Strategic Account Management Association

OCTOBER 10, 2023

Denise Freier, President and CEO at Strategic Account Management Association (SAMA), and Dino Bertani, Vice President, Head of Alliance Management at Zealand Pharma, talked about what’s shaping the role of KAMs/SAMs in today's business arena, and how Sales and KAM/SAM leaders can enable KAMs/SAMs to meet current and future customer needs. The post Navigating the New Generation of Strategic Account Managers appeared first on Strategic Account Management Association.

Account Management 520

Account Management Management Meetings Co-Creation 520

Account Management Skills

OCTOBER 11, 2023

Welcome to episode 94. This episode is for agency leaders who are supporting their account manager to grow the existing client business. I’m going to share tips for ensuring the agency leadership team are providing the right level of support to their account management team in three key areas; 1. Providing the commercial context 2. Internal processes 3.

Account Management 52

Account Management Management Leadership 52

SmartKarrot

OCTOBER 13, 2023

Onboarding is an underlying phase in the customer journey, setting the tone for the entire lifecycle of the customer-product relationship. Its importance cannot be overstated, as it directly influences long-term user adoption, satisfaction, and retention. Data from industry studies supports this- the Harvard Business Review underscores the financial implications of effective onboarding.

Onboarding 10

Onboarding Key Account Management Stakeholders Account Management 10

Mike Kunkle

OCTOBER 8, 2023

Introduction In today’s fast-paced and challenging business landscape, maximizing organizational success hinges on seamless coordination across various functions. Nowhere is this truer than with the commercial organization. At the core of this synergy lies a concept that wields immense influence in driving revenue and ensuring organizational performance – cross-functional Commercial Effectiveness.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

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

OCTOBER 10, 2023

The role of learning and development (L&D) becomes more critical as firms try to ensure that their people are equipped with the latest skills to be agile enough to adapt to the fast-changing work environment. Learning & Development is often a key tool in employee retention. For those involved in training and coaching, here are some current learning and development themes.

Artificial Intelligence 130

Artificial Intelligence Emotional Intelligence Decision-making Digitalization 130

Strategic Account Management Association

OCTOBER 10, 2023

The Congruity Group leads a webinar to help revolutionize your approach to customer engagement and create a lasting impact on your company’s growth. The post How to Make Strategic Customer Engagement a Top Competitive Advantage in 2024 appeared first on Strategic Account Management Association.

Account Management 400

Account Management Co-Creation Management Customer Knowledge 400

Customer Think

OCTOBER 11, 2023

Posted originally at [link] How complexities prevent and improve employee and customer experience Is your organisation losing value and capacity to complexity? In this article we provide a short framework for understanding some of the most common sources of complexity in any organisation.

Customer Experience 126

Customer Experience 126

Red Star Kim

OCTOBER 13, 2023

At the 28 th PM Forum Annual Conference in September I (in my capacity as Head of Training and Learning Transfer of the Managing Partners’ Forum and PM Forum), co-presented breakout sessions with Julie McConnell of international law firm White & Case. Our focus was on the accelerating change in the market, the professions and marketing and the challenge this presents in anticipating future training needs.

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

Hubspot Sales

OCTOBER 10, 2023

How do you keep a customer? In 2023, thousands of businesses are retaining clients with subscription models , which drive recurring revenue and can foster long-term customer relationships. As subscription-model popularity grows, it's vital for organizations to implement the right billing software to effectively manage recurring revenue. In this blog post, we'll highlight the best subscription billing software on the market and help readers asking: What is subscription billing software?

Software 106

Software Software Banking Value Proposition 106

Flevy

OCTOBER 12, 2023

Growth Hacking is a buzzword these days. Conventional marketers often find Growth Hacking Experimentation extremely challenging. However, traditional marketers exercise Growth Hacking Experimentation in their routine activities without realizing it. For instance, they pre-test variables, carry out A/B testing, and incorporate the results of experimentation into improving the variables or products.

Brainstorming 102

Brainstorming Prioritization Digital Transformation Acquisition 102

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

B2B

Customer Think

OCTOBER 10, 2023

Social media platforms have become the epicenter of communication, opinion-sharing, and customer interaction. With millions of users expressing their thoughts and feelings on various topics every day, social media has evolved into a treasure trove of unfiltered, real-time data.

Media 121

Media Communication 121

Kainexus

OCTOBER 11, 2023

Most of us have memories of playing the game of catch either as children or with our children. I really shouldn’t call it a “game” because there are no winners and losers. There is no defense because everyone is on the same side. One participant tries to deliver the ball to the other in a way that they will be able to grab and return it. The ability to catch and throw a ball is important because it is a foundation for success in many other, more complex sports.

Decision-making 99

Decision-making 99

Hubspot Sales

OCTOBER 9, 2023

Over the years, many organizations have invested in a new selling methodology that has evolved the sales approach from strategic selling to "challenging" prospects. But the organizations that adopt this strategy often run into one particular hangup — their sales professionals lack the business acumen skills needed to ask challenging questions and understand the answers they prompt.

Shareholders 101

Shareholders Value Proposition Profitability Decision-making 101

CSSP

OCTOBER 10, 2023

Sometimes it seems there are just two views of strategic planning: it’s either a one or two-day retreat, or it’s an all-consuming, constant exercise. The “strategy light” version – a one or two-day retreat, seems super practical, while the “heavy strategy” version – a constant or months-long excursion – seems far less doable. While these impressions are somewhat accurate, it’s a mistake not to examine the middle ground.

Banking 93

Banking Small Business Profitability Marketing 93

Advertisement

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.

Meetings

Customer Think

OCTOBER 9, 2023

There’s a lot of talk about the differences between demand creation (marketing), demand capture (sales), and brand (marketing). B2B companies’ approach each of these as if each needs its own strategy implemented separately, with different teams carrying the responsibility for each function. Quite often these teams work in silos.

B2B 119

B2B Marketing Sales Digitalization 119

Kainexus

OCTOBER 12, 2023

Continuous improvement, often called Kaizen, is a fundamental concept in manufacturing that emphasizes the ongoing, incremental enhancement of processes, products, and operations. It involves a culture of constant vigilance for inefficiencies and a commitment to making minor, regular improvements. In manufacturing, continuous improvement is vital as it leads to increased productivity, higher product quality, reduced waste, and cost savings.

Manufacturing 98

Manufacturing 98

Force Management

OCTOBER 12, 2023

This month, the Revenue Builders Podcast featured some great deep dives into tactical sales strategies. Each episode covered a different element of a great sales motion, breaking it down step-by-step in conversation with seasoned leaders and experts with years in the industry. The result is a collection of hard-earned lessons, blueprints for success, and golden nuggets of advice that can only come from leaders who have been in the barrel.

Leadership 92

Leadership Publishing Sales 92

Brooks Group

OCTOBER 11, 2023

Planning your sales kickoff or national sales meeting? After you choose the date and venue, your next question may be who you should ask to deliver the keynote—and what you want them to talk about. Your sales keynote speaker will set the tone for the rest of the event. A great speaker can help motivate your sales team, elevate your mission, and drive results.

Sales 92

Sales Sales Training Meetings Media 92

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.

Sales

The Center for Sales Strategy

OCTOBER 11, 2023

As a sales manager, you are faced with competing priorities and objectives that you would like to emphasize with your team. Successful sales managers are aware that business development is a key ingredient to account and organizational growth and should prioritize it with their account executives. There are some key factors on why you should make business development front and center, and then there is the how.

Prioritization 85

Prioritization Sales Management Management Sales 85

Kainexus

OCTOBER 10, 2023

We all identify goals to improve ourselves in some way. Whether our goal is to eat better, exercise more, spend more time with our family, or increase our productivity, we all have something we're striving for. However, in too many instances, we lose sight of our goals and fall back to old behaviors and the same results. Continuous improvement is no different.

Organization 92

Organization Leadership 92

Hubspot Sales

OCTOBER 11, 2023

How do you give the people of Los Angeles a taste of New England? Simple: you buy a food truck and sell authentic, mouthwatering Maine lobster rolls. At least, that's what Sabin Lomac and Jim Tselikis, Co-Founders of Cousins Maine Lobster , did. A few months into their business, they went on Shark Tank, securing a deal with the one and only Barbara Corcoran.

Profitability 90

Profitability 90

Brooks Group

OCTOBER 13, 2023

Sales training is essential to your company’s success. It’s a powerful tool for developing the full potential of every sales professional on your team. However, not all sales training programs are created equal, and the success of your sales training initiative is due in large part to the individual delivering it—and the approach they take.

Facilitation 92

Facilitation Sales Training Sales Decision-making 92

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.

Negotiation

The Center for Sales Strategy

OCTOBER 9, 2023

Picture your sales team working together like a well-oiled machine. They collaborate effectively, support each other without question, celebrate every success with enthusiasm, and, of course, they close a lot of deals. Now, imagine adding a new member to this tight-knit group who has top talent, skills, and experience on paper but clashes with the team.

Sales 82

Sales 82

Sales Gravy

OCTOBER 9, 2023

Burnout Is 100% Preventable In the world of sales, it's easy to lose sight of how our mental and physical health are connected. We're so focused on hitting our targets that we often ignore the signs of burnout until it's too late. Unfortunately, neglecting this balance can really take a toll on our overall well-being. In this episode of the Sales Gravy Podcast, the Jeb Blount and Jahmie Hilecher, founder of The Move Wellness, discuss the importance of prioritizing health and wellness to support

Prioritization 87

Prioritization Sales Training Meetings Sales 87

Customer Think

OCTOBER 9, 2023

In today’s fast-paced digital landscape and with greater than ever pressure to prove impact, marketing professionals face an ongoing challenge: how to allocate their resources effectively to maximize return on investment (ROI). With countless channels, platforms, and strategies available, it’s crucial to make informed decisions that yield the best results.

Marketing 116

Marketing Digitalization Decision-making 116

RAIN Group

OCTOBER 11, 2023

Sales enablement teams regularly struggle to provide sellers with the skills and tools needed to get results like building pipelines , closing sales , growing accounts , and increasing win rates. It's a challenge to ensure sales training achieves desired outcomes, whether sales enablement is a team of one or many. Training programs must be developed, facilitators prepped, and programs delivered.

Facilitation 74

Facilitation Sales Training Sales 74

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.

Marketing

The Center for Sales Strategy

OCTOBER 10, 2023

We’re so proud to be celebrating Women in Sales Month once again. For each week in October, we have an amazing slate of women sales leaders who will be sharing their unique insights. From offering advice for sales managers new and more experienced to surveying the anticipated landscape of sales in the years ahead, when it comes to Improving Sales Performance, these ladies know how it's done.

Sales Management 80

Sales Management Organization Management Sales 80

Sales Gravy

OCTOBER 13, 2023

Silence Isn't Awkward— It's A Powerful Tool In this episode of the Sales Gravy Podcast, Keith Lubner, Sales Gravy Executive VP, and Jessica Stokes, Sales Gravy Master Sales Trainer, discuss strategies that leverage discomfort on sales calls to drive engaging conversations and achieve better outcomes. By intentionally using silence, sales professionals can prompt prospects to actively engage and lean into the conversation.

Sales 86

Sales Meetings 86

Customer Think

OCTOBER 9, 2023

When one in five of your customers speak something other than English as their first language, providing bilingual customer support is critical. Without it, you risk taking a hit to your CSat scores, your brand loyalty, and your bottom line. But what mix of live agents versus AI is best for your business? And how […] The post Bilingual Customer Support: Where Live Agents and AI Coincide appeared first on Blue Ocean.

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78

The Great Game of Business

OCTOBER 7, 2023

MiniGames™ are a crucial part of The Great Game of Business. Find out why gamification works when trying to overhaul your company culture with our guide.

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79

Advertisement

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.

B2B