How to sell your CEO on Key Account Management
Kapta
JULY 5, 2022
Struggling to effectively manage large accounts as an account manager is difficult without organization-wide support.
July, 2022
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Surviving an Economic Downturn: What We Learned from 2009 and Why It’s Relevant Today
Kapta
JULY 25, 2022
What goes up inevitably comes down and so it goes with the economy as well. As Forbes put it, “Recessions are considered an unavoidable part of the business cycle—or the regular cadence of expansion and contraction that occurs in a nation’s economy.”
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The Leading Edge: How to Gain Competitive Advantage
Aepiphanni
JULY 12, 2022
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.
25 Problems That Stop Key Account Managers From Doing Their Job
Account Manager Tips
JULY 22, 2022
Table of Contents. If you think your job is harder than it should be. you're right.
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!
Key issues in Marketing and Business Development Planning: Engage, Analyse, Expand, Innovate and Measure
Red Star Kim
JULY 11, 2022
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.
How Sales Enablement & Sales Managers Can Partner to Drive Results
Mike Kunkle
JULY 4, 2022
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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Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
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What does the economic downturn mean for your most valuable clients?
Kapta
JULY 18, 2022
Customers expect their key account managers (KAMs) to know them and what they are experiencing. Research shows that 55% of clients expect reps to understand their business, situation, and needs.
Positivity in Sales: A Choice, Not a Feeling
Engage Selling
JULY 29, 2022
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.
Why Aren’t You Winning More Business? The Real Reasons You’re Losing Sales
Account Manager Tips
JULY 13, 2022
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.
Lonely at (or on the way to) the top? Coaching solutions
Red Star Kim
JULY 6, 2022
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.
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.
There are Limits to What Sales Enablement Can Fix
Mike Kunkle
JULY 2, 2022
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.
3 Ways to Hold Salespeople Accountable
The Center for Sales Strategy
JULY 13, 2022
Holding people accountable is tough. You have to be tough and sometimes even be a jerk, right? sales pipeline
How to prepare your KAMs for a recession
Kapta
JULY 11, 2022
A recession is coming. Over two-thirds of economists now believe a recession is likely to hit in 2023. The probability of a recession has now risen from 30% to about 60%. During a recession, it’s essential to protect your revenue and prepare for future growth.
Sales Mindset: Focus on What’s in Your Control
Engage Selling
JULY 15, 2022
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.
The Essential Guide to the Buying Experience of the Future
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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.
The Importance of Co-Creating Value with Every Strategic Customer
Account Manager Tips
JULY 6, 2022
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?
Book review – Great networking by Alisa Grafton
Red Star Kim
JULY 1, 2022
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.
Don’t Believe Your Own Marketing (Too Much)
Software Sales Guru
JULY 18, 2022
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.
Factors That Influence — What Sellers Can Control
The Center for Sales Strategy
JULY 18, 2022
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.
Roadblocks to Delivering a Competitive Buying Experience
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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!
Latest Podcasts: The People Approach to Leadership
Force Management
JULY 6, 2022
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.
28 Best Sales Opening Lines to Stand Out from Competitors
Drift
JULY 11, 2022
Did you know you only have 27 seconds to make a good impression? Yup, that’s it. 27 seconds. And the clock starts ticking as soon as your prospect opens that first email, video, chat, or call. So, if you want to leave a great impression on someone, you have to nail the beginning.
B2B Book Club Selection (July 2022)
Account Manager Tips
JULY 5, 2022
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.
10 Tips for Valuable Sales Coaching
RAIN Group
JULY 20, 2022
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
Connecting the Consultative Experience
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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.
Five Ways To Develop A Strong Sales Manager
Sandler Training
JULY 8, 2022
Here are five ways we can inspire and support the people on our team who have it in them to become true sales leaders. . The post Five Ways To Develop A Strong Sales Manager appeared first on Sandler Training. Blog Posts Management & Leadership Best practices leadership sales management
Ultimate Resource for Sales Motivation
The Center for Sales Strategy
JULY 26, 2022
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.
Selling to New Leaders in Uncertain Times
Engage Selling
JULY 1, 2022
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.
Influencing The Buyer’s Vision When You Are Late to the Opportunity
Software Sales Guru
JULY 4, 2022
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.
The Definitive Guide to the Top 4 Sales Enablement Metrics
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See what metrics matter to increase productivity and revenue and your organization. This guide will help you stay data-driven while avoiding data overload.
The Key Account At Bellevue University: Liz Pettinger And Harvey Dunham
The SAMA Podcast
JULY 14, 2022
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.
Setting the context: Negotiating with Suppliers in an Inflationary Environment
Vantage Partners
JULY 28, 2022
Sourcing & Supply Management
How to improve email deliverability
Insightly
JULY 15, 2022
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.
Are You Making These Sales Management Mistakes?
The Center for Sales Strategy
JULY 20, 2022
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.
The 5 Stages of Account-Based Marketing — and How to Win Them All
Advertiser: ZoomInfo
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.
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