Upland

FEBRUARY 29, 2024

We recently interviewed real sellers from some of the most successful sales teams in the world on how it is that they use account planning software, methodology and best practices to stay ahead in a constantly changing world as part of our book, Not Just Another Vendor. When it comes to account planning, change is inevitable.

Account Planning 195

Account Planning Management Leadership Organization 195

Red Star Kim

FEBRUARY 8, 2024

In the highly regarded business strategy book “Playing to Win: How Strategy Really Works” (by former leaders of Procter & Gamble Lafley and Roger) the strategy cascade process is broken down into five key questions. I’ve summarised the key points here as a supplementary learning resource for the delegates.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Mike Kunkle

AUGUST 30, 2023

Enablement professionals don’t market, they don’t sell, and we don’t directly manage front-line sellers nor sales managers. And it’s true that we can provide all the foundational knowledge, tools, and skills training, and a sales force that’s poorly led may not maximize what they’re given or improve results.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Red Star Kim

DECEMBER 15, 2023

There are a few books that I recommend to my therapy clients and this is one of them. Their reaction is usually positive so here is a book review: How to do the work (recognise your patterns, heal from your past and create your self) by Dr Nicole LePera. How could this book help you? She starts the book with her own story.

Emotional Intelligence 130

Emotional Intelligence Meetings Communication Leadership 130

Red Star Kim

NOVEMBER 8, 2022

Back in July 2020 I shared some research insights from my book “ Essential Soft Skills for Lawyers ” which generated significant interest – not least from the associated nine-minute video explaining “soft” skills featuring the Worry Monster. New soft skills for remote working. Listening is now the new superpower.

Leadership 100

Leadership Emotional Intelligence Remote Working Digitalization 100

PandaDoc

MAY 8, 2024

Selling to small and medium businesses is different from B2C deals, where people are ready to make a purchase without extra persuading. Thousands of small and midsize businesses (SMBs) are joining the market every week. In the U.S. alone there are about 33.2 million small businesses , which constitutes up to 99.9%

B2C 52

B2C Small Business Sales Decision-making 52

Red Star Kim

JUNE 1, 2023

So it was interesting that one of the poll results showed that over 60% never complete a competitor analysis in support of their pitches (it is possible that their fee-earners led the way here). There is more information on branding theory Book review – Managing Brands (kimtasso.com).

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Account Manager Tips

AUGUST 10, 2021

Sales Insights Lab surveyed 400 salespeople to gain insights into today's selling world. Build your business with client referrals Client referrals are a powerful business growth strategy. You ask your clients to recommend you to people they know. How hard could it be? Really hard. 61% of customers make at least one referral.

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240

Insightly

JANUARY 10, 2024

Insightly hosted a webinar on this topic and CMO Chip House invited two go-to-market luminaries to join him and provide their insights. Insightly hosted a webinar on this topic and CMO Chip House invited two go-to-market luminaries to join him and provide their insights. One figure was quite an eye-opener. A few are even over 40%!

Finance 52

Finance CRM Acquisition Decision-making 52

Arpedio

JULY 11, 2022

Combining Product-led Growth and Account-Based Selling. ? If you’re not doing account-based selling (ABS), chances are you’re not selling at your full potential. In this much anticipated talk with Chet Lovegren, we look at ABS as a strategy that continues to work, and how you can combine it with product-led growth.

B2B 52

B2B Account Management Customer Success Leadership 52

Showpad

AUGUST 9, 2022

When we ran our 2021 Modern Selling Study Report and asked B2B sales and marketing professionals what their greatest challenges were, an interesting problem came to light: today’s greatest sales challenge is having access to relevant content. It’s a phrase we’ve all heard a thousand times: Content is king. That’s not really true at all.

Organization 52

Organization Account Management Sales Suppliers 52

Zendesk

MAY 3, 2022

So when Canada opened its borders again, I booked a ticket for my sister to come and stay with me. When it comes to your brand experience, each interaction counts. Your brand is the sum of every interaction you have, across every channel—with employees, prospects, and especially, your customers. Lead with empathy.

Decision-making 98

Decision-making Customer Experience Prioritization Marketing 98

Arpedio

JULY 12, 2023

Account-Based Marketing (ABM) vs Account-Based Selling (ABS) ← Back to blog In the ever-evolving sales ecosystem, businesses are continuously embracing new approaches to stay ahead of the competition. Read this blog post for an insightful overview of the essential elements of ABM and ABS and how they complement each other.

Marketing 52

Marketing Advertising Decision-making Communication 52

Account Management Skills

DECEMBER 5, 2022

So ‘I’ of RAISE is for Insight. So what do we mean by insight, because there’s actually quite a lot of debate, particularly in agencies, about what’s an insight and what isn’t. Now, the highest level of insight is you conducting your own research. So this is about you.

Management 52

Management Account Management e-Learning Client Relationships 52

Miller Heiman Group

FEBRUARY 25, 2019

Experts from across the industry will provide unique perspective on sales talent, sales technology, bridging service into sales and selling through indirect channels. Insights from Chief Product Officer Dana Hamerschlag on how sellers can bridge established methodologies with artificial intelligence. Come early!

Artificial Intelligence 59

Artificial Intelligence Facilitation Publishing Sales Technology 59

Hubspot Sales

OCTOBER 23, 2018

Part of the reason why 72% of sales teams (with fewer than 50 opportunities in their pipeline) don’t hit their revenue goals and 62% of a rep’s time is spent on the non-selling admin tasks is a lack of direct feedback from the front lines to Sales leadership. Book some face time. How to Ask Your Boss for Help on a Project.

Sales 103

Sales Decision-making Sales Leadership Software 103

Planview

JUNE 6, 2022

Revenue Enablement and Revenue Operations for business insights and analytics to accelerate business. This way I can get away from my desk, eat lunch, read a book, or catch up on the news. Planview has one mission: to build the future of connected work. Which leads us to our employee spotlight! In sales, you should dress for success.

Leadership 98

Leadership Sales Sales Leadership Meetings 98

Liston Witherill

APRIL 21, 2021

Ten years on, I know that the insights from the personality test were wrong. It was the first day of my dream job, fresh out of grad school. I reported to the office promptly at 8am. I asked my boss, “So where should I start?” ” “I don’t know?” ” he replied. “Go look at our old projects.

Decision-making 52

Decision-making Sales Training Retail Marketing 52

Arpedio

NOVEMBER 7, 2022

What are the “raw ingredients'' of successful enterprise selling? What are the “raw ingredients'' of successful enterprise selling? The Framework for Successful B2B Selling. 3 things Sales Leaders can do to Educate B2B Sales Reps for Successful Enterprise Selling. Back to blog. Table of Contents. Douglas Cole.

B2B 52

B2B Sales Decision-making Account Management 52

Arpedio

NOVEMBER 7, 2022

What are the “raw ingredients'' of successful enterprise selling? What are the “raw ingredients'' of successful enterprise selling? The Framework for Successful B2B Selling. 3 things Sales Leaders can do to Educate B2B Sales Reps for Successful Enterprise Selling. Back to blog. Table of Contents. Douglas Cole.

B2B 52

B2B Sales Decision-making Account Management 52

Hubspot Sales

OCTOBER 29, 2017

Sales Videos by Well-Known Selling Experts. Jeffrey Gitomer, known to many as the King of Sales, is the author of 13 sales books and a National Speakers Association Hall of Fame member. Jeffrey Gitomer, known to many as the King of Sales, is the author of 13 sales books and a National Speakers Association Hall of Fame member.

Sales Training 112

Sales Training Sales Publishing Co-Creation 112

CoSell

JANUARY 26, 2021

This gives you a good sense of overlaps, relationships, opportunities, and important new insights. These insights can help you forge powerful alliances and partnerships that can transform your sales results. Then we’d dive in doing a 'vLookUp' to make sure we had all the nitty-gritty insights. The old way. The new way.

Banking 98

Banking Profitability B2B Sales 98

Miller Heiman Group

APRIL 25, 2018

Miller Heiman Group CEO Byron Matthews kicked off Elevate 2018 by telling the audience something they probably already feel but may not have realized: “Buyers are getting better at buying faster than sellers are getting better at selling.”. At the Elevate 2018 conference, industry disruption took center stage.

Artificial Intelligence 55

Artificial Intelligence Sales Technology Sales Innovation 55

Arpedio

FEBRUARY 15, 2024

They are proactive in seeking out innovative solutions and are receptive to insights that challenge conventional thinking. By engaging Mobilizers early in the sales process, sales professionals can gain valuable insights into the organization’s strategic imperatives, decision-making dynamics, and buying criteria.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

SalesGlobe

JUNE 28, 2022

As the competitive job market continues, one of the top-of-mind questions I am being asked to solve for is: “How do we find, attract and retain the best talent, drive the right behaviors and achieve our sales results? Is our only option just to pay more?”. People, Progression, Performance and Potential. Development.

Marketing 52

Marketing Leadership Innovation Organization 52

Deep Insight

AUGUST 10, 2020

To be honest, the really fun part of writing the book was the interview process. Assembling all those interviews into a coherent book was a chore. Assembling all those interviews into a coherent book was a chore. All interviews were excellent and insightful but some went off in directions that we had not planned at the outset.

Key Account Management 52

Key Account Management Account Management Management Account Planning 52

Nutshell

DECEMBER 5, 2019

For Nutshell’s second annual BOUNDLESS event, we’ve turned the dial up to 11 and booked amazing speakers like Jeffrey Gitomer , a legendary sales author and the host of the Sell or Die podcast ; Rob Siefker, Senior Director of Customer Service for Zappos ; and Christine Volden, the founder of Soulful Selling.

Sales 124

Sales B2B Leadership Software 124

Insightly

JANUARY 2, 2024

In short, a CRM maximizes the impact of your salesforce and your sales processes and systems by: Freeing up sales reps to sell more Sales reps don’t want to waste time fumbling with spreadsheets or subpar CRM systems and arguing over lead assignments. They want to sell. The basic formula for calculating ROI is not overly complicated.

CRM 52

CRM Co-Creation Onboarding Decision-making 52

Arpedio

JUNE 9, 2022

Is account-based selling about selling or the right relationships? In reality, account-based selling is all about shifting the focus from inward to outward, and thus getting a deeper understanding of the businesses you operate with. Setting Sales Goals - and reaching them! ? Back to blog. Are your goals genuinely representative?

Key Account Management 52

Key Account Management Account Management Sales B2B 52

Arpedio

MARCH 7, 2022

ABM should be customer-led and team-enabled Sales and marketing need to co-orchestrate the account plan Mapping out the customer journey is absolutely crucial ABM starts with a mindset change and management needs to support this cultural shift Watch the LinkedIn Live session here. ABM is customer-led and team enabled. Key takeaways.

Co-Creation 52

Co-Creation Account Management Account Planning Key Account Management 52

Revegy

FEBRUARY 4, 2020

In a recent webinar conducted with Revegy, a leading technology platform for customer revenue optimization, and FinListics, the solution for financial analytics that power insight-led sales, top-performing sales leaders indicated that being a trusted advisor is more elusive than most sales and account managers think.

Finance 64

Finance Investors Financial Services Account Management 64

Account Manager Tips

JULY 28, 2020

16:10 Account managers still need to sell. 16:10 Account managers still need to sell. But what happens when things take off? How does your account management team keep up with the challenges and opportunities presented by growth? And how do you define account management objectives that deliver results? 07:27 Example of aligned KPIs.

Account Management 130

Account Management Management Account Planning Organization 130

Mike Kunkle

JULY 2, 2022

Way back in 2003, I worked in a department called Performance Development and led the Sales Performance Development team. There are maturity models, enablement models, frameworks, blueprints, and playbooks, with at least six books that I’ve read (and I published my own, The Building Blocks of Sales Enablement ).

Sales 130

Sales Sales Training Leadership Decision-making 130

Insightly

OCTOBER 19, 2022

Transferring data may have been cumbersome and training the team was an afterthought, which led to lack of employee buy-in and continued issues as a result. 5 Reasons To Rethink Your CRM. Technology is an incredible resource and has drastically improved the way people do business. If you can relate, it might be time to rethink your CRM.

CRM 52

CRM Onboarding Decision-making Finance 52

Nutshell

JANUARY 17, 2023

When your business first started, tracking customers by email, address books and spreadsheets made sense. Sell more, faster Having to do manual data entry is one of the biggest productivity-killers for sales reps. CRM automates many of these repetitive admin tasks so your team can spend less time typing and more time selling.

CRM 62

CRM Software Software Communication 62

Arpedio

OCTOBER 25, 2022

Scott Kaplan, Founder and Chief Coach @ Quick Hit Sales Tips Scott has helped sales teams 2X their bookings with Sales TIPS (Tactics to Improve Professional Sellers), is an international bestselling author, and helps sales leaders and sales reps grow their sales skills and processes by creating a winning sales environment.

Sales 52

Sales Prioritization Account Management CRM 52

ProlifIQ

MAY 14, 2021

” It’s paraphrased from Benjamin Franklin, who, among other things, helped put together the strategy that led the colonials to victory in the American Revolution. Account-based selling is all about pursuing business. Ever hear the saying, “Fail to plan, plan to fail?”

Account Planning 64

Account Planning Innovation Stakeholders B2B 64