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. In this post, you will find out how to make your target customer choose your business […].

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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. On call recordings, I hear salespeople telling customers about the typical pain points and referencing the case studies. As counter-culture as this may sound, the customer’s reaction is typically, “That’s not.

Marketing 147
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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. 25 problems that stop key account managers from doing their job Favourite books about problem solving Coming up: How to Build a Successful Executive Sponsorship Program Just for fun: #GorgeousGrandma Day In other news Quote of the week. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher 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. The three modules looked at M&BD fundamentals, the journey through the M&BD planning process and how to address planning issues specific to professional service firms.

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2024, The Year of the Customer

2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.

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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 133
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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 127

More Trending

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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. You CAN still win, but you must adjust your tactics. Decision Criteria Ask what the.

Software 130
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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. Where to find it : Apple Podcasts | Google Podcasts | Spotify | Stitcher You win some, you lose some Not every deal will go your way. I guess that's why they say, "you win some, you lose some!

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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. So I’d like to alert you to a special offer on coaching sessions for the next few months. And to share some resources if you are looking to develop your coaching knowledge and/or skills.

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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. Once you realize what you can control, and what you can influence , you will feel more confident approaching prospects and delivering solutions and recommendations to your clients.

Sales 124
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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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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. The post Sales Mindset: Focus on What’s in Your Control first appeared on Colleen Francis - The Sales Leader.

Sales 124
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28 Best Sales Opening Lines to Stand Out from Competitors

Drift

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. Like a clever first line that makes a book impossible to put down, an exciting pilot episode that has you bingeing the.

Sales 112
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Business Model Diversification

Flevy

Strategic objectives of all businesses are to propel growth and performance, while simultaneously creating value for customers. While it is customary for managers to emphasize financial performance, effective managers pursue new opportunities in order to create added value. Business Model Diversification allows creation of value, if managed astutely, and can aid managers enhance performance and expand the goal of the enterprise.

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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. 0. Share. 0. Pin. 0. Share. 0. Every month inside The KAM Club , members vote for a book of the month. We read the winner and each week a summary and companion podcast explore the key themes and big ideas.

B2B 130
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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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. This book was published in 2022 (so it’s post-Covid) and is subtitled “The art and practice of building authentic professional relationships”. The author is female (remember those original great networking books in 2004 by legendary networker Carole Stone ?

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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. As we develop more skills in leadership, we begin to see mistakes as opportunities for growth, improvement, and innovation when we can look at them through a lens without judgment or blame.

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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. The post Selling to New Leaders in Uncertain Times first appeared on Colleen Francis - The Sales Leader.

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Using Cumulative Layering to Build Your LinkedIn Marketing

Sales Gravy

Are You Using LinkedIn's Marketing Power to the Fullest? I sat down with my good friend Daniel Disney, author of The Real Secret to Becoming a LinkedIn Selling Machine. He is a guru for using LinkedIn's marketing power, and as mentioned in Fanatical Prospecting, I believe that it is one of the greatest sales tools ever created - along with the car, Google, the internet, email, and the telephone.

Marketing 101
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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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Account-based Marketing (ABM) Solutions

Flevy

Account-based Marketing (ABM) solutions are valuable to implement the ABM approach. By using the ABM approach , we can mechanize and trim down the protracted process of finding target accounts and minimize the effort, time, and cost involved in courting these prospective accounts. ABM systems facilitate the stakeholders in creating the most qualified leads, developing tailored purchasing journeys, enhancing the lifetime value of customers , and maintaining a healthy pipeline of promising accoun

Marketing 109
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State of Sales 2022

Zendesk

If your sales organization isn’t unified with the broader business, and is struggling to keep up with evolving technology and customer needs, it won’t be ready to withstand the challenges of the future. Businesses are already facing the harsh reality of customer impatience and market uncertainty—and sales teams must continue to hit revenue goals. Zendesk surveyed 3,000 CRM decision-makers and influencers around the world about their CRM priorities, digital transformation progress, and more to ge

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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. However, what if as a leader you just can’t find time in your calendar to take a break just for you? That’s exactly what the L&D Daily is for.

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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 119
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The 2023 Supply Chain Crystal Ball: Challenges and Solutions

Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst

Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.

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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. The post Building Buyer Confidence in Themselves | Sales Strategies first appeared on Colleen Francis - The Sales Leader.

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Sounds Like a Plan!

Vantage Partners

Careful Alliance Planning Helps Mitigate Cultural, Legal, Operational, Financial, and Even Intangible Issues That Can Derail a Collaboration. Research on partnership performance indicates that business planning with partners is challenging, and essential to success. Experienced alliance managers report that 21 – 32% of the expected value of any partnership is likely to be lost through ineffective execution, and that effective joint planning can significantly improve performance.

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Achieving Digital Maturity

Flevy

Digital Transformation is a matter of survival now for all organizations particularly businesses. Altering organizations to cater to the progressively digital market environments and gaining benefit of the digital technologies to enhance operations are vital objectives for virtually every modern-day business. Digital Transformation is typically more difficult than any Change or Transformation program that an organization may undertake.

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Forrester report: Successful Digital Transformations Focus On Three Core Elements

Zendesk

A practical guide for IT leaders on delivering exceptional customer and employee experiences. IT leaders at mature organizations invest in both customers and employees while keeping operational costs low, often with limited resources. This is the key to unlocking business growth and getting a fast return on investment. Forrester’s Successful Digital Transformations Focus On Three Core Elements provides a practical guide for IT leaders to learn from mature CX organizations on issues of culture, b

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The Truth About Sales Agility: Separating Fact From Fiction

Speaker: Michelle Vazzana

Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?

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Interesting facts and statistics about B2B wholesale and manufacturing in Europe

QYMATIX

Facts and statistics about B2B wholesale, distribution and manufacturing in Europe & Germany. Distribution in Europe is a significant job provider – 10 million employees. It works at the centre of the continent’s economy, covering almost all goods and services. Most of the general public probably ignores the role of distribution on the European landscape, although it plays an essential role as the interface between importers, manufacturers, retailers and service providers.

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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. They might face a selling slump because of factors beyond their control such as an economic downturn or even a pandemic like COVID-19.

Sales 119
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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. The post How to Effectively Employ Team Selling | Sales Strategies first appeared on Colleen Francis - The Sales Leader.

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Dynamic Planning in the Face of Uncertainty

Planview

We thought we knew about uncertainty. Market disruptions by startups; sure. Shifting consumer behaviors? Part of the job. But then the pandemic happened, creating a domino effect of disruptions that we are learning to accept as part of daily life. The only thing certain about our futures, it seems, is that we have an extremely limited ability to predict what they will hold.

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Negotiate Larger Deals More Quickly

What if there was a better method of changing the conversation with your customer from delivering pricing to delivering value solutions? A method that would help keep you in control, manage the uncertainty, and close larger deals more quickly for you and your company? There is.