November, 2022

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How to Create an Insanely Easy Strategic Account Plan + Template

Account Manager Tips

Table Of Contents. Strategic account planning process 1. Have a conversation with your client Where are we? Where do we want to go? What changes have to be made? How should changes be made? How should progress be measured? 2. Evaluate and prioritise your goals 3. Create your strategic account plan Categories Objectives Initiatives 4. Review and revise your account plan Strategic account plan Excel template Strategic account planning resources.

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PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback

Red Star Kim

This article was published in the latest edition of PM Forum Magazine. PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback. The event took place on September 29 th 2022. After two years online, you could feel the excitement of being face-to-face with 150 people in the familiar TUC Conference Centre in London’s West End.

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Staying to the Left of the Sales Pendulum

Software Sales Guru

Staying to the Left of the Sales Pendulum If you’re desperate to make something happen, and you try to control events and people, you push away the people you want to influence and you prevent the desired outcome. I’ve written about the Paradoxical Intent and anti-suggestions before, explaining if you try to “tie-down” a buyer, you will not gain agreement.

Sales 130
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Leveraging Every Idea in a Content Marketing Strategy

Customer Think

Marketing a business online can take many different forms, use various types of media and focus on a range of digital platforms and networks. But irrespective of where your main focus lies in the online marketing landscape, creating great written content will be a significant part of that mix. However, producing popular, informative, engaging content […].

Marketing 140
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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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The 6 Essential B2B Sales Funnel Stages

RAIN Group

Interesting tidbit: the concept of a sales funnel dates back to Chicago meatpackers in the late nineteenth century. Even then, the Armours, Swifts, and Morrises of the world were tinkering with the best strategies for selling their products to other businesses. In many ways, the fundamental challenges of selling remain the same for the modern B2B sales funnel.

B2B 140
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How to Approach Setting Realistic Sales Goals in 2023

The Center for Sales Strategy

Setting meaningful as well as realistic goals is a skill that all sales leaders know is crucial. When looking at sales goals, let’s clarify that they need to be both meaningful, with a focus on hard, not vanity, metrics. They also must be realistic to your industry, region, market, team, and organizational capacity. One of the best ways for sales leaders to set realistic goals is first to look back.

Sales 125

More Trending

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Why You Need to Love Your Sales Team

Sales Gravy

In today's world there are few barriers to career change. Top sales talent can walk out of your door to another career opportunity at any time. This puts more pressure on sales leaders than ever before to foster a sales culture and team environment that compels people to stay. On this episode of the Sales Gravy Podcast, Jeb Blount (People Follow You) sits down with Helen Fanucci author of the brand new book, Love Your Team, to discuss what sales leaders must do to retain talent build and stronge

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The 5 Reasons Sales Teams Excelled in 2022 — While Others Didn't

Hubspot Sales

The HubSpot Blog’s Sales Strategy & Trends Report says that 42% of salespeople exceeded their goals in 2021, a similar amount simply met their goals, and 16% underperformed. In 2022, 41% of salespeople exceeded their goals, and an equal amount met them. 18% said they performed worse than their goals. Let’s go over how those top-performing sales reps met their goals.

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Why CRM Is Key To Boost Business Growth Potential?

Customer Think

In B2C environments, CRM solutions are essential to maintaining client relationships over time. Managing online retail customers is crucial for any eCommerce platform to run smoothly. Standard CRM systems in eCommerce allow you to register, track, and utilize data about customer interactions. Business owners use CRM systems to assess the big picture of their customers’ […].

CRM 136
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How to Make Hybrid Sales Training Work

RAIN Group

With the rise of virtual training, hybrid workforces, and self-directed learning, what is the role of in-person training? Is in-person sales training dead? Yes and no. It’s true the global pandemic radically changed how sales organizations think about live events, including salesforce onboarding, education, and SKOs that were once the norm. The pandemic challenged sales teams to try new and creative solutions for training, most of them digital-first.

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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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I Have Open Sales Territories And Recruiting is Challenging. What Are My Options?

The Center for Sales Strategy

Most people in hiring roles are having the conversation: How am I going to find someone to fill my vacant roles? The problem is real, and for some, it’s overwhelming. Here are four options to consider.

Sales 124
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Life After Key Account Management? What Happens Next?

Account Manager Tips

What are your options when you're a key account manager and ready for your next move? Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. Life after key account management How to prepare for your next career move 1. Be consistent at being good 2. Become known for knowing something 3. Take on some extra-curricular projects 4.

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The Meaning of Hoshin Kanri: What, Why, and How

Kainexus

We are fortunate enough to get to spend a lot of time chatting with customers and other organizations that are interested in continuous improvement about how they approach the need for constant positive change. Many techniques that are used in the Lean and Six Sigma management approaches come up during these conversations, but one which seems to be less understood than many others is Hoshin Kanri.

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What is Customer Churn?

NG Data

A Definition of Customer Churn Simply put, customer churn occurs when customers or subscribers stop doing business with a company or service. Also known as customer attrition, customer churn is a critical metric because it is much less expensive to retain existing customers than it is to acquire new customers – earning business from new customers means working leads all the way through the sales.

Sales 98
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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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10 Email Marketing Strategy Tips

Customer Think

So, you’ve tried to find the best email marketing software for your business, maybe you have an email list with potential customers eager to learn about your brand. You might have even sent a few emails to these recipients, but quick question – what happens now? Answer: you take your campaign to the next level […].

Marketing 132
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Infographic: 8 Ways to Maximize Sales in 2023

RAIN Group

2023 is shaping up to be a challenging year for sellers. With economic uncertainty and organizations everywhere tightening their belts, sellers are hard-pressed to stay efficient and keep revenue flowing. So how can you and your sellers stay on track and cross the finish line strong? There are plenty of ways to get the most out of the team you already have.

Sales 108
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5 Things to Consider When Building a Digital Team

The Center for Sales Strategy

Digital sales teams today have to know more than how to sell. They need to understand how to develop integrated solutions that produce the business results the accounts they work with want. And they need to have the talent to be successful. If you are in the process of building a digital sales team or upgrading your current team, here are five things you should consider.

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B2B Book Club Selection (November 2022)

Account Manager Tips

Listen to this article. Every month I share a selection of popular titles to help with your professional development as a key account manager. Here are the book recommendations for November 2022. Table of Contents. Great on the Job: What to Say, How to Say It. The Secrets of Getting Ahead. Why this book? Seeing What Others Don't: The Remarkable Ways We Gain Insights Why this book?

B2B 130
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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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Thankful for new integrations

Zendesk

Here are the newest integrations from Zendesk to help your team provide top-quality experiences. Kore.ai. Kore.ai (SunCo) is the Gartner Magic Quadrant Leader in conversational AI and brings intelligent Virtual Assistant automation to Zendesk Sunshine Conversations. Assign the intelligent Virtual Assistant to converse with your customers for common and repetitive requests, and free up agents for more critical, high-value requests.

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8 Reasons to Invest In Your Strategy Execution

Strategic Planning and Management Insights

Your organization's success depends on its ability to execute on your strategic plan. Implemeting your strategic plan on your own can be difficult. Why? Because you are busy working in the business that it's hard to make time to work on the business. Because you've never done this before and strategic work is more complicated and unknown compared to operational work that is familiar.

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[Book Review] Ann Handley’s Not-To-Be-Missed Guide to Better Marketing Writing

Customer Think

Source: John Wiley & Sons, Inc. Ann Handley's new book, Everybody Writes: Your New and Improved Go-To Guide to Creating Ridiculously Good Content (John Wiley & Sons, Inc., 2022), was released last month, just in time for as.

Marketing 130
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A Day in the Life of Analytics Engineer, Kaley Coddens

Planview

At Planview, we truly believe anything is possible when people work together on the things that matter most. When we break down silos and collaborate across all levels, functions, and borders, we see our people succeed. When our people succeed, so does our business. Our analytics teams play a central role in collaborating with teams across the enterprise and supporting our global teams.

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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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6 Weeks to Impact 2023

The Center for Sales Strategy

This is the glorious time of year when most leaders are engulfed in budgets, planning, meetings, and deadlines. With less than six weeks until 2023, let’s dive into a few things to check off or add to your list.

Meetings 121
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10 Steps to Win Over Your Client’s New Procurement Team

Account Manager Tips

New procurement teams introduce big challenges and new opportunities into the customer relationship. As a supplier you need to adjust fast and build a foundation of trust. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. Help! My old contact has been replaced First things first: find out what they want 10 steps to become a supplier of choice Check these out Quote of the week.

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Our North Star

Zendesk

In the 15 years since its founding, Zendesk has been a leader in product innovation and a steadfast champion of putting customers at the center of every business, including our own. Zendesk’s original vision was to create “beautifully simple” software, enabling businesses to have easy interactions and act on customer feedback. Recalling the early days, co-founder Mikkel Svane wrote in his book Startupland : “We called every company that signed up for a new trial and asked how they were doing.

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The 6 Motivators That Inspire Reps to Action

Brooks Group

“There is only one way to get anybody to do anything, and that is by making the other person want to do it”. — Dale Carnegie. Using Motivation To Create Inspiration. People often conflate the words motivation and inspiration. Motivation is external. Everyone needs a good pep talk from time to time: to be reminded of why they get up in the morning and do what they do.

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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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[Research Round-Up] An Updated Look at B2B Content Marketing by CMI and MarketingProfs

Customer Think

Source: Content Marketing Institute and MarketingProfs (This month's Research Round-Up reviews some of the major findings from the latest content marketing survey by the Content Marketing Institute and MarketingProfs. This research has b.

Marketing 130
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How to Align Continuous Improvement with Strategic Goals

Kainexus

One might think that any organization with leadership and employees dedicated to continuous improvement would slowly trend toward success. However, it takes more than a desire to implement positive change to get there. Continuous improvement is part of a strategic process that advances critical goals and objectives. Organizations that demonstrate operational excellence are aligned and working toward the same ends.

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Round Peg, Square Hole: How to Know If You Have the Right People in the Right Places

The Center for Sales Strategy

We have all heard the expression, “As impossible as trying to fit a round peg into a square hole.” A simple statement yet one that perfectly captures the challenge of making a match where there isn’t one. Ask the leader of any organization about what keeps them up at night, and one answer is certain to be, “ How can I make sure I have the right people in the right roles for the success of our business ?”.

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10 Copywriting Tips to Get Better Results

Strategic Communications

Whether you’re writing a brochure, copy for a newspaper ad, a script for a radio announcement, or a page or blog for your web site, there are some tried and true techniques that can help you make sure that your copy gets the results you’re looking for. Think about writing copy as making a sales pitch to a customer. Your goal is to persuade that customer to do something–most likely to purchase your product or service.

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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.