KAM With Passion

NOVEMBER 11, 2020

How are strong relationships built? By talking to each other and by making sure that conversations are meaningful to both parties. What is true in the private life is true in business as well, especially between a supplier and their customers. As a company, business unit or sales leaders, here are a few facts to keep in mind: First, In B2B, on average, 70% of revenue comes from existing customers.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Account Manager Tips

NOVEMBER 9, 2020

Is there anything worse a key account manager has to do than tell clients about a price increase? You're between a rock and hard place. Your company says to get the price rise across the line while your clients refuse to accept. Now what? . Idea in brief. Preparation Planning is everything when telling clients about a price increase. Define the context, your communication strategy, negotiation tactics and contingency plans in the event of an escalation.

Negotiation 130

Negotiation Account Management Key Account Management Communication 130

The Chapman Group

NOVEMBER 9, 2020

By: Denny Chapman Jr. At first I thought that these situations were isolated incidents – Senior leaders in critical/strategic accounts either declining meetings with the strategic account manager, and pushing them down the organizational chart to meet and speak with other (less powerful and influential) team members… or current contacts not enabling conversations with their leaders.

Account Management 148

Account Management Value Proposition Suppliers Meetings 148

Hubspot Sales

NOVEMBER 9, 2020

One of Hollywood’s most famous depictions of the sales world is found in Glengarry Glen Ross. Alec Baldwin’s character, Blake, is the epitome of the high-powered, low-empathy, money-driven salesperson, and gets what he wants through fear, intimidation, and profanity-laced speeches. After threatening and terrorizing a group of salesmen (no women allowed in this boiler room), Blake gets to his point – salespeople should "ABC": Always Be Closing.

Decision-making 144

Decision-making Stakeholders Sales B2C 144

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.

KAM With Passion

NOVEMBER 11, 2020

For the first KAM WITH PASSION Seen on the Web selection, I have chosen posts of three of my favorite sales practitioners and bloggers. Each of the three, always writes thoughts-provoking articles. You will probably see a lot from them in future issues of this selection. The themes covered in these 3 posts touch on some fundamental aspects of complex sales.

B2B 130

B2B Sales Management Sales Management 130

SBI Growth

NOVEMBER 12, 2020

While the world innovated rapidly and continually adopts many advanced technologies, the sales environment is still catching up. In most cases, face-to-face selling was the top method or process, allowing for strong relationship building, effective communication, and the ability to.

Sales Environment 137

Sales Environment Innovation Communication Sales 137

Engage Selling

NOVEMBER 13, 2020

I don’t know many people whose 2020 went “according to plan.” As we approach the end of the year, here’s some sales advice to be considering right now. 1.

Sales 112

Sales 112

Sandler Training

NOVEMBER 9, 2020

Mike Montague interviews Sharlene Douthit on How to Succeed at Giving Good Feedback. The post How to Succeed at Giving Good Feedback [PODCAST] appeared first on Sandler Training.

Sales Management 117

Sales Management Leadership Management Sales 117

Showpad

NOVEMBER 12, 2020

Today’s guest post is written by Andy Springer, Chief Client Officer of the RAIN Group. It doesn’t matter what you’re selling; effective salespeople know people don’t buy products and services. They buy solutions to needs. It’s your job then, as a seller, to uncover those needs. Unfortunately, many sellers struggle here, especially when selling virtually (at least according to buyers).

Virtual Selling 116

Virtual Selling Meetings Sales Training Decision-making 116

SBI Growth

NOVEMBER 8, 2020

With the global shift to working from home, UC&C companies have witnessed a record amount of demand for their tools and services to carry on productivity away from the office. However, how are market leaders positioning themselves to be set.

Marketing 117

Marketing Meetings Customer Experience Customer Success 117

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

Kainexus

NOVEMBER 10, 2020

Across the globe, healthcare leaders are working hard to implement the principles of continuous improvement in their organizations. Continuous improvement is a systematic, repeatable approach to enhancing the quality of care and patients' health outcomes. Building a culture of continuous improvement is not a short-term project or a quick fix but a journey that never ends.

Healthcare 113

Healthcare Organization Leadership 113

Hubspot Sales

NOVEMBER 9, 2020

Business to Business , or B2B, sales occur between companies that sell products or services to other companies. This could look like a technology company selling marketing software to other companies and wholesalers selling products to supermarkets. While there are specific shared characteristics between all B2B sales, the industries they take place in require different levels of understanding and preparation on behalf of the salesperson.

Manufacturing 112

Manufacturing B2B Decision-making Construction 112

Clarity Engagement Solutions

NOVEMBER 9, 2020

The feedback from our clients is consistent. Access to decision-makers is getting more difficult. More consolidation; more complexity; more competition. New buyers; new buying criteria & processes; new players. The old approaches aren’t working and glossy marketing material and iPads are ineffective. However, pharma companies are increasingly recognizing that true customer alignment is vital for success.

Finance 91

Finance Decision-making Stakeholders Marketing 91

Openview

NOVEMBER 12, 2020

The post ‘Enterprise software is recession proof, ‘ according to a new report that tracked how the pandemic affected 400 firms appeared first on OpenView.

Software 105

Software Software 105

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.

Meetings

Kainexus

NOVEMBER 12, 2020

We've written about standard work in the past, but it is often a topic that is overlooked or misunderstood in the continuous improvement process of many organizations, so it's definitely worth revisiting. If you’re in the process of implementing Lean , Kaizen , Six Sigma , or another method of continuous improvement , we strongly recommend making standard work a part of your process.

Communication 104

Communication Organization Leadership 104

Hubspot Sales

NOVEMBER 10, 2020

When I was in school, I played club volleyball. It was an intense environment — we traveled all around the country playing other teams in decked out conference centers and stadiums. Our coaches took our seasons very seriously. Practices were strict, physical training was mandatory, and we were encouraged to ask for anything we needed to prepare for tournaments — extra reps, a specific food or drink, even a certain playlist on our iPods.

Sales Environment 104

Sales Environment B2C Sales B2B 104

Clarity Engagement Solutions

NOVEMBER 9, 2020

Traditionally the pharma industry relied on the volume of prescriptions made. The process of approval was simple: once the data showed the efficacy, safety and reliability to the regulatory agencies, the drug was approved. The product was then targeted to specific physicians and dispensed to pharmacies. Thus, market access involved little engagement with a small set of stakeholders.In emerging markets, market access as a corporate function is still not as well structured as it is in developed ma

Marketing 91

Marketing Healthcare Stakeholders Procurement 91

The Center for Sales Strategy

NOVEMBER 9, 2020

At The Center for Sales Strategy (CSS), we’re big proponents of thinking like an owner — in other words, getting into the minds of the decision makers and decision influencers you call on. One of the many ways to do that is uncover and understand what financial challenges are top of mind for them, especially as we head into a new year.

Sales 94

Sales 94

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

PartnerTap

NOVEMBER 12, 2020

Let’s face it cold calling is hard but throw in a global pandemic and it’s even harder. If you want to gain access into key accounts, focusing on your partners is time well spent. However getting your partners to the point of sending you leads that garner successful business outcomes takes work. If you feel like you aren’t getting enough partner leads or those partner leads aren’t the Glengarry leads you’re looking for, it’s time to develop a partner mindset.

Meetings 97

Meetings Sales 97

Engage Selling

NOVEMBER 13, 2020

Recently, Gartner shared intriguing research to a group of us sales experts.

B2B 121

B2B Sales 121

Clarity Engagement Solutions

NOVEMBER 9, 2020

How you reward Key Account Managers is seen as a critical ingredient in the overall success of any Key Account Management KAM strategy. The role of a key account manager requires effective coordination of a web of complex activities. The idea behind a well-structured Key Account Management (KAM) reward program, is that the recipient should be compensated in alignment with the value they bring to their organisation’s customer engagement efforts and their individual performance.

Key Account Management 91

Key Account Management Account Management Management Stakeholders 91

The Center for Sales Strategy

NOVEMBER 10, 2020

“Why interview if I can’t hire?” This is a frequently asked question this year — and understandably so. Recruiting top sales talent takes time and energy, and it feels pointless if you’re a company experiencing a hiring freeze. Let’s pause there for a minute. While not under a hiring freeze, college football teams are limited to the number of players that they can have on the roster.

Sales 87

Sales 87

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

PandaDoc

NOVEMBER 9, 2020

I grew up in a small town in East Tennessee called Oak Ridge. Nicknamed “The Secret City” for its instrumental role during the Manhattan Project, the city boasts one of the country’s highest PhD-per-capita rates. Many of those PHDs work at the Oak Ridge National Laboratory, internationally recognized as the home for one of the world’s fastest supercomputers.

Construction 78

Construction Sales Decision-making Leadership 78

SBI Growth

NOVEMBER 9, 2020

November 10, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in revenue growth, today announced that Ryan Tognazzini has joined the firm’s Private Equity practice as a Managing Director. Ryan originally joined SBI in 2010 as one of.

Management 78

Management Sales 78

Clarity Engagement Solutions

NOVEMBER 9, 2020

3 CRITICAL INSIGHTS THAT CANNOT BE IGNORED. Pharmaceutical commercial teams struggle to understand what is defined as healthcare customer “ecosystems”. Why? Because the changing dynamics make it more complex day by day. Let’s take the ecosystem definition as an example and extend it: ‘’A healthcare customer ecosystem is an interconnected set of entities and organizations each playing a role in providing healthcare to a geographic-specific patient population.’’.

Supply Chain 91

Supply Chain Healthcare Stakeholders Suppliers 91

The Center for Sales Strategy

NOVEMBER 13, 2020

- MOTIVATION -. "Leadership is unlocking people's potential to become better.". -Bill Bradley. - AROUND THE WEB -. > How Sales Jobs Could Change in the Next Decade – HubSpot. Whether we're talking about the pre-internet days or the distant future, one thing is clear: There is a gap between businesses and their customers, and sales reps function to bridge that gap.

Internet 83

Internet Innovation Leadership Sales 83

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

CMOE

NOVEMBER 12, 2020

Hiring new talent is a key function of Human Resources, so the time it takes to find a suitable candidate for an open position is an important performance parameter for the HR team. Keeping the time-to-hire short is important to control recruiting costs and keep the organization running smoothly. It also ensures that you can snap up talented candidates before your competition.

Banking 98

Banking Leadership Innovation Organization 98

Drift

NOVEMBER 10, 2020

Reporting is hard. But it’s not because we don’t have the data or the *right* tools. It’s that there are too many tools. And they don’t talk to each other. So all the data is in different places. This makes it hard to answer the million-dollar question: How effective are my digital sales and marketing activities at generating pipeline, creating customer value, and driving revenue?

Digitalization 62

Digitalization Customer Value Marketing Sales 62

Clarity Engagement Solutions

NOVEMBER 9, 2020

We have highlighted 5 quick tips for MSL to aid them through the process when engaging with KOL’s. The primary purpose of Medical Science Liaison MSL is to establish and maintain peer-peer relationships with leading physicians, referred to as Key Opinion Leaders KOL’s, at major academic institutions and clinics. Define the engagement role.

Prioritization 91

Prioritization Meetings Marketing Organization 91

PartnerTap

NOVEMBER 12, 2020

Let’s face it, cold calling is hard but throw in a global pandemic, and it’s even harder. If you want to gain access into key accounts, focusing on your partners is time well spent. However, getting your partners to the point of sending you qualified leads takes a lot of work. If you feel like you aren’t getting enough partner leads or those partner leads aren’t the Glengarry leads you’re looking for, it’s time to develop a strong partner mindset.

Meetings 64

Meetings Communication Sales 64

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