March, 2022

Sustaining profitability: Measuring and quantifying the ROI or a strategic account management program

Strategic Account Management Association

What To Do If Your Company Is Asked To Participate In A Reverse Auction

Holden Advisors

A reverse auction may land you a new client, but if you are the incumbent, it may be better to say no. Here’s why. Recently, one of my clients was informed that the services they provided for a very large customer were going to a reverse auction, and they wanted my help coming up with a price.

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Trending Sources

Breaking Down the KAM Maturity Model: The Process

Kapta

Process improvements have a way of falling off your to-do list when meetings fill up your calendar and quarterly deadlines are always just around the corner.

How complex is your complex sale? An analogy with Judo belts

KAM With Passion

This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. In another post, I have introduced 3 complementary capabilities organisations need in a B2B world and presented them as a pyramid. The series of posts on Complex Sales is about the bottom of the pyramid.

The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

New Sales Leader? Avoid these 3 Common Mistakes

SBI Growth

If you are a transitioning sales leader, welcome, the clock is ticking… Faced with rigorous pressure to emerge victorious coming out of the gate, the average tenure for a Chief Revenue Officer is a mere 19 months.

Triad Tempo: Creating Quality Engagement

Engage Selling

The Triad Tempo is a strategy that yields impressive results for your team and business. What is it exactly? One of the most important shifts in today’s sell-to marketplace is … Read More. The post Triad Tempo: Creating Quality Engagement first appeared on Colleen Francis - The Sales Leader.

More Trending

Does Your VBR Sound Like a Pick-up Line?

The Center for Sales Strategy

To pick someone up has been used as slang, according to Dictionary.com, since at least the 1600s. Today's pick-up line means a rehearsed remark to strike up a conversation with the goal of pursuing a more gratifying relationship later.

Sales 107

Where Communication Fits Into the Key Account Management Maturity Model

Kapta

The key to excellence is communication. Every member of your team benefits from strong internal communication practices , intuitive communication tools, and easier access to information. Your clients also benefit from more structured client-facing communication and fewer internal silos.

3 Key Commercial Capabilities to serve customers and grow revenue

KAM With Passion

This post is the first one of a series aimed at exploring how best-in-class organisations structure their approach to acquire, retain and grow customers.

2022 State of SalesTech: Driving Adoption of Critical Operational Tools

SBI Growth

A few weeks ago, SBI Research shared a chart highlighting the reasons why top-performing SalesTech is falling short of desired outcomes after the investment. This has been a significant pain point facing revenue growth leaders and is magnified by the lack of adoption of critical tools.

B2B 113

5 Essential Virtual Selling Practices Every Company Must Have by 2023

Speaker: Erika Bzdel - Vice President of Sales and Craig Simons - Director of Marketing

Join us on Sept. 13 at 9:30 am PT as Erika Bzdel, VP of Sales, and Craig Simons, Director of Marketing, discuss the virtual selling practices that every company should adopt, and how to succeed at selling in a hybrid world.

Becoming an Efficient Seller in Today’s Marketplace | Sales Strategies

Engage Selling

Using technology will make you a more effective and efficient seller in today’s marketplace. In fact, it can make your entire organization more profitable. And there are three main reasons for this.

Sales Psychology: 3 Questions to Change How Buyers Think

RAIN Group

The best sellers do more than just close sales. They reshape buyer thinking and drive change through the value they provide. We call this insight selling , and it hinges on the concept of cognitive reframing. Insight Selling

Sales 100

Cold Call Or Sales Email? Data Shows Which To Use

The Center for Sales Strategy

Making a first impression with your potential clients is vital to getting ahead. When you make that cold contact, you want to ensure that they'll want to buy from you. A part of this is using the right method to reach out to your contacts. Which is better, cold calls or sales emails? sales process

Sales 104

What is a Maturity Model?

Kapta

Results-based metrics are important, but they're limited. They indirectly point to failing or successful business practices, forcing many organizations to guess how to improve their metrics. But maturity models, as explained by ResearchGate , ".help

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.

The Tie Down

Software Sales Guru

The Tie Down In one of my recent Software Sales Bootcamps, one of the participants mentioned that all the sales training he’d had up to that point conditioned him to get the potential buyer into a “yes” mode. The theory is that if they say yes once, they will say yes again.

Why Your SalesTech Isn’t Delivering, Part 1

SBI Growth

As commercial leaders are being pushed to grow at unprecedented rates, recent SBI research suggests that 57% of their highest-performing sellers are pursuing other opportunities.

Sales 104

How to Beat the Competition | Sales Strategies

Engage Selling

? How can you differentiate yourself and beat the competition? I’ve noticed how common it is for us as sellers in today’s marketplace to assert that we’re different from our … Read More.

Sales 100

2022 Guide to Support Email Templates & Examples

Groove HQ

Get free templates and examples of customer support emails that wow customers, improve retention, and enhance brand reputation. The post 2022 Guide to Support Email Templates & Examples appeared first on Groove Blog. Customer Support

96

Roadblocks to Delivering a Competitive Buying Experience

Why are buyer-facing teams struggling and what can be done about it? Bigtincan teamed up with Heinz Marketing in a recent research study to discover the roadblocks revenue-generating teams encounter in preparing buyer-facing teams for today’s market. Click here to learn what you can do today to prepare!

Is It Time to Restructure Your Sales Operation?

The Center for Sales Strategy

Perhaps as a sales manager or sales executive, you have pondered the question, "Is it time to restructure my sales operation?". When you're not getting the results you need from your sales team, it's certainly tempting to consider restructuring how you're going to market. sales structure

Implementing a Maturity Model for Account Planning

Kapta

Key account managers can run into a wall for multiple different reasons when it comes to strengthening client relationships.

Money Before Technology

Software Sales Guru

Money Before Technology I will argue that you should talk to a buyer about money before you talk about technical details. Believe it or not, buyers are on board with this idea. It’s salespeople who aren’t.

15 Powerful Questions Salespeople Can Ask “Before We Get Started”

Sandler Training

Here are some of the key questions we coach salespeople to be prepared to ask in the initial phases of a conversation with a prospect. The post 15 Powerful Questions Salespeople Can Ask “Before We Get Started” appeared first on Sandler Training.

Sales 97

Connecting the Consultative Experience

Many B2B businesses have come to believe that there is an asymmetric relationship between the company and its buyers. But what research has discovered is that many of today’s B2B buyers are NOT empowered and they have little interest in being so. Download the eBook to find out why.

4 Prospecting Habits for Success

Engage Selling

Discover four prospecting habits for success! When salespeople are stuck or in a slump, many of them tend to…wait. That’s right, far too many sellers just wait for things to … Read More. The post 4 Prospecting Habits for Success first appeared on Colleen Francis - The Sales Leader.

25 E-commerce Best Practices to Take Your Online Store to the Next Level

Groove HQ

If you run an e-commerce business, focus on these best practices to facilitate growth. The post 25 E-commerce Best Practices to Take Your Online Store to the Next Level appeared first on Groove Blog. Customer Support

What Are the Best Social Selling Techniques?

The Center for Sales Strategy

Successful social selling can lead to significant growth for your business. In fact, the right tactics can do more than sell products, but provide a foundation of credibility and confidence that will bolster your brand as a whole.

Sales 97

Everything You Need to Know About the Communication Maturity Model

Kapta

The key to excellence is communication. Every member of your team benefits from strong internal communication practices , intuitive communication tools, and easier access to information. Your clients also benefit from more structured client-facing communication and fewer internal silos.

The Definitive Guide to the Top 4 Sales Enablement Metrics

See what metrics matter to increase productivity and revenue and your organization. This guide will help you stay data-driven while avoiding data overload.

What is a SWOT Analysis?

OnStrategyHQ

What is a SWOT Analysis? A SWOT analysis examines your organization’s core Strengths, Weaknesses, Opportunities, and Threats in your competitive environment to help develop focus areas in strategic planning.

How to Succeed at the Customer Experience (Ukraine Special) [PODCAST]

Sandler Training

Help Anastasia and over 120 other businesswomen, who have been forced to flee Ukraine, by attending a virtual masterclass on keeping your clients, creating a positive customer experience, and changing your employee's attitudes about customer service!

Five Pillars of Team Building for Extraordinary Businesses

Aepiphanni

Every team, strong or weak, tells the story of its leadership. As co-authors Steve Gruenert and Todd Whitaker stated: “The culture of any organization is shaped by the worst behavior the leader is willing to tolerate.”

25 Customer Service Email Templates to Save the Day

Groove HQ

We've pulled together a list of high quality customer support templates to help you level up your support game! The post 25 Customer Service Email Templates to Save the Day appeared first on Groove Blog. Customer Support

86

The Business Case and Playbook for Data-Driven Sales Coaching

Sales coaching & learning is a wise investment, but also requires you to do it right. This eBook will serve as a springboard for your business case, playbook, and implementation plan as you consider an investment to improve data-driven sales coaching.