Strategic Account Management Association

FEBRUARY 2, 2021

By William Trail, Co-Founder, Opportunity State. If you have experienced the pain, humiliation and fear of having to tell your manager that you are not going to hit your “blood number,” your commit for the quarter, then I have news for you: It’s not your fault. You don’t have the technology to predict 90 days in advance which deals will be finalized in time.

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Account Manager Tips

FEBRUARY 28, 2021

What skills do key account managers need? Key account management is a profession in demand. What are the top skills companies are looking for and how do you get good at them? Tweet. 0. Share. 0. Pin. 0. Share. 0. All this talk about the digital economy. jobs being gobbled up by new technology and millennials set to make up 75% of the workforce might have you worried.

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KAM With Passion

FEBRUARY 23, 2021

KAM methodology: Too much or not enough? A legend from ancient Greece tells about Charybdis and Scylla, two terrible sea monsters, wardens of a narrow passage on a crucial sea route. Charybdis was able to draw a whole ship into the abyss. Scilla, with its six heads, would take a toll on each crew by devouring a few of its members. The passage was so narrow, the two monsters so close one from the other, that ship captain’s had to make a tough choice on with which monster they would prefer to be c

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Software Sales Guru

FEBRUARY 15, 2021

The Role of Strategic Marketing While sales and marketing are technically separate functions, they must work together seamlessly. In fact, I’ll go so far as to state that the entire sales process begins with a market and markets are based on unmet needs. There can be a market without a solution A radio announcer remarked, “I put balm on poison ivy, not because it works, Read more.

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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.

Engage Selling

FEBRUARY 5, 2021

Creating and maintaining a high-growth, high-profit business in your marketplace—one where sellers, leaders, and customers all thrive—is essential. That’s why, for many years, I’ve advocated putting value-based selling at the centre of your work. Understand, however, that selling from a … Read More » The post Value-Based Selling: Tangible vs.

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SBI Growth

FEBRUARY 11, 2021

As 2020 is finally in the rear-view mirror, the workplace as we have known it looks drastically different. Sellers are growing accustomed to the remote working environment, and the top players have quickly transformed their workflows to accompany the rapid.

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The Center for Sales Strategy

FEBRUARY 9, 2021

Tom Brady is one of those figures that draws emotional responses ranging from adoration to outright disdain, often depending on whose team has had their playoff hopes crushed by him during his long tenure in the NFL. But, say what you want, there is plenty for all of us to learn about how to be an effective leader by observing what Tom Brady does. What he accomplished on Sunday is indeed one of the most profound successes in professional sports as he transformed a young, talented team in Tampa B

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Leadership 138

KAM With Passion

FEBRUARY 22, 2021

Polarized attitudes towards Key Account Management. True Key Account Management (KAM) or Strategic Account Management (SAM) remains a topic that polarizes the thinking and behaviours of business leaders. Since decades, some of them have boosted their company’s growth by making the capacity to develop privileged relationships with carefully selected strategic customers part of their organisation’s DNA.

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RAIN Group

FEBRUARY 10, 2021

A productive sales team is a successful sales team. Companies all over the world are struggling with sales productivity and the added pressure to hit their annual goals only exacerbates the problem. If your sales team isn’t continually assessing their strengths and weaknesses as strategies shift, you’re doing yourself a huge disservice. Your sales team should always be in a state of growth—keeping existing skills sharp, developing new selling tactics, and maintaining strong bonds with your custo

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Sales 137

Engage Selling

FEBRUARY 12, 2021

Could your sales process use a little more assertiveness? A lack of assertiveness in sales often comes in the form of, well, not even asking for the sale in the first place! This, of course, is not a good thing. … Read More » The post Assertiveness in Your Sales Process first appeared on The Sales Leader.

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Sales Sales Management Management 133

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

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SBI Growth

FEBRUARY 1, 2021

One of the main differences this past year was the emphasis on digital strategies geared towards getting closer to the customer rather than traditional cost-cutting. The impact of this is profound, and in industries where getting closer to the customer.

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Digitalization Acquisition Innovation B2B 133

Kainexus

FEBRUARY 18, 2021

I often find myself falling into the common trap of believing that if something is worthwhile, it is necessarily difficult. I think we all expect that valuable things are hard. The truth is, however, that sometimes the most effective and impactful things we can do are really quite simple. When it comes to continuous quality improvement, this is absolutely the case.

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Hubspot Sales

FEBRUARY 9, 2021

2021 will bring sales professionals a host of new challenges and trends to consider, and it could be tricky to adapt. Of course, reps will need to add certain strategies into their repertoires, but "adapting" doesn't stop there. Several salespeople are coming into this new year holding onto some dead weight — outdated strategies that are bound to undermine sales efforts instead of enhancing them.

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KAM With Passion

FEBRUARY 8, 2021

Build your KAM initiative on rock-solid principles. Are you in charge of a true Key Account Management initiative? By “true”, KAM initiative, I mean a programme that aiming at accelerating innovation and growth with a few carefully selected customers. If this is the case, here is a very simple approach that can help you tremendously as you design, implement or improve your KAM initiative.

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Key Account Management Account Management Management Account Planning 130

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.

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The Center for Sales Strategy

FEBRUARY 18, 2021

There's a lot to get right if you're trying to build a high performing sales organization. That's because sales organizations are complex systems, like the nervous system. The nervous system contains a network of specialized cells called neurons. Nerve impulses have a domino effect. Each neuron receives an impulse and must pass it on to the next neuron and make sure the correct impulse continues on its path.

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Engage Selling

FEBRUARY 19, 2021

All value-based selling—when done effectively—is about correctly defining the benefits of your product or service based on what matters to your customer. As I like to regularly remind sellers and leaders: the only value that matters is what matters to … Read More » The post Mastering Value-Based Selling: Personal vs. Operational first appeared on The Sales Leader.

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Sales Sales Leadership Communication Sales Management 126

RAIN Group

FEBRUARY 3, 2021

Virtual meetings are now part of our everyday reality. Even in situations where you’re able to meet with some folks in person, you’re still likely to face a high number of virtual meetings on your calendar. This isn’t going to change any time soon. The way the world does business has shifted drastically in light of the pandemic. Even when it’s safe to do so, we’re likely to see many people continuing to work remotely because technology and processes have been put in place to make it a viable lon

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Sandler Training

FEBRUARY 5, 2021

Ask any sales leader whether they want to build a high-performing team, and the immediate answer will be “Yes.” But what are the specific best practices that support this goal? Here are three that we have seen in organizations that are thriving in 2021. The post Building A High-Performance Sales Team appeared first on Sandler Training.

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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

Hubspot Sales

FEBRUARY 2, 2021

Are you ever bothered by people overwhelming you with too much help? For instance, imagine you're at a department store, and the employee who greets you at the door doesn't just say "If you need help, let me know," and let you shop. Instead, they follow you around through every aisle, rattling off information about every article of clothing you look at, and constantly ask, "Do you need help now?".

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Nimble Business Success

FEBRUARY 12, 2021

Why Do Real Estate Agents Need a Personal Brand? Your real estate personal branding strategy is a reflection of who you are as an individual and as a real estate professional. It’s an opportunity to stand out from the crowd of other real estate agents and secure more business opportunities. If you execute your real […]. The post Top Real Estate Influencers That Can Help You Grow Your Business appeared first on Nimble Blog.

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The Center for Sales Strategy

FEBRUARY 10, 2021

Are you trying to organize your sales team? Are you trying to figure out what the best sales organizational structure is or trying to identify the problem within your current structure? Determining the best way to organize your sales team is important, and we're sure that you're looking to find the most efficient sales structure. Your sales team organization matters, because it can affect the sales that you make and the revenue you bring in.

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Engage Selling

FEBRUARY 12, 2021

Far too many sales organizations focus only on the internal KPIs (the things that drive your performance): sales velocity, sales process, your funnel, your pipeline, the number of calls you make, the number of conversions you make, your closing ratio, … Read More » The post Look Outside Your Sales Organization | Sales Strategies first appeared on The Sales Leader.

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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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RAIN Group

FEBRUARY 24, 2021

How do buyers make purchase decisions? Why do they choose one provider over another? Are there things you, as a seller, can do to influence their decisions? As the world transitioned to virtual selling in 2020, we wanted to know how this was impacting buyers and sellers alike. We surveyed 528 buyers and sellers across the Americas, EMEA, and APAC. We asked buyers what influences their decisions the most when buying virtually.

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Virtual Selling Decision-making Sales 118

Sandler Training

FEBRUARY 5, 2021

Humans are either open or close minded to any suggestion. Once the mind is closed its nigh impossible to open it back up again until that person wants to re-open their mind. The post How to Succeed When A Client Leaves appeared first on Sandler Training.

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Client Relationships Sales 117

Hubspot Sales

FEBRUARY 9, 2021

When it comes to starting a business, securing capital is often one of the greatest challenges for Black entrepreneurs. Less access to banking in Black communities and a history of discriminatory lending practices have made it harder for Black founders to secure loans or financial assistance. And once your business is open, unexpected disasters like a pandemic can wreak havoc on even the most established business’ bottom line.

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Freshworks

FEBRUARY 11, 2021

In many organisations there is an ongoing debate, and power struggle, about who should own the customer experience – is it marketing, operations, or does it sit with the CEO? There are advantages and drawbacks to it being owned by a specific function, and many people have started to question if only one function should be leading this. Knowing its importance, this article looks at what the best approach is for owning the customer experience and the implications it has on customers.

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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

The Center for Sales Strategy

FEBRUARY 1, 2021

At the beginning of a new year, it's tempting to set goals for the next 12 months. After all, you'll have your results from the prior year and can identify where you fell short and where you want your company to improve. However, try to resist the urge to create annual goals that are too detailed and contain too many action items. If you fall behind, it's hard to catch up.

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Sales 126

Engage Selling

FEBRUARY 5, 2021

Good help is hard to find? Not necessarily. A potentially untapped talent source may be right under your nose. Job sites, referrals, social media postings—there are and endless number of ways to spread the word about your openings for new … Read More » The post A Potentially Untapped Talent Source first appeared on The Sales Leader.

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PandaDoc

FEBRUARY 9, 2021

Ah, the tire kicker — one of a salesperson’s worst nightmares! A tire kicker is someone who will drag the sales cycle on. and on. and on while hogging your time and resources without ever actually buying. The term comes from car dealerships. Sales professionals have to spend time with prospective clients on the showroom floor while the customer tests the product (kicks the tires) of the particular car they want to buy.

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Sandler Training

FEBRUARY 12, 2021

The global sales space has been completely transformed over the last year with a virtual selling environment prevailing for almost all sales organizations. Sandler’s research reveals that 71.4% of participating sales managers and sales leadership report that their sales process has changed as a result of transitioning to remote commercial trading. Unfortunately, 63.2% don’t have a plan.

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Virtual Selling Sales Leadership Leadership Sales Management 112

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.

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