Account Manager Tips
MARCH 23, 2021
Share. 0. Tweet. 0. Share. 0. Pin. 0. Why is key account management important? Some reasons are obvious, like growing client revenue and retention, but others will surprise you. Why should you care? Well, i f you don't have key account management in place, you could leave money on the table, be helpless to competitor threats and put your most valuable clients at risk of defection.
Openview
MARCH 1, 2021
Remote work has become the norm for many businesses in the last year, and today a startup that has built a cybersecurity platform to help manage all the devices connecting to organizations’ wide-ranging networks — while also providing a way for those organizations to take advantage of all the best that the quite fragmented security market has to offer — is announcing a major round of funding and a big boost to its valuation after seeing its annual recurring revenues grow ten-fo
Upland
MARCH 24, 2021
Regardless of company size, forecast calls all follow a fairly uniform structure. A CRO gathers her sales leaders and runs them through the standard procedures: Calling the numbers; closed/won progress; a fly-over of top deals with an update on the current state of play. As she turns her attention to the top deals, she expects crisp answers to a key set of questions: “What’s the latest update?”.
Engage Selling
MARCH 5, 2021
Too many leaders today are still stuck in a “behind the desk” mindset. They fixate on managing data rather than on managing their relationships with people. That must change because now—more than ever—the quality of your outcomes in sales are … Read More » The post How Managing Is Done Now first appeared on The Sales Leader.
Advertiser: ZoomInfo
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.
Nimble Business Success
MARCH 8, 2021
Happy International Women’s Day! March 8th is a globally celebrated day honoring the achievements of women across all industries and from all backgrounds. The day also marks a call to action for accelerating women’s equality. The History of International Women’s Day International Women’s Day has been observed since the early 1900s; a time in which […].
EcSell Institute
MARCH 22, 2021
Photo by Hattie Kingsley Photography. Uncertainty has been running rampant for quite some time, and leaders have likely watched their team members struggle with anxiety, burnout, depression and much more. There's no doubt that today's events are taking a toll on our mental health. In a study of global employees it found that the mental health of almost 42% of respondents had declined since the Covid outbreak began.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Hubspot Sales
MARCH 14, 2021
Social media is borderline-omnipresent nowadays, and that trend isn't exclusive to our personal lives. It's become a fact of professional life as well — particularly in the sales world. Solid social selling skills are transitioning from a nice-to-have to a need-to-have for sales professionals, but developing that kind of expertise is much easier said than done.
Upland
MARCH 24, 2021
When we think about the relationship between customers and their suppliers – there are several similarities with personal relationships that we can draw from. Relationship Reciprocity in Business: The Core principles. Personal relationships work best when there is a degree of reciprocity. Unfortunately, relationships will never be completely equal. 50/50 never happens – at least not from your perspective, because after all, your perspective will be different from mine.
Engage Selling
MARCH 12, 2021
Is your sales team taking the time to truly understand your customer? Sales, in one form or another, is as old as humanity itself. People have been exchanging goods or purchasing services since the dawn of civilization. And while sales … Read More » The post Understanding Your Customer first appeared on The Sales Leader.
Nutshell
MARCH 15, 2021
Sales multithreading is the process of connecting with multiple stakeholders at the companies you hope to sell products and/or services to. This is the opposite of single-threaded sales, which is defined as a one-on-one relationship between a buyer and a seller. To find success with this approach, you simply pinpoint the decision-maker at a company, build a relationship with them, and make them an offer they can’t refuse.
Advertisement
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.
Kainexus
MARCH 30, 2021
Dr. John Toussaint has long been one of the world's leading practitioners and advocates in the world of Lean healthcare, so it's always great to see what he has to say and share.
Account Manager Tips
MARCH 3, 2021
Share. 0. Tweet. 0. Share. 0. Pin. 0. Customer Success (CS) has broken free of its SaaS origins to become a human-to-human movement. Ronni Gaun, a top 100 CS strategic strategist in 2020 explains why customer success matters and why the revolution is just beginning. Customer success isn't going anywhere, just getting louder and prouder and getting smarter.
Hubspot Sales
MARCH 1, 2021
Some salespeople are just built differently. They demonstrate exemplary tendencies and particularly productive tactics — reps that put another degree of effort and strategic thought into their day-to-day responsibilities. These model reps' approach to their work is shaped by something known as the entrepreneur mindset — a special frame of mind that separates certain salespeople from their peers.
Upland
MARCH 19, 2021
No matter how great your sales team is, it’s always easier and more cost effective to upsell existing customers. What if we told you that measuring the whitespace potential in accounts can mean life or death for many B2B companies? It’s often a big blind spot for companies of all sizes — middle market up to the Fortune 500. Think of the metrics commonly tracked by businesses — from bookings, to billings, to their backlog, conversion rates, deal sizes, renewals, NPS, and more.
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.
RAIN Group
MARCH 24, 2021
Your team just won a new logo! Congratulations! This one has buzz. It’s modest to start, but there’s potential to sell into multiple buying centers, across geographies, and the new product your company is launching will help the customer simplify their processes, increase efficiencies, and reduce strain on their supply chain. But that’s all in the hands of the key account team now.
The Center for Sales Strategy
MARCH 30, 2021
The most successful and resilient organizations have adapted to all things virtual — including events and learning, talent acquisition, as well as their sales strategy. What has the data and trends from the past year shown sales leaders? That virtual selling is here to stay. Companies of all sizes, across multiple industries, have proven that virtual selling isn’t just for certain sectors or digitally native businesses.
Kainexus
MARCH 4, 2021
Hoshin Kanri, sometimes called "strategy deployment", is an approach that helps companies achieve breakthrough goals over a three to five-year time horizon. The methodology is effective because it allows leaders to keep their eye on the long-term objectives that will change the game, without losing sight of the day-to-day improvements that can add up to significant benefits.
Engage Selling
MARCH 19, 2021
In earlier times—let’s call it 2018—it was common for sellers to be exclusively in control of their sales pipeline. They built it and moved prospects through it based only on inputs that mattered to their organization. However, just because those … Read More » The post Building a Buyer-Verified Pipeline first appeared on The Sales Leader.
Advertisement
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
MARCH 29, 2021
Every aspect of a sales process is prone to human error when carried out manually. As a sales professional, there's a good chance you've slipped up here and there. Maybe, you lost a deal because you forgot to follow up with a prospect. Maybe, you lost valuable time hashing out a meeting time with a potential customer. Or maybe, you struggled to find the right deck or piece of sales content to best convey your value proposition at the right time.
Force Management
MARCH 3, 2021
We’re regularly updating our robust content library, focused on sales best practices. Many of the topics come from our own prospects and customers who are dealing with sales challenges as they look to accelerate growth, drive more pipeline and capture value throughout the sales process. Many sales leaders find value in sharing this content with their sales teams.
SBI Growth
MARCH 9, 2021
Since the turn of the millennium, mastering and perfecting the Customer Experience (CX) has been a goal for Marketing Leaders. Through CX strategy, leading revenue marketing teams will uncover areas of friction and process as a continuous feedback loop between.
The Center for Sales Strategy
MARCH 18, 2021
There is an inherent danger in grouping two items together for conversational purposes, even when they go together. The danger is when they are always tied up in one phrase; they begin to sound like they are the same thing. Peanut butter and jelly go together, but they are not the same thing. The same rings true for recruitment and selection.
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.
Software Sales Guru
MARCH 29, 2021
The Value of Training Most people have never been shot at with an assault rifle. Nor have most folks been on the receiving end of a mortar attack. And only relatively few have been ordered to jump out of a perfectly good airplane into the middle of a gunfight, or to charge a busy machine gun nest. These rather stressful situations are simply not part.
Sales Gravy
MARCH 28, 2021
On this episode of the Sales Gravy podcast, Jeb Blount (Fanatical Prospecting) answers a listener's question about how to effectively balance prospecting for new logos with serving and managing existing accounts. Many salespeople struggle with this. You'll learn the brutal truth about why you are out of balance and stressed out and, exactly what you need to do in order to build prospecting activity into your daily routine.
Hubspot Sales
MARCH 22, 2021
Perfect sales calls don't happen by accident. And while you can't execute one without thinking on your feet, you can't just jump on a call blindly, banking on your improv skills and natural charm to get the job done. You need some direction — a general plan that keeps you on track. The process of creating that plan is most commonly referred to as call mapping.
Kainexus
MARCH 11, 2021
There are a host of methodologies that businesses use to bring structure to the process of identifying and acting upon opportunities for improvement. You may be familiar with Six Sigma , Kaizen , Lean , Toyota Production System, and others. Although these methodologies differ, the heart of each of them is the continuous improvement model. The continuous improvement model reflects the idea that organizations should undertake incremental improvements to services, products, and processes.
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.
Groove HQ
MARCH 18, 2021
Find out how small businesses can benefit from understanding the principles behind SLAs. The post What is an SLA: Definition, Examples, and Tips for Small Businesses appeared first on Groove Blog.
The Center for Sales Strategy
MARCH 19, 2021
- MOTIVATION -. "Treat objections as requests for further information.". -Brian Tracy. - AROUND THE WEB -. > Does the Ben Franklin Close Still Work in 2021 – HubSpot. All of Benjamin Franklin's achievements are a credit to certain aspects of his personality — his patience, his rationality, his boldness, his bravery, and his fondness for pros-and-cons lists.
Software Sales Guru
MARCH 15, 2021
Guidelines for Use of Call Recordings in Sales Coaching I just put this together for a new client who expressed concerns about his team’s response to the use of call recordings for coaching, since they had never done it. He was worried about resistance to a new level of accountability that might impact morale. He was also concerned it might make his folks fearful of.
Sandler Training
MARCH 5, 2021
Just as it doesn’t matter what we say, it matters what our prospect hears, how we listen to our prospect while determine whether we succeed in getting paid on the information we gather instead of going into knowing mode and presuming a sale when none may exist. The post What We’re Missing While Our Prospect is Talking appeared first on Sandler Training.
Advertiser: ZoomInfo
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!
Expert insights. Personalized for you.
246 
Let's personalize your content