Strategic Account Management Association

NOVEMBER 30, 2020

What does cybersecurity have to do with you? If you’re selling digital solutions, the answer is: Everything. Steve Mustard, President and CEO of National Automation and President of the International Society of Automation, explains why SAMs should care. Listen to this episode of The SAMA Podcast here. The post What every SAM should know about cybersecurity: An interview with International Society of Automation’s Steve Mustard appeared first on Strategic Account Management Association

Cybersecurity 400

Cybersecurity Account Management Digitalization Management 400

Engage Selling

NOVEMBER 20, 2020

Salespeople, business leaders, and shareholders thrive on having reliable and realistic sales targets. Without them, you can’t possibly gauge performance. Setting those sales targets, more importantly, hinges on being able to consistently anticipate the future.

Shareholders 171

Shareholders Sales Sales Leadership Leadership 171

SBI Growth

NOVEMBER 14, 2020

Marketing leaders have faced numerous difficulties over the past year, but one challenge is not exclusive to just 2020—sales and marketing alignment. Getting this correct is more imperative now than ever before and can make-or-break your growth strategy. Ultimately, companies.

Marketing 159

Marketing Sales Meetings Customer Experience 159

The Chapman Group

NOVEMBER 9, 2020

By: Denny Chapman Jr. At first I thought that these situations were isolated incidents – Senior leaders in critical/strategic accounts either declining meetings with the strategic account manager, and pushing them down the organizational chart to meet and speak with other (less powerful and influential) team members… or current contacts not enabling conversations with their leaders.

Account Management 148

Account Management Value Proposition Suppliers Meetings 148

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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

NOVEMBER 30, 2020

Most of your business’s prospective customers will not buy from you instantly. You cannot simply introduce someone to your products or services once and expect that they will go the rest of the way by themselves. Unfortunately, this simply isn’t true. The first point of contact is important, of course. You never get a second chance to make a first impression.

Decision-making 144

Decision-making Sales Meetings Stakeholders 144

Nutshell

NOVEMBER 25, 2020

Email marketing is the dominant channel for marketing communications when measured by ROI, reach, cost, etc., and the gap continues to widen. Don’t get left behind. Before email marketing was commonplace, marketers used advertisements, fliers, coupons, and other distributed promotions in order to build their audience and reach potential customers. Basically every lead-generation strategy from events to discounts was just considered “marketing.”.

Marketing 144

Marketing Publishing e-Learning Decision-making 144

RAIN Group

NOVEMBER 24, 2020

The in-person buying and selling experience usually goes something like this: You show up to your buyer's office, where they greet you and offer you coffee. You accept, and walk together to the kitchen, discussing your trip in and how the day's going. You chat around the coffee pot for a few minutes about the local restaurant you visited last night.

Meetings 137

Meetings Virtual Selling 137

SBI Growth

NOVEMBER 18, 2020

As a sales leader, it is necessary to understand the performance levers which impact your bottom line. One encompassing metric that can help you understand these levers and improve sales effectiveness and efficiency in 2021 is Sales Velocity. Deciphering your.

Sales 154

Sales Acquisition B2B Marketing 154

The Center for Sales Strategy

NOVEMBER 11, 2020

Many large-scale surveys routinely find time management skills are among the most desired workforce skills, but also among the rarest skills to find. It comes as no surprise that one of the biggest challenges sales leaders face is time management. And while there are many articles and time management tools readily available, there’s also the old-fashioned sales calendar.

Sales 134

Sales Management 134

Hubspot Sales

NOVEMBER 9, 2020

One of Hollywood’s most famous depictions of the sales world is found in Glengarry Glen Ross. Alec Baldwin’s character, Blake, is the epitome of the high-powered, low-empathy, money-driven salesperson, and gets what he wants through fear, intimidation, and profanity-laced speeches. After threatening and terrorizing a group of salesmen (no women allowed in this boiler room), Blake gets to his point – salespeople should "ABC": Always Be Closing.

Decision-making 144

Decision-making Sales Stakeholders B2C 144

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.

Account Manager Tips

NOVEMBER 27, 2020

Are you struggling for Christmas gift ideas for the key account manager in your life? Don't worry, I got you covered. If you want to show appreciation to a colleague or just treat yourself - there's something for everyone and every budget in this Christmas gift guide: key account management edition! If you're looking for #ChristmasGiftIdeas check out this holiday gift guide: key account management edition.

Key Account Management 130

Key Account Management Account Management Digitalization Innovation 130

KAM With Passion

NOVEMBER 11, 2020

How are strong relationships built? By talking to each other and by making sure that conversations are meaningful to both parties. What is true in the private life is true in business as well, especially between a supplier and their customers. As a company, business unit or sales leaders, here are a few facts to keep in mind: First, In B2B, on average, 70% of revenue comes from existing customers.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Nutshell

NOVEMBER 19, 2020

There are moments in your professional life when panic overwhelms you—moments when you feel as if someone threw a cold blanket over your shoulder while whispering, “ you are in big trouble. ”. When you open an email you sent to your marketing list and see something that’s glaringly wrong—an important link is broken, the merge fields aren’t working, you’ve misspelled your own company name in the subject line—you know you’re in one of those please-tell-me-this-isn’t-happening moments.

Marketing 127

Marketing Software Software Prioritization 127

SBI Growth

NOVEMBER 24, 2020

Customer Success has become the focus of many organizations and answers questions such as “how do I retain my customer?” And “how do I grow within my current customer base?” To ensure your organization is focused on the right CS.

Customer Success 146

Customer Success Organization Onboarding Customer Experience 146

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

The Center for Sales Strategy

NOVEMBER 24, 2020

Your role as a leader is to drive your people toward your ambitious culture. How do you do that? You must connect with people! When COVID-19 closed gyms, 58% of trainers lost some of all of their income, and 23% were furlough or laid off ( PR Newswire ). How did one gym manage to gain more members now than pre-COIVD? Episode 4 of the Improving Sales Performance series with Tony Hartl, founder of Crunch Fitness Austin and Planet Tan, provides listeners with a few secrets of how he’s getting new m

Sales 130

Sales Management 130

Hubspot Sales

NOVEMBER 26, 2020

Every sales manager has some degree of legitimate dedication to both their company and professional development. That's a big part of how you get to be a manager in the first place. Those qualities are almost a given in sales management, but the very best managers don't stop there — they exhibit some other key traits and behaviors that take their management skills from good to great.

Sales Management 143

Sales Management Management Construction Sales 143

Account Manager Tips

NOVEMBER 9, 2020

Is there anything worse a key account manager has to do than tell clients about a price increase? You're between a rock and hard place. Your company says to get the price rise across the line while your clients refuse to accept. Now what? . Idea in brief. Preparation Planning is everything when telling clients about a price increase. Define the context, your communication strategy, negotiation tactics and contingency plans in the event of an escalation.

Negotiation 130

Negotiation Account Management Key Account Management Communication 130

KAM With Passion

NOVEMBER 11, 2020

For the first KAM WITH PASSION Seen on the Web selection, I have chosen posts of three of my favorite sales practitioners and bloggers. Each of the three, always writes thoughts-provoking articles. You will probably see a lot from them in future issues of this selection. The themes covered in these 3 posts touch on some fundamental aspects of complex sales.

B2B 130

B2B Sales Management Sales Management 130

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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

Sandler Training

NOVEMBER 14, 2020

Are “Relationships” really relevant to the sales profession? The post In Relationships, the Key is Trust appeared first on Sandler Training.

Sales 126

Sales 126

SBI Growth

NOVEMBER 29, 2020

While the Business Services industry saw comfortable growth preceding the pandemic, only a select few market leaders have been able to accelerate growth since the crisis began. Their secret lies in their ability to execute dynamic, cross-functional revenue plans. On today’s.

Business Services 142

Business Services Marketing Meetings Customer Experience 142

The Center for Sales Strategy

NOVEMBER 23, 2020

"If you don't know your numbers , you don't know your business." — Marcus Lemonis. "It's a numbers game, but I don't which numbers" — Average Salesperson. Okay — I made-up the last quote, but it's still true. Too many times, I meet with sales managers and salespeople who firmly believe that sales is a "numbers game" , but they have no idea what numbers they need to know or even what numbers they should be tracking.

Sales 129

Sales Sales Management Meetings Management 129

Hubspot Sales

NOVEMBER 18, 2020

Sales leaders, be honest — you're curious about what your peers are up to. This year has been unconventional (to put it lightly) and leaders have been faced with challenges that they likely haven’t seen at other points in their careers. The ability to share information with other leaders, or to ask "how are you managing?" is invaluable. However, that’s far easier said than done when you’ve got work to do.

Sales Leadership 142

Sales Leadership Leadership Sales B2B 142

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

Nimble Business Success

NOVEMBER 26, 2020

This has no doubt been one of the most difficult years for many people and businesses. I’m sure I’m not the only one suffering from COVID PTSD, and we’re not out of the woods yet. With so much uncertainty in the world, we wanted to take a moment to reflect on what this year has […]. The post Reasons to be Thankful Despite the 2020 Madness appeared first on Nimble Blog.

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KAM With Passion

NOVEMBER 3, 2020

You are a sales or company leader and you see the consequences of the sanitary crisis: a very tough sales environment. You know that this will continue for a while and will happen again in the future. So, what do you plan to do about it? Sales and company leaders, imagine you are a ship captain. For a few minutes, imagine you are the captain of a large cargo ship.

Account Planning 130

Account Planning Sales Value Proposition Sales Management 130

Engage Selling

NOVEMBER 27, 2020

We’re approaching that time of year. And while this year will likely look much different than any year in recent memory, here are some client gift giving ideas to keep in touch with your customer base.

Account Management 125

Account Management Communication Sales Management Management 125

SBI Growth

NOVEMBER 12, 2020

While the world innovated rapidly and continually adopts many advanced technologies, the sales environment is still catching up. In most cases, face-to-face selling was the top method or process, allowing for strong relationship building, effective communication, and the ability to.

Sales Environment 137

Sales Environment Innovation Communication Sales 137

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

The Center for Sales Strategy

NOVEMBER 3, 2020

For some, the benefits of working from home are plenty. However, working from home is not for everyone, and experts say there are potential negative side effects to consider, such as feelings of isolation, loneliness, and disconnect. It’s estimated that 46% of employees don’t know what to do after a meeting — leading to confusion, frustration, and unproductivity.

Communication 125

Communication Meetings 125

Hubspot Sales

NOVEMBER 4, 2020

Not everything is meant to be. Sometimes, you might find yourself pursuing something that doesn't materialize — no matter how badly you want it to or how hard you try. Not every minor league baseball player makes it to the MLB. Plenty of scientists dedicate a significant portion of their careers studying a potential chemical reaction — only to find it's not actually possible.

Logistics 141

Logistics Organization B2B Meetings 141

Groove HQ

NOVEMBER 4, 2020

These five elements of customer service lay the foundation for company growth, client success, and customer happiness at growing small businesses. The post 5 Essential Elements of Customer Service to Guide Your Growing Business appeared first on Groove Blog.

Small Business 119

Small Business 119

Nutshell

NOVEMBER 26, 2020

“If the only prayer you said in your life was ‘Thank you,’ that would suffice.” —Meister Eckhart (1260-1328). 2020 has been weird. For nearly a year, the pandemic has kept people mostly sheltered in their homes. Companies have gone out of business while Amazon’s value climbed to 1.5 trillion dollars, and mobile apps have become substitutes for trips to grocery stores and restaurants.

Advertising 118

Advertising Digitalization Media Decision-making 118

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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