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Account Segmentation can arguably be viewed as the single most important practice your organization can execute to unify the team around your growth strategy. Your customers are the heart of your business. And how you segment them impacts every part of the customer journey, from marketing to prospecting, sales, customer success, and beyond. Many commercial leaders claim to understand and execute account segmentation.
As your organization begins to sketch out what your strategic plan might look like, it’s likely to come to your attention that you’ll need to gain consensus around what your key performance indicators will be and how they will impact your organization. If you haven’t thought much about your KPIs yet, that’s okay. We can help! We’ve compiled an complete guide that includes an overview on what is a KPI, the benefits of good indicators, and list of KPI examples [organized by department and industry
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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.
While people are hesitant to accept the likely reality that we are heading into a recession, we’re seeing higher interest rates, less venture capital funding, and widespread layoffs in the tech industry. Despite the uncertainty, there’s some good news: even if we are facing a recession, these moments are temporary.
Dayton, OH, April 3, 2023 – The Congruity Group announced today that they have formalized a partnership with the premier association for strategic account management. “We could not be more excited to partner with SAMA,” said Congruity CEO Betsy Westhafer. “Throughout my career, I have had exposure to many professional associations, but I have yet to … Continue reading Strategic Account Management Association (SAMA) Formalizes Partnership with The Congruity Group The post Strategic Account
In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. I’ve been part of delivering these results, multiple times in my career, for both employers and clients.
In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. I’ve been part of delivering these results, multiple times in my career, for both employers and clients.
How can effective account management help you defend and grow revenue? As you’ll see, lone wolf selling is quickly losing efficacy in a B2B business world that puts a premium on relationships. But that doesn’t mean the wolves aren’t still at your door. There are plenty of sellers out there waiting for the slightest chance to jump in and take your hard-earned relationships away from you.
Table of Contents What is CRM? What is a CRM system in marketing? Why CRM is important for marketing Essential CRM Features for Marketing Teams Eight Best CRMs for Marketing Nutshell Zoho Hubspot SugarCRM Agile ActiveCampaign Greenrope Aritic Calculate the Costs of a CRM for Your Marketing Team Choosing the best CRM for your marketing campaigns Effective marketing is about more than just attracting one-time customers.
Negotiation is a really important skill for anyone in a professional setting. In this article, we'll look at three different negotiation tactics and give you some examples of how to respond to each one effectively. Whether you're trying to work out a business deal or a personal matter, knowing these tactics can make a big difference in helping you get what you want while building and maintaining trust in your relationships.
If you’re a B2B company, ecommerce is a necessity for your business. As a McKinsey & Company study found, 65% of B2B companies sold exclusively online in 2022. B2B ecommerce strategies also differ greatly from B2C (business-to-consumer) ecommerce. In B2B, transactions involve two businesses, while in B2C, businesses sell directly to consumers. To stay on top of the ever-evolving B2B ecommerce game, you need to pay attention to trends.
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.
There have been many requests recently for inhouse training on telephone skills to support client service and selling both for fee-earners and support staff. Earlier in April I ran a public MBL “Pick up the phone – Client service and sales opportunities for professionals in the digital age” online training workshop. Delegates from accounting and law firms were in client service, marketing/business development and fee-earning roles.
Why Intent Matters People don’t argue with their own ideas. When you hear an indication of need on a discovery call, follow their thought. Two ways to follow their thought are: “Tell me more.” “Is there more I should understand?” Call recordings show both approaches work. But not equally. “Tell me more.” is a command. A command may work in face-to-face selling because people fear.
There are many “lone wolves” in B2B sales. But what if we told you that the old ways of making deals happen were out of touch with modern realities? What if we told you that relationship selling – putting your relationship with your customers at the heart of each and everything you do – is what really moves the needle? To do this well, it takes more than just merely being “liked” by customers.
In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. I’ve been part of delivering these results, multiple times in my career, for both employers and clients.
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.
Today, many sales managers and their teams are almost constantly connected to their screens, apps, and online tools. While sales technology is designed to improve effectiveness, I see two potential pitfalls in the proliferation of technology and selling.
There are many things to consider if you are interested in starting your career in sales. Choosing the right position based on your personality, likes, and dislikes can ensure you thrive in your new career. You’ll also need a thorough knowledge of sales trends and stats to succeed. You may have heard negative things over the years about salespeople, such as stereotypes that depict salespeople as pushy or aggressive.
In early April I facilitated another of MBL’s training workshops on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders” for legal and accounting firms. Whilst these sessions are typically attended by fee-earners hoping to improve their pitch confidence and success, on this occasion the delegates were mostly from Marketing & Business Development (M&BD) teams.
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With an ever-evolving buying journey, businesses need a revenue team behind them to create the best experiences for customers, build key relationships that matter, and grow and retain revenue in accounts. We’ve seen the era of lone wolf sellers come and go. Those sellers are quickly seeing the rug pulled out from under their feet as buyers are looking for the human touch to help guide them through big B2B purchases.
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Speaker: Susan Spencer, Principal of Spencer Communications
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Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst
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