Strategic Account Management Association

JANUARY 25, 2022

Pfizer is the winner of the 2021 SAMA Excellence Award for “Innovative Value Co-Creation.” The winners of the 2022 Excellence Awards will be announced at the SAMA Annual Conference May 23-25 in New Orleans. By Emily Williams, Strategic Account Manager , Pfizer. This is the story of how I led a project with my integrated account team to support a process for a key customer to efficiently and effectively triage appropriate patients out of the emergency department so that they could receive proper

Healthcare 400

Healthcare Co-Creation Stakeholders Account Management 400

Holden Advisors

JANUARY 25, 2022

Spoiler alert: Lowering prices on a high-value product in a competitive market will rarely drive long-term growth. Here’s what to do with your competitive pricing strategy instead. Consider this: Your company sees an untapped market and invests the time and resources to develop a new product. Think of Netflix’s streaming services developed after their video delivery model , or Apple’s smart phones in addition to their computers.

Marketing 195

Marketing Customer Value Profitability Innovation 195

Engage Selling

JANUARY 25, 2022

If you want to close more deals faster, it’s important to make your buyer part of the solution. Confused about what this means, exactly? Let me explain. Primarily, they want to co-create the solution with you and be a part … Read More » The post Close More Deals With This Strategy first appeared on The Sales Leader.

Sales 159

Sales Sales Leadership Sales Management Leadership 159

Software Sales Guru

JANUARY 31, 2022

Relationships Take Too Long “I see the value of relationships, but sometimes I think that takes too long.” This statement was made by a salesperson in a Software Sales Bootcamp, and raised a key point of how to establish rapport with a buyer. I’ve listened to thousands of hours of sales calls, and I’ve heard salespeople try to break the ice by starting out with.

Software 147

Software Software Sales 147

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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

Customer Think

JANUARY 22, 2022

Python, an open-source programming language, was released in 1991 by Guido van Rossum. Over the years, Python has grown to become one of the most popular programming languages used in both academic & commercial environments. Everyone knows that Python is the best programming language to use when creating an application from scratch. It effectively eliminates […].

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The Center for Sales Strategy

JANUARY 10, 2022

The pandemic has brought about numerous changes in the way we work and interact within our organizations, and it has also affected the way we develop, deliver, and assess employee training. There has long been a push to incorporate more technology into training programs and the last two years have acted as the accelerant needed to push learning and development to new levels.

Organization 140

Organization 140

Holden Advisors

JANUARY 19, 2022

In the world of sales, it’s easy to get caught up in the possibilities of an unsolicited RFP. But , if you find yourself dealing with procurement, you might want to save your energy. Some years ago, out of the blue, I was invited to participate in an RFP for a $13 billion apparel company. If you're unfamiliar, an RFP is a Request for Proposal by a company looking to hire someone to complete an important task for them.

Procurement 195

Procurement Decision-making Marketing Management 195

Engage Selling

JANUARY 28, 2022

Are you being intentional in how you define your professional character? So far in this series that looks at the four big, cold-hard facts that are radically reshaping the sales landscape today, I’ve talked about time-based branding and why it’s … Read More » The post Professional Character: Define it for Today’s Buyer first appeared on The Sales Leader.

Sales 150

Sales Sales Leadership Leadership 150

Software Sales Guru

JANUARY 17, 2022

The Problem with Safety Nets I was watching David Rubenstein interview Noubar Afeyan, the co-founder of Moderna, when David asked Noubar why so many start-ups were founded by immigrants. Noubar replied that if you were uprooted from your home, especially forcibly as he was from his native Lebanon, you have no sense of entitlement. He said that a sense of entitlement is only possible if.

Software 147

Software Software Sales Management 147

Customer Think

JANUARY 10, 2022

“Digital transformation isn’t about tech for tech’s sake – it’s about using technology to achieve business goals.” – Teresa Torres Do you know? 87% of organizations claim to have profitable results after implementing digitization in business. Indeed this digitization has proved to be a boon for businesses. With the immediate business shut down in the […].

Digital Transformation 145

Digital Transformation Digitalization Profitability Organization 145

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.

Hubspot Sales

JANUARY 12, 2022

Revenue and profit are two of the most prominent, crucial metrics every business needs to track if it wants to understand its performance, forecast effectively, and spend wisely — among a host of other key functions and activities. Each term is distinct in its application and measurement, but despite those differences, the two concepts are often conflated.

Profitability 131

Profitability Manufacturing Marketing Sales 131

SBI Growth

JANUARY 12, 2022

The “war for talent” dominated headlines and SBI client conversations across 2021, with attrition rates ranging from 25-60%, and leadership teams scrambling to both backfill open roles and future-hire sufficient headcount to achieve growth goals.

Leadership 133

Leadership 133

Account Manager Tips

JANUARY 22, 2022

Why Don't Clients Make Decisions (and How to Help Them Commit) As a key account manager, your goal is to keep your clients happy and satisfied with your solutions. But it's hard to get to that point if those clients never make a decision. You do all the right things but they're still holding back. What's going on? Tweet. 0. Share. 0. Pin. 0. Share. 0.

Decision-making 130

Decision-making Key Account Management Account Management B2B 130

The Center for Sales Strategy

JANUARY 6, 2022

All sales managers know that it’s important to have a full staff of salespeople in order to hit your goals. But you know how risky and ineffective it is simply to hire anyone who can fog a mirror. It’s essential to hire only the right people. When searching for the right talents, skills, and experience , strong sales managers recognize that talent is primary.

Sales Management 128

Sales Management Management Sales Sales Training 128

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

Software Sales Guru

JANUARY 3, 2022

12 Sales Resolutions for the New Year We all know that most resolutions fail because people often call out large goals without an understanding of what it takes to achieve them. Rather than saying that this year you want to sell more, or make money, focus on small changes that will help you achieve big results. Use this list as a suggestion to brush up.

Sales 147

Sales Software Software 147

Customer Think

JANUARY 17, 2022

As technology advances, so does everything else. No business is immune to this, and that includes the customer service industry. Customer service roles are under much pressure these days to find new ways of dealing with complaints efficiently while still providing high-quality support. It’s also important for companies to monitor the stories being said about […].

Artificial Intelligence 145

Artificial Intelligence 145

Help Scout

JANUARY 27, 2022

One of the best steps any SaaS company can take to improve customer retention is an investment in customer success.

Customer Success 124

Customer Success 124

Hubspot Sales

JANUARY 3, 2022

Your CRM manages customer and lead relationships and provides context about their challenges, goals, stage of the buyer’s journey, past conversations, purchase history, and more. If you’re a HubSpot user , your CRM is also connected with your sales, service, marketing, and operations software. Meaning your CRM can power your entire business. But what about your online business and your need for conducting payments?

CRM 124

CRM eCommerce Sales Software 124

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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

Groove HQ

JANUARY 13, 2022

We've curated the 15 most important customer support skills to help you and your team thrive in this position. The post 15 Most Important Customer Support Skills with Examples appeared first on Groove Blog.

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119

The Center for Sales Strategy

JANUARY 5, 2022

In his book The Goal —author and business management guru Eli Goldratt—focuses on a concept called the theory of constraints. This theory states organizations have constraints (or bottlenecks) that negatively impact performance. The process of identifying the most significant constraint and utilizing resources to eliminate the constraint is part of the process to improve performance.

Sales 128

Sales Organization Management 128

RAIN Group

JANUARY 19, 2022

When it comes to solving what may appear to be an intractable problem, sellers and sales managers are often at a loss for how, exactly, to lead the problem-solving process.

Sales Management 119

Sales Management Management Sales 119

Customer Think

JANUARY 23, 2022

Designed to enhance the overall customer experience, AI-powered chatbots are widely used across industries, including financial services and insurance, telecommunication, Ecommerce and healthcare. Chatbots today are experiencing tremendous growth, and this is only expected to continue. The global chatbot market is projected to grow at a compound annual rate of approximately 25% through 2026.

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Customer Experience Telecommunications Insurance eCommerce 138

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

Help Scout

JANUARY 5, 2022

The new year brings new opportunities to create the customer experiences we all want to deliver. Here are our predictions for customer service trends in 2022.

Customer Experience 116

Customer Experience 116

Engage Selling

JANUARY 21, 2022

Are you creating a clear and purposeful pathway to achieve goals? Unfortunately, this is something most salespeople fail to do. They simply set the goal, but they don’t create the pathway to achieve it. How to Create a Pathway to … Read More » The post Creating a Pathway to Achieve Goals | Sales Strategies first appeared on The Sales Leader.

Sales 115

Sales Sales Leadership Leadership 115

Flevy

JANUARY 24, 2022

A question faced by many business leaders in today’s dynamic, uncertain, and changing business environment is: Is our organization “Fit for Growth?” In most cases, unfortunately, the answer to this question is “no.” Reasons include the manner in which costs are managed and resources deployed. The fundamental question needed to be asked is: how to assess whether the organization is Fit for Growth ?

Banking 111

Banking Organization Management Meetings 111

The Center for Sales Strategy

JANUARY 18, 2022

BBQ and business acumen. Traditionally, those two items don't go together, but for this story, one is the key to the other. I started in sales in 1993, straight out of college. I didn't have a lot of work or life experiences that I could draw from as I worked with business owners helping them to improve their businesses' performance. I did my best reading the Wall Street Journal, the business section of the local paper, and reading the latest business books to help grow my knowledge of business.

Sales 124

Sales 124

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

RAIN Group

JANUARY 11, 2022

Tell me if you’ve heard this one before: “Put me in front of ten buyers and I'll close seven of them. All I need is more meetings.” I hear this from sellers all the time. They're convinced they'll get the hits if they just get more at-bats. But where are those at-bats going to come from? No salesperson ever hit home runs by sitting back and waiting for the phone to ring or their email to ding.

Sales 115

Sales Meetings 115

Customer Think

JANUARY 19, 2022

Being out-of-touch is totally in, QR codes are quickly finding a new home and robots are strolling the line between novelty and value. This is what retail innovation will look like in 2022. Funding for retail technology reached a record $29 billion in the first quarter of 2021, as retailers and tech companies sought to […].

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Retail Innovation 137

Help Scout

JANUARY 12, 2022

Follow these nine startup customer service tips to get started creating an excellent experience for your prospects and customers.

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Engage Selling

JANUARY 14, 2022

Today’s sales landscape is a radically different one from just half a decade ago. It’s not just that it’s increasingly digital and that everyone keeps on adapting quickly to the global pandemic. Those are symptoms. There are deeper tectonic shifts—years in … Read More » The post How Time Has Changed in Today’s Sales Landscape first appeared on The Sales Leader.

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Sales Digitalization Sales Leadership Leadership 112

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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