Strategic Account Management Association

AUGUST 6, 2021

By Shahaboddin Wahdatehagh, Sr. Director Global Account Management, Aramex. Aramex is a leading global provider of comprehensive logistics and transportation solutions, headquartered in Dubai and listed on the Dubai Financial Market. Aramex services include international and domestic express delivery, freight forwarding, integrated logistics and supply chain management, and e-commerce solutions.

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

Software Sales Guru

AUGUST 2, 2021

Objections in Sales Presentations Overcoming objections is an important step in the sales process, but it’s one of the most dreaded parts of sales. No one likes handling objections, but when they come out of left field they can throw off your game – and your sales forecast. I’m going to make the argument that if you are getting regular objections and stalls from buyers, Read more.

Sales 147

Sales Software Software 147

Customer Think

AUGUST 4, 2021

Technology advancement, customer desires, and a host of other variables influence a Mobile App Development Company. The mobile app sector has grown into a massive economic model, and it is thriving. Because mobile phones are seen as a great potential for businesses, this article will look at the newest technical advancements in mobile app development. […].

eCommerce 145

eCommerce 145

RAIN Group

AUGUST 4, 2021

If you want to be a successful salesperson, you need to get comfortable with skepticism. Why? Because people have doubts about one another. In its Trust and Distrust in America report, Pew Research Center found that 71% of Americans think interpersonal confidence has worsened in the past two decades. Nearly half of Americans think the reason is unreliability.

Sales 137

Sales 137

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

AUGUST 5, 2021

“I was working longer and longer hours just to keep up.” “The tiniest thing would set me off.” “I felt trapped and helpless.” “I had a sense of tunnel vision.” “I told my manager, and all they said was, ‘You’re doing a good job, don’t worry about it.’” “I get to the point where I just don’t want to do anything. A snowball of apathy.” “I came back from sabbatical, and the workload was the same but my perspective was so different.”.

Decision-making 135

Decision-making Management Facilitation Prioritization 135

Sales Readiness Group

JULY 31, 2021

The success of a sales training initiative is based on multiple considerations as noted in my prior blog posts: How to Choose the Best Sales Training Company. 4 Key Factors to Create a Sales Training Program That Delivers Results. In reflecting on these posts, I quickly realized that that not all criteria carry an equal weight, and that the “X Factor” that makes for an outstanding training program is the facilitator.

Sales Training 127

Sales Training Facilitation Sales 127

The Center for Sales Strategy

AUGUST 2, 2021

Every manager or business leader has their own style of managing their teams. While some managers believe in empowering their subordinates with autonomy, others like to keep the discretion to themselves. However, the smartest of managers are those who keep modifying their management styles with the latest workplace trends. Speaking of workplace trends, you already know that a lot about workplaces are changing at a swift pace.

Management 124

Management Remote Working Sales Leadership Sales Management 124

Engage Selling

AUGUST 6, 2021

“Follow every step of this bulletproof routine every day and you’re sure to become a high performer in sales.” That, my friend, is terrible advice. And yet that kind of guidance keeps getting spread around as though it’s the plain … Read More » The post You Must Own Your Profession first appeared on The Sales Leader.

Sales 123

Sales Sales Leadership Leadership 123

Hubspot Sales

AUGUST 2, 2021

Now that the world is opening back up, it’s time to get out there and meet your customers face-to-face. For many newer customers, this might be their first time getting to spend time with you — especially as conferences have moved online. Creating that connection is invaluable. But before you book that plane ticket, it’s essential to create a plan. Planning the perfect customer visit will ensure that you meet your goals and that your customer meeting will be successful.

Meetings 129

Meetings Leadership Software Software 129

Customer Think

AUGUST 1, 2021

As we make our way through 2021, our Artificial Intelligence (AI) and Business Intelligence (BI) dreams are turning into a reality. Bots, machine learning, predictive models, and big data all impact businesses daily. But are these technological advancements making brands appear less caring? Less real? Less human? It’s a valid concern, especially when the latest […].

Artificial Intelligence 139

Artificial Intelligence Marketing Digitalization 139

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

AUGUST 5, 2021

A large study by Flexjobs recently showed that 27% of employees would be willing to take up to a 20% pay cut just to continue working from home, and 81% reported that an employee who offers flexible work options would get significantly of their loyalty. Supporting studies from Gartner also show that 82% of company leaders intend to support a hybrid workplace.

Remote Working 121

Remote Working Marketing Sales 121

Quip

AUGUST 6, 2021

Quip believes that diverse and inclusive teams are essential to build the best product, to meet our business goals, and to create a work environment where people from all backgrounds can feel like they belong. That's why, six years ago, we created the Quip Diversity Scholarship for students pursuing careers in STEM, and why we're excited and proud to announce that applications for 2021 will be accepted through September 5, 2021.

Meetings 122

Meetings Organization 122

Kainexus

AUGUST 5, 2021

Most companies today work to improve their performance continuously. The basis of this improvement is practical problem-solving. Unfortunately, many organizations are not very adept at solving the day-to-day, year-to-year problems that they face. Most are very good at emergency firefighting but not as effective at solving the root causes and ensuring that problems don't recur.

Organization 110

Organization Software Software 110

Customer Think

AUGUST 1, 2021

In June, an international coalition of consumer rights organizations and data protection experts called for a ban on “surveillance-based advertising.” Are you surveilling the future of your micro-marketing? The most nimble companies are, and this will likely change how online advertising works, soon. More tech companies are placing consumers at the center of the advertising […].

Advertising 138

Advertising Marketing Organization Digitalization 138

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

The Center for Sales Strategy

AUGUST 6, 2021

- MOTIVATION -. "Focus on being productive instead of busy.". - Tim Ferris. - AROUND THE WEB -. > 10 Effective Ways to Say "Looking Forward to Hearing from You" – HubSpot. Your sales process is only as strong as your communication skills. Prospects receive so much outreach from salespeople, it's important to keep your messaging fresh and eye-catching.

Sales 118

Sales Communication 118

Sales Gravy

AUGUST 2, 2021

On this episode of the Sales Gravy Podcast, Jeb Blount who is the author of People Follow You, sits down with Wanda Wallace, author of You Can't Know it All. In this power-packed conversation Wanda and Jeb discuss why exceptional leaders don't need to have all of the answers. Instead, top leaders focus on making themselves obsolete through coaching and developing a team of experts who know how to get the job done.

Leadership 109

Leadership Sales Sales Leadership 109

OnStrategyHQ

AUGUST 6, 2021

With Fall right around the corner, we decided to take a minute and reflect on the summer memories we all gathered this year. Each of us took a bit of R&R, recharging our batteries for the coming fall planning season. Here’s a quick wrap of our team’s favorite memories from Summer 2021! Connie: “We took a family family trip for my 50th birthday!

Marketing 105

Marketing 105

Customer Think

AUGUST 6, 2021

I love working with engineers (and any other technologists who think like one). I always have. Why? Because they’re logical. Straightforward. They hate BS. Which is why they have so much trouble making marketing work; they believe that they have to pra.

Digitalization 134

Digitalization Marketing 134

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

AUGUST 4, 2021

Having a great company culture in today’s economy is not just a luxury, it’s a necessity. The Center for Sales Strategy (CSS) is known both internally and externally for our incredible culture — especially as a fully remote company. How do we do it? How did we build our company culture? This LIVE broadcast is from our annual staff meeting in Dallas, TX.

Sales 118

Sales Meetings 118

Sandler Training

AUGUST 3, 2021

Mike Montague interviews Hamish Knox on How to Succeed at Trials and Demos. The post How to Succeed at Trials and Demos [PODCAST] appeared first on Sandler Training.

Sales 103

Sales 103

Zendesk

AUGUST 6, 2021

Though the pandemic isn’t fully behind us, we’ve entered a new phase wherein we’re reevaluating whether or not to continue masking and when to return to the office, and what protocols should be in place for the next academic year. There are a lot of choices that inform what our ‘next normal’ may look like—and we’re attempting to answer these questions in the wake of our collective trauma.

Healthcare 98

Healthcare Insurance Decision-making Leadership 98

Customer Think

AUGUST 6, 2021

There are a trillion reasons why online retailers have to pack each delivery box with something that captures the emotion of the moment. The trick is making those feelings good ones, by seeing what the shopper sees when that package arrives. Online retail sales are predicted to reach nearly $910 billion in 2021 – up 13.7% […].

Retail 133

Retail Sales 133

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

Strategic Planning and Management Insights

AUGUST 3, 2021

Elevate is a private, not for profit agency based out of the American state of Wisconsin, working in the areas of substance abuse and mental health. The organization uses a comprehensive approach in an effort to prevent substance abuse and mental health problems, as well as helping both adults and children in recovery.

Profitability 98

Profitability Organization 98

Peter Simoons

AUGUST 1, 2021

Do you ever read press releases about alliances & partnerships? I can imagine you don’t, it is not the most attractive bedtime reading! I often do read them, see it perhaps as an occupational deformation. I always look for certain ingredients written in these types of press releases, particularly whether it is really an alliance or a partnership and what value is being generated for the customer?

Value Proposition 98

Value Proposition Healthcare Leadership Marketing 98

Zendesk

AUGUST 4, 2021

“Is SaaS the next big thing?” asked Eric Knorr in a piece for InfoWorld. The year was 2006. It was the year Amazon launched AWS, and Shakira’s Hips Don’t Lie topped the charts. The aftermath of the burst dot com bubble left a sour taste in investors’ mouths. Still, a new generation of enterprises was offering something that had already been revolutionizing tech: Software on demand, centrally hosted in the cloud and subscription-based.

Software 98

Software Software Decision-making Investors 98

Customer Think

AUGUST 6, 2021

For years, technologies like Apple’s Siri, Amazon’s Alexa, and Microsoft’s Cortana have helped users search the internet, schedule meetings, and remember important dates. Artificial intelligence technology has permeated not only daily life, but also business. It is a generational shift in technology, a wave as big as the internet. For salespeople in particular, artificial intelligence […].

Artificial Intelligence 132

Artificial Intelligence Internet Meetings Sales 132

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

Force Management

AUGUST 4, 2021

Five-time CRO John McMahon’s book, The Qualified Sales Leader: Proven Lessons from a Five Time CRO , has been at the top of sales leaders’ reading lists since it was published in April. McMahon recently joined John Kaplan on The Audible-Ready Sales podcast to discuss the book’s themes and key takeaways for sales leaders. Listen to their conversation here.

Publishing 98

Publishing Sales Sales Leadership Leadership 98

SBI Growth

AUGUST 5, 2021

The Impact of ‘The Great Resignation’ Despite record unemployment levels in 2020, the pandemic had led many professionals to reassess their career goals and job satisfaction, with 40% of global workers considering leaving their employer before the end of the year.1.

B2B 93

B2B Marketing Sales 93

Zendesk

AUGUST 3, 2021

Five or 10 years ago, only the most progressive companies had remote workforces, staffed by digital nomads who could work from sunlit balconies in exotic places. Most companies were reluctant to go that route—it took a global pandemic to shift their stance. A large reason for their reluctance was the reliance on IT teams and infrastructure. IT makes remote work possible, but hybrid workforces raise new challenges for IT leaders.

Future of Work 98

Future of Work Remote Working Logistics Digitalization 98

Customer Think

AUGUST 1, 2021

The customer is not always right. Yes; this approach for winning with the customer flips the age-old expression on its head. But I assure you it’s the only way to manage a customer service team as it’s allowed my department to deliver exceptionally high time-to-value and adoption rates, which of course are critical to customers […].

Management 132

Management 132

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