Strategic Account Management Association
FEBRUARY 3, 2023
Ask these discovery questions to train and elevate your SAMs to greatness. The post Strategic Account Manager Training: Begin with the End in Mind and Ask the Right Questions appeared first on Strategic Account Management Association.
Red Star Kim
FEBRUARY 28, 2023
This post summarises some of the key themes emerging from the recent online MBL “How to manage and grow your private client practice” full day session . It is intended to supplement the learning resources for delegates provided on the day – delegate aims, poll results and takeaways are shown below.
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The SAMA Podcast
FEBRUARY 15, 2023
The world has become a much smaller place, due in large part to the widespread digital shift that transformed just about every industry. What once felt global in scope now feels distilled at national, regional, and local levels. Everything feels seemingly in the palm of your hand.
Upland
FEBRUARY 3, 2023
Typically, there can be up to 10 individuals involved in a B2B sale. Called “buying groups”, the reality of these multiple person buying committees points to the growing complexity of B2B selling motions.
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Intent signal data comes in two types: either companies or individuals signaling interest in products like yours. Which kind of data delivers more advantages to B2B marketers? It depends. Get this infographic to learn about the advantages of intent-based leads and how you can most effectively use both types of data.
Red Star Kim
FEBRUARY 16, 2023
I am constantly looking out for new material and best practice to incorporate into my strategy workshops. Occasionally, I summarise the key ideas – so here are some items that caught my eye recently – Strategy case studies and more matrices. Dates for future strategy sessions at PM Forum.
Mike Kunkle
FEBRUARY 5, 2023
“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.”
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
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The Center for Sales Strategy
FEBRUARY 13, 2023
Are you tired of watching sales managers struggle and then resorting to a Performance Improvement Plan (PIP) only to see little to no improvement? It's time to break that cycle and set your sales leaders up for success with a Sales Leader Success Plan. leadership
Customer Think
FEBRUARY 22, 2023
In today’s digital, always connected world, Google too often stands as a gatekeeper between entrepreneurs and small businesses and financial success.
Upland
FEBRUARY 17, 2023
Buying groups have changed the world of B2B sales. In fact, there is almost double the number of buyers involved in a complex buying journey today than at any other point in history. While selling to a single buyer is a challenge, it’s nothing compared to the challenge of navigating buying groups.
Red Star Kim
FEBRUARY 14, 2023
At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. Delegate views and poll results are shown below.
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Intent signal data helps B2B marketers engage with buyers sooner in the sales cycle. But there are many confusing terms used to describe intent data. Read this infographic to better understand three common areas of confusion.
Brooks Group
FEBRUARY 21, 2023
View this week's video Providing Value Stops You From Competing on Price Too many salespeople use their competition’s lower prices to justify offering discounts, reducing margin, and for the sake of the sale, giving away most of the company’s profit.
Sales Readiness Group
FEBRUARY 21, 2023
To have the most productive coaching sessions, start with these two elements - the right mindset and powerful questions. Whether you're a seasoned sales coach or just starting, focusing on your mindset and asking the right questions can transform your coaching sessions.
The Center for Sales Strategy
FEBRUARY 1, 2023
This season on Improving Sales Performance, we’re analyzing the findings from our latest Media Sales Report.
Customer Think
FEBRUARY 14, 2023
Digital technology powers employee experience on the inside to deliver seamless, intuitive experience to customers on the outside. So, when you are creating Customer Experience Programs, you must plan and budget for the time and resources technology te.
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Aggregage Intent Signal Service helps your sales team reach more active buyers sooner. You’ll get names and contact information of specific in-market buyers plus all companies and job titles signaling intent for your product or service. Get the overview to learn more!
MDI Training
FEBRUARY 27, 2023
One Size Fits None: An Appeal for Better Leaders According to Deloitte University Press, 86% of companies have identified developing new leaders as an “urgent” need. And upon closer inspection, it’s clear to see why.
Red Star Kim
FEBRUARY 9, 2023
At the end of January, I enjoyed meeting delegates (at the Novotel at Tower Hill) on the MBL “Developing more work from referrers and intermediaries” workshop.
Brooks Group
FEBRUARY 8, 2023
View this week's video The Key to Sales The key to sales is simply being in front of prospects when they’re ready to buy, not when you need to make a sale. Sales is one profession that is riddled with rejection. Over time that can be exhausting for your reps.
Sales Readiness Group
FEBRUARY 9, 2023
Salespeople often spend too much time on opportunities that aren't qualified. So what can you do to help them better qualify those opportunities to win more deals and be more successfu l? Sales Management
Advertiser: ZoomInfo
ABM gets better with age — but unfortunately, marketers don't have the luxury of pouring it into an oak barrel for a couple decades to let it mature. It’s clear there’s a maturity gap in ABM strategies, so how can marketers start closing it?
The Center for Sales Strategy
FEBRUARY 9, 2023
In the world of sales, a prospect being unqualified or a salesperson being unqualified can be uniquely connected. Whether you're a veteran salesperson or new to the field of sales, we often miss the signs of why we were unable to connect and close a potential client.
Flevy
FEBRUARY 28, 2023
“Design is not what is looks like or feels like. Design is how it works.” ” – Steve Jobs Design Thinking: An Introduction Design thinking is a problem-solving approach that is becoming increasingly popular across various industries.
Customer Think
FEBRUARY 22, 2023
All companies want to build products and deliver support that delights customers. But there’s often a disconnect between what business leaders think customers want and what customers actually need. Using intuition or instinct to guess what customers need rarely works.
Red Star Kim
FEBRUARY 9, 2023
This was a question posed to me recently by a woman at a workshop. Whilst this question is about prejudice towards women (sex and gender bias) it could just as easily have been about age or culture or disability or sexual orientation or any other difference.
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!
RAIN Group
FEBRUARY 22, 2023
The world of B2B selling looks far different than it once did. Top sellers know they must go well beyond discussing features and benefits.
Software Sales Guru
FEBRUARY 13, 2023
Money and Power: How to Get to the Decision Maker I have discussed previously why co-building the business case is important in its own right. In addition, it opens the door to power. Power = person who makes the financial decision and controls the purse strings.
The Center for Sales Strategy
FEBRUARY 27, 2023
An inspirational leader is someone who can motivate their team members. They can get things done by making others feel like part of the team. They can rally the team and keep them motivated and focused on the goal. They are not afraid to take charge and lead their team.
Nutshell
FEBRUARY 22, 2023
One day, we may live in a future where we have robots that can do everything for us. At the moment, though, we’re a long way from that future—most tasks still require a human touch, particularly when it comes to sales.
Speaker: Michelle Meyer, Founder and CEO of MatterProviders
Michelle Meyer is here to walk you through the future of supply chain strategy, and why your current approach is probably not working. In this exclusive webinar, she will explore ways to develop and perfect your new supply chain design in this post-pandemic era of economic uncertainty.
Customer Think
FEBRUARY 13, 2023
Leverage customer data and learn from segments to GROW RELATIONSHIPS WITH CUSTOMERS through your DTC channel. If you’re a marketer, it’s important to focus on acquiring the right customers. Otherwise, you’ll spend all your time and energy trying to retain them – which can be costly.
RAIN Group
FEBRUARY 1, 2023
Too many sellers have similar problems: Bloated pipelines filled with dead wood Lack of clarity on what opportunities to focus on No plan to win their biggest, most important opportunities Losing too often to the competition Sales Opportunity Management
Hubspot Sales
FEBRUARY 16, 2023
Networking is an important part of the prospecting process. It’s a great way to introduce yourself and your products to new audiences in a casual environment.
Advertiser: ZoomInfo
More than two years in, COVID-19 is far from over. Businesses are tasked with beating pre-COVID numbers, making marketing crucial. This is your time to create brand awareness, bring in the best leads, and play a vital role in new and existing profit.
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