Sat.Sep 17, 2022 - Fri.Sep 23, 2022

Why Key Account Management Matters

Kapta

For most B2B companies, about 70% of annual revenue comes from existing customers. That’s seven out of every ten dollars coming from the base. Your job as a key account manager (KAM) is to secure that revenue by delivering value to your customers.

6 Ways To Turn Around a Client That Doesn’t Like You

Account Manager Tips

The client is not always right. In fact they're regularly wrong! And when they are wrong, for the sake of peace and customer retention, we say sorry. Until now. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. Vilnius rocks!

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Strategic plan Implementation: How to connect your strategy to your operations

SME Strategy

Words: 1063. Reading time: 5 mins. Strategic planning Leadership implementation operational planning strategy implementation

How to Improve Business Acumen

The Center for Sales Strategy

The most successful leaders understand business and are conceptual thinkers. They naturally see the bigger picture of what is ahead and consider the cause and effect of their actions.

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The 2023 Supply Chain Crystal Ball: Challenges and Solutions

Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst

Curious to know how your peers are navigating ongoing disruption? In this webinar, you’ll gain actionable insights from Olivia Montgomery as she walks us through Capterra’s extensive research on how businesses - notably small and midsize businesses - are addressing supply chain challenges in 2023.

Empathy – Creating a Foundation of Trust & Understanding

Revenue Storm

In sales situations, you, your prospects, and your clients are interdependent. When you realize you are dependent on your sales relationships to succeed, then you become motivated to understand what they are feeling and vice versa.

Telephone skills: Anxiety, voice, etiquette and the client experience

Red Star Kim

At a recent MBL workshop “Pick up the phone! Client service and sales opportunities for professionals in the digital age” some key issues emerged: Telephone skills: Anxiety, voice, etiquette and the client experience. Anxiety around picking up the phone.

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Managing Different Personality Types in a Hybrid Environment

The Center for Sales Strategy

72% of the population wants hybrid work for the future, so more businesses are forced to adjust to this new setup. But finding a balance between working from home and being social can be challenging. For instance, you still need to conduct regular team meetings and manage different personality types.

Celebrating American Business Women’s Day: Lori the Secret Superstar

Sandler Training

Today, September 22, we celebrate American Business Women’s Day, a day set aside to honor the accomplishments of business women across the nation. Here is a powerful true story from Lorraine Ferguson’s book The Unapologetic Saleswoman that illuminates: distinguishing role from identity.

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How to Lead Your Sales Team With Confidence When the Economy Shifts

Force Management

Times of economic uncertainty and decreased consumer confidence are inevitable, and these downturns during the economic cycle can be particularly challenging for sales organizations.

Delivering Service Excellence to Your Customers: 5 Steps

Engage Selling

When it comes to delivering service excellence to your customers, there are five actionable steps you can take today! There are two kinds of businesses in today’s marketplace. There are … Read More.

Intent Signal Data 101

Intent signal data helps B2B marketers engage with buyers sooner in the sales cycle. But there are many confusing terms used to describe intent data. Read this infographic to better understand three common areas of confusion.

Upskill to Upsell: Four Tips for Upselling

Brooks Group

Are Your Salespeople Comfortable Upselling? Upselling—or offering a more expensive version of a product your customers want to buy—should be a natural component of most sales jobs. After all, your customers are used to being upsold!

Five CX Lessons From The Hard-Hit Travel Industry

Customer Think

The true test of an organization’s customer service is not when things are going well, but rather how things are managed when they aren’t. As the fragile travel industry tries to recover, it’s been dropping the ball on customer service – a lot.

How is the Lean Methodology Practiced in Healthcare?

Kainexus

The Lean methodology is a set of practices and tools that business leaders initially developed to help manufacturing organizations improve quality and become more efficient.

How Growth-Minded CEOs Clearly Define a Focused Set of Imperatives

SBI Growth

Leadership teams tend to activate multiple growth levers and ultimately cause friction in the business—a common problem. For CEOs wanting to create clarity and drive growth amidst uncertainty, they need to get on their front foot and drive relentless focus on a short set of key growth imperatives.

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

4 Vital Premises of Dual Innovation Management Systems

Flevy

Conventional Innovation Management is unable to sustain itself in the face of contemporary needs. Dual Innovation has become a necessity for businesses to survive intense competition in today’s markets.

How Zendesk Intelligent Triage steps up the customer service game

Customer Think

The News On September 14, 2022, Zendesk announced the release of its new customer sentiment and intent functionality: Intelligent Triage and Smart Assist. These new AI based solutions shall “enable businesses to triage customer support requests auto. Blog Enterprise Technology Service and Support

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Fly’s Friday Five: How Sellers Can Move Stalled Deals

Brooks Group

I’m excited to be talking with you about stalled deals. Yes, I know that’s exciting. But it’s a topic that has come up in almost every conversation I’ve had over the last two weeks.

How Aggreko gained complete transparency into the health of their accounts

Arpedio

Client Case study. How Aggreko gained complete transparency into the health of their accounts. Download full case study. About Aggreko. Aggreko is a supplier of temporary power generation equipment and of temperature control equipment using the latest fuels and storage solutions.

A Deep Dive Into Supply Chain Strategy: Why Yours Isn't Working

Speaker: Michelle Meyer, Founder and CEO of MatterProviders

Michelle Meyer is here to walk you through the future of supply chain strategy, and why your current approach is probably not working. In this exclusive webinar, she will explore ways to develop and perfect your new supply chain design in this post-pandemic era of economic uncertainty.

Kickstart Connections with Customer Acquisition Software

NGDATA

Engage prospects with personalized, data-driven communications at the earliest stages of your relationship with our customer acquisition use case and advanced CDP software.

Is blockchain hype over? Reality vs misconceptions

Customer Think

Blockchain is everywhere: keynote speeches at conferences, Google search, trending video, and even your favorite gym. But is this just hype, or investing in blockchain consulting and development still worth the effort? Is blockchain overhyped?

Optimize Your Sales Coverage By Answering These Questions

SOAR Performance Group

As a sales leader, how do you know when your sales coverage model needs a change? Then, how do you implement that change? At a previous Sales Leadership Community meeting, […]. The post Optimize Your Sales Coverage By Answering These Questions appeared first on SOAR Performance Group.

How Aggreko gained complete transparency into the health of their accounts

Arpedio

Client Case study. How Aggreko gained complete transparency into the health of their accounts. Download full case study. About Aggreko. Aggreko is a supplier of temporary power generation equipment and of temperature control equipment using the latest fuels and storage solutions.

How to Gain a Competitive Edge: A Deep Dive Into Supplier Diversity Programs

Speaker: Rod Robinson - SVP of the Supplier Diversity Practice, Insight Sourcing Group

In this exclusive webinar, Rod Robinson, SVP of the Supplier Diversity Practice Lead & Center of Excellence, dives into the key benefits corporations are seeing emerge from their supplier diversity programs and how you can gain invaluable competitive advantages with a supplier diversity program of your own.

Improve Buyer Experience with Customer-Centric Account Research

FinListics Solutions

Digital innovation has forever changed the dynamics of B2B enterprise buying and selling. Hyper-informed B2B buyers are advancing through 80% of the purchase journey without seller assistance or involvement.

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Connected Customers, Data, and Journeys

Customer Think

I originally wrote today’s post for CMSWire. It appeared on their site on June 7, 2022. Connected customers expect seamless, consistent, and personalized experiences across various channels and touchpoints. You must know their preferences and expect. Blog Customer Journey

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Navigating Politics at Work

Cranfield Executive Development

A candid look at management practice reveals the political dimension of today's businesses and organisations. On a daily basis, managers have to handle conflicting agendas arising from a mix of company objectives and personal goals. general management article

How to send effective solar email marketing content

Crank Wheel

By sending solar content through email, businesses can tap into a growing market of environmentally conscious consumers

The Modern Supply Chain: Global Challenges and Best Practices

Speaker: Bart Huthwaite - Principal, RSM, Operations and Supply Chain

Fueled by innovation and modernization, Bart Huthwaite will unpack how developing and improving your resilience and adaptability will future-proof your global supply chain and set you up for long-term success.

The Sales MBA – How to educate B2B sales reps for maximum success

Arpedio

The Sales MBA - How to educate B2B sales reps for maximum success. ? Back to blog.

How to Make ‘More Shopping’ = ‘More Buying’ This Holiday Season

Customer Think

It’s a time of year where we are starting to see predictions about how holiday shopping will fare — Deloitte recently released consumer survey results showing some shifts in U.S. shopper spending expectations due to inflation.

Third Workplace – A Plea for More Flexibility

MDI Training

Third Workplace – A plea for more flexibility. And here I am, sitting in Croatia, on the decked patio, at the dining table with my work laptop and a sleeping cat – that came with the all-inclusive holiday home. Work from Anywhere.

The Top Sales Coaching Tactics, According to 500+ Sales Professionals

Hubspot

In the HubSpot Blog's recent survey of over 500 sales professionals, we tried to see what sales leaders hope to achieve when training reps and the top sales coaching tactics they use to get there — and our survey produced some interesting insight on both fronts.

The Supply Chain & Logistics Journey: Humble Beginnings, Troubled Present, Amazing Future

Speaker: James A. Tompkins, Ph.D.

This presentation provides a brief overview of where supply chains have been and their current status, then dives deep into the incredible role that supply chains will play going forward.