Account Manager Tips

NOVEMBER 11, 2023

A key account management strategy helps you optimize the relationship between you and your most valuable clients. Find out how to create one, the easy way.

Key Account Management 203

Key Account Management Account Management Management 203

Upland

NOVEMBER 27, 2023

Why do you need to know your customer? You need to know your customer because customers buy outcomes. They aren’t in the market for products or services. They aren’t buying just to buy. They’re on a mission to solve a problem, fill a gap, or capitalize on an opportunity. The product or service you’re selling is the method or tool they will use to get there.

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Account Manager Tips

NOVEMBER 4, 2023

Get the conversation started with the 45 best questions to ask your client to get to know them, reveal new opportunities and hidden risks.

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The Center for Sales Strategy

NOVEMBER 21, 2023

How we work and live has changed in unprecedented ways over the last few years. We have experienced both the benefits and the challenges of remote, hybrid, and return-to-office work models, and most have strong opinions and preferences on the subject.

Leadership 99

Leadership 99

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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

Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. You'll learn why a focused and intentional account management strategy is essential for net revenue retention and account expansion. Why Account Management Matters In sales, closing deals and prospecting often steal the spotlight from account management and customer retention.

Account Management 96

Account Management Management Client Relationships Business Growth 96

Red Star Kim

NOVEMBER 13, 2023

It was good to meet the private client lawyers – some recently promoted to head of department – for a workshop on “ Managing and growing your private client practice” earlier this month. This post summarises the key themes discussed, provides an additional learning resource for the delegates and includes further information – as promised – to some of the questions posed by delegates.

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Software Sales Guru

NOVEMBER 13, 2023

A New Normal in Sales A newly hired executive sat in on a sales call as part of his onboarding. He said, “This customer was very forthcoming. Far beyond normal. They told us everything. Pain. Cost of doing nothing. Their exact list of decision criteria. Budget. Process.” The call was recorded and we reviewed it with the sales team. The new team member thought he.

Sales 130

Sales Onboarding Software Software 130

Account Manager Tips

NOVEMBER 11, 2023

A key account management strategy helps you optimize the relationship between you and your most valuable clients. Find out how to create one, the easy way.

Key Account Management 130

Key Account Management Account Management Management 130

The Center for Sales Strategy

NOVEMBER 1, 2023

Have you ever hired someone who seemed perfect on paper, but ended up being a terrible fit for your team? What about someone who blew you away during the interview process, but then turned out to be a totally different person once you brought them on board? If we each had a crystal ball to gaze into, the hiring process would be so much easier. Instead, hiring the wrong person is oftentimes a tough learning experience.

Management 128

Management 128

Customer Think

NOVEMBER 22, 2023

Customers’ prosperity is your path to prosperity. For your solutions serving their needs, their funding serves the needs of employees, partners, and investors. Inversely, customers’ hardships (lack of prosperity) are extra costs for you, either to resolve their issues or to expand sales with new customers.

Investors 122

Investors Sales Customer Experience 122

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.

Red Star Kim

NOVEMBER 9, 2023

Being easy to read, short and jargon-free The Strategy Book (FT Publishing, 2012) is a considerable achievement bearing in mind the subject matter. I deliver and facilitate strategy workshops and it’s always good to be able to recommend strategy books to delegates. This one is equally helpful for experienced leaders and students first grasping the principles of strategic thinking.

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. In plain English, this is a way to look at a whole situation in context – the root cause of the problem and possible solutions – and to come at the problem from different directions at the same time. The reason you’d do this is because there is rarely one right answer, or one performance lever to pull, that will deliver the maximum performance improvement with a sal

Acquisition 130

Acquisition Sales Decision-making Account Management 130

Hubspot Sales

NOVEMBER 20, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Clients aren’t buying like they used to. AI and the pandemic threw a wrench in the typical sales funnel that companies have now realized is too outdated to consistently bring in the profits they want to see. That’s why branching into new territory is more important than ever.

Artificial Intelligence 122

Artificial Intelligence Decision-making Profitability Sales 122

Nutshell

NOVEMBER 20, 2023

Email templates are one of the best ways to make your outreach more efficient, keep your messages consistent across your team, and improve outreach effectiveness over time. That’s why we’re excited to introduce a new email report that will give you insight into the types of emails your team is sending and how many emails each team and user is sending.

Organization 120

Organization Management Marketing Sales 120

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

SBI Growth

NOVEMBER 21, 2023

The beginning of 2023 marked the start of more conservative spending for CEOs, which is likely to continue until the year ends. But expense management is only one part of the equation: leaders must look elsewhere if they want to hit their financial targets. Based on SBI’s survey data, revising how productive their go-to-market (GTM) teams are and finding solutions to raise that benchmark is what’s going to make the difference here.

Publishing 118

Publishing Management Marketing 118

Customer Think

NOVEMBER 9, 2023

Customer journey maps are a key component of customer experience strategy and planning. But what are they? What information do they provide? And, how should they be used? Depending on who you ask, a customer journey map is a process or a visual tool.

Customer Experience 121

Customer Experience 121

Red Star Kim

NOVEMBER 24, 2023

For over 20 years I have attended and reported on the annual Professional Marketing conference. Sometimes I have also presented sessions. The latest conference was reported in the winter edition of PM Magazine. Thanks to editor Matt Baldwin for his assistance. The theme of the 28 th conference this year was “ Harness the power within your firm – creating stellar marketing for the future”.

Digitalization 130

Digitalization Leadership Marketing Brainstorming 130

Sales Readiness Group

NOVEMBER 22, 2023

Success in sales demands more than a distant target. It requires a clear roadmap and smaller victories along the way, or, in other words, subgoals. Let’s explore what subgoals are, their role in achieving your sales targets more effectively, and how a 4-step framework can help you manage your team’s performance.

Sales 118

Sales Management Sales Management 118

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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

Hubspot Sales

NOVEMBER 14, 2023

Did you know NASA plans to build houses on the moon by 2040 ? This means that in 17 years, you might be selling space voyages. Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) and more about how we'll sell them. This is largely influenced by the changing expectations of buyers, which have seen considerable shifts in the past few years.

Energy and Utilities 122

Energy and Utilities Media Sales Publishing 122

Nimble Business Success

NOVEMBER 20, 2023

This Thanksgiving, at Nimble, we’re serving up a feast of productivity insights in an effort to show you How to Avoid Having Too Much on Your Plate. As we gather around the table to celebrate gratitude, we’re dishing out invaluable tips to express our thankfulness to our audience. We reached out to several industry leaders […] The post How to Avoid Having Too Much on Your Plate appeared first on Nimble Blog.

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Account Manager Tips

NOVEMBER 26, 2023

This vital guide reveals differences between customers vs clients. It busts common myths and shares strategies to strengthen business relationships and revenue.

Key Account Management 113

Key Account Management Client Relationships Account Management Management 113

Revegy

NOVEMBER 28, 2023

The B2B enterprise landscape has undergone a significant transformation over the years, with organizations placing a heightened emphasis on their customers. With the advent of digital technology, businesses have had to adapt to an increasingly complex environment characterized by more decision-makers, longer deal cycles, higher pricing points, and a plethora of competing channels.

B2B 108

B2B Software Software Digitalization 108

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

Red Star Kim

NOVEMBER 17, 2023

At training workshops, people often ask me for case studies of successful marketing and business development strategies and campaigns at professional services firms. Both to support their competitor analysis and to see what good strategies and campaigns look like. I scour publications and awards to pick up as many as I can. Here I summarise brand, referrals, research, key account management (KAM) and new service development case studies.

Marketing 130

Marketing Key Account Management Innovation Account Management 130

Sales Readiness Group

NOVEMBER 12, 2023

Sales forecasting is not just another corporate chore. It is the cornerstone of informed decision-making and the financial roadmap that keeps your organization on course. However, many managers wonder if they need to take on this responsibility. Let’s explore who should be in charge of sales forecasting, why it is so important, and how to engage your team to gain unique insights.

Sales 118

Sales Decision-making Organization Management 118

Hubspot Sales

NOVEMBER 27, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. There are a lot of standard qualities most companies look for when recruiting sales professionals. Businesses want candidates who check the traditional boxes — goal-oriented, optimistic, coachable, persuasive, and so on. While those are all key bases to cover when recruiting salespeople, there are some lesser-considered elements that, in my experience, make for truly ideal s

Meetings 119

Meetings Banking Sales Prioritization 119

Sales Gravy

NOVEMBER 10, 2023

In the competitive world of sales, adopting the right mindset is crucial for success. On this episode of the Sales Gravy podcast, Jeb Blount spends time with Dre Baldwin, a former professional basketball player in the NBA turned business guru to discuss why sales professionals who adopt a pro athlete mindset have greater success. Journey from the Court to the Boardroom Dre's journey from the basketball court to the boardroom offers invaluable lessons for sales professionals.

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Negotiation Sales Prioritization 108

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

Account Manager Tips

NOVEMBER 1, 2023

Overwhelmed as a key account manager? Discover the power of delegation to manage your workload effectively.

Key Account Management 113

Key Account Management Account Management Management 113

Revegy

NOVEMBER 30, 2023

Compared to its finance, marketing, and logistics counterparts, sales has traditionally been a laggard regarding digital technologies, and for good reason. According to the Harvard Business Review, despite most digital technologies’ promises to help sales reps increase pipeline volume and velocity, the opposite often proves true because many companies implement a multitude of point solutions. […] The post AI Transformed: 4 Ways AI is Rapidly Changing Sales appeared first on Revegy.

Logistics 107

Logistics Finance Digitalization Sales 107

Red Star Kim

NOVEMBER 2, 2023

As an fan of Challenger sales (and the variant Insight Selling Insight selling – building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. His research on rainmaker best practice is helpful for those providing sales training and coaching to lawyers, accountants and other knowledge-based professionals.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

The Center for Sales Strategy

NOVEMBER 14, 2023

Most of us have posted so much on social media, it’s hard to remember it all. But the internet doesn’t forget. When was the last time you did a brand audit of yourself? If you’re a professional in sales or leadership, will your online brand send the message you want?

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Internet Leadership Media Sales 107

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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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