Sat.Jul 30, 2022 - Fri.Aug 05, 2022

How to become a Trusted Advisor to your key accounts

Kapta

Are you an account manager (AM) trapped in vendor status with your key accounts? If so, you may be wondering how you elevate your relationship with your customers to a strategic partnership.

Strategic Priorities

Flevy

Almost every organization strategizes in the hope that it will lead to successful outcomes set by the management. In several cases, strategies fail or are not as successful as they were hoped to be. .

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Top Ways to Get Authentic Feedback from Employees

The Center for Sales Strategy

Continuous improvement is dependent on feedback, and in most situations, we feel confident in the feedback we are giving and receiving. However, sometimes people will tell you what they think you want to hear, and the feedback is not very useful or effective.

B2B Book Club Selection (August 2022)

Account Manager Tips

B2B Book Club Selection (August 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. Tweet. Share. Share. Every month inside The KAM Club , members vote for a book of the month.

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Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

Changing economy? Help Your Salespeople Prioritize the Right Opportunities Faster

Force Management

Given the current economic downturn, your salespeople may be more inclined to invest time in an unqualified deal or skip important steps in the sales process to keep pipelines moving.

Maximize the Perceived Fit of Your Solution

Software Sales Guru

Maximize the Perceived Fit of Your Solution The best way to maximize perceived fit of your solution, is to ensure it is NOT your solution, but the buyer’s baby. Don’t pitch. In fact, consider using anti-suggestions to help the buyer lay claim to the solution.

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The Best Way to Follow Up With Clients (Without Being a Pest)

Account Manager Tips

Table of Contents. The fortune is in the follow up Before you follow up, do this Do you avoid follow up? When to give up Forms of communication (from most to least effective) Favourite book on follow up In other news Have your say on the future of key account management Quote of the week.

Sales Process: Looking at Your Own Buyer’s Journey

The Center for Sales Strategy

If you’re in sales, you spend a lot of your time asking other people to buy what you sell. What about the last time you purchased something? Coffee on the way to work, an app on your phone, or maybe a new home appliance? Why did you buy it now , instead of lat er?

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Continuous Improvement Methodologies - A Brief Overview

Kainexus

While multiple continuous improvement methodologies are used worldwide, they all have one thing in common. They each rely on a scientific approach to problem-solving.

Using CX Tech the Right Way Creates Human Experiences, Not Just Numbers

Customer Think

DOMAIN, DESIGN, AND DATA Phrases like “technology shapes our world” have been platitudes in the business world for decades. I’ve seen countless companies proclaim over the years that there’s no problem that can’t be solved by throwing technology at it.

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

Strategic Priorities Identification and Analysis

Flevy

Listed companies share their strategic objectives for investors’ and public consumption. Websites, annual financial reports, and Form 10-K report are all critical resources to understand an organization, key offerings, competitive advantage, and market position.

10 practical strategies to win high-ticket customers

SuperOffice

When you start building your first marketing strategy, all you think of is how to get new customers. You hardly think of how to attract bigger customers specifically. All you want is to attract more people who might be interested in your product or service.

Continuous Improvement vs. Lean Six Sigma

Kainexus

We are in a fortunate position to have the opportunity to chat with business leaders across the spectrum about the challenges and opportunities they face. Most conversations involve employee engagement, operational excellence, and customer satisfaction.

Importance of Business Intelligence in Today’s World

Customer Think

Business Intelligence (BI) describes technologies, applications, strategies & practices that are used to collect, analyze, and integrate other pertinent information to allow businesses to take informed and strategic decisions related to them.

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The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

Strategic Partnerships with Universities

Flevy

University partnerships not only serve as sources for people and ideas but are also a vital means for corporations to uncover ways of engagement with the larger Innovation ecosystem and driver of Innovation economy.

Are CEOs ignoring signs of slipping demand heading into 2023?

SBI Growth

In SBI’s recent survey of 150 CEOs, there was evidence that CEOs taking decisive action on growth planning will outpace those choosing a “wait-and-see” approach as we head into economic headwinds. One of the uncertainties CEOs are facing in 2023 is a potential shift in demand.

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The ultimate guide to CX in fintech

Zendesk

Consumers have embraced the idea of banking and investing online, and that’s good news for fintech companies.

Making those marketing dollars go further with customer experience

Customer Think

How efficient growth starts with key segmentation for retention and referrals There’s no doubt that marketing is an important part of any business. But when budgets are tight, it’s essential to make every dollar count. One way to do that is by focusing on customer experience (CX).

Roadblocks to Delivering a Competitive Buying Experience

Why are buyer-facing teams struggling and what can be done about it? Bigtincan teamed up with Heinz Marketing in a recent research study to discover the roadblocks revenue-generating teams encounter in preparing buyer-facing teams for today’s market. Click here to learn what you can do today to prepare!

What Is the Best Salesforce Alternative in 2022?

Insightly

Salesforce is a powerful CRM tool with many useful features, including campaign management, customer and partner relationship management and analytics. However, this software has a steep learning curve and can be prohibitively expensive for some businesses.

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Analytics-Driven Storytelling – Telling Better Stories With Data

SalesGlobe

Telling better stories with data from Sales: Analytics-Driven Storytelling. LinkedIn Learning instructor: Mark Donnolo. Did you know that you can wield your storytelling skills to drive sales and scale your business?

How to build a customer referral program in 2022 (+ examples)

Zendesk

When you’re trying to find a new brunch spot, looking for another show to binge-watch on Netflix, or seeking out the perfect pair of jeans, where do you turn?

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Expert Tips and Best Practices for Implementing Conversational AI

Customer Think

The chatbots of the past had limited capabilities. They could answer a predetermined set of questions, but no more—which often left customers frustrated. But conversational artificial intelligence (AI) changed all that.

Connecting the Consultative Experience

Many B2B businesses have come to believe that there is an asymmetric relationship between the company and its buyers. But what research has discovered is that many of today’s B2B buyers are NOT empowered and they have little interest in being so. Download the eBook to find out why.

10 Qualities That Make for a Great Salesperson

Brooks Group

There are many qualities that make for a great salesperson. But what exactly makes someone good at selling? Is it charisma? Persistence? Drive? Or is it something else entirely? In this blog post, we’ll take a look at 10 of the most important qualities that make for a successful salesperson.

What Are Core Values? 5 Core Values Examples to Consider

OnStrategyHQ

What are core values? Your core values define how you want the people in your organization to behave. Together with your mission and vision statement, they are a foundational part of your organizational structure.

Best monday.com Alternative in 2022 | Insightly

Insightly

What is the best monday.com alternative in 2022? If you’re looking for the perfect platform for your business in 2022, there’s no shortage of solutions. This can be both a blessing and a curse, especially if you’re more overwhelmed than informed after researching the many options. .

Chief Customer Officers Can Stop Shrinkflation and Skimpflation

Customer Think

Chief Customer Officers are stewards of customer value. This means you’re responsible for ongoing growth of value to your customers as well as value to your company. Creative value growth is essential, regardless of booms and busts in economic cycles.

The Definitive Guide to the Top 4 Sales Enablement Metrics

See what metrics matter to increase productivity and revenue and your organization. This guide will help you stay data-driven while avoiding data overload.

Fly’s Friday Five: Sell Your Way Out of These Economic Times

Brooks Group

Today, we’re going to talk about sales and earnings. . It’s mid-year, a lot of earnings reports have just come out, and there seem to be a lot of readjustment. We saw recently that Walmart has tamped down their expectations a little bit.

Top 5 Reasons to Move to Act! in the Cloud

ACT

is a feature-rich, customizable solution that offers unparalleled flexibility to accommodate all the unique ways you do business. With Act!

Time To Conduct A Strategy Review? Here’s How To Get Started

ClearPoint Strategy

Has your organization undergone a strategic shift this year? This could be anything from a technology advancement in your market, to a new political regulation, new competition, or just a major change in revenue (either positive or negative).

Customer Support vs Customer Success – Know the Difference

Customer Think

We often hear people using customer support and customer success interchangeably but they are totally different tactics. Customer support refers to solving problems and fixing issues faced by customers. So, in a way, it’s more of a reactive approach.

The 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.