Strategic Account Management Association
DECEMBER 9, 2024
Jochen Koetzle, Head of Strategic Account Management at Endress+Hauser Group, explores the essence of collaborative ecosystems, their role in driving innovation, providing solutions, and ensuring resilience. He also shares insights on his organization's efforts to highlight the transformative power of collaboration. The post Collaborative Ecosystem appeared first on Strategic Account Management Association.
Account Manager Tips
DECEMBER 4, 2024
The post The 5 Client Priorities Behind Every Winning Sales Strategy first appeared on The KAM Coach How to create sales strategies that win every time: Focus on these 5 client priorities and deliver the results your clients truly care about The KAM Coach - Key Account Management Training, Coaching & Consulting
Hubspot Sales
DECEMBER 17, 2024
Not-so-spoiler alert: I am fully on the AI train. And the more I learn about it, the more Im convinced using AI in payments and other processes is a good thing. Recently, I sat down with Emanuel Darlea , an entrepreneur who dubs himself the ChatGPT for clients, to discuss how artificial intelligence is changing the financial landscape. In this post, Ill share the insights I learned from my conversation with him, plus share the many reasons and benefits businesses like yours can gain from incor
Sales Gravy
DECEMBER 12, 2024
In this episode of The Sales Gravy Podcast, Jeb Blount, Jr. welcomes Kirk Richardson, author of Craft Beer Country, to dive into the world of craft beer, exploring trends, challenges, and the rise of IPAs. Discover how the craft beer industry has blended innovation and tradition to become a cultural phenomenon. Key Takeaways: Resilience in Craft Beer Market: Despite challenges in the beer industry, craft beer gained a 13% increase in market share in 2023, weathering the storm better than large-
Advertiser: ZoomInfo
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
ClearPoint Strategy
DECEMBER 3, 2024
We invite anyone who is evaluating strategy and performance management solutions to take a close look at all of the available options.
RAIN Group
DECEMBER 4, 2024
What Is Strategic Account Management? Strategic account management (SAM) is a systematic approach to managing and growing an organization's most important customers (often referred to as key accounts) to maximize mutual value and achieve mutually beneficial goals.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Vantage Partners
DECEMBER 18, 2024
How do you stack up against your competitors in the IT Services market? What do clients truly care about, and how do you know which of your efforts are having the most impact in how your clients view you?
Hubspot Sales
DECEMBER 20, 2024
Over on Trends , our community members have front-row seats to predictions and analysis on future business opportunities. But how does the Trends team consistently discover emerging ideas? Spoiler: Our analysts arent psychics theyre skilled researchers implementing a tried-and-tested formula. We do not predict the future, says Trends analyst Ethan Brooks.
Sales Gravy
DECEMBER 15, 2024
Over the past two months the team at Sales Gravy has been working hard on our business plan for next year. Like so many other companies, we build an annual business plan because we need to know where were going and how to get there. Were not leaving our fate to chance. Our business plan is compass that helps us navigate and stay on track to reach our goals.
ClearPoint Strategy
DECEMBER 23, 2024
Simplify data sharing and amplify impact using public-facing dashboards within ClearPoint.
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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.
FinListics Solutions
DECEMBER 18, 2024
Executive B2B buyers are flooded with options. In a crowded and competitive sales market, capturing attention isnt just difficult; its a full-scale battle for relevance. Generic pitches and surface-level insights are a fast track to irrelevance in these high-stakes environments. To earn executive buyer confidence, successful B2B sales teams need an edge that makes them indispensable.
SBI Growth
DECEMBER 31, 2024
Growthits the golden ticket every B2B marketer chases. But lets be real, growth is one of those buzzwords that gets thrown around so much, it can lose all meaning. So, what does growth really mean in the B2B landscape? Is it just about scaling revenue, or is there more to the story? And how is it being impacted by declining commercial efficiency ?
Vantage Partners
DECEMBER 10, 2024
At the end of the day, winning in a tight market isnt just about understanding customers and solving problems; it's about doing it better than others.
Nutshell
DECEMBER 4, 2024
When leveraged at the right points in your workflow, AI is a powerful tool for saving time and working more efficiently. To help your sales and marketing teams accomplish more, Nutshell has launched several AI features including: Timeline summarization Zoom call transcriptions and summarizations A voice-to-text tool AI writing assistant in Nutshell Campaigns Now Nutshell is expanding its AI even further with AI-powered click-to-call.
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.
ProlifIQ
DECEMBER 18, 2024
Leveraging AI In Pre-Sales and Post-Sales Processes Account research has historically been cumbersome, taking hours to find the different details you need to make a strong pitch to your target accounts. AI is being used across every function now, but the pre-sale process is a terrific place to bring AI into your process and workflow. Let’s talk about how to use AI in account planning.
Sales Gravy
DECEMBER 25, 2024
In this episode of The Sales Gravy Podcast, take a look back at the best insights from the year. These moments arent just memorable, theyre actionable advice that sales professionals can take into 2025 to thrive in an ever-evolving landscape. Key Takeaways: This year reinforced a crucial truth: the fundamentals of sales never go out of style, but adapting to the environment around you is key.
FinListics Solutions
DECEMBER 11, 2024
Financial acumen can make or break a B2B sales deal. Without the ability to connect solutions to clients financial goals, sales reps quickly lose momentum. Executive buyers expect proposals that show a direct impact on revenue and profitabilitynot vague promises. When sales reps cant speak to the numbers that matter, they risk losing credibility and the deal.
SBI Growth
DECEMBER 12, 2024
Drawing insights from our recent CEO Value Creation Pulse Report , its clear that leaders are entering 2025 with varying levels of confidence. Some are surpassing their expectations, others are holding steady, and many are exploring strategies to recover from a challenging year.
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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.
Vantage Partners
DECEMBER 10, 2024
Vantage periodically executes a "State of Pharma Alliance Management" report, based on surveys, benchmarking studies, and informal conversations with Heads of Alliance Management across the industry.
Nutshell
DECEMBER 17, 2024
Chances are your business will need to make an announcement at some point, whether its to introduce a new product, launch a promotion, or publicize an event. The reality is that knowing how to write a compelling announcement email should be part and parcel of every marketers skill set. Lets face itemails provide one of the easiest and most effective ways to build relationships with customers and keep them coming back.
Aepiphanni
DECEMBER 5, 2024
An honest exploration of hope fatigue, its impact on entrepreneurs, and practical strategies to regain momentum and achieve meaningful progress.
Sales Gravy
DECEMBER 29, 2024
Your personal goals are the aspirations that drive you, inspire you, and push you through the tough days. As you'll learn in this Monday Money podcast episode and article, these goals are essential to helping you maintain sales discipline throughout your sales year. Personal Goal Buckets When developing personal goals, I break them down into three buckets: To-Have Goals These are the things you want to acquire or buy.
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.
ACT
DECEMBER 18, 2024
Running a professional services business is no easy feat. Whether youre launching a new firm or looking to take your company to the next level, youll face several challenges. For starters, entrepreneurs must find skilled professionals who have a knack for building client relationships. In a recent survey of decision-makers in the professional services sector, 96 percent of respondents reported difficulties forecasting roles and skills for future projects.
SBI Growth
DECEMBER 9, 2024
Hiring and onboarding new sales hires can be extremely challenging especially for sales managers who lead, manage, and coach an existing sales team. Focus on these five factors to increase your odds of success with new sales hires.
Vantage Partners
DECEMBER 2, 2024
Negotiators should always be seeking to know more—about their counterparts and what they care about, the context in which they see the negotiation, their emotional state and more.
Nutshell
DECEMBER 13, 2024
You’ve put in the effort to drive traffic to your website, and you’re finally seeing the results. But the real question is: are those visitors converting? The goal isn’t just to attract traffic, but to capture valuable contact information with the aim of converting them into customers over time. This is where lead magnets come in. In this blog, well explore what lead magnets are, share some effective examples and ideas, and provide tips on how to boost your lead magnet conversi
Advertiser: ZoomInfo
In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.
Account Management Skills
DECEMBER 30, 2024
Welcome to episode 128. This conversation is going to be particularly interesting for you if youre keen to develop your leadership skills. Its for you if youre currently in charge of the agency and leading the whole team OR youre leading an AM team within the agency – and you want to go from being a good leader to being a great leader. Founder of Navigate The Journey and author of What If Theres More?
RAIN Group
DECEMBER 30, 2024
We saw three pivotal themes shape the sales landscape in 2024: the growing integration of AI, the ongoing drive to deliver measurable value, and the central role of continuous learning. These elements define how organizations adapt and thrive in todays evolving market.
SBI Growth
DECEMBER 2, 2024
Discover how aligning your sales process with the customer's buying journey can unlock better win rates, clearer pipelines, and more accurate forecasts.
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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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