Sat.Aug 13, 2022 - Fri.Aug 19, 2022

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The Secrets Of Successful Strategic Account Management With Richard Santucci And David Hughes

Strategic Account Management Association

How do you take care of your most important customers? Join us and hear how Richard Santucci and David Hughes leveraged their combined 50 years of experience in B2B sales and sales leadership to build and lead a very successful, global Strategic Account Management program from scratch, then wrote a great book about it. If … Continue reading The Secrets Of Successful Strategic Account Management With Richard Santucci And David Hughes.

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How to Attract Talent in 2022

Strategic Planning and Management Insights

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No is not a loss

Software Sales Guru

No is Not a Loss Sales environments that suggest every opportunity is “won” or “lost” do not recognize that NO is a good outcome. A consultative seller creates value by helping the buyer understand what merits action, and what does not. It is equally beneficial to agree to disengage, as it saves time for both parties, and avoids zombie deals. It’s also important to recognize.

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A Ten-Day Journey to Becoming the Sales Superhero

The Center for Sales Strategy

Do you ever wonder what it would take to become a Sales Superhero? What would it take to bag every target account on your list? Bruce Wayne trained for 12 years to cross the globe and learn martial arts and forensics. Doctor Stephen Strange trained for 4 years, but he had the forces of Kamar-Taj in his favor! The Center for Sales Strategy firmly believes that you have a few innate sales traits (best discovered through our Sales Talent Assessment).

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2024, The Year of the Customer

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.

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How to Develop Strong Negotiation Skills: Understanding the Eight Different Kinds of Leverage

Sandler Training

There are eight possible sources of leverage that are present in every negotiating situation. We want to understand and maximize all eight sources. The post How to Develop Strong Negotiation Skills: Understanding the Eight Different Kinds of Leverage appeared first on Sandler Training.

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Fly’s Friday Five: Talent Management and Retention

Brooks Group

Friends, it’s Gary Fly with The Brooks Group. I’m going to revisit some topics from the past, I’ve had a number of conversations recently that have continued to highlight what challenges people seem to be feeling in the marketplace. . One is around prospecting. The second is around talent. I will lump these together and talk about the basics of selling, the basics of leadership, and the basics of running a business.

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21 Free Courses for Key Account Managers to Boost Your Skills Now

Account Manager Tips

21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. It's not an easy job, and you need many different skills to do it well. Find out what those skills are, along with 21 free courses to help you become a better key account manager. Tweet. 0. Share. 0. Pin. 0. Share. 0. Table Of Contents.

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Sales Training Topics to Drive Results

RAIN Group

If you’re responsible for designing or implementing sales training for your organization, you know the effectiveness of training varies greatly. It might not be implemented properly, land well with participants, relevant to sellers’ daily work, or it might be forgotten completely in the days and weeks following the training. Sales training fails more often than it succeeds.

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Managing Highly Talented Salespeople – Is It Worth the Trouble?

The Center for Sales Strategy

On a coaching call last week, a manager and I were discussing a seller new to his team. On pulling up this person’s sales assessment, all I could think was, “WOW! Look at all that talent!” This person was strong across the board. So much potential. Unfortunately, this seller was definitely not reaching their potential. Struggling, not making budget, not willing to learn, and a poor attitude.

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Innovation during COVID-19

Flevy

Organizations have reacted to the COVID-19 pandemic in their own ways. Almost all had to change the way they were operating in order to cope with the challenges thrown up by the crisis. Companies have discovered novel means to market, service, and function through the pandemic. Notable Innovation throughout various industries has taken place as a result of the COVID-19 crisis.

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How to Stay Competitive in the Evolving State of Martech

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

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How to Win Deals with One Simple Negotiation Strategy

Account Manager Tips

We all have to negotiate with our clients sooner or later, but for lots of reasons, most of us avoid it if we can. Anchoring is a simple tactic that can help you gain control of the negotiation and give you a bargaining advantage too. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. Why make the first move in a negotiation?

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The Right Outside and Inside Sales Team Structure | Sales Strategies

Engage Selling

??????????? What’s the right outside and inside sales team structure? I recently had a conversation with an exceptional sales leader I work with. We discussed the growth trajectory of his … Read More. The post The Right Outside and Inside Sales Team Structure | Sales Strategies first appeared on Colleen Francis - The Sales Leader.

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How to Use Sales Psychology to Change Buyers' Mindsets

The Center for Sales Strategy

As a business leader, you're well aware of the fact that sales can make or break a company. Unfortunately, simply designing a great product or service won't lead to outstanding sales. Industry leaders today are focusing on a more psychological approach to boosting their sales. Read on to learn more about sales psychology and find out how you can use it to change the mindset of any buyer.

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5 Areas of Focus for Your SKO in the Current Economy

Force Management

Changing dynamics in the economy may demand a strategic pivot for how you reach revenue goals in your sales organization. The challenge becomes identifying which priorities are most critical to devote resources to. Define where to focus and align your organization behind a message that delivers on those objectives. Take action. Leverage your sales kickoff.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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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Continuous Improvement Project Management Fundamentals 

Kainexus

Organizations that wish to achieve operational excellence through continuous improvement execute many discrete projects to achieve this aim. The key to success is a structured approach to improvement and project management that helps every person in the organization contribute to positive change. Three factors have a substantial impact on the outcome of ongoing improvement projects.

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Independent Board Members Validate SBI’s 2023 CEO Growth Planning Survey Results

SBI Growth

Recently, through SBI’s Executive Growth Forum Program, the team hosted an invitation-only event for independent board members to better understand, from their respective lenses, how they view CEOs preparing for 2023. With SBI’s 2022 CEO growth planning survey as the foundation for discussion, they captured critical insights from the board members serving one or more companies with market caps between $500m-$1B, mostly PE-owned companies in software, technology, and business services.

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3 Shifts B2B Sellers Need to Make to Modernize Their Selling

Drift

Remember when sales meant hopping into a car and driving for hours to knock on doors or sit in lobbies until someone agreed to meet you? Maybe a good fit, maybe not. Maybe you got the timing right, maybe you didn’t. Either way, the sales process was linear — a series of presentations and a neatly packaged proposal at the end. I definitely remember that.

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World Humanitarian Day: It takes a village

Zendesk

On August 19, 2003, a bomb attack in Baghdad, Iraq, killed 22 humanitarian aid workers. In 2008, the UN General Assembly designated this date—August 19—as World Humanitarian Day (WHD) to commemorate aid workers who have lost their lives in the line of duty. Each year, the UN Office for the Coordination of Humanitarian Affairs (OCHA) and humanitarian partners focus on a theme to campaign for the survival, well-being, and dignity of all those affected by crises and in war-torn areas, including the

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How to Leverage Intent Data for Better Outcomes

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.

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They Don’t Care About You; Here’s How You Can Show That You Care About Your Customers

Strategic Communications

Want a quick tip to help you evaluate the effectiveness of your advertising copy ? It’s simple. Just take a look and see how many times you use words like “we” or “our.” What’s wrong with those words? They’re you-focused, vs. they-focused—they being the target prospects you’re hoping to influence in some way.

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What is the return on sales formula, and how do you calculate it?

Apptivo

Introduction. The best way to understand and determine the growth of the business is by calculating the return on sales ratio(ROS). The return on sales ratio is a financial ratio which presents you with the overall revenue (the profit) and how much is used to pay down the operating expenses. Today the business owners and investors prefer the return on sales ratio to be a useful one as it allows you to know and understand the percentage of dollars a company makes as revenue during a particular pe

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13 tips to Improve your Remote Selling Conversion Rates

Crank Wheel

The needs and demands of the modern customer are changing and it’s important that businesses understand these changes and how to capitalize on them in order to widen their sales funnel and increase conversion rates

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Should Work Be Fun?

EcSell Institute

Research shows that having fun at work has a big impact on employee performance and retention. But what does it mean to make work "fun?" The answer is not happy hours or a foosball table.

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Negotiate Larger Deals More Quickly

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.

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Components of a Strong Sales Pitch

Brooks Group

There is no such thing as a naturally gifted salesman. It’s a talent that comes with time and expertise, honed through practice and experimentation. And while there are a lot of different things that might go into making a sale go well, there are a few essential components that all effective sales presentations and pitches have in common. In this article, we’ll take a look at some of the most critical components of an effective sales presentation, so stay tuned for that!

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30 Inspirational sales motivation quotes

Apptivo

Introduction. Sales is an important part of business. Even the most successful and motivated salesman needs to be pushed and pumped at times to reach the desired target. In reality, sales people face a lot of tension and negativity in their day to day routine work. Each deal they close is coupled with unanswered calls and emails which are quite frustrating at times.

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7 Benefits of Connected Services Organizations

Planview

A connected services organization is one in which systems, data, work, people, and customers are integrated and aligned, in order to establish a critical link in the organizational chain that joins customer and solution value. The journey towards becoming a connected services organization is a continuum that captures and tracks progression from traditional, focused on generating profit as a singular business unit (weakest link), to a connected business unit operating as a strategic enabler for t

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“More” is Not a Good Marketing Goal. Why Specificity Matters.

Strategic Communications

Many of you have probably been at goal-setting seminars or workshops where the leader will pose a question like: “Would you like to make more money?,” and, of course, everybody nods or raises their hand. Then the leader will approach a workshop participant and hand over a dollar. “There – you’ve just made more money.” Not as silly as it seems and, in fact, many marketers fall short when it comes to setting precise goals for their efforts.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.

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10 influential voices in sales you should follow on LinkedIn

PandaDoc

In a competitive industry like sales, it’s important to continuously invest in your education and stay up to date on the latest trends taking sales by storm. A quick and easy way to stay plugged into the state of selling and where it’s headed is through LinkedIn. LinkedIn isn’t just for social selling. Many B2B and B2C sales professionals turn to LinkedIn to ask for their peers’ advice and share inspiring, relatable content around prospecting, cold email, demos, outreach, and more.

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Episode #52: 4 Rules For Improving The Customer Experience With Gail And Bruce Montgomery

The Congruity Group

Meet Gail and Bruce Montgomery. They are the high-energy co-founders of ExperienceYes, a truly one-of-a-kind business, set out to bring fun into organizations that want to improve trust, relationship-building, and EQ to make higher-performing teams. With similar backgrounds in professional acting, singing, and dancing in New York City, they both made their way into the [.

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The Best Way To Discuss Budget in Sales: The Proven Formula

Sales Outcomes

This post is the 200th edition of 2-Bullet Tuesday!!! Thank you for being a valued reader and sharing the content you like with friends and colleagues. . One of the most critical steps in the sales process is discussing the budget or price with potential clients. Many salespeople struggle with this conversation, but a proven way makes it easier for the salesperson and the potential client.

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There is a Name for What I Do!

Peter Simoons

It must have been twenty years ago that I signed up for my first course on strategic alliances. During the years leading up to that point, I had always worked collaboratively with clients and suppliers. The relationship with them was key for me, together we created unique value propositions. With a focus on the long-term, a relationship whereby both parties benefited was essential for me.

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Contact vs. Company Intent Signal Data

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.