Sat.Mar 26, 2022 - Fri.Apr 01, 2022

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Sustaining profitability: Measuring and quantifying the ROI of a strategic account management program

Strategic Account Management Association

This article is based on a panel discussion that took place involving Frederic Kahn, Vice President Global Sales at Wavelength Pharmaceuticals; Alessio Arcando, Professor at Bologna Business School and former Director of Strategic Key Accounts for West Europe for 3M; and Harvey Dunham, Managing Director for Strategy and Marketing at SAMA. Their conversation has been … Continue reading Sustaining profitability: Measuring and quantifying the ROI of a strategic account management program.

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The Tie Down

Software Sales Guru

The Tie Down In one of my recent Software Sales Bootcamps, one of the participants mentioned that all the sales training he’d had up to that point conditioned him to get the potential buyer into a “yes” mode. The theory is that if they say yes once, they will say yes again. Getting them to agree with you on a small point, opens up the. Read more. The post The Tie Down appeared first on Software Sales Gurus.

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Weekly Roundup: Create a Goal Driven Sales Environment, Protecting Margins + More

The Center for Sales Strategy

- MOTIVATION -. "Quality performance starts with a positive attitude.". - AROUND THE WEB -. > How to Create a Healthy and Effective Goal-Driven Sales Environment, According to Sales Leaders – HubSpot. The goal of any sales organization is, ultimately, to increase revenue. Which means the goal of any effective sales leader is to inspire and motivate their sales team to hit, or exceed, their revenue targets.

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Win More Business With This Strategy | Sales Strategies

Engage Selling

?? Getting time on your side is a powerful strategy that will help you win more business! What do I mean by “getting time on your side”? I discuss this … Read More. The post Win More Business With This Strategy | Sales Strategies first appeared on Colleen Francis - The Sales Leader.

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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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Sustaining profitability: Measuring and quantifying the ROI or a strategic account management program

Strategic Account Management Association

This article is based on a panel discussion that took place involving Frederic Kahn, Vice President Global Sales at Wavelength Pharmaceuticals; Alessio Arcando, Professor at Bologna Business School and former Director of Strategic Key Accounts for West Europe for 3M; and Harvey Dunham, Managing Director for Strategy and Marketing at … Continue reading Sustaining profitability: Measuring and quantifying the ROI or a strategic account management program.

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23 Cold Calling Statistics That May Surprise You (2022)

Hubspot Sales

Is cold calling dead? Many will likely say that it has gone the way of the dinosaur; that its time has come and is rapidly declining in efficiency. The practice, however, is not entirely dead. Read on to discover some statistics about the state of cold calling in 2022. B2B Cold Calling Statistics. The majority of businesses and consumers predict their use of the voice call will increase or stay the same over the next 12 months. ( Hiya ).

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4 Prospecting Habits for Success

Engage Selling

Discover four prospecting habits for success! When salespeople are stuck or in a slump, many of them tend to…wait. That’s right, far too many sellers just wait for things to … Read More. The post 4 Prospecting Habits for Success first appeared on Colleen Francis - The Sales Leader.

Sales 109
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Business Model Innovation (BMI): Business Model Journey

Flevy

In this article, we will go on a journey… a journey for your Business Model. As we all know, innovative Business Models can reshape industries and drive tremendous growth. In fact, if executed successfully, Business Model Transformation can make organizations resilient in the face of Disruption and create Growth unbounded by the limitations of its businesses.

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The Path Toward Building an Extraordinary Business

Aepiphanni

What is required of an extraordinary leader on the path to building a successful, extraordinary business? Is it as simple as writing down your vision, hiring some high-performing employees, and working hard to achieve your goals? In a perfect world, that probably would be enough. Unfortunately, life happens, and more often than not, you will […].

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Six Practical Ways to Help Your Team Make More Sales

The Center for Sales Strategy

As a sales manager, it’s important that you continually take new courses of action to help your team generate more sales. Here are six practical methods you should consider.

Sales 117
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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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10 MOST COMMON MISTAKES COMPANIES MAKE WHILE IMPLEMENTING A CRM SYSTEM

Apptivo

3 mins read. What is a CRM system? A CRM system essentially provides a centralized platform where businesses can store customer and prospect data, track customer interactions, and share this information with colleagues. It allows businesses to grow by managing customer relationships in the most effective way. CRM offers a wide range of benefits for businesses.

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Sales Prospecting: Tips, Techniques, and Strategies

RAIN Group

The practice of sales prospecting is surrounded by confusion and misconceptions. Prospecting may sound simple enough, but ask a group of sales professionals about the best prospecting approaches and you’re bound to get several conflicting answers.

Sales 98
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The Benefits of a Collaborative Culture

Peter Simoons

When we talk about alliances, we tend to focus on the external component: collaborating with other organisations. By itself that is correct, after all alliances are collaborations between two or more organisations to accomplish a goal that one of the organisations cannot achieve on its own. So we do need external parties! However, alliances have a strong internal component as well and that is about internal collaboration, or in broader terms, it’s very much also about a company’s culture. .

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4 Steps to Higher CRM Adoption

The Center for Sales Strategy

It’s widely believed that the first Customer Relationship Management (CRM) software was introduced in the 1980s. Since then, businesses have made large investments in time and money to launch CRM initiatives, only to have their salespeople misuse them or not use them at all. Over the years, business leaders have begged, threatened, bribed, and cajoled their salespeople to use these powerful tools.

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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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How to Negotiate With Procurement and Win

Sales Gravy

The buyers in procurement are professionally trained to negotiate. Salespeople not so much. This can put you at a huge disadvantage with you are forced to negotiate with them. But not anymore. On this fascinating Sales Gravy Podcast episode, Jeb Blount who is the author of the sales negotiating book INKED and Mike Landers an ex-procurement buyer turned sales trainer teach you the secrets to playing to win, when negotiating with procurement.

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Creating Sales Training That Sticks

Brooks Group

Studies indicate that participants in traditional curriculum-based training forget more than 80 percent of the information they were taught within 90 days. Sales training that sticks, however, results in behavior change because it’s reinforced. That requires involvement and buy-in from both sales leaders and salespeople. But how do you develop that level of commitment if salespeople see training as unnecessary, and management sees it as expensive but not something they need to participate in?

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What is a Kanban Board and How Does it Improve Quality?

Kainexus

In the post-WW II era, Toyota realized that they could improve profitability and product quality by matching parts inventory with real-time demand to create a “just-in-time” production and provisioning process. To achieve this, they implemented a visual system to track the movement of parts from the supplier to storage locations and finally to the assembly line.

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What's an Expense Report? [Why It Matters + Template]

Hubspot Sales

If you travel for business – or use a personal vehicle for work — chances are you're incurring some business expenses. In order to be fairly reimbursed, you need to keep track of expenses in an expense report. On the flip side, employers need expense reports to know how much the business is spending and where. Here, we'll cover the basics of an expense report, how to fill it in, and see an example in action.

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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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Gaining Control of Your SalesTech to Win the Commercial Battle

SBI Growth

Investment in SalesTech is at an all-time high with no signs of slowing: SBI’s latest research shows more than 1200 solutions available for purchase across 43 different categories. When salestech is optimized, teams note quantifiable improvements in metrics like pipeline, close-rates, and forecast accuracy. When it isn’t, however, teams report low adoption rates, results that don’t align to the intended business case, and disillusioned reps who don’t want to bother with the tools bought to help

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Our Latest Podcasts: Tips to Level Up Your Team

Force Management

With this month's podcasts, there's no shortage of educational insights and quick tips for sales reps, managers and leaders. Review the episodes below for actions you can take to drive accountability around your priority sales initiatives. Share the episodes with your front-line managers to help them improve their coaching skill set. Listen to the Audible-Ready Sales Podcast on your favorite podcast player, so you can easily download, listen and share.

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3 Stumbling Blocks that Prevent Managers from Being Strategic

CMOE

Strategic thinking has become one of the most valued skills in managers, and many organizations know that strategic thinking is integral to their success. Unfortunately, managers often run into challenges that prevent them from engaging in strategic thought and action with consistency and regularity. Let’s take a look at three stumbling blocks managers often encounter so we can better understand how to help them overcome these challenges. 1.

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How to Meet & Exceed Customer Expectations

Groove HQ

Looking to exceed customer expectations? We've built a guide for you! Meeting expectations is one thing, but going above and beyond takes true commitment. The post How to Meet & Exceed Customer Expectations appeared first on Groove Blog.

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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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How CEOs Can Win the War for Talent

SBI Growth

John Wilson, founding CEO of Wilson HCG, a global talent solutions leader, has a coveted front row seat for The Great Resignation and shifting commercial talent needs. John shares the macro trends he is seeing in the market and the CEO’s role in positioning the organization to be the “employer of choice”.

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4 Techniques to Embed Video to Sell to Key Executives

Sales Readiness Group

Targeting and gaining access to key executives is challenging, yet we’ve all been told we need to do it in order to be more strategic and sell larger deals.

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The Power of Peer Networks: An Interview with Katharyn White, Former CMO, T-Systems (Part II of II)

Farland Group

We recently had the pleasure of speaking with Katharyn White, Former CMO, T-Systems and now IBM General Manager, Federal Ecosystem about some of the challenges and growth that she experienced in building an advisory network at T-Systems amidst a pandemic. This is Part II of a two-part interview; please click here to read Part I. Q: Can you share what you value about Farland’s approach?

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Customer Service Interviewing Questions (for Managers and Candidates)

Groove HQ

Here you’ll find questions from both perspectives: what you should ask as a prospective employee, and what employers should expect to hear when they conduct a job interview. The post Customer Service Interviewing Questions (for Managers and Candidates) appeared first on Groove Blog.

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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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Is friendship between sales and marketing possible?

SuperOffice

I have been working in marketing for many years now. One of my key concerns has always been to establish closer relationships with my colleagues in sales. It’s not an easy task, as quite often sales and marketing seem to blame each other for not contributing enough. For example, the sales department would complain that the marketing team is not giving them enough good quality leads, not enough content, not enough research, etc.

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How to Do a SWOT Analysis in 5 Steps

OnStrategyHQ

A Refresher on SWOT. SWOT stands for Strengths, Weaknesses, Opportunities, and Threats. The purpose of a SWOT analysis is to objectively review what your organization is and isn’t doing well to create a synthesized view of the current state of your organization. Read our introductory post here ! Excellent strategic planning begins with a keen understanding of where you are today to build a bright and prosperous future.

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Align Your Board & Increase Your Chances of Strategy Implementation

Strategic Planning and Management Insights

SME Strategy is a strategy consulting company that specializes in aligning teams around their vision, mission, values, goals and action plans. Learn more about how we can help align your team with our strategic planning and implementation services.

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Guide to Shopify Email Template Apps and Enhancements

Groove HQ

You don’t want to just use any old email template. Your brand has a specific voice. Specific colors. A unique way of communicating with its audience. Let us show you how. The post Guide to Shopify Email Template Apps and Enhancements appeared first on Groove Blog.

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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.