Strategic Account Management Association

SEPTEMBER 30, 2020

By Jeff Cochran, Partner, Shapiro Negotiations Institute. We’ve all been there before. You’re halfway through your initial contract with a new client. Things are going great. Sure, there were some growing pains in the beginning, but you feel you and your firm are adding a lot of value and you’re confident your client feels the same way. So why is it that most of us always wait until the current contract cycle is about to wind down to engage about an extension?

Suppliers 759

Suppliers Negotiation Stakeholders Account Management 759

SBI Growth

SEPTEMBER 30, 2020

No more bets, please. Have you ever been at a roulette table next to the person who bets on nearly every number? They practically cover the board betting the majority of the 38 numbers, 0 & 00 included, not realizing.

B2B 165

B2B Marketing Sales 165

The Center for Sales Strategy

SEPTEMBER 29, 2020

In a very short time, the sales process and a large portion of our life went entirely online. It’s not that every time we contacted a client or prospect it was always in person, but the reliance on shared screen meetings is now the standard and is unlikely to change any time soon. New activities create new buzz words, and the most recent is “Zoom Fatigue.”.

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Sales Meetings 133

Sandler Training

SEPTEMBER 29, 2020

Mike Montague interviews Dr. Mark Goulston, podcaster, speaker, and author of Just Listen, on How to Succeed at Selling More by Listening More. The post How to Succeed at Selling More by Listening More appeared first on Sandler Training.

Sales 124

Sales 124

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.

Hubspot Sales

SEPTEMBER 30, 2020

Synchronized swimming is a beautiful thing to watch. A team that excels at the sport is the living incarnation of a well-oiled machine, with each member performing their part perfectly while being acutely aware of how they fit in with their teammates’ pace and movements. Every swimmer must be perfectly aligned with the group, or else the whole performance will look disjointed and sloppy.

Marketing 123

Marketing Remote Working Sales Publishing 123

RAIN Group

OCTOBER 1, 2020

Prospecting is a challenge for even the most experienced sellers, and with the shift to working, buying, and selling virtually, organic opportunities to make new connections and create conversations have disappeared. There aren't any in-person networking events, tradeshows, travel, or opportunities to grab dinner, a cup of coffee, or attend a sporting event together.

Organization 105

Organization Virtual Selling Sales 105

Sandler Training

SEPTEMBER 29, 2020

The old distinction between “field sales” and “inside sales” is an increasingly irrelevant one. Today, the most effective and productive sales teams see themselves as remote sales professionals. The post Six Big Myths about Virtual Selling appeared first on Sandler Training.

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Virtual Selling Sales 107

Hubspot Sales

SEPTEMBER 29, 2020

Whether you’re welcoming a new person to your sales team or helping develop skills among your current staff, sales training is a very important part of fostering a successful sales program. Studies show that sales teams who complete highly-rated sales training programs see a 10% higher win rate and are at least 10% more likely to hit quota. Regardless of what sales training program you implement at your organization, there’s one key factor you should consider when choosing what’s best for your t

Sales Training 108

Sales Training Sales Brainstorming Negotiation 108

CMOE

SEPTEMBER 29, 2020

Great teamwork is essential for surviving, thriving, and being exceptional in the modern workplace. It’s impossible for a team to innovate, stand out, or add superior value without superior teamwork skills. Individual talent just isn’t enough. More than skill, subject-matter knowledge, or industry experience, organizations need workers who understand the principles of teamwork and how to apply them.

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Brainstorming Innovation Meetings Organization 105

The Center for Sales Strategy

SEPTEMBER 28, 2020

More than ever, we hear a call for companies to step forward and make a real difference. When it comes to business, it’s no longer enough to be the best in the world. From both the employee and the customer perspective, the real winners are the ones who also do the best for the world. That means your company needs a visionary leader.

Leadership 123

Leadership Sales 123

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

Nutshell

OCTOBER 2, 2020

B2B brands either understand the importance of content planning, or they struggle to generate leads. When it comes to content planning, there is a bold line between companies that have their strategy figured out, and companies that struggle to generate leads by using varying and inconsistent methods. Having a content plan means that a company is not at the mercy of whimsical and experimental marketing practices to generate leads.

B2B 99

B2B B2C Media Software 99

Groove HQ

OCTOBER 2, 2020

Help center software empowers customers to find answers to their questions. I come from a big family. We all live in the same town, and we all have our roles to play. My dad is the one you call if you need a reference—mechanic, plumber, attorney. If you need a recommendation, he knows who to […]. The post Help Center Software: 5 Steps to Create Self-Service Resources for Customer Support appeared first on Groove Blog.

Software 104

Software Software 104

Hubspot Sales

SEPTEMBER 28, 2020

Your CRM should be a one-stop-shop for all the information you need to manage your business. However, for many entrepreneurs and sales reps, using their CRM is less than enjoyable. I’m here to tell you, it doesn’t have to be this way. And frankly, it shouldn’t be that way if you’re looking to bring in more revenue. Speaking of revenue, how closely are you tracking the revenue sources for your business?

CRM 104

CRM Small Business Finance Software 104

The Center for Sales Strategy

SEPTEMBER 30, 2020

What is mankind’s biggest phobia? Hint: It isn’t spiders, heights, or even dying. It’s glossophobia , the fear of public speaking. Also, on the list of soft skills that people fear most are acting and the public test of career competence. In sales, there’s one awkward activity that happens to combine all three — role playing. As a sales manager, we often use sales role play exercises as a form of punishment.

Sales Management 111

Sales Management Meetings Management Sales 111

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

SBI Growth

SEPTEMBER 26, 2020

Over the last 6 months, there have only been an elite few known as “Accelerators” — those companies that have thrived in a recessionary environment. One such company is CAS, a division of the American Chemical Society. By expediting the growth.

Business Services 99

Business Services Marketing Customer Experience Meetings 99

Nutshell

SEPTEMBER 30, 2020

Marketers have a lingo all their own. While we marketing pros tend to keep things clear and simple with our clients, we’ll often use marketing slang terms as shorthand when trading tips with each other online or at networking events. If you’re new to marketing or just want to sound smarter on LinkedIn, this list of practical marketing slang terms will get you caught up in no time. 1.

Marketing 98

Marketing Advertising Media Digitalization 98

Hubspot Sales

OCTOBER 1, 2020

The purchase order is central to both vendors' and buyers' operations. These legally binding documents serve as an official confirmation of a customer's purchasing intent — along with a record of their order's specifics. It's vital that everyone involved with the generation and exchange of these documents keep careful tabs on them. But how do you do that?

Suppliers 102

Suppliers Software Software Organization 102

Kainexus

OCTOBER 2, 2020

If you are striving to become a Lean organization, waste elimination is probably near the top of your list. In fact, Lean practitioners have identified very specific types of waste, known collectively as the 8 Wastes of Lean. Certain types of waste are really easy to spot and fix, while others can remain unnoticed. We thought it might be helpful to share some practical examples of how each type of waste occurs in business and in the larger world.

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Organization Healthcare Management 95

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

Engage Selling

OCTOBER 2, 2020

A popular topic we’ve been examining with our clients recently is hybrid selling. What is hybrid selling?

Meetings 104

Meetings Sales 104

Strikedeck

OCTOBER 1, 2020

Kristen gives practical advice on ways to build a stronger program with your product team.

Onboarding 98

Onboarding Customer Success 98

Hubspot Sales

SEPTEMBER 29, 2020

If I had to guess, I'd say that I watch at least 2-4 hours of video content every day. And I'm not alone. According to Wyzowl, people watch significantly more video content than they ever have before. In fact, consumers continue to use video as an integral part of their journey with brands and are excited to see even more video content in the year ahead.

Sales 98

Sales Banking Advertising Software 98

Kainexus

SEPTEMBER 30, 2020

The principles of Lean and continuous improvement methodologies originated from manufacturing, but there’s no doubt that they have been applied to other industries quite successfully, such as nuclear energy. The nuclear industry believes that there is no defect or opportunity that is too small to go after, and there’s always room for improvement. This important principle is a cornerstone belief of what many refer to as a High-Reliability Organization or HRO.

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Manufacturing Organization Leadership 72

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

Sales Gravy

OCTOBER 2, 2020

Sales Follow Up Superpowers On this Sales Gravy Podcast episode Jeb Blount (Virtual Selling) and Jeff Shore (Follow Up and Close the Sale) discuss the two sales follow up superpowers: Speed and Personalization. The brutal truth is that salespeople have a big problem with follow up and it is holding them back. The good news, is this is a problem that is easy to fix.

Virtual Selling 66

Virtual Selling Sales B2B Management 66

Groove HQ

SEPTEMBER 28, 2020

I know, I know… It’s been a while since you’ve heard from the Groove Engineering & Product team. That’s not because we’ve been taking it easy over here at Groove headquarters—quite the opposite, actually! The Groove team has been building some large core components for the next phase of our products, along with a huge […]. The post Product Update: Custom Snooze, the New Widget, Performance Improvements, and More!

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Chaordix Co-Creation

OCTOBER 2, 2020

Chaordix makes a white label platform that allows brands to build social communities they can manage and control. We call it our Community Platform, and it’s used by global brands to connect and co-create with their customers. One of our customers is LEGO. This article looks at why LEGO, one of the world’s most beloved brands, has adopted co-creation as a core operating principle, how it has helped them go from a struggling legacy brand to the world’s top brand, and how you could apply the same

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Co-Creation Publishing Management 57

Force Management

OCTOBER 1, 2020

SKO season is quickly approaching. Like many aspects of this year, sales leaders are again faced with having to rethink the norm and find new ways to achieve their desired outcomes. Sales leaders are considering what makes sense for this year's SKO event, and how it can be used efficiently to align sales organizations around what’s needed for 2021. If you’re responsible for equipping your sales teams to hit next year’s growth goals, we have resources that can help.

Sales 52

Sales Organization 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

Lucid Chart

OCTOBER 2, 2020

How to improve the buyer experience: Prospecting. shannon. Fri, 10/02/2020 - 10:07. The prospecting stage is a crucial part of the buyer experience —as you hopefully know by now, a buyer’s initial impression of your company can push a deal forward or end your chances before the deal’s really even started. But because there are hundreds of prospects and only so many hours in a day, it can be tough to get that first impression right for your most qualified buyers.

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Strategic Planning and Management Insights

OCTOBER 2, 2020

"Most mediocre insight you see in business comes not from bad researchers or faulty techniques. the question itself was destined to lead to mediocrity". Gunny Scarfo is the co-founder of Nonfiction Research, a market research firm that is dedicated to uncovering and understanding the uncensored lives of customers, and the information they wouldn't even mention to their friends.

Media 52

Media Marketing 52

Cosawi

SEPTEMBER 30, 2020

Transformation through Leadership. Dominique Côté. Helping leaders with crossroads decisions through executive and team coaching. Partnering with organizations to accelerate business transformations and customer-centricity through SAM roadmaps. The business world is currently a fascinating incubator of innovation where being agile, adapting and pivoting is vital to take the uncomfortable but exciting place of reinventing ourselves.

Leadership 52

Leadership Innovation Global Accounts Publishing 52

ProlifIQ

SEPTEMBER 30, 2020

In the age of remote work , modern sales teams are turning to white space within existing customers to find more opportunities to sell. While white space in business isn’t a new concept, it’s an often overlooked one. Many reps think analyzing the white space in a business will bury them in work – an overwhelming thought. But sales teams are finding that putting in more work at the beginning of the selling process greatly reduces the sales cycle and an exponentially more positive outcome.

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Remote Working CRM Marketing Sales 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