December, 2021

4 Ways to Impact Price Realization

Holden Advisors

One of our top goals in any consulting engagement is uncovering revenue and profit growth opportunities for clients. Generally, we want to answer four key questions: How much opportunity is there? Accordingly, how hard should we work to capture it? Where is it coming from?

Work together on Altify account and opportunity plans with Slack


Work together on Altify account and opportunity plans with Slack. In leading organizations, Slack is often the go-to tool for collaboration, and Salesforce is the book of record for everything customer relationship-related.


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How Voice of Customer Software Improves Account Management Efficiency


Even when you have a team of all-star key account managers, you need replicable business processes that everyone on the team can understand and follow. This consistency doesn't just help your account managers have a framework for doing their job well.

Inherit Another Account Manager’s Mess? 12 Ways to Clean it Up Now

Account Manager Tips

Inherit Another Account Manager's Mess? 12 Ways to Clean it Up Now There’s nothing worse than inheriting a mess left behind by another key account manager. They're OK - they've moved on and don't have to deal with the fallout.

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.

How Are Buyer-Seller Relationships Changing

Engage Selling

Having long studied the habits of top-ranked sellers and the changing nature of the marketplace, I’ve seen a steady shift in the power in buyer-seller relationships.

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Building a B2B SalesTech Stack for Growth

SBI Growth

Commercial leaders have been introducing sales technology for years in an effort to boost seller productivity and efficiency.

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More Trending

Strengthen Altify account and opportunity plans with Google Docs


The most successful account executives rely on close collaboration with their wider revenue teams to expand existing customer relationships and win the opportunities that matter. But sellers often move fast and get pulled in several different directions at once.

Utilizing a Customer Health Score to Identify Growth Opportunities


The biggest challenge most businesses face in today's market is maintaining and building customer relationships. It can be difficult to gauge the successes and failures of most customer relationships and respond appropriately if there isn't a solid system to inform strategies.

Key Sales Statistics That'll Help You Sell Smarter in 2022

The Center for Sales Strategy

The past decade has radically changed the way consumers learn about, research, find, and buy a product. Now, more than 90% of consumers research online before buying a product. If your company is going to stay relevant, you have to understand the trends of sales data for 2022.

Are You Still Selling Like It’s 1982?

Engage Selling

Did you know closing ratios on deals that employ traditional selling methods (e.g., cold calls and direct mail) have not changed since the 1980s? Seriously. They’ve not budged at all since “Eye of the Tiger” was a hit song on … Read More » The post Are You Still Selling Like It’s 1982?

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.

Preview: Top Trends in B2B Go-to-Market for 2022

SBI Growth

As we look ahead to 2022, our team is hard at work on a “Top Trends” report that we’ll share early in January. Our intent? Sharing key themes and shifts in both growth strategy and growth execution as we consider what 2022 may hold for commercial leaders and their teams. type-article

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4 Rules of Price Concessions

Software Sales Guru

4 Rules of Price Concessions When a buyer puts pressure on a seller, the seller’s natural reaction is to start offering concessions. Yet if a seller gives big discounts quickly, they degrade themselves and diminish their offering in the eyes of the buyer.

Customer dissatisfaction: A guide to handling difficult clients


Customer satisfaction has been dropping in the US since about 2018, according to the American Customer Satisfaction Index (ACSI). The question is why , especially when so many companies are trying hard to meet customer needs on a variety of fronts.

The Importance of Creating a Repeatable Voice of Customer Process


Net promoter score results aren't enough to gain a clear understanding of what your organization needs to do to build healthier and longer-lasting relationships with key clients.

Organic Growth Strategy: How to Leverage Market Collateral Around Social Media

Speaker: Akilah Murrell, Sr. Director of Channel Marketing at Channel Maven

Join Akilah Murrell, Senior Director of Channel Marketing at Channel Maven, for this how-to session on engaging your buyer base through social media.

Sales Success is Paid For In Advance With Prospecting

Sales Gravy

“God, when I cross the truth, give me the awareness to receive it the consciousness to recognize it the presence to personalize it the patience to preserve it and the courage to live it.” ? Matthew McConaughey, Greenlights The number one reason for failure in sales is an empty pipeline.

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Why Team Selling Works | Sales Strategies

Engage Selling

Why does team selling work? A client recently reported interesting results to me. They are a manufacturer and they sell through distributors. They have a core sales team of experts that are assigned to all of these distributors.

Four Risks Growth Leaders Must Consider for 2022, Part Four: Too Much Agility

SBI Growth

While the current macroeconomic environment presents growth leaders with considerable opportunity, CEOs will benefit from showing commitment to the shortlist of growth initiatives that matter most to their annual plans as opposed to shifting gears with the market.

Apologize to Customers for Mistakes

Jeb Blout

To your customers, YOU are the company. Therefore, it is up to you to apologize for mistakes when things go wrong. It is in our nature as humans to save face. Few of us take any pleasure in admitting when we are wrong.

Increase Revenue with Faster Sales Onboarding

Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. This exclusive eBook, Increase Revenue with Faster Sales Onboarding, provides details on how to: • Achieve your sales organization's goals • Increase revenue • Avoid turnover • Give reps a path to success Download the eBook today!

Strategies World-Class Sales Teams Discuss at Sales Kickoffs


As we move into the new year, most sales teams are likely setting the stage for 2022 with sales kickoff (SKO) meetings. Topics that top sales organizations will be covering this year include sales strategies, methodologies, predictable forecasting, and more.

How to Build a High Performing Sales Team

The Center for Sales Strategy

It's more important than ever to engage with your sales team. Sales teams that are not engaged are much more likely to underperform, experience low budget attainment, and unwanted turnover. Data shows that less than 30% of today's workforce is truly engaged.

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Making spirits bright: 5 ways to support your CX team during the holidays


It’s the holiday season, and this year is looking like one to remember. Thanks to supply-chain issues, popular items were out of stock or delayed before the shopping season even began. I bought a fancy scarf online in October, thinking I was going to beat the rush.

12 ways AI and ML are revolutionizing marketing and sales

Crank Wheel

Artificial intelligence and machine learning are getting used for all sorts of purposes in business today. Some of the business aspects that rely on these technologies are marketing and sales. As a business, there’s a lot that you can leverage from the power of AI and ML

The Ultimate Guide to Executive Recruiting

Sourcing the right executive candidates and filling key managerial roles in an organization can be difficult, even in the best of times. Download this eBook to level up your discovery process, talent sourcing, and strategies for reaching your best-fit candidates.

How Omicron Is Impacting SKO Plans

SBI Growth

Immediately following the announcement of the Omicron COVID-19 variant, commercial leaders began questioning their sales kickoff (SKO) plans and turning to SBI for peer comparisons and feedback. type-article

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Client Story: WPBC Partners with SME Strategy on a Mission to Support Their Community

Strategic Planning and Management Insights

West Point Baptist Church (WPBC) is a church in Hattiesburg, Mississippi. The church is a friendly one, whose mission it is to reach people in a culturally relevant manner, to support vulnerable community members, encourage generosity, and to develop strong leaders.

4 Habits to Start in the New Year


Okay, we hear the collective groan when we mention New Year’s resolutions, so let’s agree that we’re recommending 4 super helpful and value-adding strategic planning and implementation habits to form in 2022 so that your team has a better chance to achieve your big, bold vision.

Top Articles of 2021: Sales Leadership

The Center for Sales Strategy

As we get closer to the New Year, we're taking some time to reflect on 2021 and the success we've seen our clients achieve. While many are enjoying this special holiday with family and friends, we're bringing you a recap of the most popular posts we've published in 2021.

The Business Case and Playbook for Data-Driven Sales Coaching

Sales coaching & learning is a wise investment, but also requires you to do it right. This eBook will serve as a springboard for your business case, playbook, and implementation plan as you consider an investment to improve data-driven sales coaching.

Five sales trends to watch for 2022


We’re well into the final quarter of 2021, and that means it’s time for the fiscal year to wrap up, year-end statistics to flood in, and 2022 strategizing to begin.

Why marketing agencies need an Instant Inbound Sales solution

Crank Wheel

Marketing agencies: Do you invest in your own inbound marketing campaigns? CrankWheel explains why you need this, sooner rather than later

Make Your Sales Pitch Personal with This One Subject

FinListics Solutions

Executive decision-making is obviously driven by company goals, but it’s also driven by something much more personal to individual decision-makers: executive compensation. Selling Strategies Sales Training

How to Identify Your Top Accounts to Upsell in Q1


A bird in the hand is worth two in the bush. In sales, though, a bird in the hand can be worth way more than that – because after all, growing a current account is a lot easier and more efficient than landing a new one. .

Top 10 Tactics for a Successful SKO!

The 2022 Sales Kick Off is your big opportunity to align your sales team and drive change. Make sure it's successful with SecondNature’s SKO Ebook! Find out: ? How to set the right goals and KPIs ? How to translate vision into tactics ? How to keep salespeople engaged.