Sat.Nov 19, 2022 - Fri.Nov 25, 2022

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The Best Way to Prepare for an Executive Presentation [+ Checklist]

Account Manager Tips

In a survey of senior executive buyers, Forrester Research asked if sales people are frequently prepared for their meetings. What do you think the answer was? If you said “NO” then you were right. In fact between 70 to 80 percent feel vendors are not prepared for their meetings with senior level executives. Imagine you're at the front of a boardroom about to make a presentation.

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Where Do You Find Your Next Alliance Manager?

Peter Simoons

In my previous column I mentioned that alliance management is a separate profession and that the profession, together with a structured process, is needed to drive alliances to success. In other words, alliance managers are critical for the success of an alliance. Alliance managers are special types of business people. They are specialists in alliance management and all-rounders in many other areas, both in general business, as in company or product-specific areas.

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How to Make Hybrid Sales Training Work

RAIN Group

With the rise of virtual training, hybrid workforces, and self-directed learning, what is the role of in-person training? Is in-person sales training dead? Yes and no. It’s true the global pandemic radically changed how sales organizations think about live events, including salesforce onboarding, education, and SKOs that were once the norm. The pandemic challenged sales teams to try new and creative solutions for training, most of them digital-first.

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10 Steps to Win Over Your Client’s New Procurement Team

Account Manager Tips

New procurement teams introduce big challenges and new opportunities into the customer relationship. As a supplier you need to adjust fast and build a foundation of trust. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. Help! My old contact has been replaced First things first: find out what they want 10 steps to become a supplier of choice Check these out Quote of the week.

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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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Creativity 8 – From consternation to collaboration: Using creativity to turn problems into opportunities in client service

Red Star Kim

Creativity is crucial for marketing and innovation and a while back I produced a series of introductory articles on creativity. In recent workshops we have explored the use of creativity techniques to resolve client service issues, co-create solutions and improve client relationships. This article reviews a few simple creativity techniques that have been successfully used in this area: From consternation to collaboration: Using creativity to turn problems into opportunities in client service.

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Staying to the Left of the Sales Pendulum

Software Sales Guru

Staying to the Left of the Sales Pendulum If you’re desperate to make something happen, and you try to control events and people, you push away the people you want to influence and you prevent the desired outcome. I’ve written about the Paradoxical Intent and anti-suggestions before, explaining if you try to “tie-down” a buyer, you will not gain agreement.

Sales 130

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How to Create an Insanely Easy Strategic Account Plan + Template

Account Manager Tips

Table Of Contents. Strategic account planning process 1. Have a conversation with your client Where are we? Where do we want to go? What changes have to be made? How should changes be made? How should progress be measured? 2. Evaluate and prioritise your goals 3. Create your strategic account plan Categories Objectives Initiatives 4. Review and revise your account plan Strategic account plan Excel template Strategic account planning resources.

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Improving Digital Conversations and Sales

The Center for Sales Strategy

Imagination. It’s a wonderful thing as a child, but as an adult, it can often keep you from engaging in specific scenarios. I see it often from media sellers when it comes to being asked to sell new digital solutions… “if I engage in this conversation, what if they ask me… fill in the blank.”.

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How to lead a client services team in an award winning digital marketing agency, with Beth Sharma

Account Management Skills

Welcome to Episode 75 with my guest Beth Sharma , Client Services Director at Hallam. This episode is for you if you’re interested in any of the following three areas: You’d like to know what the Client Services Director does in an award-winning digital marketing agency. You’d like some tips on how to get more client recommendations.

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Why CRM Is Key To Boost Business Growth Potential?

Customer Think

In B2C environments, CRM solutions are essential to maintaining client relationships over time. Managing online retail customers is crucial for any eCommerce platform to run smoothly. Standard CRM systems in eCommerce allow you to register, track, and utilize data about customer interactions. Business owners use CRM systems to assess the big picture of their customers’ […].

CRM 136
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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 Create Powerful Executive Level Presentations [+ Template]

Account Manager Tips

How many times have you been in a presentation and drifted into a daydream? Thinking about what you'll do when you get back to your desk or what you'll have for lunch? We've all been there. Why? Because we got bored listening to someone drone on about a topic we already know (or didn't care) about. Don't let that happen to your presentations. Especially when your audience is a room full of executives.

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Motivating Sales Strategies for the Under 30 Crowd

The Center for Sales Strategy

There is a lot of talk about the multi-generational workforce, and as history would have it, each generation will lament about “young people these days.”. They don’t want to work! They lack discipline! The attitudes! The workplace demands! Each generation rolls in with its own unique defining qualities, yearning to be different than those before them.

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8 Reasons to Invest In Your Strategy Execution

Strategic Planning and Management Insights

Your organization's success depends on its ability to execute on your strategic plan. Implemeting your strategic plan on your own can be difficult. Why? Because you are busy working in the business that it's hard to make time to work on the business. Because you've never done this before and strategic work is more complicated and unknown compared to operational work that is familiar.

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10 Email Marketing Strategy Tips

Customer Think

So, you’ve tried to find the best email marketing software for your business, maybe you have an email list with potential customers eager to learn about your brand. You might have even sent a few emails to these recipients, but quick question – what happens now? Answer: you take your campaign to the next level […].

Marketing 132
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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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B2B Book Club Selection (November 2022)

Account Manager Tips

Listen to this article. Every month I share a selection of popular titles to help with your professional development as a key account manager. Here are the book recommendations for November 2022. Table of Contents. Great on the Job: What to Say, How to Say It. The Secrets of Getting Ahead. Why this book? Seeing What Others Don't: The Remarkable Ways We Gain Insights Why this book?

B2B 130
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Three Sales Tactics You Should Retire Today

The Center for Sales Strategy

Recently, there have been a lot of salespeople soliciting me. Maybe, they think I could be a decision-maker for my company. For the most part, they are mistaken. Most of the approaches are the same — the email reads like it was sent to 1,000 emails, and they hope one sticks. However, every once in a while, one really stands out. The ones that stand out are short and to the point of why I would want to reply to them.

Sales 76
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Accelerate Growth by Establishing a Deal Review Desk

SBI Growth

Pipeline Management is a critical exercise with which many organizations struggle. High-growth companies with consistent and disciplined pipeline management outperform their competition by 1.5x. If you missed your number this quarter, an actionable strategy to take now is to apply strategic focus on current pipeline opportunities. CEOs and commercial leaders are involving their sales teams and counterparts in Marketing, Product, Business Development, and Pricing to proactively get a foothold on

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People are the Problem with Cybersecurity—Just Not the Ones You Think

Customer Think

The theme of this year’s Cyber Security Awareness Month was “See Yourself in Cyber.” According to The Cybersecurity and Infrastructure Security Agency (CISA), the theme demonstrates that while cybersecurity may seem like a complex subject, ultimately, it’s really all about people. The purpose is to ensure all organizations make smart decisions when it comes to […].

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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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Caroline Southgate: My life-changing experience on the Business Growth Programme

Cranfield Executive Development

For Caroline Southgate, Managing Director of Doris Jones, an Essex-based care services provider, attending the Business Growth Programme (BGP) completely changed her outlook.

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Best Live Chat Software in 2023

Agile CRM

Live chat services entered the business realm in 2002 with the launch of Live Chat. Through this initiative, customers could speak with a company representative directly via the company website without making phone calls. Because it was widely believed to be excessive and expensive, it took a while to catch on with businesses. Still, customers were more used to calling or visiting the business to get their questions handled.

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The ultimate guide to solution selling

PandaDoc

Probably the most popular approach to complex B2B sales, solution selling has been around for decades. It is still being taught to many sales reps around the world, and there are compelling reasons to do so. However, since its founding, a lot has changed. Read this article to discover how the solution-selling methodology fares now, how top performers adapt it to modern times, and where to learn more about this approach.

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Livestream Commerce Options Beyond TikTok and Meta

Customer Think

The summer of 2022 saw upheaval in the domestic live commerce space. After TikTok abandoned or delayed its livestream commerce plans in the U.S. and Europe in July, Facebook dropped plans to roll out livestream shopping. Then, in early September, Instagram issued an internal memo stating that the company’s Shopping page will be going away […].

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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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Why Public Relations (PR) is Important for Marketers

Strategic Communications

In a digital world where literally anyone can be a “publisher,” I’m often asked why (or if) public relations (PR) is still important for marketers. My answer: It definitely is! In fact, used appropriately and efficiently, PR can be a great way for businesses of all sizes and types to gain exposure for their companies, their products and services, and their thought leaders.

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Best Business Process Management Software Tools in 2023

Agile CRM

Business Process Management Software (BPMS) is a tool that helps organizations manage and automate their business processes. It allows users to create, monitor, and optimize their business processes. BPMS can be used to manage any type of process, from simple to complex, and from manual to automated. BPMS typically includes a workflow engine, which is used to manage and automate the execution of business processes.

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Would you really trust a company that doesn’t look after your data?

Mercuri International

“Today, businesses can acquire more data than ever before. This information can be a powerful tool, but it must be accurate and secure.” The 24th November saw leading executives from around the world gather for this year’s Sales Conference. And as always, there was one big theme. And this year that theme was ‘trust’. But how do we build trust?

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What are Feedback Loops & How Can You Close Them?

Customer Think

These days brands are using negative feedback loops as well as positive feedback loops so as to effectively manage customer relationships. By implementing positive and negative feedback loops, businesses can focus on issues and find bits of knowledge that will help them to develop strategies and find solutions to improve their processes, products and services. […].

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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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Creating the Perfect Sales Engagement Strategy

Crank Wheel

Many experts agree that the best way to convert leads is to focus on customer engagement, but what exactly is it? How do you enhance it? Are there any tips and tricks to make sure you’re getting the most out of it? We’ve got you covered with this complete guide to how to create the perfect sales engagement strategy.

Sales 52
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Top 3 Benefits of Integrating Act! + QuickBooks®

ACT

If you’re a regular user of Act! and QuickBooks, you already know the value both solutions bring to your business. But did you know that you can bring Act! and QuickBooks together right from within Act! to help you save time, make informed decisions, and simplify your workday? With Qsales —a preferred Act! solution that integrates QuickBooks with Act!

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Reputation is increasingly a business commodity – but how do we improve it?

Mercuri International

“Good reputation is good for your business as good reputation builds trust. And trust drives market value.” The 24th November saw leading executives from around the world gather for this year’s Sales Conference. And as always, there was one big theme. And this year that theme was ‘trust’. But how do we build trust? In the ‘Future State of Trust’ report we identified 6 key dimensions critical to the process – and one of those was…’Reputation’.

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Three Tips for Protecting Your Customer Service During Economic Uncertainty

Customer Think

The threat of a recession is looming, and layoffs and hiring freezes are already impacting many organizations. How can your organization protect its bottom line and endure this economic uncertainty? One thing is for sure: customer service cannot take a backseat. During periods of disruption, new customers can be few and far between, so retailers […].

Retail 98
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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.