SBI Growth

JULY 1, 2020

We recently wrote about the emergence of the Chief Customer Officer and took that opportunity to survey CCO’s about how they will make their 2020 number. We found that companies had initially been planning on nearly 31% of their 2020.

Marketing 138

Marketing Acquisition Customer Experience Customer Success 138

The Center for Sales Strategy

FEBRUARY 10, 2020

Are you on track to exceed your growth goals for 2020? Of all the decisions and executive makes, none is as important as the decisions about people, because they determine the performance capacity of the organization." - Peter Drucker. The new year is 1/12 complete, and January is old news. How is your organization doing so far?

Decision-making 151

Decision-making Sales Organization Banking 151

The Center for Sales Strategy

JUNE 7, 2021

2020 was one for the history books. The 2020 Media Sales Report studies the landscape over the past year, including the expectations for sales managers and the strategies deployed by media salespeople to assess their effectiveness across six key topics: Sales Department Structure (Size and Compensation).

Media 121

Media Sales Sales Management Management 121

Hubspot Sales

DECEMBER 16, 2020

Ask any salesperson if they’ve had a tough 2020, and you’ll get a resounding “ Yes.”. I interviewed seven sales leaders from across the country to better understand how they overcame the challenges of 2020, what challenges they expect to encounter in 2021, and how they recommend readers combat both.

Sales 144

Sales e-Learning Remote Working Decision-making 144

The Center for Sales Strategy

DECEMBER 14, 2020

Lessons learned in 2020 boil down to three words — Accept, Adapt, Accelerate. Here are some lessons learned in 2020, straight from the mouths of experts at The Center of Sales Strategy (CSS), LeadG2, and Up Your Culture. None of us fathomed that a year ago we could do business without traveling.

Meetings 123

Meetings Sales Marketing 123

Hubspot Sales

NOVEMBER 18, 2020

After a significant dip in March 2020, American businesses experienced a 45% increase in deals won in September 2020. Sales leaders who did not invest in remote selling fell behind — 50% of this subgroup did not hit their sales targets this year.

Sales Leadership 142

Sales Leadership Leadership Sales B2B 142

Nimble Business Success

NOVEMBER 26, 2020

The post Reasons to be Thankful Despite the 2020 Madness appeared first on Nimble Blog. I’m sure I’m not the only one suffering from COVID PTSD, and we’re not out of the woods yet. With so much uncertainty in the world, we wanted to take a moment to reflect on what this year has […].

125

125

The Center for Sales Strategy

MAY 22, 2020

> Introducing the State of Sales 2020– LinkedIn. - MOTIVATION -. Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.". Clement Stone. AROUND THE WEB -. > In their fourth annual LinkedIn State of Sales report, U.S.

Sales 137

Sales Sales Technology Organization 137

Strategic Account Management Association

AUGUST 6, 2021

When the Covid-19 pandemic in 2020 caused major disruptions of global supply chains, Aramex faced the easier-said-than-done task of re-imagining the supply chain within a few weeks. SV&I brand: We want our talent to feel both that they are equipped to succeed and given the opportunity to be challenged to grow professionally.

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

Nutshell

OCTOBER 30, 2020

With in-person events temporarily postponed due to health concerns, virtual event platforms have taken center-stage in 2020. If you’ve been online at all in 2020, you’ve seen an advertisement promoting a virtual event. The top 5 virtual event platforms of 2020. It makes sense. THAT’S PRO. No problem.

Software 127

Software Software Internet Digitalization 127

Hubspot Sales

JULY 15, 2020

One of the toughest changes sales leaders need to adapt to is the dramatic impact the events of 2020 have had on win rates. Image Source. A common phrase that has been used in relation to how businesses move forward is the "new normal".

B2B 138

B2B Sales Small Business Prioritization 138

Hubspot Sales

APRIL 10, 2020

Here are five ways to shift your sales strategy to adapt to buyer behavior in 2020. When you’re in the right place at the right time, selling becomes a whole lot easier. Buyer behavior has shifted radically and expectations have soared so significantly. Treat each customer like a segment of one.

CRM 134

CRM Communication Decision-making Internet 134

Strategic Account Management Association

FEBRUARY 23, 2021

For more on creating teams within the strategic account management program, see “Addressing the New Normal: Creating Liquid Strategic Account Teams,” in the Fall 2020 issue of this magazine.) We suggest that executives form teams by pairing people from different vertical markets or functional areas.

Telecommunications 520

Telecommunications Decision-making Account Management Organization 520

Strategic Account Management Association

FEBRUARY 2, 2021

According to research we conducted during the second half of 2020 (involving salespeople and sales executives at more than 100 B2B companies), just 31 percent of respondents said they expect to return to pre-pandemic levels of in-person sales activities ( Figure1 ).

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

The Center for Sales Strategy

SEPTEMBER 1, 2020

Because of recent events, unemployment rates are much higher than we’ve seen in recent years. However, don’t let that fool you; it’s still a very competitive job market out there. In part, because smart companies are examining their talent and prioritizing their top performers.

Prioritization 131

Prioritization Marketing Sales 131

Strategic Account Management Association

JUNE 14, 2021

Relationship equity : As of December 2020, we have increased the total contract value of the program by approximately 50 percent, with eight net new Fortune 100 brands as a direct result of global account clients advocating on our behalf. Loyalty & expansion: A 230 percent increase in total wallet share with global accounts.

Global Accounts 520

Global Accounts Account Management Management Client Interview 520

Strategic Account Management Association

SEPTEMBER 22, 2020

Earlier this year, we took stock of the myriad forces impacting health care delivery and boiled everything down to four major health care trends that every SAM needed to know in 2020. Early in 2020, many health care organizations were already leveraging AI to improve decision making and automate difficult or tedious tasks.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

SBI Growth

OCTOBER 31, 2020

For market-leading software companies, the changing economic conditions have had a positive effect on the bottom line. But this has not been without their fair share of challenges, especially for those facing a high growth environment. On today’s show, Doug Winter,

Software 125

Software Software Marketing Meetings 125

The Center for Sales Strategy

MARCH 16, 2021

At The Center for Sales Strategy (CSS), we are a team of extremely high achievers. We’re always looking for ideas for self-improvement. So much so, that in our annual Employee Engagement survey each year, learning and development are always at the top of the list of what our team craves. Knowing this, we add learning opportunities in multiple ways.

Sales 125

Sales 125

SBI Growth

OCTOBER 22, 2020

At this point in 2020, all your competitors have undergone some variation of a “digital transformation” to supplement an end-to-end data-driven, Customer Experience (CX) focused digital sales strategy. A recent study conducted by KPMG found that over 90% of companies.

Digitalization 166

Digitalization Digital Transformation Customer Experience Sales 166

SBI Growth

MARCH 31, 2020

Going into 2020, Market Leaders were already counting on the majority of their revenue coming from their existing customer base. Most companies build their 2020 Revenue plans on an assumption of GDP growth, and this assumption has shifted.

Customer Success 160

Customer Success Marketing B2B Communication 160

KAM With Passion

NOVEMBER 11, 2020

For the first KAM WITH PASSION Seen on the Web selection, I have chosen posts of three of my favorite sales practitioners and bloggers. Each of the three, always writes thoughts-provoking articles. You will probably see a lot from them in future issues of this selection.

B2B 130

B2B Sales Management Sales Management 130

SBI Growth

NOVEMBER 14, 2020

Marketing leaders have faced numerous difficulties over the past year, but one challenge is not exclusive to just 2020—sales and marketing alignment. Getting this correct is more imperative now than ever before and can make-or-break your growth strategy. Ultimately, companies.

Marketing 159

Marketing Sales Meetings Customer Experience 159

Engage Selling

OCTOBER 15, 2020

Communication in 2019 meant something different than it does in 2020. Is your team getting virtual communication right? While email, text and instant messages, and virtual meetings weren’t exactly unpopular by any means, they’ve all exploded even more so and … Read More »

Communication 165

Communication Meetings Sales Leadership Leadership 165

Hubspot Sales

SEPTEMBER 30, 2020

LinkedIn, 2020 ). Almost all (94%) of the top-performing salespeople surveyed by LinkedIn called the marketing leads they receive either “excellent” or “good." ( LinkedIn, 2020 ). LinkedIn, 2020 ). HubSpot , 2020). HubSpot , 2020). HubSpot , 2020). LinkedIn, 2020 ). LinkedIn, 2020 ).

Marketing 137

Marketing Remote Working Sales Publishing 137

SBI Growth

DECEMBER 29, 2020

A new year is on the horizon, and market-leading CEOs are forward-thinking, regardless of the circumstances in 2020. The top challenges in 2020 for CEOs included collecting and actioning the right data, managing Board and stakeholder expectations, and the rapid.

Stakeholders 136

Stakeholders Marketing Management 136

Strategic Account Management Association

SEPTEMBER 13, 2021

SAMA and Boston Consulting Group partnered in May 2020 to conduct a study aimed at discovering the early changes to customer expectations for sales organizations as a result of the COVID pandemic.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Help Scout

AUGUST 22, 2023

Release Notes is our bimonthly update that highlights recent product improvements we’ve made so you can easily stay up to date on what’s new. Read the full article

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SBI Growth

NOVEMBER 19, 2020

As we round out 2020 and begin to look ahead to 2021, the topic of revenue planning is surely at the forefront of conversations between your company’s leadership team and board members. While your annual revenue planning activities may focus.

Digitalization 128

Digitalization Leadership Digital Transformation B2B 128

Help Scout

AUGUST 22, 2023

Release Notes is our bimonthly update that highlights recent product improvements we’ve made so you can easily stay up to date on what’s new. Read the full article

98

98

SBI Growth

FEBRUARY 11, 2021

As 2020 is finally in the rear-view mirror, the workplace as we have known it looks drastically different. Sellers are growing accustomed to the remote working environment, and the top players have quickly transformed their workflows to accompany the rapid.

Organization 143

Organization Remote Working Sales B2B 143

Hubspot Sales

MARCH 29, 2021

61% of businesses leveraging automation reported exceeding revenue targets in 2020. AI adoption in sales has been forecasted to grow 139% between 2020 and 2023. Predictive intelligence adoption in sales is forecasted to grow 118% between 2020 and 2023. Sales Automation Stats. HubSpot ) 2. HubSpot ) 3. Hinge Research ) 4.

Value Proposition 137

Value Proposition CRM Sales Meetings 137

Customer Think

AUGUST 30, 2021

between 2020 and 2027. The AI market is growing at a rapid rate, with experts claiming that it will snowball to reach a market value of $190.61 billion by 2025. Research also indicates that the forecasted AI annual growth rate will reach 33.2% And if you think that AI is primarily being used to drive […].

Artificial Intelligence 145

Artificial Intelligence Marketing 145

Red Star Kim

FEBRUARY 22, 2024

(Video) (kimtasso.com) July 2021 Never split the difference: Negotiating by Chris Voss (kimtasso.com) May 2021 Book review – Persuasion: The art of influencing people by James Borg (kimtasso.com) March 2021 Active Listening (Video) (kimtasso.com) November 2020 Selling Basics – Detectives and DMUs (Video) (kimtasso.com) October 2020 Soft skills – (..)

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130