Sat.Jul 16, 2022 - Fri.Jul 22, 2022

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Don’t Believe Your Own Marketing (Too Much)

Software Sales Guru

Don’t Believe Your Own Marketing (Too Much) Sophisticated product marketing teams provide personas and typical pain points as a starting point for sales conversations. They also love to arm sales teams with case studies. On call recordings, I hear salespeople telling customers about the typical pain points and referencing the case studies. As counter-culture as this may sound, the customer’s reaction is typically, “That’s not.

Marketing 147
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25 Problems That Stop Key Account Managers From Doing Their Job

Account Manager Tips

Table of Contents. If you think your job is harder than it should be. you're right. 25 problems that stop key account managers from doing their job Favourite books about problem solving Coming up: How to Build a Successful Executive Sponsorship Program Just for fun: #GorgeousGrandma Day In other news Quote of the week. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher If you think your job is harder than it should be. you're right.

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Book review: Build your digital marketing strategy by Steve Brennan

Red Star Kim

I like to review recent books with a view to offering recommendations to those people who attend my training workshops. Despite being published in 2018 (before the Covid pandemic pushed digital marketing into the stratosphere) and being pretty basic it has some good content. So here’ a book review: Build your digital marketing strategy by Steve Brennan.

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10 Tips for Valuable Sales Coaching

RAIN Group

Sales managers tend to believe they do a good job helping sellers solve problems and coaching them to build their capabilities. However, only 32% of sales managers are effective in getting maximum performance from sellers.

Sales 133
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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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Factors That Influence — What Sellers Can Control

The Center for Sales Strategy

When it comes to sales, you might feel as if there are many factors that are outside of your control. To an extent this is true, but when it comes down to it – you actually wield more influence over the situation than you think. Once you realize what you can control, and what you can influence , you will feel more confident approaching prospects and delivering solutions and recommendations to your clients.

Sales 126
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Business Model Diversification

Flevy

Strategic objectives of all businesses are to propel growth and performance, while simultaneously creating value for customers. While it is customary for managers to emphasize financial performance, effective managers pursue new opportunities in order to create added value. Business Model Diversification allows creation of value, if managed astutely, and can aid managers enhance performance and expand the goal of the enterprise.

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Sounds Like a Plan!

Vantage Partners

Careful Alliance Planning Helps Mitigate Cultural, Legal, Operational, Financial, and Even Intangible Issues That Can Derail a Collaboration. Research on partnership performance indicates that business planning with partners is challenging, and essential to success. Experienced alliance managers report that 21 – 32% of the expected value of any partnership is likely to be lost through ineffective execution, and that effective joint planning can significantly improve performance.

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Are You Making These Sales Management Mistakes?

The Center for Sales Strategy

One of the most difficult things in leadership, and in life, is to recognize and admit when we have made mistakes or might have done things differently. As we develop more skills in leadership, we begin to see mistakes as opportunities for growth, improvement, and innovation when we can look at them through a lens without judgment or blame.

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Forrester report: Successful Digital Transformations Focus On Three Core Elements

Zendesk

A practical guide for IT leaders on delivering exceptional customer and employee experiences. IT leaders at mature organizations invest in both customers and employees while keeping operational costs low, often with limited resources. This is the key to unlocking business growth and getting a fast return on investment. Forrester’s Successful Digital Transformations Focus On Three Core Elements provides a practical guide for IT leaders to learn from mature CX organizations on issues of culture, b

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How to Get Back Up When Life Knocks You Down with Kristin Austin

Sales Gravy

When Kristin Austin was hit by a car, her world fell apart. On this episode of the Sales Gravy Podcast she shares how she climbed out of a deep hole to resurrect her business and life, one prospecting call at a time. There is no doubt that we all find ourselves hitting roadblocks that seem impossible to overcome. If you are in that situation, Kristin's story is sure to inspire you to take action and get past whatever is holding you back.

Sales 84
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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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How B2B Commerce Businesses Can Accept International Payments

Hubspot Sales

If you’re not already taking advantage of digital payments, it’s a promising untapped opportunity that's accessible to most online businesses — and B2B businesses should invest now. E-commerce (accepting virtual payments) has already grown significantly among B2C brands, and the digital payment market is predicted to more than double by 2026 , growing from a market size of $80B to $180B.

B2B 83
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The Most Significant Benefits of Lean Manufacturing

Kainexus

No matter what industry your organization is in, competition these days is tough. Regardless of your customers, every organization needs to improve and evolve constantly. The Lean manufacturing approach is proven to achieve operational excellence and beat the competition. Although it started in the manufacturing sector, today, Lean is a business improvement technique used in every industry by organizations of all sizes.

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5 Step Annual Planning Process

SBI Growth

Although Annual Planning happens every year we find that many of our clients wait too long or are unsure of where to start the annual planning process. Having worked with hundreds of clients on their annual planning process, we have a proven, practical methodology that any organization can apply to their business situation.

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Become a Sales Email Prospecting HERO with this Email Framework

Sales Readiness Group

Back in the day, sales prospecting was a straightforward activity: 50 calls a day. Today, prospecting has evolved as everyone spends less time talking on the phone. The most notable change is the quantity of prospecting emails sent out by sales teams.

Sales 62
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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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2022 Ecommerce Platform Guide: WooCommerce vs. Magento

Groove HQ

On one hand, WooCommerce: built on (free) WordPress, charging you nothing to use its services. Or Magento: built for large enterprises, people with big budgets, and large development teams. The post 2022 Ecommerce Platform Guide: WooCommerce vs. Magento appeared first on Groove Blog.

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Coaching Models for Managers: How to Decide Which One Is Right One for Your Team

CMOE

Coaching is a critical aspect of every team and organization. When teams have managers and leaders who can coach well, employees are 40 percent more engaged in their roles. And when team members coach their peers, the team members’ psychological safety within the workplace improves because the coaching session creates a culture of connection and builds respectful relationships.

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WHAT IS A CRM REPORT AND HOW TO CREATE ONE?

Apptivo

Introduction. Customers are the king of any business. To ensure building a strong relationship with the customers and maintaining that relationship for a longer period of time, Customer relationship management is pivotal for the long term growth and success of the business. You need to understand the A-Z of customers, be it their needs, behavior, preferences, goals and plans will help you create a competitive edge.

CRM 52
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5 Leadership Skills to Build a Stronger Team

Sales Readiness Group

Leadership and management skills often get confused and interchanged when talking about developing more effective front-line sales managers (FLSMs). But there are some key differences.

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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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Comparing the Best Ecommerce Platforms in 2022

Groove HQ

The debate rages between WooCommerce, Shopify, Magento, and BigCommerce for best ecomm platform -- we'll help you find the best one for you. The post Comparing the Best Ecommerce Platforms in 2022 appeared first on Groove Blog.

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7 Essential CRM Team Roles + BONUS: How to Structure CRM Access

Insightly

Implementing a new customer relationship management (CRM) platform comes with high expectations. After all, a well-designed CRM system has the power to improve sales team productivity, streamline business operations, increase customer retention, generate more sales, and improve the bottom line. Despite these undeniable benefits, analysts estimate that up to 69% of CRM projects fail.

CRM 52
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Fly’s Friday Five: Hiring – Where are all the people?

Brooks Group

Today we are talking about people. People, people, people. Where have they all gone? . Today, I have had two conversations in the last hour with clients around their people shortages. Both of them happened to be in the manufacturing space, and they’re just struggling for talent, they can’t meet demand, they can’t get their schedules filled, and they’re running a lot of overtime.

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Young, working & thriving – Dreams & expectations of the new Gen Z

MDI Training

Young, working & thriving – Dreams and expectations of the new Gen Z. According to PwC , Millennials will make up 50% of the workforce by 2020. But as quickly as Millennials have moved into the workforce, another, even larger generation is coming along: Generation Z. And they are capable of being a disruptive force in the workplace. They are more diverse, more technologically advanced and, even though Millennials and members of Generation Z are close in age, their belief systems are verry di

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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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Some of Our Clients Want Coverage in WSJ—Many Don’t. Here’s Why.

Strategic Communications

What is an article about your company in the Wall St. Journal worth? How about in Nursing— or your local newspaper? Is the Wall St. Journal worth more? Well – as in many things in life the answer is “it depends.” It depends on the two things that every communication decision depends upon—your target audience and your goals. Which Outlet is Best for You?

Media 52
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WHAT ARE BUSINESS PROCESSES? HOW DOES CRM HELP IN SIMPLIFYING THE SALES AND MARKETING BUSINESS PROCESSES?

Apptivo

INTRODUCTION. A business process is usually defined as an activity or a set of actions performed by the organization in order to achieve its objectives and goals promptly. The business process should have a purpose in order to result in favorable outcomes. CRM is a technology that helps streamline the entire business processes and the workflow of the organization in order to provide desired results.

CRM 52
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From a MarTech Stack to a Holistic Ecosystem

NG Data

Your Manual for Driving Considered Customer Experiences In what’s known as “ The Great App Explosion”, where the MarTech space continues to grow with new platforms and solutions, it’s no surprise that many marketers feel like a kid in a candy store. With so much choice, it’s also not surprising that almost 70% of marketers swapped a MarTech application between 2020 and 2021.

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How to Use Customer Success as a Growth Engine and Growth Accelerator

SOAR Performance Group

At recent meetings of the Sales Leadership Community, Customer Success and Sales leaders discussed how to use Customer Success as a growth engine and growth accelerator in your organization. Customer […]. The post How to Use Customer Success as a Growth Engine and Growth Accelerator appeared first on SOAR Performance Group.

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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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What is a CRM?

Insightly

Customer relationship management ( CRM ) is a software system that allows businesses to capture and store business and customer data in a single database. Through reporting and analysis, that data provides businesses with insight into customers’ buying patterns, demographics, purchase history, and personal information such as their needs, challenges, goals and preferences.

CRM 52
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The benefits of CRM & your LOS ‘talking’ to each other

ACT

Integrating your loan origination software (LOS) and your CRM may be the most effective sales investment your bank can make. Need more time to sell? Forrester Research (along with other research) reports that salespeople spend less than 35% of their time selling. Each member of your sales team was hired for their skill, expertise, and natural talent for sales.

CRM 52
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Without a Plan Your Internal Communication Efforts May Be Falling Flat

Strategic Communications

I gave a presentation on employee communications recently to a group of about 80 HR people representing about 60 different organizations. I asked the group, through a show of hands, to indicate how many had an internal communication plan. None. Wow. Conversely, a majority of the group had external, or marketing plans in place. What a missed opportunity.

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Apptivo Product Updates as of July 19, 2022

Apptivo

What’s New! Apptivo has enhanced the existing feature by adding your requests and needs to make your work done. Switching from one app to another to assess one task might be super handy. So, our team has thought about it and made the necessary upgrades to the Tasks app. What do you think of carrying the backup of the Sales Receipts on your devices? Well, we got your response and therefore we introduced the Bulk Export option in the Sales Receipts app.

Sales 52
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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.