October, 2022

Account Planning: A Definitive Guide – 2023

Upland

Account planning has never been so necessary – or so challenging – to get right. When used effectively, account planning benefits businesses by delivering more revenue, happier customers, and more effective sales teams. .

The internal account review - an essential step in QBR preparation

Kapta

How you prepare for Quarterly Business Reviews (QBRs) is critical to their success. These meetings are a huge opportunity to engage with key customer contacts, especially C-level ones you only see at these meetings.

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21 Brilliant Calendar & Schedule Management Tips

Account Manager Tips

When it comes to managing my time, sometimes it feels like I'm losing the battle, the war and maybe even the will to live. Still, it doesn't have to be like this. So I decided to share my favourite calendar management tips.

How to turn Quarterly Business Reviews into your Competitive Advantage

Kapta

Most quarterly business reviews (QBRs) are a missed opportunity. You’ve got an hour with a top account but the customer execs bail on the meeting. You show up and throw up all the information on your presentation slides and get little interaction from the audience.

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? In this webinar, you’ll gain actionable insights from Olivia Montgomery as she walks us through Capterra’s extensive research on how businesses - notably small and midsize businesses - are addressing supply chain challenges in 2023.

4 Words You Need To Say To Your Clients Right Now

Account Manager Tips

It's easy to lose sight of the big picture in the day-to-day grind. Sit down, take stock and say these four words to your clients to understand what they need from you right now. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents.

We’re All in Sales – Or Maybe Not

Mike Kunkle

We’re all in sales, right? Well, maybe. I think the answer depends on what you mean by that (intent) and how you define “sales.” ” What is Modern, Professional B2B Selling All About?

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How to Become a Must-Have Solution for Customers in Any Economy

Force Management

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness.

5 Secrets to Selection

The Center for Sales Strategy

Candidates are in and out of the job market quickly, particularly those with superstar talent. If you’ve adopted a “we’re always hiring” mentality to help you build and fill your talent bank, you’re likely conducting interviews more frequently.

How to strategically prepare for a successful QBR

Kapta

It takes plenty of time and effort to prepare for a Quarterly Business Review (QBR). There is a litany of tasks and to-dos, history and metrics to review, and internal meetings to conduct before you can assemble the actual meeting agenda and presentation.

How To Disagree With Your Client

Account Manager Tips

Disagreeing with clients isn't a bad thing. It's healthy and can lead to great things if handled properly. Here's some tips on how to disagree constructively. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents.

Intent Signal Data 101

Intent signal data helps B2B marketers engage with buyers sooner in the sales cycle. But there are many confusing terms used to describe intent data. Read this infographic to better understand three common areas of confusion.

Stop Losing Where You Should be Winning

Engage Selling

Losing customers is an age-old problem in sales. But in today’s marketplace—at a time when prices are climbing and supply chains are tight—this issue has grown both in intensity and … Read More.

Pitching insights – Qualification, Branding and Following up

Red Star Kim

Last week there was a mixture of legal and accounting firms – and M&BD people as well as fee-earners – at the MBL workshop on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders”.

Media 130

The Factor That Will Make or Break Your Sales Initiative - and How To Get It Right

Force Management

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness.

Celebrating Women In Sales Month with Guest Kim Guthrie

The Center for Sales Strategy

Women in sales have achieved great things for themselves and their organizations over the last decade.

Media 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.

Kapta’s new QBR Software — Deliver strategic business reviews your customers value

Kapta

We are excited to announce the launch of Kapta’s new Quarterly Business Review (QBR) tools. They are designed to streamline the QBR preparation process by guiding and automating routine administrative tasks.

14,858 Unread Emails. How to Tame Your Inbox.

Account Manager Tips

Is your inbox taking over your life? Here are 12 email management hacks to tame your inbox and stop it from getting out of control. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents.

The Winning Edge is Often Subjective

Software Sales Guru

The Winning Edge is Often Subjective Success depends, not just on checking off the technical aspects, but understanding the subjective and emotional criteria. In many competitive scenarios, all of the vendors can check all of the technical boxes.

Nine insights: Sales processes and selling skills for targeting and meetings

Red Star Kim

Last week, we welcomed UK and international delegates to a PM Forum digital workshop on “Selling Processes and Sales Skills for Marketing and BD Professionals”. There were equal numbers of delegates from law and accountancy firms who had various roles: business development, pitching, key client management, cross-selling and external referrer programmes. The session comprised three modules (1. sales processes 2. Techniques for targeting and 3. Behaviour in sales meetings).

A Deep Dive Into Supply Chain Strategy: Why Yours Isn't Working

Speaker: Michelle Meyer, Founder and CEO of MatterProviders

Michelle Meyer is here to walk you through the future of supply chain strategy, and why your current approach is probably not working. In this exclusive webinar, she will explore ways to develop and perfect your new supply chain design in this post-pandemic era of economic uncertainty.

Latest Podcasts: Leading Through Change

Force Management

At some point, every leader will have to guide their team through some level of change. Our guests this month on the Revenue Builders Podcast are familiar with that task.

The Leadership Challenge

The Center for Sales Strategy

One of the main reasons leadership is challenging is because you are managing a fast-moving conveyor belt of decisions. One decision after another is rolling off the conveyor belt: Should I remove this non-performer even though I have two other open positions?

Successful QBR! So what?

Kapta

You had a productive quarterly business review (QBR) with a top-tier client. Congratulations! That’s great news, but it’s not entirely a success until you complete some critical follow-up steps. Then you can celebrate. Otherwise, all you’ve accomplished is strategic QBR preparation and meaningful conversations with key contacts and leadership of a VIP account that may soon be forgotten. Strategic Account Management Account Management Quarterly Business Reviews Key Account Management

How to Avoid the Price Trap Once and for All

Engage Selling

always get asked how to either reduce or eliminate the pricing objection from the sales process. It’s easy! Here’s what you have to create. The post How to Avoid the Price Trap Once and for All first appeared on Colleen Francis - The Sales Leader.

How to Gain a Competitive Edge: A Deep Dive Into Supplier Diversity Programs

Speaker: Rod Robinson - SVP of the Supplier Diversity Practice, Insight Sourcing Group

In this exclusive webinar, Rod Robinson, SVP of the Supplier Diversity Practice Lead & Center of Excellence, dives into the key benefits corporations are seeing emerge from their supplier diversity programs and how you can gain invaluable competitive advantages with a supplier diversity program of your own.

8 Leadership Styles for Your Team and Business Results

CMOE

When less than half of all team members consider their organization’s leadership practices to be highly effective, leaders at every level of every organization must examine their current leadership behaviors and create a flexible approach to leadership that will have the right impact on today’s teams and team members.

How to evolve from remote selling to virtual selling

Crank Wheel

We've all heard of remote selling, particularly since the dawn of COIVD. But what about virtual selling? Discover how new technologies and techniques are giving virtual sellers the real edge in today's market

3 Key Strategies to Cultivate A Customer-Focused Mindset

Force Management

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness.

Celebrating Women In Sales Month with Guests Jenn Scilabro and Tracy Wilkinson

The Center for Sales Strategy

Joining host Matt Sunshine and co-host Stephanie Downs in this episode of I mproving Sales Performance are Jenn Scilabro, Senior Vice President of Local Digital Sales for Nexstar Digital, and Tracy Wilkinson, Senior Vice President and Regional Manager for Nexstar Media Group, Inc.

The Modern Supply Chain: Global Challenges and Best Practices

Speaker: Bart Huthwaite - Principal, RSM, Operations and Supply Chain

Fueled by innovation and modernization, Bart Huthwaite will unpack how developing and improving your resilience and adaptability will future-proof your global supply chain and set you up for long-term success.

Benefits of Role-specific Sales Training

Brooks Group

What’s the Difference Between Role-specific and General Training? Sales training typically accomplishes one of two things. . The training will either provide learning around a specific skill, or the training is focused on improving the learner’s ability to succeed in their entire role.

Your Next Deal Is Right There in Front of You

Engage Selling

??????????????? recently asked a client—who’s a very successful seller—how he was thriving in today’s marketplace. His answer was simple and powerful. The post Your Next Deal Is Right There in Front of You first appeared on Colleen Francis - The Sales Leader.

The State of Alliance Management in 2022 — and Beyond

Vantage Partners

Alliances & Partnerships

How to Screen Share with WhatsApp

Crank Wheel

Here's the easiest way to share your screen via WhatsApp

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The Supply Chain & Logistics Journey: Humble Beginnings, Troubled Present, Amazing Future

Speaker: James A. Tompkins, Ph.D.

This presentation provides a brief overview of where supply chains have been and their current status, then dives deep into the incredible role that supply chains will play going forward.