Sat.May 22, 2021 - Fri.May 28, 2021

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Is your KAM Training approach strong enough?

KAM With Passion

When starting a new KAM/GAM Programme or revamping an existing one, Training is a topic that immediately draws attention as it is a key instrument to allow an organisation to execute on its KAM Strategy. This post is the first of a series of three dedicated to how to set-up an adequate KAM skills development system which supports the initial kick-off and the further development of a KAM initiative.

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What is Key Account Management? (It’s Not What You Think)

Account Manager Tips

Definition of key account management. Tweet. 0. Share. 0. Pin. 0. Share. 0. If you're not sure what key account management is, don't worry, you're not alone. It's a difficult concept to nail down and often misunderstood. So let's answer what it is, what it isn't, and how to do it well. Here's the dull, academic definition of key account management: [Key account management is] the process of allocating and organizing resources to achieve optimal business with a balanced portfolio of identified ac

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7 Time Management Tips to Boost Your Productivity (and Happiness!)

RAIN Group

Almost all sellers at some point in their career will consider adopting a time management system to improve their productivity. Few stick with it. The challenge is that many time management systems focus too deeply on the activity level—what to do first, what to do next, what the priority order is—without paying enough attention to the bigger picture.

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4 Ways to Ensure Sure Asking Questions is not an Interrogation

Software Sales Guru

4 Ways to Ensure Sure Asking Questions is not an Interrogation I recently talked about the need to use a checklist during your sales calls.

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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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They Want to Renegotiate…Now What? (Part 2 of 3)

Engage Selling

It can feel like a big, scary problem when your customer starts demanding you renegotiate terms and prices on an existing agreement you have with them. But, it doesn’t have to be that way. As a sales leader, there are … Read More » The post They Want to Renegotiate…Now What? (Part 2 of 3) first appeared on The Sales Leader.

Sales 133
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The 7 Step Process for Extremely Productive Sales Conversations

Hubspot Sales

Having conversations with prospects is baked into sales — in a lot of ways, it's the basis of the whole concept. You need to be able to successfully initiate and conduct productive sales conversations if you really want to thrive in a sales role. Being able to thoughtfully and adeptly communicate with prospects in-person, over the phone, and via email will set you up for a long and successful career in the field.

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Vantage and Kotter Partner to Enable Change

Vantage Partners

Vantage Partners and Kotter Announce Strategic Partnership to Build Leadership and Change Capabilities Globally. Vantage Partners and Kotter today announced a strategic partnership to provide leadership training focused on navigating change and leading through turbulence. Together, Vantage and Kotter will offer learning solutions tailored for everyone from frontline staff, to middle management, to senior executives.

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Improving Sales Performance - Making an IMPACT on Your Sales

The Center for Sales Strategy

Kicking off the new season of the Improving Sales Performance series, John Henley, Managing Partner at The Center for Sales Strategy, gives viewers an overview and behind-the-scenes look at the creation of the IMPACT Sales Leadership System: why it was created, who it was created for, and how sales leaders can make an impact on their sales performance by focusing on 4 key areas.

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11 Red Flags to Look Out for When Interviewing Sales Reps, According to Experts

Hubspot Sales

Exceptional sales reps — the ones who are prepared to both dedicate and deliver — don't grow on trees. They're tough to find, and in many cases, it's hard to distinguish them from reps who might wind up exhausting your time and resources — only to fizzle out and leave before making an impact. When you're interviewing for a sales role, you're bound to run into both kinds of candidates, so the question becomes, "How do I tell them apart?".

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Customer service definition, skills, and important principles for 2021

Zendesk

Customer service can make or break a business. But not everyone agrees on what it is or how to do it well. In this guide, we’ll share how to set your business up for customer service success. The definition of customer service. Customer service is the act of supporting and advocating for customers in their discovery, use, optimization, and troubleshooting of a product or service.

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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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The CEO’s Guide to Navigating Commercial Complexity

SBI Growth

Being a CEO during a large Go-to-Market transformation is difficult, and with multiple acquisitions, this adds further complexity, such as: High Customer Acquisition Costs Low Employee Morale Inaccurate Fact Base And more. On today’s show, Steve Smith, CEO of Zayo, joins us to discuss how.

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Weekly Roundup: Fix Post-Pandemic Sales Turnover, Zoom-to-Face + More

The Center for Sales Strategy

- MOTIVATION -. "Quality performance starts with a positive attitude.”. -Jeffery Gitomer. - AROUND THE WEB -. > Take Action to Fix Your Post-Pandemic Sales Turnover Problem – Top Line Leadership. Suppose for a moment that 25% of your sales team quit before the end of 2021. Recent polling suggests this is possible. This article explains the research behind the prediction that voluntary turnover will increase as we exit the pandemic and prescribes specific things managers can do right now to pr

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The Ultimate Guide to Building a Team for Black Business Owners

Hubspot Sales

Welcome to Breaking the Blueprint — a new blog series that dives into the unique business challenges and opportunities of Black business owners and entrepreneurs. Learn how they’ve grown or scaled their businesses, explored entrepreneurial ventures within their companies, or created side hustles, and how their stories can inspire and inform your own success.

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Apptivo Mobile Release Updates as of May 25, 2021 – iOS All-In-One Mobile App: v6.3.4

Apptivo

Mobile apps help improve the competitiveness of businesses. Mobile devices have become the most effective method for accessing data from anywhere. The iOS app for Apptivo offers brilliant and stunning features. As a team, we are pleased to announce the recent updates in our All-In-One iOS application’s new version 6.3.4 in the App store with a wide range of updates.

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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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Our Latest Podcasts: Coaching Lessons from Netflix

Force Management

This month's episodes packed an extra punch. With timely front-line sales tips and a guest appearance for ELAC Men's Basketball Coach, John Mosley Jr. (as seen on Netflix's Last Chance U: Basketball Series) — each episode has something for everyone in your organization. Here's a rundown of what each episode covers. Tune in and share with your sales reps, managers and other leaders in your organization.

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How Much Time Do Your Salespeople Spend Selling?

The Center for Sales Strategy

How much time do your salespeople spend selling? It’s been our observation that it’s probably less than you think. Data suggests that it's as little as 30% of their time. And when you talk to salespeople all the time, as we do, they confirm that. So, to get a bead on just how much time your salespeople actually spend selling, you should start with a definition of selling.

Sales 107
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Scovel - Untitled Article

Scovel

In today’s competitive world, it is necessary to stay one step ahead of the competitors. One powerful tool that can make an organization stand out is by having a sound and successful sales team. Investing in sales training programs can earn more returns in the way of closing more sales deals. With the advancements in technology, it is challenging to keep up with the ongoing trend.

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11 Mission Vs. Vision Statement Examples In Government & Healthcare

ClearPoint Strategy

Organizations with clear mission and vision statements as part of a defined strategy are more successful. So, it shouldn’t be a choice of mission statement versus vision statement—these are two pieces of the same puzzle you’ll fit together when creating your strategic plan. Mission and vision have different, but important, parts to play for your organization.

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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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Eight Ways to Ruin Any Strategic Planning Training Meeting

OnStrategyHQ

The two words ‘strategic planning’ provoke reactions anywhere from sheer exuberance to ducking for cover. In many organizations, strategic planning has a bad reputation because it’s so easy to step into one of the many planning pitfalls. To start with, holding effective meetings is tough. Add to that a topic that requires a lot of brainpower mixed with personal agendas and you have a recipe for disaster.

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Don't Identify Problems, Solve Them!

The Center for Sales Strategy

Excuse me, while I pull out my "soapbox", I'm about to go on a rant! Nothing irritates me more than when people confuse activity with productivity. We have created an environment where checking off our to-do list every day, attending meetings, and responding to emails means that you were productive. That's just wrong. You were not productive. You were busy.

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How To Be Agile In Business

SalesPop

Agility in Business. Everyone in the world is currently faced with a unique, completely unprecedented, and entirely unpredictable experience. COVID-19 has forced changes throughout the entire business world, making agility more important than ever. There are a lot of people in sales, leadership, management, and marketing that are going to have to pivot and adjust to the circumstances at hand, and ensure that they can approach these changes in the best way possible, without getting overwhelmed.

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How to Succeed at Creating a Compelling Vision [PODCAST]

Sandler Training

Mike Montague interviews Dr. Oleg Konovalov on How to Succeed at Creating a Compelling Vision. The post How to Succeed at Creating a Compelling Vision [PODCAST] appeared first on Sandler Training.

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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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Memorial Health System: Customer Month Spotlight!

Kainexus

Today, we have guests on the KaiNexus Continuous Improvement Podcast with our host, Mark Graban. Our guests are both part of the Process Excellence department at Memorial Health System in Marietta, Ohio, one of our customers. Lynn Howell and Mary Huck, both of whom have clinical backgrounds, help their colleagues improve with Lean and other methods throughout the system.

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Five A.I. Developments Shaping 2021 And Beyond

Aepiphanni

Even with a world-wide shutdown, technological progress continued in the artificial intelligence (A.I.) industry, and it seems A.I. played a crucial role in saving lives and fostering economic resilience throughout the pandemic. One company which contributed to that is Baidu, Inc.—a Chinese multinational technology company specializing in Internet-related services, products and artificial intelligence.

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Using ClearPoint For Project Management: A Case Study

ClearPoint Strategy

Industry Electric Utility. Size 400+ employees 235,000 customers. Result They can complete monthly updates in half the time after cutting the number of steps in their reporting process by 50%. “Now people are more focused on what we have to do as a team… They’re part of the project management process instead of just being a team member.”. Using ClearPoint For Project Management: A Case Study.

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Are You Listening Now? How Sales Leaders Optimize Customer Listening Paths

SBI Growth

Inefficient activity assignment and role clarity issues within your organization can drive down important metrics such as your customer service satisfaction or net promotor scores. As a Sales Leader, you’re liable for understanding where your individual contributors need to be.

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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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Before You Build a Kanban Excel Template, Consider This

Kainexus

The internet is full of free Kanban Excel templates that you can download. That’s not surprising because the format of a Kanban board can be very simple, and Excel is attractive because most people know how to use its basic features, and everyone in the company probably already has access to it. Setting up a Kanban board in Excel and emailing it out to everyone is easy.

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Applying Soft Skills to Hard Problems: Internal and External Alignment

Vantage Partners

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It’s Your Fault! – Getting the Blame in Coaching

Peter Simoons

“ It’s your fault! ” said the executive to me with a big smile when he welcomed me to our next coaching meeting. My coaching engagement with him started with a question, “ My new role requires me to collaborate more with others and I am not comfortable doing that. Can you help me? ”. As a Marshall Goldsmith Stakeholder Centered certified coach I suggested following this methodology.

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Customer Success vs. Account Management: Why Both Matter

Help Scout

When considering customer success and account management, it’s valuable to consider them as complementary teams rather than interchangeable groups or, worse, competitors. While it’s true that both customer success and account management move your customers through their life cycles, they are focused on distinct aspects of the customer experience, and they have different strategies for supporting and guiding customers.

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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.