Strategic Account Management Association

DECEMBER 3, 2020

By Nicolas Zimmerman, Editor-in-chief, SAMA. Whether you’re struggling to survive the pandemic or thriving and experiencing unprecedented growth, one thing is clear: We are experiencing radical shifts in how we conduct business with our most strategic customers. As conveners of the largest community in the world dedicated to strategic and key account management, one of SAMA’s foundational purposes is to help our community both adapt to what’s happening right now and prepare for what may ha

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Co-Creation Value Proposition Account Management Suppliers 987

Software Sales Guru

DECEMBER 21, 2020

The Role of Whitepapers in the Sales Process Marketing campaigns often revolved around some type of lead magnet like a downloadable whitepaper. A marketing department will create a whitepaper with the goal of showcasing a solution and use it to generate leads. But a solution does not necessarily create a market or lead to sales. The end result is the marketing department feels they have.

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Revenue Storm

DECEMBER 8, 2020

2020 has been an interesting year. As Nietzsche stated, “Whatever doesn’t kill you, only makes you stronger.” Close what you can and dust your hands off. The year is almost over! Every new year should generate excitement and new energy. The sales world has changed, and the new reality is going to require new thinking, a new attitude, new skills, new people, and new places.

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SBI Growth

DECEMBER 21, 2020

The global pandemic has brought about the greatest virtual sales experience ever to occur. Organizations that were staving off digital evolution were forced into adoption, while those that had embraced digital were positioned for success. In a multi-quarter stretch where.

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Digitalization Acquisition Organization Sales 152

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.

The Chapman Group

DECEMBER 8, 2020

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. These are often the top achievers in the organization. They often need little guidance and development; however additional development, and exposure to new ideas, processes, and skills are usually welcomed.

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Account Management Management Value Proposition Account Planning 133

Hubspot Sales

DECEMBER 14, 2020

Business growth often comes from internal changes. While these changes are positive and aid in business development, internal teams can sometimes struggle to adapt to new strategies after years of the same processes. As a sales leader, you know how important it is for your sales teams to be ready and adapt to change as it comes. This is especially important since sales performance is often a critical factor in determining how businesses can grow since revenue gives them the means to expand.

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Software Sales Guru

DECEMBER 7, 2020

A Holiday Reminder of the Mutual Agenda I was wrapping gifts for the holidays and received a large box with several gifts from one store for my wife. As I wrapped them, I said, “Boy I really need some gift boxes. These are hard to wrap without gift boxes.” As I reached for the last gift, it was not a gift, but a bunch of. Read more. The post A Holiday Reminder of the Mutual Agenda appeared first on Software Sales Gurus.

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Software Software Sales 130

The Center for Sales Strategy

DECEMBER 16, 2020

What are your most effective recruiting tools and strategies? As a hiring manager, you’ve witnessed first-hand that simply posting a job listing is not enough to attract top talent to your organization. You may have tried to throw-out company statistics and numbers while interviewing, but even those impressive numbers didn’t set you apart from the competition.

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SBI Growth

DECEMBER 15, 2020

Traditionally, B2B sales teams are mostly dominated by men. Though female sales reps earn a base pay of 33% lower than male reps, women are still paid higher at a commission rate. In fact, 86% of women achieved their set.

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Miller Heiman Group

DECEMBER 21, 2020

COVID has greatly affected the buying and selling process. A recent Korn Ferry survey of global sales organizations revealed that virtual selling is here to stay, with fewer than 2% expecting the changes to be temporary. Changes include the addition of more, and likely new, stakeholders entering the buying and selling process. The pandemic has also impacted the length of time it takes to close a deal.

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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

Hubspot Sales

DECEMBER 22, 2020

Working in sales isn’t easy, and I’m sure that isn’t news to you. Even if you love selling, the most seasoned salespeople can feel the pressure of working in such a competitive field. That’s why as a sales professional you need a suite of practices you can rely on to keep you feeling calm, motivated, and ready to take on your next challenge. If your sales self-care toolkit is empty, affirmations are a great place to start.

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RAIN Group

DECEMBER 9, 2020

Stop. Collaborate. Listen. Sellers of a certain age know that rapper Vanilla Ice was actually onto something when he uttered those words at the start of his song, "Ice Ice Baby." Years later, the concept of collaboration and a seller's ability to work with buyers, instead of speaking at or simply selling to them, to close a deal has become more important than ever.

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Sandler Training

DECEMBER 11, 2020

Mike Montague, Global Head of Content at Sandler and host of the How to Succeed podcast, features some sales enablement insights from the 2021 Sales Enablement Report by Sandler, LinkedIn, Hubspot, and Gong. The post How to Succeed at Sales Enablement in 2021 [PODCAST] appeared first on Sandler Training.

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Sales 121

The Center for Sales Strategy

DECEMBER 14, 2020

None of us fathomed that a year ago we could do business without traveling. No one imagined that we would exclusively have online events, online trainings, online meetings, online calls, and so on. Lessons learned in 2020 boil down to three words — Accept, Adapt, Accelerate. We’ve accepted that there’s a new reality for the way we do business. We’ve adapted to the way we sell and talk to clients based on our new reality.

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Meetings Sales Marketing 121

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.

Meetings

SBI Growth

DECEMBER 2, 2020

This time last year, SBI released the research report “Sales Kickoffs are Dead,” and revealed how to host a world-class acceleration summit for your employees. The same principles still apply — create an environment that motivates your team and activates.

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Sales 149

Nutshell

DECEMBER 28, 2020

Research shows that for every $1 you spend on email marketing, you get back $4 , with drip email campaigns playing a huge role. But to get such mouthwatering ROIs, you must understand the types of email campaigns that help move your marketing needle up. One such campaign is called a drip email campaign. What is a drip email campaign? At its simplest, a drip email campaign is an automated email marketing strategy designed to send out several emails to a subscriber over a specific period.

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Hubspot Sales

DECEMBER 16, 2020

The entrepreneurial spirit isn't ageist. Anyone who has the passion, business acumen, creativity, and critical thinking skills necessary to found and operate a business of their own can take on the challenges and responsibilities that come with entrepreneurship. It has no minimum age. There are plenty of successful inventors, innovators, and businesspeople operating their own companies before they turn 30.

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Engage Selling

DECEMBER 24, 2020

Could flexibility be the secret to success in 2021? We’re approaching the very end of a year that’s been, well, memorable to say the least. Regardless of how 2020 unfolded for you, it’s safe to say it’s a year nobody … Read More » The post Flexibility: The Key to Success? first appeared on The Sales Leader.

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Sales Sales Management Management 115

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

Sandler Training

DECEMBER 11, 2020

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Sandler Rule #49 – Leave Your Child in the Car [PODCAST] appeared first on Sandler Training.

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Sales 120

The Center for Sales Strategy

DECEMBER 10, 2020

At The Center for Sales Strategy (CSS), we’re big believers in talent. And nothing confirms our trust in talent more than when we witness a direct connection between the talent level of a given salesperson and the success they achieve. When highly talented, that success happens more quickly and it lasts over the long haul — and when talent is softer, success is modest at best.

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Sales Sales Management Management 122

SBI Growth

DECEMBER 19, 2020

Consumer behaviors have changed drastically over the past year, with a significant rise in ecommerce. As the supply chain is being disrupted across industries, businesses are reimagining how to go to market, generate demand, and serve customers. On today’s show, Grant.

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Supply Chain eCommerce Marketing Meetings 143

Openview

DECEMBER 16, 2020

The post Business Insider: How software testing startup Cypress.io went from nearly broke with no revenue two years ago to winning big customers like Disney, Shopify, and Slack, with $40 million in fresh funding appeared first on OpenView.

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Software Software 113

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

Hubspot Sales

DECEMBER 28, 2020

If you’ve ever been in an argument with your significant other, you’ve probably figured out that the way you say something is often more important than what you say. Did you ever consider that the same principle applies to sales? It’s true; the tone of your voice might actually be jeopardizing your sales success. You may have put hundreds of hours into researching your market, learning your product, and crafting your pitch, but if you aren’t aware of what your voice conveys to your potential cus

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Sales Communication Decision-making Meetings 139

Miller Heiman Group

DECEMBER 16, 2020

How has COVID-19 impacted virtual selling practices? Korn Ferry surveyed sales organizations around the world to find out, uncovering how companies are working to achieve stability in the midst of ongoing crisis. Organizations seem to have the same idea: focus and execute on what you can control as the surest path to success. They’ll need to consider a range of strategies and tactics to succeed.

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Sandler Training

DECEMBER 14, 2020

Mike Montague interviews Alea Homison on How to Succeed at Organization-Wide Effectiveness Using Sandler. The post How to Succeed at Organization-Wide Effectiveness Using Sandler [PODCAST] appeared first on Sandler Training.

Organization 118

Organization Leadership Management 118

The Center for Sales Strategy

DECEMBER 31, 2020

You want to get the most out of your people… so how do you really inspire them? Most of the managers immediately respond, “Pay them more!” Believe it or not, that’s not going to cut it. Most employees are not coin-operated, and more money does not lead to more engagement. Wonderfully stated in a Harvard Business Review article, authors Eric Garton and Michael C.

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Management Sales 120

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

SBI Growth

DECEMBER 16, 2020

CMOs commonly struggle with talent issues across marketing functions, more so than their counterparts in sales. Being the benevolent leaders that they are, CMOs often explain this as a consequence of marketeers requiring deeper role specialization, technical skill requirements, data.

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Kainexus

DECEMBER 17, 2020

Although the Lean business improvement methodology was initially developed to improve the quality and productivity of automotive factories, it has been used with great success in industries and settings of all types, including software development, government, retail, and other service settings. Healthcare organizations , in particular, have found that the approach can be used to reduce costs and improve quality and patient satisfaction at the same time.

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Hubspot Sales

DECEMBER 16, 2020

What pops into your head when I say the words data hygiene ? Do you picture cleaning your hard drive with a soapy sponge? No? Maybe that’s just me … although that would probably cause more harm than good. Anyway, data hygiene is an oddly-named yet important part of maintaining a strong database. Without accurate information that you obtain legally about real consumers, your data is meaningless.

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Corporate Visions

DECEMBER 29, 2020

You can choose to jump on these changes and charge toward the new reality of selling. Or, you can hold back and be told to address these issues to catch up with your competition. Whatever choice you make, this article presents a glimpse into your future. The post The Four Forever Changes Transforming B2B Sales Enablement appeared first on Corporate Visions.

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B2B Sales 111

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