Account Manager Tips
SEPTEMBER 19, 2023
Are your key account management KPIs helping or hurting performance? Learn how to develop strategic metrics to improve customer retention, increase revenue, and drive growth.
Arpedio
SEPTEMBER 25, 2023
Key account management vs. traditional sales ← Back to blog The game of sales and customer relations has changed – staying competitive is no longer just about making the sale; it’s about nurturing valuable, long-lasting relationships with your top-tier clients. This shift in focus has given rise to two distinct approaches: Key Account Management and traditional sales techniques.
SBI Growth
SEPTEMBER 13, 2023
If you’ve been following recent SBI content on annual planning, you may have already seen some key takeaways from SBI research on how CEOs are shifting their focus to selling to the existing customer base to accelerate revenue growth. Market trends are showing signs of accelerating demand, and for companies to take advantage of this, there needs to be robust account segmentation in place.
OnStrategyHQ
SEPTEMBER 8, 2023
Play Watch the video Q: How do you get CEO buy-in for a strategic planning process? A: CEO buy-in comes down to communication and collaboration. If you’re leading a process in collaboration with a CEO, ensure you provide the CEO with plenty of opportunities to communicate and provide one-on-one feedback throughout the process. Ensure your conversations are strategic and purposeful and that they clearly demonstrate the value of the strategic planning process.
Advertiser: ZoomInfo
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Account Manager Tips
SEPTEMBER 5, 2023
Transform chaotic customer communication management through strategies to streamline workflows, improve response times, and strengthen B2B client relationships.
Upland
SEPTEMBER 21, 2023
Nigel Cullington, VP of Marketing of Upland Software’s Sales Effectiveness Division, spoke with Alex Gluz on the Revenue Engine Podcast about the vital lessons outlined from real life sellers in his recent book, Not Just Another Vendor. Account-Based Sales and Account-Based Marketing are the Way of the Future While the conversation covered a broad range of topics, including Nigel’s illustrious career, rising from Actuary to sales leader turned marketing extraordinaire, when it came to the adv
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Red Star Kim
SEPTEMBER 29, 2023
The September PM Forum workshop on “ Professional and Practical Skills for Marketing and Business Development (M&BD) Assistants” was attended by 18 delegates from legal, accountancy, consultancy and actuarial firms. The session comprises three elements: marketing and business development fundamentals, practical marketing communication and business development skills and growing your career.
Software Sales Guru
SEPTEMBER 11, 2023
Do you understand FOFIP? A common sales strategy these days is to use FOMO (fear of missing out) as a catalyst to make something happen. What we don’t often talk about is FOFIP (fear of failing in public). People are more afraid of failing than they are of spiders. In fact, fear of failure is the number one reason people don’t try new things. This. Read more The post Do you understand FOFIP?
The Center for Sales Strategy
SEPTEMBER 28, 2023
Finding and attracting top sales talent is a perpetual challenge for sales managers. With countless responsibilities already overflowing your plate, dedicating time to recruiting often falls by the wayside. However, taking a strategic approach to recruiting through inbound marketing techniques can attract qualified, eager candidates, so you spend time interviewing the right people.
Hubspot Sales
SEPTEMBER 20, 2023
The right words don’t always come easy. It can even take hours to put an email together. Thankfully, there’s AI for that. Conversational AI for sales teams can eliminate a lot of repetitive tasks such as follow-up emails and customer queries and even generate sales collateral. Operationally, conversational AI speeds up processes within tools like your CRM or CMS, makes reporting easier, decision-making more effective, and so much more.
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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.
Upland
SEPTEMBER 29, 2023
Stakeholder mapping in sales is the process of mapping out key decision makers within the buying group of the account you are looking to do business with. In stakeholder mapping, you need to: Define stakeholder goals: what are their biggest priorities? What are their motivations? Segment stakeholders by relationship status: those friendly to you, and those adverse.
Force Management
SEPTEMBER 28, 2023
A new quarter is upon us, and it’s time to strategize on how you can make this one even better than the last. Often, sales leaders know where their sales team falls short – but it can be a challenge to identify the root of these problems and determine what action will have the greatest impact in solving them.
Red Star Kim
SEPTEMBER 29, 2023
The Managing Partners’ Forum (mpfglobal.com) holds quarterly meetings of its Advisory Board where senior leaders discuss issues pertinent to the professional services sector. Updates are provided by Richard Chaplin, Jon Geldart and John Rowland together with the chairs of the Forum’s specialist groups: Management Teams Together; Finance & Operations; Strategy & Marketing; People, Performance & Culture.
Customer Think
SEPTEMBER 21, 2023
As a business leader, creating a brand identity that resounds with your audience isn’t simply about having a solid business plan, an eye-catching logo and color scheme, or a memorable slogan. It is about leveraging the ultimate customer experience.
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.
The Center for Sales Strategy
SEPTEMBER 4, 2023
These past few years have been incredibly challenging for leaders worldwide. As you take a look around your organization, have you noticed any of the following for your leadership team or your employees: Exhaustion: Physical, emotional, and mental exhaustion that doesn't go away after time off. Decreased job satisfaction: A feeling of disillusionment and negative attitude towards work.
Hubspot Sales
SEPTEMBER 27, 2023
I‘m late to the game on AI. Ever since the first time my phone had the audacity to autocorrect one of my texts, I’ve been pretty convinced that artificial intelligence is going to be humanity‘s downfall — so I’ve been reluctant to embrace resources like ChatGPT. But I‘ve hit a point recently where I realized that AI might be a little too sophisticated and ever-adapting for my holding out to make a difference.
Upland
SEPTEMBER 21, 2023
Nigel Cullington, VP of Marketing of Upland Software’s Sales Effectiveness Division, spoke with Alex Gluz on the Revenue Engine Podcast about the vital lessons outlined from real life sellers in his recent book, Not Just Another Vendor. Account-Based Sales and Account-Based Marketing are the Way of the Future While the conversation covered a broad range of topics, including Nigel’s illustrious career, rising from Actuary to sales leader turned marketing extraordinaire, when it came to the adv
Force Management
SEPTEMBER 8, 2023
Last month, the Revenue Builders Podcast featured some hard-hitting tactical conversations about the journey to elite sales leadership and the decisions we make along the way. Dig in to the episodes below to get real-life advice from leaders who have been there and done that. These conversations cover everything from calculating business value for a prospect to defining a repeatable sales process that enables rapid scaling.
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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.
Red Star Kim
SEPTEMBER 26, 2023
I presented a methodology to design marketing and BD team structures in November 2015. Some of the points raised then remain the same, whilst new market conditions bring additional components into the equation. Here I review recent developments and look at some case studies of how M&BD teams are structured: An update on marketing and business development (M&BD) team structures.
Sales Readiness Group
SEPTEMBER 25, 2023
The integration of Artificial Intelligence (AI) into the sales domain has opened up a plethora of opportunities. As sales leaders navigate this new landscape, understanding the nuances of AI becomes paramount. This guide delves into the essentials of AI for sales, its potential challenges, practical applications, and the importance of proper training.
The Center for Sales Strategy
SEPTEMBER 6, 2023
Are you frustrated with the challenges of finding top talent for your organization? If so, you’re not alone. According to a ManpowerGroup survey, talent shortages are at a ten-year high, with 69% of employers struggling to fill positions. In today’s competitive job market, recruiting and hiring superstar salespeople is no easy feat, but getting creative and spending time on recruitment each week could help you build a strong talent bank of potential candidates for the future.
Hubspot Sales
SEPTEMBER 11, 2023
When you’re working deals, mastering the art of closing is essential. However, the pressure associated with a traditional closing approach can be daunting, especially for new sales representatives. Unfortunately, many reps don't actually have a closing strategy to help support their process … and if they do, they’re uncomfortable bringing it up. You want to get to a yes or no quickly and not have deals stall, drag on, lose excitement, or change scope.
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.
Upland
SEPTEMBER 1, 2023
Guided selling is a modern sales approach that combines technology, data analytics, and personalized interactions to assist customers in making well-informed purchasing decisions. Unlike traditional methods, where customers navigate the buying process independently, guided selling provides tailored recommendations and guidance throughout the customer journey.
RAIN Group
SEPTEMBER 20, 2023
Assume you’re a sales manager for a mid-sized enterprise. You’ve just received a call from your chief revenue officer who wants to know how much revenue you expect your team to produce between now and the end of the year. You pull up your spreadsheet and start reviewing the numbers, but the forecast just doesn’t look right. Sales have been consistent, but there are so many variables at play and it’s hard to predict what the future holds.
Red Star Kim
SEPTEMBER 14, 2023
I posted this on LinkedIn on 13 th September. It received such a warm and enthusiastic response that it was suggested we consider a series highlighting the giants of professional services marketing and business development. So here’s the spotlight on Richard Chaplin, PM Forum and Managing Partners’ Forum. What’s the longest time you’ve sustained a professional relationship?
Sales Gravy
SEPTEMBER 16, 2023
Delivering A Next-Level Customer Experience In this Sales Gravy Podcast, Jeb Blount talks to Clare Dorrian, SugarCRM's CMO, about putting people first, building human connections, and prioritizing the customer experience in a saturated market. Clare shares expert insights on outbound prospecting, multi-channel engagement, and building a strong sales culture.
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
SEPTEMBER 26, 2023
You've heard the ominous predictions about the future of sales in the age of AI and automation. Will machines replace us? Are we on the brink of becoming obsolete? Relax, put those fears to bed. Today, we're diving into how you can not only stay relevant but thrive in this new world.
Hubspot Sales
SEPTEMBER 6, 2023
How do you go from putting out fires to running like a well-oiled machine? Well, the trick might be as simple as prioritizing quality over quantity. If you’re rolling your eyes at your screen right now, just hear us out. For eons, salespeople have been told to make more calls, send more emails, and take more meetings. But being busy doesn’t leave time for thinking strategically, nurturing customer relationships, or making sure your team has everything they need — especially if your company is gr
Account Manager Tips
SEPTEMBER 15, 2023
Trapped in reactive account management? Get tips to be proactive and transform client relationships, unlock sales opportunities and gain strategic partner status.
ClearPoint Strategy
SEPTEMBER 22, 2023
See what makes ClearPoint a vital cog in any organization's financial machinery.
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