Arpedio

AUGUST 24, 2022

Account Planning: Manage Long-Term Account Development. Account Planning: Manage Long-Term Account Development. ? Back to blog. Account planning, also known as strategic account planning, sales account planning, or a key account plan - yes, there’s plenty of ways to put it, but it all boils down the process of creating a consistent strategy for gathering information and mapping out essential details on your most valued client or a new prospect.

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Account Planning Account Development Management Account Management 52

SBI Growth

AUGUST 24, 2022

As I prepared to step into the role of CEO at a transitioning company that was on the cusp of massive growth and facing economic turbulence, I reflected on conversations I’ve had with other CEOs. I have learned that there are a number of qualities a leader needs—not only inherent abilities but also skills that must be developed—in order to successfully lead their company.

Leadership 71

Leadership 71

Engage Selling

AUGUST 26, 2022

You must learn to be an object of interest! Recently, I was speaking with my good friend and advisor, Alan Weiss, about how inundated today’s marketplace has become with thought … Read More. The post How to Be an Object of Interest first appeared on Colleen Francis - The Sales Leader.

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Sales Sales Training Sales Leadership Leadership 116

The Center for Sales Strategy

AUGUST 24, 2022

There are myriad ideas and theories out there about what makes a great leader, and many are useful. They give some insight into those characteristics that define effective leaders —strategic thinking, strong focus, a sense of mission, passion for customers, innovation, hard work—the list goes on. But there is one trait strong leaders often exhibit that is not often discussed.

Strategic Thinking 114

Strategic Thinking Innovation Leadership 114

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.

Account Manager Tips

AUGUST 24, 2022

Chrome extensions are a fantastic way to customise the functionality and behaviour of your browser to do just about anything. In this episode I share 16 of my personal favourites, guaranteed to massively improve your workflow (and life). Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. 16 essential chrome extensions to improve your workflow (1) Bit.ly (2) Bitmoji (3) Dex Personal CRM (4) DragApp (5) Drift Video & Screen Recorder (6) Extensity (7) Giphy

Digitalization 130

Digitalization Key Account Management CRM Management 130

SuperOffice

AUGUST 22, 2022

Not all CRM platforms are created equal. Each CRM serves a different purpose and audience. They also have different price points and a unique onboarding process that match individual needs. Finally, CRM systems differ in how they are built and how businesses can benefit from them. If you’re just starting out in your journey to find the right CRM for your business , let us show you the 3 types of CRM – analytical , operational and collaborative and how they are different.

CRM 136

CRM Decision-making Onboarding Suppliers 136

The Center for Sales Strategy

AUGUST 22, 2022

Companies that invest in sales training are considered 57% more effective than companies that don't. When it comes to selling a product or service, teaching workers sales training may be more beneficial than you thought. Sales training is when you teach your employees skills and techniques for creating sales opportunities. When done correctly, sales training can boost your business' revenue.

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Sales Training Sales Customer Experience 112

Apptivo

AUGUST 24, 2022

Table of Contents. 1. Introduction. 2. What is a challenger sales model? 3. What are the pros and cons of challenger sales model? 4. Steps to adopt challenger sales model. 5. How to apply the challenger sales methodology into your business? 6. Final Thoughts. Introduction. There are many sales philosophies that teach us that building relationships with prospects plays a major role in the success of the sales process.

Sales 98

Sales Decision-making Value Proposition Construction 98

MDI Training

AUGUST 22, 2022

Third Workplace: Can you really work from anywhere? You don’t need a crystal ball to know one thing: The future world of work is flexible! Whether home office, workation, third workplace or work from anywhere: As a company today, you have to be willing to experiment and remain open to trying new things. At MDI, we always strive to maximize our team development and the possibilities of hybrid working!

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Digital Transformation Leadership Internet Digitalization 98

Kainexus

AUGUST 23, 2022

Hoshin Kanri, also known as policy deployment, is the Lean management approach for aligning strategy, tactics, and improvement work organization-wide. The words Hoshin Kanri mean "management compass." When well executed, the method ensures that every employee from the front-line to top leadership understands the organization's most important objectives and works to achieve them by tackling major priorities and daily improvement projects.

Software 82

Software Software Leadership Organization 82

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

B2B

The Center for Sales Strategy

AUGUST 24, 2022

As a sales leader, you often need to revamp your sales structure to improve your sales team’s or department’s effectiveness. That involves carefully studying your current sales structure to determine what works and what doesn’t. In today’s rapidly evolving selling environment, many sales leaders have realized the benefits of shifting from a retained sales structure to a growth sales structure.

Sales 102

Sales 102

Hubspot Sales

AUGUST 22, 2022

We surveyed over 1,000 sales professionals around the globe to find out the top sales trends of 2022, and one thing is certain – the pandemic made a lasting impact on the relationship between salespeople and their prospects. Building trust and rapport, crafting a personalized sales approach, and prioritizing existing customers are more important than ever to a successful sales strategy that not only attracts customers, but turns them into promoters of your brand.

B2C 81

B2C Sales CRM B2B 81

MDI Training

AUGUST 22, 2022

‘Learn. Feel. Lead’ is a Must-Read. A leadership novel for the first-time leaders. that aims at coaching first-time leaders into effectiveness, through fictional situations and characters. In other words, a self-development book within a fictional setting. Introduction: Luca is a sales representative in a company (Aurora Inc.) which is struggling to survive.

Leadership 98

Leadership Digital Transformation Digitalization Stakeholders 98

Force Management

AUGUST 22, 2022

Rising economic headwinds are changing the selling landscape for your sales organization. As revenue pressures mount and buyer pushback increases, help your salespeople weather the storm and come out stronger. Right now, elite leaders are identifying opportunities to strengthen their salespeople’s core selling competencies, so they can better serve customers and maintain pipeline through this season.

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Sales Organization 68

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.

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Sales Readiness Group

AUGUST 25, 2022

Sales Coaching is the most important way a manager can improve how their sales team sells. The power of sales coaching is that it can be personalized to the individual needs of each member of the sales team. As an example, a new member of the sales team may need help on prospecting and call planning skills, while a more tenured member of the team may require help with strategic account management.

Account Management 62

Account Management Sales Management Sales Training 62

Hubspot Sales

AUGUST 23, 2022

Having powerful software is an undeniably critical component of any strong sales strategy. But it can be difficult to know which tools are worth the investment — and which aren't. Fortunately, we did some digging to determine which areas of the sales cycle leaders are investing in most heavily for 2022 and beyond. In a HelloSign study of 1000+ small and medium businesses , leaders were split when asked which areas of the sales cycle were the top priority for improvement in 2022.

Sales 79

Sales Digitalization Prioritization CRM 79

Sandler Training

AUGUST 25, 2022

Where thousands of salespeople, sales leaders and other professionals responsible for generating revenue for an organization can come together to share sales and leadership best practices. . The post Consider This Your Invitation: Be Our Guest for Sandler’s Virtual Summit appeared first on Sandler Training.

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Leadership Organization Sales 56

Arpedio

AUGUST 26, 2022

Join us for the big opening. Dreamforce Viewing Event. Join us for a great networking event at ARPEDIO while we watch the main keynote at Dreamforce 2022 live from San Francisco. Register Now. Tuesday, September 20, 2022. 5 PM CET. Birkedommervej 27, 2400 Copenhagen. Key Speakers. Al Gore Former US Vice President. Matthew McConaghey Academy Award Winning Actor.

Account Management 52

Account Management B2B Management Sales 52

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.

Sales

OnStrategyHQ

AUGUST 26, 2022

Recap on the Basics of Core Values. Core Values are the principles of behavior that are central and defining to your organization. They are your non-negotiables, and they apply to each person in the organization. If you are starting your strategic planning from scratch, we recommend dedicating a specific process to articulating your values. Your values (and how consistently and authentically you live them) will, in large part, dictate the culture of your organization.

Communication 52

Communication Decision-making Negotiation Meetings 52

Insightly

AUGUST 25, 2022

When you invest in a new customer relationship management (CRM) solution, a lot of work goes into choosing the right software and completing the planning stages of CRM implementation — things like assembling your CRM team , assessing your needs, and defining your goals. But no matter how thoroughly you plan, even the best CRM software can’t be an effective business tool unless it’s structured to fit your organization’s unique processes and workflows.

CRM 52

CRM Onboarding Decision-making Software 52

SalesGlobe

AUGUST 25, 2022

Keys to Private Equity Success. Mark Donnolo. Welcome to the Rethink Sales Podcast I’m Mark Donnolo. Michelle Seger. And I’m Michelle Seger. Mark Donnolo. So Michelle, we’re talking about a fun topic today. We’re continuing our conversation about m&a, and making the sales organization successful because we know it’s not just about doing the deal.

Acquisition 52

Acquisition Sales Decision-making Leadership 52

Arpedio

AUGUST 26, 2022

Join us for the big opening. Dreamforce 2022. Join us for a great networking event at ARPEDIO while we watch the main keynote at Dreamforce 2022 live from San Francisco. Register Now. Tuesday, September 20, 2022. 5 PM CET. Birkedommervej 27, 2400 Copenhagen. Key Speakers. Al Gore Former US Vice President. Matthew McConaghey Academy Award Winning Actor.

Account Management 52

Account Management B2B Management Sales 52

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.

Negotiation

Brooks Group

AUGUST 25, 2022

We’re going to revisit a topic we’ve talked about before: what to do with these macro headwinds? I recently read a Vistage CEO Confidence Survey *, and a few things struck me. One is the precipitous drop in CEO confidence. The high point was 12 months ago, and the low point was after the end of the second quarter. In fact, it had dropped from 108 to a 69, which is the lowest level it has been since 2005.

Sales Training 52

Sales Training Sales Leadership Leadership Marketing 52

Insightly

AUGUST 25, 2022

Imagine you’ve just started a business selling an amazing product or providing a unique service. You’ve done some pitching, found some leads and just landed your first sale. During the sales process, you likely learned a lot about your new customer — their likes and dislikes, goals, desires and so on. In short, you built a strong connection with them.

CRM 52

CRM Decision-making Marketing Finance 52

Strategic Communications

AUGUST 25, 2022

Sometimes I think the most simple thing that we can do as businesspeople and marketers is “put ourselves in the shoes” of our prospects and customers. Are we making it easy to buy? Or are we setting up unintentional barriers, however slight, that may interfere with—or obliterate—the purchasing process? Customer Challenges in Brick-and-Mortar vs.

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Retail Digitalization Publishing Decision-making 52

SalesGlobe

AUGUST 25, 2022

In our work at SalesGlobe, we help our clients solve challenges, navigate headwinds, and progress through transformational change as they respond to rapidly changing market needs and demands and begin to redefine sales. One recent client challenge involves an industry where technological advancements are taking them in a downward trend over the next 10 years.

Acquisition 52

Acquisition Sales Account Management Innovation 52

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.

Marketing

ACT

AUGUST 24, 2022

If you’re an independent financial advisor , you might wonder if you really need customer relationship management ( CRM ) software. No matter what size your business is, chances are you can benefit from better efficiency through marketing and workflow automation as well as easy access to all of your client information in one place. Not only can this help you attract and nurture long-term client relationships , but it can also free up more of your valuable time to invest in growing your business.

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CRM Financial Services Client Relationships Media 52

Zendesk

AUGUST 24, 2022

Financial institutions have a reputation for being slow to change. But one thing has remained constant through the decades: customer service. In this white paper, we explore how personalized service can create greater loyalty (and a better business). You’ll get tips on how to scale support to serve customers efficiently, make the most of your customer data, assess your CX, and more.

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Strategic Communications

AUGUST 23, 2022

A few years ago I was at a craft show—an annual outing where I sell beaded jewelry that I design and “dabble in” throughout the year. Unlike previous shows, that year I sold hardly any earrings, usually a high demand item both because of their uniqueness and low price, I think (I have to be honest with myself!). Instead, that year I sold many more necklaces—also unique, but higher-priced.

e-Learning 52

e-Learning Decision-making Retail Publishing 52

The Congruity Group

AUGUST 22, 2022

Meet Tony Sternberg, Co-Founder & CEO of ProsperStack, an automated retention platform for subscription businesses. Consider this: You’ve had it up to “here” with your streaming service and you call to cancel your subscription. ProsperStack partners with said streaming service to create a unique retention strategy for what happens next after you live chat [.

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Management Meetings 52

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.

B2B