Sat.Apr 09, 2022 - Fri.Apr 15, 2022

?Mastering competing demands in strategic account management by embracing paradoxical thinking??

Strategic Account Management Association

By Javier Marcos, PhD, Director, Key Account Management Forum Strategic account managers face increasing pressure from their strategic customers in the form of enhanced quality of service expectations, growing product requirements and further customization of their offers, amongst others.

Improving Customer Experience Through the KAM Maturity Model


Your organization already knows that providing excellent customer experiences is important. But intermittent "Wow!" moments are no longer enough.


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Trending Sources

The Business of Expertise | One Step Ahead

Account Manager Tips

table of contents. The business of expertise How to ask a client for a referral What I'm reading Addicted to tabs? In other news Quote of the week Final word. The business of expertise I read a lot. I also take a lot of notes.

Weekly Roundup: Should Business Owners Be Raising Prices, Hiring Crisis + More

The Center for Sales Strategy

- MOTIVATION -. "I I walk slowly, but I never walk backward.". AROUND THE WEB -. > > Should Business Owners Be Raising Their Prices Right Now?– The Great Game of Business.

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Demystifying Intent Data to Drive Demand in B2B

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

Do salespeople have to “give” to “get”?

Software Sales Guru

Do salespeople have to “give” to “get”? 95% of salespeople and sales managers believe salespeople have to “give to get.” A review of recorded buyer/seller interactions debunks this sales myth. Why do we feel the need to “give to get?”

Engaging the Decision Makers

Engage Selling

??? Do you know who the decision makers are in the buying process? More and more individuals are involved in the buying decision than ever before. There are a number … Read More. The post Engaging the Decision Makers first appeared on Colleen Francis - The Sales Leader.

More Trending

Sales Pipeline vs Sales Funnel: Do You Know the Difference?

The Center for Sales Strategy

Often, a sales funnel and sales pipeline are confused. They are not the same, and both have a distinct purpose along the path to purchase. They both provide an incredible amount of intelligence when examined in part and as a whole.

The Value of Live, In-Person Training

Brooks Group

The Brooks Group was recognized by Investopedia as having the best virtual sales training in the country. So it may come as a surprise to learn that we actually recommend live training, at this moment in time.

Setting Yourself Up for Success in a New Sales Role

Revenue Storm

If you are not in a new sales role, you can benefit from this article too! In my many years of engaging global sales teams, I am now seeing the most fluid market of sales talent I have ever seen.

Break-even point | Definition, analysis, and formula


Starting a business can feel a lot like gambling. There’s a significant financial buy-in up top, and you need to take risks if you want to make money. But when you’re down on your luck in gambling or business, the short-term goal may simply be to break even.

The 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.

The Center for Sales Strategy Recognizes the Recent Class of Talent Superhero Winners

The Center for Sales Strategy

FOR IMMEDIATE RELEASE. sales talent talent superhero

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The effects of home office

MDI Training

An Interview on the effects of home office with Dr. Kilian Wawoe. Dr. Kilian Wawoe investigated the consequences of the increasing numbers of home office days for people and companies and the effects of home office.

Switching CRMs: the No BS, No Headache Guide


Whether you run a small business, are heading up a start-up, or planning a new CRM system for a large company, your CRM is key to your success. . If your current CRM isn’t working as well as it should, making a move isn’t easy.

CRM 72

How to Create and Implement a Process Improvement Plan


We get the chance to chat with managers and leaders who are faced with a wide variety of business challenges. One of the most common is the struggle to make meaningful change that lasts rather than quick fixes that don’t stand the test of time.

The Definitive Guide to the Top 4 Sales Enablement Metrics

See what metrics matter to increase productivity and revenue and your organization. This guide will help you stay data-driven while avoiding data overload.

4 Reasons for Restructuring Your Sales Team

The Center for Sales Strategy

A new sales structure can help improve productivity. Sometimes it becomes necessary to go back to the drawing board. Remind yourself what your original goals were for your team.

Sales 85

5 Ways AI Is Revolutionizing Digital Marketing

Customer Think

Artificial Intelligence (AI) seems to be an omnipotent phenomenon that influences a wide range of industries. The global AI market is predicted to snowball in the next few years, reaching a $190.61 billion market value in 2025.

Best CRM for Digital Agencies: Improve Client Experience with Insightly


Creativity and the quality of your ideas will help your agency attract the right prospects, but at the end of the day, how you manage your client relationships will determine the success of your business.

5 Actions to Create an Accurate Pipeline Management Program

SBI Growth

Pipeline Management is a critical exercise with which many organizations struggle. But those high-growth companies with consistent and disciplined pipeline management outperform their competition by 1.5x.

Organic Growth Strategy: How to Leverage Market Collateral Around Social Media

Speaker: Akilah Murrell, Sr. Director of Channel Marketing at Channel Maven

Join Akilah Murrell, Senior Director of Channel Marketing at Channel Maven, for this how-to session on engaging your buyer base through social media.

The Importance of Refueling at the Gemba


Continuous improvement work cannot exist in a vacuum. In order for the fire of change to burn hot and bright, it needs a fuel source.

Key Focus Areas for Accelerating Growth

Force Management

There’s not a sales leader out there who isn’t trying to accelerate growth. Even if you are working at a company that is driving record numbers, you're likely focused on ensuring you can scale that growth and avoid stalls.

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OKRs Vs. KPIs: Breaking Down The Difference

ClearPoint Strategy

Comparing OKRs vs. KPIs is a hot topic you’ll hear in performance management meetings, but it’s an apples and oranges discussion. While there can be overlap (more on that later), these two concepts are really very different. Keep reading to learn how. In this article. What is an OKR?

Mind Games

EcSell Institute

Why psychological safety is so crucial to student-athlete success. Ecsell Sports


The Ultimate Guide to Executive Recruiting

Sourcing the right executive candidates and filling key managerial roles in an organization can be difficult, even in the best of times. Download this eBook to level up your discovery process, talent sourcing, and strategies for reaching your best-fit candidates.

Why Customer Service is Important: 10 Reasons to Prioritize It

Groove HQ

If you’re serious about building a thriving ecommerce business, you’ll have to dedicate time and attention to customer service. The post Why Customer Service is Important: 10 Reasons to Prioritize It appeared first on Groove Blog. Customer Support

7 Key Content Marketing Trends 2022

Customer Think

Content marketing has indeed come of age. A decade ago, very few businesses used it as their core marketing strategy. Things today have changed drastically. Content marketing is a part of almost every business’s growth marketing plan.

4 Reasons Why Asking Questions Will Help You Have Better Sales Calls

Sales Readiness Group

Asking great questions is foundational to consultative selling, but for many sales reps, this is easier said than done. Selling Skills

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Apr 15 – Customer Success Jobs


Role: Vice President of Customer Success Location: Phoenix, AZ, US (Hybrid) Organization: Chime Technologies Inc. As a Vice President of Customer Success, you will drive customer success outcomes by influencing product adoption, customer satisfaction, and overall customer success.

The Business Case and Playbook for Data-Driven Sales Coaching

Sales coaching & learning is a wise investment, but also requires you to do it right. This eBook will serve as a springboard for your business case, playbook, and implementation plan as you consider an investment to improve data-driven sales coaching.

2022’s Best Help Desk Software: How to Choose + Many Options

Groove HQ

If you’re reading this article, you’re probably wondering which help desk software is right for you. We’re providing a criteria for choosing help desk software, as well as 7 of our top picks. The post 2022’s Best Help Desk Software: How to Choose + Many Options appeared first on Groove Blog.

Data-driven customer personas – unlocking the love

Customer Think

In business, we often talk about numbers. But what do those numbers mean? When it comes to an understanding your customers, data is key. By looking at your customer data, you can form real, data-driven customer personas.

The “SMART” Way to Scale Your Sales Team

Sandler Training

Here are six ideas that we share with sales leaders, each of which is built on the foundation of personal SMART goals. The post The “SMART” Way to Scale Your Sales Team appeared first on Sandler Training. Blog Posts Management & Leadership

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10 Customer Retention Books CSMs Must Read in 2022


“If your retention is poor, then nothing else matters.” – Brain Balfour (HubSpot). We have stressed it time and again – customer retention is key to the growth of a business! Good customer retention rate = product/market fit.

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12 Plays to Kickstart Your Recruitment Process

To stay ahead in this race, every recruiter needs a good playbook. In this eBook, we lay out 12 recruiting plays that can automate key steps in your recruitment process, helping you reduce both the cost and the time it takes to hire the best candidates.