Strategic Account Management Association
OCTOBER 28, 2020
By SAMA Editors. The winners of the 2020 SAMA Excellence Awards demonstrate the amazing things that happen strategic account management is enshrined at the center of a company’s business strategy. The details of what each of our winners accomplished (and how they did it) differ based on their size, history of account management, business drivers and strategic goals.
Upland
OCTOBER 13, 2020
There’s a reason that the “murder board” offers such a strong visual representation of a case and is seen in some of our most favorite crime-shows. When a detective puts photos of all the suspects and their associates on a wall with strings mapping out details and relationships, it’s a great way to visualize how the characters relate to each other as part of a more extensive investigation.
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SBI Growth
OCTOBER 22, 2020
At this point in 2020, all your competitors have undergone some variation of a “digital transformation” to supplement an end-to-end data-driven, Customer Experience (CX) focused digital sales strategy. A recent study conducted by KPMG found that over 90% of companies.
Engage Selling
OCTOBER 15, 2020
Is your team getting virtual communication right? Communication in 2019 meant something different than it does in 2020.
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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.
Openview
OCTOBER 19, 2020
The post OpenView Venture Partners raises $450M for sixth fund, its largest to date appeared first on OpenView.
RAIN Group
OCTOBER 21, 2020
To succeed in sales, you need a steady stream of new opportunities entering the pipeline, whether it's with new clients or existing accounts. That's not as easy as it used to be, given that people are now working, buying, and selling virtually, and many organic opportunities to create sales opportunities have disappeared.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
PandaDoc
OCTOBER 14, 2020
The Request For Proposal (RFP) process is broken, flawed, and disorganized. It is a complicated business routine that is vital to companies progressing, expanding, and forging partnerships where both sides win. When you’re down in the weeds, entangled in the messy process, it can be hard to figure out how to make improvements. Luckily, technology is our saving grace.
SBI Growth
OCTOBER 11, 2020
The software industry has experienced more disruption in the last 6 months than in the previous 10 years. With an increased need for online purchasing, content management, payment processing, and more, leading software CEOs have navigated changes in demand drivers.
Engage Selling
OCTOBER 9, 2020
Your customer today is in a tough spot when making decisions. If you’re a seller trying to convert new prospects into buyers, you’re feeling the effect.
The Center for Sales Strategy
OCTOBER 20, 2020
Salespeople in different industries encounter different questions and objections, right? Wrong. Your products and services may affect the minor details of objections, but Google the phrase ‘most common sales objections’ and you’ll find most sellers face the same objections from their leads. Whether it’s price objections, the prospect isn’t interested, or “now isn’t a good time,” sellers often encounter the same types of questions and objections during the sales process.
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.
RAIN Group
OCTOBER 7, 2020
Imagine this: You're in a live sales meeting in a conference room with three decision-makers, and one of them, while you're talking, pulls out their phone and starts responding to text and email messages. They continue to check the news and start fiddling on social media. You even hear a light snicker.
Hubspot Sales
OCTOBER 5, 2020
It’s almost become a cliché at this point, but it’s true: people want to buy from who they know, like, and trust. And the way to earn that status is to focus on building and maintaining relationships that go beyond the transactional nature of simply closing a deal. Even in these "uncertain," "unpredictable," "new normal" times we’re living in, relationship building is critical to winning sales.
Corporate Visions
OCTOBER 22, 2020
Your audience is looking at your content to inform their buying decisions. But how will they remember your message if it looks the same as most other content they see? The post Marketing Visuals: Can Your Audience See the Difference? appeared first on Corporate Visions.
Nutshell
OCTOBER 19, 2020
There is no greater feeling than nurturing a lead into a paying customer—especially when it’s a lead you didn’t have to pay for. B2B marketers rely on SEO , or search engine optimization, to generate high quality leads at very low cost through organic search. This process starts with publishing content on your site based around strategic keywords, having potential customers find your content by searching for those keywords, and then converting those visitors into leads. .
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
Engage Selling
OCTOBER 29, 2020
It’s easy to get “bogged down” by our daily tasks, calls, meetings, emails, coaching, and so on.
KAM With Passion
OCTOBER 27, 2020
Why a new blog on sales performance? Aren’t there already a lot of them? To answer this question, let’s use an analogy. Greek and Roman statues were painted. And yet, until recently, hardly anyone knew it. Why was this? Because as early as the 15th century in Italy and the 18th century in Greece, when interest in ancient statuary began, collectors and archaeologists invented and imposed the myth of the white statue.
RAIN Group
OCTOBER 28, 2020
At their core, top-performing salespeople are change agents. They recommend, advise, and assist buyers (what is typically known as consultative selling ), and they aren't afraid to push when it's in the best interest of their buyers. Indeed, top sellers are Insight Sellers. These people make five cases to ensure the value proposition for each buyer is as strong as it can be.
Hubspot Sales
OCTOBER 20, 2020
If you’ve worked in sales, you know that your performance is based on a single premise: you have to want to sell. Prospecting effectively, rebounding quickly from rejection, and dealing with difficult customers won’t happen if your heart’s not in it. With 95% of sales performance attributed to your mental state , positivity — and its transformative power — becomes your biggest lever for success.
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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.
Account Manager Tips
OCTOBER 13, 2020
Share. 0. Tweet. 0. Share. 0. Pin. 0. Is your business and your key account management team growing fast? Do you feel like you're always playing catch-up and never have time for important projects, like developing processes that drive business growth or creating career paths for your key account managers? In this interview, key account management expert, Laura Cuello shares practical advice to help you set up your key account management team for success.
Nutshell
OCTOBER 5, 2020
As technology becomes increasingly integrated into our everyday lives, marketing efforts have shifted accordingly. Marketing through the digital medium is highly effective, but the barrier to entry is lower than ever. This results in a space filled with heavy competition from other brands and a lot of noise that you have to battle if you are going to capture the attention of your customers.
Engage Selling
OCTOBER 23, 2020
It’s incredibly frustrating. Ride-along coaching ought to be a powerful tool at the disposal of every leader in a sales-based organization today. But, many still don’t use it properly and their sellers—and sales—suffer the consequences.
KAM With Passion
OCTOBER 7, 2020
The terms Account Management (AM) and Key Account Management (KAM) appear in a lot of business conversations and articles. Listening or reading carefully often leads to the same conclusion: There is a lot of confusion around these 2 terms. First, what people mean with each of them can vary tremendously which leads to misunderstandings. Second, the difference in nature and goals between AM and KAM is often not clear and this amplifies the confusion.
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
OCTOBER 6, 2020
The “old days” when we just showed up on someone’s doorstep or dropped into their inbox or voicemail weren’t really all that long ago, were they? The reality is these time-tested cold calling methods were already losing their effectiveness before the pandemic shutdown sent everyone home from the office. Still, changes in prospect behavior have accelerated, given the trials of the last six months.
Hubspot Sales
OCTOBER 26, 2020
Of the many sales metrics that businesses track, none is scrutinized more closely than the prized win rate. When a company has clearly defined win rate criteria, calculates its win rate frequently, and takes insight-based action to improve win rate, it is setting itself up to turn a higher percentage of prospects into customers. Before we get to a few tips for improving win rate in your company, let's revisit the definition of a win rate, explain how to calculate it, and remind you of a few best
SBI Growth
OCTOBER 31, 2020
For market-leading software companies, the changing economic conditions have had a positive effect on the bottom line. But this has not been without their fair share of challenges, especially for those facing a high growth environment.
Nutshell
OCTOBER 30, 2020
With in-person events temporarily postponed due to health concerns, virtual event platforms have taken center-stage in 2020. If you’ve been online at all in 2020, you’ve seen an advertisement promoting a virtual event. It makes sense. After all, in-person events are a no-go right now because of COVID-19. But maybe you’ve thought to yourself, “What is a virtual event anyway?
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.
Engage Selling
OCTOBER 30, 2020
I recently referred a friend to my insurance provider. Disappointingly, when she called the insurance provider, the receptionist provided wrong information and told my friend that no agents were available to further assist her because everyone was working from home.
Sandler Training
OCTOBER 15, 2020
Everyone wants to know what business closed today. Or this week. Or this quarter. But is that really all we should be asking? Make no mistake. These are all critical key performance indicators (KPIs). It’s worth noticing, though, that what closed today, this week, and this quarter all are lagging indicators. Arguably more important in… The post Sandler Research Center Report: Pipeline Health appeared first on Sandler Training.
The Center for Sales Strategy
OCTOBER 12, 2020
Are you one of the 63% of businesses that have problems getting traffic and leads? Or are your salespeople part of the 44% that give up after one rejection? It happens to everyone in sales. You connect with a prospect, conduct a needs analysis, maybe even give a stellar presentation, but something happens along the way, and the prospect stalls. Do you know it takes six to eight follow-ups for sales leads to convert to paying customers?
Hubspot Sales
OCTOBER 14, 2020
Social media is used by businesses across all industries to reach their target audience members. For example, you might hear about a company using Instagram to market their products, LinkedIn to share industry expertise and insights, or Facebook Messenger to respond to customer service queries. Less frequently do we hear about social media being used by sales reps as a way to identify, connect with, educate, nurture, speak to, and convert prospects — this process is known as social selling.
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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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