Account Manager Tips

APRIL 2, 2021

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. 0. Share. 0. Pin. 0. Share. 0. Why selling is hard for key account managers Key Account Managers are busy making sure clients get the best from what they've already bought.

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Software Sales Guru

MARCH 29, 2021

The Value of Training Most people have never been shot at with an assault rifle. Nor have most folks been on the receiving end of a mortar attack. And only relatively few have been ordered to jump out of a perfectly good airplane into the middle of a gunfight, or to charge a busy machine gun nest. These rather stressful situations are simply not part.

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Hubspot Sales

MARCH 29, 2021

Every aspect of a sales process is prone to human error when carried out manually. As a sales professional, there's a good chance you've slipped up here and there. Maybe, you lost a deal because you forgot to follow up with a prospect. Maybe, you lost valuable time hashing out a meeting time with a potential customer. Or maybe, you struggled to find the right deck or piece of sales content to best convey your value proposition at the right time.

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The Center for Sales Strategy

MARCH 30, 2021

The most successful and resilient organizations have adapted to all things virtual — including events and learning, talent acquisition, as well as their sales strategy. What has the data and trends from the past year shown sales leaders? That virtual selling is here to stay. Companies of all sizes, across multiple industries, have proven that virtual selling isn’t just for certain sectors or digitally native businesses.

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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.

Kainexus

MARCH 30, 2021

Dr. John Toussaint has long been one of the world's leading practitioners and advocates in the world of Lean healthcare, so it's always great to see what he has to say and share.

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Healthcare 126

Drift

MARCH 29, 2021

To wrap up Women’s History Month, I wanted to take a moment to recognize nine amazing women who are changing the game in sales – a field traditionally dominated by men. These women show us everyday what it takes to lead their teams and companies while also building and supporting the next generation of sales leaders. So, we asked them to spill their secrets – what’s propelled them to where they.

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The Center for Sales Strategy

MARCH 29, 2021

Google the phrase “Pre-Boarding a new hire” and over 8 Million results appear in.66 seconds. Your top results are ads with On-Boarding check lists, software, and packets. So, what is pre-boarding? Harver.com describes pre-boarding as “whatever process your company has up and running when the candidate accepts their job offer, right the way through to their first actual day working for you.

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Sales Readiness Group

MARCH 27, 2021

“I think that’s what it’s all about: embracing change and being brave.”. While this line is very applicable to the events of this past year, it is actually taken from the Apple TV+ series “Ted Lasso.” The comedy is about an American football coach who moves to England after he’s hired to manage an English Premier League soccer team. Though the premise is somewhat absurd, his leadership philosophy struck a chord with me.

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Engage Selling

APRIL 2, 2021

Your greatest sales success will come when you stop using seller-focused pipelines in your sales process. As I explained in the previous article in this series, that old approach—while still common—is mired in assumptions that simply aren’t true anymore. This … Read More » The post Building a Buyer-Verified Pipeline (Part 2 of 2) first appeared on The Sales Leader.

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Sales Gravy

MARCH 28, 2021

On this episode of the Sales Gravy podcast, Jeb Blount (Fanatical Prospecting) answers a listener's question about how to effectively balance prospecting for new logos with serving and managing existing accounts. Many salespeople struggle with this. You'll learn the brutal truth about why you are out of balance and stressed out and, exactly what you need to do in order to build prospecting activity into your daily routine.

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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

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Sandler Training

MARCH 29, 2021

Mike Montague interviews Steve Sims on How to Succeed at Making Things Happen. The post How to Succeed at Making Things Happen [PODCAST] appeared first on Sandler Training.

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Sales Readiness Group

MARCH 31, 2021

Last week, I surveyed 53 sales managers, asking them, among other things, what essential skills their top-performing salespeople possess. Okay, it wasn’t an actual survey. Our team at SRG recently completed rolling out a sales training program from a large sales organization, and I was reviewing my notes from interviews I had with frontline sales managers as part of the customization process.

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Hubspot Sales

APRIL 2, 2021

According to Gartner , a 2020 sales trend was that salespeople had to convince multiple stakeholders and evaluators at a company to buy their product. These evaluators can be at any level and position within an organization, from team managers to CTOs. People in these different positions have varied interests, goals, and overall desires towards the products and services they use to meet their business needs.

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The Center for Sales Strategy

APRIL 2, 2021

- MOTIVATION -. "Quality performance starts with a positive attitude.". -Jeffery Gitomer. - AROUND THE WEB -. > 25 Expert Sales Coaching Tips and Techniques to Amplify Close Rates – Close. Sales coaching is just one cog in the day-to-day life of a sales manager. But in between setting quota and goals, keeping the team motivated, measuring results, and forecasting future sales, how can you as a sales manager make sure you’re also coaching your team effectively?

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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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Zendesk

APRIL 2, 2021

In 2019, Millennials officially passed Baby Boomers as America’s largest adult generation. The Millennial population is expected to grow even larger over the next 10 years, as young immigrants continue to swell its ranks. The next decade will also mark the maturity of Generation Z, which already outnumbers Generation X by 2 million members. By 2030, Millennials and Zoomers will be the two largest adult consumer groups in the country.

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CMOE

MARCH 31, 2021

What if there were a way to increase your company’s revenue by up to 1,500% while simultaneously boosting innovation, performance, and brand image? You might say it’s not possible, but it absolutely is! How? Not by creating diversity programs, but by making diversity, equity, and inclusion a core business competency. Think about your boardrooms and C-suites.

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Hubspot Sales

MARCH 30, 2021

There's a very real possibility that today’s decision-makers will continue to research and make purchase decisions remotely — even in a post-pandemic world. The top three reasons for this shift in preference? Ease of scheduling, savings on travel expenses, and safety (obviously). Not only do buyers now prefer remote sales interactions, but they're also more than happy to make large purchases online — a trend that has sellers embracing and investing heavily in digital sales and prospecting to kee

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The Center for Sales Strategy

APRIL 1, 2021

What are some common obstacles that stand in the way of a successful sales culture? And how should sales organizations use social media to help drive revenue? These questions and more were answered in Episode 17 of the Improving Sales Performance series. In case you missed the Live broadcast, here’s a breakdown of Elissa Nauful’s, Digital Media, Marketing and Social Advisor, insights for executive leaders who want to build a successful sales culture.

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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

MARCH 30, 2021

Here are the newest integrations from Zendesk to help your team provide great experiences. Mavenoid. Mavenoid (Support) combines self-service and live support in one, so companies can effortlessly support their customers in every step. From installing, to using, to troubleshooting their products. Mavenoid’s self-service solves repetitive requests before they reach your human support team.

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SalesPop

MARCH 29, 2021

Due to a lack of skills, resources, or time, companies usually choose a broad approach for their outreach instead of trying segmentation. Thus, in this Expert Insight Interview, Zack Gutin discusses hyper-personalization as the main differentiator. Zack Gutin is the President and Founder of ThinkAlike Media, helping B2B companies in their outreach. The interview discusses: Benefits of hyper-personalization.

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Peter Simoons

MARCH 28, 2021

What is alliance success and how do you define it? It seems such a simple question, yet it can lead to lengthy discussions. Some people will immediately connect alliance success to the amount of revenue an alliance generates. If that is the universal view of alliance success, then how should we measure the success of development alliances, those that don’t generate any revenue at all?

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Kainexus

APRIL 1, 2021

Companies around the world have spent the last year learning how to manage a remote workforce as the COVID-19 pandemic swept the globe. While many are looking forward to life getting back to normal, the KaiNexus team is looking to go in a different direction. “Our Austin office lease expired while our team was working fully remote last summer, and we realized that we had a golden opportunity to finally take the leap we’ve been dreaming about for years,” said KaiNexus CEO Greg Jacobson.

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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

SBI Growth

MARCH 27, 2021

On today’s special edition of the Revenue Growth Help Desk, we celebrate Women’s History Month and are joined by three inspiring women leading the charge in revenue growth: Debra Walton, Chief Revenue Officer, Data & Analytics, London Stock Exchange Group,

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Insightly

MARCH 30, 2021

Buyers have increasingly higher expectations. The evolution of the internet and the age of information have spurred a more informed society. Consumers are acutely aware of what they want and how they want to get it—they just need a little push. This has been a catalyst for the concept of “lead nurturing” and the various digital avenues to practice it.

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SalesPop

MARCH 29, 2021

This ebook is designed to show you how Pipeliner CRM, with its constantly innovated and evolving new features, assists salespeople, sales managers and other roles in the company as they make their way into the future. As we move forward, it becomes increasingly important how users spend their time, because their time becomes ever more valuable. It should be noted that our innovation of new and more powerful features is an ongoing and evolving process.

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NG Data

MARCH 31, 2021

The pandemic has brought upon many digital-first innovations. It has accelerated omnichannel adoption — blending physical and digital commerce channels — as consumers quickly adopt digital-first interactions. Many of our customers now expect that we have digital-first offerings, which has brought immense pressure on banking and telco. We see this pressure mainly coming from digital-first & Source.

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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

Aepiphanni

MARCH 30, 2021

When talking about finance and accounting, there are a variety of terms to keep in mind. One of those is the difference between margin and markup. Accounting Tools explains the difference well. To give an overview, margin is sales minus the cost of goods sold while markup is the amount added to the total cost incurred to produce the goods. Both of them factor in revenue and costs, and both help ensure that the right prices are set.

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Thoughtful Leader

APRIL 2, 2021

Is your team suffering from a case of resistance to change? We've probably all pushed back on change ourselves at some point. And I'll bet you've probably seen it when trying to make a change in your team, too. Unfortunately, change is all around us, is accelerating and won't stop any time soon! We only [.]. The post Seeing Resistance to Change In Your Team?

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Management 58

SalesPop

APRIL 2, 2021

Do you know how many people left their previous jobs because they did not like their bosses? In this Expert Insight Interview, Beverly Kaye discusses her book, Love ‘Em or Lose ‘Em: Getting Good People to Stay, which reached its 6th edition. Dr. Bev Kaye is an author, keynote speaker, and internationally recognized authority on employee development, engagement, and retention.

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Sales Management Management Sales Leadership 64

Force Management

MARCH 31, 2021

Our March episodes focused on key steps in the sales process. Help your salespeople improve their ability to execute on selling fundamentals like, influencing decision criteria and selling higher. Listen, and share with your managers, front-line reps and BDR/SDR organization to help them improve front-line execution over the next few sales cycles. Find each episode on your favorite podcast player, so you can easily download, listen and share.

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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.

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