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.
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.
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.
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
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.
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.
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.
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
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.
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.
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.
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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
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.
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.
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.
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
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.
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.
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.
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.
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.
Zendesk
NOVEMBER 2, 2022
When someone makes an insurance claim, they’re under a lot of stress. Maybe their son just totaled the car or their house caught fire. It’s already a no good, very bad day. Filing a claim might be the last thing on their mind when the unexpected happens. And if the claims process isn’t simple, it can add frustration to an already stressful time. Enduring that kind of bad experience can mean the end of a customer relationship.
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?
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.
Sales Readiness Group
NOVEMBER 2, 2022
For a sales manager going on a call with a sales rep, nothing is more painful than watching the rep crash and burn.
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.
Strategic Planning and Management Insights
NOVEMBER 3, 2022
Conflict in the workplace isn't going anywhere, so it's smart to develop the tools to manage it and even use them to further the success of your organization.
Crank Wheel
NOVEMBER 2, 2022
Lead generation is one of the most important activities for marketing teams and it has become more difficult as ad costs increase across platforms. Many companies pay agencies thousands of dollars per month for lead-generation services.
QYMATIX
NOVEMBER 1, 2022
By 2025, 75% of B2B organizations will use AI-powered sales solutions for hyperautomation, according to Gartner. Are you on board too? There is keen interest in artificial intelligence (AI) and machine learning specifically for sales management in the B2B market. Gartner’s “2021 CSO Priorities Pulse Survey” shows that investment in AI analytics and technologies is rising.
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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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