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How do you take care of your most important customers? Join us and hear how Richard Santucci and David Hughes leveraged their combined 50 years of experience in B2B sales and sales leadership to build and lead a very successful, global Strategic Account Management program from scratch, then wrote a great book about it. If … Continue reading The Secrets Of Successful Strategic Account Management With Richard Santucci And David Hughes.
21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. It's not an easy job, and you need many different skills to do it well. Find out what those skills are, along with 21 free courses to help you become a better key account manager. Tweet. 0. Share. 0. Pin. 0. Share. 0. Table Of Contents.
Changing dynamics in the economy may demand a strategic pivot for how you reach revenue goals in your sales organization. The challenge becomes identifying which priorities are most critical to devote resources to. Define where to focus and align your organization behind a message that delivers on those objectives. Take action. Leverage your sales kickoff.
Whether working in sales or support, the best reps know how to be charismatic. When these team members walk into a meeting or join a call, they immediately put customers at ease with their conversational tone and genuine demeanor. While some people are naturally charismatic, instant likeability doesn’t come easily for everyone. For the reps who are on the more introverted side or maybe even new to a management role, rest assured that charisma is something that can be learned, according to a stud
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Not all CRM platforms are created equal. Each CRM serves a different purpose and audience. They also have different price points and a unique onboarding process that match individual needs. Finally, CRM systems differ in how they are built and how businesses can benefit from them. If you’re just starting out in your journey to find the right CRM for your business , let us show you the 3 types of CRM – analytical , operational and collaborative and how they are different.
Differentiation often starts with marketing, but it truly comes alive in the selling process. Even if your company’s products and services are superior to all others, this means nothing if you can’t convey that to your buyers. Differentiating in sales is more than a good pitch—you need to differentiate in the right areas, adapt to your buyer’s needs, and build value.
Over 13 million people work in sales and related occupations. Yet, not all salespeople are created equal — some of them are better at the job than others. What separates a good salesperson from a great one? Mainly being able to get past sales objections. There is no salesperson who won't come up against these objections, so knowing how to handle them can make or break the deal.
Over 13 million people work in sales and related occupations. Yet, not all salespeople are created equal — some of them are better at the job than others. What separates a good salesperson from a great one? Mainly being able to get past sales objections. There is no salesperson who won't come up against these objections, so knowing how to handle them can make or break the deal.
B2B Book Club Selection (August 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. Tweet. 0. Share. 0. Pin. 0. Share. 0. Every month inside The KAM Club , members vote for a book of the month. We read the winner and each week a summary and companion podcast explore the key themes and big ideas.
If you want to succeed at any job, make yourself invaluable. Go the extra mile; make them never be able to imagine what life without you there would be like. - Ross Mathews Selling in a crisis is tough. Losing your job during an economic downturn is worse. Now more than ever, you need your income. If you lose your job, there is a much higher probability that you will take a pay cut when you land your next one or end up in a role or company that you dislike.
Once a year I have to produce four reflective learning statements for the Chartered Institute of Marketing (CIM) in order to maintain my Chartered Marketer status as a Fellow of CIM. Each year I put off this exercise until the last minute. Yet I always emerge from the process feeling energised. And with a sense of achievement and an extensive list of things to learn over the coming year.
Develop Dissatisfaction to the Point of Action There are endless reasons why a potential buyer may be looking for a new software solution, but it usually involves some level of dissatisfaction with the current solution. Unfortunately, dissatisfaction alone is not enough to close a sale. Deals can stop because the financial decision maker feels there are other priorities, or because someone on the purchasing committee.
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.
If you’re responsible for designing or implementing sales training for your organization, you know the effectiveness of training varies greatly. It might not be implemented properly, land well with participants, relevant to sellers’ daily work, or it might be forgotten completely in the days and weeks following the training. Sales training fails more often than it succeeds.
Do you ever wonder what it would take to become a Sales Superhero? What would it take to bag every target account on your list? Bruce Wayne trained for 12 years to cross the globe and learn martial arts and forensics. Doctor Stephen Strange trained for 4 years, but he had the forces of Kamar-Taj in his favor! The Center for Sales Strategy firmly believes that you have a few innate sales traits (best discovered through our Sales Talent Assessment).
"You're too expensive" or "I can get more, for less, somewhere else" Ever heard that before? That's because most businesses blend in, not stick out. Even when they do deliver something innovative, it's not for long. Competitors catch up fast. So, it's up to you to figure out how to differentiate your solutions in this market of sameness. Give your client a reason to choose you over everyone else.
As anyone in sales knows, there is nothing worse than a sales slump. You check your email to find out that a deal you were dedicated to just fell through. You pick up the phone and no one is answering your calls. After countless attempts to connect with prospects and land a meeting to no avail, you’ve hit a wall. Experiencing a sales slump can make you question your ability, or worse, your entire career.
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.
I have reviewed several books on change management (see the list below) to support those attending training workshops on change management. This free online resource of 70 pages should be added as a valuable resource on change management – The Association of Change Management Professionals (ACMP) Standard for Change Management and ACMP Change Management Code of Ethics.
No is Not a Loss Sales environments that suggest every opportunity is “won” or “lost” do not recognize that NO is a good outcome. A consultative seller creates value by helping the buyer understand what merits action, and what does not. It is equally beneficial to agree to disengage, as it saves time for both parties, and avoids zombie deals. It’s also important to recognize.
Your sales kickoff is a crucial tool for maximizing your sales team's potential. As the economy shifts, leaders are looking to increase efficiency in critical areas to hit their revenue goals.
Continuous improvement is dependent on feedback, and in most situations, we feel confident in the feedback we are giving and receiving. However, sometimes people will tell you what they think you want to hear, and the feedback is not very useful or effective. In order to garner authentic feedback from your employees, and return the favor, the stage needs to be set for open two-way communication.
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.
We all have to negotiate with our clients sooner or later, but for lots of reasons, most of us avoid it if we can. Anchoring is a simple tactic that can help you gain control of the negotiation and give you a bargaining advantage too. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. Why make the first move in a negotiation?
A sales operator works to enable your salespeople to focus on selling. Therefore, hiring the right person for the role is crucial, as such a hire will handle ‘backend’ stuff like lead management, data analysis, process optimization, and even sales strategy. Several organizations realize the importance of this role. However, they have difficulty finding the right people to hire.
When you start building your first marketing strategy, all you think of is how to get new customers. You hardly think of how to attract bigger customers specifically. All you want is to attract more people who might be interested in your product or service. Time passes and you notice that it takes you a lot of effort to convert and serve new customers, yet your profits grow rather slowly.
Maximize the Perceived Fit of Your Solution The best way to maximize perceived fit of your solution, is to ensure it is NOT your solution, but the buyer’s baby. Don’t pitch. In fact, consider using anti-suggestions to help the buyer lay claim to the solution. Co-create the buyer’s Utopian Vision in the 3rd section of The Perfect Discovery Call. If the buying organization requires a.
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.
Given the current economic downturn, your salespeople may be more inclined to invest time in an unqualified deal or skip important steps in the sales process to keep pipelines moving. If the current economic landscape is amplifying the pressure your sales team is feeling to hit revenue targets, address this challenge head on and have a direct conversation with your team now.
It would be incorrect to say that effective communication is a practical component of sales success. What is correct is that sales success is all about the right communication happening at the right time. As a salesperson, you would definitely agree to it, right? From explaining the product to negotiations and persuasion, you need effective communication at each step to convert your leads.
It's not easy to convince your client to buy your services. You've answered every question, jumped every hurdle and the deal is in sight. And then your client says, "Let me think about it." Is there anything more frustrating? How do you get your client to move forward when the deal stalls? Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher.
You must learn to be an object of interest! Recently, I was speaking with my good friend and advisor, Alan Weiss, about how inundated today’s marketplace has become with thought … Read More. The post How to Be an Object of Interest first appeared on Colleen Francis - The Sales Leader.
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.
How much control do sales managers have over the performance of their teams? More than you might think. A RAIN Group Center for Sales Research study found that Elite and Top-Performing Sales Organizations prioritize sales coaching significantly more than other organizations, and they have more skilled and motivating sales managers.
Putting Aside Time Every Day to Prospect Will Keep Your Pipeline Full Kaizen is a theory that developed in Japan after World War II and revived the country, their spirit, and their commerce. It’s similar to what we call “feeding the pipeline,” and involves the art of cumulative prospecting. If you set aside time every day for prospecting, you will find a steady flow of success and less stress!
Most salespeople aren't born ready to take on the field — with no need for guidance or insight. That's why leaders need to leverage effective sales training techniques to set reps on the right course and facilitate their professional growth. But training sales reps can be every bit as challenging as it is necessary — so to help you navigate the process, we asked real sales leaders to share some methods they use to bring new salespeople up to speed.
Every business needs a skilled sales team to generate a positive ROI, but on-the-job performance is rarely the product of training alone. In fact, a marketing novice could keep up with an unengaged expert provided they use the right motivation and productivity strategies. However, it’s much harder to motivate staff than it is to train them. There’s no one size fits all approach to motivational tactics, as every employee is unique and requires wildly different incentives to sell.
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
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