Upland
MAY 18, 2023
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.
Account Manager Tips
MAY 15, 2023
Discover the key challenges faced by global account managers and learn how to navigate the complexities of managing multinational client relationships.
Red Star Kim
MAY 16, 2023
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.
Nutshell
MAY 18, 2023
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.
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.
The Center for Sales Strategy
MAY 18, 2023
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.
Software Sales Guru
MAY 15, 2023
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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Nutshell
MAY 15, 2023
For outbound sales teams, prospecting software is essential to finding new leads and nurturing them into customers. Sales prospecting tools for lead generation are critical for helping sales representatives find, qualify, and reach more prospects. These tools streamline the prospecting process and can help sales teams close more deals. But if you don’t know which prospecting tools to use or whether your sales prospecting tools integrated with your CRM , you’re looking at hours of hunting down co
Customer Think
MAY 16, 2023
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.
Hubspot Sales
MAY 17, 2023
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.
Sales Readiness Group
MAY 15, 2023
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?
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.
Nutshell
MAY 17, 2023
Copper CRM is a good choice for sales teams that live and breathe G Suite, but what about those of us who prefer a bit of software freedom? Copper CRM, formerly ProsperWorks CRM, is a unique CRM that is specifically designed to be used with Google products, like Gmail and Google Docs. Copper is used by over 30,000 companies, including some biggies like Shipt, Hello Fresh, and Atlassian.
Customer Think
MAY 16, 2023
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.
The Center for Sales Strategy
MAY 17, 2023
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.
Hubspot Sales
MAY 18, 2023
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.
Advertiser: ZoomInfo
When economic headwinds pick up, sales leaders are the first to sound the alarm — and chart a new course. Longer sales cycles, larger buying committees, increased price pressure, and smaller teams can quickly combine to reduce your margin for error and increase the urgency to find a solution. To thrive in a challenging environment, sales teams need a rock-solid grasp of the fundamentals and the biggest force-multipliers they can get their hands on.
OnStrategyHQ
MAY 19, 2023
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!
Customer Think
MAY 18, 2023
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.
Brooks Group
MAY 17, 2023
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.
The Center for Sales Strategy
MAY 15, 2023
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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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.
Force Management
MAY 18, 2023
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.
Customer Think
MAY 19, 2023
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.
Hubspot Sales
MAY 18, 2023
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.
The Center for Sales Strategy
MAY 16, 2023
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.
Speaker: Joe Apfelbaum, CEO of Ajax Union
In this webinar, Joe Apfelbaum, CEO of Ajax Union and business strategist, will take you through the ABCs of intent data. You'll learn how to effectively use it to drive business results, with practical tips on how to leverage both company and contact intent data to maximize your marketing efforts. Whether you're a seasoned marketer or just getting started, this webinar is a must-attend for anyone looking to stay ahead in the ever-evolving world of digital marketing.
Nutshell
MAY 19, 2023
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.
Customer Think
MAY 18, 2023
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.
Hubspot Sales
MAY 17, 2023
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.
Flevy
MAY 16, 2023
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
Speaker: Gerhard Gschwandtner, CEO, Selling Power | Beverlie Heyman, Director of Sales Enablement, Bigtincan | Jared Hibbs, Sr. Sales Enablement Manager, Bigtincan
Sales kickoff (SKO) meetings are a critical time for sales enablement and management teams to drive learning and motivation that (they hope) will last the whole year. Unfortunately, those same meetings can also become long, tedious, repetitive days that cause reps to tune out and turn off. Over the past few years, sales kickoffs have looked very different.
Nutshell
MAY 19, 2023
A key element in attracting and retaining loyal customers is improving customer satisfaction. By integrating your customer relationship management (CRM) software with customer service and support platforms, you can increase customer loyalty and improve customer satisfaction. Keep reading to learn more about how CRM integration with customer service platforms can help your business (and your customers) and how Nutshell can make platform integration easy.
Customer Think
MAY 16, 2023
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.
Zendesk
MAY 19, 2023
Great service relies on having a complete view of your customers. That means bringing all your support channels, workflows, customer data, and apps into a unified workspace so agents have the context they need for every customer interaction. But businesses need to take the idea of a single customer view one step further. With automation and intelligence in Zendesk, companies can act on customer data across different channels, systems, and teams to deliver personalized interactions on a much larg
Insightly
MAY 16, 2023
7 tips to increase CRM adoption rates Why it’s important to have strong CRM adoption If you are struggling with CRM adoption in your organization, you’re not alone. You’re likely looking for a way to fix it. Switching CRMs might sound like a quick fix. Companies switch CRMs for a variety of reasons, not the least of which includes low user adoption.
Advertiser: ZoomInfo
ABM gets better with age — but unfortunately, marketers don't have the luxury of pouring it into an oak barrel for a couple decades to let it mature. In a recent survey with Demand Gen Report, we found 59% of experienced practitioners (those with ABM programs more than a year old) indicated their ABM programs are meeting or greatly exceeding their expectations, while only 45% of novices (those with ABM programs less than one year old) could say the same.
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