SmartKarrot
NOVEMBER 2, 2022
Strategic account management is a business practice involving activities like providing customers with the best support and services, thus increasing their consumption of products and services offered by the business. It is an activity that starts with the first contact with prospective customers and continues even after the sales have been made successfully.
Red Star Kim
NOVEMBER 2, 2022
I facilitated an inhouse change management workshop for a law firm recently. We looked at change management through the lens of both individual and organisational change. And we used two of their planned change projects to consider the issues and to test out and apply the various techniques. At the end of the session, they had developed two project plans for implementation.
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Kainexus
NOVEMBER 3, 2022
Visual management tools surround us. Although they are so ubiquitous, we might not even think about them. For example, when your car is about to run out of gas, a light will alert you to the problem. Your fitness app may even show you how close you are to your daily goal. Your brain can quickly process these easy-to-understand visual clues and use the information to make decisions.
Force Management
NOVEMBER 2, 2022
Business leaders in all stages of their career can benefit from self-reflection and improvement. That's why Revenue Builders hosts John McMahon and John Kaplan get real with leaders from all backgrounds and with many different paths to success. This month, the podcast welcomed four guests with wisdom only experience can make. Tune in as they describe their journeys, sharing lessons they've learned about life, people and themselves - and how each has made them a better leader.
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
Strategic Account Management Association
NOVEMBER 4, 2022
Six skill sets that capture what account managers must master to do right by their own firms and their customers. The post The Acumen Sextet: An Evergreen Framework for Account Management and Customer Success appeared first on Strategic Account Management Association.
The Center for Sales Strategy
NOVEMBER 2, 2022
Setting meaningful as well as realistic goals is a skill that all sales leaders know is crucial. When looking at sales goals, let’s clarify that they need to be both meaningful, with a focus on hard, not vanity, metrics. They also must be realistic to your industry, region, market, team, and organizational capacity. One of the best ways for sales leaders to set realistic goals is first to look back.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Zendesk
NOVEMBER 3, 2022
With unemployment at a near 50-year low, many American companies have struggled to find highly skilled workers. Finding—and keeping—talent is an ongoing challenge for many businesses. And with the number of Americans who quit their jobs at a 20-year high, companies are increasingly relying on independent contractors from across the globe. Upwork is the world’s largest work marketplace where companies can find independent talent to grow their businesses, and independent talent can find work to gr
PandaDoc
NOVEMBER 2, 2022
Cold emailing is a difficult marketing strategy for two main reasons. Your audience doesn’t know you and has no reason to trust you, and you don’t receive any feedback in real-time — either verbal or non-verbal — which makes it impossible to adapt your approach to their immediate reactions. Instead, you have to wait for an eventual answer, which in many cases never comes.
The Center for Sales Strategy
NOVEMBER 1, 2022
I will often hear sales managers confess that their most tenured, and sometimes best traditional sellers, struggle when it comes to selling more or higher value digital solutions. As consumers spend more time with digital media and digital marketing budgets increase, it is no longer viable to have your best sellers not participating or fully participating when it comes to digital sales.
Strategic Communications
NOVEMBER 3, 2022
Whether you’re writing a brochure, copy for a newspaper ad, a script for a radio announcement, or a page or blog for your web site, there are some tried and true techniques that can help you make sure that your copy gets the results you’re looking for. Think about writing copy as making a sales pitch to a customer. Your goal is to persuade that customer to do something–most likely to purchase your product or service.
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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.
Zendesk
OCTOBER 31, 2022
Multilingual support is a must when serving an international customer base: 75 percent of consumers from 29 countries say they’re more likely to purchase from the same brand again if customer care is in their language. That’s not only important for CX in general, but especially so in times when companies are tightening their belts and focusing on customer retention over acquisition: After all, wowing your existing customer base is 5x cheaper than acquiring new customers.
Brooks Group
NOVEMBER 2, 2022
This article was largely inspired by the past writings and videos of The Brooks Group’s Founder, Bill Brooks. It is our honor to further his legacy by sharing his timeless teachings with you today. A Brief History of the IMPACT Selling ® System. Bill Brooks was a failure-to-success sales professional who climbed the ranks from door-to-door salesperson to CEO.
Hubspot Sales
OCTOBER 31, 2022
Exceeding sales targets and quotas is the primary goal for 45% of sales executives , according to 2022 HubSpot data. The best way to tackle this challenge is through effective sales networking. Whether you’re a pro or just getting started, there are always ways to refine your networking skills. In this guide, you’ll learn how to approach networking and what mistakes to avoid.
Kainexus
NOVEMBER 2, 2022
When leaders consider implementing a structured business process improvement methodology , one of the challenges they often face is explaining to employees what types of opportunities to consider. Usually, there are some apparent needs that people attack immediately. Still, once those are addressed, it can be challenging to recognize the flaws in processes, especially ones you operate every day.
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.
Zendesk
OCTOBER 31, 2022
Here are the newest integrations from Zendesk to help your team provide top-quality experiences. Shopify Premium for Zendesk. Shopify Premium for Zendesk (Support) is the powerhouse app retailers have been waiting for, loaded with industry-leading tools to turn your customer service team into SuperAgents. Allow agents to instantly view customers’ order history as soon as they open a ticket.
SBI Growth
NOVEMBER 2, 2022
Every year, thousands of companies spend millions of dollars on sales kickoff (SKO) events and concentrate on talking at the group rather than activating the growth plan. If you're reading this, you're likely one of them. SKO is a monumental event that can ignite the motivation of commercial teams and drive organizations to reach new heights. It can also spin the organization into a place of confusion that takes months to recover.
Sales Readiness Group
NOVEMBER 2, 2022
The over-arching objective of sales enablement professionals should be to support revenue growth by helping sales professionals achieve their sales goals. The most important way to accomplish this is to "reduce the time sellers spend not selling," and focus on client-facing tasks that improve sales.
Kainexus
NOVEMBER 1, 2022
Our recent conversations with business leaders clearly show that the disruption of COVID-19 and changing market conditions have left them thinking about costs in a different light. The "new normal" has forced them to shift from simple cost reduction to cost transformation. The tricky part is that for an actual cost transformation, organizations must adopt optimal cost behaviors that last over time.
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.
LinkedFusion
NOVEMBER 4, 2022
No social media allows spamming, automation, and bots on their platform. LinkedIn also has implemented smart algorithms which detects such activities and bans users from doing the same. Well, there are some safe LinkedIn automation tools that will help you run your lead generation and do prospecting on the platform to win new sales. There are various activities that LinkedIn sees as spam and are a challenge to LinkedIn automation: Sending too many random requests on the platform Sending spam mes
Credo
NOVEMBER 3, 2022
Measurement is an essential element of strategic planning because it offers a declaration of intent: This is where we’re going as an organization, and here’s how we’ll know when we get there.
Zendesk
NOVEMBER 3, 2022
Even the highest-performing service organizations need to know where they stand among their competitors and how they can continue raising the bar to retain their status as leaders. You can find answers in the 2022 CX Accelerator report , where CX organizations are categorized according to our CX maturity model scale and rank as Starters , Emergers , Risers , and CX Champions.
Planview
NOVEMBER 3, 2022
Shifting from project to product and implementing value stream management requires buy-in across the organization, including senior executives. At this year’s Planview Accelerate Customer Conference, senior leaders from healthcare and financial services answered questions about their decisions to start this journey, how it affected value delivery in their organization, and what they recommend to organizations that are just starting on their transformations.
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.
Luminas Strategy
NOVEMBER 1, 2022
I f you’re a B2B company leader, you know how important face time is. Sales visits, trade shows, and demonstrations present opportunities to engage with customers and highlight your knowledge, experience, and the ability to solve problems at scale are key differentiating factors that can make or break your growth curve. But the pandemic brought in-person to a screeching halt.
LinkedFusion
NOVEMBER 1, 2022
While each social networking site has their own personality, LinkedIn stands out on its own. How? It owes this to its vast audience of professional experts through various LinkedIn groups. Job seekers can utilize the LinkedIn platform for specific objectives, such as networking, discovering better career chances, demonstrating their abilities, or participating in discussions with industry experts.
Zendesk
NOVEMBER 2, 2022
Friday night is approaching. The local drive-in (remember those?) has a killer lineup of double features. You text your S.O., “Check out Screen 1! We have to go!” Their reply isn’t quite what you hoped: “Not interested. Screen 2 or bust.”. Looks like it’s time to begin negotiations. Are you prepared? Life in sales isn’t so different from navigating the delicate conversation of movie preferences with your partner.
Insightly
NOVEMBER 1, 2022
CRM Models: How They Can Boost Customer Profitability. You’ve heard of CRM software, but are you familiar with CRM models? These strategies underpin the process of managing customer data, helping to ensure you make the most of the information you gather. With carefully segmented customers and a method for appealing to each group, you can attract and retain more lifelong customers and increase profits.
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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.
Strategic Communications
NOVEMBER 1, 2022
A while ago my husband went to the movie theatre to buy some tickets that we were going to give to some people who had helped us out with a project. He wanted 8 tickets. The theatre said “No, sorry – we only sell tickets in blocks of 25.” “You mean you won’t sell me 8 tickets?,” my husband asked, incredulous. “No, sorry,” said the clerk. “It’s the policy.” Hmmm.
CMOE
NOVEMBER 1, 2022
If there is one thing that we can count on, it is that things will change. Especially in the last two years, how and where we work has changed, and the workforce itself is decidedly different. Organizations are facing new changes every day, and it is essential for leaders to exploit the advantages that these changes can give. But how can leaders make change appealing to their team members , especially after constant change has been thrust upon us over the past two years?
Zendesk
NOVEMBER 2, 2022
Delivering truly world-class customer experience is a challenge in this (and any) economic climate, where leaders must stay on top of service best practices and customer expectations to remain competitive. To find out how CX leaders do this, Zendesk surveyed nearly 5,000 customer service decision-makers around the world and compiled the results into our 2022 CX Accelerator report.
Sales Outcomes
OCTOBER 31, 2022
Sales professionals know that asking the right discovery questions is key to advancing the sales process. But what are the right discovery questions? The purpose of discovery questions is for salespeople to conduct valuable conversations with multiple influencers within a company. Good discovery questions, directed to the right person at the right time, can help uncover customer needs and wants and ultimately close more sales.
Speaker: Joe Apfelbaum, CEO of Ajax Union
In this webinar, Joe Apfelbaum, CEO of Ajax Union and business strategist, will take you through the ABCs of intent data. You'll learn how to effectively use it to drive business results, with practical tips on how to leverage both company and contact intent data to maximize your marketing efforts. Whether you're a seasoned marketer or just getting started, this webinar is a must-attend for anyone looking to stay ahead in the ever-evolving world of digital marketing.
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