Account Manager Tips
OCTOBER 21, 2021
7 Reasons Why Clients Ghost You (and What to Do About It) When clients don't return your calls or messages, it can feel like they're ghosting you. It's frustrating and stress-inducing. The good news is their silence usually isn't about you. So if you're struggling to connect with your clients, let's take a closer look at what's going on, why you get ghosted and what to do about it.
Holden Advisors
OCTOBER 21, 2021
Big or small, almost all B2B companies have to sell to large, powerful companies because they believe that the "big win" keeps the plant running or resources at capacity. Those negotiations are often tough and focus on price. “Tough” isn't quite the right word – how about brutal? Those big companies, or gorillas, control a lot of revenue, and like it or not, we have to sell to them.
Customer Think
OCTOBER 19, 2021
Photo by Pixabay, CC0 1.0 Customer Experience (CX) is becoming a significant concern for most business owners. In recent years we have seen many small and large companies investing a fortune to improve customer experience and stay ahead of the competition. Whether it’s for keeping the customer data safe by opting for IT security risk […].
Engage Selling
OCTOBER 22, 2021
I recently had a conversation with a really smart sales VP who said, “I need my team to remember that our job is to provoke our customers. It’s to make people think. It’s to bring them new ideas that they … Read More » The post Keeping the Prospect Engaged | Sales Strategies 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.
Account Manager Tips
OCTOBER 16, 2021
Top 10 LinkedIn Hashtags Every Key Account Manager Should Follow Now You may not know it, but LinkedIn hashtags are an excellent tool for staying up-to-date in your industry, finding relevant and useful information, and expanding your network. Here are ten hashtags that will help you thrive as a key account manager. Follow them to meet like-minded people, learn industry trends, and find answers to your questions!
Holden Advisors
OCTOBER 19, 2021
Too often, sales teams rely too heavily on discounts or service giveaways to close deals. This leads to a host of issues including leaving money on the table, teaching customers to negotiate hard for discounts and freebies, and eroding the customer's perception of your value. How can sales teams get the negotiating flexibility they need to defend value and price?
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Customer Think
OCTOBER 18, 2021
What is Sentiment Analysis? Sentiment analysis can be defined as analyzing the positive or negative sentiment of the customer in text. The contextual analysis of identifying information helps businesses understand their customers’ social sentiment by monitoring online conversations. Application of Sentiment Analysis 1. Brand Monitoring A brand is not defined by the product it manufactures. […].
Help Scout
OCTOBER 19, 2021
To get the most out of your customer service team, they need access to the right support tools and resources. Here are 27 to consider.
Hubspot Sales
OCTOBER 22, 2021
No matter the industry, small businesses need to protect their work and assets. While small business insurance can seem like a burden, it’s an important part of doing business. But how much should you be paying for business insurance? And how can you be sure your investments are properly protecting you? Your small business insurance costs will vary based on factors like your preferred type of coverage and industry.
Planview
OCTOBER 21, 2021
For Andrew Doran, a program portfolio manager working in the banking industry in the U.K., managing risks in LeanKit has yielded big benefits. Read on to learn how he and his department leverage Planview’s Enterprise Kanban solution (AKA LeanKit TM ) to see at a glance all their risks and track the work as it gets completed across the organization. .
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
Customer Think
OCTOBER 19, 2021
To understand how organizations can harness the power of AI to drive customer experience and loyalty, it’s important to acknowledge the #1 business trend that’s currently disrupting the nature of customer experience and loyalty as we’ve known them: digital transformation. With brands investing in new digital channels as a result of the COVID-19 pandemic, increasingly […].
Help Scout
OCTOBER 20, 2021
Some customer questions are difficult, but that additional effort goes unnoticed outside the team. What if those costs were shared on a menu?
The Center for Sales Strategy
OCTOBER 22, 2021
- MOTIVATION -. "Leadership is not about titles, positions, or flow charts. It's about one life influencing another.". - John C. Maxwell. - AROUND THE WEB -. > Your CRM Can't Fix Underperforming Sales, But Sales Performance Management Can – Selling Power. For sales leaders, getting the tech stack right can be a challenge. On the one hand, the B2B sales space is flooded with solutions that each solve a different problem, so it’s easy to overcommit to a stack that speaks so many different langu
Zendesk
OCTOBER 22, 2021
Social selling has impacted the market ever since we started trading products. A gentleman in 1600s Italy could visit a family member, adore their new statue, and ask where they got it. Market analysis indicates that consumers influenced by social media are four times more likely to spend more on purchases. That’s over standard advertising. With the market shifting, it’s essential that your company has a strong handle on the social market and how to use it to your advantage.
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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.
Customer Think
OCTOBER 20, 2021
This post will conclude my discussion of several B2B-specific findings from the August 2021 edition of The CMO Survey. In my earlier posts, I reviewed what the survey revealed about the state of marketing spending and the progress B2B companies have.
Help Scout
OCTOBER 21, 2021
Learn about 15 types of customer communication tools you can use to engage your audience and make the most of your customer relationships.
The Center for Sales Strategy
OCTOBER 20, 2021
The new season of the Improving Sales Performance Series has a slight twist. Host Matt Sunshine is joined by co-hosted by Stephanie Downs to focus on celebrating, honoring, and recognizing #WomenInSales for the month of October. To start the season, Nicki Harkrider-Probey (VP, Local Revenue Officer at TEGNA) and Jessica Hagan (President & General Manager at KTVB News Group) join the show to share their insight, tips, and knowledge on various topics that help companies improve sales performan
ProlifIQ
OCTOBER 21, 2021
In sales, opportunities don’t just fall from the sky. . It’d be great if they did. You wouldn’t even need an umbrella, just a big bank account. But real life has a nasty habit of being harder than we want it to be. If you want opportunities, you have to build a plan to get them. Hence, opportunity planning: the process by which a sales team targets, finds, pursues, and closes potential deals in (hopefully) an efficient and streamlined manner.
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.
Customer Think
OCTOBER 20, 2021
Any damn fool can make something complex; it takes a genius to make something simple. —Pete Seeger As a happy byproduct of the global pandemic my wife and I now see each other during the normal workweek. As such, we started a rather mundane tradition of watching one show in the evening together: the Nightly […].
ClearPoint Strategy
OCTOBER 22, 2021
In business, everyone talks about the importance of the strategy report : We can all agree it’s an essential document that provides an analysis of past performance and insight into the organization’s main objectives, strategies, and risks. What no one talks about is how hard it is to create one—the thousands of hours spent behind the scenes annually, gathering and inputting data, doing calculations, making charts, and producing dashboards by the outsized number of skilled employees dedicated to
Arpedio
OCTOBER 20, 2021
careers. Are you Arpedio’s new Sales Development Representative? careers. Are you Arpedio’s new Sales Development Representative? Careers. Are you Arpedio’s new Sales Development Representative? ? Back to careers. Are you an aspiring future Account Manager and have a passion for sales? Do you want to help drive sales processes from start to end and prepare the business for continued growth and further international roll-out?
Strategic Planning and Management Insights
OCTOBER 19, 2021
SME Strategy is a strategy consulting company that specializes in aligning teams around their vision, mission, values, goals and action plans. Learn more about how we can help you and your team create and manage organizational change with our strategic planning and implementation services.
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.
Customer Think
OCTOBER 21, 2021
Image Credit: Haptik As Chris Messina, inventor of the buzzword, and many other brand leaders point out – Conversational commerce is about delivering personalization, simplifying user journeys, and converting visitors into paying customers. As a result, brand leaders are leveraging a variety of conversational interfaces (online messaging, chatbots, virtual assistants, etc.) to deliver an enhanced […].
Zendesk
OCTOBER 19, 2021
Companies of all sizes want to increase revenue. But at one point or another, all revenue growth is hindered by time. Even if sales reps sold a product every second for 24 hours a day, that productivity would hit a limit. You then have two choices: hire a larger sales team, or enter a channel sales partnership. Most companies choose the second option to save time, cut costs, and expand their market.
QYMATIX
OCTOBER 19, 2021
Will sales jobs still exist in fifty years from now? Will robots take over all sales jobs? How will artificial intelligence redefine sales management? What long-term influence does digitisation have on B2B sales? To discuss the future of sales, let’s first present how companies made Business-to-Business sales 50 years ago and how it works today.
SalesPop
OCTOBER 19, 2021
There’s no question about it, we’ve all been through a lot in the last two years. Even if your sales team was not immediately or directly affected by the COVID-19 pandemic, even if no one on your team was touched by the illness and you were able to keep your team up and running through those long months of lockdown, your team has still been impacted.
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.
Customer Think
OCTOBER 20, 2021
We’ve seen a huge evolution in how brands acquire and retain customers in the past decade. Digital engagement has become king, and any (incredibly small) lingering doubts that it’s the most vital tool in any customer engagement team’s arsenal have been well and eliminated in the past 18 months. With huge swathes of the world […].
Peter Simoons
OCTOBER 17, 2021
Tip 21: Avoid Hidden Agendas. In the previous chapters, we have been emphasizing the value of communicating clearly and openly with your partner and of using terms whose definitions you have mutually agreed upon for the sake of clarity. More importantly, we have stressed just how essential building and maintaining trust is towards the success of your partnership or alliance.
Strategic Planning and Management Insights
OCTOBER 19, 2021
SME Strategy is a strategy consulting company that specializes in aligning teams around their vision, mission, values, goals and action plans. Learn more about how we can help you and your team create and manage organizational change with our strategic planning and implementation services.
Crank Wheel
OCTOBER 20, 2021
With the rise of new sales and marketing strategies, enterprises of all sizes are losing focus on testing different methods to increase their sales.
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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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