Arpedio
SEPTEMBER 25, 2023
Key account management vs. traditional sales ← Back to blog The game of sales and customer relations has changed – staying competitive is no longer just about making the sale; it’s about nurturing valuable, long-lasting relationships with your top-tier clients. This shift in focus has given rise to two distinct approaches: Key Account Management and traditional sales techniques.
Red Star Kim
SEPTEMBER 26, 2023
I presented a methodology to design marketing and BD team structures in November 2015. Some of the points raised then remain the same, whilst new market conditions bring additional components into the equation. Here I review recent developments and look at some case studies of how M&BD teams are structured: An update on marketing and business development (M&BD) team structures.
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Planview
SEPTEMBER 26, 2023
Elvia Martínez manages two teams across three continents. Elvia uses her unique background from an immigrant family to lead her teams with inclusivity, collaboration, and support. Explain your role as a Global Manager of Business Intelligence and Analytics and a few of your responsibilities. I manage two engineering support teams. They’re spread across the US, Sweden, Germany, and India.
The Center for Sales Strategy
SEPTEMBER 27, 2023
It takes a lot of work to get a first meeting with a prospect. While connecting with a prospect and getting a meeting is a series of events and second chances, that’s not the case with your needs analysis or discovery meeting. The discovery meeting is your one chance to gather information critical to creating a proposal the prospect will be interested in purchasing.
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.
Red Star Kim
SEPTEMBER 26, 2023
Senior law and accountancy leaders attended a masterclass workshop in London last week. The session looked at how to ease personal transitions (individual change) whilst driving organisational change (primarily through cultural transformation). As well as rational approaches (we considered several change management methodologies including Kotter’s), both elements involve engaging emotions and taking people on the change journey.
Upland
SEPTEMBER 29, 2023
Stakeholder mapping in sales is the process of mapping out key decision makers within the buying group of the account you are looking to do business with. In stakeholder mapping, you need to: Define stakeholder goals: what are their biggest priorities? What are their motivations? Segment stakeholders by relationship status: those friendly to you, and those adverse.
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
SEPTEMBER 28, 2023
Finding and attracting top sales talent is a perpetual challenge for sales managers. With countless responsibilities already overflowing your plate, dedicating time to recruiting often falls by the wayside. However, taking a strategic approach to recruiting through inbound marketing techniques can attract qualified, eager candidates, so you spend time interviewing the right people.
Red Star Kim
SEPTEMBER 29, 2023
The September PM Forum workshop on “ Professional and Practical Skills for Marketing and Business Development (M&BD) Assistants” was attended by 18 delegates from legal, accountancy, consultancy and actuarial firms. The session comprises three elements: marketing and business development fundamentals, practical marketing communication and business development skills and growing your career.
Hubspot Sales
SEPTEMBER 27, 2023
I‘m late to the game on AI. Ever since the first time my phone had the audacity to autocorrect one of my texts, I’ve been pretty convinced that artificial intelligence is going to be humanity‘s downfall — so I’ve been reluctant to embrace resources like ChatGPT. But I‘ve hit a point recently where I realized that AI might be a little too sophisticated and ever-adapting for my holding out to make a difference.
Force Management
SEPTEMBER 28, 2023
A new quarter is upon us, and it’s time to strategize on how you can make this one even better than the last. Often, sales leaders know where their sales team falls short – but it can be a challenge to identify the root of these problems and determine what action will have the greatest impact in solving them.
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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
SEPTEMBER 26, 2023
You've heard the ominous predictions about the future of sales in the age of AI and automation. Will machines replace us? Are we on the brink of becoming obsolete? Relax, put those fears to bed. Today, we're diving into how you can not only stay relevant but thrive in this new world.
Red Star Kim
SEPTEMBER 29, 2023
The Managing Partners’ Forum (mpfglobal.com) holds quarterly meetings of its Advisory Board where senior leaders discuss issues pertinent to the professional services sector. Updates are provided by Richard Chaplin, Jon Geldart and John Rowland together with the chairs of the Forum’s specialist groups: Management Teams Together; Finance & Operations; Strategy & Marketing; People, Performance & Culture.
Vantage Partners
SEPTEMBER 26, 2023
It seems like negotiations are all over the news lately — strikes and threats of strikes, stalled contract discussions, and political negotiations of all kinds.
Help Scout
SEPTEMBER 29, 2023
Learn how FlexJobs was able to double traffic and contacts during the pandemic as a result of their Beacon and Message setups in Help Scout.
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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.
Hubspot Sales
SEPTEMBER 26, 2023
We've all heard how AI can help us write better, faster, and with more accuracy. While this sounds appealing, especially for time-strapped salespeople, there’s a catch: not all AI tools are created equal. Here, I put three AI tools to the test — ChatGPT, ChatSpot, and Copy.ai — to see which one writes the best cold email. Let's dive in. Hang on – doesn't ChatGPT, ChatSpot, and Copy.ai all use OpenAI?
Sales Gravy
SEPTEMBER 25, 2023
Sales Presentation Skills That Get You To "Yes" Faster In this episode of the Sales Gravy Podcast, Jeb Blount talks to renowned sales experts Richard Fenton and Andrea Waltz about their “Go For No” approach to embracing rejection in sales. They discuss how the fear of “no” sabotages sales presentations and what salespeople can do to deliver more successful and engaging presentations that get them to “yes”.
Vantage Partners
SEPTEMBER 26, 2023
It seems like negotiations are all over the news lately — strikes and threats of strikes, stalled contract discussions, and political negotiations of all kinds.
The Center for Sales Strategy
SEPTEMBER 25, 2023
LinkedIn defines business development as "the process of identifying and pursuing new opportunities to grow a business." Business development is essential for sales teams, as it helps to generate new leads, build relationships with potential customers, and close more deals.
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.
Hubspot Sales
SEPTEMBER 29, 2023
Every winning sales team has an excellent coach guiding them. This is no different in sales. The key to improving sales performance lies not only in the hands of sales reps, but also in the ability of their managers to provide effective guidance and support. According to a study from Second Nature Sales Coaching , 96% of respondents agree or strongly agree that effective sales coaching positively impacts sales reps’ performance.
SBI Growth
SEPTEMBER 28, 2023
In thinking about growth imperatives for 2024, leading chief revenue officers (CROs) have been looking into ways to harness artificial intelligence (AI) for sales productivity, empowering sales teams to accelerate deal cycles, and assessing sales talent to enable personalized coaching.
Customer Think
SEPTEMBER 26, 2023
For businesses across industries, there’s never been a more mission critical moment than the one we’re in right now. Various technologies associated with AI—most notably OpenAI’s ChatGPT—have thrown harsh light on the inadequate structures girding most so-called modern companies while also setting blazing fires at their feet. It’s been very dramatic.
Brooks Group
SEPTEMBER 26, 2023
Sales kickoff season is here. It’s time to plan your sales strategy, train your sales professionals, crank up the energy, and motivate everyone for the next year. But in this unpredictable economy, sales organizations must be more agile and resilient than ever. A successful national sales meeting or sales kickoff (SKO) is a great way to align the team on goals, communicate key initiatives, and share tactics for today’s turbulent selling environment.
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.
Hubspot Sales
SEPTEMBER 27, 2023
Picture this: You're a sales leader determined to drive revenue growth for your business. Excited about the potential of subscription-based offerings, you convince your team to launch a new subscription service. The initial response is promising, with customers signing up left and right. However, as the months go by, you start noticing cracks in the foundation.
PartnerTap
SEPTEMBER 26, 2023
Have you ever noticed how the sales reps and deals that get called out for praise usually sound like a superhero storyline? There’s the big opportunity. Winning the deal requires a grueling battle against a villainous competitor. There’s a last minute plot twist that almost ruins everything. And then there’s the heroic save by the lone-ranger sales rep who pulls off a miracle, wins the big prize, and is now glorified like a superhero.
Customer Think
SEPTEMBER 26, 2023
In an ever-evolving world, customer experience has become the focal point of business success. It’s not just about satisfying customers; it’s about exceeding their expectations. Enter generative AI, a transformative force that’s revolutionizing how businesses interact with their customers and elevating the overall customer experience.
Nimble Business Success
SEPTEMBER 29, 2023
Your CRM system is an indispensable tool for efficiently managing your leads and prospects while providing top-notch customer service to your clients. However, the advantages of a CRM extend beyond these aspects. With Nimble CRM, you can optimize your sales workflow to effectively acquire and convert prospects into valuable leads, ultimately fostering customer loyalty.
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.
Strategic Planning and Management Insights
SEPTEMBER 26, 2023
Darryl Stickel, the Founder of Trust Unlimited, brings us into the framework of building trust effectively with other people through the ten levers.
Envisio
SEPTEMBER 29, 2023
When it comes to local governments and strategic planning, we often think of big cities with vast resources and complex challenges. However, the art of strategic planning takes on a unique and subtly intricate character when applied to small towns. Strategic planning for small cities, towns, and villages requires a distinct approach to strategic planning.
Customer Think
SEPTEMBER 26, 2023
Source: Freepik Customer journey in the travel industry, especially airline customer experience, has undergone a significant shift in the last couple of decades. Planning to travel is no longer about finding a few brochures or choosing a destination, finding a travel agent, and finalizing your booking.
OnStrategyHQ
SEPTEMBER 29, 2023
Play Watch the video Q: What might a light OKR approach look like? A: It’s easy to get overwhelmed with OKRs. A “light OKR approach” allows teams to embrace the spirit of OKRs without the risk of staff pushback or overbearing process. A light approach might look like: creating a set of SIMPLE OKRs, creation OKRs for what’s most important to your organization, and starting with a small pilot team.
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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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