Sat.May 13, 2023 - Fri.May 19, 2023

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What is Key Account Management? Strategy and Tips

Upland

Account planning and effective account management strategies are about much, much more than your key accounts. That said, any account manager worth their salt has a strategy for their key accounts. And it should almost always look different to their strategy for smaller accounts. There are many reasons for this. While all your accounts are important, key accounts are where most organizations receive their greatest revenue.

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Top 6 Global Account Management Challenges You Need to Conquer

Account Manager Tips

Discover the key challenges faced by global account managers and learn how to navigate the complexities of managing multinational client relationships.

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Trending Sources

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Assertive communication: The importance of voice

Red Star Kim

At the PM Forum half day workshop on “Impact, assertiveness and effectiveness” there were delegates from law, intellectual property and accountancy firms. Some felt these skills weren’t taught at university and others wanted help to develop their roles and grow personally. Some were new to their roles and professional services marketing. There were also a fair number from Liverpool who were surrounded by the excitement of the Eurovision Song Contest preparations.

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Integrating Your CRM With Social Media and Advertising Platforms

Nutshell

Does your company use a customer relationship management (CRM) platform ? If not, it’s definitely something to consider. A CRM can help you gather, store, organize, and analyze data about your customers, which then helps you improve your sales and marketing efforts. But that’s not all a CRM can do. It can also integrate with different tools, including social media and advertising platforms.

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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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Where We Can Innovate, We Can Grow.

The Center for Sales Strategy

If we think about the metaphor of flying a plane, we can all agree that there are some major headwinds tossing and shaking the plane around at the altitude of business right now. And yet, as Peter Drucker said, “The greatest danger in times of turbulence is not the turbulence; it is acting with yesterday’s logic.” Often the best solution in severe turbulence is not to ground the plane or fly around in repetitive circles but instead shift the course to rise above it.

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Why Sales Leaders Must Focus on Beliefs to Transform Sales Behavior

Software Sales Guru

Why Sales Leaders Must Focus on Beliefs to Transform Sales Behavior I just began work with a new client whose baseline call recordings showed their talk ratios on initial sales calls with buyers were: Sales team 90% Buyers 10% The Sales VP reported that his initial use of a Mutual Agenda led to a conversation in which the buyer willingly opened up and shared their.

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How to Motivate Your Sales Team to Reach Your Business Goals

Sales Readiness Group

As a sales manager, you want your sales team to be motivated and work toward achieving business goals. While there’s no one-size-fits-all approach, understanding the six common factors that motivate salespeople can help you increase your sales team's motivation to achieve sales goals. In this article, we'll cover: What Is Sales Motivation? What Happens If Sales Managers Don't Motivate Their Teams?

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8 Mistakes That Destroy Credibility With Prospects (& How to Avoid Them)

Hubspot Sales

The average buyer in this day and age is shrewd — naturally skeptical of salespeople and having certain standards reps have to measure up to. That makes establishing credibility central to the success of any sales effort. But maintaining that kind of trustworthiness and legitimacy over multiple sales conversations can be easier said than done — a lot of reps run into hitches, hiccups, and human errors that undermine their credibility with prospects.

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Why Print is Vital to Omnichannel Marketing Campaigns

Customer Think

In our fast-paced and predominantly digital world, businesses are constantly searching for ways to create seamless, integrated marketing campaigns. Omnichannel marketing has emerged as a powerful strategy to engage customers across various channels, both online and offline. In essence, it’s about providing a consistent, personalized experience for consumers, regardless of the touchpoint.

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Nutshell Announces New Mobile App Updates 

Nutshell

You spoke, and we listened—Nutshell just released new updates for our iOS and Android apps! The changes will make the in-app experience better for all Nutshellers on the go. Our product team fixed bugs and crashes and added new features that will make it easier for our customers to access what they need from their mobile devices and stay on top of every deal.

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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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A Sales Structure to Maximize Revenue Potential

The Center for Sales Strategy

In the fast-paced and competitive business landscape, an effective sales structure is crucial for organizations to achieve revenue targets and drive growth. However, many companies face challenges in designing a sales structure that aligns with their objectives and maximizes their sales potential. Typically, when it comes to sales structure, common challenges may include inconsistent performance, misaligned roles and responsibilities, or too many people on the team not achieving their overall re

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8 Strategies for Getting More Out of Every Negotiation

Hubspot Sales

The ability to negotiate can bring you and your business tremendous advantages. Yet, many salespeople approach negotiations with trepidation. Part of the problem is that we rarely have the opportunity to practice. There are only a few occasions where we typically have the ability to negotiate, and they are usually high-stakes such as buying a house or taking a new job.

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Why brand partnerships should be an integral part of your digital strategy

Customer Think

Have you heard of digital marketing’s best kept secret, brand-to-brand partnerships? A brand partnership is a mutually-beneficial relationship between non-competitive retailers. Their goals are to collectively engage new audiences, incentivize customer loyalty and increase sales.

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Best Practices for Your First EVER Strategic Planning Process

OnStrategyHQ

Play Watch the video Q: What would be the best practical approach to implement the first-ever strategic planning process as a (medium-sized) 2,000-person company with 5 C-level executives and 12 managers? A: Give yourself enough time, do market research, and hire a consultant or follow a guide! Great question! Here are a few of the best answers from our Strategy Collaborative Q&A Session!

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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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How To Unlock The Full Potential of Your Team

The Center for Sales Strategy

Sales management is tough. On top of the economic uncertainties and dynamic changes in the market they need to deal with, sales leaders must also grapple with people issues like employee turnover, waning engagement, and time pressures that get in the way of onboarding, training, and coaching. When sales leaders are especially time-starved and overwhelmed, I often share something I once heard Naval Ravikant (investor and entrepreneur) say that stayed with me.

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The Rapid, High-engagement, All-employee Cascade (from the Accelerated Corporate Transformation Method)

Flevy

Editor’s Note: This article provides a thorough introduction and overview to a 14-minute lecture by Robert H. Miles , former Harvard Business School professor and the world’s foremost expert on Corporate Transformation. Watch the full lecture on YouTube here. Dr. Miles also has released a comprehensive Flevy Executive Learning program on his Accelerated Corporate Transformation (ACT) method , a proven methodology has been successfully implemented in some of the most iconic Corpora

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Nine Solid Principles for Navigating Problems to Create Solutions

Customer Think

Don’t Be an Ostrich Every customer-facing support organization faces problems, but not every organization has properly equipped its teams to solve them. We often hear the phrase, two things are certain in life, death and taxes. But, if we are honest, we could easily add a third: problems.

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25 Executive Interview Questions to Help Find the Right Fit

Hubspot Sales

Executives can make or break your company. Great execs help steer the ship with sustainable strategies, while those that aren’t the ideal fit create more stress than success. As a result, the right executive interview questions are critical. The questions let teams understand how executives think, where they take action, and what they see as their role within the company.

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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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Integrated Marketing Solutions: Let's Go Fishing!

The Center for Sales Strategy

As a Senior Consultant with The Center for Sales Strategy, I’ve reviewed a lot of proposals from salespeople over the years. As I analyze the ideas sellers plan to present to clients, I often push them to make their proposals stronger by asking, “Where’s the plan to achieve the desired business results? How can you make it easier to buy?” These prompts often create the awareness that we need to do a little more fishing.

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Selling to the CFO: Prepare Sellers to Answer These 5 Questions

Force Management

The Chief Financial Officer is an influential voice in any sales conversation. If you’re looking to drive growth for your organization, your reps must be able to influence the CFO to close higher-value deals. Recently, due to economic pressure and budget constraints, many sales teams are seeing CFOs get involved in every deal, regardless of size. The ability to sell to the CFO is now a crucial skill every seller needs in order to hit revenue targets in today’s market.

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Applying B2C eCommerce best practices: 3 ways B2B companies are delivering on the shopping experiences their customers want

Customer Think

Did you know? “Millennials and Gen Z zoomers, or those born between 1996 and 2012, constitute 64% of business buyers,” according to Forrester Research. Most B2B buyers that are part of these generations are accustomed to frictionless shopping experiences and expect the same service levels when making B2B purchases.

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9 Essential Certificates for Consultants

Hubspot Sales

If you have a consulting practice, you need to curate credibility to help secure business. Consulting certificates can help. Having the right certification can put you at the top of the list for potential clients. Plus, you’ll learn the knowledge and skills you need to do the job. In this article, we'll share why consulting certificates are so valuable and how you can choose the right program for your needs.

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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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Unlock Probe: The 3rd Key Fundamental of IMPACT

Brooks Group

This article is part of our Key Fundamentals of IMPACT Selling ® series. The Importance of Asking Probing Questions The Probe step is one of the most important in the IMPACT Selling ® process but is often underappreciated and taken for granted. Most sellers know they have to ask questions; they know that those questions should be open-ended, and that those questions are used to identify pain points.

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Integrating Your CRM With Web Analytics and Tracking Tools

Nutshell

With web analytics and tracking tools, you can keep an eye on how and where people interact with your website. Integrating your customer relationship management (CRM) software with web analytics and tracking tools gives you a more comprehensive view of user and customer behavior. Keep reading to learn more about the perks and benefits of integrating a CRM with web analytics and tracking tools.

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From simply Closing the Loop to realising the Virtual Loop

Customer Think

Article originally published on ECXO If Continual Service Improvement were the Mind than surely Closing The Loop would be the Heart. Whereas Continual Service Improvement can be considered a numbers driven logical exercise, Closing the Loop is rooted in empathy, emotions and experience.

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Top 4 Reasons Employees Leave – Understanding How To Improve Employee Retention

The Great Game of Business

If you own a business or run one, you know there are plenty of challenges waiting at your desk for you every morning. But of all the problems that might visit you, one of the most serious is poor employee retention. Look out at your office now or the shop floor and imagine what it would look like if half of those people were gone.

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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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The Benefits of Going Green for Your Small Businesses

ACT

Are you on the fence about changing your business practices to reduce your small business ‘s environmental impact , win over more customers, or even get them to pay more for your products? If so, you’re not the only business owner adopting eco-friendly business practices. Starbucks aims to cut its carbon, water, and waste footprint in half by 2030.

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An intelligent future is calling—here’s a look back at Zendesk Relate 2023

Zendesk

What a year. Here at Zendesk, we’re so grateful that we were able to meet again in person for our annual flagship conference, Relate. This year we returned to the stage with a hybrid event, bringing together customers, partners, and community in San Francisco at the historic Pier 70 shipyard. And, similar to last year, we streamed our keynote live for our digital audience, across five different broadcasts and time zones.

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What Is a Reputation Audit and Why Modern Businesses Need It

Customer Think

In today’s digital landscape, having a solid online reputation is crucial for the success and prosperity of any business. As the recent BrightLocal’ s survey shows, 98% of consumers turned to the Internet to gather information about local companies before purchasing or engaging their services.

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CRM Implementation Costs: What You Need to Know

Insightly

Are you looking to implement a CRM for your business? One of the most important things to consider is the CRM implementation cost. Some of the most crucial costs to consider are the costs associated with implementation, including subscription costs, training, data migration, configuration and set up, and the often hidden costs of add-ons, customizations, integrations, and certain features.

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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.