Account Management Skills
JULY 26, 2023
The iconic book “The Trusted Advisor” by David Maister and Charlie Green, contained an equation for trustworthiness: Trustworthiness = Credibility + Reliability + Intimacy ————————————- Self-orientation It’s a useful “north star” for account managers charged with building strong client relationships.
Janek Performance Group: Account Planning
JULY 25, 2023
All sales organizations need new business to thrive and grow. As such, they often prioritize new accounts. However, in a rapidly changing and uncertain environment, new business can be a tough sell. For salespeople, this means tighter budgets, more decision makers, and longer sales cycles. Clearly, in times like these, organizations cannot just rely on new business to generate revenue.
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DemandFarm
JULY 26, 2023
Quality over Quantity: How Focusing on a Select Few Accounts Can Drive Greater Success in Digital Key Account Management As digital Key Account Management grows in relevance, many organizations find themselves confounded by the question of whether obtaining new customers is more important than retaining existing key clients. While there is merit in acquiring multiple accounts to meet higher revenue targets, less is usually more if you aim to drive greater and lasting success.
SBI Growth
JULY 26, 2023
It’s annual planning season, and once again, our latest CEO survey findings were a great entry point into SBI’s latest webinar discussion I co-hosted with Tony Erickson, Senior Partner SBI about how to plan for successful commercial productivity in 2024.
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.
SmartKarrot
JULY 24, 2023
Kanban and Scrum are both project management techniques that emphasize continuous improvement and completion of projects in small increments. They, however, employ different processes to achieve these goals. While the former is basically hinged on visualizing tasks to ensure a seamless workflow, the latter is more about assigning roles and managing deadlines for all delivery cycles.
Red Star Kim
JULY 25, 2023
Everyone experiences occasions when their mental health falters. Whether that is with low mood, motivation, self-doubt, stress, grief, loneliness or navigating change. Many of us are able to get through those tough times but sometimes we need a little extra help. Therapy isn’t needed by or available to everyone. This accessible, no-nonsense, evidence-based and practical book comes from an experienced clinical psychologist.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
The Center for Sales Strategy
JULY 24, 2023
I have some news for you, both good and bad. The good news is that your team's success depends entirely on your salespeople. Now, for the bad news. your success also hinges on the salespeople on your team. In other words, your sales team's ability to close deals and meet targets determines whether you win or lose. It may sound daunting, but it doesn't have to be.
Customer Think
JULY 27, 2023
Image source: ECXO.org In a recent article we talked about the widening gap in Europe in customer experience maturity. We thought it would be helpful to decode the strategies that CX leaders use to break away from the pack.
MDI Training
JULY 26, 2023
What Leaders Need to Consider When Implementing AI A New Step into the World of Technologies – Artificial Intelligence for Leaders Alexa, Chat-GPT, and Co – Artificial Intelligence (AI) is gaining more and more significance. Leaders are also increasingly relying on AI systems in their companies. In this blog post, you will learn about the areas where this technology is particularly suitable and what you, as a leader, need to pay special attention to.
Hubspot Sales
JULY 25, 2023
Cold calling is the bread and butter of sales reps in real estate. It’s one of the most effective ways to find customers, but only if you’re ready for various conversation scenarios. So, how should you cold call in real estate? In this post, we'll share 11 cold-calling scripts for real estate agents. Whether your prospect is a potential buyer, seller, or tenant, use these scripts to grab their attention.
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
The Center for Sales Strategy
JULY 25, 2023
In this episode, we’re continuing our season-long deep dive into the latest Talent Magazine from The Center for Sales Strategy. And today, Emily Estey and Tirzah Thornburg are here to help break down the latest facts and trends when it comes to selection. Together, Emily and Tirzah bring so many great points to the table, such as: Why it pays to do the stressing BEFORE the hire, not after How talent banks are a great tool for hiring both internally AND externally And, finally, why holding out fo
Customer Think
JULY 27, 2023
Amid a difficult economic outlook, where consumer spending is down, e-commerce businesses are doing all they can to boost sales – and investing in technology is part of that.
Sales Gravy
JULY 28, 2023
Emotional Intelligence Is A Sales Superpower On this episode of the Sales Gravy Podcast, Jeb Blount sits down with Robin Hills, a business psychologist and expert in emotional intelligence from the UK. Emotional intelligence is the ability to combine thinking and feelings to make good decisions and build high-quality relationships. Emotional resilience is essential in sales, and it involves understanding and managing your own emotions to influence the emotions of others.
Vantage Partners
JULY 24, 2023
Going Global: Alliance Management’s Key Role in a Global Product Launch, originally published in ASAP's Strategic Alliances Quarterly, Q1 2023.
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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.
The Center for Sales Strategy
JULY 26, 2023
If you’ve ever been in sales, you know first-hand that one of the most powerful ways to go from good to great is having a strong sales manager. The best sales managers are active listeners and innovative thinkers. They know how to inspire and motivate their teams. So, is there a secret that only these superstar managers know? Of course not. But what we know for certain is that they are the ones who give just as much attention to managing their own talents as they do to managing their teams.
Brooks Group
JULY 27, 2023
Most sales professionals today are spending much more time prospecting than they ever have before – and it’s not an easy task. According to research , 40% of sales professionals say that prospecting is the most challenging part of the sales process. The increase in activity required for lead generation means sales professionals need to be more efficient than ever when determining if someone is a qualified prospect.
Hubspot Sales
JULY 27, 2023
It’s hard to argue with the fact that artificial intelligence has become an important element of our reality, affecting both our private and professional lives. Some of its most powerful capabilities are visible in business. In fact, it’s practically impossible to find a department that wasn’t affected by AI, with sales being no exception. According to HubSpot’s 2023 State of AI survey, 24% of sales professionals use AI in their daily work.
Vantage Partners
JULY 24, 2023
Going Global: Alliance Management’s Key Role in a Global Product Launch, originally published in ASAP's Strategic Alliances Quarterly, Q1 2023.
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
JULY 27, 2023
As a business owner or sales leader, you understand how important your sales process is to the success of your company. But are you certain that your sales process is as effective as it can be? If so, a consulting organization such as The Center for Sales Strategy (CSS) may be able to help. CSS focuses on assisting businesses in improving their sales performance.
Force Management
JULY 27, 2023
We recently hosted an Industry Leadership Panel where we talked to three growth-oriented business leaders about what top organizations are doing to drive success in the current market. There were a few questions we saw over and over again from the audience, so we wanted to take the time to provide some relevant resources around those topics. Keep reading for podcasts, blogs and videos from our library that address the four most commonly asked questions from our webinar about economic change.
Hubspot Sales
JULY 25, 2023
Like many disciplines, sales teams everywhere are trying to understand what role artificial intelligence will play in their industry. AI is no longer a construct of the future. It’s here, and it’s already changing sales as we know it. Today, 68% of business leaders we surveyed believe it will help them scale in a way that would otherwise be impossible.
Farland Group
JULY 24, 2023
“The world is changing because of ChatGPT and generative AI…” one executive told us. “Every CIO or senior executive has AI on their meeting agendas.” In our interviews with hundreds of C-suite leaders of Fortune 500 companies across different industries and roles this past year, we’ve repeatedly heard about the impacts of emerging technologies, the acceleration of disruption, and the need for businesses to respond.
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.
Customer Think
JULY 22, 2023
Leadership should be equal parts art and science. There’s the art of understanding your employees and customers—the empathy so often suggested to understand their motivations, needs, and best ways to encourage productivity. Once combined with the science with data and feedback loops, you’re ideally able to generate not just outputs, but better outcomes, for everyone.
LinkedFusion
JULY 28, 2023
Take a Break from Your LinkedIn Account Temporarily Without Losing Your Data. If you want to disappear from LinkedIn without losing your account with just a few clicks, then dive in to know how you can do that with the hibernate feature on LinkedIn In. LinkedIn lets you take a break from the platform by offering them a feature to hibernate their LinkedIn account.
Hubspot Sales
JULY 27, 2023
The average win rate for B2B companies in early 2023 fell between 17-20%. This is a significant drop from just a year before when sales success reached around 26%. Many companies are now facing slimmer budgets and higher competition. They need to achieve more with less, making sales enablement more important than ever. The good news? Companies have access to AI tools to support their sales efforts.
Apptivo
JULY 28, 2023
1. What is an email response management system (ERMS)? 2. Benefits of an Email Response Management System 3. Why does your business need an ERMS? 4. Features of Email Management Response Systems 5. Footnotes Communication is the lifeblood of a successful organization, and in the midst of an onslaught of emails, Email Response Management Systems (ERMS) shine as a light of efficiency.
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.
Customer Think
JULY 24, 2023
Embedded automated cleansing tool provides data quality and accuracy in under an hour
OnStrategyHQ
JULY 28, 2023
Play Watch the video Q: What are some ethical and practical challenges of ChatGPT in strategic planning? A: ChatGPT is fascinating, but not infallible. As its use becomes more widespread, here are a few tips to ensure you’re using ChatGPT ethically: 1. Always double-check the work ChatGPT produces. 2. Never let it replace your own intellect and human touch in your work. 3.
Zendesk
JULY 27, 2023
Here are the newest integrations from Zendesk to help your team provide top-quality experiences. Be My Eyes Be My Eyes (Support) is a free iOS and Android app made up of a global community that connects 500,000+ blind or low-vision people with 6.5M sighted volunteers and company agents through a live video call. Be My Eyes is a one-way video, two-way audio support channel that allows your agents to see through the rear-facing camera of a customer’s mobile device, to help them resolve visually ch
Luminas Strategy
JULY 27, 2023
Based in Toledo, Ohio, Owens Corning — a leading manufacturer since 1938 — is known for its entrepreneurial spirit, focus and thirst for being better. The company is also commonly recognized for its PINK insulation. “Why is it pink?” people often ask.” Typical answers include: The company wanted to make it look like cotton candy. It makes you feel comfortable.
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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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