Account Manager Tips

APRIL 21, 2024

Is inadequate software failing your team? Learn how to strategically evaluate, select, and implement tools that empower your key account managers to succeed.

Key Account Management 130

Key Account Management Account Management Management Software 130

The Center for Sales Strategy

APRIL 22, 2024

Getting the first appointment with a qualified decision-maker of a target prospect can be one of the most challenging aspects of B2B selling. The ability to set appointments efficiently can make or break a business's success. The good news is that today, sales professionals have access to a plethora of tools and resources designed to streamline the appointment-setting process.

Decision-making 100

Decision-making B2B Sales 100

Nutshell

APRIL 22, 2024

If you use forms on your website, you may get a few spammy submissions that distract your sales team and clog your pipelines. Protecting your forms from spammers is important for boosting team productivity and maintaining clean customer data. Introducing new Nutshell forms spam prevention features! Now Nutshell will handle spam prevention for you, so you can keep fake form submissions out of your CRM.

CRM 71

CRM Sales Management 71

SBI Growth

APRIL 22, 2024

Gone are the days of endless cold calls and the limitations of geographic reach. Virtual prospecting unlocks a world of potential customers eager to connect online, but with so much competition, it poses a question: How do you make your message stand out? Let’s dive into five powerful virtual prospecting strategies to transform your outreach and propel you ahead of the competition.

Sales 71

Sales 71

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.

Account Manager Tips

APRIL 20, 2024

Are you starting a new job as a key account manager? Follow this 30/60/90 day plan to quickly earn the confidence of your clients, colleagues and boss and grab your free template too.

Account Management 100

Account Management Key Account Management Management 100

The Center for Sales Strategy

APRIL 23, 2024

Referrals are the lifeblood of sales success. They are the ultimate "social proof" because people trust friends and influencers more than any advertisement delivered by the brand. A referral is someone who has a personal reason to check out your brand and who approaches your products or services with a positive-leaning curiosity. They may even be a pre-qualified lead if the referral itself was based on personal knowledge.

Advertising 68

Advertising Sales 68

Groove HQ

APRIL 23, 2024

Working with customers can be both fulfilling and demanding. One moment, you’re dealing with a buyer who is friendly, funny, and just needs a bit of help. The next, you have to solve a complex problem for an angry and demanding business owner. Each of those conversations will benefit from a different approach. Once your customer […] The post How To Provide Customer Support for Any Communication Style appeared first on Groove Blog.

Communication 62

Communication 62

Account Manager Tips

APRIL 20, 2024

What are the 12 Tenets of Account Management? Phil Bourne shares his set of guiding principles you need to know to find success as a key account manager.

Account Management 100

Account Management Key Account Management Management 100

The Center for Sales Strategy

APRIL 24, 2024

For as long as sellers have been selling, managers have tracked their activity. Over time, we've improved the tools we use to track that activity, from call sheets to spreadsheets to CRM. But if all we do is capture the data and not study the data, what's the point? After all, the value is not simply in seeing how much activity we have but in understanding the trends within that data to help salespeople improve.

Sales 74

Sales CRM Management 74

Kainexus

APRIL 21, 2024

The shift towards Industry 4.0 and smart manufacturing represents a significant evolution in how goods are produced, utilizing advanced technologies to enhance efficiency, productivity, and flexibility across various industries. Industry 4.0 refers to the fourth industrial revolution, characterized by integrating digital technologies into manufacturing processes, often termed "smart manufacturing.

Digital Transformation 69

Digital Transformation Manufacturing Digitalization Software 69

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

Customer Think

APRIL 23, 2024

Freshworks customers can access Playvox's suite of AI-powered workforce engagement solutions to forecast workloads and better manage their workforce

Management 59

Management 59

Brooks Group

APRIL 23, 2024

A sales career can be exhilarating and rewarding—offering the potential for high earnings, flexible schedules, and the chance to work directly with a diverse range of customers. However, it also comes with its fair share of challenges, from the pressure of constant target-setting to the emotional toll of frequent rejection. As you consider whether a sales career is the right fit for you, it’s crucial to understand both the upsides and the downsides.

Sales Training 52

Sales Training Sales Decision-making Negotiation 52

Revegy

APRIL 23, 2024

Sales leaders have seen massive transformations over the last couple of years. Limited budgets…more educated and demanding buyers…hybrid and remote reps…digital buying…personalized sales approaches…partner ecosystem shifts…and don’t get us started on introducing AI! Given these disruptions to the market, the cost of winning new revenue and preventing customer churn is increasing, putting additional pressure on […] The post Take Your Team’s Performance to the Next Level with Sales Coaching

Sales 52

Sales Digitalization Marketing Sales Management 52

Kainexus

APRIL 20, 2024

Digital transformation at the enterprise level is essential for organizations to remain competitive, relevant, and resilient in today's rapidly evolving business landscape. By embracing digital technologies and modernizing processes, enterprises can enhance operational efficiency, improve agility, and unlock new opportunities for growth and innovation.

Digital Transformation 70

Digital Transformation Digitalization Organization Innovation 70

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

Account Management Skills

APRIL 22, 2024

Welcome to episode 112. I’m joined by Shannyn Lee, Managing Director of Win Without Pitching ®, which is widely recognised by the creative industry as one of the best quality sales training programs because it’s specifically tailored to agencies. This episode will be particularly valuable for you if your job at the agency is winning new business and you’d like to know how to do that without having to go through a costly pitch process.

Client Relationships 52

Client Relationships Sales Training Management Marketing 52

ACT

APRIL 22, 2024

Today’s CEOs believe there’s a 24 percent likelihood that their companies will be exposed to macroeconomic volatility in the next 12 months. Business leaders also believe that there’s a 24 percent chance inflation will be a key threat to their companies during the same period. An economic downturn has been a looming threat for businesses over the last few years.

Supply Chain 52

Supply Chain Small Business Investors Sales 52

Customer Think

APRIL 23, 2024

I originally wrote today’s post for GetFeedback. This is an updated version of that article from July 2020. What customers are seeing and experiencing vs. what brands are saying can often be in conflict. The gap between Marketing and Customer Experience (CX) teams is largely responsible for that.

Customer Experience 64

Customer Experience Marketing Digitalization 64

Envisio

APRIL 22, 2024

Some challenges are so complex, interconnected, and stubbornly resistant to resolution that they defy traditional problem-solving approaches. These are known as “wicked problems.” Originally coined by philosopher C. West Churchman, and popularized by social scientists and design theorists Horst Rittel and Melvin Webber in the 1970s, wicked problems are characterized by their multifaceted nature, lack of clear solutions, and tendency to generate unintended consequences.

Energy and Utilities 52

Energy and Utilities Government Transportation Decision-making 52

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

Sales Outcomes

APRIL 22, 2024

When organizations need to improve sales results, they often focus on enhancing salesperson skills and competencies rather than sales manager enablement. Traditional thinking tells us to focus on salesperson investments because they represent the larger population and are the front line of customer and prospect interactions. However, modern sales enablement organizations are dramatically increasing their investment in sales manager enablement and prioritizing internal and external resources to s

Prioritization 52

Prioritization Sales Management Management Sales 52

Revegy

APRIL 22, 2024

In an era where the velocity of change in the sales sector outpaces nearly every other aspect of business, the imperative for a trust-driven, dynamic approach to sales enablement is crucial. It’s not only about equipping sales teams with the right tools and strategies; it’s about cultivating deep-rooted trust and credibility between Sales Enablement Managers […] The post Empowering Success: The Trust-Driven Approach of Sales Enablement Managers appeared first on Revegy.

Management 52

Management Sales Sales Training Leadership 52

Customer Think

APRIL 23, 2024

The enterprise video platform leader joins the LinkedIn Marketing Partner Program to empower B2B marketers everywhere to create and personalize video at scale

Marketing 52

Marketing B2B 52

Account Management Skills

APRIL 22, 2024

Recently, I chatted to Tim Riesterer, Chief Strategy Officer at Corporate Visions. We discussed the importance of demonstrating to clients the results you’re achieving for them at three levels. Tim calls this the ‘triple metric’ The Triple Metric For each level you quantify the results you achieved for the client: Level 1: Project level outcomes e.g. you delivered on time, on budget and to the brief – and document these metrics Level 2: Department level outcomes e.g. you

Account Management 52

Account Management Suppliers Management Stakeholders 52

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

Peter Simoons

APRIL 21, 2024

Alliances are increasing in importance, used as a strategic tool to help organisations grow. Over 25 years ago Yves Doz and Gary Hamel wrote “No company can go it alone” as the opening statement of their book “Alliance Advantage: The Art of Creating Value Through Partnering”. Today, this is more applicable than ever. Many companies include alliances & partnerships as a critical pillar in their overall strategy to achieve their growth ambition.

Value Proposition 52

Value Proposition Leadership Marketing Management 52

Luminas Strategy

APRIL 21, 2024

by D. Keith Pigues If you are accountable for accelerating organic growth, it’s probably the thing that “keeps you up at night.” Coming in a close second, is digital transformation. How should you be thinking about technology and how to use it to help your organization to differentiate – work smarter, faster, drive down cost and better serve customers.

Innovation 52

Innovation Organization Digital Transformation Digitalization 52

Customer Think

APRIL 22, 2024

Enhancement introduces advanced functionality tailored specifically for Salesforce Data Cloud, positioning Metazoa Snapshot as the go-to solution for comprehensive org management and data governance

Government 52

Government Management 52

RAIN Group

APRIL 24, 2024

TL;DR? Download the complimentary white paper and browse later. In complex sales, professionals are facing a set of evolving challenges that impact the effectiveness and efficiency of their sales processes. Our research at RAIN Group has identified key trends that are shaping the sales landscape, notably: 43% of sales leaders have reported an increase in the length of sales cycles. 85% are encountering challenges due to an increase in the number of decision makers involved in each deal.

Sales 52

Sales 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 Gravy

APRIL 24, 2024

On this episode of the Sales Gravy Podcast, master sales trainer Gina Trimarco sits down with Neil Rogers, author of "Bar Tips" and a veteran in sales and marketing. Their conversation provides invaluable insights into how experiences from seemingly unrelated fields, like bartending, can significantly impact your sales performance. Neil Rogers, with his diverse background spanning from bartending to high-level sales roles across various industries, brings a unique perspective to the table.

Sales 52

Sales Marketing 52

Planview

APRIL 24, 2024

Nothing frustrates software developers more than working hard on something that never ends up providing value. Whether because of changing priorities, miscommunication among teams, or other blockers, the hidden cost of waste can significantly impact productivity and bottom lines. The challenge lies not just in recognizing the presence of waste but in identifying exactly where resources are being inefficiently utilized.

Software 52

Software Software Prioritization Communication 52

Customer Think

APRIL 22, 2024

Scratch-Offs and Interest Signals in Litmus Personalize along with Image Monitoring in Litmus Email Guardian empower marketers to captivate subscribers, drive revenue, and harness insights

Innovation 52

Innovation Marketing 52

Help Scout

APRIL 23, 2024

Learn what service desk software is, why your IT team should make the investment, and a few interesting options if you’re ready to take the next step.

Software 45

Software Software 45

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