April, 2021

Why Forward-Thinking Chief Revenue Officers are Investing in Key Account Management Software

Kapta

According to the Pareto Principle, or 80/20 rule, 80% of your sales come from 20% of your existing customers. CSO Insights found that 70% of revenue comes from existing accounts.

THE 10-K FILING: THE MOST IMPORTANT DOCUMENT THAT SAMS NEVER READ

Strategic Account Management Association

By Jacques Sciammas, President, Selling to Executives. In the age of convenience, where same-day deliveries have become the gold standard and news articles are now conveniently timed down to the second, our need for accurate and concise information has never been more pressing.

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Sales Calendar: 3 Reasons You Need One

The Center for Sales Strategy

You mean well. You want to do it better this year. But, somehow every year, it gets away from you. We all have good intentions each year to do a better job planning, selling, and tracking all of the major sales opportunities for our organization.

Build a Winning Sales Development Attainment Strategy and Actually Hit Your Quota

Xant

Sales organizations are struggling to align their objectives and quotas with their strategy. While organizations continue to grow, sales attainment is slipping.

Essential Guide to Sales Engagement – Overcome the Challenges of Remote Selling

Sales Engagement leverages process, tools, and training to align your efforts to your buyer’s journey and exceed their expectations. See how to equip sellers to effectively prospect, create meaningful connections and manage a sales cycle from beginning to closed-won! Download the guide today!

How to Close Deals Faster Using an Account Planning Strategy

ProlifIQ

The most lucrative opportunities tend to come from major accounts – companies that have the highest amount of potential value. Yet, these deals tend to take longer than average. If you want to maximize sales revenue, you need to put a method to the madness.

Three Big Questions for Company Leaders in Difficult Times

Sandler Training

The answers you give to these questions can help you ensure that you maintain momentum as you emerge from these challenging times. The post Three Big Questions for Company Leaders in Difficult Times appeared first on Sandler Training.

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4 effective strategies to build a customer-centric culture

Customer Think

Customer centricity is one of the most in-vogue buzzwords. But more than that, it’s an ideology that more and more companies are gravitating towards in today’s world.

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#016 The ‘Next’ Normal, a KAM Industry reflection with Warwick Brown

KAMCast

IN THIS EPISODE Are you 'ready' for getting back to normal? And…what is normal? For many of us, the effects of the pandemic have been going on for so long that we can’t quite remember what normal is anymore.

Servitization 101 – How servitization can strengthen your relationship with your key accounts

Strategic Account Management Association

By Neil Tumber , Relationship Manager , Advanced Services Grou. Just like data, automation, Industry 4.0 and the Internet of Things (IoT) , servitization has become something of a buzzword – and for good reason.

How Much Money Does a Key Account Manager Really Make?

Account Manager Tips

Share. Tweet. Share. How much money does a key account manager make? Enough for champagne and caviar? Or beer and peanuts?

The Definitive Guide to Remote Sales Coaching

Have you struggled to onboard, train, and provide continuous learning opportunities to your salespeople due to the abrupt shift to remote work? If so, you’re not alone. Sellers are relying on virtual selling more than ever. With in-person sessions no longer feasible, many organizations are looking for alternative methods to support their salespeople.

Tips for Getting Off to a Good Start with Your New Strategic Accounts

Kapta

For better or worse accounts get shaken up at the beginning of the new year. You might be left to build new relationships at important companies that you don’t have a relationship with or even worse, customers that didn’t have a strong relationship with their previous account manager.

Weekly Roundup: Reinvent the Office Watercooler, What's Shaking Up Sales + More

The Center for Sales Strategy

- MOTIVATION -. Leadership is doing what is right when no one is watching.”. George Van Valkenburg. AROUND THE WEB -. > > How to Reinvent the Office Watercooler in a Hybrid Workplace – Medium. It turns out that there’s more to miss abou t going into the office than some of us may have thought.

There is No Excuse for Being Blindsided | Sales Strategies

Engage Selling

I’ve been working on numerous consulting projects recently, and I’m incredibly frustrated with clients who lost business for no other reason than they didn’t see it coming.

How to Build a Strong Customer Service Culture

Help Scout

Your customer service culture is not what your fancy “Customer Guarantee” promises, and it’s not whatever you say it is in your new employee handbook.

The Ultimate Sales Coaching Guide

Sales coaching is a training format that allows the leaders in your organization to share their valuable experience with the rest of your sales teams. It’s an interactive approach to sales training where sellers get to practice what they’re taught and use information in real-life scenarios.

The 7 Keys to an Unbeatable Revenue Marketing Strategy

SBI Growth

For many industries and companies, the pandemic has changed sales and marketing forever. In some ways, the changes manifest accelerating trends that were already in motion, and in other ways, the changes are new, permanent disruptions. Of course, every disruption.

3 Best Sales Podcasts for Key Account Managers

Account Manager Tips

The best sales podcasts key account managers should listen to Are you a key account manager? Do you sell? Do you listen to podcasts? If you answered yes to any of these questions, then read on for my list of three of the best sales podcasts around, including one that might surprise you. Tweet.

4 Dysfunctional Beliefs of Quarterly Business Reviews

Kapta

When it comes to Quarterly Business Reviews (QBRs) most teams are not taking full advantage of the opportunity these meetings present. The opportunity to work with, have a conversation with and build a joint vision of the future with their key customers.

10 Things World Class Managers Do To Build a Healthy Sales Pipeline

The Center for Sales Strategy

As a sales manager, image how much better your life would be if you had access to the following: Better forecast accuracy. Improved sales performance. These elements are important, and delivering one or the other is not an option these days.

Core Principles of Great Sales Enablement are the Same: It's The Tactics That Have Changed

If your role includes supporting sellers, then this in-depth sales guide is for you! Discover valuable insights on how to adjust your tactics and keep remote onboarding and training engaging. Take the next steps from sales to revenue enablement by downloading this essential guide today!

The 3 Layers of Sales Questions and How to Use Them

Hubspot Sales

Lasagna. It’s a family favorite that’s full of flavors. With each layer of pasta, sauce, and cheese you uncover more deliciousness than the layer before. But what’s all that got to do with selling to people? I’m glad you asked. See, your prospects are a lot like lasagna.

What Is Customer Happiness + 11 Ways to Inspire It

Help Scout

Your relationships with your customers have more in common with relationships in your personal life than you might think. Like the happiness that you derive from being around your friends and loved ones, customer happiness is a product of a lot of time, effort, and learning.

How to Succeed at Getting Tough [PODCAST]

Sandler Training

Mike Montague interviews Michael Coles on How to Succeed at Getting Tough. The post How to Succeed at Getting Tough [PODCAST] appeared first on Sandler Training. Podcasts] Blog Posts How To Succeed Self Development Attitude how to succeed overcoming obstacles

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Using Checklists

Software Sales Guru

Using Checklists It may sound obvious but if you want a checklist for sales conversations to help guide you, you must USE the checklist. To do that properly, the checklist must actually be in front of you.

How to Increase ABM Performance with Empathy

Speaker: Brian Carroll, CEO & Founder of markempa

The highest priority for B2B marketers is effective demand generation (increasing lead quality and quantity). However, we can get so caught up in our ABM strategies, systems, tools, and investments that we lose sight of building deep empathy for the people in the accounts. In this webinar, you’ll learn how to go beyond rational-logic-based sales/marketing and adjust your strategy to understand better how buyers feel so that you can connect and help more customers buy.

Creating Personalized Touchpoints With Strategic Accounts When Meeting in Person Isn’t an Option

Kapta

The last year has forced most of us to get very comfortable conducting business in ways outside of our norm. In fact, many experts agree that certain workplace trends will be changed forever: things like travel and flexibility in where we work from, for example, are likely to be reshaped permanently.

Improving Sales Performance | Running Effective Sales Meetings in a Work-From-Home Environment

The Center for Sales Strategy

What are some best practices for running a successful virtual meeting? How should leaders go about unifying a remote team? These questions and more are answered in this Improving Sales Performance episode with Chad Littlefield, Co-Founder of We and Me, Inc.

How to Implement Consistent Messaging on Your Team, According to Sales Managers

Hubspot Sales

As a sales manager, ensuring that your team's communication with prospects is tight and effective is in your best interest. You want to put out cohesive messages, in keeping with your organization's values and goals.

6 Customer Experience Books Every Founder Should Read

Help Scout

While I’m writing this in March of 2021, having just experienced a generational winter in my home state of Texas that created a source of stories I can use to bore my future grandchildren to death, I realize one nice thing about power outages is a return to books.

The Definitive B2B Sales Playbook: Proven Path to $ Multi-Million Revenues

Sales is at the forefront of revenue growth, and so organizations with highly streamlined sales operations consistently outperform competition. How do you create a path to success and fast-track your way to multi million dollar revenues? Read the eBook.

How to Succeed at Big Little Breakthroughs [PODCAST]

Sandler Training

Mike Montague interviews Josh Linkner on How to Succeed at Big Little Breakthroughs. The post How to Succeed at Big Little Breakthroughs [PODCAST] appeared first on Sandler Training. Blog Posts How To Succeed Professional Development professional development professional growth professional success

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Voices from the Field: Participant Perspectives on Online, Collaborative Learning

Sales Readiness Group

The expansion of online, collaborative learning is one of the most exciting evolutions to come out of the challenges of delivering sales training over the past year.

LinkedIn for Sales [Free Guide + Tools]

RAIN Group

82% of buyers will look up a seller on LinkedIn before replying to a seller’s prospecting efforts. Which begs the question: How are you showing up on LinkedIn? What does your profile look like and what does it say about you? Social Selling Sales Prospecting

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How Online Courses Help Ease the Transition for New Sales Hires

The Center for Sales Strategy

When you start a new sales job, there’s always a transition that includes many different learning curves. You learn how to embrace a new culture, learn to meet the expectations of new leadership, take on new functions within a sales job, and then there's the social pressure.

Reaching Unreachable Candidates

Speaker: Patrick Dempsey and Andrew Erpelding of ZoomInfo

What is ZoomInfo for Recruiters? Find and connect with the right talent to fill roles fast with more data, basic search, advanced search, candidate and company profiles, and export results. Watch this On-Demand Webinar today to see how ZoomInfo for Recruiters can work to get your talented candidates results.