Upland
FEBRUARY 17, 2023
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.
Mike Kunkle
FEBRUARY 5, 2023
“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%.”
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Strategic Account Management Association
FEBRUARY 3, 2023
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.
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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.
Sales Readiness Group
FEBRUARY 27, 2023
In just a matter of a few months, ChatGPT has created a global frenzy. Ask it a question, and ChatGPT answers mimicking human conversation.
Red Star Kim
MARCH 17, 2023
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.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
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Brooks Group
MARCH 8, 2023
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.
CMOE
MARCH 6, 2023
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.
Customer Think
FEBRUARY 22, 2023
In today’s digital, always connected world, Google too often stands as a gatekeeper between entrepreneurs and small businesses and financial success.
Strategic Planning and Management Insights
MARCH 20, 2023
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.
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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.
Upland
MARCH 13, 2023
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.
The SAMA Podcast
MARCH 19, 2023
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.
Strategic Account Management Association
JANUARY 3, 2023
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.
Nutshell
JANUARY 31, 2023
As 2023 kicks off, we’re excited for the future here at Nutshell.
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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!
Sales Readiness Group
MARCH 14, 2023
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.
Red Star Kim
MARCH 16, 2023
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.
The Center for Sales Strategy
JANUARY 18, 2023
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.
Brooks Group
FEBRUARY 21, 2023
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.
Advertiser: ZoomInfo
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?
Software Sales Guru
MARCH 13, 2023
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?
Customer Think
JANUARY 26, 2023
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.
MDI Training
FEBRUARY 27, 2023
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.
Upland
MARCH 2, 2023
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.
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!
Flevy
FEBRUARY 28, 2023
“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.
RAIN Group
FEBRUARY 22, 2023
The world of B2B selling looks far different than it once did. Top sellers know they must go well beyond discussing features and benefits.
The SAMA Podcast
FEBRUARY 15, 2023
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.
Sales Readiness Group
MARCH 8, 2023
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
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.
Red Star Kim
MARCH 10, 2023
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.
The Center for Sales Strategy
FEBRUARY 13, 2023
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
Brooks Group
JANUARY 25, 2023
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.
Software Sales Guru
FEBRUARY 13, 2023
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.
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.
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