November, 2023

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The Only Key Account Management Strategy You Need

Account Manager Tips

A key account management strategy helps you optimize the relationship between you and your most valuable clients. Find out how to create one, the easy way.

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Know Your Customer to Driving Growth and Revenue in Key Accounts

Upland

Why do you need to know your customer? You need to know your customer because customers buy outcomes. They aren’t in the market for products or services. They aren’t buying just to buy. They’re on a mission to solve a problem, fill a gap, or capitalize on an opportunity. The product or service you’re selling is the method or tool they will use to get there.

Suppliers 195
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45 Best Questions To Ask Your Client to Get to Know Them

Account Manager Tips

Get the conversation started with the 45 best questions to ask your client to get to know them, reveal new opportunities and hidden risks.

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Reimaging Leadership in a Hybrid World

The Center for Sales Strategy

How we work and live has changed in unprecedented ways over the last few years. We have experienced both the benefits and the challenges of remote, hybrid, and return-to-office work models, and most have strong opinions and preferences on the subject.

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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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Account Management Excellence (feat.) Will Frattini

Sales Gravy

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. You'll learn why a focused and intentional account management strategy is essential for net revenue retention and account expansion. Why Account Management Matters In sales, closing deals and prospecting often steal the spotlight from account management and customer retention.

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How to Measure the ROI of Your Sales Enablement Program

Mike Kunkle

In this post, I will offer advice about how to measure the ROI of your sales enablement program. This is a complex topic that is beyond the scope of one blog post, but I will do my best to provide a solid kickstart for you and offer what I hope will be some helpful perspective and good resources to continue to pursue. I do have a video on this topic, from my newsletter, Sales Enablement Straight Talk , as an additional resource.

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A New Normal in Sales

Software Sales Guru

A New Normal in Sales A newly hired executive sat in on a sales call as part of his onboarding. He said, “This customer was very forthcoming. Far beyond normal. They told us everything. Pain. Cost of doing nothing. Their exact list of decision criteria. Budget. Process.” The call was recorded and we reviewed it with the sales team. The new team member thought he.

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The Only Key Account Management Strategy You Need

Account Manager Tips

A key account management strategy helps you optimize the relationship between you and your most valuable clients. Find out how to create one, the easy way.

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5 Important Lessons Every Hiring Manager Needs to Learn

The Center for Sales Strategy

Have you ever hired someone who seemed perfect on paper, but ended up being a terrible fit for your team? What about someone who blew you away during the interview process, but then turned out to be a totally different person once you brought them on board? If we each had a crystal ball to gaze into, the hiring process would be so much easier. Instead, hiring the wrong person is oftentimes a tough learning experience.

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Introducing Nutshell’s Email Report

Nutshell

Email templates are one of the best ways to make your outreach more efficient, keep your messages consistent across your team, and improve outreach effectiveness over time. That’s why we’re excited to introduce a new email report that will give you insight into the types of emails your team is sending and how many emails each team and user is sending.

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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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Manage EBITDA, But Don’t Neglect Commercial Productivity auto publish testing

SBI Growth

The beginning of 2023 marked the start of more conservative spending for CEOs, which is likely to continue until the year ends. But expense management is only one part of the equation: leaders must look elsewhere if they want to hit their financial targets. Based on SBI’s survey data, revising how productive their go-to-market (GTM) teams are and finding solutions to raise that benchmark is what’s going to make the difference here.

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28th PM Forum Conference: Organisational culture, mentoring, digital distraction, ESG and client experience (2023)

Red Star Kim

For over 20 years I have attended and reported on the annual Professional Marketing conference. Sometimes I have also presented sessions. The latest conference was reported in the winter edition of PM Magazine. Thanks to editor Matt Baldwin for his assistance. The theme of the 28 th conference this year was “ Harness the power within your firm – creating stellar marketing for the future”.

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24 CX ROI Metrics for Your Chief Customer Officer Prosperity Playbook

Customer Think

Customers’ prosperity is your path to prosperity. For your solutions serving their needs, their funding serves the needs of employees, partners, and investors. Inversely, customers’ hardships (lack of prosperity) are extra costs for you, either to resolve their issues or to expand sales with new customers.

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B2B Enterprises and the Rise of Customer-Centricity Software

Revegy

The B2B enterprise landscape has undergone a significant transformation over the years, with organizations placing a heightened emphasis on their customers. With the advent of digital technology, businesses have had to adapt to an increasingly complex environment characterized by more decision-makers, longer deal cycles, higher pricing points, and a plethora of competing channels.

B2B 108
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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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Professional Branding: 3 Things That Are Helping or Hurting Your Reputation Online

The Center for Sales Strategy

Most of us have posted so much on social media, it’s hard to remember it all. But the internet doesn’t forget. When was the last time you did a brand audit of yourself? If you’re a professional in sales or leadership, will your online brand send the message you want?

Internet 107
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AI as a Co-Trainer in Leadership Development

MDI Training

Artificial Intelligence as a Co-Trainer in Leadership Development In a world that is constantly evolving, we at MDI always strive to be at the forefront of finding innovative ways to promote and sustainably improve leadership development. Our collaboration with the MDI AI co-trainer “AICo” represents an exciting step in this direction. This ongoing experiment allows us to explore the role of artificial intelligence in leadership development and understand its impact on our participan

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Developing Accurate Sales Forecasts

Sales Readiness Group

Sales forecasting is not just another corporate chore. It is the cornerstone of informed decision-making and the financial roadmap that keeps your organization on course. However, many managers wonder if they need to take on this responsibility. Let’s explore who should be in charge of sales forecasting, why it is so important, and how to engage your team to gain unique insights.

Sales 100
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Rainmaking best practice in professional services firms (Selling behaviours)

Red Star Kim

As an fan of Challenger sales (and the variant Insight Selling Insight selling – building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. His research on rainmaker best practice is helpful for those providing sales training and coaching to lawyers, accountants and other knowledge-based professionals.

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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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The Real Value of Journey Mapping

Customer Think

Customer journey maps are a key component of customer experience strategy and planning. But what are they? What information do they provide? And, how should they be used? Depending on who you ask, a customer journey map is a process or a visual tool.

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AI Transformed: 4 Ways AI is Rapidly Changing Sales

Revegy

Compared to its finance, marketing, and logistics counterparts, sales has traditionally been a laggard regarding digital technologies, and for good reason. According to the Harvard Business Review, despite most digital technologies’ promises to help sales reps increase pipeline volume and velocity, the opposite often proves true because many companies implement a multitude of point solutions. […] The post AI Transformed: 4 Ways AI is Rapidly Changing Sales appeared first on Revegy.

Logistics 107
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Cultural Web Model

Flevy

Organizations that do not define an organizational culture leave the door open for the culture to define itself—which is often fraught with dissatisfaction, toxicity, and misalignment. Corporate Culture, Organizational Culture, or Workplace Culture all share the same meaning. The term represents the shared beliefs, values, attitudes, and behaviors that describe an organization and its employees.

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Embracing the Pro Athlete Mindset for Sales Success

Sales Gravy

In the competitive world of sales, adopting the right mindset is crucial for success. On this episode of the Sales Gravy podcast, Jeb Blount spends time with Dre Baldwin, a former professional basketball player in the NBA turned business guru to discuss why sales professionals who adopt a pro athlete mindset have greater success. Journey from the Court to the Boardroom Dre's journey from the basketball court to the boardroom offers invaluable lessons for sales professionals.

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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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4 Steps to Achieving Sales Goals by Setting Subgoals

Sales Readiness Group

Success in sales demands more than a distant target. It requires a clear roadmap and smaller victories along the way, or, in other words, subgoals. Let’s explore what subgoals are, their role in achieving your sales targets more effectively, and how a 4-step framework can help you manage your team’s performance.

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Selling challenges in professional services: Sales processes and skills

Red Star Kim

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Delegates from legal and accountancy practices in the UK and overseas (Brussels and Amsterdam) shared how to tackle those challenges. What is surprising is that despite having demanding sales roles for new and existing clients, many professional services marketers have received little formal sales traini

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The Eight Skills Every Alliance Manager Should Have

Vantage Partners

In our experience working with thousands of organizations over the last thirty years, Vantage has identified eight essential skills that alliance managers must develop to be successful – for themselves, their teams and their organizations.

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What is it Really Like to Work in Sales? Experts Share Their Cold Hard Truths

Hubspot Sales

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails. So, we partnered with some of the best sales professionals to give you their insights, including the biggest challenges and tips to get past them.

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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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Why Should You Join a Peer Advisory Group? 7 Reasons Why These Groups Can Elevate Your Growth

The Great Game of Business

Everyone has had a peer advisory group at some time in their lives. It was just relatively informal. As children and teenagers, an informal peer advisory group consisted of closest friends, BFFs, classmates, parents, and maybe a mentor who took you under their wing.

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How to create better business outcomes through CX design

Customer Think

Article source: [link] Design everything from the customer back or customers won’t come back for anything Get your CX design right and the link with better business outcomes should be visible from space. Crafted and managed design directly impacts customer behaviour, loyalty, lifetime value, retention and, consequently, the bottom line.

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Aligning Revenue Teams to Execute the Growth Strategy

Force Management

Today's leaders have an uphill battle to successfully tackle revenue growth goals. Externally, marketplace dynamics have shifted and buyers have redefined why and how they buy. Internally, revenue organizations have to adapt and align their message in a way that communicates their value in today's dynamic selling environment. Strategies for growth and evolution should drive alignment across all your revenue teams.

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Continuous Improvement vs Process Improvement: Spelling Out the Important Differences

Kainexus

In today's fiercely competitive business landscape, success hinges on the relentless pursuit of improvement. Within this demanding landscape, the efficient management of business processes becomes paramount. That's where cutting-edge process management software comes into play. Continuous and process improvement are twin pillars of organizational growth , underpinning the essence of business evolution.

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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.