Strategic Account Management Association

APRIL 5, 2021

By Jacques Sciammas, President, Selling to Executives. In the age of convenience, where same-day deliveries have become the gold standard and news articles are now conveniently timed down to the second, our need for accurate and concise information has never been more pressing. So why on earth do we still bother with documents numbering hundreds of pages, sans picture and color?

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Upland

APRIL 6, 2021

We are all different. We all have different tastes, wants, and needs. The mass customization we see taking place all around us is a testament to that. Each one of us can decide how we order our coffee at Starbucks, what apps we use on our iPhones, how we set our music preferences, what privacy settings we apply on Facebook (no oxymoron intended), who we choose to follow on Twitter, or even what color we want in our pack of M&Ms.

Suppliers 195

Suppliers Value Proposition B2B Profitability 195

Engage Selling

APRIL 9, 2021

I’ve been working on numerous consulting projects recently, and I’m incredibly frustrated with clients who lost business for no other reason than they didn’t see it coming. They simply didn’t have enough contacts inside their accounts to see an accurate … Read More » The post There is No Excuse for Being Blindsided | Sales Strategies first appeared on The Sales Leader.

Sales 149

Sales Client Relationships Business Growth Sales Leadership 149

SBI Growth

APRIL 9, 2021

For many industries and companies, the pandemic has changed sales and marketing forever. In some ways, the changes manifest accelerating trends that were already in motion, and in other ways, the changes are new, permanent disruptions. Of course, every disruption.

Marketing 130

Marketing Sales B2B Digitalization 130

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

APRIL 7, 2021

Lasagna. It’s a family favorite that’s full of flavors. With each layer of pasta, sauce, and cheese you uncover more deliciousness than the layer before. But what’s all that got to do with selling to people? I’m glad you asked. See, your prospects are a lot like lasagna. They too have layers that you as the salesperson must understand to best solve their problems.

Sales 129

Sales Decision-making Profitability Publishing 129

Upland

APRIL 6, 2021

In the first blog in the series we outlined what a Relationship Map was and how to gain buy in. Here we get inside the mind of the customer as a key element of the relationship strategy development. . How Do They Think? Once you have determined ‘Who matters?’’ by assessing their Level of Influence, you next want to get a sense of the individual. Once you have a better understanding of a company’s culture – as demonstrated by the aggregate behavior and perspectives of the individuals you engage w

Stakeholders 195

Stakeholders Decision-making Innovation Negotiation 195

The Center for Sales Strategy

APRIL 9, 2021

- MOTIVATION -. "Don't watch the clock; do what it does. Keep going.". -Sam Levenson. - AROUND THE WEB -. > Why Good Onboarding Leads To Better Employee Retention – TinyPulse. The process of hiring and retaining employees is never easy. Hiring can be a rigorous, time-consuming endeavor that kicks off when a company publicizes its various job openings, and then ceases after a suitable candidate has been selected, vetted, and hired.

Onboarding 116

Onboarding Media Organization 116

Hubspot Sales

APRIL 9, 2021

As a natural introvert, I had some trouble setting my sales career in motion. During my first month or so as a BDR, I rolled zeroes for quota every week. It took a lot out of me, but as much as I struggled to find my bearings on my calls, I didn't let my nerves get the best of me. I did my research, came to understand my business, practiced, listened to my managers, tried, failed, and tried some more until I finally found my footing.

Sales 121

Sales Meetings Communication Management 121

Zendesk

APRIL 5, 2021

When the COVID-19 pandemic hit, most companies and workers weren’t ready for remote work life. But in the midst of the global health emergency, we were all forced to adapt to this new normal. Now, about a year into living in a pandemic-struck world, many of us have settled into new routines. A recent PwC study found that 83 percent of companies think they’ve successfully transitioned to remote work.

Remote Working 98

Remote Working Internet Meetings Digitalization 98

Sandler Training

APRIL 9, 2021

While planning our Summer harvest, let’s consider 10 Laws for Planting Seeds of Personal and Professional Growth. The post 10 Laws for Planting Seeds of Personal and Professional Growth appeared first on Sandler Training.

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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

The Center for Sales Strategy

APRIL 5, 2021

You mean well. You want to do it better this year. But, somehow every year, it gets away from you. We all have good intentions each year to do a better job planning, selling, and tracking all of the major sales opportunities for our organization. This is why you really need to start planning using a sales calendar.

Sales 107

Sales Organization 107

SalesPop

APRIL 9, 2021

The next aspect of account management we need to consider–one that is vitally important–is application integration. Digital transformation is definitely accelerating across industries, according to Mulesoft Research’s 2021 Connectivity Benchmark Report. This study was conducted with 800 IT leaders throughout the world. Of these, 77 percent say that failure to transform will impact revenue.

Account Management 97

Account Management Management Digital Transformation Banking 97

SBI Growth

APRIL 7, 2021

Imagine the following: As you scroll through social media, you come across an ad. Not just any ad though, an ad for a product so specific to what you are looking for that you wonder how they were able to.

Marketing 91

Marketing Media Artificial Intelligence Sales Analytics 91

The SAMA Podcast

APRIL 9, 2021

Download Tim Pollard's white paper "The Seven Ways COVID Changed Sales Forever" here. There are also three excellent videos on the linked page.) Tim and SAMA will co-host an interactive next-practice symposium April 29 to go even deeper on the subject. Register here.

Account Management 80

Account Management Management Meetings Sales 80

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

The Center for Sales Strategy

APRIL 7, 2021

Scientists say music changes mood, motivation, cognitive processing , and the ability to retain informat ion. Additionally, music just make s work more fun and time fly! Se tting appointments is a common problem — in fact, the 2020 Media Sales Report found that 80% of sales managers find it harder today than just 5 years ago. L istening to music is just one small motivator tha t will help get the job done.

Media 93

Media Sales Management Management Sales 93

Crank Wheel

APRIL 5, 2021

Rule number one: customers are always right. If they’re not, rule number one applies. This isn't an understatement. In fact, when you run a business, you'd do many things to delight your customers.

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Peter Simoons

APRIL 5, 2021

Tip 7: Set a Cadence of Communication. Did you know that in any orchestra, the most important member is actually the conductor? The individual musicians making up the orchestra may know how to play their piece, but they can’t achieve the unity and harmony required in playing a symphony without the conductor’s guidance. The conductor is the one with the plan of how the symphony should sound, and so they have to direct when and how every note should be played to create the desired unit

Communication 92

Communication Publishing Government Meetings 92

The SAMA Podcast

APRIL 8, 2021

Introducing the The SAMA Podcast: CEO Edition, an occasional conversation between SAMA President & CEO Denise Freier and senior B2B leaders about what it takes to thrive in a world where the only constant is change. Our first episode will feature one of the most prescient thinkers and gifted communicators on the subject of B2B sales messaging, Tim Pollard.

B2B 80

B2B Communication Sales 80

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

The Center for Sales Strategy

APRIL 8, 2021

Vertical targeting is one of the most effective ways to capture a focused, intent-driven audience. You can use specific messaging tailored for that segment and curate the content to cater to your target market’s unique needs and interests. In this episode of Improving Sales Performance, John Matthews, President and CEO of Gray Cat Enterprises, Inc., shares his insight on targeting a vertical market to improve an organization's sales performance.

Marketing 89

Marketing Sales Organization 89

Apptivo

APRIL 6, 2021

Welcome to the latest edition of Apptivo’s product updates. In this update, we have added the QuickBooks Integration and eSignature functionality in Cases Extended applications to boost the user experience. In addition, other features are also prioritized to get an update in order to ensure an integrated user experience and provide high-quality support.

Facilitation 92

Facilitation Prioritization Software Software 92

ProlifIQ

APRIL 8, 2021

The most lucrative opportunities tend to come from major accounts – companies that have the highest amount of potential value. Yet, these deals tend to take longer than average. If you want to maximize sales revenue, you need to put a method to the madness. Create a systematic plan to go after major accounts without dragging out sales cycles and inaccurately forecasting your quarterly pipeline. .

Account Planning 91

Account Planning Key Account Management Decision-making Account Management 91

Crank Wheel

APRIL 7, 2021

Even before Covid, buyers were becoming increasingly reliant on digital channels. We look at what this means for sales teams in the years ahead.

Digitalization 98

Digitalization Sales 98

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

SalesGlobe

APRIL 6, 2021

By Louis Greenstein – SalesGlobe. The New York Times ran a story recently about how supply chains between Asia and North America were disrupted by a COVID-related shipping container shortage. Early in the pandemic, freighters from China delivered hundreds of thousands of face masks to Africa before abruptly changing routes to meet unexpected demand in North America.

Supply Chain 85

Supply Chain Transportation Logistics Sales 85

Xant

APRIL 7, 2021

SILICON SLOPES, Utah, April 7, 2021 / PRNewswire / — XANT, the company behind Playbooks Sales Engagement, announced several transformative product innovations centered around compliance. XANT unveiled these new developments to enable sales organizations to better align with compliance laws and produce consistent results. . Sales leaders can now utilize Playbooks to ensure teams are in alignment with compliance restrictions and following best practices.

Innovation 85

Innovation Digital Transformation CRM Sales 85

Hubspot Sales

APRIL 5, 2021

Perform an online search for 'advice for entrepreneurs' and over 149 million results pop up. Sprinkled among those tips are hundreds of entrepreneurship myths that don't hold true for today's founders. Even worse, the advice is often vague and lacks in-depth insight. "Challenge yourself.". "Do work that matters.". "Don't take 'no' for an answer.". As an entrepreneur , how do you decipher which myths are hurting more than helping?

Profitability 85

Profitability Leadership Decision-making Marketing 85

Strategic Planning and Management Insights

APRIL 5, 2021

Whether you're running the show yourself or leading a team of 25, small business ownership is difficult. Not only do you have to oversee the product/service and operations, you also have to plan the strategic direction of the business. On top of that, you have to dedicate personal time for learning, personal development, family, and the list goes on.

Small Business 83

Small Business 83

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

APRIL 8, 2021

Sales leaders often achieved their position based on their individual success and personal attributes. But when their role shifts to motivating and inspiring teams, improving attitudes, focusing on long-term vision, and helping initiate change, sales leaders’ mindsets need to shift as well. For a better understanding of leadership mindsets, we turned to Leah Clark, Senior Director of Leadership Development at GP Strategies.

Leadership 71

Leadership Sales Leadership Sales Sales Management 71

NG Data

APRIL 8, 2021

Why A CDP Should Be Part Of Your Tech Offering The CDP marketplace is growing at a rapid rate, with large M&As have taken place in recent months, demonstrating the appetite there is to add core CDP capabilities to technology solutions and services. This trend is linked to the commercial demand and requirement businesses have to implement CDP solutions so they can build golden customer profiles and.

Leadership 72

Leadership 72

Sales Gravy

APRIL 3, 2021

On this episode of the Sales Gravy podcast, Jeb Blount focuses on brokeness and the two common mindsets of highly successful people and how to grow from adversity. This past week I stumbled on this quote passage from Vance Havner. This is God uses broken things, broken soil to produce a crop, broken clouds to give rain, broken grain to give bread, broken bread to give strength and broken people to do great things.

Sales 71

Sales 71

Crank Wheel

APRIL 9, 2021

Some of the best sales agents are a bit selfish but at the same time, some of them are equally capable of helping everyone else on the team, and this means they could make brilliant sales managers. Here are six signals that a salesperson has what it takes to make the leap to sales leader level.

Sales Management 75

Sales Management Management Sales 75

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