April, 2022

Your Guide to the Key Account Management Maturity Model


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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Trending Sources

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.

Demystifying Intent Data to Drive Demand in B2B

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.

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.

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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More Trending

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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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?”

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.

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.

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


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.".

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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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

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.

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.


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.

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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New integrations are in bloom


Here are the newest integrations from Zendesk to help your team provide top-quality experiences. AfterShip Returns Center. AfterShip Returns Center (Support) is a must-have returns management portal that ensures a happy post-purchase experience.

Organic Growth Strategy: How to Leverage Market Collateral Around Social Media

Speaker: Akilah Murrell, Sr. Director of Channel Marketing at Channel Maven

Join Akilah Murrell, Senior Director of Channel Marketing at Channel Maven, for this how-to session on engaging your buyer base through social media.

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.

Empathic Leadership: What It Is, Why You Need It, How to Do It


In this fast-paced business world with ever-increasing demands, it is not uncommon for leaders to become absorbed in their work and priorities to the point that they either don’t see or forget about the challenges and adversities their colleagues, team members, and customers are experiencing on a regular basis.

The Value of Live, In-Person Training

Brooks Group

The Brooks Group was recognized by Investopedia as having the best virtual sales training in the country. So it may come as a surprise to learn that we actually recommend live training, at this moment in time.

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.

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!

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.

Beyond the bubble: How 3 brands are using live chat differently


Live chat is a must-have customer support channel, but that doesn’t mean it’s one-size-fits-all. These three ecommerce companies–Mack Weldon, HUM Nutrition, and KEEN Footwear–have developed the live chat best practices that best support their customers.

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 Path Toward Building an Extraordinary Business


What is required of an extraordinary leader on the path to building a successful, extraordinary business? Is it as simple as writing down your vision, hiring some high-performing employees, and working hard to achieve your goals? In a perfect world, that probably would be enough.

The Ultimate Guide to Executive Recruiting

Sourcing the right executive candidates and filling key managerial roles in an organization can be difficult, even in the best of times. Download this eBook to level up your discovery process, talent sourcing, and strategies for reaching your best-fit candidates.

Creating Sales Training That Sticks

Brooks Group

Studies indicate that participants in traditional curriculum-based training forget more than 80 percent of the information they were taught within 90 days. Sales training that sticks, however, results in behavior change because it’s reinforced.

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

What’s a lead source? Here’s what it is and why it’s important


If you wrote a research paper in college, you may still be haunted by the strict, seemingly arbitrary rules of citations in the MLA, APA, or CMS formats. But there was a good reason to cite your research: you, and anyone reading your paper, needed to know where you got your sources.

The Business Case and Playbook for Data-Driven Sales Coaching

Sales coaching & learning is a wise investment, but also requires you to do it right. This eBook will serve as a springboard for your business case, playbook, and implementation plan as you consider an investment to improve data-driven sales coaching.