KAM With Passion

OCTOBER 7, 2020

The terms Account Management (AM) and Key Account Management (KAM) appear in a lot of business conversations and articles. Listening or reading carefully often leads to the same conclusion: There is a lot of confusion around these 2 terms. First, what people mean with each of them can vary tremendously which leads to misunderstandings. Second, the difference in nature and goals between AM and KAM is often not clear and this amplifies the confusion.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

Engage Selling

OCTOBER 9, 2020

Your customer today is in a tough spot when making decisions. If you’re a seller trying to convert new prospects into buyers, you’re feeling the effect.

Decision-making 152

Decision-making Sales 152

Nutshell

OCTOBER 5, 2020

As technology becomes increasingly integrated into our everyday lives, marketing efforts have shifted accordingly. Marketing through the digital medium is highly effective, but the barrier to entry is lower than ever. This results in a space filled with heavy competition from other brands and a lot of noise that you have to battle if you are going to capture the attention of your customers.

Communication 133

Communication Digitalization Marketing Energy and Utilities 133

RAIN Group

OCTOBER 7, 2020

Imagine this: You're in a live sales meeting in a conference room with three decision-makers, and one of them, while you're talking, pulls out their phone and starts responding to text and email messages. They continue to check the news and start fiddling on social media. You even hear a light snicker.

Meetings 136

Meetings Media Sales Virtual Selling 136

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.

Hubspot Sales

OCTOBER 5, 2020

There's a lot of ways you can describe an SDR's professional life. It's like a jungle … or a minefield … or a tornado … or running away from a tornado across a minefield in a jungle. I might be overplaying it, but there's no denying it can be a lot to handle — especially if you're just starting. You're going to be conducting a near-ceaseless stream of cold outreach — often to leads who don't want to hear from you — in the thick of a competitive environment to deliver on some tough benchmarks and

Prioritization 135

Prioritization Account Management Meetings Publishing 135

The Center for Sales Strategy

OCTOBER 6, 2020

The “old days” when we just showed up on someone’s doorstep or dropped into their inbox or voicemail weren’t really all that long ago, were they? The reality is these time-tested cold calling methods were already losing their effectiveness before the pandemic shutdown sent everyone home from the office. Still, changes in prospect behavior have accelerated, given the trials of the last six months.

B2B 126

B2B Sales 126

Lucid Chart

OCTOBER 9, 2020

How to determine ramp-up time for sales reps. shannon. Fri, 10/09/2020 - 13:17. As you may remember from our breakdown of the sales onboarding process , new sales reps take an average of 381 days to onboard and reach the same performance levels as your current reps. If you're like many fast-growing companies, you need to find a way to cut down that time.

Onboarding 98

Onboarding Sales 98

Hubspot Sales

OCTOBER 5, 2020

A lot can change for salespeople when the economy takes a turn for the worse — both personally and professionally. In many — if not most — cases, uncertain financial times lead to what might appear to be significant dips in a sales rep's overall performance. Maybe, they don't hit quota. Maybe, they lose out on accounts. Maybe, they don't deliver the kind of results you, as a sales manager, have come to expect from them.

Performance Review 132

Performance Review Sales Remote Working Prioritization 132

The Center for Sales Strategy

OCTOBER 9, 2020

- MOTIVATION -. "Be miserable or motivate yourself. Whatever has to be done, it's always your choice.". -Wayne Dyer. - AROUND THE WEB -. > The Trap of Authenticity: For Executives, Keeping It Real Can Be Really Hard To Do– Forbes. Authenticity is having a moment, and that’s a good thing, right? Depending on how you define it, authenticity champions transparency, being genuine, keeping it real.

Performance Review 120

Performance Review Sales 120

Miller Heiman Group

OCTOBER 7, 2020

What is the #1 obstacle preventing sales organizations from reaching their goals in the current crisis? Talent gaps within sales and sales management teams. Our recent research reveals that only 32% of organizations are confident that they have the talent to succeed in the future, and the constant stream of changes over this past year leaves businesses especially vulnerable if they don’t have strategies in place to help teams pivot and adapt.

Sales 104

Sales Organization Sales Management Management 104

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

OnStrategyHQ

OCTOBER 9, 2020

“Good strategy is design, and design is about fitting various pieces together, so they work as a coherent whole.” -Richard Rumelt, author of Good Strategy Bad Strategy. DOWNLOAD THE GUIDE. As leaders, we spend a lot of our time and effort ensuring our team has a plan with a clear path to our desired future state. But, sometimes even the best leaders and most strategic teams create plans that don’t really have a great strategy.

Organization 98

Organization Decision-making Sales Technology B2B 98

Hubspot Sales

OCTOBER 5, 2020

It’s almost become a cliché at this point, but it’s true: people want to buy from who they know, like, and trust. And the way to earn that status is to focus on building and maintaining relationships that go beyond the transactional nature of simply closing a deal. Even in these "uncertain," "unpredictable," "new normal" times we’re living in, relationship building is critical to winning sales.

Meetings 114

Meetings Client Relationships Remote Working Media 114

The Center for Sales Strategy

OCTOBER 7, 2020

One of the largest inhibitors to sales enablement in organizations is taking a random approach to it. According to Salesforce, 58% of pipelines stall because sales reps are unable to add value. Is your current sales enablement content addressing the issues your clients and prospects are facing? Research says for many companies the answer is no, and it’s due to the lack of a sales enablement strategy.

Sales 110

Sales Organization 110

Corporate Visions

OCTOBER 8, 2020

When acquiring new customers, salespeople assume their prospects will ultimately decide between their solution or a competitor’s solution. But the truth is, 60-80% of deals end in “no decision.” Prospects don’t see a compelling enough reason to change from their current situation, so they decide to do nothing at all. The post Defeat Your Prospect’s Status Quo with Unconsidered Needs appeared first on Corporate Visions.

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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

Kainexus

OCTOBER 6, 2020

Many employers put off hiring over the summer, hoping that the COVID-19 situation would improve, and office life would return to normal soon. Well, now that it's October and there still is no end in sight, more organizations are deciding to resume hiring even though everyone is still working remotely. The transition to remote work has been tough enough on its own, but bringing on a new hire, getting them trained and acclimated to the culture without ever meeting them in person is a big ask.

Onboarding 97

Onboarding Remote Working Meetings Organization 97

Hubspot Sales

OCTOBER 7, 2020

The follow-up email is a key component of sales communication. When done right, a follow-up email can keep your company top-of-mind with prospects, demonstrate your investment in your customer relationships, and convey the value of your business without being intrusive or obnoxious. Like any other sales activity or messaging, some companies do follow-up emails considerably better than their peers.

Decision-making 113

Decision-making Media B2B Customer Experience 113

Outbound Engine

OCTOBER 6, 2020

We’ve mentioned before that 85 percent of small businesses say that word-of-mouth referrals are the No. 1 way new prospects find out about them, which is great for business. However, even when someone tells their friend about your business, the next thing they do is Google you to see what others have to say. Whether a prospect was sent your way by a friend or heard your name somewhere else, they’ll usually begin your relationship with an online search, which most often surfaces your review

Small Business 92

Small Business Insurance Publishing Media 92

Groove HQ

OCTOBER 7, 2020

A guide to (successfully) supporting customers while running every other part of your business. The post How to Talk to Customers: 10 Tips for Startup Founders appeared first on Groove Blog.

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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

Kainexus

OCTOBER 8, 2020

Organizations turn to cross-functional teams for a variety of reasons. Almost everyone can agree that this type of collaboration is essential for innovation and business performance. By breaking down organizational silos, teams can pursue a goal more efficiently. Here are 11 reasons why you should use cross-functional teams. 1. Innovation. Fresh perspectives can lead to “ah-ha” moments and truly innovative ideas for improvement.

Innovation 88

Innovation Organization 88

The Center for Sales Strategy

OCTOBER 5, 2020

We’ve all heard, “you’ll never get a second chance to make a great first impression.” This applies to so many facets of life, and when it comes to sales, that first 7-10 seconds can make or break you. Our brains make a thousand computations during the first seven seconds we see someone. That means within seven seconds, the person across from you is assessing whether you’re likable, trustworthy, and competent.

Communication 83

Communication Sales 83

Strategic Planning and Management Insights

OCTOBER 5, 2020

On October 14th at 10am Pacific/1pm Eastern, join us for a live conversation with former Amazon Director John Rossman.

Leadership 98

Leadership 98

Nutshell

OCTOBER 7, 2020

Most sales training focuses on prospecting , lead nurturing, and closing techniques. In other words, the things a sales rep needs to know to attract new customers. But what should a seller do after securing a new buyer? Smart salespeople know that the initial sale is small potatoes compared to the numerous sales they can make in the future if they learn to retain their current customers.

e-Learning 71

e-Learning Sales Banking B2B 71

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

PartnerTap

OCTOBER 6, 2020

Apple, Amazon, Google, and many other companies understand the opportunities of a strong partner ecosystem. Noticing the competitive edge it brings, many companies have become interested in building & strengthening their own ecosystems or joining someone else’s. However, most companies are yet to reach their full potential in partnership development.

Marketing 75

Marketing Sales 75

The Center for Sales Strategy

OCTOBER 8, 2020

Have you ever noticed how many questions little kids ask? Every parent has a story to tell about the funny or embarrassing questions their kids have asked at the most inopportune times: “Why is Grandma so wrinkly?" or "Why do I have to eat those gross green things?”. If you don’t take control of the conversation, the third degree can go on indefinitely—because the curiosity in children is limitless!

Sales 76

Sales 76

CMOE

OCTOBER 7, 2020

Anyone who’s ever run a business knows that contentment with the status quo is an invitation to disaster. Human beings may not always like change, but they need it. Stagnation is not just boring, it’s dangerous. The same is true of your company. To perform optimally, a business must grow and evolve—meaning that your employees must grow and evolve as well.

Performance Review 83

Performance Review Media Leadership Digitalization 83

Lucid Chart

OCTOBER 9, 2020

Resources to keep in your sales knowledge repository. shannon. Fri, 10/09/2020 - 10:17. A new sales rep’s first few months on the job can be overwhelming, to say the least. No matter how much support your sales org provides for new hires, one thing is inevitable: New reps are constantly bombarded with information. . And a lot of that new information won’t stick, at least not the first time around.

Onboarding 52

Onboarding 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

Strategic Planning and Management Insights

OCTOBER 8, 2020

For this very special 75th episode on the Strategy & Leadership Podcast, we have no guests. Instead, our Managing Partner and lead facilitator Anthony Taylor will share some of his most important lessons from his past ten years of experience, as well as a glimpse into the future for both himself and SME Strategy.

Facilitation 52

Facilitation Leadership Management 52

Peter Simoons

OCTOBER 4, 2020

Properly on-boarding new alliance team members is an essential, but often overlooked element of alliance management. Alliances are created between organisations with the aim of creating new value and enabling business results that one of the organisations cannot achieve alone. However, alliances are only executed successfully by people and their personal connections.

Negotiation 52

Negotiation Meetings Management 52

Sandler Training

OCTOBER 6, 2020

Mike Montague interviews Anneli Thomson, Sandler trainer and member of Team Great Britain in the triathlon, on How to Succeed at Gold Medal Selling. The post How to Succeed at Gold Medal Selling [PODCAST] appeared first on Sandler Training.

Sales 43

Sales 43

Lucid Chart

OCTOBER 7, 2020

How to do a great product demo. shannon. Wed, 10/07/2020 - 14:19. Now that you’ve invested valuable time and resources into vetting, engaging, and building a relationship with your potential customer, the time has come to seal the deal with a powerful product demo. .

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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