Strategic Account Management Association

SEPTEMBER 27, 2024

SAMA's Customer Advisory Board serves as a direct line of communication between SAMA and some of the most experienced and insightful leaders in the SAM community, providing us with critical feedback that shapes both our strategy and the broader SAM ecosystem. The post How SAMA’s Customer Advisory Board Influences Best Practices in SAM appeared first on Strategic Account Management Association.

Account Management 520

Account Management Communication Management Customer Knowledge 520

Software Sales Guru

SEPTEMBER 16, 2024

Salespeople Need Emotional Buyers The buyer’s journey is a series of emotional states represented by the five squares below. Every buyer starts on the left and moves right, with or without the involvement of a salesperson. Emotion is what moves a buyer forward The root of selling is how buyers decide. This physiology is well-established by scientific research.

Software 130

Software Software Sales 130

The Center for Sales Strategy

SEPTEMBER 9, 2024

The ability to prospect effectively can make or break a team's success. It's the lifeblood of the sales process, the crucial first step that fills the pipeline and drives revenue growth. But here's the challenge—identifying candidates who excel at prospecting is no easy task. It requires a keen eye, the right assessment tools, and a deep understanding of what makes a great prospector tick.

Sales 132

Sales 132

Customer Think

SEPTEMBER 11, 2024

The original article was posted on Eglobalis.com/blog: [link] What if the secret to skyrocketing your revenue lies in understanding not just what your customers do, but how they feel? In a world where every interaction counts, successful companies aren’t merely focused on closing deals—they’re laser-focused on keeping customers happy, loyal, and engaged.

Customer Success 126

Customer Success Customer Experience 126

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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.

Sales Management

Hubspot Sales

SEPTEMBER 9, 2024

Conducting a successful negotiation where both parties arrive at a productive, mutually beneficial outcome is a delicate art — one that's every bit as screw-up-able as it is valuable. Thoughtful, effective negotiating skills are a “need to have” if you're going to hack it in sales, but developing them is rarely straightforward. And if you want to get there, you have to have a sense of the right points to cover and (maybe even more) the ones you need to avoid.

Negotiation 115

Negotiation Media Facilitation Sales 115

Strategic Planning and Management Insights

SEPTEMBER 4, 2024

In a recent episode of the Strategy and Leadership podcast , Anthony Taylor had an engaging conversation with Jason Radisson , the CEO and founder of Movo. The discussion centered around the transformative power of digital tools in enhancing the frontline workforce, particularly those in roles traditionally less touched by technology—roles where employees aren't tied to a desk but are instead out in the field.

Digitalization 111

Digitalization Leadership Future of Work Artificial Intelligence 111

Flevy

SEPTEMBER 27, 2024

Global expansion is tough. Even the most seasoned executives can find themselves daunted by the complexities of entering new markets. The CAGE Distance Framework —crafted by strategy expert Pankaj Ghemawat—was designed to address this challenge. It’s not just about market entry, it’s a comprehensive tool that evaluates the “distance” between your home country and target markets across four critical dimensions: Cultural, Administrative, Geographic, and Economic.

Supply Chain 98

Supply Chain Logistics e-Learning Manufacturing 98

The Center for Sales Strategy

SEPTEMBER 24, 2024

If you’ve seen Moneyball , you know that Billy Beane, the GM of the Oakland A’s, didn’t just play the game—he changed the game. It’s not just a great underdog story; it’s a masterclass in using data to build a winning team, even when the odds (and budget) are stacked against you. Beane’s approach? Simple: find undervalued talent, tap into their potential, and use data to outsmart the competition.

Sales 124

Sales 124

Customer Think

SEPTEMBER 12, 2024

To achieve extraordinary things, you must be bold. Unlocking success demands a dedication to what I term “The Golden Rules of CX.” The Golden Rules represent essential guidelines for achieving success either broadly or within a specific endeavor. This is the second of a three-part series on the nine golden rules for CX Success.

Customer Experience 123

Customer Experience Innovation Leadership 123

Hubspot Sales

SEPTEMBER 12, 2024

I bought a new car in 2021, when the pandemic had virtually eliminated the gap between new and used prices. Car buyers 30 years ago might have shown up at the dealership wanting a truck, a sedan, or something as vague as a “good family car,” and the salesperson’s job was to help steer them in the right direction based on their needs. That process has changed dramatically.

B2B 109

B2B B2C Decision-making Software 109

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.

Vantage Partners

SEPTEMBER 26, 2024

“We know which providers move faster or slower. It doesn’t really show up on any formal selection criteria, but some providers aren’t even going to hear from us because we know it will take them too long to respond.

83

83

RAIN Group

SEPTEMBER 25, 2024

In today's digital age, online learning has become an integral part of sales training and development. Modern learners, having grown up in an era dominated by digital technology, are accustomed to engaging with content online. They expect learning experiences to be interactive, accessible, and relevant. However, engaging sellers in a virtual environment can still be challenging.

Sales Training 98

Sales Training Digitalization Sales 98

PandaDoc

SEPTEMBER 17, 2024

Without a doubt, a strong drive for great numbers is at the heart of any high-performing sales team. But the secret to closing great deals is about more than having high-performing salespeople on your team. Salespeople are busy. Between prospecting, sales calls, data entry, quote preparation, and follow-ups, it’s very easy for teams to mismanage data and trip over themselves on the way to the finish line.

Sales 98

Sales CRM Software Software 98

The Center for Sales Strategy

SEPTEMBER 23, 2024

Having a talented team of salespeople is vital to driving growth and increasing revenue. While hiring top sales talent is essential, finding leaders with a natural ability to coach and develop them in the sales process can take your team to the next level. These natural sales coaches possess a unique set of talents and skills that can inspire, motivate, and guide people to success.

Sales 119

Sales 119

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

B2B

Customer Think

SEPTEMBER 24, 2024

In recent years, the synergy between cloud computing and customer relationship management (CRM) has significantly reshaped how businesses engage clients and deliver services. As organizations transition more of their operations to the cloud, understanding the emerging trends is crucial for maintaining a competitive edge.

CRM 118

CRM Organization Management 118

Hubspot Sales

SEPTEMBER 9, 2024

During my time as a sales rep, building a lead list was one of my first activities when I took on a new sales role, territory, or industry vertical. These lists would evolve, grow, and ultimately work best when they were imported into CRM, and were invaluable for helping me to: Meet my productivity goals (and my quota in the long run) Segment companies in my territory or industry Keep track of my prospect interactions Capture important information like competitive install In this article, I’ll e

B2B 97

B2B Decision-making Media CRM 97

Vantage Partners

SEPTEMBER 17, 2024

If you ask any professional services provider team about the criticality of stakeholder alignment to winning business and delivering successfully, they will tell you it is indispensable. Yet, few provider firms institutionalize building stakeholder alignment as an organizational capability.

Stakeholders 83

Stakeholders 83

FinListics Solutions

SEPTEMBER 4, 2024

Executive customers have never been more challenging to reach for B2B sales teams. Armed with research, reviews, and data, executives come to the table more prepared and selective than ever. The days of the generic sales pitch are over. If you’re not engaging prospects with personalized, data-backed insights, you’re already behind.

B2B 93

B2B Sales 93

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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.

Meetings

Force Management

SEPTEMBER 19, 2024

This week, we hosted a webinar with Force Management Senior Partner Tim Caito. Tim is our resident expert on sales negotiation and has years of experience planning and leading sales kickoffs. He joined us to share his do's and don'ts when it comes to planning a sales kickoff that drives measurable results on company strategic goals and revenue objectives.

Negotiation 91

Negotiation Sales Management Sales Training 91

The Center for Sales Strategy

SEPTEMBER 25, 2024

Opportunities for growth, learning, and recognition are crucial to long-term success, whether for front-line employees or managers. The infographic below from the 2024 Talent Magazine reveals that the need for better development strategies is more urgent than ever.

Management 112

Management Sales 112

Customer Think

SEPTEMBER 5, 2024

CX strategy is smarter in 2024 due to several new discoveries I talked about last year. You may have adopted these since then, or they may be new to you.

Customer Experience 124

Customer Experience Leadership 124

Hubspot Sales

SEPTEMBER 6, 2024

When a prospect first reaches out for more information, I’ve found that engagement is at its peak. Even when talks progress all the way to a signed contract, they will never be as engaged as they were in that initial moment when a problem arose and curiosity about your solution struck. Many times I’ve been frustrated trying to chase down a once-excited prospect whose priorities have already shifted to the next item on the list.

Sales 97

Sales Negotiation Prioritization Communication 97

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.

Sales

Vantage Partners

SEPTEMBER 4, 2024

A detailed playbook for selling to the C-Suite – strategically selecting your target, preparing through meticulous research, and delivering results during (and after) the meeting.

Meetings 83

Meetings 83

FinListics Solutions

SEPTEMBER 25, 2024

The exodus of senior sales talent and widespread downsizing have created a leadership crisis in B2B sales. As seasoned professionals exit, millennial sales leaders are thrust into roles without the critical mentorship or experience they need to succeed. At the same time, millennial executive B2B buyers are stepping into power, expecting a level of partnership from sales leaders rooted in business and financial acumen.

B2B 87

B2B Leadership Sales Leadership Sales 87

Sales Gravy

SEPTEMBER 26, 2024

Sales professionals are always looking for fresh strategies to boost their performance and outshine the competition. Surprisingly, one key factor that’s often neglected is their physical fitness for sales. On this episode of the Sales Gravy Podcast, Jeb Blount discusses how physical fitness impacts sales success with online fitness coach Josh Hulsebosch.

Facilitation 85

Facilitation Sales Prioritization Communication 85

The Center for Sales Strategy

SEPTEMBER 11, 2024

A successful sales organization requires more than just talented individuals. It demands a cohesive team where each member's development aligns with the company's overall sales strategy. This alignment is crucial for driving performance, fostering a positive company culture, and achieving long-term success.

Sales 112

Sales Organization 112

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.

Supply Chain

Customer Think

SEPTEMBER 13, 2024

Believe it or not, the holiday season is upon us—and for retailers, it’s crunch time. With heightened competition and consumer expectations, there’s little room for error when it comes to planning your customer journey.

Retail 110

Retail Customer Experience Digitalization Marketing 110

Hubspot Sales

SEPTEMBER 4, 2024

I’ve held numerous business development roles with successful, innovative companies. These roles equipped me with excellent resources for managing my “book of business” in my assigned industry and territory. Conversely, I also worked with some companies whose business development strategies and tools were so weak that you won’t find them on my LinkedIn profile or resume.

Artificial Intelligence 95

Artificial Intelligence Media Prioritization Software 95

Vantage Partners

SEPTEMBER 4, 2024

Even if you could let AI negotiate your deals, should you? My answer is, 'It depends.' Let me share what I think the answer depends on and why.

Negotiation 83

Negotiation 83

FinListics Solutions

SEPTEMBER 18, 2024

The pressure is mounting for B2B sales teams. It’s no longer just about selling well—today’s sales environment demands more. Sales organizations must not only close critical competency gaps in selling skill sets but also must leverage the right solutions and form smart partnerships to stay competitive.

B2B 87

B2B Organization Sales Environment Sales 87

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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

Sales