Force Management
OCTOBER 31, 2024
A recent piece by McKinsey notes that 80% of startups who landed Series A funding failed within eight years (n=3164). Using interviews with B2B SaaS leaders who beat those odds by scaling from startup to over $100MM in ARR, McKinsey's recent playbook examines how these companies set up their organizations, common challenges they overcame and the actions leaders can use to emulate these pathways to success.
Sales Gravy
OCTOBER 29, 2024
Join host Jeb Blount Jr. as he welcomes legendary sales expert, Mark Hunter, to The Sales Gravy Podcast! In this episode they dive into actionable Outbound strategies, discuss the latest AI trends, and reveal why authentic relationships are the cornerstone of every successful sale. Key Takeaways – Success in outbound selling relies on maintaining strict discipline, consistent activity, and following a structured process to keep momentum and drive results. – Results in prospecting don’t happen ov
Nutshell
OCTOBER 23, 2024
Leveraging text messaging is a great way to stay better connected with leads throughout the sales process. And with native texting in your CRM, you get the full picture of how text conversations are driving revenue and strengthening relationships. Now introducing Nutshell SMS—no integration needed! With SMS, your team can have text conversations with your Nutshell contacts, track text history in your timelines, and use texts in your sales automation process to engage your leads.
Brooks Group
OCTOBER 14, 2024
Recently I was talking to one of our sales trainers about the difference between customer satisfaction and customer loyalty. He said a client’s sales team was confusing the two. It made me realize that other sales teams might be doing the same thing and thought it would be helpful to provide insight here. Customer satisfaction is what a customer feels when a sales professional (or company) fulfills their needs, wants, and expectations.
Advertiser: ZoomInfo
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
DemandFarm
OCTOBER 15, 2024
A recent McKinsey study predicts that AI could replace ~30 percent of work hours by capitalizing on autonomous AI by 2030. The same study states that up to 375 million workers globally might have to reskill or upskill due to AI automation. That’s a lot of human work hours up for grabs by robots! So is AI expected to eat up your Key Account Manager’s jobs as well?
ProlifIQ
OCTOBER 30, 2024
KAM Technology & Use Cases in 2025 KAM technology plays a crucial role in supporting these best practices by providing powerful tools and features that streamline and enhance key account management processes. With kam techology , you can: Centralize Account Information : Make sure the critical information about an account is clean and in one place.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Sales Gravy
OCTOBER 22, 2024
In this episode of The Sales Gravy Podcast, host Jeb Blount Jr. sits down with LinkedIn expert and OutBound speaker Brynne Tillman to discuss the keys to leveraging LinkedIn for sales success. Brynne shares essential information on avoiding common mistakes like the dreaded "pitch slap," the importance of personalization over automation, and how to truly engage with prospects on LinkedIn.
Nutshell
OCTOBER 22, 2024
Nutshell has recently been recognized by Research.com as one of the top CRM software companies providing B2B solutions, solidifying its place among the industry’s best. This acknowledgment highlights the platform’s ability to deliver powerful, user-friendly tools tailored to the unique needs of B2B organizations. Research.com is a trusted platform known for its thorough research and software reviews, offering valuable solutions for both business and academic sectors.
Force Management
OCTOBER 3, 2024
Last month, the Revenue Builders Podcast shared stories from the sales world and beyond of leaders who built, coached and motivated elite teams. From Bowling Green University football coach Brian White to accomplished Human Resources expert Hollie Castro, these leaders have some wisdom to impart on building great relationships and coaching greatness out of the individual.
Account Management Skills
OCTOBER 23, 2024
I first met Emily Brown when she was a few months into her new role as head of client services at digital marketing agency Receptional. She ended up signing up for my one year Account Accelerator training and coaching programme. 16 months later and the impact she has had on the agency has been profound and as Matt Loughlin, Receptional’s Commercial Director says “transformational”.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Customer Think
OCTOBER 1, 2024
Despite the emergence of many new and exciting consumer-facing channels over the years, email still sits at the top of the channel food chain for marketers. And while not the most dynamic concept, email marketing – when done right – still has the proven ability to make an impact.
The Center for Sales Strategy
OCTOBER 21, 2024
Think for a moment about a manager in your career who made you a better professional. What was it about them that helped you grow and uplevel? While they surely had some expertise to share, no doubt it was their ability and commitment to give you their attention and coaching.
DemandFarm
OCTOBER 23, 2024
A multinational software company might spend nearly a year negotiating a $5 million deal with a Fortune 500 company. This process involves multiple product demonstrations, engaging with IT, procurement, and finance stakeholders, and significant customization to meet the client’s needs. Ultimately, the software company signs a long-term deal that will generate millions in revenue.
Flevy
OCTOBER 22, 2024
The insurance industry is one of the bedrocks of economic stability, enabling businesses and individuals to manage risk, preserve capital, and navigate uncertainty. As digital transformation continues to reshape industries, the insurance sector faces both tremendous challenges and opportunities. Insurers are shifting to customer-centric models , leveraging advanced data analytics to offer personalized policies, and adopting cutting-edge technology to streamline operations.
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.
Brooks Group
OCTOBER 3, 2024
Congratulations! You’ve just been promoted to sales management. As you start this new chapter in your career, you’re likely experiencing a lot of emotions. You’ve worked hard for this opportunity, and now you have the chance to coach and mentor others and lead your team to new heights. Yet, alongside the thrill, there’s an undercurrent of nervous energy.
Account Manager Tips
OCTOBER 8, 2024
The post Cross-Functional Collaboration: The Key Account Manager’s Secret Weapon first appeared on The KAM Coach Learn how Key Account Managers can leverage cross-functional collaboration to boost client satisfaction, drive revenue growth, and become a strategic leader within their organizations.
Groove HQ
OCTOBER 28, 2024
Is your business struggling to manage an influx of support tickets? Maybe you’ve decided to turn towards automation and AI-based tools to supplement your human support team. Unfortunately, all the responses your AI tool generates come across as “robotic”. You tried it out for a bit, but your customers complained. The problem might not be the […] The post 3 Quick Tips To Humanize AI for Customer Service appeared first on Groove Blog.
The Center for Sales Strategy
OCTOBER 9, 2024
Social listening is a powerful tool that can provide crucial insights to help guide decision-making. Most businesses know this and may already have some social listening tactics. But does your current social listening strategy drive sales? Keep reading as we explore how social listening is linked to sales and offer some tips to help you grow your sales by improving your social listening.
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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.
DemandFarm
OCTOBER 24, 2024
Moving the needle on key metrics often requires more than just quotas and commissions. Many organizations struggle to keep their sales teams consistently motivated, especially when they need to push specific products or meet urgent targets. This is where SPIFFs—short-term sales performance incentives—come into play. But why are SPIFFs so effective? 75% of sales leaders say they drive results when implemented strategically.
Flevy
OCTOBER 1, 2024
Strategic Analysis remains at the heart of any successful organizational effort, providing a comprehensive view of both internal capabilities and external market conditions. It informs critical decisions on resource allocation, market opportunities, and risk mitigation, ensuring organizations remain agile and forward-thinking. Within this, competitor analysis takes center stage.
Planview
OCTOBER 2, 2024
The automotive sector is undergoing a paradigm shift, transitioning from its traditional hardware focus to a software-centric industry. To remain relevant and competitive, automotive companies must embrace digital transformation across their operations. Adapting to technological innovations and making strategic decisions is key to thriving in this rapidly evolving environment.
Sales Gravy
OCTOBER 7, 2024
In this episode of The Sales Gravy Podcast, host Brad Adams interviews Stephen Drum, a retired Navy SEAL Master Chief, renowned keynote speaker, and author. Drum shares his unique insights on leadership, team building, and performance under pressure, drawing from his extensive military experience and his work as the co-creator of the US Navy Warrior Toughness program.
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.
RAIN Group
OCTOBER 9, 2024
Selling to senior executives demands more than a strong solution and value proposition. It requires a deep understanding of senior executives, business strategy, risk mitigation, industry trends, and much more—along with the ability to communicate effectively at the highest level. With 85% of sales leaders reporting challenges in dealing with multiple decision-makers, mastering executive sales has become crucial.
The Center for Sales Strategy
OCTOBER 2, 2024
Successful leaders coach. Period. It’s a skill that is absolutely necessary to succeed in sales and sales leadership. Sellers who don’t receive coaching and feedback get off track, pursuing the wrong leads, prioritizing the wrong activities, and focusing on the wrong goals. In contrast, sellers who receive good coaching tend to stay on track, finding and connecting with strong prospects, focusing on potential, and realized key accounts, meeting and exceeding their goals.
Brooks Group
OCTOBER 8, 2024
Effective sales funnel management is important for optimizing your sales team’s performance. A well-managed sales funnel will move prospects through the sales process faster, reduce stalled opportunities, and help your team win more business. What Is a Sales Funnel? The sales funnel describes how customers move through the sales process. The funnel starts when a buyer first becomes aware of your company and ends when they become a paying customer.
Kainexus
OCTOBER 9, 2024
Tony Hsieh, the former CEO of Zappos, famously said, “If you get the culture right, most of the other stuff will just take care of itself.” He might not have been thinking of a continuous improvement culture specifically, but he’s right. Culture is the foundation on which success is built. Strong leaders build the foundation for the culture they want to achieve.
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.
Account Management Skills
OCTOBER 21, 2024
Welcome to episode 124. This will be particularly interesting for you if you want to know how much the head of client services role can impact the agency’s business. Listen in if you don’t currently have a client services team and you’re perhaps thinking about having one, or your client services function isn’t performing as you’d like it to and you’re exploring options for perhaps bringing in a head of department.
FinListics Solutions
OCTOBER 16, 2024
When it feels like no one’s buying, it can be downright frustrating. All B2B sales leaders have faced this uphill battle: budgets are slashed, decisions are delayed, and deals seem impossible to close.
RAIN Group
OCTOBER 23, 2024
Ask your sellers if they enjoy attending sales team meetings and you may hear things like, “They’re a waste of time,” “The meetings are monotonous,” “I’m sick of being talked at,” and “I don’t understand why I have to attend.” Most sales team meetings miss the mark.
The Center for Sales Strategy
OCTOBER 3, 2024
Recently, I have been spending a lot of time talking with managers about their underperforming salespeople. I want to help leaders win, and having AEs who are not performing is a huge problem for most. This made me reflect on how leaders hire and where they spend their time. Unfortunately, many leaders spend a lot of their time with AEs who have a “talent” deficit.
Advertiser: ZoomInfo
In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.
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