Strategic Account Management Association
FEBRUARY 23, 2021
By Arun Sharma, Professor, Marketing, Miami Herbert Business School, University of Miami. Arun Sharma will deliver a keynote address at the 2021 SAMA Annual Conference (May 24-26). To learn more, or to register, visit the conference website. Resilience is an organization’s ability to withstand a major disruption, recover quickly and adapt to the changing environment.
KAM With Passion
FEBRUARY 23, 2021
KAM methodology: Too much or not enough? A legend from ancient Greece tells about Charybdis and Scylla, two terrible sea monsters, wardens of a narrow passage on a crucial sea route. Charybdis was able to draw a whole ship into the abyss. Scilla, with its six heads, would take a toll on each crew by devouring a few of its members. The passage was so narrow, the two monsters so close one from the other, that ship captain’s had to make a tough choice on with which monster they would prefer to be c
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Engage Selling
FEBRUARY 26, 2021
Decision paralysis is a real thing. It’s when your buyers are so overwhelmed with information that they can’t make a decision. Best case, they simply delay. Worst case, they cancel the project, spend their money on something else, or they … Read More » The post Helping the Customer Through Decision Paralysis | Sales Strategies first appeared on The Sales Leader.
RAIN Group
FEBRUARY 24, 2021
How do buyers make purchase decisions? Why do they choose one provider over another? Are there things you, as a seller, can do to influence their decisions? As the world transitioned to virtual selling in 2020, we wanted to know how this was impacting buyers and sellers alike. We surveyed 528 buyers and sellers across the Americas, EMEA, and APAC. We asked buyers what influences their decisions the most when buying virtually.
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.
Corporate Visions
FEBRUARY 26, 2021
More than ever, your prospects and customers rely on digital content to learn, form opinions, and decide whether your solution will help them meet their business goals. But if the goal is to create content that persuades buyers to choose your solution, why doesn’t most content drive decisions the way it should? The post Make it Easy for Buyers to Choose Your Solution appeared first on Corporate Visions.
KAM With Passion
FEBRUARY 22, 2021
Polarized attitudes towards Key Account Management. True Key Account Management (KAM) or Strategic Account Management (SAM) remains a topic that polarizes the thinking and behaviours of business leaders. Since decades, some of them have boosted their company’s growth by making the capacity to develop privileged relationships with carefully selected strategic customers part of their organisation’s DNA.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Sales Readiness Group
FEBRUARY 25, 2021
Hiring isn’t an exact science. Sometimes you think you have identified the perfect sales candidate, and it doesn’t pan out. Other times you aren’t quite sure whether the person will be a fit, and it does work. But within the high-stakes challenge of building a world-class sales organization, there are four things you can do to decrease uncertainty and increase your success rate.
Xant
FEBRUARY 26, 2021
Part of sales is thinking about your pipeline, your process, and how you can optimize or improve it. Qualifying more leads and closing more deals requires you to assess the black holes in your process, where it breaks down how it creates friction with customers. If you notice that buyers aren’t responding to your emails or engaging with your reps, here are three reasons why your sales process needs work and what you can do about it.
MDI Training
FEBRUARY 25, 2021
Driving business innovation as a leader. Successfully driving business innovation as a leader is essential to living a positive innovation culture and strong innovation management. We therefore provide insights into well-implementable processes that combine creative thinking with analytical thoroughness. #positiveinnovationculture #innovationmanagement.
Mercuri International
FEBRUARY 23, 2021
In a previous blog post , we examined the link between happiness at work and business productivity, finding that there was a measurable link between workforce satisfaction and bottom line revenue building. We were so intrigued by this that we decided to dig further, conducting a study of a range of companies, across all roles including C-level, HR, management, sales, and sales support.
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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
The Center for Sales Strategy
FEBRUARY 23, 2021
How are you working to improve sales? When it comes to sales, what do you value? If the answer to that question is hitting the numbers, then people are simply stepping stones. When you value people first, you'll watch the numbers stack up. The goal is to invest in people. The return on that investment is huge, because people account for a quality sales operation.
Hubspot Sales
FEBRUARY 22, 2021
Having a bank of solid sales enablement content is more of a need-to-have than a nice-to-have for remote sales efforts. Salespeople often lean on resources that streamline and enhance their ability to effectively sell from anywhere, so it's no surprise that several businesses are prioritizing this kind of content creation. In HubSpot's recently published Sales Enablement Report , we explored the subject a bit further.
Kainexus
FEBRUARY 23, 2021
A root cause analysis is a structured method for finding the underlying causes of process problems and undesirable outcomes. Root cause analysis is a core problem-solving technique used by organizations dedicated to continuous improvement. As the name implies, it is all about addressing the origin of the issue rather than employing solutions that address only surface problems.
Sandler Training
FEBRUARY 22, 2021
Mike Montague interviews Rachel Shi, Senior Manager of Partnerships at Vidyard, on How to Succeed at Video Selling. The post How to Succeed at Video Selling [PODCAST] appeared first on Sandler Training.
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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.
The Center for Sales Strategy
FEBRUARY 26, 2021
- MOTIVATION -. "Always do your best. What you plant now, you will harvest later.". -Og Mandino. - AROUND THE WEB -. > How to Build Trust & Deepen Connections With Your Buyer While Selling Virtually – LinkedIn. One day we’ll look back at 2020 as a turning point in the world of sales. Trends that had been percolating for more than a decade sped up and crystallized as social distancing and stay-at-home orders uprooted some of the fundamental mechanics of selling.
Hubspot Sales
FEBRUARY 23, 2021
The closing stage of a sales process is the final moment that determines whether you’ve successfully sold your product and converted a prospect into a paying customer. There are various ways to encourage closings , like simply asking a prospect if they’re going to buy or using the now-or-never approach to offer a discount if they agree to close within the day.
SalesPop
FEBRUARY 23, 2021
Sales Management That Works. In this practical and research-based guide for managers, salespeople, and investors. Harvard Business School professor Frank Cespedes offers essential strategies for thriving in markets that never stop changing. “Frank Cespedes has developed an essential guide to help companies reconfigure their selling motions and create collaborative internal relationships to deal with changing buying habits.
SBI Growth
FEBRUARY 21, 2021
Nearly 1 year ago, the economy had come to an abrupt halt as many organizations waited to be ushered into a “new normal.” Now, companies worldwide have adapted to new digital capabilities to operate better than ever before, but many.
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
FEBRUARY 22, 2021
We all have strengths, and we all have weaknesses — and like fingerprints, each of our talent combinations is entirely unique. Human nature drives us to focus on our weaknesses, so as individuals, we expend a lot of energy trying to master behaviors that will never become natural. Managers get stuck in that trap as well, wasting much of their time coaching in a way that feels like teaching a fish to climb a tree.
Nutshell
FEBRUARY 25, 2021
Using marketing emails to keep in touch with your customers is a crucial part of your business. Are you sending the right message? You want your customers and prospects to remain interested regarding all things your organization brings to the table and look forward to hearing the latest and greatest of what you have to offer. A great way to stay connected is to find your way into their email inbox, sending relevant messages without being spammy , which means: Only sending relevant emails Not ove
Peter Simoons
FEBRUARY 23, 2021
Tip 4: Ensure a Three-Way Value Proposition. In an ideal world, altruism or selflessness – the capacity for doing something without expectation of anything in return except for the sheer pleasure of being able to serve others – is a good virtue to possess. Being selfless makes us akin to angels. We don’t live in an ideal world, however, and it is only natural for us to expect something in return whenever we do a good deed, even if it is only the sheer pleasure that comes with service.
Hubspot Sales
FEBRUARY 23, 2021
Pricing your products can be challenging. You want to account for production costs, use price points that customers can afford, and generate enough revenue to continue operations. Outside of business-specific factors, you also want to ensure that your prices are competitive. Low costs will attract customers but generate less revenue, and higher prices will send consumers to your competitors.
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
FEBRUARY 24, 2021
Throughout season 2 of the Improving Sales Performance Series , we’ve focused on the data and analysis of the newly released Media Sales Report. In this episode, Beth Sunshine, VP of Talent Services, joined Matt Sunshine to discuss the Sales Department Structure section of the Media Sales Report, specifically looking at data on hiring and talent. You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published.
Drift
FEBRUARY 23, 2021
Did that headline make you do a double-take? That’s what I was going for. But let me make one thing clear. I’m not here today to talk to you about replacing jobs. I’m here to talk to you about how to get more out of what you already have by making your salespeople much, much more efficient. An October 2020 study by McKinsey shows that 80% of B2B seller interactions have moved to digital.
NG Data
FEBRUARY 22, 2021
When I talk with my clients about their existing customer data and communications solutions, many have a roadmap about where they want to go but are at different stages of maturity in terms of their CDP adoption and roll out. The martech landscape varies by situation, and sometimes businesses have a CDP solution in place that falls short of their expectations because its capabilities don’t align.
Sales Gravy
FEBRUARY 21, 2021
On this episode of the Sales Gravy podcast, Jeb Blount is joined by the Women Your Mother Warned You About - Gina Trimarco & Rachel Pitts. We get behind the scenes with the WYMWYA podcast, learn how Gina and Rachel almost broke up, the value of getting a coach, and why when you are coachable, other people will invest in helping you reach your goals.
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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
FEBRUARY 25, 2021
According to a DePaul University study, the average turnover cost per Account Executive (AE) is $97,690 when you add up recruiting costs, training costs, and lost sales. So, if you lose five AEs in one year - you’re close to losing nearly a half a million dollars. Couple that with the fact that in a Glassdoor survey , only 19% of AE’s have no immediate plans leave their companies, but 68% of AE’s plan to look for a job within the next year.
Force Management
FEBRUARY 25, 2021
Our February episodes aim to help sales leaders and managers improve seller skill sets and productivity this year. Help your salespeople stand out from competitors, avoid a dreaded "not right now" decision, and improve their ability to execute the fundamentals of great selling. From preparation, to building business acumen and being relevant to multiple decision makers — each episode this month covers key sales fundamentals your sellers should constantly be focusing on.
Revegy
FEBRUARY 25, 2021
Do you dread the beginning of the quarter? That time when you know the executive team is going to start asking for your sales forecast? Right now, right here, we will validate your feelings about forecasting. Sales forecasting isn’t easy. It’s a blend of art and science and the right balance is hard to find. That’s why we asked Jeremey Donovan , SVP of Sales Strategy at SalesLoft, to share his expertise on finding the perfect combination of said art and science to give you a more accurate sales
Strikedeck
FEBRUARY 23, 2021
Vincent Manlapaz, in an interview with Elaine Cobb shares her thoughts on what organizations can do today (during these unprecedented times) to manage change and meet customer expectations. The post Making an Impact During These Unprecedented Times (Part 1): Elaine Cobb, Vice President of Customer Success at Coveo first appeared on Strikedeck | Customer Success Platform.
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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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