2023

article thumbnail

Buying Groups – How to Navigate Complex Buyer Structures

Upland

Buying groups have changed the world of B2B sales. In fact, there is almost double the number of buyers involved in a complex buying journey today than at any other point in history. While selling to a single buyer is a challenge, it’s nothing compared to the challenge of navigating buying groups.

article thumbnail

The Perplexing Power of Process & Methodology in Complex B2B Sales

Mike Kunkle

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.”

B2B 257
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Trending Sources

article thumbnail

Strategic Account Manager Training: Begin with the End in Mind and Ask the Right Questions

Strategic Account Management Association

Ask these discovery questions to train and elevate your SAMs to greatness. The post Strategic Account Manager Training: Begin with the End in Mind and Ask the Right Questions appeared first on Strategic Account Management Association.

article thumbnail

Welcome email templates for nurturing new customers

Nutshell

B2C 154
article thumbnail

Contact vs. Company Intent Signal Data

Intent signal data comes in two types: either companies or individuals signaling interest in products like yours. Which kind of data delivers more advantages to B2B marketers? It depends. Get this infographic to learn about the advantages of intent-based leads and how you can most effectively use both types of data.

article thumbnail

Why AI Won’t Replace Your Salespeople Anytime Soon

Sales Readiness Group

In just a matter of a few months, ChatGPT has created a global frenzy. Ask it a question, and ChatGPT answers mimicking human conversation.

article thumbnail

Marketing in the Metaverse – An opportunity for professional services?

Red Star Kim

A fellow tutor at Cambridge Marketing College – Neil Wilkins – has completed significant research into marketing in the metaverse. He shared his views at a webinar earlier today.

More Trending

article thumbnail

How To: Get Your Price

Brooks Group

View this week's video How Do I Help My Team Get the Pricing They Want? Helping salespeople arrive at the price they want is a multi-step, dynamic process with all prospects. It’s not just something a sales rep deals with at the end of the sale.

article thumbnail

The 21 Best Business Strategy Blogs

CMOE

An organization’s success depends on a business strategy that establishes the organization’s mission and what decisions or actions must be taken to achieve it.

Finance 98
article thumbnail

ChatGPT is a Powerful New Tool for Entrepreneurs

Customer Think

In today’s digital, always connected world, Google too often stands as a gatekeeper between entrepreneurs and small businesses and financial success.

article thumbnail

Team Conflict: How to Manage a Disconnect Between Members of Your Leadership Team

Strategic Planning and Management Insights

SME Strategy is a strategy consulting firm that specializes in helping organizations align their teams and operations around a shared vision, mission, values, goals, and action plans.

article thumbnail

Intent Signal Data 101

Intent signal data helps B2B marketers engage with buyers sooner in the sales cycle. But there are many confusing terms used to describe intent data. Read this infographic to better understand three common areas of confusion.

article thumbnail

Sales Forecasting Guide – Prioritize to Boost Accuracy

Upland

Sales forecasting is equal parts art and science, right? Well, not so fast. The ‘art’ aspect of sales forecasting doesn’t need to be an educated guest.

article thumbnail

Level Up: SAMA's Certified Strategic Account Manager Program With Libby Souder

The SAMA Podcast

There are a lot of nuances in industries. Yet engaging with your most strategic customers is the same across the board despite these nuances, and that's the beauty of the Strategic Account Manager.

article thumbnail

Understanding the Hidden Needs of Key Accounts for Sustained Growth

Strategic Account Management Association

The ever-shifting landscape of the digital economy has created a new demand for solutions to emerging problems, representing both a threat and opportunity for strategic account managers.

article thumbnail

What’s new at Nutshell?

Nutshell

As 2023 kicks off, we’re excited for the future here at Nutshell.

CRM 127
article thumbnail

Aggregage Intent Signal Service

Aggregage Intent Signal Service helps your sales team reach more active buyers sooner. You’ll get names and contact information of specific in-market buyers plus all companies and job titles signaling intent for your product or service. Get the overview to learn more!

article thumbnail

How to Ask for High-Quality Sales Referrals: 6 Key Tactics

Sales Readiness Group

Last weekend a strange man knocked at my front door. It turns out it was a painter named Steve with a unique specialty: painting your home address on the curb in front of your house.

Sales 127
article thumbnail

Cultivate a cross-selling culture

Red Star Kim

We were joined by delegates from legal, accountancy and consultancy firms for PM Forum’s “Cross-selling and referrer management accelerator” workshop earlier in March. A summary of delegate discussion topics and poll results are shown below to add to the learning resources from the session.

article thumbnail

Habits of Successful Salespeople ?— The Best Sales Hacks for 2023

The Center for Sales Strategy

There are many habits that successful salespeople share. Some of the most common ones include: Setting clear goals. Time management. Planning. Persistence. Communication skills. Empathy. Adaptability. Continuous learning.

article thumbnail

How To: Sell Against Lower-Priced Competition

Brooks Group

View this week's video Providing Value Stops You From Competing on Price Too many salespeople use their competition’s lower prices to justify offering discounts, reducing margin, and for the sake of the sale, giving away most of the company’s profit.

article thumbnail

The ABM Benchmark Survey

ABM gets better with age — but unfortunately, marketers don't have the luxury of pouring it into an oak barrel for a couple decades to let it mature. It’s clear there’s a maturity gap in ABM strategies, so how can marketers start closing it?

article thumbnail

The Enlightened Customer Success Manager

Software Sales Guru

The Enlightened Customer Success Manager Koan = A paradox used in Zen Buddhism, usually a short statement or story that causes the hearer to take pause in order to develop enlightenment. CSM Koan= Assurances made by customer success managers reduce customer satisfaction. Has this given you pause?

Software 130
article thumbnail

7 Contact Center Trends to Watch in 2023

Customer Think

Contact center leaders, your time is now. Customer service and customer experience analysts and thought leaders are suggesting that the contact center is “the next big tech frontier.” Investment in the contact center is increasingly—finally.

article thumbnail

One Size Fits None: An Appeal for Better Leaders

MDI Training

One Size Fits None: An Appeal for Better Leaders According to Deloitte University Press, 86% of companies have identified developing new leaders as an “urgent” need. And upon closer inspection, it’s clear to see why.

article thumbnail

Salesforce Account Planning: Turn Data Into Relationships 

Upland

Sold on account planning but don’t know where to start? For many, account planning in Salesforce is a logical next step. After all, their sellers are already using Salesforce regularly.

article thumbnail

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!

article thumbnail

Design Thinking Driven Problem Solving and Innovation

Flevy

“Design is not what is looks like or feels like. Design is how it works.” ” – Steve Jobs Design Thinking: An Introduction Design thinking is a problem-solving approach that is becoming increasingly popular across various industries.

article thumbnail

The 9 Advanced Skills Missing from Your B2B Sales Process

RAIN Group

The world of B2B selling looks far different than it once did. Top sellers know they must go well beyond discussing features and benefits.

B2B 91
article thumbnail

Global SAM Execution

The SAMA Podcast

The world has become a much smaller place, due in large part to the widespread digital shift that transformed just about every industry. What once felt global in scope now feels distilled at national, regional, and local levels. Everything feels seemingly in the palm of your hand.

article thumbnail

3 Missteps That Lead to Inaccurate Pipeline Forecasting

Sales Readiness Group

Accurate sales forecasting is essential for business success. But it can be difficult to get it right due to certain missteps. Here are three of the most common errors that lead to incorrect forecasting and how to avoid them. Sales Management Managing the Pipeline

article thumbnail

A Deep Dive Into Supply Chain Strategy: Why Yours Isn't Working

Speaker: Michelle Meyer, Founder and CEO of MatterProviders

Michelle Meyer is here to walk you through the future of supply chain strategy, and why your current approach is probably not working. In this exclusive webinar, she will explore ways to develop and perfect your new supply chain design in this post-pandemic era of economic uncertainty.

article thumbnail

Book review: Mending the mind – The art and science of overcoming clinical depression (2021) by Oliver Kamm

Red Star Kim

Back in 2019 I reviewed a book about depression (see Lost connections – Why you’re depressed by Johann Hari (kimtasso.com) ) which was dismissive of medication for depression. I still like the book’s ideas about “disconnection” being a cause of some low mood and depression.

article thumbnail

The Blueprint for Success: Creating a Sales Leader Success Plan

The Center for Sales Strategy

Are you tired of watching sales managers struggle and then resorting to a Performance Improvement Plan (PIP) only to see little to no improvement? It's time to break that cycle and set your sales leaders up for success with a Sales Leader Success Plan. leadership

article thumbnail

How To: Effectively Engage Your Prospect

Brooks Group

View this week's video Engagement Mindset Make sure your salespeople understand: their goal, when first engaging with a prospect, is to set the sales process in motion by turning a potential resistor into an avid listener.

article thumbnail

Money and Power: How to Get to the Decision Maker

Software Sales Guru

Money and Power: How to Get to the Decision Maker I have discussed previously why co-building the business case is important in its own right. In addition, it opens the door to power. Power = person who makes the financial decision and controls the purse strings.

Software 130
article thumbnail

Organic Growth Strategy: How to Leverage Market Collateral Around Social Media

Speaker: Akilah Murrell, Sr. Director of Channel Marketing at Channel Maven

Join Akilah Murrell, Senior Director of Channel Marketing at Channel Maven, for this how-to session on engaging your buyer base through social media.