Strategic Account Management Association
JANUARY 3, 2023
The ever-shifting landscape of the digital economy has created a new demand for solutions to emerging problems, representing both a threat and opportunity for strategic account managers. The post Understanding the Hidden Needs of Key Accounts for Sustained Growth appeared first on Strategic Account Management Association.
Upland
JANUARY 26, 2023
Today, the horizon of B2B selling looks different than it did even just a few years ago. The world has undergone several drastic revolutions in only a few years. Technological innovations, digitalization and workstyle evolutions that were being signaled years ago have today come to fruition. We are a more connected, virtual, and tech savvy business world than ever before.
Red Star Kim
JANUARY 5, 2023
At the MBL online workshop “Developing more work from referrers and intermediaries” just before Christmas all delegates were from law firms (specialisms included employment, employee share ownership, media litigation, commercial litigation and family law and one firm was offshore), and most were in client service delivery roles. The delegate poll results are shown below.
Customer Think
JANUARY 20, 2023
Consumer relationships drive modern business. Spending the extra effort to develop relationships with your clients can lead to long-term success. Your customer relationship makes consumers feel secure with their buying decision. You build trust and enable two-way communication. This leads to referrals and repeat purchases, further strengthening your business model.
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.
Kainexus
JANUARY 25, 2023
If our conversations with business leaders are any indication, the theme of 2023 is how to get more productivity out of existing resources. The uncertain economy and difficult labor market are forcing leaders to think creatively about increasing productivity this year. Fortunately, Lean business process management is ideally suited for this challenge.
Hubspot Sales
JANUARY 17, 2023
Tech is one of the fastest-growing industries today. In fact, the number of technology startups has increased by 47% in the last decade — creating a need for competent salespeople. If you have an interest in tech — and an even greater interest in helping people — a career in tech sales could be a smart move. However, there are a few things you should know before diving in.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Nutshell
JANUARY 31, 2023
As 2023 kicks off, we’re excited for the future here at Nutshell. We’ve got a long list of improvements in the works, and we’re looking forward to continuing to invest in our product, service, and customers while advancing our mission of helping businesses grow their revenue with powerful, easy-to-use sales and marketing technology. Recently, some of the big names in the CRM space have been cutting costs and announcing layoffs.
Red Star Kim
JANUARY 16, 2023
On 12 th January Keith Hardie at the PM Forum hosted a presentation by Alastair Beddow of Meridian West on the 11 th Annual International Marketing Benchmark. Law firm panel members Tom Newman-Young, CMO of Moore Barlow and Deborah Fleming, M&BD Director at Walker Morris discussed their views after the presentation. I’ve added my reflections.
Customer Think
JANUARY 26, 2023
Contact center leaders, your time is now. Customer service and customer experience analysts and thought leaders are suggesting that the contact center is “the next big tech frontier.” Investment in the contact center is increasingly—finally.
Force Management
JANUARY 19, 2023
If you’re a leader in a high-growth tech sector, you’ve probably heard the phrase “unicorn company.” It’s the dream of any tech startup – to reach a valuation of $1 billion without an IPO. But what do companies in this coveted spot have that puts them so far ahead of the competition? Conventional wisdom points to a great product, but we know that’s not the whole story.
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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.
Hubspot Sales
JANUARY 12, 2023
So you have a brand-new business idea and you’re considering venturing out on your own. Before you take the leap, it’s time to take a careful look at entrepreneurship versus employment. Then, you can decide which path works best for you. This guide is designed to share the pros and cons of both lifestyles. From there, you can make the critical decision between entrepreneurship and standard employment.
The Center for Sales Strategy
JANUARY 18, 2023
There are many habits that successful salespeople share. Some of the most common ones include: Setting clear goals. Time management. Planning. Persistence. Communication skills. Empathy. Adaptability. Continuous learning. Here are more detailed explanations from our experts at The Center for Sales Strategy.
Sales Gravy
JANUARY 28, 2023
On this episode of the Sales Gravy Podcast, we are switching things up to take on a very important topic— Chronic Lyme Disease. Jeb Blount (Sales Gravy) and Fred Diamond, co-founder of the Institute for Excellence in Sales (IES) discuss Fred's latest book, Love, Hope, Lyme and his personal journey supporting a loved one with Chronic Lyme Disease. You'll learn what Lyme Disease is, the devastating effects that Chronic Lyme Disease has on hundreds of thousands of people each year, why prevention i
Red Star Kim
JANUARY 3, 2023
Where did 2022 go? It seemed to fly past. So now we are looking at how we might do things differently and better in 2023. One task will be to plan your self-development – particularly with regards to enhancing your soft skills in 2023. Here’s some inspiration to get you started: This article – an update on soft skills (following the book I wrote in 2020 Essential soft skills for lawyers (kimtasso.com) ) and news of a new leadership skills project at the Managing Partners’ Forum – was published i
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.
Customer Think
JANUARY 3, 2023
When mobile phones and computer-based communications first surprised people barely 50 years ago, it was only the beginning of a new transformation and the fourth revolution. The third was the realization of digitalization, which altered how the world is connected thanks to the internet, computers, and mobile phones. However, the fourth revolution, which transformed how […].
Force Management
JANUARY 5, 2023
As we close out a year of widespread economic uncertainty, many leaders are looking for ways to boost morale and prepare their teams to maintain or even recover revenue in a competitive market. The start of the year is an opportunity to capitalize on the mindset of a fresh start. Your sales team is setting goals and habits for the new year, and SKOs and strategy sessions are shifting their approach.
Hubspot Sales
JANUARY 19, 2023
A successful sales process is still possible during economic downturns, even if it seems like all of your prospects are shutting their doors. You’ll likely apply the inbound sales method, where your process will become more focused on and customized for each individual lead. In this post, hear from Dan Tyre , a HubSpot Marketing Fellow and expert on inbound sales, to learn why using the method is effective and important during a recession.
The Center for Sales Strategy
JANUARY 25, 2023
This season on Improving Sales Performance, we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape. In each episode, Matt is joined by a rolling roster of outstanding experts from our team here at The Center for Sales Strategy.
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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.
Sales Gravy
JANUARY 4, 2023
On this episode of the Sales Gravy Podcast, Jeb Blount and Colleen Stanley discuss the importance of Reality Testing sales pipeline opportunities. **Please note that this episode was recorded in a restaurant in Milan Italy. The content quality is excellent. The sound quality not so much. Reality testing sales pipeline opportunities is an important step in ensuring the success of your sales efforts and the effective use of your time.
Apptivo
JANUARY 23, 2023
1. Manage contacts to manage business! 2. Contact management: What is it? 3. Benefits of Contact Management 4. Contact Management Best Practices for Small Business 5. Bottomline Manage contacts to manage business! It’s already Monday! There are overdue tasks from the previous week, as well as a list of contacts, both existing and new customers, who need to be contacted.
Customer Think
JANUARY 6, 2023
The metaverse concept has captured the imagination of futurists for decades. With the advancement of blockchain technology, developing a fully-realized metaverse is becoming increasingly possible. The merger of these technologies has the potential to significantly impact the future of customer experience (CX). They can transform how businesses interact with their customers, creating more personalized, immersive, […].
Force Management
JANUARY 26, 2023
Achieving 100% forecast accuracy is a goal for any sales organization, but at times it can feel out of our hands. So many factors affect a successful forecast: external economic factors, problems within the buyer organization and the ability of sales teams to predict and execute their number. How do you improve forecast accuracy as a sales leader?
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.
Hubspot Sales
JANUARY 11, 2023
When it comes to events, many small business owners and sales reps struggle with the same challenge: Getting prospects and customers to attend. Yet, in-person or virtual event participation is often a critical component of networking, building relationships, and offering value to prospects ahead of a sale. Now, imagine a world in which you can offer all interested participants a ride to your latest store opening or conference, and only pay for the ride if they actually attend.
The Center for Sales Strategy
JANUARY 9, 2023
In the past year, recruitment has been an issue that has been part of every client call I have. It seems the biggest challenge is where to find the best people and how to attract them to leave their current position and join your team. Here are some recruiting challenges I consistently face and some tips to overcome them.
RAIN Group
JANUARY 16, 2023
Most sellers want to have better meetings with senior executives but don’t know how to do so. They want to get away from surface-level pitches and have actual conversations. They envision meetings that build deeper relationships and uncover more ways they can help their clients. Speaking to senior executives can be intimidating. Many sellers, when asked what’s holding them back from talking with the C-suite, say things like, "I don't feel comfortable," "I have nothing to offer to them," or "I'm
Apptivo
JANUARY 23, 2023
1. Centralize your knowledge 2. Keep it updated 3. Aspects of Updation 4. Allow customers and agents to give feedback 5. Make it semantically friendly 6. Write right 7. Analyze for insights 8. Summary “Can you please hold… while I check up on that information?” – Dreaded words to hear as a customer when contacting support. The longer the wait, the more frustrated the customer gets and even if the support executive solves that particular problem, the trust with the customer is likely to have been
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.
Customer Think
JANUARY 30, 2023
“Do more with less” may be more prevalent this year as some tech firms and many others trim their customer experience teams, programs, and the experience itself. But maybe this is the wrong path! Perhaps your customer experience management is on a misguided trajectory. A warped or dusty lens causes poor vision.
Zendesk
JANUARY 30, 2023
Most businesses understand that customer expectations have risen sharply over the past few years, and that when a company fails to meet those demands, the effects on the bottom line can be grievous. As companies wrangle with delivering compelling customer experiences, they face a difficult yet essential task: figuring out exactly what customers feel when they interact with their business.
Hubspot Sales
JANUARY 26, 2023
Decades ago, the thought of creating a profitable business was a distant dream. Now with the internet, the possibility of digital entrepreneurship is open to everyone. You can connect with millions of people globally for only a fraction of the cost of traditional marketing. Plus, finding and connecting with your target audience is easy with social media.
The Center for Sales Strategy
JANUARY 5, 2023
At our company, our employees crave growth and development. One way we add to this focus is through our quarterly book club. Our business book club is different from most, as we all read a book we are interested in, not one we all read together. Having a book club where we all read different business books exposes us to a huge library to explore that we may not have thought of before.
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!
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