Strategic Account Management Association

MARCH 29, 2022

This article is based on a panel discussion that took place involving Frederic Kahn, Vice President Global Sales at Wavelength Pharmaceuticals; Alessio Arcando, Professor at Bologna Business School and former Director of Strategic Key Accounts for West Europe for 3M; and Harvey Dunham, Managing Director for Strategy and Marketing at SAMA. Their conversation has been … Continue reading Sustaining profitability: Measuring and quantifying the ROI of a strategic account management program.

Account Management 520

Account Management Profitability Management Marketing 520

Software Sales Guru

MARCH 28, 2022

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. Getting them to agree with you on a small point, opens up the. Read more. The post The Tie Down appeared first on Software Sales Gurus.

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Sales Training Software Software Sales 147

KAM With Passion

MARCH 28, 2022

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. How complex is a complex sale situation? In the world of B2B sales, the term of complex sales is a well-accepted term but what does it mean exactly?

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Procurement Stakeholders CRM Government 130

Engage Selling

MARCH 25, 2022

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.

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Sales Sales Leadership Sales Management Leadership 151

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.

SBI Growth

MARCH 2, 2022

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. Your success will be measured by how well you define and execute the revenue growth for your company. You need to develop a strategy with a clear execution plan that will be ready for the first major organizational interaction, whether it be a board meeting or QBR.

Stakeholders 150

Stakeholders Sales Meetings 150

The Center for Sales Strategy

MARCH 1, 2022

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. Many salespeople have a rehearsed line meant to initiate a relationship with a prospect to satisfy their need to make another sale.

Sales 131

Sales 131

Software Sales Guru

MARCH 14, 2022

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. Doing a quick analysis and getting a buyer’s input on whether it makes financial sense to move forward is a much quicker process than dealing with technology.

Software 147

Software Software Sales 147

KAM With Passion

MARCH 17, 2022

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. I invite you to read the whole post and then to download the 3 Complementary Capabilitie s one-pager that summarises the thinking behind this post with a single graphic. Introduction: When KAM is the wrong answer to a real problem.

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

Engage Selling

MARCH 4, 2022

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. 3 Reasons Technology Will Help You Become a … Read More » The post Becoming an Efficient Seller in Today’s Marketplace | Sales Strategies first appeared on The Sales Leader.

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Profitability Sales Organization Sales Leadership 138

SBI Growth

MARCH 9, 2022

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. Based on a survey of nearly 100 B2B companies, this week’s chart displays a detailed view of what the typical SalesTech stack looks like and how companies perceive the tools in which they’ve invested.

B2B 138

B2B 138

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

B2B

The Center for Sales Strategy

MARCH 21, 2022

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 127

Sales 127

RAIN Group

MARCH 16, 2022

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.

Sales 126

Sales 126

Hubspot Sales

MARCH 19, 2022

The goal of any sales organization is, ultimately, to increase revenue. Which means the goal of any effective sales leader is to inspire and motivate their sales team to hit, or exceed, their revenue targets. However, a results-obsessed environment can quickly become unhealthy, particularly if your team feels the pressure to hit a certain number by any means possible.

Sales Environment 118

Sales Environment Sales Prioritization Organization 118

Groove HQ

MARCH 11, 2022

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.

Facilitation 117

Facilitation 117

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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.

Meetings

Engage Selling

MARCH 18, 2022

? 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. The post How to Beat the Competition | Sales Strategies first appeared on Colleen Francis - The Sales Leader.

Sales 126

Sales Sales Leadership Leadership 126

SBI Growth

MARCH 16, 2022

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. While neither sales processes nor SalesTech impacted sellers’ intent-to-stay in this same study, the tools a team uses can have a direct impact on a seller's pipeline volume, their sense of territory fairness, and their satisfaction with professional development — the three areas with the greatest impact on seller reten

Sales 125

Sales 125

The Center for Sales Strategy

MARCH 14, 2022

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 124

Sales Sales Management Marketing Management 124

RAIN Group

MARCH 2, 2022

As one of the final steps to close a sale, the proposal presentation is essential to answering lingering questions, demonstrating impact, and connecting with decision makers. While there are several things to keep in mind for the presentation itself, just as important is the preparation you do before the meeting. Asking key questions of your buyer and working with your internal team will give you the edge you need to outshine your competition.

Meetings 117

Meetings Sales Management 117

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

MARCH 22, 2022

A sales contract defines a relationship between two parties. A lot of time and effort is spent creating them, and this happens through a process called contract negotiation. In this post, learn about the key stages of contract negotiation, strategies for running a smooth negotiation, and scenarios where it makes sense to negotiate your contracts. Sales contracts are legally binding, so negotiation is often necessary to ensure everyone will get their needs met.

Negotiation 115

Negotiation Acquisition Manufacturing Communication 115

Groove HQ

MARCH 24, 2022

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.

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Engage Selling

MARCH 29, 2022

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.

Sales 109

Sales Client Relationships Communication 109

Flevy

MARCH 30, 2022

In this article, we will go on a journey… a journey for your Business Model. As we all know, innovative Business Models can reshape industries and drive tremendous growth. In fact, if executed successfully, Business Model Transformation can make organizations resilient in the face of Disruption and create Growth unbounded by the limitations of its businesses.

Innovation 111

Innovation Value Proposition Profitability Customer Value 111

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.

Supply Chain

The Center for Sales Strategy

MARCH 15, 2022

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. This all sounds very appealing, but how can you actually go about enhancing your own social selling efforts? Let’s look at a few methods that separate the pros from the rest of the pack.

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Sandler Training

MARCH 17, 2022

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 101

Sales 101

Hubspot Sales

MARCH 29, 2022

Is cold calling dead? Many will likely say that it has gone the way of the dinosaur; that its time has come and is rapidly declining in efficiency. The practice, however, is not entirely dead. Read on to discover some statistics about the state of cold calling in 2022. B2B Cold Calling Statistics. The majority of businesses and consumers predict their use of the voice call will increase or stay the same over the next 12 months. ( Hiya ).

B2B 113

B2B Meetings Sales 113

Groove HQ

MARCH 3, 2022

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.

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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

Apptivo

MARCH 29, 2022

3 mins read. What is a CRM system? A CRM system essentially provides a centralized platform where businesses can store customer and prospect data, track customer interactions, and share this information with colleagues. It allows businesses to grow by managing customer relationships in the most effective way. CRM offers a wide range of benefits for businesses.

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CRM Software Software Decision-making 98

Flevy

MARCH 14, 2022

The current ever-changing and increasingly connected world demands taking an amplified approach to Innovation and Innovation Management. The conventional method of innovating locally and distributing the product or service globally is now being questioned more and more. Effortless availability of unparalleled knowledge, essential for Innovation, is one key factor in bringing the traditional approach into question.

Innovation 111

Innovation Banking Decision-making Organization 111

The Center for Sales Strategy

MARCH 23, 2022

Being a great manager is tougher than being a great salesperson. Think back to when you were a new manager, what was one piece of advice you wish you knew back then, that you now know? Here’s what a few of our experts at The Center for Sales Strategy said.

Management 120

Management Sales Sales Leadership Leadership 120

Sandler Training

MARCH 21, 2022

Many sales leaders have a skill gap when it comes to coaching members of the sales team. Bridging that gap requires addressing a critical question. The post Bridging the Coaching Gap appeared first on Sandler Training.

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Sales Leadership Management 99

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.

Negotiation