Account Manager Tips
DECEMBER 28, 2021
Inherit Another Account Manager's Mess? 12 Ways to Clean it Up Now There’s nothing worse than inheriting a mess left behind by another key account manager. They're OK - they've moved on and don't have to deal with the fallout. But as the new key account manager, you're left to figure out where things went wrong, how to fix them and restore the client's trust. fast.
Customer Think
DECEMBER 31, 2021
Did you know?? By 2022, the global ML market is expected to be worth $8.81 billion. It’s not a surprise that Artificial Intelligence (AI) and Machine Learning (ML) are two of the top buzzwords in today’s technological world. But, how will the two technologies create innovation and change in the near future? Do you have […].
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SBI Growth
DECEMBER 29, 2021
As we look ahead to 2022, our team is hard at work on a “Top Trends” report that we’ll share early in January. Our intent? Sharing key themes and shifts in both growth strategy and growth execution as we consider what 2022 may hold for commercial leaders and their teams.
Engage Selling
DECEMBER 31, 2021
Having long studied the habits of top-ranked sellers and the changing nature of the marketplace, I’ve seen a steady shift in the power in buyer-seller relationships. Now, study after study confirms what I’ve been observing in the field: today’s buyer … Read More » The post How Are Buyer-Seller Relationships Changing first appeared on The Sales Leader.
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.
Hubspot Sales
DECEMBER 28, 2021
Due to the proliferation of marketing materials on the internet, the modern buyer is no longer dependent on salespeople for necessary purchasing decision information. Inbound salespeople see the need to personalize the sales experience to the buyer's context. Meanwhile, inbound sales teams recognize they must transform their entire sales strategy so they're serving the buyer.
Customer Think
DECEMBER 26, 2021
Seventy-five percent of salespeople believe that they could not do their jobs as effectively without current technologies, according to our latest research. Technology is essential in a world that relies on it to evolve and enhance the way sales teams connect and follow up with leads. Now artificial intelligence (AI) has become a key piece […].
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Flevy
DECEMBER 25, 2021
Potential opportunities always surround leaders. It is up to them to pounce on those or regret overlooking them when someone else takes advantage of them. Leaders’ personal beliefs and assumptions often clash reality. The trait is categorized as “confirmation bias” in Psychology , where individuals pick the data that supports their existing opinions and approaches and doubt information which defies their mindsets.
RAIN Group
DECEMBER 30, 2021
For most sellers, the focus of 2021 has been about adapting to the new sales environment. Those who got ahead in 2021 did so by adopting new methods to stand out and stay competitive. For many, this meant excelling in a virtual environment. But virtual selling is only one piece of the puzzle. Fundamental relationship-building skills and mastery of sales conversations, among many other factors, allowed savvy sellers to gain an edge.
Customer Think
DECEMBER 28, 2021
Low-code usage has been quickly expanding in recent years and it is expected to continue to dominate the software development market. The use of low-code web application development platforms is increasing due to a dearth of trained developers and increased demand for commercial apps. In recent years, there has been a greater emphasis on grooming […].
The Center for Sales Strategy
DECEMBER 27, 2021
It's hard to keep up with every article we publish throughout the year! So, today, we're making it easy by recapping the most popular sales process posts we've published in 2021. Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success.
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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
Jeb Blout
DECEMBER 30, 2021
To your customers, YOU are the company. Therefore, it is up to you to apologize for mistakes when things go wrong. It is in our nature as humans to save face. Few of us take any pleasure in admitting when we are wrong. It is especially difficult to apologize in embarrassing situations or when your customer is angry and confrontational. Customers, however, don’t really care about human nature or your pride.
Hubspot Sales
DECEMBER 29, 2021
Incentives are natural motivators — and sometimes, some "natural motivation" is exactly what your salespeople need to perform to the best of their abilities. That's why several companies leverage something known as incentive compensation : the practice of offering financial rewards for professional excellence. Here, we'll take a closer look at the concept, see some examples of what it looks like in practice, go over how you can put an effective incentive compensation plan together, and review so
Customer Think
DECEMBER 31, 2021
For the last decade, startups have been doing really well. Over the world, millions of startups are created by entrepreneurs. Thousands of startups are now generating millions of companies. “A company started by one or more than one entrepreneur, to provide products or services to the impunity. An early-stage venture called startup with limited resources […].
The Center for Sales Strategy
DECEMBER 29, 2021
Exceeding revenue goals is linked to developing new customers as well as increasing revenue from existing clients, today we are bringing you a recap of the most popular posts we've published in 2021 on key accounts and account list management. Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success.
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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.
Kainexus
DECEMBER 29, 2021
Policy deployment, known in Lean circles as Hoshin Kanri or Strategy Deployment, is a technique for ensuring that an organization's strategic goals and objectives drive activities at every level. The goal is to provide consistent direction and clear communications so that every employee pulls in the same direction (toward "True North") simultaneously.
Force Management
DECEMBER 28, 2021
Motivating and supporting sales teams in an ever-changing economic environment is no easy feat. Congratulations on making it through another year. As you settle into your new normal or continue to navigate ongoing change, here are a few topics that may help you stay the course.
Customer Think
DECEMBER 26, 2021
For some reason, B2B marketing content tends to lean more toward academia than literary license. Much of the content produced is dry, mechanical, and, well, academic. We think our content must exude professionalism because we sell complex, high-ticket.
The Center for Sales Strategy
DECEMBER 30, 2021
As we get closer to the New Year, we're taking some time to reflect on 2021 and the success we've seen our clients achieve. While many are enjoying this special holiday with family and friends, we're bringing you a recap of the most popular posts we've published in 2021. Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success.
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.
Kainexus
DECEMBER 27, 2021
John Shook, president of the Lean Enterprise Institute , is among those who describe Lean or the Toyota Production System as being neither top-down management nor bottom-up management. It's not about the boss telling people what to do, and it's not a system where employees are empowered to do whatever they want. Instead, an effective culture and management system has top-down AND bottom-up communication, decisions, and improvement elements.
Jeb Blout
DECEMBER 30, 2021
To your customers, YOU are the company. Therefore, it is up to you to apologize for mistakes when things go wrong. It is in our nature as humans to save face. Few of us take any pleasure in admitting when we are wrong. It is especially difficult to apologize in embarrassing situations or when your customer is angry and confrontational. Customers, however, don’t really care about human nature or your pride.
Customer Think
DECEMBER 26, 2021
Three impactful ways to use AI and unified customer profiles to tailor experiences in real-time The world is cautiously optimistic about using artificial intelligence (AI) from customer data due to privacy and AI-bias concerns. At the same time, AI is proven to boost sales for businesses. It saves the time it would get to get […].
SOAR Performance Group
DECEMBER 30, 2021
The global pandemic has accelerated the movement towards virtual buyer engagement and away from face-to-face engagement. This has resulted in changes in buyer behavior. Many sales as well as customer […]. The post The Future of Buyer and Customer Engagement appeared first on SOAR Performance Group.
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.
Strategic Planning and Management Insights
DECEMBER 29, 2021
Hey there, my name is Anthony Taylor, I'm the Managing Partner at SME Strategy. We facilitate strategic planning sessions and help leadership teams implement their strategic plans. And today, I want to talk to you why culture eats strategy, and why it's important for you to consider as you move your strategic plan forward.
Cosawi
DECEMBER 28, 2021
FROM EXECUTIVE SPONSORSHIP TO EXECUTIVE ENGAGEMENT. Dominique Côté. The idea of executive engagement implies an accountable and engaged member of the account team, rather than a distant back- room player. In our organization’s work, we see much confusion and lack of clarity on executive sponsorship, even when it is in place. Clarifying the executive sponsor role, behaviors (internally and externally) and expectations is critical to leverage the role as an accelerator and create executive
Customer Think
DECEMBER 28, 2021
Brand Identity is all those elements that go into building a brand — such as a logo. These elements tell a story – the story of your business and what you stand for. Together they create an identity for your brand, by which you can easily introduce yourself to potential customers, as well as easily […].
Apptivo
DECEMBER 28, 2021
We are back with the latest updates from Apptivo’s Android application. As this year comes to an end, we have rolled out version 6.3.10 of our All-in-one Android application with the prime motive to upgrade the performance and boost the user experience. Let’s go through the short notes of this update. Apptivo – All-In-One Android App Updates – v6.3.10.
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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.
Shapiro Negotiations
DECEMBER 28, 2021
We negotiate all the time, without even realizing it. In fact, human beings begin negotiating when we are small children, negotiating with our parents when we want something we know we shouldn’t have, or with a friend or sibling that has a toy we covet. As we grow, of course, these negotiations become more complicated. Negotiations occur with friends, family, schoolmates, and, later in life, our coworkers and superiors.
SmartKarrot
DECEMBER 29, 2021
If you have looked around for the top SaaS management platforms before, you would know by now that they vary extensively in usage, price ranges, and functionality. And with that, there is no one size fits all policy. If you wish to know which works out wonders for you, you will need to delve into its features, facets and functionalities to make your call.
Customer Think
DECEMBER 26, 2021
Marketing has changed a lot in recent years. The power of data and analytics has transformed our ability to reach and engage customers. If you ask any marketer where the future of marketing lies, they will likely say “personalization” This is backed by data, as 91% of consumers say they are more likely to shop […].
ClearPoint Strategy
DECEMBER 27, 2021
While there is some debate, most people agree that SWOT analysis originated from a Stanford University research project in the 1960s-70s. Using data from top companies, the project tried to figure out why corporate planning fails. The original term, “SOFT analysis,” eventually morphed into present-day SWOT, which is an acronym for s trengths, w eaknesses, o pportunities, and t hreats.
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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.
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