Strategic Account Management Association
MAY 9, 2022
By Tania Lennon, Global Space Lead, Talent Assessment and Leadership at ZS and Jennifer Stanley, Partner, North America Lead, Sales & Channel Practice, McKinsey & Company SAMA is proud to offer this 4th article in the 4-part series on the importance of SAM / KAM leadership. In this series we explore the key capabilities that … Continue reading KAM Leader Series: Winning Customer Commitment.
The Center for Sales Strategy
MAY 10, 2022
Most salespeople will claim to have many happy customers, but can they prove it? Renewals and repeat customers are one thing, but many buyers can live with being content with their seller and stick with who they know because nothing is broken, but what evidence is there of your raving fans?
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Software Sales Guru
MAY 9, 2022
Preparing To Be a Player As a rule, success depends on practice; hours and hours and hours of practice. It’s true in sports. It’s true in music. It’s true in entertainment. Most professionals wisely eschew seat-of-the-pants performances. In the sales profession, we often enter into a negotiation with little to no preparation. As a result we rely heavily on instinct.
RAIN Group
MAY 11, 2022
There’s simply not enough time in the day to focus on every essential skill needed to succeed in sales. While sales teams must prioritize skills development, it’s important to identify which skills could have the biggest impact on your sales results.
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.
Engage Selling
MAY 13, 2022
????? I recently came across some interesting research from Gartner on the customer engagement shift. They discovered that when a customer is buying a brand new solution, they prefer online … Read More. The post Customer Engagement Shift | Sales Strategies first appeared on Colleen Francis - The Sales Leader.
The Center for Sales Strategy
MAY 13, 2022
- MOTIVATION -. "Innovation distinguishes between a leader and a follower.". - AROUND THE WEB -. > Returning To The Office? Not So Fast. The Case For Remote Sales– Gong. Your team has been working remotely for 2+ years, and you are ready to bring them back to the office. But are they ready? Do you have a plan? Do you know what your staff is really thinking?
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Clarity Engagement Solutions
MAY 10, 2022
The 4 Zones™ of Customer Engagement is a practical, coachable, and repeatable framework of industry-leading best practices for strategic customer engagement. It is a tailored approach that has already been rolled out to commercial Life Sciences and Medical Devices organisations in over 35 countries worldwide. It encompasses validated best practices from both within a company and across the industry, to ensure commercial organizations put their “best foot forward” when engaging with
Showpad
MAY 12, 2022
Rachael Pugh and Nathalie Vervaet have never met in person. Yet, working together, they’ve built a high-performance sales enablement function at TOUGHBOOK Europe—the European Mobile Solutions Business Division of electronics giant Panasonic. They designed new industry research methods that include both customers and sales reps. They overhauled their sales enablement platform, building resource hubs around specific industries.
The Center for Sales Strategy
MAY 12, 2022
The Pareto principle has been applied to everything from farming and land ownership to productivity and employee performance since the Italian economist Vincent Pareto first coined it in 1896.
Flevy
MAY 10, 2022
For large global corporations, forming productive alliances with promising startups is a far more challenging undertaking than it appears. Global corporations frequently struggle to identify potentially advantageous startup partners. On the other hand, startups face significant difficulty isolating and contacting the appropriate decision makers in the corporations, given the massive hierarchies of global businesses.
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
Clarity Engagement Solutions
MAY 10, 2022
The 4 Zones™ of Customer Engagement is a practical, coachable, and repeatable framework training delivered by Clarity that combines the setting of everyday language and industry-leading best practices. It is a tailored approach that has already been rolled out to commercial Life Sciences and Medical Devices organisations in over 30 countries worldwide.
Hubspot Sales
MAY 10, 2022
Text messaging for sales is an excellent way for you to stay top-of-mind as your prospects consider their product options. Chances are that if they’re speaking with you, they’re speaking with a competitor to see who will offer them the best rates and customer service. It’s unadvisable to fall behind. One way to stay ahead of the game? Sending sales text messages to your prospects to nurture them all the way until conversion.
The Center for Sales Strategy
MAY 12, 2022
Creating an environment of trust and becoming a trusted advisor is one of the most important roles of a successful sales professional. That requires a shift from focusing on selling your product or solution to understanding and meeting the needs of the prospect or client in the now, near, and far.
Flevy
MAY 11, 2022
The necessity to accelerate Innovation is not unique to a particular industry. Incumbent companies in numerous industries are thoroughly cognizant of the competitive risks presented by the inadequacies of their Innovation chains. They are also aware of the capabilities of startups in quickly utilizing technologies. This realization has given birth to the concept of Open Corporate Accelerators (OCA) , which involves less investment than the conventional Corporate Accelerator model.
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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.
Revenue Storm
MAY 10, 2022
By now everyone has heard about the “Great Resignation,” where in America alone almost 4 million people quit their jobs each month during 2021 – the highest on record, and where there were over 10 million job openings as of December (source: SHRM). At the same time, companies are facing this “people” crisis, they are also facing the changes brought about by the continued pandemic, the war in Ukraine, rising energy costs and inflation, supply chain disruptions, wage increases, and a virtual workf
Hubspot Sales
MAY 9, 2022
Even the most seasoned, effective salespeople can struggle when hashing out how to lead a sales team. Taking the reins doesn't come naturally to everyone, and even born leaders might need a little guidance when transitioning into a sales management role. That's why we put together a list of some key tips aspiring sales leaders can refer to as they find their footing as managers.
Force Management
MAY 11, 2022
A salesperson’s time is valuable. Ensure your sales team is spending their time building a pipeline of high-value accounts. Support your sales managers and reps in developing a result-driven plan that focuses them on pursuing these high-value opportunities. Put a process in place that helps your salespeople repeatedly and consistently drive effective sales plans.
SBI Growth
MAY 11, 2022
When it comes to supporting the CEO’s growth agenda, the level of sales talent is the primary differentiator for market-leading organizations. According to our internal SBI benchmarking, most business-to-business sales organizations exited December of 2021 with a startling 10–15% open sales headcount. But the real issue is the “sales capacity at risk” figure which is closer to 50–60% when factoring in open headcount, expected sales professional attrition, lower productivity levels from a glut of
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.
Groove HQ
MAY 12, 2022
When evaluating Intercom alternatives, don't sleep on brands such as GrooveHQ, Zendesk and others. They could offer you exactly what you're look for. The post 10 Best Intercom Alternatives appeared first on Groove Blog.
Hubspot Sales
MAY 13, 2022
Imagine it’s the year 3000. You drive your hover car to the plutonium fuel station. You buy snacks and pay for everything with a wave of your hand. If you have a tap card, that last part is already possible. In fact, it’s been possible since the year 1995. But in the last few years, more and more people are turning to contactless payments. So, how do they work?
Zendesk
MAY 11, 2022
During the pandemic, companies across industries were challenged: spread thin, understaffed, and often under-resourced. That left many at risk for providing lackluster customer service experiences. But while businesses felt the strain, customers didn’t lower their expectations–if anything, they raised the bar. How can businesses scale support and stay agile through change?
Farland Group
MAY 10, 2022
Andrew Greenwood is Chief Marketing and Communications Officer for ZS Associates, a management consulting and professional services firm focusing on consulting, software, and technology, providing services for clients in healthcare, private equity, and technology. He has more than 20 years of experience leading marketing and communication teams within business-to-business large IT services firms.
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.
Groove HQ
MAY 10, 2022
When evaluating Gorgias, you can come across many different alternatives from Zendesk to Kayako, to GrooveHQ, and more. But each one offers unique selling points. We'll show you. The post 10 Best Gorgias Alternatives appeared first on Groove Blog.
Hubspot Sales
MAY 10, 2022
In 2020, 55% of all payments were made by credit or debit card , according to the Federal Reserve. During that same period, cash payments fell from 26% down to only 19%. Which means if your business isn’t accepting card payments, you’re leaving money on the table. So does that mean you need to invest hundreds of dollars in a card processing system and negotiate endless fees?
Strategic Communications
MAY 13, 2022
A prospective client contacted us recently wanting to produce a white paper to serve as a promotional tool. The white paper needed to include: a focus on the new national campaign theme, a focus on the new local campaign theme, a focus on the areas served, a focus on the organization’s new direction for the coming year, a focus on…OK, hopefully, you get the point.
Zendesk
MAY 12, 2022
Wine.com is the nation’s leading online wine retailer, earning $355 million in revenue during 2021. While the pandemic has changed consumers’ purchasing habits, Wine.com has been bringing the tasting room to people’s homes since 1998. Wine.com offers several unique programs on its platform, including StewardShip, a premium membership program that includes VIP perks and free shipping for an annual fee.
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.
Apptivo
MAY 12, 2022
All About Marketing Automation. 1. Marketing automation Definition. 2. What is the need for marketing automation? 3. Benefits of marketing automation. 4. How does marketing automation work? 5. Core areas of focus in marketing automation. 6. What are marketing automation platforms? 7. How are marketing automation platforms different from other similar systems?
Hubspot Sales
MAY 9, 2022
Business is booming and you’ve finally outgrown making invoices in your word processor. Congratulations! Whether you’re a freelance designer or the leader of a sales team, you’ve got more important things to do than manually bill your customers. But a freelancer and a sales team won’t have the same billing process, so they shouldn’t have the same invoicing software.
Mercuri International
MAY 12, 2022
Is it simple? The world of sales has, historically, broken down into two broad areas. There’s ‘traditional’ simple sales (think sales representative with a product portfolio) and complex sales (where a sale involves multiple components that make up the solution and/or numerous stakeholders). However, in the increasingly competitive world of business-to-business, it’s becoming harder to find examples of sales that fall entirely into the first category.
Brooks Group
MAY 11, 2022
We all know that developing trust is one of the keys to long term sales success. Unfortunately, trust takes a big hit when a company can’t deliver on its promises, which is exactly where many companies are finding themselves these days due to persistent supply chain issues. Successful leaders and superior performers can combat this with well-developed emotional intelligence (EQ) skills, which enable them to work well with a wide variety of people because they can respond effectively to rapidly c
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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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