The Center for Sales Strategy

NOVEMBER 29, 2023

According to the World Economic Forum, by 2025, Gen Z will account for one-third of the workforce. As a group, they are the most technologically savvy ever to hit the workforce. Many have definite opinions on what they expect from their companies and managers and are not afraid to express those opinions. They have specific expectations of what their work life will look like, and unlike other generations, they are not afraid to hop to a new job or quit even if they don’t have another job lined up

Organization 88

Organization Management 88

The Great Game of Business

NOVEMBER 29, 2023

Peer advisory groups run the gamut, from informal circles of friends who talk on the phone every day to more formalized approaches like online forums where people meet periodically at the same time every week or month.

Meetings 74

Meetings 74

Customer Think

NOVEMBER 29, 2023

“How likely are you to recommend our product and services to a friend or colleague”? There are few questions in customer experience where the answers have been so deeply attributed to growth potential, profitability, and investor strategies. Net Promoter Score has for years been billed as “The one number you need to grow”.

Investors 66

Investors Profitability Customer Experience 66

Planview

NOVEMBER 29, 2023

In today’s competitive business environment, companies are relentlessly seeking ways to optimize their solutions delivery, with a strong emphasis on improving efficiency. To achieve a significant boost in this area, it is imperative to establish and maintain end-to-end visibility into the value streams that comprise an organization’s operations.

Financial Services 59

Financial Services Customer Value Customer Experience Decision-making 59

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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

Sales Management

Customer Think

NOVEMBER 29, 2023

Earlier this week, I posted the first blog in a series aimed at creating an inspired workforce. I will share additional posts over the coming weeks to support leaders, managers, and supervisors in this effort. In summary, the first two steps are 1.

Management 59

Management 59

Zendesk

NOVEMBER 29, 2023

As the manager of customer success for the world’s largest professional networking platform, LinkedIn , Erika Tabacniks knows a thing or two about the importance of work-life balance in ensuring team success. In this episode of Conversations with Zendesk, Tabacniks spoke about managing customer success with AI, the importance of open communication and work-life balance for support teams, and a charming anecdote about exceptional customer service that embodies the Japanese concept of ikigai.

Customer Success 52

Customer Success Management Customer Experience Communication 52

Brooks Group

NOVEMBER 29, 2023

It’s not easy to hide in plain sight. This is especially true when your job is to be a visible ambassador for a company and its products or services. Indeed, for as long as there have been salespeople, there have been efforts by those same people to escape the stigma that the title seems to convey. Today, you’ll see far more transactors of products and services adopt terms like account, client, partner, and relationship manager for their job title than the overt “sales representative.

Sales Training 52

Sales Training Account Growth Client Relationships Account Management 52

Maximize Business Marketing

NOVEMBER 29, 2023

When was the last time you; Asked your clients why they bought from your company? Showed them the value you are bringing them with your products and/or services? Asked your clients if you are still delivering the value you promised? Offered them other products/services you and/or your business partners have? Ran a planning session for your clients? Took the CXO out for dinner with his/her spouse/partner?

B2B 52

B2B Value Proposition Marketing Sales 52

Arpedio

NOVEMBER 29, 2023

December 8 What is the purpose of ARPEDIO's White Space Analysis ? Identifying untapped potential and hidden opportunities within existing accounts Finding the perfect snow-covered field for a Christmas party Analyzing the most efficient snowfall patterns for a white Christmas First name Last name Company Work email By submitting this form I agree to ARPEDIO's privacy policy and to receive marketing communications regarding products, services and events.

Account Planning 52

Account Planning Stakeholders Account Management Communication 52

Account Management Skills

NOVEMBER 29, 2023

Welcome to number 4 in my mini series of five bonus podcast episodes created to show you how to build an entrepreneurial mindset in your agency account managers. Why do so many account managers miss out on new account growth opportunities in client meetings? Often it’s because they haven’t asked the right questions. Or maybe they’ve asked some of the right questions but didn’t have the confidence to probe deeper in their questioning.

Account Management 40

Account Management Management Account Growth Meetings 40

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.

Arpedio

NOVEMBER 29, 2023

December 2 What is the primary focus of ARPEDIO's Account Management solution? Streamlining client account strategies and improving long-term relationship management natively in Salesforce Managing Santa's list of who's naughty or nice Coordinating the delivery of Christmas stockings globally First name Last name Company Work email By submitting this form I agree to ARPEDIO's privacy policy and to receive marketing communications regarding products, services and events.

Account Management 52

Account Management Account Planning Account Strategy Stakeholders 52

Arpedio

NOVEMBER 29, 2023

December 3 How does ARPEDIO's Opportunity Management solution benefit sales teams? Organizing Christmas Eve sales at the North Pole Training reindeers to spot and seize opportunities for faster gift delivery It helps in identifying and maximizing sales opportunities through detailed analysis First name Last name Company Work email By submitting this form I agree to ARPEDIO's privacy policy and to receive marketing communications regarding products, services and events.

Account Planning 52

Account Planning Stakeholders Account Management Communication 52

Arpedio

NOVEMBER 29, 2023

December 4 What is the primary value of ARPEDIO's partnership with SAMA ? Providing SAMA members with exclusive access to a library of ancient account management wisdom guarded by mythical creatures Offering a cutting-edge technology solution for strategic account managers to assess and progress through SAMA’s 7-step value co-creation framework Hosting annual "Value Co-Creation Olympics" where SAM professionals compete in various co-creation challenges First name Last name Company Work email By

Co-Creation 52

Co-Creation Account Management Account Planning Stakeholders 52

Arpedio

NOVEMBER 29, 2023

December 5 How many stakeholders are involved in buying decisions today? One single person, and that’s Santa Claus As high as 20 or more All the elves on the North Pole First name Last name Company Work email By submitting this form I agree to ARPEDIO's privacy policy and to receive marketing communications regarding products, services and events. Enter draw #1 Account-Based Selling Platform Treat your colleagues to an early Christmas present Relationship Mapping & Org Chart Improve your cri

Stakeholders 52

Stakeholders Account Planning Account Management Communication 52

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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten

Sales

Arpedio

NOVEMBER 29, 2023

December 6 What does ARPEDIO's Relationship Mapping and Org Chart solution offer in terms of transparency into relationships? A secret decoder ring for deciphering relationships An interactive portrayal of all client relationships directly in Salesforce A crystal ball for predicting the future of relationships First name Last name Company Work email By submitting this form I agree to ARPEDIO's privacy policy and to receive marketing communications regarding products, services and events.

Client Relationships 52

Client Relationships Account Planning Stakeholders Account Management 52

Arpedio

NOVEMBER 29, 2023

December 7 How does ARPEDIO's solutions enhance Salesforce adoption and eliminate data loss? By turning Salesforce into a virtual reality game By integrating everything into Salesforce, making it the "one center of command" for all account management and sales processes - users no longer need to juggle multiple platforms By providing a virtual tour of Salesforce's office First name Last name Company Work email By submitting this form I agree to ARPEDIO's privacy policy and to receive marketing c

Account Management 52

Account Management Account Planning Stakeholders Communication 52

Arpedio

NOVEMBER 29, 2023

December 1 In which area does ARPEDIO operate? The gift-wrapping industry Account-Based Selling technology and Salesforce consultancy Selling spare parts to Santa's sleigh First name Last name Company Work email By submitting this form I agree to ARPEDIO's privacy policy and to receive marketing communications regarding products, services and events.

Account Planning 52

Account Planning Stakeholders Account Management Communication 52