Strategic Account Management Association

OCTOBER 26, 2021

By Dominique Côté, Founder and CEO, Cosawi Consulting. In our organization’s work, we see much confusion and lack of clarity on executive sponsorship, even when it is in place. Clarifying the executive sponsor role, behaviors (internally and externally) and expectations is critical if we wish to leverage the role as an accelerator and create executive accountability within the account team.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Software Sales Guru

OCTOBER 25, 2021

The Cost of Sales Discussing costs is a part of every sales cycle, and many sellers bring in the cost of the status quo to help justify the price. Yet we rarely look at our own costs to pursue leads that may never close. Think about all zombie accounts that hang out on your forecast for months or years that will never close. Pursuing them. Read more.

Sales 147

Sales Software Software Management 147

Mike Kunkle

OCTOBER 24, 2021

It’s a cruel twist of fate for senior sales and revenue leaders that as the year barrels toward a close with urgency to maximize the remaining time, that strategic and tactical planning for the next year must happen at the same time. At a minimum, these leaders must tackle quota setting, territory optimization, account assignments, account plans, any compensation plan updates, go-to-market strategy shifts, tactical plans, playbooks, and more.

Prioritization 130

Prioritization Sales Sales Analytics Sales Training 130

Customer Think

OCTOBER 29, 2021

Tools for Excavating Sources of Next Generation Loyalty Marketers have an overly optimistic perspective on customer loyalty and their implementations of customer loyalty programs. The reality is that very few customers are loyal and much of what we speak of as customer loyalty is no more than repeat transaction behavior. Customer Loyalty Programs Are Really […].

Marketing 145

Marketing Innovation 145

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.

The Center for Sales Strategy

OCTOBER 26, 2021

About half of all sales reps don’t achieve their yearly quotas. Reasons for not hitting quota vary from not having enough opportunities in the sales pipeline to not following a sales process. Additionally, sales quotas have risen, yet the percentage of reps making their quota has fallen. If your salespeople aren't hitting quota, here are a few questions to ask yourself.

Sales 114

Sales Organization Banking 114

Engage Selling

OCTOBER 29, 2021

It’s one of the biggest challenges you face with a new customer: scouting out the landscape of their organization and determining who the decision makers are (and aren’t). And yet when I tell sellers they must broaden their conversations to … Read More » The post Build Bridges, Not Tunnels first appeared on The Sales Leader.

Organization 113

Organization Sales Client Relationships Sales Leadership 113

Customer Think

OCTOBER 27, 2021

Photo by Pexels, CC0 1.0 During the pandemic, many people have had to work from home and companies have had to let thousands of people go in their roles. Bringing those employees back into the office after so long at home is not going to be an easy feat for a business. There are going […].

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144

Kainexus

OCTOBER 28, 2021

Most leaders would agree that culture is an essential element of the success of any organization. However, in a study by the HR company, Hayes, 46% of employees cited culture as the reason they quit their job. Clearly, there is room for improvement when it comes to workplace culture. Before we get into the signs and symptoms of a dysfunctional culture, it is helpful to outline what culture does in business.

Organization 109

Organization 109

Sandler Training

OCTOBER 26, 2021

Mike Montague interviews Sharina Perry, CEO and Inventor of Utopia Plastix, on How to Succeed at Supply Chain Management. . The post How to Succeed at Supply Chain Management [PODCAST] appeared first on Sandler Training.

Supply Chain 109

Supply Chain Management Sales 109

The Center for Sales Strategy

OCTOBER 27, 2021

Continuing season 5 of the Improving Sales Performance Series, host Matt Sunshine and co-host Stephanie Downs, continue to focuses on celebrating #WomenInSales for the month of October. Guests Lori Clark, Director of Local Sales at KHOU-TV; TEGNA - HOUSTON, and Dana Nagel, Director of Sales, TEGNA/WKYC Media join the show to share their insight, tips, and knowledge on various topics that help companies improve sales performance.

Media 102

Media Sales 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 27, 2021

Every year, Content Marketing Institute and Marketing Profs release their latest B2B marketing research. This year the report includes a chart of current B2B content marketing challenges. A few of them surprised me as I thought (or hoped) we had beaten.

B2B 143

B2B Marketing Digitalization 143

Planview

OCTOBER 28, 2021

PMOs are in a state of transition: ever shifting to support different teams, ways of working, strategic objectives, transformation programs, priorities, and more. Managing this level of complexity and constant change requires a modern approach to PPM – one that positions the PMO to become a more strategic creator of business value. “ The Insider’s Guide to Modern PPM ” defines what this means and the competencies needed to confidently and effectively traverse the journey.

Government 105

Government Facilitation Stakeholders Decision-making 105

Help Scout

OCTOBER 27, 2021

The relentless customer with suspiciously sharp teeth, and the disturbing silence of an empty inbox. Three support stories to scare any customer service professional this Halloween.

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104

Sandler Training

OCTOBER 29, 2021

You may not realize it, but your team’s CRM can help you to overcome the “winging it” problem, standardize your team’s sales process, speed up sales cycles, improve close ratios, and increase revenue. The post How Your CRM Can Help Your Team Sell More appeared first on Sandler Training.

CRM 104

CRM Sales Leadership Management 104

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 24, 2021

The most important future shoppers can’t yet drive. But they buy. Can retailers steer them to the store? The oldest members of the next generation of consumers, Generation Alpha, were born in 2010, yet in just a decade they’ve learned to become smart online shoppers. In 2020, 81% of children under the age of 12 were reported […].

Customer Experience 134

Customer Experience Retail 134

Kainexus

OCTOBER 27, 2021

Value stream mapping (VSM) is used to visually depict, analyze, and improve the flow of materials and information through end-to-end processes. It is an effective method of identifying waste and opportunities for error. It is used by companies who have adopted the Lean Manufacturing or Lean Sigma business methodologies, as well as by others who are practicing continuous improvement.

Manufacturing 104

Manufacturing Stakeholders Management 104

SBI Growth

OCTOBER 27, 2021

What sets CEOs of high-growth companies apart in 2021? Much of it comes down to focus and conviction.

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133

The Center for Sales Strategy

OCTOBER 25, 2021

According to a LinkedIn report, women represent 39% of the workforce in sales – and only 21% of Vice Presidents in Sales are female. The State of Women in Sales report shows that the sales industry has the second largest gender equity gap in America. Why aren’t more women in sales? Aside from being a demanding career, sales professionals are up against a lot of biases accusations such as being “manipulative,” “pushy,” and “dishonest.

Sales 96

Sales 96

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

Customer Think

OCTOBER 27, 2021

(If you've decided to add thought leadership marketing in 2022, or if you need to improve your thought leadership program next year, the time to start planning is now. This post describes three steps B2B marketers can take to elevate their thought leadership efforts in 2022.) It's now abundantly clear that compelling thought leadership content […].

Leadership 131

Leadership Marketing B2B Digitalization 131

Help Scout

OCTOBER 26, 2021

SaaS customer support has a deeper impact on your business's key metrics than you might think. Here's why it’s important and how to do it well.

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113

Revegy

OCTOBER 28, 2021

We recently sat down with Matt Webb, Sales Productivity Specialist for Mentor Group, to discuss what a great coaching strategy looks like. We learned about overcoming barriers to coaching, how to build a better coaching framework, and more. Would you believe that a 5% shift in performance of the core performers yields over 70% more […]. The post [Webinar] Sales Coaching for Stronger Performance appeared first on Revegy, Inc.

Sales 98

Sales 98

Planview

OCTOBER 27, 2021

In case you missed it, Planview’s premier customer conference was bigger and better than ever this year! The virtual event attracted almost 2,800 registrants from more than 45 countries on Sept. 21-22. On the jam-packed agenda were several presentations, customer stories, and roundtable discussions aimed at supporting Agile leaders at all levels of the organization.

Meetings 98

Meetings Organization Management Customer Value 98

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

Customer Think

OCTOBER 24, 2021

This is my 750th blog post on this blog and I wanted to write about something that I absolutely love. I absolutely love watching movies and have been a James Bond movie fan almost since the first time I watched him on screen (since Sir Sean Connery br.

Leadership 127

Leadership 127

Peter Simoons

OCTOBER 24, 2021

In a recent virtual coffee call, I was asked how to organise a governance structure for a collaboration of 10 competitors. It was a situation in which the companies agreed to work together to solve a technical challenge that they were all facing. The final solution would be to benefit all of them.

Value Proposition 98

Value Proposition Government Communication Stakeholders 98

Hubspot Sales

OCTOBER 26, 2021

Have you ever considered opening an online boutique or storefront? Maybe you already run a small business that you’re looking to move or expand online. Or maybe you’re just looking to open and run an online store of your own. How to Start an Online Boutique. Although this process may seem a bit intimidating, it doesn’t need to be. That’s because there are a number of ways you can start an online store that works for you and your budget.

Suppliers 98

Suppliers Profitability Advertising Small Business 98

Revenue Storm

OCTOBER 26, 2021

Revenue Storm has been studying coaching for years across different cultures, companies, and geographies. We evaluated why some leaders coach better than others. We even considered whether coaching is a learned skill or a function of someone’s personality traits. The good news is, while some personality traits make it easier to coach, coaching is a skill anyone can learn.

Value Proposition 78

Value Proposition Brainstorming Sales Communication 78

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

Customer Think

OCTOBER 24, 2021

Are you interested in increasing your eCommerce sales in 2022? If so, you’re not alone. Business owners and marketers across all industries understand that they would have a tough time reaching their target audience and securing more sales without digital marketing. The way market to our customers has changed dramatically over the last several years. […].

eCommerce 124

eCommerce Digitalization Sales Marketing 124

Kainexus

OCTOBER 26, 2021

Organizations turn to the Six Sigma business methodology to reduce variation, eliminate defects, and make operations more efficient and effective. One of the cornerstones of Six Sigma is the DMAIC process improvement cycle. DMAIC stands for define, measure, analyze, improve, and control.

Organization 90

Organization 90

Help Scout

OCTOBER 28, 2021

Zendesk is the biggest, but that doesn’t mean it’s the best. Check out our list of 9 Zendesk alternatives to consider for your support team.

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99

Crank Wheel

OCTOBER 27, 2021

Follow this guide to discover - and avoid - nine virtual selling blunders that make customers think twice.

Virtual Selling 114

Virtual Selling 114

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