Strategic Account Management Association

APRIL 12, 2022

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. To respond to these pressures effectively and to grow business with their strategic accounts, SAMs need … Continue reading ?

Account Management 520

Account Management Management Key Account Management Innovation 520

Software Sales Guru

APRIL 11, 2022

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?” This widely held belief is based on the idea of “qualifying” the buyer. Qualifying is extracting information for the seller’s purposes.

Software 147

Software Software Sales Management Management 147

Account Manager Tips

APRIL 11, 2022

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. But they all end up buried away in some folder far, far away from my memory. So, I decided to sign up for Readwise. Have you heard of it?

Account Management 130

Account Management Key Account Management Client Relationships Innovation 130

The Center for Sales Strategy

APRIL 15, 2022

- MOTIVATION -. "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. We asked the President of The Great Game of Business, Darin Bridges if he thinks business owners should be raising their prices right now. His response was, "hell, yes.". Protecting Margins Now, So You Can Fund Growth Tomorrow We've always had a saying at SRC.

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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.

Engage Selling

APRIL 15, 2022

??? 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.

Sales 110

Sales Client Relationships Negotiation Sales Leadership 110

Insightly

APRIL 15, 2022

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. Despite the compelling reasons to switch, organizations continually find themselves settling for what’s familiar. The simple truth is that switching CRMs can feel risky and costly at first glance – which means staying put feels like a safer choice than taking this leap in

CRM 98

CRM Onboarding Decision-making Finance 98

The Center for Sales Strategy

APRIL 11, 2022

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. Marketers and sales leaders that collaborate closely will learn that ensuring the sales funnel and pipeline are both full, healthy, and clean defines some of the biggest indicators of revenue success.

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Sales Marketing 123

Zendesk

APRIL 11, 2022

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. Break-even points exist across a variety of financial situations. Homeowners, investors, and stockbrokers all understand the line where financial investment meets financial return.

Insurance 98

Insurance Profitability Investors Manufacturing 98

Revenue Storm

APRIL 12, 2022

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. Great sellers are being attracted elsewhere with promises of more opportunity, compensation, and impact of their success. Others are moving to new roles in their own company for much of the same reason.

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Sales Value Proposition Decision-making CRM 78

Kainexus

APRIL 14, 2022

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. From the process operator’s point of view, things are changed frequently but rarely improved. This post is all about how to change that by adding structure, using supporting tools, and applying a few tips that have served our customers well.

Management 85

Management 85

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

The Center for Sales Strategy

APRIL 12, 2022

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. What objectives did you have that still have not been accomplished or that are no longer being accomplished the way they used to be? How can you fix problems and begin reaping the rewards you once had?

Sales 109

Sales 109

Hubspot Sales

APRIL 13, 2022

New Year's eve isn't the only time you can set resolutions for yourself or your business. When you're noticing a slump in performance, a lack of motivation, or an opportunity to grow in your career, try putting some business resolutions in place to get back on track. In this post, we give you 10 of the most revitalizing business resolutions to work toward this year. 1.

Emotional Intelligence 79

Emotional Intelligence CRM Meetings Publishing 79

Brooks Group

APRIL 14, 2022

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. Yes, we spent years developing a best in class virtual training, were first in the industry to bring in producer roles, have mastered the art of breakout rooms and upped the interactivity for our virtual trainings – but our client’s just love the live classroom. .

Sales Training 80

Sales Training Meetings Management Sales 80

Kainexus

APRIL 14, 2022

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. The CI Leader who spends all day behind a desk reading reports, creating A3s, and sorting through employee-submitted improvement ideas will find themselves running on fumes in the blink of an eye. We don’t run our cars without gas in the tank, so why do we try to run our continuous improvement work that way?

Leadership 81

Leadership 81

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

SBI Growth

APRIL 13, 2022

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. As CEOs evolve into commercial visionaries, executive teams are regularly reviewing out-of-quarter pipeline; involving their counterparts in Marketing, Product, Business Development, and Pricing to proactively get a foothold on weak areas and holistically solve for potential challenges.

Management 71

Management Organization Marketing 71

Force Management

APRIL 13, 2022

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. How do successful leaders ensure that they are able to maintain their company's growth rate over time?

Sales 74

Sales Management 74

Groove HQ

APRIL 11, 2022

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.

Prioritization 67

Prioritization eCommerce 67

Sandler Training

APRIL 13, 2022

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.

Sales 60

Sales Leadership Management 60

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

The Center for Sales Strategy

APRIL 13, 2022

FOR IMMEDIATE RELEASE.

Sales 111

Sales 111

Sales Readiness Group

APRIL 12, 2022

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

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Sales 62

Groove HQ

APRIL 13, 2022

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.

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Software Software 62

EcSell Institute

APRIL 12, 2022

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

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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

APRIL 15, 2022

We get it. Doing a SWOT analysis over and over every year can be a drain on your planning team. But, as you review your strategic plan and provide a refresh, it’s important to assess your current state, what’s working, what isn’t, and where there are opportunities to improve. So, we’ve created the Modified SWOT Analysis as an exercise to review and refresh your plan without completely redoing your SWOT every year.

Organization 52

Organization Marketing 52

PandaDoc

APRIL 14, 2022

Managing a sales team requires many complex skills. One of the most commonly encountered situations is related to document tracking. Picture this: you send a document to one of your colleagues which essentially informs them they have to come to a meeting. Your colleague does not attend the meeting and your superior calls both of you in. Who is at fault?

Sales 52

Sales Software Software Digitalization 52

Groove HQ

APRIL 11, 2022

In so many ways, it’s never been a better time to be in ecommerce. This is the era of the online store. Here's a guide to help you market better! The post 2022’s Best Ecommerce Marketing Strategies appeared first on Groove Blog.

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eCommerce Marketing 62

Zendesk

APRIL 13, 2022

No one teaches us strong sales practices when we’re little. Adults simply hand out boxes of chocolate bars to elementary school students and tell them that the one who sells the most will win a prize. That’s all they say. Then they send the students out into the world and wonder why seven-year-old Jimmy couldn’t meet his quota. It must be his work ethic, right?

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Onboarding Sales Sales Management Software 52

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

Crank Wheel

APRIL 12, 2022

We reached out to over 30 sales experts for advice on their top tips and techniques for cold calling. Read on to learn about the pre-call process, how to get over the anxiety and how to close the sale and follow up.

Sales 52

Sales 52

Aepiphanni

APRIL 12, 2022

With so many business management software options available for business management solutions, choosing the perfect one for your business or organization can be overwhelming options are endless. However, there are some standards you can set in place to make the most informed decision possible when it comes to a business management solution that’s right for […].

Software 52

Software Software Organization Management 52

The Congruity Group

APRIL 11, 2022

Meet Denise Freier. After more than 40 years of driving sales and customer relationships at IBM, Denise made her way to the Strategic Account Management Association. At its core, SAMA is focused on sharing best practices for, you guessed it, Strategic Account Managers. Whether it’s through conferences, free webinars or training services, SAMA is [.].

Account Management 52

Account Management Meetings Management Strategic Thinking 52

Zendesk

APRIL 13, 2022

The sales industry loves to throw around the word quota. So much success is measured by this one little word: how many sales you made, how much money you made, how many leads you made contact with, how many eyes saw your marketing. It’s a big deal to hit and maintain a quota. So, why are most companies neglecting the support systems needed to help their sales reps do just that?

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Sales Software Software Interpersonal Skills 52

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