Strategic Account Management Association

JULY 13, 2021

By Dominique Côté, Founder & CEO, Cosawi & Principal, The Summit Group. Disruption Leads to Innovation. Disruption, although most times unwelcome, gives way to innovation. This last year has certainly proven this saying. Could the mother of creativity and innovation, in fact, be disruption? We have seen seismic shifts in industries like events and hospitality that have been devastated by the pandemic.

Account Management 591

Account Management Innovation Co-Creation Organization 591

Force Management

JULY 14, 2021

Build a process you and your managers can leverage to make your B2B sales talent a competitive advantage. The remote and hybrid work environment provides companies the opportunity to hire talent with fewer geographical restraints creating the ability for leaders to expand their talent pool. Your competition may be leveraging that talent pool to build its sales team, and may be swiping your top performers.

B2B 95

B2B Sales Organization Management 95

SmartKarrot

JULY 15, 2021

Any subscription product is built on recurring revenue, growth, and retention. For each product, it is important to have a comprehensive pricing strategy. This strategy needs to be a balanced one that does not leave the customer with a hole in the pocket and also not incur losses for the company. For this, it is necessary to know how much customers are ready to pay for the product.

Value Proposition 10

Value Proposition Customer Success Marketing B2B 10

Engage Selling

JULY 16, 2021

I’ve been emphasizing to a number of clients the importance of creating an “early warning system.” It’s a system that helps you identify and prevent client departures. And one of the biggest warning signs or triggers we have discovered is … Read More » The post Catching a Loss Before It Happens | Sales Strategies first appeared on The Sales Leader.

Sales 146

Sales Client Relationships Communication 146

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.

Customer Think

JULY 12, 2021

Basic. The classical definition is one of being fundamental in nature. Slang has turned this categorization into an insult. In either case, using the term “basic” to describe an organization’s customer service is not a positive thing. That’s not to say covering “the basics” isn’t important. In fact, the basics are the absolute starting point […].

Organization 138

Organization 138

Help Scout

JULY 13, 2021

Sometimes the customer service teams who are supposed to be solving problems somehow manage to make them so much worse instead. These are their stories — along with some tips to help you avoid ending up on this list next time we update it! 1. Running from responsibility The root of many terrible customer experiences is a company that is happy to collect money from a transaction but not to accept responsibility when things go wrong.

Decision-making 136

Decision-making Banking Media Customer Experience 136

Sandler Training

JULY 15, 2021

There is clearly a limited supply of raw materials and finished goods around the world at the moment. The post How to Sell Through Supply Chain Issues, Product Shortages, and Service Delays appeared first on Sandler Training.

Supply Chain 124

Supply Chain Client Relationships Communication Sales 124

Customer Think

JULY 13, 2021

Augmenting Retail space with intelligent technologies that can create an interactive and context-specific personalization experience. Technology-driven innovations ranging from one-click ordering to personalized recommendations to smart speakers to anticipatory shipping are redefining shopping. Modern technologies like AI, VR, IoT are enhancing the intelligence of the products and services.

Retail 137

Retail Innovation Digitalization Marketing 137

Nutshell

JULY 16, 2021

This fall, when we all unwrap our batch of new emojis with iOS 15, we’ll also say goodbye to something that’s been in the marketer’s toolbox for 20 years: the open rate. Apple’s new Mail Privacy Protection feature eliminates the ability for email marketers to measure opens. iOS Mail currently makes up 40% of email client market share. Add MacOS Mail to that, and half of email clients will soon be hiding open data.

Advertising 118

Advertising Marketing Small Business Software 118

The Center for Sales Strategy

JULY 16, 2021

- MOTIVATION -. "Success consists of going from failure to failure without loss of enthusiasm.”. - Winston Churchill. - AROUND THE WEB -. > It’s Going To Take More Than Sign-On Bonuses To Win The War For Talent – The Great Game of Business. The War for Talent is now in full swing. As the economy continues to reopen, companies have begun hiring again in earnest—driving the unemployment rate closer to pre-pandemic levels.

Onboarding 118

Onboarding 118

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

Sales Readiness Group

JULY 14, 2021

How do you prepare for a meeting with a CXO or other important executive? A friend of mine who is a senior investment banker at a major Wall Street firm once told me, “I prepare for each meeting like it’s the Super Bowl.” My friend then explained the massive amount of time he and his research team put into preparing for each important meeting. No wonder he routinely meets with CEOs, CFOs, Boards of Directors, and major investors.

Investors 118

Investors Meetings 118

Customer Think

JULY 15, 2021

Virtually all states have ended restrictions on public and indoor dining, and ravenous consumers have been responding. Restaurants sales reached $66 billion in April, a 30% increase from February and a 120% vault over April 2020. But how those dollars are spent, from the time of day to the method of payment, are different from […].

Sales 133

Sales 133

Hubspot Sales

JULY 12, 2021

Almost all tech salespeople were selling from home this past year, and several will continue to do so throughout 2021. Many sales professionals have come to appreciate the ability to connect with customers and partners remotely — whether that be online or over the phone. But the perks of selling from home come with a host of challenges as well — one of the most pressing being keeping up with self-care.

Sales 122

Sales Media Digitalization Remote Working 122

The Center for Sales Strategy

JULY 13, 2021

First, it was a phone call. Then an email. Finally, a text message. Was my wife trying to get a hold of me? No, it was my doctor's office. It was that time of the year — time for my annual check-up. Ugh! Does anyone get excited to have a physical done by your doctor? It's uncomfortable, a bit invasive, and he's going to tell me all of the things that I've done wrong in the last year that I already know, but I don't want to admit to myself.

Sales 117

Sales 117

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

Sandler Training

JULY 14, 2021

The best negotiators always start negotiation by negotiating with themselves. One of the communication tools that will help you better understand yourself and how others communicate with you is called DISC. The post DISC: A Powerful Negotiating Tool appeared first on Sandler Training.

Negotiation 120

Negotiation Communication 120

Customer Think

JULY 12, 2021

The world of marketing is always changing, and businesses must keep up. Today, more and more brands are beginning to realize the benefits of a symbiotic relationship with one another through collaborative marketing. What is collaborative marketing? It’s a special relationship between two brands with similar interests where parties combine their strengths to their benefit. […].

Marketing 133

Marketing Digitalization 133

Help Scout

JULY 15, 2021

When thinking about education, most of us tend to think only about teachers and other administrative staff — frontline workers, so to speak. It makes sense; frontline educators are incredibly important and often underappreciated. In reality, the education ecosystem is like an iceberg: What you see is just a small fraction of the whole. In order for frontline educators to do their jobs successfully, they need access to things like books, software, and various other supplies.

Energy and Utilities 113

Energy and Utilities Prioritization Decision-making Stakeholders 113

The Center for Sales Strategy

JULY 15, 2021

The Improving Sales Performance Series focuses on helping sales leaders make an IMPACT on their sales performance through insight on four key areas: people, process, planning, and performance. Each week, host Matt Sunshine speaks with guests on essential resources and tools that sales leaders should use to improve sales performance. In this episode, Victor Giacomelli, Managing Director, Ads + Research at SoCast Digital, discusses how sales leaders can make an IMPACT on their sales planning with

Sales 116

Sales Digitalization Management 116

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

Sandler Training

JULY 14, 2021

Many mentors (and mentees) resist asking an all-important question about the sales leader’s role: “Where are things most likely to go wrong?” And the answer is: “Wherever people are assuming that they already have all the answers.”. The post The “Superhero Syndrome” that Causes Sales Managers to Fail appeared first on Sandler Training.

Sales Management 119

Sales Management Management Sales Leadership 119

Customer Think

JULY 15, 2021

The wheel may be one of humankind’s greatest innovations, but keep in mind that it’s what the tool can do – not the tool itself – that guides history. This applies to high-tech inventions as well. Retailers thought digital shopping would forever alter consumer behavior, but actually, it’s the implicit capabilities behind e-commerce that are […].

Retail 132

Retail Innovation Digitalization 132

Flevy

JULY 15, 2021

Strategic Alliances are quite ubiquitous in businesses nowadays, but most of them often go unsuccessful. A Strategic Alliance is referred to as “an agreement between 2 organizations to share resources to carry out a mutually beneficial initiative.” The arrangement differs from a Joint Venture (JV) given that both firms in a Strategic Alliance remain independent.

Management 111

Management Negotiation Procurement Banking 111

The Center for Sales Strategy

JULY 12, 2021

You have a salesperson who has a great, positive attitude. The clients love them and they do a great job at getting that first appointment and building a relationship with clients. BUT they tend to use the same few solutions over and over. And when clients or coworkers come to this person with an issue, it ruins their day — it gets them completely off track, and they just can’t seem to find the way back.

Sales 107

Sales 107

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

Openview

JULY 15, 2021

The post Twilio Completes Acquisition of Zipwhip, a Leading Provider of Toll-Free Messaging in the United States appeared first on OpenView.

Acquisition 118

Acquisition 118

Customer Think

JULY 13, 2021

Architect, Frank Lloyd Wright, once quipped about technological innovation that, “if it keeps up, man will atrophy all his limbs but the push-button finger.” And Wright wasn’t wrong. Like many other information workers, I spend my days punching buttons on my computer keyboard – most frequently the “delete email” button. Sometimes I switch things up […].

Innovation 132

Innovation 132

Flevy

JULY 14, 2021

Do people always follow a rational linear process to come to a decision? Studies have suggested that a combination of Decision Making Models are used by people to reach quality decisions. Strategic Decision Making is a complex process with a lot riding on those decisions. Eliminating risk from Decision Making is unthinkable but radically enhancing chances of success is a realistic goal.

Decision-making 111

Decision-making Banking Management Marketing 111

Sandler Training

JULY 14, 2021

Keeping a client is typically ten times cheaper and easier than finding a new one. Here are five powerful behaviors you can build into your account plan to support better, more profitable, and more loyal business relationships. The post From “Customer Service” to Customer Success: Five Powerful Behaviors that Build Loyalty appeared first on Sandler Training.

Customer Success 106

Customer Success Account Planning Profitability Client Relationships 106

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

Zendesk

JULY 16, 2021

Messaging apps have the highest customer satisfaction rating of any support channel and their usage has skyrocketed. In fact, the volume of support tickets over WhatsApp alone jumped 101 percent in 2020, according to our 2021 Customer Experience Trends Report. Customers want to interact with companies over the same channels they use with friends and family.

e-Learning 105

e-Learning Internet Communication Small Business 105

Customer Think

JULY 15, 2021

Principal companies and affiliate marketers share the same SEO goal, which is to generate high-quality traffic. It’s a challenge to increase a company’s search volume, but your business can see some surprising results when implementing robust SEO techniques. An affiliate marketing program aims to direct traffic towards a website and the success of your affiliate […].

Marketing 131

Marketing Digitalization 131

SalesPop

JULY 16, 2021

As we continue our series on “win together,” let’s take a look at the fact that a major characteristic of winning together is the overcoming of one particular fear: the fear of transparency. Some employees fear that if they and their functions are fully transparent, they will be “seen for who they are” and easily replaced. This fear not only happens in sales, but everywhere including tech.

Digitalization 98

Digitalization Organization Management Sales 98

Sandler Training

JULY 14, 2021

When you’re in the middle of a prospecting discussion – that is, when you’re initiating the first real-time voice-to-voice engagement with a possible buyer – what is your goal? The post A Reason to Be Invited In appeared first on Sandler Training.

Sales 103

Sales 103

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