Account Manager Tips

NOVEMBER 25, 2022

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.

Account Planning 246

Account Planning Key Account Management Account Management Brainstorming 246

Software Sales Guru

NOVEMBER 21, 2022

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

Sales Software Software 130

Customer Think

NOVEMBER 22, 2022

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

Marketing Digitalization Media 140

RAIN Group

NOVEMBER 9, 2022

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

B2B Sales 140

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.

The Center for Sales Strategy

NOVEMBER 2, 2022

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 122

Sales Marketing 122

Sales Gravy

NOVEMBER 1, 2022

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

Sales Leadership 109

Sales Leadership Leadership Sales Innovation 109

Kainexus

NOVEMBER 28, 2022

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.

Organization 101

Organization Management 101

Customer Think

NOVEMBER 22, 2022

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

CRM Business Growth eCommerce B2C 136

RAIN Group

NOVEMBER 21, 2022

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.

Sales Training 115

Sales Training Onboarding Sales Digitalization 115

The Center for Sales Strategy

NOVEMBER 9, 2022

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 120

Sales 120

Advertiser: ZoomInfo

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

B2B

Hubspot Sales

NOVEMBER 14, 2022

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.

Value Proposition 101

Value Proposition CRM Media Sales 101

Account Manager Tips

NOVEMBER 29, 2022

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.

Key Account Management 130

Key Account Management Account Management Management Procurement 130

NG Data

NOVEMBER 30, 2022

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

Sales Leadership 98

Customer Think

NOVEMBER 24, 2022

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

Marketing Software Software Digitalization 132

Advertisement

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.

Meetings

Zendesk

NOVEMBER 29, 2022

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.

e-Learning 98

e-Learning Finance Banking Construction 98

The Center for Sales Strategy

NOVEMBER 15, 2022

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.

Digitalization 119

Digitalization Sales 119

Strategic Planning and Management Insights

NOVEMBER 23, 2022

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.

Organization 98

Organization 98

Account Manager Tips

NOVEMBER 24, 2022

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

B2B Key Account Management Account Management Decision-making 130

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.

Sales

Planview

NOVEMBER 18, 2022

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.

Meetings 98

Meetings Prioritization Management Software 98

Customer Think

NOVEMBER 30, 2022

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

Marketing Digitalization 130

Zendesk

NOVEMBER 28, 2022

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.

Investors 98

Investors Innovation Customer Experience Software 98

The Center for Sales Strategy

NOVEMBER 17, 2022

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 118

Meetings Marketing Sales 118

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.

Supply Chain

Kainexus

NOVEMBER 9, 2022

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.

Leadership 96

Leadership Organization 96

Account Manager Tips

NOVEMBER 22, 2022

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.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

Brooks Group

NOVEMBER 15, 2022

“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.

Sales Training 97

Sales Training Sales Management Leadership Sales 97

Customer Think

NOVEMBER 8, 2022

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

Marketing B2B Digitalization 130

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?

Sales

Zendesk

NOVEMBER 28, 2022

It’s the most wonderful time of the year—the holiday season is finally here. After the chaos and uncertainty of the past few years, with supply chain woes, staffing shortages, and inflationary pressures, there is some good news for the retail industry. The National Retail Federation (NRF) predicts that holiday sales will be healthy this year. What’s more, many of those sales will come from ecommerce.

Retail 98

Retail eCommerce Supply Chain Digitalization 98

The Center for Sales Strategy

NOVEMBER 21, 2022

Imagination. It’s a wonderful thing as a child, but as an adult, it can often keep you from engaging in specific scenarios. I see it often from media sellers when it comes to being asked to sell new digital solutions… “if I engage in this conversation, what if they ask me… fill in the blank.”.

Digitalization 117

Digitalization Media Sales Advertising 117

Strategic Communications

NOVEMBER 3, 2022

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.

Advertising 95

Advertising Decision-making Communication Digitalization 95

Kainexus

NOVEMBER 29, 2022

Most leaders who adopt the continuous improvement management style focus mainly on performance indicators that can be measured for good reasons. Metrics like cost, production throughput, error rates, customer satisfaction scores, and other quantifiable business metrics guide decisions related to improvement priorities and provide insight into the impact of implemented changes.

Management 94

Management 94

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.

Negotiation