Force Management
SEPTEMBER 9, 2021
You may know the reason why a specific deal was won or lost, but can you and your account teams reverse engineer that process to improve results on the next deal? Is your team currently leveraging those insights to repeat successes and avoid known setbacks? Don’t scream at the scoreboard, or just tell your people what to do. Help your managers provide the how.
RAIN Group
SEPTEMBER 9, 2021
Referrals are among the top ways sellers get leads and new business, but many struggle with generating them consistently. Often, this is because they haven’t thought about why buyers should refer them. They don’t have a system in place for generating referrals. We know our buyers rely on colleagues, associates, and friends to recommend providers. So when a prospect comes to us via this route, some of the work is already done for us.
Holden Advisors
SEPTEMBER 8, 2021
As a strategic account manager, you take the long view in working with your customers to ensure that each of them gets the right solution. You invest time in evaluating your customer's business and sourcing the best team internally to configure a valuable solution. It takes teamwork, planning, and execution. When it’s time to close the deal, procurement is introduced into the process and now runs the relationship and the deal – and they only focus on the price.
Customer Think
SEPTEMBER 8, 2021
“How can I know if we’re really customer centric?” As with many things in life, there are multiple ways to address this inquiry. But what I like to do is to ask companies 3 simple questions to help them find out if they’re really as customer centric as they would like to be.
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.
Help Scout
SEPTEMBER 7, 2021
Just because a customer clicked a smiley face in your post-service feedback survey does not mean you gave them high-quality service. They might love the product, and your service is just okay enough not to make a difference. Or they might be very happy with an answer, not knowing you’ve given them incomplete or out-of-date information.
Engage Selling
SEPTEMBER 10, 2021
I want to share with you a concerning trend involving your prospects’ trust and what you can do to fix it. We are indeed seeing issues involving trust from buyers right now. Who can blame them? It’s an incredibly volatile … Read More » The post Do Your Prospects Trust Themselves? | Sales Strategies first appeared on The Sales Leader.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Customer Think
SEPTEMBER 6, 2021
I had a recent experience with a prospective client. They are a large global (bricks and mortar to digital) retailer who told me that they needed to map their “end-to-end customer journey” They said they wanted a “deep understanding of the emotional experience” and “how they could improve this journey for existing customers and prospects”, […].
OnStrategyHQ
SEPTEMBER 10, 2021
The pandemic has shaken the core of many organizations. It’s provided an additional strain to already stretched non-profits and private organizations. Organizations like food banks, non-profits that provide medical and social services, and other organizations that fight poverty faced un-relenting strain and reduced resources in one of the world’s greatest times of need.
ClearPoint Strategy
SEPTEMBER 8, 2021
Have you ever initiated a project you were sure would be a huge success, but that never reached its potential because deadlines were missed and budgets were busted? This is where the value of good project management becomes clear. Having a structure in place to launch and complete projects that align with your strategic plan is critical to achieving your goals.
Peter Simoons
SEPTEMBER 6, 2021
Tip 18: Create an Internal Strategic Alliance Definition. As mentioned in the previous post , clear communication is the cornerstone towards the success of your partnership. Part of the art of clear communication is using terms that you and your partner, in theory, both understand and have a clear definition of. All too often, we assume that your understanding of a term is also their understanding of the same term.
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
Customer Think
SEPTEMBER 10, 2021
Video marketing is the current trend, bolstered by social media platforms such as TikTok and YouTube, which are putting video at the center of our everyday lives. In business, the benefits of making website landing pages more interactive and integrating video into more traditional marketing campaigns have been discovered. Video content has never been more […].
OnStrategyHQ
SEPTEMBER 10, 2021
Most of the OnStrategy Team lives in Nevada, so we know a thing or two about gambling (and sometimes you can get lucky!!). However, most leaders prefer to play it safe with the future of their companies. We suspect you feel the same way. The problem for most organizations, and many of our clients, is great market data is too expensive and time consuming to gather.
ClearPoint Strategy
SEPTEMBER 6, 2021
Technically, a budget is simply a spending plan, forecasting the estimated revenue and expenses for a local government over a specified future period. But in reality, it’s so much more than that. Good financial management is key to realizing an individual community’s vision, and the budget is among the primary tools guiding that pursuit. Not only does it help maintain financial accountability for local leaders, but it also represents plans for the future of the community at large.
Hubspot Sales
SEPTEMBER 6, 2021
A successful career in real estate is rooted in trust — developing a reputation as a knowledgeable, experienced, adept, and attentive advisor and advocate. But how can you project those qualities to your potential clients? How can they know for sure you know what you're doing? Well, one way to get there is through pursuing something known as a real estate designation — a prestigious credential that identifies you as an expert in your field.
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.
Customer Think
SEPTEMBER 8, 2021
Customer service is one of the most important elements of a healthy business. Unfortunately, it also tends to be the aspect of business that gets neglected for sexier components like marketing, branding, sales, and innovation. But if you extract more value out of your customer service, good things will happen for your business. 4 Ways […].
Sandler Training
SEPTEMBER 8, 2021
Mike Montague interviews Sophia Stone on How to Succeed at Experiential Learning. The post How to Succeed at Experiential Learning [PODCAST] appeared first on Sandler Training.
The Center for Sales Strategy
SEPTEMBER 7, 2021
Sales organizations have evolved over the years, and the old hierarchical structure just won’t do anymore. A successful sales organization structure allows you to maximize your profit. This article will help you get started.
Hubspot Sales
SEPTEMBER 10, 2021
Franchisor-franchisee relationships don't start vaguely and arbitrarily. Establishing a franchise involves more than a handshake, trust, good intentions, and an unspoken understanding of what both parties expect out of their relationship. It requires a record of clear, legally documented protections and obligations to set things in motion. That record is referred to as a franchise agreement.
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.
Customer Think
SEPTEMBER 8, 2021
A growing number of marketing leaders now believe that driving business growth is the raison d'etre of the marketing function. Recent research shows that the pressures on marketers to deliver on revenue growth have become intense. A 2021 global surv.
Sandler Training
SEPTEMBER 10, 2021
In Sandler, we have identified three elements that are required for success in selling we call it B.A.T. The post The DNA Of a Sandler Trained Professional Salesperson appeared first on Sandler Training.
Sales Gravy
SEPTEMBER 8, 2021
On this episode of the Sales Gravy Podcast, Jeb Blount, author of Virtual Selling, discusses the power of collecting video testimonials from your customers with film maker and producer Bruce Himmelblau. You'll learn just how easy it can be to grab these short videos and leverage them to close more sales. On this episode of the Sales Gravy Podcast, Jeb Blount, author of Virtual Selling, discusses the power of collecting video testimonials from your customers with film maker and producer Bruce Him
SuperOffice
SEPTEMBER 6, 2021
The average length of a B2B buyer’s journey varies from 6 to 12 months. Before making a purchase, a customer makes from 20 to 500 media touchpoints. However, your success in getting people to buy from you has little to do with the effectiveness of your landing pages. Today, it’s about the way you assist your prospects on their path to purchase.
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.
Customer Think
SEPTEMBER 4, 2021
As studied earlier, computer networks are one of the most popular and well-researched automation topics over the last many years. But along with advantages and uses, computer vision has its challenges in the department of modern applications, which deep neural networks can address quickly and efficiently. 1. Network Compression With the soaring demand for computing […].
The Center for Sales Strategy
SEPTEMBER 10, 2021
- MOTIVATION -. "Don't find fault. Find a Remedy.". - Henry Ford. - AROUND THE WEB -. > War on Talent – Carson Tate. 3.6 million people resigned in May alone and workers in all job categories, from customer-facing service roles to highly professional positions, are actively or passively hunting at roughly the same rate, according to a Gallup analysis.
Sales Gravy
SEPTEMBER 8, 2021
On this episode of the Sales Gravy Podcast, Jeb Blount, author of Virtual Selling, discusses the power of collecting video testimonials from your customers with film maker and producer Bruce Himmelblau. You'll learn just how easy it can be to grab these short videos and leverage them to close more sales. On this episode of the Sales Gravy Podcast, Jeb Blount, author of Virtual Selling, discusses the power of collecting video testimonials from your customers with film maker and producer Bruce Him
NG Data
SEPTEMBER 6, 2021
Today, many banks are united by a common challenge: managing the limitations of their legacy cores and the operational, compliance, and customer personalization pitfalls associated with them. Monolithic legacy cores don’t offer the level of functionality that modern banking customers need, especially those favoring digital experiences in a post-pandemic world.
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.
Customer Think
SEPTEMBER 6, 2021
With the appearance of presales-focused tools and products, presales managers and leadership now have the opportunity to track activities and establish metrics. But what should be tracked? What should be the measures? Contemplate the foll.
CoSell
SEPTEMBER 10, 2021
Where’s that crystal ball when you need it? Imagine if we knew exactly which strategies and tactics would result in success. We’d have advance knowledge that would help our sales organizations sell smarter and work smarter.
Cosawi
SEPTEMBER 9, 2021
Creating Customer-centric Curricula. . Simplicity and sustainability are created when we move from role competencies and curriculum to customer centric curriculums. When looking at SAM’s competencies and skillset, many of our clients struggle to integrate and connect with the diverse competency models used by the different commercial or customer facing teams.
Crank Wheel
SEPTEMBER 8, 2021
The Icelandic bootstrapped startup CrankWheel has acquired all assets of the Danish startup Accordium. The acquisition (price undisclosed), includes technical infrastructure and intellectual property as well as the Accordium brand and customer base.
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.
Expert insights. Personalized for you.
62 
Let's personalize your content