Sat.Sep 09, 2023 - Fri.Sep 15, 2023

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Account managers need to know this about client budgets

Account Management Skills

Results of a study have come out called “Building trust and revenue with existing clients” The Jan 2023 study was US-based so if you have US clients, you’ll find this compelling. But even if you don’t, hopefully it’ll make you think about your client’s budget. The key findings One of the key findings was “59% of respondents say their organisation has increased an agency’s budget allocation mid-year” The top reasons given were they: a) Saw success on a particular marketing activity an

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Why agency account managers struggle to think ahead

Account Management Skills

Do you struggle to think ahead about your clients? I speak to multiple account managers (AMs) every day. ‘Hybrid’ AMs (project managing as well as responsible for account growth) particularly struggle. They struggle to find time to think about how else they could be bringing value and coming to their clients with new ideas or relevant intel gathered from research.

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Trending Sources

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Aspirational Account Planning – The Story

SalesGlobe

Unlocking the Growth Potential in Your Strategic Accounts Effective account planning is essential to growing the organization’s strategic accounts, which typically comprise most of the organization’s revenue and growth potential. However, many sales and operations teams have lost the purpose and impact of account planning and have fallen into a rote process of filling out forms and creating slides, becoming jaded by the perfunctory procedures of the past.

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Intelligence, Automation, and the Future of Key Account Management Survey

SmartKarrot

Participant Demographics We asked Key Account Management professionals to gain their insights on present challenges and the opportunities they envision through the adoption of automated and intelligent solutions? In your experience, what are the top priorities of a Key Account Management team? How well do you believe the systems and processes in your current organization align with supporting your role in Key Account Management?

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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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Improving Sales Effectiveness with Account Segmentation

SBI Growth

If you’ve been following recent SBI content on annual planning, you may have already seen some key takeaways from SBI research on how CEOs are shifting their focus to selling to the existing customer base to accelerate revenue growth. Market trends are showing signs of accelerating demand, and for companies to take advantage of this, there needs to be robust account segmentation in place.

Sales 71
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Spotlight on Richard Chaplin, PM Forum and Managing Partners’ Forum

Red Star Kim

I posted this on LinkedIn on 13 th September. It received such a warm and enthusiastic response that it was suggested we consider a series highlighting the giants of professional services marketing and business development. So here’s the spotlight on Richard Chaplin, PM Forum and Managing Partners’ Forum. What’s the longest time you’ve sustained a professional relationship?

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Stop Fire Fighting: How to Be a Proactive Account Manager

Account Manager Tips

Trapped in reactive account management? Get tips to be proactive and transform client relationships, unlock sales opportunities and gain strategic partner status.

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A 4-Step Roadmap for Implementing a Transparent Closing Strategy, According to protocol 80's CRO

Hubspot Sales

When you’re working deals, mastering the art of closing is essential. However, the pressure associated with a traditional closing approach can be daunting, especially for new sales representatives. Unfortunately, many reps don't actually have a closing strategy to help support their process … and if they do, they’re uncomfortable bringing it up. You want to get to a yes or no quickly and not have deals stall, drag on, lose excitement, or change scope.

Meetings 111
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How Qualification is a Priority for Leaders Today

Force Management

It’s no secret selling in the B2B SaaS market got a little harder over the past several quarters. Now more than ever, organizations are looking for ways to gain an edge, keep pipelines healthy, and identify which prospects are most likely to land.

B2B 105
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Wellness as an Essential Focus for the Holistic Leader

Vantage Partners

What is a holistic leader? We’ve worked with hundreds of organizations implementing leadership development training, and we believe the most effective leaders act along three dimensions: They lead self, they lead others, and they lead the business. One leadership element that cuts across each of these dimensions is the desire to create and nurture wellness.

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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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Alliance Failure and Alliance Success: The 80% Rule

Peter Simoons

The research into alliance failure and success rates continues to display a broad spectrum of figures. The figures range from a mere 20% alliance failure rate at best, to a daunting 80% alliance failure rate at worst. It is this notably high alliance failure rate of 80% that sparks disbelief! This prompts one to wonder whether companies would genuinely invest in something they believe has a 4 in 5 chance of failure?

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4 Differences Between Sales Coaching and Feedback

Hubspot Sales

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. This approach was characterized by comments like, “I think you're doing a great job, but.” Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Instead, it left them with the lingering thought that their manager perceived them as a poor performer.

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Quarterly Reviews: A Catalyst for Continuous Improvement

The Center for Sales Strategy

Why am I obsessed with quarterly reviews? It's quite straightforward. Clients who implement them almost always gain a clearer understanding of what each Account Executive (AE) needs to succeed. And AE’s who actively participate in them, coming prepared with a review of the last quarter’s performance and a plan for the upcoming quarter, are more engaged and prepared for success than those who don’t.

Sales 87
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Wellness as an Essential Focus for the Holistic Leader

Vantage Partners

What is a holistic leader? We’ve worked with hundreds of organizations implementing leadership development training, and we believe the most effective leaders act along three dimensions: They lead self, they lead others, and they lead the business. One leadership element that cuts across each of these dimensions is the desire to create and nurture wellness.

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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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Sales Coaching Techniques to Boost Revenue

Brooks Group

Why Is Sales Coaching Important for Revenue Growth? Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. One-on-one coaching is an essential way to supplement group training sessions, with topics that are tailored for each individual. Sales managers and coaches provide individual team members with the advice and support necessary to address areas of development, enabling them to improve and consistently contribute to

Sales 91
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The Guide to Process Improvement Methodologies | KaiNexus

Kainexus

According to a study conducted by the International Quality and Productivity Center (IQPC), businesses that prioritize process improvement experience an average of 20% increase in operational efficiency within the first year of implementation. Over five years, these organizations typically see a 40% reduction in production defects, a 30% decrease in operational costs, and a 25% boost in customer satisfaction.

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Your Employer Brand Matters: A Sales Manager’s Perspective on Recruitment Marketing

The Center for Sales Strategy

It can be tough to find top talent! Not only do you have to find that talented person, you also have to convince them to come on board with your organization. Why should they choose you over the other competitors? As a sales manager, you have the task of finding the best candidates who can drive revenue and help your business grow. Your employer brand can make a big difference.

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The Three Pillars of Leadership

Vantage Partners

Today’s leaders need to approach leadership on multiple levels — namely, as leaders of themselves, of their teams, and of the business. Through the integration of these three dimensions, leaders have the foundation to successfully thrive amidst uncertainty and complexity and drive their teams and the organization forward. The leader of self is self-aware, possessing emotional intelligence, demonstrating trustworthiness, and building one’s resilience for the turbulent voyage of leading through ac

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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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Is it Time to Bid Farewell to the Email Customer Service Channel?

Customer Think

Rapid technological advancement and shifting consumer preferences have marked the last five years. Businesses now find themselves at a crossroads in the realm of customer service. Email has long stood as a stalwart among various communication channels, offering a reliable medium for customer-company interactions.

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Software for Industrial Companies: What’s in Your Tech Stack?

Nutshell

As technology has evolved over the years, so has the business world. In fact, business practices are often propelled by specific digital tools. For that reason, you may be looking to gather some of those tools together for your own company. The question, though, is this: Which tools should you use? There are a lot of business tools out there, but you don’t want to spend more on those tools than you have to.

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Boosting Sales Motivation: Strategies for the Fall Season

The Center for Sales Strategy

Four months are remaining in 2023. Yes, you read that correctly. And with only a few months left in the year, boosting sales motivation is crucial for achieving your annual targets and ending the year on a high note.

Sales 82
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Leadership Mindset: Adapting Amidst Ambiguity

Vantage Partners

Every leader possesses a particular mindset. That mindset—what and how leaders think and feel about their role, their people, their goals—drives what they say and do. Leaders can’t just be told what to do—“now it’s time to adapt and collaborate!”—or merely instructed to adopt or change any other fundamental behaviors. Such directed behavior changes might last for a while, until people forget and their underlying mindsets retake the reins.

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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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Five Ways to Solve Your Customer-Centricity Challenges

Customer Think

In a recent article, I wrote about the benefits of a customer-centric culture, but I also mentioned the challenges of deliberately designing such an organization. How does one overcome these challenges? Read on to find out. The post Five Ways to Solve Your Customer-Centricity Challenges appeared first on CX Journey™.

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How to Manage a Sales Pipeline for an IT Company

Nutshell

If you want to learn how to manage a sales pipeline for an IT company, you’ve come to the right place. Every IT company needs a constant flow of leads and potential customers to stay afloat and grow. That’s where a sales pipeline comes in. But your sales pipeline can’t run itself. You need to manage it efficiently to successfully generate new leads and convert those leads into paying customers.

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Report Automation: The Associated ROI

ClearPoint Strategy

Still struggling to produce monthly reports? Take a peek into report automation.

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The Three Pillars of Leadership

Vantage Partners

Today’s leaders need to approach leadership on multiple levels — namely, as leaders of themselves, of their teams, and of the business. Through the integration of these three dimensions, leaders have the foundation to successfully thrive amidst uncertainty and complexity and drive their teams and the organization forward. The leader of self is self-aware, possessing emotional intelligence, demonstrating trustworthiness, and building one’s resilience for the turbulent voyage of leading through ac

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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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9 eCommerce website development practices to help build customer trust

Customer Think

The probability of gain results in trust, while the probability of failure results in distrust. But between the two lies an element of uncertainty; something that every eCommerce customer experiences when placing online orders. This presents eCommerce websites with a very lucrative opportunity.

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Should I Use an IT-Specific CRM? IT CRM vs. General CRM

Nutshell

A customer relationship management (CRM) platform is one of the most essential tools your IT company can have. But with so many CRM platforms available, how do you know which is best for your business? You might ask yourself, “Should I use an IT-specific CRM or a general-use CRM?” Well, you’re in luck because we’re diving into the IT-specific CRM vs. general-use CRM debate on this page.

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[Q&A] How do you develop good team working agreements?

OnStrategyHQ

Play Watch the video Q: How do you develop good team working agreements? A: 1. Clarify your team’s communication expectations and mediums. 2. Create a team charter! 3. Create a space for open dialogue and discussion. Great question! Here are a few of the best answers from our Strategy Collaborative Q&A Session! Establishing team norms as a standard item in the strategic planning process is a proactive step to ensure that the expectations for how your team operates and works together are not

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Leadership Mindset: Adapting Amidst Ambiguity

Vantage Partners

Every leader possesses a particular mindset. That mindset—what and how leaders think and feel about their role, their people, their goals—drives what they say and do. Leaders can’t just be told what to do—“now it’s time to adapt and collaborate!”—or merely instructed to adopt or change any other fundamental behaviors. Such directed behavior changes might last for a while, until people forget and their underlying mindsets retake the reins.

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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.