Sat.Oct 23, 2021 - Fri.Oct 29, 2021

FROM EXECUTIVE SPONSORSHIP TO EXECUTIVE ENGAGEMENT

Strategic Account Management Association

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.

Reasons to Invest in Account Management Software

Kapta

The tools you choose to utilize will make or break your success. In the key account management world, all too often, we see that companies prefer to pair a customer relationship management platform with various software platforms to perform tasks and manage their clients.

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Six Key Themes for CEOs to Win the Growth Battle in 2022

SBI Growth

What sets CEOs of high-growth companies apart in 2021? Much of it comes down to focus and conviction. type-article topic-Revenue Growth Strategy

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The Cost of Sales

Software Sales Guru

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.

100 Pipeline Plays: The Modern Sales Playbook

For the first time, we’re sharing the winning plays that took us from scrappy startup to a publicly traded company. Use our proven data-driven plays to grow your pipeline and crush your revenue targets.

How to Succeed at Supply Chain Management [PODCAST]

Sandler Training

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.

What to do When Your Best Sales Reps Haven’t Hit Their Numbers

The Center for Sales Strategy

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.

More Trending

Build Bridges, Not Tunnels

Engage Selling

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).

How Your CRM Can Help Your Team Sell More

Sandler Training

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.

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When is Organizational Culture Considered Dysfunctional?

Kainexus

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.

How to Deliver Great SaaS Customer Support: Tips and Examples

Help Scout

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. Read the full article

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This Coming Holiday Season is Shaping Up to Have the Most Spending in History

As for what shoppers want to buy most, you'll have to read the “2021 Holidays Unwrapped” report by Klarna to find out. Download it here!

[Webinar] Sales Coaching for Stronger Performance

Revegy

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.

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Introduction to Loyalty Archaeology™

Customer Think

Tools for Excavating Sources of Next Generation Loyalty Marketers have an overly optimistic perspective on customer loyalty and their implementations of customer loyalty programs.

Value Stream Mapping Best Practices

Kainexus

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.

Terrifying Tales of Spooky Support

Help Scout

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. Read the full article

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Your Guide to Using Conversational Marketing to Drive Demand Generation

What is conversational marketing really about? This guide will examine the market forces at play, shifting buyer trends, how to leverage conversation marketing, and the tactics involved in adopting it for a B2B demand generation strategy.

Weekly Roundup: Tips for Communicating Change, Stats on the Future of Selling + More

The Center for Sales Strategy

- MOTIVATION -. The single biggest way to impact an organization is to focus on leadership development. There is almost no limit to the potential of an organization that recruits good people, raises them up as leaders and continually develops them.".". John Maxwell. AROUND THE WEB -. >

Employees Expectation – How to Overcome the Challenges of Returning to the Office

Customer Think

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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Make Your Sales Coaching Be in High Demand!

Revenue Storm

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.

9 Zendesk Alternatives for 2022 (with Side-By-Side Comparison Chart)

Help Scout

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. Read the full article

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LinkedIn + ZoomInfo Recruiter: Better Data for Better Candidates

Check out our latest ebook for a guide to the in-depth, wide-ranging candidate and company data offered by ZoomInfo Recruiter — and make your next round of candidate searches faster, more efficient, and ultimately more successful.

#WomenInSales Month with Guests Lori Clark and Dana Nagel

The Center for Sales Strategy

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.

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Current B2B Content Marketing Challenges to Beat

Customer Think

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. Blog Digital Marketing Editor's Pick

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Integrations to be thankful for

Zendesk

Here are the newest integrations from Zendesk to help your team provide great experiences. Parcel Panel. Parcel Panel (Support) is the best tracking app specially designed for millions of Shopify merchants, driving customer loyalty and increased sales by providing the best post-purchase experience.

9 virtual selling blunders that make customers think twice

Crank Wheel

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

A Recruiter’s Guide To Hiring In 2021

With vaccination rates rising, consumers spending more money, and people returning to offices, the job market is going through a period of unprecedented adjustment. As the New York Times observed, “It’s a weird moment for the American economy.” And recruiting professionals are caught in the middle. To make the most of this disruption, you need to understand the economic drivers, develop a strong strategy for unearthing valuable talent, and use the latest tech tools to get the job done. Read this guide to get your recruiting practice ready to thrive in the new normal.

#WomeninSales Month: Working in Sales as a Woman

The Center for Sales Strategy

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?

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What Customer Experience Will Generation Alpha Expect From The Mall?

Customer Think

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.

How to Collaborate Among Competitors?

Peter Simoons

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.

Reduce Company Silos in a WFH Business Environment

Force Management

The remote work environment is forcing sales leaders to motivate their teams and increase collaboration within groups and cross-functionally.

Reaching Unreachable Candidates

Speaker: Patrick Dempsey and Andrew Erpelding of ZoomInfo

What is ZoomInfo for Recruiters? Find and connect with the right talent to fill roles fast with more data, basic search, advanced search, candidate and company profiles, and export results. Watch this On-Demand Webinar today to see how ZoomInfo for Recruiters can work to get your talented candidates results.

Critical Considerations During the DMAIC Measure Phase

Kainexus

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.

Three Keys To More Successful Thought Leadership Marketing In 2022

Customer Think

(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.)

Follow the Money to Close 4th Quarter Deals

Sales Readiness Group

Willie Sutton, an infamous bank robber, was asked why he robbed banks, and he responded, "Because that's where the money is.". So why should you be extra diligent and motivated when prospecting toward the last quarter of a fiscal year? You guessed it because that's where the money is. Selling Skill

Top 10 Winning Pitch Decks from SaaS Unicorn Startups

SmartKarrot

You, as a startup, need growth and for growth you need funding. That is when the entire concept of pitch deck comes into play. When you have a winning pitch deck, it becomes a lot easier to convince your investors to give you a try and a plausible ladder to boost up your growth.

Increase Revenue with Faster Sales Onboarding

Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. This exclusive eBook, Increase Revenue with Faster Sales Onboarding, provides details on how to: • Achieve your sales organization's goals • Increase revenue • Avoid turnover • Give reps a path to success Download the eBook today!