Strategic Account Management Association

FEBRUARY 3, 2022

By Richard Scheig, Chief Revenue Officer, Upland Software. The view from where I sit as Upland Software’s Chief Revenue Officer is a profoundly interesting one. Our revenue teams are physically distributed through time zones and countries, as well spread across 25-plus product lines that serve industries from healthcare to tech. These complex operations alone would be enough to keep anyone’s head buzzing.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

Holden Advisors

FEBRUARY 1, 2022

When determining product value, it’s important to go beyond cost and demand. Your customers’ perceived value matters too, especially if you want to build lasting business relationships. Have you ever walked out of a business feeling happy? If so, think about the things that made you feel that way. Was it the $5 you saved on your purchase or the ease and delight of doing business with them?

Decision-making 369

Decision-making Communication Customer Experience Marketing 369

Software Sales Guru

JANUARY 31, 2022

Relationships Take Too Long “I see the value of relationships, but sometimes I think that takes too long.” This statement was made by a salesperson in a Software Sales Bootcamp, and raised a key point of how to establish rapport with a buyer. I’ve listened to thousands of hours of sales calls, and I’ve heard salespeople try to break the ice by starting out with.

Software 147

Software Software Sales 147

SBI Growth

FEBRUARY 2, 2022

Last week, we assembled a group of Independent Board Members as part of SBI’s executive advisory board program. We focused on how these leaders are partnering with CEOs and their leadership teams in 2022, where they would like to see greater focus from the executive teams with which they partner, and how they’re helping their companies navigate the Great Resignation.

Leadership 134

Leadership 134

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.

Customer Think

FEBRUARY 1, 2022

Blockchain technology has been around since the early days of Bitcoin, which debuted in 2009 as the world’s first decentralized Cryptocurrency. Yet, it is more than just digital currency. Blockchain is a distributed ledger technology that can revolutionize modern business. But how fast will blockchain technology make its mark on the business world? According to […].

Digitalization 139

Digitalization 139

The Center for Sales Strategy

FEBRUARY 1, 2022

There's hardly any organization that would not want its salespeople to be well-groomed and highly presentable. Every employer understands well that in sales, the personalities of salespeople are vital in driving conversions. So, as someone looking to gain great success in sales, you need to work on your personality traits. But what are the best personality traits in sales that enhance the prospects of success?

Organization 126

Organization Sales 126

Help Scout

FEBRUARY 4, 2022

Every support person needs to know how to deal with difficult customers. Read about different types of difficult customers and the best ways to help them.

120

120

Customer Think

FEBRUARY 4, 2022

Every business needs a plan, and it’s no different when it comes to sales. While gut feelings and intuition might be a method to attract leads and close deals, what happens when they fail? To eliminate the need for guesswork and luck, a solid sales process needs to be established, ensuring consistency and a positive […].

Sales 123

Sales 123

The Center for Sales Strategy

FEBRUARY 2, 2022

This episode of Improving Sales Performance takes an interesting twist where host Matt Sunshine interviews a big competitor of The Center for Sales Strategy. And while we are competitors, there is one thing we absolutely agree on, and that is creating impact for clients. Tune in as Jim Doyle and Matt Sunshine discuss servant leadership, selling with a servant heart, and lessons to help sales leaders coach, lead, and manage servant heart sellers.

Sales 117

Sales Leadership Management 117

Engage Selling

FEBRUARY 4, 2022

Now is the time to get back to selling value! There has been no shortage of challenges over the last couple of years. From the pandemic, wildfires, storms, supply chain issues, lockdowns, and employee shortages, these have been some of … Read More » The post Getting Back to Selling Value | Sales Strategies first appeared on The Sales Leader.

Supply Chain 101

Supply Chain Sales Client Relationships Communication 101

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

Insightly

FEBRUARY 2, 2022

It’s important to monitor the level of engagement customers have with your product, service, or brand. When you make a sale, you need to know if people are engaging with your solution or product and having a positive experience. . Engagement is a predictor of whether or not that customer will stay with you, and possibly even refer you, so it can be a leading metric for future revenue and growth.

Onboarding 105

Onboarding Customer Experience eCommerce Prioritization 105

Customer Think

JANUARY 29, 2022

SaaS organizations are increasingly growing wise to the importance of customer success (CS) programs. Not to be confused with customer experience or customer service, customer success is how businesses conceive of the long-term success of their clients, achieved through direct collaboration with themselves as software providers. This article outlines how to plan and launch your […].

Customer Success 122

Customer Success Customer Experience Software Software 122

The Center for Sales Strategy

FEBRUARY 3, 2022

New business efforts are full steam ahead! As we help execute new business sales drives for different sales organizations from all over the country, we're uncovering a significant difference between how management feels this should be accomplished versus the salespeople charged with generating the revenue.

Sales 117

Sales Organization Management 117

Strategic Planning and Management Insights

FEBRUARY 4, 2022

Don't forget to think about this when you're implementing your strategic plan. My name is Anthony Taylor, and today I want to talk to you about a critical piece of the strategic planning puzzle that will dictate your team's certainty and ability to implement your plan. It's fundamentally resource allocation, as it relates to your implementation.

98

98

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

Flevy

FEBRUARY 4, 2022

The “Innovation Sandbox” is a powerful creative thinking tool to drive Innovation , pioneered by C.K. Prahalad. In fact, using this framework, industries and individual organizations can achieve breakthrough Innovation. It promotes exploration and experimentation–while under extreme conditions. For this framework to be implemented effectively, there are 4 core conditions that must be met: The Innovation must result in an offering of world-class quality.

Innovation 98

Innovation Healthcare Insurance Profitability 98

Customer Think

FEBRUARY 4, 2022

You receive countless emails with some basic level of personalization like including your first name. It’s no surprise why; 80% of customers are more likely to make a purchase when brands offer personalized experiences. You might notice other emails aimed at your age bracket, gender, location, or industry. But what if emails were personalized to […].

Marketing 117

Marketing Digitalization 117

The Center for Sales Strategy

FEBRUARY 4, 2022

- MOTIVATION -. "Some people want it to happen, some wish it to happen, others make it happen.". - AROUND THE WEB -. > Remove the Emotions and Plan With Confidence – The Great Game of Business Blog. One of the most critical values that ITR Economics provides is removing the emotion from your business planning. Every business leader faces ever-daunting questions, such as “is this the right decision?

Decision-making 116

Decision-making Business Planning Sales Management 116

Zendesk

FEBRUARY 2, 2022

Things were quiet in the store, until the incident. It was a lazy Saturday morning, and I was shopping at a local boutique after grabbing my usual latte. While I browsed racks of fuzzy sweaters, a woman huffed to the checkout counter. Uh oh , I thought. Within moments, the woman was shouting at an employee. She wasn’t just irritated—she was enraged.

Healthcare 97

Healthcare Management 97

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

Flevy

JANUARY 31, 2022

Mature markets, where the customer base begins to stagnate, call for structured Organic Growth founded on a superior Customer Value Proposition (CVP). CVP encompasses all that is gained by customers for the money they pay—material as well as intangible. Customer Value can be articulated by the equation: Customer Value = (Product Performance + Service Delivered + Image) / Price Paid.

Value Proposition 97

Value Proposition Customer Value Banking Innovation 97

Customer Think

FEBRUARY 4, 2022

As we look out over the horizon of 2022, one thing is clear — we can only move forward. We won’t just dust off old habits, even for workers who finally return to the office. As individuals, our mindset, our needs and our priorities have shifted. And companies in technology, financial services, logistics, and other […].

Logistics 117

Logistics Financial Services Customer Experience 117

The Center for Sales Strategy

JANUARY 31, 2022

Did you know that there are over 13 million people in sales-related roles across the US? The sales industry is undeniably a large and prominent feature across the US workforce. With everyone from high school students to millionaire CEOs involved in sales, it spans a huge breadth of society and drives our economy. But, there's a difference between working in sales and thriving in this industry.

Sales 112

Sales 112

Insightly

FEBRUARY 2, 2022

It’s important to monitor the level of engagement customers have with your product, service, or brand. When you make a sale, you need to know if people are engaging with your solution or product and having a positive experience. . Engagement is a predictor of whether or not that customer will stay with you, and possibly even refer you, so it can be a leading metric for future revenue and growth.

Onboarding 96

Onboarding Customer Experience eCommerce Prioritization 96

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

OnStrategyHQ

FEBRUARY 4, 2022

What are Sustainable Competitive Advantages? Sustainable competitive advantages are a set of assets, characteristics, or capabilities that allow an organization to meet its customer needs better than its competition can. Sustainable competitive advantages are difficult to duplicate or replicate. Sustainable competitive advantages answer the question, “What are we best at in our market?

Organization 96

Organization Meetings Innovation Customer Value 96

Customer Think

FEBRUARY 2, 2022

Trust is the basis of any valuable relationship with friends and family, employees and employers, customers and suppliers, and among partners. You entrust these parties to enrich your life, business, and growth. They entrust you to do the same. Trust is reciprocal. In particular, businesses rely on (a) customers to fund salaries, budgets, and dividends; […].

Suppliers 116

Suppliers Stakeholders Customer Experience 116

Help Scout

FEBRUARY 4, 2022

If you’re looking for a better option than Intercom for your business, we’ve got you covered. Take a look at these 13 Intercom alternatives.

102

102

Hubspot Sales

FEBRUARY 2, 2022

Any professional, across every field and experience level, needs to have a solid understanding of how they're compensated — after all, that's literally the reason you're working in the first place. Your base salary is one of the key elements you need to account for when getting that picture of your compensation package. Here, we'll discuss the concept a bit further, go over how it works, and see the average base salaries for some common sales roles.

Insurance 86

Insurance Sales Management Sales Management 86

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

Kainexus

FEBRUARY 3, 2022

More and more companies embrace the Lean methodology for continuous improvement and waste reduction. Whether your organization is new to Lean or you need to introduce the idea to new employees and provide ongoing skill development, a successful Lean training program is crucial. Some organizations opt to bring in a professional services group skilled in Lean knowledge.

Organization 84

Organization 84

Customer Think

FEBRUARY 4, 2022

How do we innovate in selling? How do we change, adapt new methods, approaches, even entirely new business models to engage our customers more effectively? How do we learn and grow? Sadly, too often, we don’t challenge ourselves with these questions. “If it ain’t broke…… ” The problem is, it IS BROKEN! [.]. The post Driving Innovation In Selling first appeared on Partners in EXCELLENCE Blog -- Making A Difference.

Innovation 114

Innovation Sales 114

Help Scout

FEBRUARY 4, 2022

Discover the top help desk features, learn how to evaluate them, and determine which are most valuable and necessary for your team.

Software 96

Software Software 96

Hubspot Sales

JANUARY 31, 2022

If your business were a plant, then total revenue would be the water it needs to grow. Although it's just one metric, it provides valuable insights into your selling strategy, pricing, and business growth. The statement above may seem obvious, but understanding total revenue and how to record and analyze it is less straightforward. Here, we'll discuss total revenue basics, how to calculate it, and where it differs from marginal revenue.

Profitability 82

Profitability Business Growth Retail Marketing 82

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