Revegy
JUNE 27, 2024
Strategic account planning is essential for maximizing revenue from your largest accounts. By understanding and addressing each customer’s unique needs and opportunities, sales teams can drive growth and retention. This guide consolidates expert insights and best practices to help you optimize your strategic account planning. What is Strategic Account Planning?
SBI Growth
JUNE 3, 2024
Boost revenue by using white space analysis to identify unmet demand in existing accounts. Selling to current customers has a 60-70% success rate.
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May Phoo Pan
JUNE 30, 2024
Discover the unique challenges and responsibilities of account managers in ad agencies. Learn how to strategically manage client relationships, internal teams, and project deliverables to drive agency success.
Strategic Account Management Association
JUNE 3, 2024
The Strategic Account Management Association (SAMA) honored Professor Noel Capon with a lifetime achievement award at the 2024 SAMA Annual Conference. The award recognizes Capon’s unparalleled legacy and his enduring commitment to transforming the practice of strategic account management. The post SAMA Honors Professor Noel Capon with Lifetime Achievement Award appeared first on Strategic Account Management Association.
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.
Account Manager Tips
JUNE 23, 2024
Discover game-changing books for B2B sales, customer success, and key account management. Level up your skills and strategies with insights from "Unsticking Deals," "The Innovative Seller," and "The Squiggly Career.
The Center for Sales Strategy
JUNE 19, 2024
Sales leadership is not just about driving numbers and closing deals; it's fundamentally about people management. The success of any sales team hinges on the ability of its leader to manage, motivate, and mentor their team effectively. Although many things contribute to your team’s overall success, there are five essential people management skills every sales leader must master to build a successful and motivated sales team.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Software Sales Guru
JUNE 10, 2024
Can a salesperson achieve a Work/Life Balance? Common wisdom suggests that if you want to succeed as a salesperson, you must be working 24/7. Prospect wants to talk at 8:30 on Friday night? You better take that call! But the truth is most top performers are not workaholics. They squeeze more out of the same 24 hours we all have. I’ve interviewed many top software.
Hubspot Sales
JUNE 24, 2024
In my experience as both a budding sales rep and, later on, a team manager, success in selling often comes down to the process. Using a sales cheat sheet has been one of the most effective ways I’ve found to get new employees up to speed, create a consistent experience for prospects, and consistently exceed sales goals. I like using a defined sales playbook supported by tried-and-true templates to build out a repeatable sales cycle that leads to predictable and scalable growth.
Strategic Planning and Management Insights
JUNE 18, 2024
Explore how SME Strategy partnered with Cascadia Consulting to develop a successful marketing strategy for fleet electrification.
Aepiphanni
JUNE 19, 2024
To capture a positive ROI in their finance operations, growth stage companies must address both compliance and strategic financial considerations
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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.
The Center for Sales Strategy
JUNE 20, 2024
In the world of sales, you are either a top performer or you're not! Yes, there are new salespeople and journeyman sellers, but the reality is that even these sales reps are going to be top performers or not. Top performers are driven, competitive, hard-working, positive, persuasive, and problem-solvers! They make the most of every day, every meeting, and every opportunity.
Customer Think
JUNE 2, 2024
Image source ECXO.org How to Develop a Comprehensive Employee Experience Program to Boost Your Company “Start with the needs of employees first. They may not stick around for long“ The article source: – [link] Introduction Developing a comprehensive Employee Experience program is essential for driving positive business outcomes.
MDI Training
JUNE 12, 2024
Photo credits: Jenny Theolin From Typewriters to AI: Leadership Over the Past 60 Years This was our Leadership Horizon Conference of 2024! Click here and immerse yourself in the Highlights. From Typewriters to AI: The Evolution of Technology and Leadership Over the Past 60 Years As we stand on the brink of a new era in technology and leadership , it’s crucial to reflect on the journey that has brought us here.
Hubspot Sales
JUNE 17, 2024
Welcome to Trends , a weekly newsletter with the zestiest business trends and actionable insights for entrepreneurs. This story was originally published in 2021 and updated with new data. Trendster Michael Martocci went to school to study finance. Instead, he ended up with a side project that would eventually make him millions. “My buddy and I wanted to get custom flags and shirts made to promote a location-based social media network that we were building on campus, and it just seemed super expe
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 SAMA Podcast
JUNE 12, 2024
Joining today’s episode is Rita McGrath, a bestselling author and distinguished faculty member at Columbia Business School, where she’s the Academic Director in Executive Education. Rita's groundbreaking book, The End of Competitive Advantage, challenged traditional thinking and offered a new playbook for navigating the ever-shifting business landscape.
Brooks Group
JUNE 13, 2024
Even the most cohesive organizations can experience sales team issues. Sales professionals (in general) tend to be confident, extraverted, and opinionated. Although some of these subjects might seem mundane to those who aren’t in a sales career , there are several topics sales professionals often have strong opinions about. Anything that directly impacts prospecting , presenting, closing , and compensation can turn into an impassioned debate among members of the profession.
The Center for Sales Strategy
JUNE 5, 2024
We know that top-performing salespeople are extremely driven to meet and exceed their goals. With that drive also comes the desire to continue to move up the ladder. As a leader, it’s natural to have these salespeople “next on this list” to move up when a position becomes available. But are all top-performing salespeople destined to become top-performing managers?
Customer Think
JUNE 26, 2024
Exceptional Design Enhancing Tech Adoption and Customer Experience Article source: [link] In the rapidly evolving landscape of technology, digital product design has emerged as a critical factor influencing adoption rates and overall customer experience.
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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.
Planview
JUNE 29, 2024
With so much happening in June, we want to outline important events at Planview with some employee insight. At Planview, ERGs (Employee Resource Groups) play a crucial role in creating connections and involving people in groups that pertain to people’s interests. Our ERGs, such as Planview Kaleidoscope, Pride, and Women at Planview, are actively organizing events and educating employees about their initiatives.
Hubspot Sales
JUNE 17, 2024
Salespeople often talk about using video, but most of them are afraid of it. Video can help you stand out from the crowd and differentiate yourself from other sellers — but it can be intimidating in the beginning. I mean, it's uncomfortable enough talking into a camera lens by yourself, much less knowing people will watch the video and judge your ability to talk to the lens.
OnStrategyHQ
JUNE 19, 2024
Understanding how you’ll measure success in strategic planning is one of the most pivotal elements of a successful and actionable strategic plan. But, we’re going to let you in on a little trade secret – measuring the right performance metrics and KPIs can be downright tricky, especially if you’ve been using them interchangeably without realizing they are different tools.
Flevy
JUNE 27, 2024
Most organizations struggle with Strategy execution. In fact, numerous studies from top consulting firms (including McKinsey, Bain, BCG) and Harvard Business Review have shown approximately 70% of strategies fail due to poor execution. Furthermore, organizations only realize about 60% of their strategies’ value. Having a Strategic Management Office –i.e.
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.
The Center for Sales Strategy
JUNE 11, 2024
Professional athletes have coaches. Oscar-winning actors have coaches. Pop icons have coaches. Wait!? Even people who have been in the business for a long time? Why do they need coaches? That’s easy! Top performers, whether they are professional athletes, Oscar-winning actors, pop icons, or sales professionals, are not content with just being good. They strive to maintain their edge, stay on top, and climb even higher.
Customer Think
JUNE 11, 2024
What is the employee experience and customer experience ROI connection? Let’s take a look at all the players and definitions. Business value is: — Created primarily by ALL non-customer-facing employees and suppliers. — Communicated by Marketing and Sales employees. — Fulfilled by Operations and Service Delivery employees and partners. — Rescued by Service Recovery employees.
Help Scout
JUNE 27, 2024
When writing CSS, the most common formats we use for expressing a color are either a hex code or an RGB value. But are they the best way? Learn to see color as an artist with HSL.
Hubspot Sales
JUNE 26, 2024
As a freelancer, I have to accept many types of payments from my clients. Some prefer to pay via credit card, while others can set up ACH payments for direct deposit. I’m not too picky about how they want to pay as long as I get paid. This is my approach because I want to make sure it’s as easy as possible for clients to pay. Not only does this help maintain a steady cash flow, but it also keeps my clients happy by removing any hassles.
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.
Kainexus
JUNE 12, 2024
In an era where efficiency and agility are paramount, Lean business transformation has emerged as a pivotal strategy for organizations aiming to streamline operations and enhance value creation. By adopting Lean principles, companies can significantly reduce costs, improve quality, and accelerate time-to-market. In today's dynamic business environment, the Lean method is prized for its adaptability across various industries, from manufacturing to services, and its ability to ensure that business
Flevy
JUNE 28, 2024
The concept of Core Competence was first introduced by C. K. Prahalad and Gary Hamel in 1990, in their article The Core Competence of the Corporation. Since then, this term has become part of the general business vernacular. Companies constantly claim various things to be part their “core competencies.” But, are these really Core Competencies?
The Center for Sales Strategy
JUNE 24, 2024
Electronics come with user manuals, food packaging comes with cooking instructions, furniture comes with assembly instructions, and clothing comes with care instructions. People are much more complex than the items you buy, yet people don’t come with instructions on how to get the best out of them. What if you knew how a person was wired before hiring or coaching them?
Customer Think
JUNE 20, 2024
OpenAI´s launch of GPT-4o marks a significant leap forward in LLMs (large language models) in regard to combining the capabilities of text, audio, and visual data processing. This comprehensive AI model promises to transform customer service.
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.
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