July, 2022

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The Leading Edge: How to Gain Competitive Advantage

Aepiphanni

Once brand loyalty is established, loyal customers usually stick around for the long-haul. But getting to that point is a tough, complex process that involves implementing many different methods to give your business a leading edge over the competition.

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25 Problems That Stop Key Account Managers From Doing Their Job

Account Manager Tips

Table of Contents. If you think your job is harder than it should be. you're right.

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Key issues in Marketing and Business Development Planning: Engage, Analyse, Expand, Innovate and Measure

Red Star Kim

This is a summary (and an additional learning resource for delegates) of last week’s M&BD planning workshop through the PM Forum. Key issues in Marketing and Business Development Planning: Engage, Analyse, Expand, Innovate and Measure.

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How Sales Enablement & Sales Managers Can Partner to Drive Results

Mike Kunkle

There’s still a lot of talk these days in the sales enablement community and the market at large about the need for sales and marketing alignment. I wish I saw more of it actually happening, but the concept is out there and there are examples of what good looks like.

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Contact vs. Company Intent Signal Data

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.

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3 Ways to Hold Salespeople Accountable

The Center for Sales Strategy

Holding people accountable is tough. You have to be tough and sometimes even be a jerk, right? sales pipeline

Sales 110
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Positivity in Sales: A Choice, Not a Feeling

Engage Selling

Positivity in sales is a choice, not a feeling. It doesn’t require much effort to feel worried about the state of the world these days. And if you’re already feeling … Read More. The post Positivity in Sales: A Choice, Not a Feeling first appeared on Colleen Francis - The Sales Leader.

Sales 105

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Why Aren’t You Winning More Business? The Real Reasons You’re Losing Sales

Account Manager Tips

Table of Contents. You win some, you lose some Why do we lose sales opportunities? Win/loss reviews: 10 questions to ask Favourite podcast In other news Quote of the week.

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Lonely at (or on the way to) the top? Coaching solutions

Red Star Kim

During the summer, things calm down a little and we find time to focus on our self-development. Coaching is a powerful and effective way to do this. Increasingly, professional firms are training their people with coaching skills.

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There are Limits to What Sales Enablement Can Fix

Mike Kunkle

Senior sales leaders and C-suite execs, this one’s for you. Pay attention. This is free consulting. Background & Context. Enablement is Booming. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded.

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Factors That Influence — What Sellers Can Control

The Center for Sales Strategy

When it comes to sales, you might feel as if there are many factors that are outside of your control. To an extent this is true, but when it comes down to it – you actually wield more influence over the situation than you think.

Sales 109
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Intent Signal Data 101

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.

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Sales Mindset: Focus on What’s in Your Control

Engage Selling

What’s your sales mindset during these are uncertain times? Prices are up, markets are haywire, and things we used to take for granted—such as hassle-free business travel—now often feel out … Read More.

Marketing 103
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10 Tips for Valuable Sales Coaching

RAIN Group

Sales managers tend to believe they do a good job helping sellers solve problems and coaching them to build their capabilities. However, only 32% of sales managers are effective in getting maximum performance from sellers. Sales Management

Sales 99
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The Importance of Co-Creating Value with Every Strategic Customer

Account Manager Tips

Table of Contents. How do you define value? 20 ways to encourage value co-creation with your customers Favourite collaboration app Listener tip In other news Quote of the week. Where to find it : Apple Podcasts | Google Podcasts | Spotify | Stitcher How do you define value?

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Book review – Great networking by Alisa Grafton

Red Star Kim

To support delegates on networking training sessions, I like to review (and recommend if appropriate – see the list below) the latest books on the topic.

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7 Ways to Supercharge Your ABM Strategy with Real-Time Intent

Streaming real-time intent is a homerun for marketing and sales’ account-based marketing (ABM) strategies. With real-time buyer insights, you can be first-in-line to provide solutions and lead better, hyper-personalized conversations.

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Don’t Believe Your Own Marketing (Too Much)

Software Sales Guru

Don’t Believe Your Own Marketing (Too Much) Sophisticated product marketing teams provide personas and typical pain points as a starting point for sales conversations. They also love to arm sales teams with case studies.

Software 141
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Ultimate Resource for Sales Motivation

The Center for Sales Strategy

Every career has challenges, and that’s certainly true for sales professionals who often experience selling highs and lows. Sales pros face numerous obstacles in their quest for success. They might have a difficult sales territory that requires lots of travel away from home.

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Selling to New Leaders in Uncertain Times

Engage Selling

Selling to new leaders in these uncertain times? Sellers are reporting to me that they are selling to an unprecedented number of first-time managers and leaders in businesses today. I’m … Read More.

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Latest Podcasts: The People Approach to Leadership

Force Management

Hear tangible leadership takeaways from pioneers across industries and professions. In each June episode, John McMahon and John Kaplan brought out key insights on how successful leaders manage their most important asset, their people.

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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!

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B2B Book Club Selection (July 2022)

Account Manager Tips

B2B Book Club Selection (July 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. Tweet. Share. Share. Every month inside The KAM Club , members vote for a book of the month.

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The Key Account At Bellevue University: Liz Pettinger And Harvey Dunham

The SAMA Podcast

What does key account management look like in a major educational institution? We find out with host Harvey Dunham as he takes Liz Pettinger, the Director of Key Account Management and Operations at Bellevue University on to the show.

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Influencing The Buyer’s Vision When You Are Late to the Opportunity

Software Sales Guru

Influencing The Buyer’s Vision When You Are Late to the Opportunity If you were not the first seller through the door, you are at a disadvantage. If your competition was involved in the formative stages of the buyer’s journey, the buyer’s vision may be well developed and hard to change.

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Are You Making These Sales Management Mistakes?

The Center for Sales Strategy

One of the most difficult things in leadership, and in life, is to recognize and admit when we have made mistakes or might have done things differently.

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A Deep Dive Into Supply Chain Strategy: Why Yours Isn't Working

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.

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Building Buyer Confidence in Themselves | Sales Strategies

Engage Selling

????????? Are you building buyer confidence…in themselves? In today’s marketplace, buyers are younger and more inexperienced than ever before. This means they lack the confidence to make decisions. Thus, as … Read More.

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Setting the context: Negotiating with Suppliers in an Inflationary Environment

Vantage Partners

Sourcing & Supply Management

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How to improve email deliverability

Insightly

You may not be thinking about email deliverability, but you should. Here’s why: You have the perfect email. The subject line is engaging. Not quite click-bait, but not boring either. The pre-header draws you in. The graphic is meaningful and catchy. The text is a masterpiece.

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Self-reflection for leaders – the L&D Daily

MDI Training

Self-reflection for leaders – the L&D Daily. An important form of learning for leaders is self-reflection in order to be in tune with yourself and function well as a pillar of support for the team.

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Digitizing Logistics: Harness the Power of Data in 4 Steps

Entering a new demand gen position in a volatile market is nerve-wracking. In demand generation, data is essential for knowing who you should target and how. In this eBook, you’ll learn how to identify and target your ideal prospects using different types of data.

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5 Tips Sales Leaders Can Learn From The US Air Force

Brooks Group

Sales people may not know it, but they have a lot in common with recruiters working for the United States Air Force, Air Force Reserve, and Air National Guard.

Retail 83
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3 Steps for Hiring and Coaching Salespeople

The Center for Sales Strategy

Hiring and coaching salespeople would be a lot easier if people had their own manuals or care instructions that listed their top strengths and included advice for helping them reach their full potential. Wouldn’t that help you select and retain more top performers?

Sales 104
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How to Effectively Employ Team Selling | Sales Strategies

Engage Selling

????????? How do you employ team selling? Since I published Right on the Money, there have been even more changes happening in the marketplace that we as sellers need to … Read More.

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Negotiating with Suppliers in an Inflationary Environment: A Sample Skills Development Module

Vantage Partners

Sourcing & Supply Management

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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.