Account Management Skills

NOVEMBER 7, 2022

?. 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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Account Management Management Suppliers Meetings 52

Kainexus

NOVEMBER 9, 2022

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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Strategic Account Management Association

NOVEMBER 11, 2022

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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Account Growth Account Management Co-Creation Management 520

RAIN Group

NOVEMBER 9, 2022

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.

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B2B Sales 140

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.

Customer Think

NOVEMBER 8, 2022

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.

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Marketing B2B Digitalization 130

The Center for Sales Strategy

NOVEMBER 9, 2022

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.

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Sales 120

Flevy

NOVEMBER 8, 2022

Organizations turn to different sources of gaining Competitive Advantage and outperforming their rivals. In the past, leading multinationals with diverse portfolio of product or service offerings used to have assets, positions, and economies of scale serve them as sources of advantage. However, nowadays, leading industry players employ an entirely different course to attain Competitive Advantage.

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Value Proposition Digital Transformation Acquisition Innovation 106

Customer Think

NOVEMBER 8, 2022

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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Customer Experience 125

MDI Training

NOVEMBER 11, 2022

How can I actively share knowledge as a leader? Knowledge management – I know that I know (nothing). How do you deal with knowledge management as a leader? What do we really know and how can we use it to our best advantage? . Mentoring & Knowledge Management. Our MDI partner Anita Berger focuses on mentoring and knowledge management. We asked her a few questions on this topic and came up with some exciting approaches.

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Leadership Digital Transformation Decision-making Management 98

Zendesk

NOVEMBER 10, 2022

As part of my job, I have the great privilege of talking to our employees and learning more about what led them to their current roles, what excites them today, and where they hope to grow—and go—in the future. In advance of Veterans Day 2022, I spoke to employees located in the U.S. who have served in the military, many of whom are active participants in our veteran employee community.

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Leadership Software Software Prioritization 95

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

NOVEMBER 9, 2022

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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Value Proposition Sales Meetings Account Development 82

Customer Think

NOVEMBER 9, 2022

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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B2B Digitalization Marketing 122

Force Management

NOVEMBER 10, 2022

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.

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Sales Sales Leadership Leadership 76

SBI Growth

NOVEMBER 9, 2022

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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Customer Success Meetings Sales Marketing 71

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

Crank Wheel

NOVEMBER 9, 2022

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

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Sales 98

Customer Think

NOVEMBER 8, 2022

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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Digitalization Marketing 122

Planview

NOVEMBER 11, 2022

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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Management Financial Services Communication Prioritization 52

EcSell Institute

NOVEMBER 10, 2022

“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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Management 52

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

Zendesk

NOVEMBER 10, 2022

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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Healthcare Meetings Management 52

Customer Think

NOVEMBER 8, 2022

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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Customer Success Leadership 120

Strategic Communications

NOVEMBER 10, 2022

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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Small Business Digitalization Marketing Advertising 52

Brooks Group

NOVEMBER 10, 2022

As technology changes, so must our sales approach and related sales technologies. The standards of the sales industry changes rapidly, and it can be challenging to keep ahead in the face of these alterations. Despite the difficulty, effective sales managers are strong leaders that can adapt to any situation to help guide their salesforce through troubled and uncharted waters.

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Sales Decision-making Leadership Sales Training 52

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

Insightly

NOVEMBER 9, 2022

Understanding a Cloud-Based CRM and How It Benefits Your Business. Delivering great customer experiences is often the single differentiator between your business and the thousands of others in a competitive market with discerning customers. This fact, among other reasons, is why a customer relationship management tool is immensely valuable. A business’ CRM is the single source of truth that keeps the company deeply connected with all of its customers.

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Customer Think

NOVEMBER 11, 2022

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

Software Software Sales 119

ProlifIQ

NOVEMBER 9, 2022

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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Leadership Account Planning Sales Leadership Stakeholders 52

SalesPop

NOVEMBER 9, 2022

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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Publishing CRM Marketing Sales 52

Advertiser: ZoomInfo

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.

Marketing

Planview

NOVEMBER 9, 2022

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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Supply Chain Innovation Prioritization Digitalization 52

Customer Think

NOVEMBER 8, 2022

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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Strategic Communications

NOVEMBER 8, 2022

“Social media” is often referred to collectively as though “social media” is a single entity. Of course, it’s not. Each channel is different—reaching different people and sharing messaging in different ways. LinkedIn is very business-focused. TikTok is based on short, entertaining video clips. Facebook is highly social—a place for people to connect with friends and relatives.

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Media Publishing Communication Digitalization 52

QYMATIX

NOVEMBER 8, 2022

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.

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B2B Artificial Intelligence Sales Software 52

Advertisement

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.

B2B