Strategic Account Management Association

DECEMBER 3, 2020

By Nicolas Zimmerman, Editor-in-chief, SAMA. Whether you’re struggling to survive the pandemic or thriving and experiencing unprecedented growth, one thing is clear: We are experiencing radical shifts in how we conduct business with our most strategic customers. As conveners of the largest community in the world dedicated to strategic and key account management, one of SAMA’s foundational purposes is to help our community both adapt to what’s happening right now and prepare for what may ha

Co-Creation 987

Co-Creation Value Proposition Account Management Suppliers 987

SBI Growth

DECEMBER 2, 2020

This time last year, SBI released the research report “Sales Kickoffs are Dead,” and revealed how to host a world-class acceleration summit for your employees. The same principles still apply — create an environment that motivates your team and activates.

Sales 149

Sales 149

Hubspot Sales

NOVEMBER 30, 2020

Most of your business’s prospective customers will not buy from you instantly. You cannot simply introduce someone to your products or services once and expect that they will go the rest of the way by themselves. Unfortunately, this simply isn’t true. The first point of contact is important, of course. You never get a second chance to make a first impression.

Decision-making 134

Decision-making Sales Meetings Stakeholders 134

Clarity Engagement Solutions

DECEMBER 1, 2020

Pharma companies and healthcare ecosystems are now slowly emerging from a corona lock down of astronomic proportions. Around the world, Systems, hospitals and primary care centers are no longer accepting calls from pharm a field teams. In response to this challenge, many brand teams chose to amp up their digital efforts. Unfortunately, this translated into pushing the same branded content messages via email not only to physicians, but a broad range of healthcare stakeholders.

Healthcare 91

Healthcare Stakeholders Digitalization Organization 91

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 Account Management Association

NOVEMBER 30, 2020

What does cybersecurity have to do with you? If you’re selling digital solutions, the answer is: Everything. Steve Mustard, President and CEO of National Automation and President of the International Society of Automation, explains why SAMs should care. Listen to this episode of The SAMA Podcast here. The post What every SAM should know about cybersecurity: An interview with International Society of Automation’s Steve Mustard appeared first on Strategic Account Management Association

Cybersecurity 400

Cybersecurity Account Management Digitalization Management 400

SBI Growth

NOVEMBER 29, 2020

While the Business Services industry saw comfortable growth preceding the pandemic, only a select few market leaders have been able to accelerate growth since the crisis began. Their secret lies in their ability to execute dynamic, cross-functional revenue plans. On today’s.

Business Services 142

Business Services Marketing Meetings Customer Experience 142

Clarity Engagement Solutions

DECEMBER 1, 2020

Pharma companies and healthcare ecosystems are now slowly emerging from a corona lock down of astronomic proportions. Around the world, Systems, hospitals and primary care centers are no longer accepting calls from pharm a field teams. In response to this challenge, many brand teams chose to amp up their digital efforts. Unfortunately, this translated into pushing the same branded content messages via email not only to physicians, but a broad range of healthcare stakeholders.

Healthcare 91

Healthcare Stakeholders Digitalization Organization 91

Engage Selling

DECEMBER 4, 2020

As the pandemic continues, client retention is more important than ever before. Let’s discuss three ways you may be repelling your clients, so you can avoid this behavior and keep them! 1.

Account Management 99

Account Management Management 99

SBI Growth

DECEMBER 3, 2020

As a sales leader, you view the revenue planning process as a tug-of-war between reality and board expectations. Did you have a killer year where you blew past your number? The board wants 15% more on top of that next.

Sales 122

Sales B2B Marketing 122

Hubspot Sales

DECEMBER 1, 2020

I've always loved hypnosis — like I'm a huge fan of those local "hypnotist" performers who do those shows where they bring up volunteers at kid's birthdays or on cruise ships and make them do jumping jacks or pretend they're turtles or something else along those lines. They always fascinate me. I always wonder how they do it, and more so, I wonder why they don't apply those powers in other contexts.

Sales 115

Sales Communication 115

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

Zendesk

DECEMBER 4, 2020

We live in a world of one-click checkouts, next-day shipping, and many other forms of instant satisfaction. So, when it comes to customer service, web self service is no longer a trend — it’s an expectation. Sure, there will always be a time and a place for verbal interactions and hands-on support. But many times, the best way to serve your customer is to get out of the way.

Artificial Intelligence 98

Artificial Intelligence Software Software Customer Experience 98

OnStrategyHQ

DECEMBER 4, 2020

The Challenge: With a presence on three continents, a European-based client focused in decontamination services for the health care industry needed to establish an agile strategic plan with a consistent implementation system to maximize accountability and ownership. And it needed to be done exclusively in a remote facilitation and planning format. How We’re Helping The Team: We jumped in and facilitated their planning sessions virtually with participants across three continents to build a plan w

Facilitation 98

Facilitation Performance Review Communication Meetings 98

NG Data

NOVEMBER 30, 2020

A citizen developer is a non-programmer who builds business applications using development tools that do not require or only at a very low level, coding expertise. Instead of using remote specialists trying to build the latest solutions, the alternative is to tackle customer problems and expectations in a timely fashion at the point closest to the customer.

Customer Experience 98

Customer Experience 98

Hubspot Sales

NOVEMBER 30, 2020

Wouldn't growing your consulting business be so much easier if you felt comfortable promoting yourself? If you’re an introvert , you may feel like if you could force yourself to be more extroverted, sales and marketing would be a breeze. Not to worry, being more introverted doesn’t mean you’re doomed to having low client conversion rates. You don’t need a change in personality, but you could benefit from changing your mindset.

Advertising 107

Advertising Sales Decision-making Insurance 107

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

Zendesk

DECEMBER 4, 2020

Advancements in software have made the sales landscape more competitive than ever. Sales process automation, such as data enrichment, has made it easy for reps to find and connect with high-quality prospects. Lead-scoring software is helping boost sales productivity and efficiency, while email automation has made scalable, personalized sales outreach a reality.

Sales 98

Sales CRM Prioritization Banking 98

Peter Simoons

NOVEMBER 29, 2020

Almost everyone will admit that the reality of 2020 has deviated from any plans put into place for this year. We all experienced two waves of Covid-19 that affected our businesses and alliances. With that in mind, are you ready for the third wave? I know, with all the better news coming through surrounding vaccines telling us that they have a high percentage of effectiveness, I’m sounding pessimistic but let’s be realistic.

Brainstorming 98

Brainstorming Organization 98

Kainexus

DECEMBER 1, 2020

One of the most important responsibilities of managers in manufacturing environments is to contain costs. The most obvious cost to eliminate is the cost of low quality. Defective products and lost labor hours add no value to the customer and represent a significant strain on the organization. To eliminate the waste of low quality, a strategic approach to improvement is essential.

Manufacturing 95

Manufacturing Organization Management 95

Hubspot Sales

NOVEMBER 30, 2020

When I joined Loom as the company’s first sales hire in January of 2020, friends and colleagues asked me questions like "What will you be selling?" and "What’s your quota?". My answers were less straightforward than I might have liked. "I’ll be focusing on selling Loom’s upmarket offering to enterprise customers, and I’ll work with my leadership team and board to establish goals and quotas based on our alpha and beta findings.".

Marketing 96

Marketing Sales Prioritization Advertising 96

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

Zendesk

DECEMBER 1, 2020

Digital transformation was already vital to surviving in the ever-evolving digital economy and meeting the ever-increasing customer expectations it generates. But the environment of constant change driven by COVID-19 made business transformation more relevant than ever , shrinking the transformation timeline from years to weeks, according to Gartner.

Digital Transformation 98

Digital Transformation Digitalization Customer Experience Supply Chain 98

The Center for Sales Strategy

DECEMBER 1, 2020

2020 has been a strange year for everyone. Successful teams who are used to winning find themselves struggling. And managers, who are used to leading successful teams, are trying to coach and help reps who aren’t used to struggling. If this sounds like a situation you’re experiencing, how can you identify where your team needs help and get them back on track?

Sales 79

Sales Management 79

SBI Growth

DECEMBER 4, 2020

Here are the most popular posts read by our Go-to-Market subscribers. Article: Proper 2021 Planning Will Require a New Level of Focus. Exiting one of the most challenging years many companies have faced, 2021 is the year to capitalize on the market.

Marketing 83

Marketing 83

Sandler Training

DECEMBER 3, 2020

Mike Montague interviews Antonio Garrido on How to Succeed at Ride-Along Coaching. The post How to Succeed at Ride-Along Coaching [PODCAST] appeared first on Sandler Training.

Leadership 79

Leadership Management Sales 79

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

Zendesk

DECEMBER 3, 2020

Despite being one of Chicago’s most acclaimed eateries, the gourmet restaurant Alinea was accused of tastelessness this past July. The criticism wasn’t about the quality of the food; it was about the presentation. Namely, the design of a coronavirus-shaped canapé that one diner photographed and shared on social media. Hundreds of Instagram users expressed outrage at the balls of coconut custard that were speckled with red raspberries to resemble the virus.

Media 95

Media Stakeholders Decision-making Publishing 95

The Center for Sales Strategy

DECEMBER 2, 2020

Let's start by agreeing that simply hoping that things will go back to the way they used to be is not a strategy you can count on. Revenue growth is still obtainable even in the most uncertain and challenging of times. However, achieving your growth targets for 2021 and beyond requires a solid revenue plan.

Sales 79

Sales 79

Engage Selling

DECEMBER 4, 2020

This year has been all about adapting quickly to unexpected events.

Sales 117

Sales Marketing 117

Sandler Training

DECEMBER 4, 2020

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Sandler Rule #48 – A Life Without Risk Is a Life Without Growth [PODCAST] appeared first on Sandler Training.

Sales 76

Sales 76

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

Kainexus

DECEMBER 3, 2020

James Womack and Dan Jones are the founders of the Lean Enterprise Institute and the Lean Enterprise Academy (UK), respectively. Their book, Lean Thinking: Banish Waste and Create Wealth in Your Corporation , is considered by some to be the bible of Lean manufacturing. It was originally published in 1996 based on their in-depth study of Toyota’s fabled Toyota Production System (TPS).

Manufacturing 76

Manufacturing Publishing Management 76

The Center for Sales Strategy

DECEMBER 4, 2020

- MOTIVATION -. "Leadership and learning are indispensable to each other.". -John F. Kennedy. - AROUND THE WEB -. > The Top 3 Sales Skills You Aren't Practicing – Mailshake. Every sales rep is constantly looking for ways to up their game. And while it’s often about employing some awesome new tech tool or learning the latest closing technique, you can get a lot more out of your prospects and clients simply by getting a ton more out of the basics.

Meetings 74

Meetings Sales Leadership Software 74

Zendesk

DECEMBER 2, 2020

Like everything else in 2020, the holiday season is looking a little different this year. That’s why we got together with Chatdesk co-founders Aneto Okonkwo and Andrew Olaleye to talk about how good CX (and a little planning) can help keep the holidays merry and bright. Read on for the full conversation, and if you like what you learn, join our Startup Central Slack Community for more conversations like this.

e-Learning 76

e-Learning Artificial Intelligence Leadership Brainstorming 76

Sandler Training

DECEMBER 3, 2020

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Sandler Rule #47 – Selling Is a Broadway Play Performed By a Psychiatrist [PODCAST] appeared first on Sandler Training.

Sales 71

Sales 71

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