Xant
JUNE 16, 2021
What is Rev Ops? Revenue operations are the behind-the-scenes happenings in a sales org. Operations (ops) define processes, implement strategies, enable sales teams to do their work, and ultimately drive results. The systematic element of sales allows sales teams to track progress and repeat successes with the knowledge of what activities are working with customers and what activities are wasting reps’ time.
Strategic Communications
JUNE 29, 2021
I saw a very interesting question in an online group I monitor recently: “Is it ever a good idea to give your work away?” In this case, the question was related to consulting services but the question could just as easily apply to companies selling tangible products. And, perhaps, it is in comparing the two ? services and tangible products ?
Blue Canyon Partners
JUNE 17, 2021
When business performance falls below expectations, executives are often left scratching their heads. Was our strategy flawed to begin with? Did we fail to execute? The problems that lead to underperformance are not always evident at first glance, as there may be just a few root causes preventing success. These gaps weaken other contingent elements, leading to overall organizational failure.
CMOE
JUNE 14, 2021
In a recent study, only 14 percent of employees strongly agreed that performance reviews motivate them to improve. Though annual performance reviews can offer good insight, these meetings often occur too late to inspire any behavioral improvements. This study also revealed that 79 percent of millennials would like their managers to be coaches or mentors.
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Corporate Visions
JUNE 3, 2021
In well-defined categories, many companies can solve the same problems with similar capabilities and pricing. So what does it take to create a truly unique value proposition? The post How to Create a Unique Value Proposition in a Crowded Market appeared first on Corporate Visions.
Strategic Account Management Association
JUNE 1, 2021
By Rowena Abrahams, Contributing Editor, SAMA. “Who you are matters as much as what you do.”. Dr. Fred Kiel, co-founder of KRW International , a global leadership consulting firm and Kelly Garramone, CEO of KRW and Executive Director of the KRW Research Institute, prove that character “isn’t kumbaya.” Kiel is often referred to as a sage in the field of character science.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
SBI Growth
JUNE 9, 2021
In years past, if you wanted to build out or strengthen your sales organization, you could simply offer higher compensation than your competitors. The higher sales cost would be greatly outweighed by the revenue that high-performing sales professionals would drive.
Software Sales Guru
JUNE 21, 2021
When to Disengage There may be a time when you find yourself in a situation in which a buyer is asking for something that you, as the salesperson, do not know how to respond to. When this happens, it’s important to remember that an agreement does not need to be reached in one meeting. It’s okay to disengage from the discussion to gather more information, Read more.
Help Scout
JUNE 8, 2021
Artificial intelligence (AI) shows incredible promise in 2021, but the experience of interacting with an AI chatbot is more like talking to a distracted toddler than it is to Tony Stark’s Jarvis. Still, using AI chatbots for customer service makes plenty of sense. Perhaps you’ve read about recent AI breakthroughs, seen a compelling demo, or heard that your competition is installing an AI system.
RAIN Group
JUNE 2, 2021
The word "no" can be a tough pill to swallow. In selling, when you're trying to meet a quota, squeeze in an extra deal before the end of the quarter, or get your bonus, the word "no" is too often interpreted as a sign to run for the hills. Worse, some salespeople see most objections as a call to battle. With this attitude, it’s no wonder they handle sales objections poorly.
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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.
Strategic Account Management Association
JUNE 30, 2021
An interview with Michael Thomas by Harvey Dunham, Managing Director of Business Development at SAMA. Michael Thomas is the founder of Magnetic Services. He also spent years as a managing consultant for Microsoft’s global consulting organization. This interview is based on a recent SAMA podcast. Join us for a Next Practice Symposium on September 15 when Michael Thomas will be speaking more on this topic.
Customer Think
JUNE 30, 2021
Web design is a variable that changes as fast, if not faster than we can get our latest creation published! In just the past twelve months, digital adoption has expanded five to ten times faster than was expected, thanks to the pandemic and lockdowns. This, together with the increased economic uncertainty and loss of predictability, […].
Hubspot Sales
JUNE 8, 2021
If you hear "ABC" and "Always be closing" pops into your mind, a sales career may be the perfect match for you. But if you're thinking "Huh? What does that mean?" don't worry. You've come to the right place to learn what it's like to have a career in sales, and it's about much more than the close. Sales seems like a fast-paced, hardball kind of career.
Software Sales Guru
JUNE 7, 2021
The Four Stages of Learning I recently discussed the value of training in order to change our instinctive response to certain situations. If you’ve read my other sales tips, you know that I strongly believe in the value of coaching and repetition in order to learn new skills. Let’s take a quick look at the four stages of learning new skills, as popularized by Noel.
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.
Help Scout
JUNE 30, 2021
It’s still yesterday for you. Statistically speaking, you (like most of my Help Scout colleagues) are probably somewhere in the Northern Hemisphere. Meanwhile, I cling to the bottom of the planet in Australia, probably in your tomorrow. That separation is about more than weather and the relative deadliness of the local wildlife. Remote vs. really remote.
SBI Growth
JUNE 20, 2021
SBI recently held its first Chief Financial Officer Growth Forum to bring together like-minded finance executives to discuss common challenges and share best practices with their peers. These growth-focused CFOs gathered in an intimate virtual setting to discuss the following.
Strategic Account Management Association
JUNE 22, 2021
By Roshni Patel, Customer Success Manager, Royal Ambulance. Royal Ambulance is a California-based transportation company committed to connecting patients and providers in the healthcare continuum through transportation, technology and seamless experiences. We partnered with a medical insurance network in the San Francisco Bay Area focused on providing easier access to high-quality care with cost transparency.
Force Management
JUNE 30, 2021
How have you created value for your sales team this year? In our most recent podcasts, we discuss ways you can support your people and coach your entire team to success. As a sales leader, finding the time to fix execution gaps that you know exist, while in the flurry to hit your number is a common challenge. These episodes give you easy ways to enable your sales reps, support your managers and evaluate your own leadership skill set.
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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.
Hubspot Sales
JUNE 24, 2021
Any project manager can vouch — almost any project can get away from you if you don't stay on top of it. Shifting client demands, needing to add additional features and functions, and a range of other unforeseen hitches can complicate and prolong what might have started as a seemingly straightforward project. In many cases, the sum of those "unforeseen complications" amounts to something known as scope creep.
Customer Think
JUNE 28, 2021
In November 2019 perhaps you caught this article: “To CDP or NOT – 3 tips – then you decide.” The main takeaway – the CDP space is a quasi-market with a mixed bag of firms coming from different lineages and different levels of capability, maturity, and focus. The conclusion: buyer beware and standby. That was […].
The Center for Sales Strategy
JUNE 8, 2021
Improving the performance of a sales team, or a specific seller on the team, is a top focus for any sales leader. Often, we hear sales managers say they just need more activity or need to add more into pending, but the answer is rarely that simple. To know what is needed to improve performance, you need start by diagnosing where the problem is and what is causing the problem.
SBI Growth
JUNE 21, 2021
It is the middle of 2021. Half of the year is in the rear-view mirror, and COVID is still looming. Your numbers are not where you want them to be, sales productivity is decreasing, your sales team is asking for.
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.
Strategic Account Management Association
JUNE 14, 2021
By Danielle Matteson, Vice President, Strategic Accounts Program, AVI-SPL. AVI-SPL is a digital enablement solutions provider that serves 86 percent of the Fortune 100. It designs, integrates, manages ad supports on-site and cloud-based communications and collaboration technologies for organizations around the globe. AVI-SPL was the recipient of the 2021 SAMA Excellence Award for “Outstanding Mature SAM Program.”.
KAM With Passion
JUNE 23, 2021
This is the third and last post of our series on KAM Training & Competencies Development. In the first post we have explored a few guiding principles to build a solid KAM Training & Competencies Development approach. In the second post, we have looked at how to define an adequate KAM Training Path. This third post is dedicated to the execution of a high-impact KAM Training Programme.
Hubspot Sales
JUNE 21, 2021
Welcome to Breaking the Blueprint — a new blog series that dives into the unique business challenges and opportunities of Black business owners and entrepreneurs. Learn how they’ve grown or scaled their businesses, explored entrepreneurial ventures within their companies, or created side hustles, and how their stories can inspire and inform your own success.
Account Manager Tips
JUNE 18, 2021
How to prove your expertise on LinkedIn LinkedIn is the best place to reach a professional network of prospects, clients and recruiters. But first, you need to optimize your LinkedIn profile. Follow these top tips to demonstrate your skills on LinkedIn, build strong connections, and convert prospects into clients. Tweet. 0. Share. 0. Pin. 0. Share. 0.
Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst
Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.
The Center for Sales Strategy
JUNE 1, 2021
RAIN Group
JUNE 23, 2021
The best sellers understand how important it is to develop the ability to adapt. But how do you continue to adapt and stay motivated over the long haul?
Sandler Training
JUNE 1, 2021
These days, everyone is using online resources to initiate early prospecting discussions via digital media. Which is part of the problem. The post How to Stand Out When Prospecting Online appeared first on Sandler Training.
KAM With Passion
JUNE 20, 2021
In a first post dedicated to KAM Skills & Competencies Development, we have explored how to define a solid approach to KAM Training based on 5 fundamental principles. In this second post, we explore how to develop KAM Skills & Competencies and how to build the KAM Training Path that supports this goal. This article focuses on individual competencies, especially those of the Key Account Managers.
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