategies

Engage Selling

???? In this week’s Sales Strategy, I’m going to share with you one of the best strategies I know to increase closing rates. It involves getting more people engaged from … Read More.

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

Latest Podcasts: Catch up on Revenue Builders

Force Management

The Revenue Builders Podcast, hosted by John McMahon and John Kaplan, has quickly become part of the weekly routine for business leaders in all stages of their careers.

How is Your Leadership Mindset Evolving: Using the Key Account Management Maturity Model to Find Out

Kapta

Leadership is essential to any account management team — but how do you ensure it’s happening, and happening well? According to Zippia , "Only 10% of people are natural leaders — another 20% show some qualities of basic managerial talent that can be cultivated into high-quality leadership.".

Do salespeople have to “give” to “get”?

Software Sales Guru

Do salespeople have to “give” to “get”? 95% of salespeople and sales managers believe salespeople have to “give to get.” A review of recorded buyer/seller interactions debunks this sales myth. Why do we feel the need to “give to get?”

4 Reasons Accountability Is Missing in a Sales Team

The Center for Sales Strategy

Every relationship has ups and downs, and that includes relationships between coworkers. The members of your sales team might be going through problems at home that can cause problems at work. There might be conflicts with other members of the sales team.

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The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

Coaching Salespeople in a Hybrid Work Environment

Sandler Training

The world has changed in countless ways since early 2020, and that means sales coaching has to adapt. How do you maintain a strong coaching regimen with salespeople who are spending some or all of their working day out of the office?

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Lies in Your Inbox

Engage Selling

Do you have lies in your inbox? “Hi Hi there! Greetings! On my visit at your office, I found out that your organization is still using the manual registers for visitor’s … Read More. The post Lies in Your Inbox first appeared on Colleen Francis - The Sales Leader.

3 Tactics to Help Managers Retain Top Talent During the Great Resignation

Force Management

Successful companies are finding new ways to differentiate their approach to talent management as they face the ongoing complexities of the Great Resignation. Sales Coaching Tools Front-line Managers Talent Management

6 Elements of a Sales Opportunity Plan

RAIN Group

Sellers who win consistently plan to win from the start. They're methodical in their approach to opportunities. They carefully map their sales process to the buyer's, set goals for every meeting, and do an exceptional job of communicating value. Sales Opportunity Management

Roadblocks to Delivering a Competitive Buying Experience

Why are buyer-facing teams struggling and what can be done about it? Bigtincan teamed up with Heinz Marketing in a recent research study to discover the roadblocks revenue-generating teams encounter in preparing buyer-facing teams for today’s market. Click here to learn what you can do today to prepare!

Customer Advisory Boards: Strengthening Strategic Relationships With Betsy Westhafer

The SAMA Podcast

Rather than thinking about what you could do, think about what you have done. Where do you feel you’ve made the greatest impact out of everything you have done? The Congruity Group leader Betsy Westhafer found her forte when she realized that Customer Advisory Boards were her strongest suit.

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Sales Pipeline vs Sales Funnel: Do You Know the Difference?

The Center for Sales Strategy

Often, a sales funnel and sales pipeline are confused. They are not the same, and both have a distinct purpose along the path to purchase. They both provide an incredible amount of intelligence when examined in part and as a whole.

Is Your CRM Salesperson-Friendly?

Sandler Training

There are a number of things that we can do to make sure that our CRM tool is a great resource. Here are five simple tips that can help sales leaders in any industry make that transition a reality. The post Is Your CRM Salesperson-Friendly? appeared first on Sandler Training.

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The Dreaded Sales Prevention Department

Engage Selling

A Sales Prevention Department? You might have one. Right on the Money thinking is all about getting your business back on the right footing so you can compete and grow … Read More. The post The Dreaded Sales Prevention Department first appeared on Colleen Francis - The Sales Leader.

Connecting the Consultative Experience

Many B2B businesses have come to believe that there is an asymmetric relationship between the company and its buyers. But what research has discovered is that many of today’s B2B buyers are NOT empowered and they have little interest in being so. Download the eBook to find out why.

Key Focus Areas for Accelerating Growth

Force Management

There’s not a sales leader out there who isn’t trying to accelerate growth. Even if you are working at a company that is driving record numbers, you're likely focused on ensuring you can scale that growth and avoid stalls.

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Emerging Market Intelligence

Flevy

How do we acquire quality, actionable Market Intelligence for emerging markets ? To make good business decisions, we require good data—i.e. good Market Research & Intelligence. For developed markets, the function of Market Intelligence is mature practice, where data can be reliably obtained.

CRM Objectives: 5 Goals You Can Achieve with a CRM

Insightly

Organizations across industries can benefit from the feature-rich functionality that a customer relationship management (CRM) system can provide. While they have much to offer, a clear and defined strategy is necessary to ensure the tool adds maximum value to your business.

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Selling at the Speed of Light

The Center for Sales Strategy

Our founder, Steve Marx, used to say that things should be no longer than they need to be, but also no shorter. Applying that to the sales process, it should take no longer than it needs to be effective, but also no shorter.

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The Definitive Guide to the Top 4 Sales Enablement Metrics

See what metrics matter to increase productivity and revenue and your organization. This guide will help you stay data-driven while avoiding data overload.

How to Succeed at Making Real Progress [PODCAST]

Sandler Training

Mike Montague interviews Kristen Cox, a former government official and management expert, on How to Succeed at Making Real Progress. The post How to Succeed at Making Real Progress [PODCAST] appeared first on Sandler Training.

Engaging the Decision Makers

Engage Selling

??? Do you know who the decision makers are in the buying process? More and more individuals are involved in the buying decision than ever before. There are a number … Read More. The post Engaging the Decision Makers first appeared on Colleen Francis - The Sales Leader.

5 Cyber Security Risks Every Digital Marketer Faces In 2022

Crank Wheel

If your company experiences a data breach or comes under cyber attack, ignorance is futile. Understand how vulnerable you are to cyber threats to take the right course of action. Here are the top 5 cyber security risks every digital marketer should beware of in 2022

A Positive Mindset: What Opportunities Can It Bring You??

Peter Simoons

As a coach I often talk to people on a one-to-one basis about their role in business or in their alliances or in their career. I always see a solution for the challenges my clients face.

The 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.