September, 2021

15 Ways to Get Referrals

RAIN Group

Referrals are among the top ways sellers get leads and new business, but many struggle with generating them consistently. Often, this is because they haven’t thought about why buyers should refer them. They don’t have a system in place for generating referrals.

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A Growth Strategy Without Market Data is a Hail Mary (Part 1 of 2)

OnStrategyHQ

Most of the OnStrategy Team lives in Nevada, so we know a thing or two about gambling (and sometimes you can get lucky!!). However, most leaders prefer to play it safe with the future of their companies. We suspect you feel the same way.

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Limited Partnerships: Their Structure, Value, & Practical Examples

Hubspot

A limited partnership is a business model that can connect bold, enterprising entrepreneurs with savvy investors looking to finance lucrative, low-touch business ventures. If you fit either of those bills, thoroughly understanding the concept is in your best interest.

Passing the Price Gauntlet with Strategic Accounts

Holden Advisors

As a strategic account manager, you take the long view in working with your customers to ensure that each of them gets the right solution. You invest time in evaluating your customer's business and sourcing the best team internally to configure a valuable solution.

How Zoom Uses AI to Ramp up Sales Certification and Proficiency

Zoom were struggling to ensure that sales reps around the world - with different levels of experience and proficiency – were getting certified on updated messaging. Traditional methods were unexciting, time-consuming and ineffective! But using a new innovative method driven by AI, Zoom managed to: Achieve 100% participation for their certification program, increase the number of practice sales conversations performed by each employee, and standardize feedback and scoring of practice sessions. Find out how in Second Nature’s Customer Case Study!

Turning lemons into lemonade: Five ways to reset on customer management fundamentals in a post-pandemic world

Strategic Account Management Association

By Dave Duke, Co-Founder and CCO, MetaCX, and Joel Schaafsma, Research General Manager, SAMA. Turning lemons into lemonade. It is one of the most optimistic cliches known to man – and with good reason.

The Key Account Strategy Template for B2B Businesses

Kapta

Creating an ironclad plan for key account management that guides individual account growth and gives you organization-wide insight isn't easy.

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Reimagining Events in a Hybrid World

SBI Growth

A hot topic on the minds of executives, validated by SBI’s Growth Advisory Board Program, is what the future of the workplace looks like and how to create an impactful EX and CX in a hybrid environment. Executives are looking.

The Ultimate Guide to Small Business Customer Service

Help Scout

With access to fewer resources and generally leaner teams, small businesses need to be more creative and tactful in their approach to customer service. That’s not to say they can’t provide a top-notch experience — they absolutely can. They just need to be a little more focused with their efforts.

Defeating the "No-Decision" Trap: The Power of Divergent Thinking

Holden Advisors

Imagine if you could banish “no-decision” from your sales funnel. More deals that travel all the way to the win/loss finish line, less wasted sales time, more essential customer needs resolved, and a higher share of wallet. What’s standing in your way?

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Close the Door on the Close

Software Sales Guru

Close the Door on the Close One of the reasons salespeople get a bad rap is because most people associate sales with a hard close. No one wants to be manipulated or pressured into making a decision that they may come to regret.

An Innovative & Creative Problem Solver Approach to Selling in the Medical Device Space

Speaker: Steve Goldstein, Sales Leader

Currently in sales or involved in a business that depends on strong sales results? Join Steve Goldstein, Sales Success Coach, Motivational Speaker and Medical Device Sales Leader from Gold Selling LLC. You will absorb critical strategies to become a trusted partner in greater sales success.

Differences Between Key Account Management & Customer Success

Kapta

The terms key account management and customer success are often used interchangeably within organizations. However, while the two strategies share a few common goals, they are completely different in their implementation. Customer Success Key Account Management

Sandler Research Center Report: What Buyers Want Now

Sandler Training

Within the professional buyer/seller environment, preferences and practices have altered dramatically since the spring of 2020. The post Sandler Research Center Report: What Buyers Want Now appeared first on Sandler Training.

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Account-based marketing for strategic account management

The SAMA Podcast

Jerry, Kate and Dominique are the creators and facilitators for a new training course being offered through SAMA Academy, "Account-based Marketing: Customer-led, team-enabled." " It takes place virtually Dec. 7 & 8. Course description and registration link are here.

How to Scale Customer Support Without Compromising Service

Help Scout

It’s possible to deliver higher volumes of customer service at a consistently high level of quality — here's how. Read the full article

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This Coming Holiday Season is Shaping Up to Have the Most Spending in History

As for what shoppers want to buy most, you'll have to read the “2021 Holidays Unwrapped” report by Klarna to find out. Download it here!

Why Pricing Is So Hard and Why Most Companies Mess It Up

Holden Advisors

Why is pricing so difficult? And why do so many companies get it wrong? It often comes down to organizations not being clear on pricing purpose. Just think—what are some of the pricing purposes we hear in big organizations? One of them we hear a lot is “price to cover cost.”

Selling to Committees

Software Sales Guru

Selling to Committees All buyers want to have options, and they want a simple way to compare those options. An example is the Mutual Fund industry. Most brokerages have tools that allow buyers to compare funds side-by-side, helping them to make an informed decision.

What's Missing in Your Customer Success Software?

Kapta

Lack of visibility is one of the biggest problems impacting key account management, even in 2021. Isolated programs, account managers without sufficient buy-in to new systems, and broken processes compound to prevent revenue teams from gaining complete insight into accounts.

How to Succeed at Overcoming the Imposter

Sandler Training

Mike Montague interviews Kris Kelso on How to Succeed at Overcoming the Imposter. The post How to Succeed at Overcoming the Imposter appeared first on Sandler Training. Blog Posts How To Succeed Self Development confidence imposter syndrome self development

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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.

Loyalty Is Your Job, Not Theirs

Engage Selling

“Buyers have changed and loyalty’s dead now. Customers don’t care about the relationship anymore!” I’ve been hearing that whine a lot from sellers.

Help Scout’s Step-By-Step Remote Hiring Process

Help Scout

While the opportunity to hire the best people anywhere in the world is incredible, hiring for a remote team does have its unique challenges.

Into the deep end: Becoming a SAM during COVID

The SAMA Podcast

When the Golden Rule Fails, Try the Platinum Rule

The Center for Sales Strategy

The idea that you should “do unto others as you would have them do unto you” dates back at least to Confucianism (551 BC) and has precedents in nearly every religion. It makes sense, doesn’t it?

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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!

The Future of Automated Account Management

Kapta

Relationships are the most important part of successful account management. However, if you take a look at where the average account manager spends their time, it doesn't reflect the same sentiment. Customer Success Key Account Management

This One Simple Step Will Help You Coach Your Team to be Self-Sufficient

Sandler Training

Sales leaders often tell us that they want salespeople to take a more proactive role. Fortunately, there is a simple fix for turning this dynamic around. The post This One Simple Step Will Help You Coach Your Team to be Self-Sufficient appeared first on Sandler Training.

Small companies got faster at solving customer issues last year – here’s how

Zendesk

. . . When a customer has an issue, all they want to do is solve it—quickly. In fact, 73 percent of customers say that speedy resolutions sit at the very top of their priority list. This should have companies paying attention.

The Supportive: A Series for Service Professionals

Help Scout

This post is part of The Supportive , Mathew Patterson’s column for customer service professionals. Your work matters. You matter. Delivering high-quality online customer service day after day is skilled, challenging work.

Buyer Intent Data Guide: How to Find Prospects Already Looking to Buy

Collecting and understanding buyer intent is a must for any marketer or salesperson looking for a higher success rate in reaching active buyers. Throughout this eBook, we’ll explore how to monetize intent data, where it's sourced from (and which sources you should be wary of), as well as how to best utilize it within your outbound campaigns in order to drive more pipeline each month.

Pick Up the Phone and Sell

Sales Gravy

On this episode of the Sales Gravy podcast, Jeb Blount, Jr makes his debut with discussion about leveraging the telephone with Alex Goldfayn who is author of the new book, Pick Up The Phone and Sell.

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How to Practice Active Listening in Sales

The Center for Sales Strategy

Is it possible to sell faster by talking less? Absolutely. When sellers rely more on listening — active listening to be specific — their ability to understand client needs throughout the sales process accelerates.

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Account Management Tools to Simplify the KAM Process

Kapta

Retaining clients requires more than good reactive support and strong products. It requires proactive account management, anticipating client needs, and constantly strengthening the relationship.

The DNA Of a Sandler Trained Professional Salesperson

Sandler Training

In Sandler, we have identified three elements that are required for success in selling we call it B.A.T. The post The DNA Of a Sandler Trained Professional Salesperson appeared first on Sandler Training.

A Recruiter’s Guide To Hiring In 2021

With vaccination rates rising, consumers spending more money, and people returning to offices, the job market is going through a period of unprecedented adjustment. As the New York Times observed, “It’s a weird moment for the American economy.” And recruiting professionals are caught in the middle. To make the most of this disruption, you need to understand the economic drivers, develop a strong strategy for unearthing valuable talent, and use the latest tech tools to get the job done. Read this guide to get your recruiting practice ready to thrive in the new normal.