Strategic Account Management Association

MARCH 2, 2022

By Gordon Galzerano, Co-Founder and Managing Partner, Timberwilde Consulting Group. We are all in a race to attract, develop and retain top talent for our organizations. Our aspiration, I believe, should be to create a workforce that reflects the incredible diversity of our customers, our partners, our suppliers and our community. But before I delve into what leaders can do to make this happen, I want to share some context for why it’s important.

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

Holden Advisors

MARCH 3, 2022

A reverse auction may land you a new client, but if you are the incumbent, it may be better to say no. Here’s why. Recently, one of my clients was informed that the services they provided for a very large customer were going to a reverse auction, and they wanted my help coming up with a price. My first question to their team was: “Are the services and support you provide for this customer a commodity?”.

Procurement 195

Procurement Manufacturing Decision-making Negotiation 195

Software Sales Guru

FEBRUARY 28, 2022

Four Reasons to Review Sales Calls with Your Team Many sales calls are recorded. Few are reviewed. Sales calls should not be recorded as a means to simply check boxes. That’s pointless. Effective sales managers use call recordings like game film to help their team analyze the outcomes, and learn what is effective. Here are four reason to review sales calls with your team: #1.

Sales 147

Sales Software Software Sales Management 147

SBI Growth

MARCH 2, 2022

If you are a transitioning sales leader, welcome, the clock is ticking… Faced with rigorous pressure to emerge victorious coming out of the gate, the average tenure for a Chief Revenue Officer is a mere 19 months. Your success will be measured by how well you define and execute the revenue growth for your company. You need to develop a strategy with a clear execution plan that will be ready for the first major organizational interaction, whether it be a board meeting or QBR.

Stakeholders 150

Stakeholders Sales Meetings 150

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.

Engage Selling

MARCH 4, 2022

Using technology will make you a more effective and efficient seller in today’s marketplace. In fact, it can make your entire organization more profitable. And there are three main reasons for this. 3 Reasons Technology Will Help You Become a … Read More » The post Becoming an Efficient Seller in Today’s Marketplace | Sales Strategies first appeared on The Sales Leader.

Profitability 138

Profitability Sales Organization Sales Leadership 138

The Center for Sales Strategy

MARCH 1, 2022

To pick someone up has been used as slang, according to Dictionary.com, since at least the 1600s. Today's pick-up line means a rehearsed remark to strike up a conversation with the goal of pursuing a more gratifying relationship later. Many salespeople have a rehearsed line meant to initiate a relationship with a prospect to satisfy their need to make another sale.

Sales 131

Sales 131

Flevy

FEBRUARY 28, 2022

The role of corporate functions, traditionally, has been to conduct the various service-oriented specialized tasks necessary to run the business. Corporate functions ar e of strategic significance in achieving organizational objectives yet their role at most enterprises is kind of contractual at best. These units assist in routine operations, facilitate other business units, and manage conflicts and relevant pressing matters.

e-Learning 111

e-Learning Banking Leadership Facilitation 111

Groove HQ

MARCH 3, 2022

We've pulled together a list of high quality customer support templates to help you level up your support game! The post 25 Customer Service Email Templates to Save the Day appeared first on Groove Blog.

102

102

The Center for Sales Strategy

MARCH 4, 2022

- MOTIVATION -. "True leaders always practice the 3 R's: Respect for self, Respect for others, Responsibility for all their actions.". - AROUND THE WEB -. > 8 Sales Challenges and Priorities for 2022– HubSpot. Even as we move toward some semblance of normalcy, sales, as a field, is still fundamentally different than it was just a few years ago. There are a host of new and emerging sales challenges that salespeople have to account for.

Sales 120

Sales 120

Strategic Planning and Management Insights

MARCH 4, 2022

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.

98

98

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

OnStrategyHQ

MARCH 4, 2022

A Recap on Vision Statements. As we covered in our introductory post on vision statements, a vision statement defines your organization’s future state and provides direction for where you are going as an organization. They are 5-10 years in nature and describe what you’re setting out to achieve in that timeframe. Download the Free Vision Cheat Sheet.

Innovation 98

Innovation Organization Marketing 98

Zendesk

MARCH 1, 2022

“Nobody really wants to contact support. They just want to use the application and get to do the thing that they came in to do…If we can take the edge off of that process and make it even quicker, I think we’ve won in that world.” Jared Loman, VP of Customer Experience at Kajabi. As part of Zendesk’s CX Moment virtual event series, we spoke with Jared Loman, VP of Customer Experience at Kajabi.

Artificial Intelligence 98

Artificial Intelligence Customer Experience Organization Meetings 98

The Center for Sales Strategy

MARCH 2, 2022

Are you looking to expand your sales team? There's no doubting that more sales, scales, and finding the right people are essential to a successful business. From finding the right candidates to training them for success, we've got you covered. Don’t waste time and money on the wrong sales reps. Use this guide to find the best ones for your business.

Sales 116

Sales 116

Peter Simoons

FEBRUARY 27, 2022

“What makes a good alliance manager?” This was a question I was asked in a recent conversation. The answer to that question, to a certain extent, depends on the type of organisation you are in and the type of alliances you look after. Organisations therefore perceive the role of alliance management differently to each other. However, regardless of where you are in the Collaborative Business Spectrum , there are a set of common skills required.

Management 98

Management Negotiation Stakeholders Leadership 98

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

Help Scout

MARCH 4, 2022

It can be tricky to know exactly when it's the right time to hire for your customer support team. Here are some strategies for picking the perfect moment.

105

105

Hubspot Sales

MARCH 3, 2022

Sales and marketing automation tools obviously suit sales and marketing teams, respectively — but that doesn't mean that the utility of those kinds of resources is siloed by department. There's a fair amount of crossover between the two — meaning marketing can benefit from sales automation and sales can benefit from marketing automation. Here, we'll take a closer look at that interplay and see what it might look like in practice.

Marketing 88

Marketing Construction B2C Sales 88

The Center for Sales Strategy

FEBRUARY 28, 2022

Approximately 1.2 million employees were laid off or discharged in December 2021. As businesses recover from the chaos of the COVID-19 pandemic, identifying redundancies is essential for growth. But what is redundancy? In this article, we explain how overlooking signs of redundancy is affecting your business and how you can start strategizing for redundancy.

Sales Management 111

Sales Management Management Sales 111

Kainexus

MARCH 3, 2022

People start, work on, and complete projects in organizations all of the time. Some projects are carefully planned and managed, while others happen more haphazardly out of urgency or necessity. In most cases, the more effort you put into planning and controlling your project, the more likely you are to achieve success. After working with customers for many years on everything from Lean implementation to construction project management, we've noticed several elements of project success.

Construction 82

Construction Organization Management 82

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

Help Scout

MARCH 4, 2022

Is Outlook Shared Mailbox the right solution for your team? Learn the pros and cons, and read about seven alternatives you can consider.

98

98

Hubspot Sales

FEBRUARY 28, 2022

Landing clients is a tricky process that requires a lot of tactful communication, finesse, strategy, and — in many cases — luck. Getting to the home stretch is a struggle in itself, so if you manage to get to the finish line with a potential client, you'd better know how to cross it. The process of "crossing the finish line" in this context is most commonly known as a client pitch.

Stakeholders 77

Stakeholders Organization Communication Management 77

Force Management

MARCH 2, 2022

Give your salespeople the knowledge, skills and tools to differentiate their sales approach from tough competition. The past few years have created permanent shifts to the way buyers and sellers approach sales conversations. Regardless, good selling is good selling. Enable your salespeople to differentiate not just what they sell but also how they sell to help them win more opportunities this year.

Management 75

Management Sales 75

Kainexus

MARCH 1, 2022

Agile project management is an iterative philosophy that focuses on delivering value frequently and getting quick feedback from internal and external customers to adapt to emerging changes quickly. It is based on: Limiting work in progress to small batches. Using visual management to create transparency. Working in close collaboration with the customer.

Management 82

Management Organization 82

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 Readiness Group

MARCH 2, 2022

One key takeaway from the pandemic is the heightened importance of how sales managers communicate with their teams. Since the beginning, managers have dealt with a myriad of employee issues that require empathy and understanding. Unfortunately, many managers who were steeped in simply telling their teams what to do struggled as those messages fell silent.

Sales Management 62

Sales Management Management Sales Communication 62

Vantage Partners

MARCH 2, 2022

Originally published in California Management Review Insights — 26 September 2021.

Publishing 83

Publishing Management Account Management Sales 83

Crank Wheel

MARCH 2, 2022

Top 10 books on sales and marketing you need to read

Sales 94

Sales Marketing 94

Agile CRM

MARCH 4, 2022

An Applicant Tracking System (ATS) is used by over 98 percent of Fortune 500 companies in their recruitment process. That is how widely used and accepted the technology is. They’ve been around for a few years now. However, applicant tracking systems have traditionally been more employer-focused, resulting in negative candidate experiences. Fortunately, times have changed, and most of today’s next-generation ATS solutions ?

Software 52

Software Software Acquisition Stakeholders 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

Sales Readiness Group

MARCH 2, 2022

One key takeaway from the pandemic is the heightened importance of how sales managers communicate with their teams. Since the beginning, managers have dealt with a myriad of employee issues that require empathy and understanding. Unfortunately, many managers who were steeped in simply telling their teams what to do struggled as those messages fell silent.

Communication 62

Communication Management Sales Sales Management 62

OnStrategyHQ

MARCH 4, 2022

One of the most significant pressures leaders face today is creating a clear, bold vision of the future. And for a good reason–a clear strategic direction is the foundation for any great focused strategic plan. That pressure intensifies for leaders creating vision statements for brand new teams or organizations. We recently worked with the leadership team in the Engagement Division at Cleveland Metropolitan School District.

Leadership 52

Leadership Customer Experience Organization Communication 52

Revegy

MARCH 3, 2022

Recently, we introduced a tiered approach to our platform offering. Based on the changes in a post-pandemic market, we realized the maturity of individual organizations’ sales processes and execution varies widely. Therefore, the sales technology needs differ. As sales organizations change and update their strategies, the need for a right-sized account-based sales technology at each stage […].

Sales Technology 52

Sales Technology Sales Organization Marketing 52

Aepiphanni

MARCH 3, 2022

Collaboration is no longer a “nice to have” in the business world. According to the World Economic Forum, collaboration will define the future of business, serving as a cornerstone for long-term success. As companies become larger and more complex and increasingly embrace remote work or hybrid work models, this will become even more true.

Remote Working 52

Remote Working Communication Leadership Management 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