Sat.Nov 05, 2022 - Fri.Nov 11, 2022

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How to raise your account management game (part one), with Jenny Plant

Account Management Skills

?. Welcome to Episode 74. I get to speak to a lot of account managers who work in creative agencies. And I get a lot of questions about how they can progress their career, how they can be better at the account management role, and some of the key things that are most important when it comes to being more efficient and more effective in the role. And I sometimes get people who are frustrated that they’re not progressing fast enough, that they really want to get promoted.

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How to Align Continuous Improvement with Strategic Goals

Kainexus

One might think that any organization with leadership and employees dedicated to continuous improvement would slowly trend toward success. However, it takes more than a desire to implement positive change to get there. Continuous improvement is part of a strategic process that advances critical goals and objectives. Organizations that demonstrate operational excellence are aligned and working toward the same ends.

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The Essential Seven Factors for Unlocking Strategic Account Growth

Strategic Account Management Association

Seven key drivers of strategic account management to helps SAMs leverage customer insights and co-create value in the face of industry disruptions. The post The Essential Seven Factors for Unlocking Strategic Account Growth appeared first on Strategic Account Management Association.

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The 6 Essential B2B Sales Funnel Stages

RAIN Group

Interesting tidbit: the concept of a sales funnel dates back to Chicago meatpackers in the late nineteenth century. Even then, the Armours, Swifts, and Morrises of the world were tinkering with the best strategies for selling their products to other businesses. In many ways, the fundamental challenges of selling remain the same for the modern B2B sales funnel.

B2B 140
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2024, The Year of the Customer

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.

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[Research Round-Up] An Updated Look at B2B Content Marketing by CMI and MarketingProfs

Customer Think

Source: Content Marketing Institute and MarketingProfs (This month's Research Round-Up reviews some of the major findings from the latest content marketing survey by the Content Marketing Institute and MarketingProfs. This research has b.

Marketing 130
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I Have Open Sales Territories And Recruiting is Challenging. What Are My Options?

The Center for Sales Strategy

Most people in hiring roles are having the conversation: How am I going to find someone to fill my vacant roles? The problem is real, and for some, it’s overwhelming. Here are four options to consider.

Sales 122

More Trending

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What Sales Reps Should Do in the First Quarter of a New Year, According to Experts

Hubspot Sales

You just closed out Q4 and blew it out of the water. But before you have a minute to relax, a new year starts. You get brand new goals to meet, and they’re significantly higher than last year's. It’s no wonder that a new year can make sales reps feel exhausted. It’s like finishing a marathon only to be asked to run a second, longer race immediately afterward.

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Reaching New Levels of Loyalty and Growth with Personalized CX

Customer Think

No matter what you’re selling, the customer experience (CX) is a key brand differentiator. While we used to think of “brand” as a company’s logo or tagline, today it represents so much more. Your brand is the sum of every interaction an individual has with the business; it’s not just an ideal but a living, […].

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3 Ways CEOs are Preparing for Budget Constraints in 2023

SBI Growth

SBI’s last CEO growth advisory board meeting of 2022 was held last month, and the conversation followed two big themes - recession and talent. CEOs in attendance are fielding questions about cost-cutting measures, and most are shifting operating expenses from compensation and Customer Success into Sales and Product. CEOs in attendance also agreed that pricing increases were not to be feared.

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3 Behaviors That Can Impact Your Sales Numbers This Quarter

Force Management

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness. Check our blog next week for the newest installment, or subscribe for updates straight to your inbox.

Sales 75
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How to Stay Competitive in the Evolving State of Martech

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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The importance of using video in sales emails

Crank Wheel

Why should you use videos in sales emails? Read on to find out more.

Sales 98
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Four Outcomes Your Buyer-Driven Experiences Must Deliver

Customer Think

I started this year with a post about 5 Elements to incorporate into a B2B buyer-driven experience (BDX). During the year, I’ve talked about what to incorporate and how to use BDXs to build momentum toward buying. As we do the work to get closer to our buyers and evolve our buyer-driven experiences, it’s important […].

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4 Tips for Succeeding with Value Stream Management

Planview

Value stream management (VSM) is about helping teams work smarter and faster, but how do you begin? At our recent Planview Accelerate Customer Conference, the Lead Scrum Master at a Fortune 100 financial services organization shared their best practices for starting VSM in an organization. Below is a summary of the presentation, including practical, tactical tips for using flow.

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What Makes a Good Boss?

EcSell Institute

“Boss” is a broad term with responsibilities that can differ vastly based on industry, organizational structure, and more. But when it comes to being a good boss, there are key elements that hold true whether you’re a tenured CEO, new frontline manager, or something in between. In this multi-part series, we share the most important characteristics and tactics that lead to success as a boss.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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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A preview of Advanced Encryption in Zendesk

Zendesk

As global data protection and privacy regulations continue to evolve, it’s important to understand how Service Data is processed and stored by the vendors you work with, to ensure that your Service Data is safe, and that your systems help you to meet global compliance regulations. The Schrems II decision around EU-US data transfers in 2020 put security considerations into the limelight, but the truth is that building and protecting customer trust has always been paramount at Zendesk.

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The ultimate secret to getting qualified leads: “Thirsty horses”

Customer Think

There’s an old saying, going back centuries: “You can lead a horse to water, but you can’t make it drink.” One of my very smart clients said he had a mentor who quoted that old saying, but then added, “This is why I always look for thirsty horses.” I’ve been smiling about that ever since. […].

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Digital Marketing and the Small Business: A Perfect Match

Strategic Communications

Most small businesses don’t have the big budgets that big brands have. Yet they need to make an impact through their marketing and communication efforts. That, obviously, can be a challenge. Digital marketing, though, represents significant opportunity for small businesses. Digital marketing is important to small business because it is easily accessible, cost effective, and has a broad reach.

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How to Better Align Sellers and Leadership

ProlifIQ

Alignment Plays Into Success. As a seller, your ultimate goal every month or quarter is to hit your quota. When that happens, not only does your team benefit but typically so do you and your family through commission and accelerators. The same can be said about sales leaders , where you don’t typically have quotas but specific KPIs that must be hit to also be rewarded a commission or bonus.

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How to Leverage Intent Data for Better Outcomes

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.

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World’s Greatest Salesman (video)

SalesPop

Carload Richie: The Life and Times of Harold F. Richie. Don Gillmor is a journalist, novelist, historian, and children’s book author from Canada. He has won numerous journalism and literary honors. He has written three novels and five non-fiction books. Gillmor won three gold and seven silver Canadian National Magazine Awards for his magazine work, and he has been dubbed “one of Canada’s most recognized profile writers.” In this expert insight interview, John and Don disc

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Why It’s Important for Customer Success to Leverage Internal Experts

Customer Think

Every customer has their own unique needs. Often, delighting the customer means extending the relationship beyond the customer success team. Connecting them with the right technical subject matter expert, product leader, or C-level executive could make a major impact, particularly when customers are experiencing challenges. Or, they may just want to know that they have […].

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Turn the Tables on Product Development Disruptions

Planview

Disruptions to effective product development are constant but don’t need to be detrimental to an organization’s ability to deliver innovation with speed and maintain a healthy ROI. Suppose organizations make adaptability a cornerstone of their product development strategy and overall culture. That shift creates constant momentum, making it easier to adjust perspectives and see with more clarity all the opportunities to turn the tables on disruption.

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Level Up! Are you Still Effective? – How AI Upgrades B2B Sales Processes.

QYMATIX

Perhaps you know the difference between effectiveness and efficiency. But do you take it into account in your daily work in sales? In this article, I show you how to upgrade your sales processes from effective to efficient to avoid “game over” in the next few fiscal years. Sales people often reach their goal – the sale of one or more products – even without technical support.

B2B 52
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Negotiate Larger Deals More Quickly

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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MEDDIC Sales Methodology – A Framework to Qualify Your Customers and Close More Deals

Arpedio

MEDDIC Sales Methodology. – A Framework to Qualify Your Customers and Close More Deals. ? Back to blog. MEDDIC is a widely known and used sales process that focuses on better customer qualification. Assessing your prospects based on each step of the MEDDIC framework presents you with the information you need to accurately qualify your leads, letting you efficiently allocate your resources on winning deals.

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5 Lessons Learned While Attempting to Boost Contact Center Productivity

Customer Think

I’ve come to the realization recently after seeing several demos of various CCaaS (Contact Center as a Service) platforms that there’s a flaw in the whole selling process. And I don’t think it’s the fault of the fine sales folks or even the software vendors they represent. During the course of the demo, they show […].

Software 119
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Four Steps to Reduce B2B Customer Churn

Sales Outcomes

Every business wants to increase its customer base while decreasing the number of customers who leave. It can be a daunting task. This blog post will discuss the steps your organization can apply to identify, measure, and reduce customer churn. Step 1 – Track The Leading Indicators of Churn. It’s tough to improve what you don’t measure.

B2B 52
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Your Alliance Skills in Changing Times

Peter Simoons

The recent KPMG 2022 CEO Outlook interviewed 1,325 global CEOs to gain insight into their 3-year outlook on business and economic landscapes. The Outlook reported that CEOs have an increasing interest in establishing partnerships that can help them “ increase speed to market, reduce costs, mitigate risks and supplement capability gaps in delivering the customer promise ”.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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The Sales MBA at a glance – How to Educate B2B Sales Reps for Maximum Success

Arpedio

The Sales MBA at a glance – How to Educate B2B Sales Reps for Maximum Success. ? Back to blog. In today’s modern economy, we see a great demand for highly skilled sales professionals – and knowing how to influence key decision makers can determine whether you make it or break it. Now, what role does psychology and strategy play in all this? What are the “raw ingredients'' of successful enterprise selling?

B2B 52
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Find the Right User Research Participants

Customer Think

Why High-Quality User Research Participants Are Worth The Investment What is a High-Quality User Pool? When conducting user studies, getting the right kind of participants matters. So what defines a high-quality study participant? That is for you to define. Have a clear definition of what roles participants should hold, and confirm their ability and desire […].

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Bridge The Customer Connection Gap For A Successful Customer Strategy

Luminas Strategy

Written by Jeb Dasteel, originally published on March 25, 2022 by Forbes There is no customer strategy without human connections. Your business relationships with customers are vital to near-term success and future growth. Despite this, we often see companies (including those that describe their organization as customer-centric) struggle with basic steps needed to establish and sustain strong relationships, deliver value to customers, build loyalty and foster brand advocacy.

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A guide to your customer acquisition strategy

ACT

Regardless of how long you’ve been in business, if you want your company to grow, you need to continually add new customers and improve your customer retention. The best way to do this is through a repeatable, sustainable process that will predictably generate new revenue over time — a customer acquisition strategy. What is customer acquisition? In simple terms, customer acquisition is the process of acquiring new customers.

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Contact vs. Company Intent Signal Data

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.