Strategic Account Management Association
JUNE 1, 2021
By Rowena Abrahams, Contributing Editor, SAMA. “Who you are matters as much as what you do.”. Dr. Fred Kiel, co-founder of KRW International , a global leadership consulting firm and Kelly Garramone, CEO of KRW and Executive Director of the KRW Research Institute, prove that character “isn’t kumbaya.” Kiel is often referred to as a sage in the field of character science.
Sandler Training
JUNE 1, 2021
These days, everyone is using online resources to initiate early prospecting discussions via digital media. Which is part of the problem. The post How to Stand Out When Prospecting Online appeared first on Sandler Training.
Hubspot Sales
JUNE 1, 2021
Your organization's broader goals can't be achieved all at once. You don't have the luxury of saying, " We want to radically improve our lead generation numbers. Everybody get on it!" and expecting your company to just figure it out from there. You can't exactly wing business-wide objectives. They have to come together piece by piece — broken up into smaller milestones that ultimately amount to the big-picture you're chasing.
RAIN Group
JUNE 2, 2021
The word "no" can be a tough pill to swallow. In selling, when you're trying to meet a quota, squeeze in an extra deal before the end of the quarter, or get your bonus, the word "no" is too often interpreted as a sign to run for the hills. Worse, some salespeople see most objections as a call to battle. With this attitude, it’s no wonder they handle sales objections poorly.
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.
The Center for Sales Strategy
MAY 31, 2021
When a successful salesperson is questioned on what makes them stand out above the rest, most don’t have specific answers. The reason seems to be because these high performers are doing what comes naturally to them. These are not skills that can be taught or learned. It’s about behaviors that “fire naturally” in client-facing sales situations. Specific traits are sales accelerators.
Apptivo
JUNE 3, 2021
Given the transformation in digital technology, businesses across the globe rely more on search engines to capture leads for their websites. A separate marketing team is put into place by businesses to manage and analyze the traffic. This marketing team analyzes the visibility of their website in search engines and takes appropriate measures to improve brand awareness.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Hubspot Sales
JUNE 2, 2021
Consumers are skeptical by nature. They understand that businesses are selling for themselves and, in turn, can't always be taken on their word. That's why word-of-mouth and recommendations from prospects' networks are so valuable — and it serves companies to know how to tap into those. That process — capitalizing on consumer trust — is the basis of something known as peer-to-peer selling.
The Center for Sales Strategy
JUNE 1, 2021
“We need to increase revenue” is something I hear frequently from Sales Leaders. It often leads to a discussion around a Target Drive and how it can help. I’ve done a lot of Target Drive consulting over the years, and I commonly have to address the misconception that a Target Drive and a sales contest are the same thing. So how are they different?
Sandler Training
JUNE 1, 2021
Mike Montague interviews Shawn Nason on How to Succeed at Radical Relationships. The post How to Succeed at Radical Relationships appeared first on Sandler Training.
Help Scout
JUNE 3, 2021
Every time I need to buy a pair of jeans, I trick myself into thinking it’ll be an easy process. I’m sure I can simply order from the last place I bought them or just check a few stores. Inevitably, the place I ordered from last time changed something about the fit or material, and the in-store options are lacking. I end up making a bunch of trips, printing out shipping labels like it’s a part-time job, and still have no denim to show for the trouble.
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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
Hubspot Sales
JUNE 1, 2021
Deciding how to price your products and services can be challenging. High prices may scare customers away, but low prices may mean you’re underselling yourself and your effort. Given this, it’s important to understand the model that works best for you and what you’re selling, as there are many to choose from. In this post, we’ll talk about reservation pricing and give an overview of what it is, give scenarios where it makes sense to use the strategy, and how you can calculate your own.
Engage Selling
JUNE 4, 2021
Nothing causes you to lose a sale more than being out of sync with your buyer when it comes to your sales process. Thus, how do you prevent that? Create a buyer-verified pipeline. Creating a buyer-verified pipeline is actually quite … Read More » The post Your Buyer is Out of Sync with Your Sales Process | Sales Strategies first appeared on The Sales Leader.
Vantage Partners
JUNE 4, 2021
You’ve decided you want to build a new solution with another company. Conceptually, you and the partner agree on what each company will bring to the table. Now, you need to define the solution and each company’s contribution at a deep enough level to negotiate a contract. Start by anticipating execution challenges. We can guarantee you one thing — during the duration of the contract, something meaningful (macroeconomic environment, market dynamics, company priorities, the solution itself, the sa
Zendesk
JUNE 3, 2021
. . . Social media isn’t just the tool of teens—over the past year, it has quickly become one of the fastest-growing channels for customer support, with tickets up 181 percent since the start of the pandemic. Now, more than ever, customers are looking to connect with brands on their favorite social media platforms. In addition to meeting customers where they are, social media is a great method for customer outreach whether or not you pay to promote content.
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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.
Corporate Visions
JUNE 3, 2021
In well-defined categories, many companies can solve the same problems with similar capabilities and pricing. So what does it take to create a truly unique value proposition? The post How to Create a Unique Value Proposition in a Crowded Market appeared first on Corporate Visions.
Apptivo
JUNE 1, 2021
When you are operating a field services management company, you have to give priority to timely dispatch and delivery of services. If you are still using a traditional field services management method or spreadsheets to manage your business workflow, then you are missing out on Apptivo CRM’s exceptional field service software – Work Orders. The biggest drawback of conventional methods is that you have to put additional effort to manage the process.
CMOE
JUNE 1, 2021
Being a leader of any type can be a daunting responsibility, but as you adopt a leadership mindset and incorporate a few actions into your day-to-day activities, you can be a highly effective leader who inspires team members to do their best work. Here are five essential skills that will help you be a leader at work, no matter the role you play. These practical solutions and strategies will help you improve your leadership effectiveness and drive your team forward.
Help Scout
JUNE 1, 2021
As a small business, keeping up with customer support can be a tough task. Though standard email applications like Gmail or Outlook may work initially to manage incoming customer requests, they don’t work as a long-term solution. You need a specialized tool. Help Scout’s small business help desk software lets you create stronger customer relationships, save time, and increase team productivity.
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.
The Center for Sales Strategy
JUNE 4, 2021
- MOTIVATION -. "The pessimist complains about the wind. The optimist expects it to change. The leader adjusts the sails.”. -John C. Maxwell. - AROUND THE WEB -. > 10 Sales Video Examples to Crush Quota from Call to Close – Sales Hacker. A hundred percent of the people we sell to are human. And people like to laugh and smile. They enjoy interacting with people they trust and who seem authentic, and there is no better way to convey that than with video.
Sandler Training
JUNE 2, 2021
Enterprise sales transformations typically involve a multi-year plan to improve the people, processes, and technologies of the entire sales organization. The post Will Sales Transformation of the Future be Virtual or Face-to-Face? appeared first on Sandler Training.
SBI Growth
JUNE 3, 2021
Embracing Digitally Enabled Customer Outcomes. Although most organizations are taking on digital transformation work in 2021, all organizations would benefit from transforming their organization to be obsessed with identifying, tracking, and improving customer outcomes. Go beyond your digital transformation initiative and.
Kainexus
JUNE 1, 2021
Today, we bring you the third and final guest in our mini-series of Customer Month Spotlights here on the KaiNexus Continuous Improvement Podcast with our host, Mark Graban. We'll do more of these interviews in the future—let's make every month "customer month". Our guest for this episode is Eric Mellert, Manager of the Process Improvement Team at Christian Care Ministry.
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.
The Center for Sales Strategy
JUNE 2, 2021
When you're starting your own company, you want to start out with the strongest foundation possible. 20% of new businesses fail in the first two years that they're open. The reasons why they fail can vary, but starting your business with the right planning will give you a better chance of success. If you're in the business of selling products or services to your customers, you need an effective sales strategy.
Sandler Training
JUNE 1, 2021
Sales leaders: If you could only track one performance metric to evaluate the performance of a member of your sales team, which one would you choose? The post Measuring and Managing Sales Performance: If You Could Only Track One Metric, Which Would It Be? appeared first on Sandler Training.
SBI Growth
MAY 30, 2021
SBI recently held its Spring CEO Advisory Meeting to connect with less than a dozen market leaders on current challenges and to share best practices. This influential peer group share key insights into the following topics: Organizational Clarity Around Customer Experience The.
Sales Gravy
JUNE 4, 2021
What does emotional intelligence have to do with sales leadership? According to Colleen Stanley, who is the author of the hit new book Emotional Intelligence for Sales Leadership, a high EQ matters a lot. In fact, it is the real secret to building a high-performance sales team. On this Sales Gravy podcast episode, Jeb Blount, the author of Sales EQ, and Colleen use stories of failure, successes, and personal experiences to illustrate why EQ is so important and how to apply it as a sales leader.
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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.
The Center for Sales Strategy
JUNE 3, 2021
Season 3 of the Improving Sales Performance Series is focused on helping sales leaders make an IMPACT on their sales performance through insight on 4 key areas: people, process, planning, and performance. In this episode, Greg Giersch, Partner and VP of Client Experience at The Center for Sales Strategy gives viewers an overview and behind-the-scenes look at the creation of the IMPACT Sales Leadership System, digs into the user experience side of IMPACT to include what went into creating this sy
Sandler Training
JUNE 2, 2021
Although there are many different aspects of a sales transformation, a large component will be the training and development of human capital. The post Which Salespeople Can Improve the Most with a Modern Sales Transformation? appeared first on Sandler Training.
Somersault Innovation
JUNE 4, 2021
An update to last year’s blog post, Activate Your Virtual Superpowers. Last year Seema Jain from MURAL and I co-wrote a blog focused on Activating Your Virtual Superpowers , where we covered how to adapt your sales talents to the virtual world after the pandemic. Now that some of us are going back to the office full time, some part-time, and some staying fully remote, how do you balance the many ways to interact with your clients?
Zendesk
JUNE 4, 2021
A highly motivated and inspired sales team is essential to your company’s growth and revenue. But working in sales can be difficult. Nearly all sales representatives experience challenges during at least one stage of the sales cycle, according to Zendesk research. Sales agents also face many rejections from leads, which, naturally, leads to discouragement.
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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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