June, 2022

Your First 100 Days as an Account Management Leader Part 7: Ensuring Your Account Management Team Is Equipped

Kapta

Strong sales and account management leaders can pave the way to innovative, customer-centric workflows and organizational changes.

Priorities for the Modern Leader

The Center for Sales Strategy

Work and career are areas that are ever-evolving. New ways of working emerge, skill sets and experiences change, and employee expectations shift. As a leader, it's important to understand where your priorities need to be and how you can position yourself to help your employees grow.

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Leaders: EVERYONE Got a New Job Two Years Ago!

Revenue Storm

By now I am sure you are tired of hearing how the pandemic, along with other issues like supply chain, inflation, and the war in Ukraine, have turned our lives upside down. How and where we work, how our clients work and buy, and how we have to sell.

The customer may be right, but you need a PoV!

Upland

I can’t tell you the number of times I’ve seen Professional Services (PS) projects get waylaid by cost overruns, schedule slips, or clinging clients who don’t wish an engagement to end.

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!

Five questions from a campaign, thought leadership and project management workshop

Red Star Kim

At last week’s campaigns workshop for PM Forum training we had a full house of delegates with a rare balance between legal, accountancy/actuarial, property/engineering and consultancy firms.

How to Resize and Retool Your Sales Force

Mike Kunkle

This is a post I never wanted to write. I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. At the time I published it initially, I had hoped the worst of the pandemic-fueled layoffs were behind us.

More Trending

Navigating Product-Led Growth Complexities

Force Management

Product-led growth (PLG) is driving some of the fastest growing B2B companies. While these solutions can propel organizations forward, this approach requires business leaders to make strategic decisions around what’s needed to scale that success. Sales Messaging Product-Led Growth

50 Years of Fair Play

EcSell Institute

Title IX marks 50 years of championing equality amongst student-athletes. Ecsell Sports

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The Ideal Buyer in Today’s Marketplace | Sales Strategies

Engage Selling

??????? Is there such thing as an ideal buyer? I recently have been interviewed on a number of podcasts because there’s great interest in my new book, Right on the … Read More.

A general law of interpersonal relationships?

Red Star Kim

This time last week (17 th June) I was asked to join some other great speakers at the 75 th MPF Retuning your firm online session. Richard Chaplin asked me to speak about psychology and business relationships.

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.

Never Get Ahead of the Buyer

Software Sales Guru

Never Get Ahead of the Buyer After reviewing an MRI, I had a doctor tell me, “This surgery is inevitable. You are going to want to do this.” His knowledge convinced him of the need, but he was ahead of me emotionally. He was convinced before I was convinced.

Your First 100 Days as an Account Management Leader Part 5: Leading and Lagging Indicators Your Team Should Hit

Kapta

Analyzing the same thorny, complex challenges from different angles is key to creative problem-solving.

Partner With Your CMO on the Path to Revenue Growth

Force Management

While the delineation between marketing and sales can vary from one organization to the next, establishing a close working relationship between both areas remains critical.

2022 Ecommerce Platform Guide: WooCommerce vs BigCommerce

Groove HQ

Comparing WooCommerce and BigCommerce means comparing two of the larger ecomm platforms around -- if you're on WordPress, it's an easier choice, otherwise - we'll help you sort through the options. The post 2022 Ecommerce Platform Guide: WooCommerce vs BigCommerce appeared first on Groove Blog.

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.

6 Ways to Handle Price Increases Like a Sales Pro

Engage Selling

Discover six ways to handle price increases like a sales pro! Price increases are a big part of life now, but most sellers can’t be like the local gas station … Read More. The post 6 Ways to Handle Price Increases Like a Sales Pro first appeared on Colleen Francis - The Sales Leader.

Book review: Coaching skills: A handbook by Jenny Rogers

Red Star Kim

Delegates on my coaching training sessions often ask for recommendations of good books on coaching and this is a mature, comprehensive and challenging exploration of what it takes to be a great coach. So here is a book review of Coaching skills: A handbook by Jenny Rogers.

Simple Things You Can Do to Make a Big Impact on Sales Performance

The Center for Sales Strategy

Without sales, you don't have a business. Your profits are directly linked to sales performance, so it's important to maximize sales wherever possible. There are a range of things you can do to improve sales, and if you're not doing this your business will never reach its full potential.

Your First 100 Days as an Account Management Leader: Everything You Need to Know

Kapta

As an account management leader, there are a wide variety of responsibilities to manage. Between improving client relationships, growing your business revenue, and prioritizing consumer retention, there is so much more to becoming a successful account manager, or key account manager.

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!

How to Retain Your Top Sales Talent in the Great Resignation

Force Management

Your most important asset is your people. How can you own the talent management process to make your people your sales organization's biggest competitive advantage?

Sales Tools and Tips to Use at Each Point in the Buyer’s Journey

Software Sales Guru

Early Warning System: Retain More Accounts As You Grow

Engage Selling

How do you retain more accounts as you grow? Collecting and analyzing sales data indiscriminately is like endlessly tossing buckets of coins into a wishing well…and believing the act itself … Read More.

The Wild West, Cher and Covid – Reflections from a Referrer Management workshop (June 2022)

Red Star Kim

The MBL workshop on Referrer and Intermediary Management earlier this week combined those in front-line fee-earning roles (e.g. employment and family solicitors) with those from marketing and business development in legal, tax, wealth management and property firms.

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.

Encouraging Collaboration Between Departments

The Center for Sales Strategy

Every successful organization depends on the productivity of various departments and teams to achieve its overall mission and goals. But being a part of a team doesn’t mean teamwork happens naturally.

Five Ways to Make Teamwork and Collaboration a Reality in a Hybrid Sales Environment?

Sandler Training

Here are five powerful strategies for making collaboration and teamwork standing operating procedure, both remotely and in person. The post Five Ways to Make Teamwork and Collaboration a Reality in a Hybrid Sales Environment? appeared first on Sandler Training.

Latest Podcasts: Lessons for Leaders

Force Management

What do the most successful business leaders do to take themselves and their people to the next level? Tune into these episodes for insight on how to build and lead elite sales teams.

How to Sell Without Selling Out with Andy Paul

Sales Gravy

On this episode of the Sales Gravy Podcast Jeb Blount, Jr sits down with author Andy Paul to discuss what it means to Sell Without Selling Out. Together they discuss why it is so important to make selling more human. You'll learn that persuasion is not a sales skill.

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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.

7 Sales Negotiation Tips

Brooks Group

Sales negotiation is a critical skill for any sales professional. Whether you’re negotiating with a potential customer or working out the details of a contract, being able to negotiate effectively can make the difference between success and failure.

The complete guide to cold calling vs warm calling

Crank Wheel

Read on to find out all you need to know in this complete guide to cold calling vs warm calling

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6 Ways to Improve Pipeline Efficiency

The Center for Sales Strategy

Having a robust sales pipeline may help the sales team, sales managers, and the C-suite sleep better at night. But if there’s little or slow movement of those deals through the pipeline, everyone will spend more time counting sheep than counting money.

Insightly Celebrates Pride Month

Insightly

Listening, learning, and amplifying the voices of the LGBTQIA+ community will be the focus for Insightly this month. We’re excited to join in the celebration of Pride. . What is Pride Month? Why June?

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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.