Account Manager Tips

SEPTEMBER 20, 2022

The client is not always right. In fact they're regularly wrong! And when they are wrong, for the sake of peace and customer retention, we say sorry. Until now. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. Vilnius rocks! 5 reasons you shouldn't apologize to your clients How to say sorry without saying sorry How to say sorry and mean it Worth a click Quote of the week.

Key Account Management 130

Key Account Management Account Management Management Meetings 130

CMOE

SEPTEMBER 13, 2022

Words hold implications and meanings that exist outside of their dictionary definitions. Although the words “team member” and “employee” can technically be synonymous, they have different meanings and feelings attached to them. The way that you discuss people and situations inherently affects how you and others approach and understand what you were talking about.

Communication 141

Communication Leadership Digitalization 141

Account Manager Tips

SEPTEMBER 28, 2022

Favorite clients? We all have them. We'd be besties if work wasn't in the way. But getting too close to your clients can be problematic. Find out why. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. When clients become friends the lines get blurred. Worth a click Quote of the week. When clients become friends the lines get blurred.

Key Account Management 130

Key Account Management Account Management Management Publishing 130

Red Star Kim

SEPTEMBER 12, 2022

How would you feel if you were suddenly diagnosed with a progressive, incurable, debilitating and potentially disabling disease? How would you cope with the sudden onset of a physical disability and all the mental stress it causes? They say that life happens when you are busy making other plans. I found navigating my business through Covid tricky enough.

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Transportation Management Government Meetings 264

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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 22, 2022

In the HubSpot Blog's recent survey of over 500 sales professionals, we tried to see what sales leaders hope to achieve when training reps and the top sales coaching tactics they use to get there — and our survey produced some interesting insight on both fronts. Here, we'll take a closer look at sales leaders' primary coaching goals — along with some perspective on the methods they use to achieve them.

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Software Sales Guru

SEPTEMBER 26, 2022

Which wins in an A/B test? Pitch Deck vs. Diagnostic Deck A buyer needs to understand your offering, so you should walk them through the Corporate Pitch deck in your first meeting, right? Here are seven observations from call recordings that compare these two approaches: Discovery calls that employ a Corporate Pitch Deck Discovery calls that use my Diagnostic Deck Since you may suspect that.

Software 130

Software Software Meetings Sales 130

CMOE

SEPTEMBER 29, 2022

Did you know that 5 in 6 employees feel disconnected at work? The reality is that any employee can struggle with connecting with their work teams, no matter what their schedules, occupations, and backgrounds are and regardless of whether they are working remotely, in house, or on a hybrid model. So, how can companies ensure that there is more engagement in work teams?

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Remote Working Meetings Organization Communication 131

Account Manager Tips

SEPTEMBER 15, 2022

The client is not always right. In fact they're regularly wrong! And when they are wrong, for the sake of peace and customer retention, we say sorry. Until now. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. Why key account managers need a personal brand Why I started to build my personal brand Step 1: Figure out your personal brand Step 2: Create a personal branding plan Step 3: Become a student of personal branding Join the Personal Branding Playbook I

Key Account Management 130

Key Account Management Account Management Media Publishing 130

Red Star Kim

SEPTEMBER 26, 2022

Last week I was joined by a group of marketing and business development (M&BD) Assistants (and some Executives) from law, accountancy, actuarial and consultancy firms for a half day PM Forum workshop on “Practical and professional skills for Marketing and Business Development Assistants”. From the discussions, exercises and polls they come across as impressive group.

Digitalization 147

Digitalization Media Marketing Communication 147

Hubspot Sales

SEPTEMBER 20, 2022

With social media, you can prospect at your fingertips — and sidestep the awkwardness of a traditional cold call. Of course, you can't afford to spend hours on social media each day, so which channels are worth your time? The HubSpot Blog surveyed 500+ sales professionals to uncover the best social media channels for prospecting. Read on to learn more about social prospecting, and discover which social media channels are most effective.

Media 124

Media Sales Meetings Marketing 124

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.

Software Sales Guru

SEPTEMBER 12, 2022

2 Rules for Selling to a Committee More often than not, large deals mean that you have to sell to a committee, rather than an individual buyer. In these situations, many salespeople fall back to using the corporate deck to present to the group. This is a mistake. Though the corporate pitch deck is designed to cover all bases, it does not account for the.

Software 130

Software Software Sales 130

The Center for Sales Strategy

SEPTEMBER 22, 2022

72% of the population wants hybrid work for the future, so more businesses are forced to adjust to this new setup. But finding a balance between working from home and being social can be challenging. For instance, you still need to conduct regular team meetings and manage different personality types. Thankfully attracting sales talent is only one part of the puzzle when shifting to a remote staff management strategy.

Management 118

Management Meetings Sales 118

Engage Selling

SEPTEMBER 2, 2022

???????????? Discover how to integrate social media into your sales strategy. Sales VPs ask me all the time whether sellers should utilize social media. And they ask that skeptically because … Read More. The post How to Integrate Social Media Into Your Sales Strategy first appeared on Colleen Francis - The Sales Leader.

Media 107

Media Sales Account Management Sales Training 107

Account Manager Tips

SEPTEMBER 11, 2022

Listen to this article. Every month I share a selection of popular titles to help with your professional development as a key account manager. Here are the book recommendations for September 2022. Table of Contents. 7 Rules of Power: Surprising—but True—Advice on How to Get Things Done and Advance Your Career Connect: Building Exceptional Relationships with Family, Friends, and Colleagues Thanks for the Feedback: The Science and Art of Receiving Feedback Well. 7 Rules of Power: Surprising—but Tr

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B2B Interpersonal Skills Key Account Management Government 130

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

Red Star Kim

SEPTEMBER 22, 2022

At a recent MBL workshop “Pick up the phone! Client service and sales opportunities for professionals in the digital age” some key issues emerged: Telephone skills: Anxiety, voice, etiquette and the client experience. Anxiety around picking up the phone. Delegates reported that they observed that there was more nervousness and some anxiety around picking up the phone.

Emotional Intelligence 130

Emotional Intelligence Communication e-Learning Digitalization 130

Hubspot Sales

SEPTEMBER 26, 2022

There's a sweet spot in sales. It's when a prospect's needs perfectly align with your offerings. But when you fail to find it, you end up chasing the wrong leads. The good news? More than half of sales reps saw improved lead quality this year. But one question remains: how did they do it? Let's look at a few strategies sales professionals are employing in 2022 to achieve better lead quality.

CRM 119

CRM Prioritization Sales Acquisition 119

PandaDoc

SEPTEMBER 28, 2022

A wide variety of possible price negotiation strategies exist but all of them have a common baseline. Customers often try to haggle at the last minute when it’s really too late to back out of previous agreements. And it’s quite hard to overcome such attempts loss-free. That’s why successful bargaining requires special knowledge of negotiation tactics and advanced negotiation skills.

Negotiation 98

Negotiation Profitability Decision-making e-Learning 98

The Center for Sales Strategy

SEPTEMBER 28, 2022

The world runs at a rapid pace these days. Twitter tells you in 280 characters, TikTok shows you in 10 minutes or less, and we want all the episodes of our favorite shows released all at one time! We’re impatient by nature, and we want the kind of solution that turns everything around now, including training our salesforce. While some of these quick hits may work in the short run, most are not sustainable, and they leave you needing more, especially in the world of employee development.

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Sales Training Sales 116

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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

Crank Wheel

SEPTEMBER 28, 2022

So what exactly is a lead vendor? What are the best health and life insurance lead vendors? How do you know which ones are the most suitable for you? Read on to find out more.

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Insurance 98

Account Manager Tips

SEPTEMBER 7, 2022

More and more companies expect their key account managers to be thought leaders. If you're smart, you'll start building your personal brand now. Here's how. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. Why key account managers need a personal brand Why I started to build my personal brand Step 1: Figure out your personal brand Step 2: Create a personal branding plan Step 3: Become a student of personal branding Join the Personal Branding Playbook In ot

Key Account Management 130

Key Account Management Account Management Management Media 130

Zendesk

SEPTEMBER 7, 2022

Change is the only constant in the retail service industry. That’s certainly been true in the past several years, when a record number of customers flocked to online channels to do their shopping. Almost overnight, retailers big and small had to adapt to a whole new way of serving their customers digitally. For retailers to compete in today’s crowded market, they need to create excellent customer relationships in all the places people shop—online and in brick-and-mortar stores.

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Retail Digitalization Customer Experience Profitability 98

Hubspot Sales

SEPTEMBER 6, 2022

According to HubSpot’s 2022 Sales Strategy Report , the third most popular goal for sales professionals in 2022 is prioritizing relationships with existing customers over new ones, and they’ll do so through upselling and cross-selling. In this post, we’ll discuss everything you need to know about: Upselling, Cross-Selling, and Down-Selling: What Reps are Doing.

Prioritization 119

Prioritization Sales Communication 119

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

Strategic Planning and Management Insights

SEPTEMBER 23, 2022

Words: 1063. Reading time: 5 mins.

Leadership 98

Leadership 98

The Center for Sales Strategy

SEPTEMBER 8, 2022

Over 13 million workers hold sales or sales-related positions in the United States. Any experienced sales professional knows that the key to generating leads is sales prospecting. In sales, it's crucial to focus on potential customers that are likely to buy your product. Not only does prospecting generate more leads, but it also ensures that you're selling to someone interested in what you're selling.

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Sales 114

Crank Wheel

SEPTEMBER 14, 2022

Top 12 tips to gain incredible referrals in telesales

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Account Manager Tips

SEPTEMBER 7, 2022

Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. When clients say "price" they really mean value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week. When clients say "price" they really mean value "You're too expensive" or "I can get more, for less, somewhere else" Ever heard that before?

Value Proposition 130

Value Proposition Key Account Management Negotiation Account Management 130

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

Zendesk

SEPTEMBER 6, 2022

Given the current volatile and uncertain market conditions, it’s difficult to push for growth and investment in the customer experience (CX). The temptation to maintain the status quo is strong. But don’t do it. The service landscape may be stark, but we can’t stop making CX a priority and investing in areas where the impact can influence business growth.

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Decision-making Prioritization Business Growth Organization 98

Hubspot Sales

SEPTEMBER 16, 2022

A job in sales is exciting, with plentiful career opportunities and development paths. As you grow, you may have the opportunity to progress into a sales director role. In this position, you’ll be responsible for growing profit and overseeing the sales team’s operations. In this article, you’ll learn what it takes to become a sales director, what skills you need to be promoted, and what the role involves.

Sales 115

Sales Negotiation Acquisition Communication 115

MDI Training

SEPTEMBER 26, 2022

How to become resilient? Your personal superpower. Meeting the challenges in the VUCA/BANI world. In this article you will get an insight into key competencies as well as starting points to strengthen your own resilience. Concrete reflection questions and tips for implementation will let you become a “pro” of your own superpower. VUCA & BANI.

Leadership 97

Leadership Digital Transformation Management Digitalization 97

The Center for Sales Strategy

SEPTEMBER 26, 2022

Finding talented salespeople has never been easy. Finding naturally talented salespeople has always been more difficult than finding successful sellers. Far too often, we confuse success with talent. We go after the big name at the big competitor who has some big sales numbers. Experienced salespeople tend to have bad habits that follow them. We default to looking and hiring experienced salespeople over inexperienced talented salespeople because it's easier.

Sales 113

Sales 113

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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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