Brooks Group
MAY 13, 2025
B2B sellers today typically sell to a buying group, not an individualand buying groups are getting bigger. You know a single prospect can make decisions much more easily than a large crowd. When diverse stakeholders with different priorities are making the purchase, you need a new approach. When working with multiple roles, the sellers biggest responsibility is driving consensus within the buying committee.
Red Star Kim
MAY 15, 2025
The “Assertiveness , effectiveness and impact” Home – PM Forum training workshop was lively. Thanks to the delegates from legal, accountancy, private equity, insolvency and engineering firms from across the UK. Amongst their sector were: social housing, charities/NFP, real estate and oil & gas. Assertiveness is the extent to which you communicate honestly and openly and the degree to which you consider others.
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Sales Gravy
MAY 12, 2025
Your quota doesn't take a summer vacation, so your pipeline-building efforts can't afford to either. This is a reality check. Summer is coming fast and if you dont get your pipeline positioned for success now, youll be scrambling come mid-July. The summer sales slowdown is a documented phenomenon across almost every industry. According to data from HubSpot, prospecting response rates can drop by as much as 25% between June and August.
The Center for Sales Strategy
MAY 16, 2025
As a sales manager, your role in guiding your team through the initial Connect phase of the sales process is crucial. At The Center for Sales Strategy, the connection phase is an integral part of our comprehensive sales process, known as the Sales Accelerator. This process is designed to align with the modern buying journey and includes six critical steps: Identify, Connect, Discover, Advise, Close, and Grow.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Nutshell
MAY 16, 2025
Tired of seeing reps burn selling time on setting up meetings? Scheduler managed meetings puts ready-made, admin-controlled meetings at their fingertipsso they skip the setup and jump straight to closing deals. As a sales manager, it’s good to give your team some freedom with the meetings their offering up to leads and customers. However, the inconsistencies from rep to rep can make it a headache to manage and may cause inefficiencies that prevent growth.
Planview
MAY 16, 2025
Weve been riding the waves of economic uncertainty for a while, but now it feels like were being pulled further out to sea. Between unpredictability on a global scale, changing customer behaviors, and the constant undercurrent of market volatility, many organizations are starting to feel the pressure chipping away at their bottom line. This is the time when finances tighten and investments face heightened scrutiny.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
PandaDoc
MAY 12, 2025
Every brand knows that pricing plays a major factor in purchasing decisions. Price is one of the most visible parts of any offer, and getting it wrong can cost more than just a few sales. A poor pricing strategy erodes trust, damages positioning, and undermines long-term brand growth. If the initial go-to-market pricing strategy is off, by the time the company makes an adjustment, damage is already done.
Strategic Communications
MAY 16, 2025
Digital dominates today’s marketing conversations, often overshadowing traditional channels that continue to deliver significant value. This imbalance creates an opportunity for savvy marketers willing to integrate both approaches. Throughout my career—from managing corporate communications at Mayo Clinic Health System to advising B2B clients today—I’ve witnessed the pendulum swing between traditional and digital media.
Planview
MAY 15, 2025
When every decision feels high-stakes and every resource is stretched thin, technology leaders are carrying more weight than ever before, tasked with moving fast, staying innovative, and delivering consistent value in a world full of uncertainty. But success isnt just about cutting costs; its about making bold, strategic moves that keep teams focused, maintain work alignment, and reduce waste to keep value flowing.
CMOE
MAY 15, 2025
Mentorship is a crucial component of talent development for all businesses. According to Forbes : 84% of U.S. Fortune 500 companies have mentoring programs. 90% of U.S. Fortune 250 companies have mentoring programs. 96% of U.S. Fortune 100 companies have mentoring programs. 100% of U.S. Fortune 50 companies have mentoring programs. Mentoring provides a process where a mentee can expand their skills, obtain career guidance, and prepare for advancement opportunities.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
PandaDoc
MAY 12, 2025
Selling additional products or services usually sounds like a good thing, but thats only true when every extra sale contributes to your overall bottom line. Unfortunately, keeping track of those numbers can get a little complicated. Marginal revenue can help by showing exactly how much additional income your business brings in from selling one more unit.
DemandFarm
MAY 14, 2025
AI has swept across the enterprise. From marketing automation to customer support, from predictive lead scoring to content generationevery function is being reimagined by intelligent systems. The logic is simple: train the models, refine the data, automate the process, and scale. But this linear formula doesnt quite hold in key account management (KAM).
Hubspot Sales
MAY 16, 2025
To be honest, when I hear the word agent, the first thing that comes to my mind is a slick, fast-moving character in an action thriller clad in all black and getting things done with scary efficiency and great hair. And this is exactly the difference between AI models and AI agents. If youre here, it means youve (like me) used AI in one way or another maybe to generate text, tweak a presentation, or create a professional headshot.
CMOE
MAY 15, 2025
Have you ever walked away from a challenging conversation feeling like you either came on too strong or didn’t say enough? You’re not alone. Participants in our Courageous Conversations Workshops agree: when facing difficult conversations, most of us default to one of two counterproductive approacheswinning or minimizing. Understanding these tendencies is the first step toward more effective dialogue.
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.
Strategic Communications
MAY 16, 2025
Digital dominates today’s marketing conversations, often overshadowing traditional channels that continue to deliver significant value. This imbalance creates an opportunity for savvy marketers willing to integrate both approaches. Throughout my careerfrom managing corporate communications at Mayo Clinic Health System to advising B2B clients todayI’ve witnessed the pendulum swing between traditional and digital media.
Help Scout
MAY 16, 2025
Weve seen firsthand how teams that prioritize customers are better equipped to weather change. Here are a few principles weve learned from the best of them to help you navigate todays uncertainty.
AchieveIt
MAY 12, 2025
A local county government is grappling with a critical issue: small business owners face long delays when applying for permits through an outdated and confusing website. In response, a project manager crafts a strategic plan to modernize the permitting processcomplete with clear goals, timelines, and required resources. But despite the plans merits, progress stalls.
Account Management Skills
MAY 12, 2025
If youve ever wondered whens the right time to introduce an account manager role into your agency - or how that change might impact the way you serve clients - this episode is for you.
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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.
Revegy
MAY 16, 2025
We’re proud to share that Revegy has been named a Representative Vendor in the newly published Gartner® Market Guide for Account Planning Tools, authored by analysts Dan Hawkyard and Sandhya Mahadevan. Gartner defines the Account Planning Tools market as solutions that support B2B sales organizations in driving better sales outcomes, such as revenue growth and […] The post Revegy Recognized as a Representative Vendor in the 2025 Gartner® Market Guide for Account Planning Tools appeared fir
Corporate Visions
MAY 13, 2025
Amanda DeVlugt sat down with sales training expert Catherine Alexander to explore how sales teams can move away from interrogation-style discovery and adopt a more effective approach.
RAIN Group
MAY 14, 2025
Sellers in 2025 face a perfect storm: economic and political uncertainty, rapid tech advancements, lengthening sales cycles, and increasingly complex buying committees. Expectations havent adjusted to this new reality; sales leaders are still on the hook for aggressive growth. One word defines this moment: complex.
Sales Gravy
MAY 14, 2025
Brian Kemski wants to know how to stop prospects from ghosting him. He asks question that plagues salespeople everywhere: "What can I do about prospects who go through the process, seem interested, and then disappear into the witness protection program after I give them my information?" If you've been in sales for more than a week, you know exactly what Brian is talking about.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
QYMATIX
MAY 12, 2025
Please enter your Email address Email Address Submit Do you remember Wollschlger? Of course you do. Once a proud, long-standing German wholesale company with decades of historyand suddenly it was all over. In 2016, Wollschlger filed for insolvency. But why? In our blog, weve examined many causes and shared an in-depth four-part series on the topic. Personally, Im still fascinated by the case of Frank Wollschlger from Bochum and his company.
Arpedio
MAY 12, 2025
Join ARPEDIO at the 2025 SAMA Annual Conference Were excited to participate in SAMAs flagship event the go-to conference for forward-thinking account management professionals. As SAMAs Global Tech Partner, ARPEDIO is helping shape the future of strategic account management. Join us in Orlando to connect with a global community of SAM leaders, explore real-world success stories, and gain practical tools to drive growth and strengthen key customer relationships.
Revegy
MAY 16, 2025
Were proud to share that Revegy has been named a Representative Vendor in the newly published Gartner Market Guide for Account Planning Tools, authored by analysts Dan Hawkyard and Sandhya Mahadevan. Gartner defines the Account Planning Tools market as solutions that support B2B sales organizations in driving better sales outcomes, such as revenue growth and […] The post Revegy Recognized as a Representative Vendor in the 2025 Gartner Market Guide for Account Planning Tools appeared first
Help Scout
MAY 14, 2025
We want people to tell us whats not working, what is confusing, what felt bad to them about our service. We need to know before we can fix it. Here's how.
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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
ClearPoint Strategy
MAY 14, 2025
You just wrapped a strategy meetingideas were flying, actions were agreed on, and someone promised to send the minutes. A week later? Silence.
SBI
MAY 12, 2025
If you follow professional football, then you know that Shedeur Sanders was the big story of the 2025 NFL draft. For you non-football fans, Shedeur Sanders is the son of ex-NFL great Deion Sanders , who also serves as the head coach of the University of Colorado football team, where Shedeur Sanders played as the starting quarterback during 2022-2024.
LinkedFusion
MAY 16, 2025
LinkedIn is more than just a digital Rolodexits a living, breathing community of professionals across every imaginable field. But how does LinkedIn help professionals connect with each other? It helps people connect through smart algorithms, shared activity, content discovery features, and direct outreach through InMail or connection requests. On the contrary, with over a billion users globally, building the right network on LinkedIn requires more than just sending random connection requests.
Help Scout
MAY 14, 2025
Discover the 10 best chatbots for customer service teams, from help desks with chatbot features to standalone plug-and-play options.
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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