Sat.Sep 24, 2022 - Fri.Sep 30, 2022

Playing Favourites. Every Key Account Manager Does & Why You Should Stop

Account Manager Tips

Favorite clients? We all have them. We'd be besties if work wasn't in the way. But getting too close to your clients can be problematic. Find out why. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. When clients become friends the lines get blurred.

Taking Your Voice of Customer Program to the Next Level


Best-in-class Voice of Customer (VOC) programs increase customer retention by up to 55% and boost profits, according to Aberdeen Group. Strategic Account Management Account Management Key Account Management


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Insights into the needs of the latest generation of M&BD Assistants

Red Star Kim

Last week I was joined by a group of marketing and business development (M&BD) Assistants (and some Executives) from law, accountancy, actuarial and consultancy firms for a half day PM Forum workshop on “Practical and professional skills for Marketing and Business Development Assistants”.

Which wins in an A/B test? Pitch Deck vs. Diagnostic Deck

Software Sales Guru

Which wins in an A/B test? Pitch Deck vs. Diagnostic Deck A buyer needs to understand your offering, so you should walk them through the Corporate Pitch deck in your first meeting, right?

Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

SALES PERFORMANCE: Why Sales Training Fails

The Center for Sales Strategy

The world runs at a rapid pace these days. Twitter tells you in 280 characters, TikTok shows you in 10 minutes or less, and we want all the episodes of our favorite shows released all at one time!

Top 5 SKO Considerations for Sales Leaders During Economic Change

Force Management

In times of economic change, the most resilient sales organizations evolve their sales strategy to align with buyer needs. There’s no better time than the sales kickoff to align your team on a powerful, relevant strategy that serves the most critical outcomes on your organization’s agenda.

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Policy Deployment: Examples, Techniques, and Tools


Moving an organization toward its long-term strategic objectives while maintaining and improving day-to-day operations requires thoughtful planning and attention to organizational alignment.

Selection in the Time of the Great Resignation

The Center for Sales Strategy

Finding talented salespeople has never been easy. Finding naturally talented salespeople has always been more difficult than finding successful sellers. Far too often, we confuse success with talent. We go after the big name at the big competitor who has some big sales numbers.

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Retail Customer Experience Survey Template

Customer Think

When it comes down to it, so much of the retail business is about trying to read minds. To make your business thrive, you need to give customers what they want, but figuring out what they want isn’t easy. Sure, there are resources you can use like market data to see what customers seem to […].

30 Sales Training Ideas for Top-Performing Teams

RAIN Group

For sellers, routine can be a blessing and a curse. It’s true that doing the same things day in and day out provides structure. It requires discipline, too. But it can also turn into a comfort zone in which many sellers stagnate. This is what makes recurring sales training programs so valuable.

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

Solve Customer Problems with Sales Advice from a Top Tech Entrepreneur

Sales Readiness Group

“Fall in love with the problem, not the solution.” That’s how Uri Levine, the co-founder of Waze, the world’s leading navigation app which Google acquired, boiled down the secret of successful entrepreneurship. Selling Skills Closing Developing Needs Presenting Solutions

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How to become resilient? Your personal superpower

MDI Training

How to become resilient? Your personal superpower. Meeting the challenges in the VUCA/BANI world. In this article you will get an insight into key competencies as well as starting points to strengthen your own resilience.

7 Signs of Team Disconnect


Did you know that 5 in 6 employees feel disconnected at work? The reality is that any employee can struggle with connecting with their work teams, no matter what their schedules, occupations, and backgrounds are and regardless of whether they are working remotely, in house, or on a hybrid model.

What is a Good Net Promoter Score?

Deep Insight

What is a Good Net Promoter Score? Times have changed. Way back in 2014, I wrote a blog called What is a ‘Good’ B2B Net Promoter Score? It was purely about B2B companies (which are very different to B2C companies).

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The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

9 health & life insurance lead vendors to consider

Crank Wheel

So what exactly is a lead vendor? What are the best health and life insurance lead vendors? How do you know which ones are the most suitable for you? Read on to find out more

5 Strategies for Leading a Multilingual Contact Center

Customer Think

Innovative, global brands work hard to create outstanding CX strategies—and ensuring your customers can communicate in their native language is paramount.

The Illusion of Communication

Peter Simoons

“ The single biggest problem in communication is the illusion that it has taken place. ” . This great quote by George Bernard Shaw highlights so much concerning the difficulties of communication.

B2B Digital Transformation in Sales: Facts & Trends


Facts and trends about the B2B digital transformation. If you are leading a Business-to-Business manufacturer or distributor, you know it already: sales is currently experiencing a massive transformation across the globe. Advancement in artificial intelligence technologies of the last five years is providing manufacturing businesses and distributors with new exciting potential.

Roadblocks to Delivering a Competitive Buying Experience

Why are buyer-facing teams struggling and what can be done about it? Bigtincan teamed up with Heinz Marketing in a recent research study to discover the roadblocks revenue-generating teams encounter in preparing buyer-facing teams for today’s market. Click here to learn what you can do today to prepare!

How AI can make an immediate impact for retailers this holiday season


For shoppers, the holidays are a time to be merry—with cash registers jingling and ecommerce booming. But this year, the golden quarter between October and December comes with a lump of coal in the retail stocking.

Why it’s time to TikTok-ise your interfaces

Customer Think

September 21, 2022. Add to rss feed. I’ve talked and wri. Blog Customer Experience Enterprise Technology Innovation

Understanding Account-Based Marketing: A Podcast Interview with Bev Burgess, Founder and Managing Principal, Inflexion Group

Farland Group

[link]. In this podcast, Jane Hiscock speaks with Bev Burgess of Inflexion Group. Bev has over 30 years of experience working in B2B marketing, both on the client side as well as consulting and training, and is best known for her work in account-based marketing (ABM).

How to Improve Lead Management Outcomes

Sales Outcomes

Lead management is the process that unites marketing and sales efforts. Despite its importance, lead management often falls short. According to a report from The Economist Intelligence Unit, only 22% of B2B organizations feel they are effective at lead management.

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Connecting the Consultative Experience

Many B2B businesses have come to believe that there is an asymmetric relationship between the company and its buyers. But what research has discovered is that many of today’s B2B buyers are NOT empowered and they have little interest in being so. Download the eBook to find out why.

What is outbound sales? Guide to best practices and strategies


There’s a lot of talk these days that outbound sales has gone the way of disco, while inbound sales is all the rage—the K-pop of selling tactics. Though there’s a lot to love about inbound techniques (and K-pop), outbound sales isn’t down for the count yet. And we have stats to prove it.

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Companies Taking a Stand on Social Issues – Long Overdue or Out of Line?

Customer Think

Should companies remain in the shadows and stay silent on issues that directly affect their consumers? Or risk the potential backlash, speak out, and become the living embodiment of the values that they claim to hold?

Generating Responses, Followers, and Referrals—An “A-ha!” Moment

Strategic Communications

17877227 – social media. A while ago I experienced an interesting phenomenon related to the release of my monthly e-letter. I’ve gotten into the practice of posting notices to various LinkedIn groups when a new e-letter is available, inviting new subscribers.

Painless and profitable: Our guide to winning at price negotiation


A wide variety of possible price negotiation strategies exist but all of them have a common baseline. Customers often try to haggle at the last minute when it’s really too late to back out of previous agreements. And it’s quite hard to overcome such attempts loss-free.

The Definitive Guide to the Top 4 Sales Enablement Metrics

See what metrics matter to increase productivity and revenue and your organization. This guide will help you stay data-driven while avoiding data overload.

How to create seamless conversational customer experiences


Chatbots offer exactly what customers expect from a brand in 2022: instant, convenient, and effortless interactions.

Do B2B Better Excerpt #2: Nancy Flowers

Customer Think

As I mentioned in my last post, being a Change Maker requires a different way of thinking, so it’s helpful to have guides to show you the way. In my new book, Do B2B Better, which comes out next month on CX Day, I provide deep dives into numerous real-.

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55% of Sales Professionals Saw Improved Lead Quality in 2022: What They Could be Doing Right


There's a sweet spot in sales. It's when a prospect's needs perfectly align with your offerings. But when you fail to find it, you end up chasing the wrong leads. The good news? More than half of sales reps saw improved lead quality this year. But one question remains: how did they do it?

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5 Tips for Building a Corporate Communication Strategy



The 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.