May, 2022

KAM Leader Series: Winning Customer Commitment

Strategic Account Management Association

By Tania Lennon, Global Space Lead, Talent Assessment and Leadership at ZS and Jennifer Stanley, Partner, North America Lead, Sales & Channel Practice, McKinsey & Company SAMA is proud to offer this 4th article in the 4-part series on the importance of SAM / KAM leadership.

Your First 100 Days as an Account Management Leader Part 2: When and How to Review Customer Health Scores


The secret to a strong revenue pipeline isn't continual growth into new markets, with rapid lead acquisition, conversion, and sales.


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The Buyer’s Journey

Software Sales Guru

The Buyer’s Journey The image below depicts the five phases a buyer moves through to recognize a need, assess alternatives, make a purchase, and promote that solution. Buyers move through these stages with no assistance.

The Sliding Scale of Sales Transformation

Mike Kunkle

Sales Transformation. It’s a term that means different things to different people.

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!

Why we believe in Coaching From the Inside Out

EcSell Institute

The path to providing an elite student-athlete experience begins in the mind. Here’s the proof: Ecsell Sports


?The Next Evolution of Sales

Sandler Training

More Trending

Your First 100 Days as an Account Management Leader Part 3: Why Are Customer Touch Points Important?


When customers have any type of negative experience, it can have disastrous consequences for your business — both for keeping the account and when it comes to long-term revenue implications.

Drive Consistency in Your Sales Planning Process

Force Management

A salesperson’s time is valuable. Ensure your sales team is spending their time building a pipeline of high-value accounts. Support your sales managers and reps in developing a result-driven plan that focuses them on pursuing these high-value opportunities.

Strategic Leadership: Understanding its Purpose and Core Attributes


You can’t have strategy without leadership. Strategy formulation requires a clearly defined vision, long-term goals, useful tools, and a plan to win. But without the guidance of an insightful leader who can drive the process, it is difficult to make any strategy a reality.

Stop Spinning Your Wheels: Selling Techniques for Fast Closes

The Center for Sales Strategy

Stop spinning your wheels on lousy prospects! Slow kills deals. Every seller knows (and loves) the feeling of a textbook sales process that goes from identify to closed-won, quickly.

Sales 100

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.

Preparing To Be a Player

Software Sales Guru

Preparing To Be a Player As a rule, success depends on practice; hours and hours and hours of practice. It’s true in sports. It’s true in music. It’s true in entertainment. Most professionals wisely eschew seat-of-the-pants performances.

The Surprising Way to Boost Your Sales Team’s Morale

Engage Selling

Want to boost your sales team’s morale? I don’t blame you. Let’s face it, the top sales teams have no shortage of morale on their side. When you picture a … Read More.

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Your First 100 Days as an Account Management Leader Part 1: How to Create a KAM Process


Developing a strong key account management team can be a significant asset for your business. But strategic and key account management teams won't just emerge from your sales and AM department fully formed and ready to grow revenue or build multi-year client relationships.

How to Hire the Right Sales Talent for Growth

Force Management

In this wave of mass resignations and global hiring, reduce hiring challenges and cost by narrowing your sales manager's focus. Define what the ideal sales talent candidate looks like for your organization so you can help your managers hire the right people for growth.

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.

No-code CRM integrations? Explore Insightly AppConnect


Integrating applications is not new; companies have long been integrating their tech stack using tools like AWS Lambda and Zapier. These are complex tools that work very well.

CRM 87

The Value and Benefits of Executive Leadership Development

The Center for Sales Strategy

57% percent of people were reported to quit their jobs because of poor leadership in their organization. Leaders set the tone of an organization's culture. In order to retain a happy and productive workplace, it's integral to understand the value of leadership development.

35 Free Sales Tools to Make Selling Simple

RAIN Group

Sales tools can help you standardize processes, improve your skillset, and make the best use of your time. We’ve compiled all our free tools to help you succeed—browse below for resources covering every topic of sales. Sales Performance Improvement

Sales 86

Customer Engagement Shift | Sales Strategies

Engage Selling

recently came across some interesting research from Gartner on the customer engagement shift. They discovered that when a customer is buying a brand new solution, they prefer online … Read More.

Roadblocks to Delivering a Competitive Buying Experience

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!

Predictive Sales Analytics in Excel? Yes, you could!


One Useful Example of Predictive Sales Analytics & Predictive Modeling in Excel. One of the critical tasks of a sales manager is to timely identify which opportunities have better chances of closing and what makes a “good” sales opportunity.

A CFO Perspective on Achieving Healthy Revenue Growth

Force Management

Each player on the executive team has a different perspective. The CFO is the ears of an organization. They combine everything they hear from leadership to create a balanced plan. They want to yield healthy growth. They go for accuracy. Sales Planning Sales Process

9 marketing strategies every insurance agent should know

Crank Wheel

Most people have one form of insurance or the other - health, home, business, or life. Insurance agents seem to have many people interested in their services. However, the competition can get stiff

3 Major Sales Time Wasters And How To Fix Them

The Center for Sales Strategy

You waste time! A lot of time. And so do I. It's an epidemic in the world today. One of the biggest challenges that organizations and salespeople face is the lack of productivity while feeling like they work all of the time. sales productivity

Connecting the Consultative Experience

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.

Why and How to Co-Innovate with Customers: Vantage Video

Vantage Partners

Sales, Account Management & Customer-Centricity Blog

Your Unapplied Knowledge Is a Waste of Everything!

Engage Selling

Don’t let unapplied knowledge destroy your sales team! I talk a lot about how the sales landscape today is completely different from just a few years ago…and that there’s no … Read More. The post Your Unapplied Knowledge Is a Waste of Everything!

How to Build your CRM Strategy (+6 Example CRM Goals)


Buying a platform is easy. Write a check, swipe a card, or send a wire transfer and you’re done. . It’s building a strategy around the tools your company invests in that takes time and effort. Beyond “what are we buying?” you must challenge yourself with “why are we buying this?”

CRM 83

Do You Have the Right Talent in the Right Seats?

Brooks Group

Time to read: 4 Minutes. Companies spend an enormous amount of money trying to motivate, inspire, and essentially change their employees. In 2021, self-improvement was a $10.4 billion industry. source ). It’s been said, however, that people will always do exactly what people want to do. .

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.

Selling insurance from home: How to keep prospects engaged

Crank Wheel

Selling insurance is not an easy job. It can be exhausting to be in constant contact with new people to build up your customer base. A more exhausting part of the job is to deal with the number of rejections for every sale you eventually make

The Art of Asking for Sales Testimonials

The Center for Sales Strategy

Most salespeople will claim to have many happy customers, but can they prove it? Renewals and repeat customers are one thing, but many buyers can live with being content with their seller and stick with who they know because nothing is broken, but what evidence is there of your raving fans?

Sales 97

5 Elements of a Problem Statement


Managing any organization can be described as a constant stream of problems that need to be managed and solved. However, oftentimes, people like to immediately implement solutions without having spent the time and effort to truly understand and analyze the true nature of the problem at hand.

Stay Away From This Sales Metric | Sales Strategies

Engage Selling

?????? Are you staying away from this sales metric? I wrote an entire chapter in Right on the Money on data. Specifically, about not letting data control you. I love … Read More. The post Stay Away From This Sales Metric | Sales Strategies first appeared on Colleen Francis - The Sales Leader.

Sales 84

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.