ProlifIQ

JUNE 21, 2023

The ROI of Account Planning In the highly competitive landscape of B2B sales, sales leaders are constantly seeking strategies that can boost revenue and foster long-term customer relationships. One such strategy that has proven to deliver impressive returns is account planning. In this blog post, we will explore the ROI of account planning, define what an account plan entails, discuss its role in sales success, and provide valuable insights backed by trusted sources such as Gartner and Forrester

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ProlifIQ

JUNE 21, 2023

Strategic Account Management in B2B Welcome to our comprehensive guide on strategic account management. Whether you’re an experienced strategic account manager or aspiring to become one, we share the knowledge and skills needed to excel in this critical role. We will explore the key principles, strategies, and best practices that empower strategic account managers to get the most bang for their buck from each of the accounts managed based on our experience with hundreds of customers.

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Account Management Management Account Planning Stakeholders 52

Planview

JUNE 27, 2023

Strategic planning between enterprise architects and portfolio managers sounds simple enough. It’s just two groups coming together to make a plan, right? But the reality is more complicated. Strategic planning is a difficult process — even when there’s strong collaboration and open communication between groups. It’s even more challenging when the groups that need to work together are operating in silos.

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Management Prioritization Digital Transformation Government 64

PartnerTap

JUNE 1, 2023

Account-based marketing (ABM) has made a big impact on enterprise marketing programs and pipeline generation over the past few years because of its ability to hone in on and accelerate deals with best-fit, high-value accounts. With ABM, select accounts are treated like individual markets, with tailored interactions and content at every step of their journey.

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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

Account Management Skills

JUNE 26, 2023

Welcome to episode 89. This episode is for you if you’re curious to understand what a senior account director does in a brand strategy agency. I chat to Andy Kaye, senior account directory at Mr B & Friends and we discuss: the importance of being proactive with clients and staying informed about industry trends share tips on staying up to date with your clients business discuss how often you should be looking at your forecast why and how to build strong client relationships that result

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Account Management Client Relationships Management Communication 52

Upland

JUNE 30, 2023

Enterprise sales is going through a rapid evolution. One groundbreaking development on the horizon is the convergence of Natural Language Processing (NLP) AI technology and enterprise sales methodology. This powerful merger will revolutionize sales organizations, enhance customer engagement, and drive unprecedented insight into how B2B sellers and their prospects collaborate.

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Hubspot Sales

JUNE 12, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Time is a precious resource in sales — the efficacy of your sales process, whether a deal winds up closed-won, and virtually every KPI used to gauge your performance all hinge upon how effectively you spend yours. But efficiently and effectively allocating your time can be tricky in sales — and running into at least a few time-wasters here and there is par for the course

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Sales Decision-making Stakeholders Meetings 131

Red Star Kim

JUNE 27, 2023

At the recent PM Forum online workshop on campaigns, thought leadership and project management there were 17 delegates from legal, accountancy and insolvency firms located in London, Belfast, Sutton Coldfield, Manchester, Newcastle, Cambridge and Dubai. In the 2023 Annual International Marketing Benchmark – PM Forum and Meridian West (kimtasso.com) client Experience (CX) and thought leadership remained top business development priorities.

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Leadership Management Stakeholders Communication 130

Software Sales Guru

JUNE 12, 2023

The Most Powerful Sales Questions The best type of sales questions? The answer might surprise you! Open ended? Closed ended? Interrogative led? Challenging? In The Surprising Power of Questions, Harvard Business Review May-June 2018, Alison Wood Brooks and Leslie John, provide an answer that agrees with my own observation of sales game film. The Best Type of Question?

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Account Manager Tips

JUNE 2, 2023

Uncover the reasons why clients avoid making decisions and learn strategies to guide them towards choices they feel good about.

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Decision-making Client Relationships Management 130

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.

Upland

JUNE 15, 2023

You know that you need to find the best account planning software for your team. But how do you do it? Many sales leaders attempt to bring account planning into their organization and fail because they don’t have the right technology in place. A technology that doesn’t integrate well into your processes and has poor adoption with your team is an issue, and it’s often too late once you’ve chosen the software to go back on it.

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Sales Readiness Group

JUNE 19, 2023

Effectively managing the progression of opportunities and accurately predicting future sales performance is critical for success. Sales pipeline management and forecasting are essential practices that help sales teams achieve these objectives. Let’s explore the difference between the two and how sales managers can link sales pipeline management with sales forecasting for increased performance.

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Hubspot Sales

JUNE 22, 2023

Can you guess the number one killer of startups? Let’s say it at the same time: premature obsession with top-line revenue growth! Oh, wait, that wasn’t the same thing you were thinking? You see, it's not really a matter of if you should scale your business — it's more a question of when. Now, that’s not to say we shouldn’t focus on growth. Far from it.

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Organization Sales 130

Red Star Kim

JUNE 15, 2023

At the start of June I had the pleasure of leading PM Forum ’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop. Delegates were from legal and accountancy firms in the UK, Channel Islands, Germany and United Arab Emirates. We covered a lot of material in modules on: Understand (context, aims and strategy), Plan (processes, data and systems) and Implement (activities, skills and motivation).

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Key Account Management Account Management Management Client Relationships 130

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

B2B

Customer Think

JUNE 19, 2023

While we know that consumers value the opinions of their favorite influencers, attitudes toward traditional influencer marketing are changing. In a recent white paper from The Lacek Group, “Generationally Speaking: Gen Z Transforms Loyalty,” Montanna Cervenka points out that Gen Z thinks differently about influencer-driven content.

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Marketing Digitalization 128

Nutshell

JUNE 16, 2023

Having oversight into your team’s actions in Nutshell is crucial for tracing how your company data is handled. The solution to uncovering your team’s actions is Audit Log, Nutshell’s newest feature. Audit Log is available to admins on Nutshell Enterprise plans and allows you to see the actions users in your business have taken with your company’s CRM data, including logins, bulk edits, and exports.

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CRM Management Organization Sales 118

Upland

JUNE 14, 2023

What are the top challenges facing chief revenue officers and sales leaders in 2023? And how can account planning help? There’s plenty of uncertainty in the economy right now. But also, a lot of opportunity. The best chief revenue officers understand that – and they take up the challenge of driving revenue regardless of the business horizon daily.

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Artificial Intelligence Digital Transformation Account Planning Remote Working 195

Sales Readiness Group

JUNE 21, 2023

Identifying the root cause of underperformance allows managers to take proactive measures and provide targeted support to help sales reps improve their performance. Let’s explore how managers can pinpoint the root cause of underperforming sales reps and how to best address performance gaps.

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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.

Meetings

Hubspot Sales

JUNE 13, 2023

85% of salespeople using AI/automation agree it makes their prospecting efforts more effective. As prospecting is an extremely critical step in the sales process , adopting AI to help with your processes is worth considering. Read on to learn more about using AI for sales prospecting and specific use cases for generative AI. AI for Sales Prospecting Salespeople that responded to our recent AI survey said they use AI/automation in prospecting for: Lead scoring and qualifying leads Writing prospec

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Artificial Intelligence Sales Value Proposition B2C 130

Red Star Kim

JUNE 12, 2023

Things continue to move at pace in the world of digital marketing and marketing automation (MarTech). It’s hard to find valuable and reliable sources of information so I wanted to share some insights from some excellent webinars I recently attended. Digital Marketing update webinars (June 2023). Digital marketing update – How to Get 100 Sales Leads in 90 Days On 20 th April there was an information-rich and insightful webinar by Steve Pailthorpe, the CEO of Iconic Digital who I had the goo

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Customer Think

JUNE 21, 2023

Organizational change in the modern era cannot be created and seen as a single episode of activity; instead, it requires adaptability and agility rather than staged or phased approaches or frameworks. The notion that change can be planned and managed as a distinct episode of activity is obsolete for many businesses.

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The Center for Sales Strategy

JUNE 26, 2023

As a sales manager, you've realized that the sales world is not a constant, static environment. It's a dynamic, ever-changing landscape influenced by various factors, including the seasons. Understanding the seasonal nature of sales is crucial for any business to thrive and adapt to the challenges and opportunities that arise throughout the year. In this blog, we will explore the challenges faced by sales managers in relation to seasonal fluctuations, as well as the opportunities that can be lev

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Sales Sales Management Management 117

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.

Sales

Upland

JUNE 7, 2023

I’ve lost count of how many times I’ve heard sales and revenue leaders use the terms, “sales process” and “sales methodology” interchangeably and incorrectly. While the difference can be confusing, not knowing precisely what that difference is can be a costly mistake. An organization can make a considerable investment in a methodology, only to discover that it was not effective because there was no sales process to support it.

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Sales Readiness Group

JUNE 28, 2023

The role of a frontline sales manager (FLSM) is challenging. From supporting sellers and providing coaching to handling administrative tasks and reporting to leadership, they have a lot on their plates. At the same time, sales managers are becoming even more overloaded with administrative responsibilities, reporting requirements, and countless internal meetings.

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Hubspot Sales

JUNE 2, 2023

It’s no wonder that CRMs offer artificial intelligence (AI) when you consider how much easier AI makes a lot of customer-related tasks. AI’s unparalleled ability to analyze data, make predictions, and automate tasks has transformed traditional workflows. Additionally, AI makes finding your way around a CRM system effortless. You can save time, access data faster, and reduce the need for lengthy onboarding and training.

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Red Star Kim

JUNE 7, 2023

I was delighted to return to Dublin to lead an in person training workshop for PM Forum Ireland on “ Being more strategic” with delegates from law, accountancy and consultancy firms. We considered strategic thinking, business strategy and marketing and business development strategy. So there should be something for everyone – a summary of the workshop discussions, examples of notable UK and Irish professional service firm strategies and some strategy insights.

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Artificial Intelligence Transportation Digital Transformation Innovation 130

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.

Supply Chain

Customer Think

JUNE 6, 2023

Solid consumer engagement is the ultimate prize for marketers because engagement improves brand, which leads to greater lifetime customer value (LCV) and loyalty. But an overabundance of bland messages makes it difficult for brands to connect meaningfully with consumers.

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The Center for Sales Strategy

JUNE 19, 2023

The summer months can be challenging for salespeople, as many potential clients may be taking vacations or shifting their focus to 2024. However, with the right strategies in place, salespeople can overcome the summer sales slump and keep their numbers up. Let’s explore the top five ways for salespeople to stay productive and successful during the summer months.

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Sales 107

Upland

JUNE 1, 2023

Have you considered a land and expand strategy for your business? Landing new business is essential for growth. But new business isn’t the only key area of focus for leaders looking to bolster revenue. When focusing on driving revenue, it’s important to take a holistic view of the account. This means looking beyond the transaction and seeing the opportunity in front of you as a long-term partnership and opportunity for continued growth.

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Sales Gravy

JUNE 15, 2023

Transitioning Into A Career In Sales In this episode of the Sales Gravy Podcast, Art Munin, Ph.D. from Liaison International joins guest host Gina Trimarco, Sales Gravy Master Trainer and Director of Coaching Programs, after impressively pitching himself with a Bonjovi guitar serenade. They delve into the topic of salespeople transitioning from non-sales careers later in life, and explore a shared passion for the arts and how it influences sales success.

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Sales 105

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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

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