Revegy
MARCH 27, 2023
Your strategic account planning process is integral to optimizing revenue in your largest accounts. In an interview we conducted with Forresters’ Vice President and Principal Analyst of Sales Operations Strategies, Robert Muñoz, he shared the critical ingredients of effective account plans and how to drive results through living account plans. What is Strategic Account Planning?
Customer Think
MARCH 28, 2023
Source: Shutterstock Key Takeaways A growing number of companies are adopting account-based programs that treat customers differently based on their perceived value to the company.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
The Center for Sales Strategy
MARCH 29, 2023
If you’re trying to maximize your company’s revenue performance, having a clear understanding of the numbers is essential. Knowing exactly where your income is coming from and where it’s going can help you make informed decisions and ensure that you are on track to reach your goals. Fortunately, tracking your revenue performance doesn’t have to be complicated.
Customer Think
MARCH 27, 2023
We are just one quarter into 2023 and it is certainly shaping up to be a tough one. We have already seen disruption in the tech sector with layoffs amounting to a whopping 140,000 people in three months.
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.
Upland
MARCH 29, 2023
Relationship management in sales is all about delivering value and understanding the people and problems at play within accounts – both from prospective and current customers – in order to help solve their greatest challenges. It’s about sellers becoming trusted advisors to their customers and being the first one to get called to the strategy table when needs arise.
Mike Kunkle
MARCH 31, 2023
Sales process, sales methodology, and sales competencies are all important and related aspects of sales effectiveness. But they are not the same thing. Why care? Because getting these right, having them support each other, and fostering adoption and mastery, improves revenue plan attainment, individual rep quota attainment rates, and win rates. It’s been proven in multiple studies and is worth the effort.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Sales Readiness Group
MARCH 28, 2023
Handling objections is an essential part of the sales process. Although these can be challenging and even uncomfortable conversations, the sales professionals who navigate objections with finesse can build trust and move deals forward. Use this four-step process to address objections and concerns with confidence.
Customer Think
MARCH 25, 2023
Image courtesy of Getty Images If you’re in business, whether as a local mom-and-pop corner shop or a global Fortune 100 corporation, you are facing the consumerization of experience. Technology, whether cell phones or laptops, are shaping customer expectations during every phase of their engagement with your company.
Hubspot Sales
MARCH 27, 2023
Long gone are the days of solely visiting brick-and-mortar businesses to find what you need. Now, e-commerce is booming and here to stay. You can also buy virtually anything online, including services. These services range from financial counseling to tarot readings. When we think about online selling, we usually think about selling products like clothing or electronics.
The Center for Sales Strategy
MARCH 27, 2023
Sales management is an art that requires a delicate balance between the present and the future. The key to success lies in mastering the art of balancing the pending vs pipeline. This means managing your current deals while also prospecting for new ones. As a sales manager, you must be able to prioritize your time and resources effectively to ensure that you are not only closing deals today but also building a strong pipeline for tomorrow.
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
Sales Readiness Group
MARCH 28, 2023
In today's highly competitive marketplace, businesses can’t afford to take customer loyalty for granted. Every sales organization must prioritize customer success skills to build stronger relationships, differentiate themselves from the competition, and help retain clients for the long term. Use these three tips to foster a customer success culture in your business.
Customer Think
MARCH 28, 2023
In the classic scene from the film “The Wrath of Kahn” the embattled crew of the Starship Enterprise sits crippled in interstellar space, hiding in the Mutara Nebula as the superhuman Khan Noonien Singh, who cleverly acquired his own Federation spaceship hunts Captain Kirk and his valiant crew.
Hubspot Sales
MARCH 27, 2023
Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Sales is an increasingly consultative profession. You could go so far as to say we're in the age of the "Always Be Helping" salesperson. That means reps need to provide prospects with helpful and specific resources as opposed to stuffing irrelevant information down their throats — but you can't get there if you don't understand where your prospect is coming from.
ProlifIQ
MARCH 30, 2023
Account Planning Template for B2B Sales Teams You can steal the key account plan template we use with customers here. We’ll cover each part including: Business Overview Objectives & goals Relationship Mapping White Space (Expansion) Action Introduction: What is Account Planning? Strategic Account Planning is a strategic process sales teams use to increase the likelihood of winning, retaining, and growing critical accounts, to maximize the long-term revenue of an account.
Advertisement
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.
Strategic Planning and Management Insights
MARCH 29, 2023
Strategic planning Agenda for your next strategy meeting. We've been leading strategic planning meetings for the past 12 years (and counting), and we've tested dozens of different strategic planning agendas so that you don't have to. Use our experience to have the best and most effective strategic planning process.
Customer Think
MARCH 30, 2023
The quality of customer service has been declining due to staff shortages and post-pandemic issues. Recently, Frontier airlines announced the elimination of all its call centers, and moving forward they will be implementing an app-only customer service model. Could this be a glimpse of the future?
Zendesk
MARCH 29, 2023
In March, we celebrate Women’s History Month and International Women’s Day to honor women’s accomplishments and contributions to our culture and society. This year’s theme is “Embrace Equity,” which highlights the importance of acknowledging that everyone has different needs and circumstances, and we must take action to ensure true inclusion and belonging.
Kainexus
MARCH 28, 2023
Effective leadership in healthcare organizations requires open lines of communication between caregivers working directly with patients and hospital administrators who seek to protect the interests of all stakeholders. In addition, operationally excellent healthcare organizations engage in nimble, data-driven decision-making and foster a culture of respect and value.
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.
Revenue Storm
MARCH 28, 2023
Sales organizations in the high-tech arena have been hit with several redefining trends over the last several years – the shift to virtual relationships, the drive to commoditization by the buyer, the unbelievable acceleration of digital technology, and the redefining of market boundaries. Let’s examine the five key strategies that high-performing sales organizations are intensely focused on for driving success and revenue growth in an increasingly complex and competitive market.
Customer Think
MARCH 25, 2023
How AI-powered chatbots can drive more revenue and boost efficiency in retail businesses In today’s digital world, would a business benefit more from keeping an eye on the competition or putting everything it has into its customer base? Scott Cook, eBay founder, said, “Instead of focusing on the competition, focus on the customer.
Zendesk
MARCH 31, 2023
Best-in-class customer service organizations are increasingly using AI as a competitive differentiator, especially as they face economic uncertainty and rising costs. Cost-savings are just one benefit of AI in customer service. A recent report from Gartner, 3 Ways AI Benefits Customer Service Organizations ,* explains how customer service organizations can use AI to move beyond cutting costs to adding value.
Force Management
MARCH 30, 2023
As the external economic environment continues to shift, many organizations are looking for ways to optimize costs and make their sales force more efficient. One focus area has emerged as a key differentiator for those organizations who have been able to do more with less, accelerate revenue, and exceed their objectives during this economic time: alignment.
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.
Sales Gravy
MARCH 28, 2023
On this special episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams and bestselling author of Coffee's for Closers, Tony Morris, dive into the art of great discovery, how to ask questions that build rapport and create engagement, and why better questions set the groundwork for better results. Great Discovery Is A Sales Superpower The two biggest priorities for salespeople are building pipeline through prospecting and discovery.
Customer Think
MARCH 25, 2023
Data mining is a technique for sorting huge data sets. It helps in recognizing the relationships and patterns to resolve business problems. Data mining companies use tools and processes to help organizations in predicting future trends and forming decisions.
The Center for Sales Strategy
MARCH 28, 2023
Great job to all of you who have shifted your sales recruitment emphasis from advertising and job boards to personal networking. Networking invariably produces more quality, but only if it’s done right. The age-old approach— I’m looking for a salesperson. Do you know of anyone who’s looking? Doesn’t work.
Nutshell
MARCH 31, 2023
As a sales manager, you want to stay up to date with the latest sales trends, keep up with your sales skills and knowledge, and continually build your management and leadership expertise. There are lots of resources out there that can help you do this, from blogs to books to podcasts to newsletters. In this post, we’ll share some of our favorite resources for sales managers.
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.
SBI Growth
MARCH 29, 2023
Sales effectiveness and productivity are current initiatives top-of-mind for commercial leaders. Consistent themes around the two topics have surfaced, as seen in SBI's client engagements, executive round tables, and proprietary research, and go-to-market leaders need to pay attention. We are also witnessing the massive challenges sales leaders face in balancing CEO expectations with tangible outcomes.
Customer Think
MARCH 30, 2023
Twenty years ago, in their seminal, powerful book The Influentials, authors Ed Keller and John Berry stated: “One American in ten tells the other nine how to vote, where to eat, and what to buy.” Keller and Berry identified these individuals as holding a huge amount of sway within the communities and audiences they reach.
The Center for Sales Strategy
MARCH 30, 2023
Email continues to be a very effective way to engage with prospects and clients. However, consider these facts ( Source ). In 2022 there were over 330 billion emails sent and received per day. That number is expected to be almost 350 billion per day in 2023 The average person sends and receives 121 business-related emails per day. Remember, that’s an average.
RAIN Group
MARCH 29, 2023
Ask 100 sellers at 100 companies why their customers buy from them, and you’re likely to hear 100 answers with the same underlying theme: the value we provide. Sellers describe their value to us in several ways: we get results. Our relationships are very close. They get from us what they’ve always wanted (but never gotten) from other companies. We bring innovative solutions to the table.
Advertisement
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.
Expert insights. Personalized for you.
52 
Let's personalize your content