Strategic Account Management Association

MARCH 29, 2022

This article is based on a panel discussion that took place involving Frederic Kahn, Vice President Global Sales at Wavelength Pharmaceuticals; Alessio Arcando, Professor at Bologna Business School and former Director of Strategic Key Accounts for West Europe for 3M; and Harvey Dunham, Managing Director for Strategy and Marketing at SAMA. Their conversation has been … Continue reading Sustaining profitability: Measuring and quantifying the ROI of a strategic account management program.

Account Management 520

Account Management Profitability Management Marketing 520

Holden Advisors

MARCH 3, 2022

A reverse auction may land you a new client, but if you are the incumbent, it may be better to say no. Here’s why. Recently, one of my clients was informed that the services they provided for a very large customer were going to a reverse auction, and they wanted my help coming up with a price. My first question to their team was: “Are the services and support you provide for this customer a commodity?”.

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Procurement Manufacturing Decision-making Negotiation 195

Engage Selling

MARCH 25, 2022

The Triad Tempo is a strategy that yields impressive results for your team and business. What is it exactly? One of the most important shifts in today’s sell-to marketplace is … Read More. The post Triad Tempo: Creating Quality Engagement first appeared on Colleen Francis - The Sales Leader.

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Sales Sales Leadership Sales Management Leadership 151

SBI Growth

MARCH 2, 2022

If you are a transitioning sales leader, welcome, the clock is ticking… Faced with rigorous pressure to emerge victorious coming out of the gate, the average tenure for a Chief Revenue Officer is a mere 19 months. Your success will be measured by how well you define and execute the revenue growth for your company. You need to develop a strategy with a clear execution plan that will be ready for the first major organizational interaction, whether it be a board meeting or QBR.

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Stakeholders Sales Meetings 150

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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

Software Sales Guru

MARCH 28, 2022

The Tie Down In one of my recent Software Sales Bootcamps, one of the participants mentioned that all the sales training he’d had up to that point conditioned him to get the potential buyer into a “yes” mode. The theory is that if they say yes once, they will say yes again. Getting them to agree with you on a small point, opens up the. Read more. The post The Tie Down appeared first on Software Sales Gurus.

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Sales Training Software Software Sales 147

The Center for Sales Strategy

MARCH 1, 2022

To pick someone up has been used as slang, according to Dictionary.com, since at least the 1600s. Today's pick-up line means a rehearsed remark to strike up a conversation with the goal of pursuing a more gratifying relationship later. Many salespeople have a rehearsed line meant to initiate a relationship with a prospect to satisfy their need to make another sale.

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Sales 135

Hubspot Sales

MARCH 19, 2022

The goal of any sales organization is, ultimately, to increase revenue. Which means the goal of any effective sales leader is to inspire and motivate their sales team to hit, or exceed, their revenue targets. However, a results-obsessed environment can quickly become unhealthy, particularly if your team feels the pressure to hit a certain number by any means possible.

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Sales Environment Sales Prioritization Organization 133

Engage Selling

MARCH 4, 2022

Using technology will make you a more effective and efficient seller in today’s marketplace. In fact, it can make your entire organization more profitable. And there are three main reasons for this. 3 Reasons Technology Will Help You Become a … Read More » The post Becoming an Efficient Seller in Today’s Marketplace | Sales Strategies first appeared on The Sales Leader.

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Profitability Sales Organization Sales Leadership 138

SBI Growth

MARCH 9, 2022

A few weeks ago, SBI Research shared a chart highlighting the reasons why top-performing SalesTech is falling short of desired outcomes after the investment. This has been a significant pain point facing revenue growth leaders and is magnified by the lack of adoption of critical tools. Based on a survey of nearly 100 B2B companies, this week’s chart displays a detailed view of what the typical SalesTech stack looks like and how companies perceive the tools in which they’ve invested.

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B2B 138

Software Sales Guru

MARCH 14, 2022

Money Before Technology I will argue that you should talk to a buyer about money before you talk about technical details. Believe it or not, buyers are on board with this idea. It’s salespeople who aren’t. Doing a quick analysis and getting a buyer’s input on whether it makes financial sense to move forward is a much quicker process than dealing with technology.

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Software Software Sales 147

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.

The Center for Sales Strategy

MARCH 21, 2022

Making a first impression with your potential clients is vital to getting ahead. When you make that cold contact, you want to ensure that they'll want to buy from you. A part of this is using the right method to reach out to your contacts. Which is better, cold calls or sales emails?

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Sales 131

Strategic Account Management Association

MARCH 2, 2022

By Gordon Galzerano, Co-Founder and Managing Partner, Timberwilde Consulting Group. We are all in a race to attract, develop and retain top talent for our organizations. Our aspiration, I believe, should be to create a workforce that reflects the incredible diversity of our customers, our partners, our suppliers and our community. But before I delve into what leaders can do to make this happen, I want to share some context for why it’s important.

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Emotional Intelligence Innovation Suppliers Leadership 400

KAM With Passion

MARCH 17, 2022

This post is the first one of a series aimed at exploring how best-in-class organisations structure their approach to acquire, retain and grow customers. I invite you to read the whole post and then to download the 3 Complementary Capabilitie s one-pager that summarises the thinking behind this post with a single graphic. Introduction: When KAM is the wrong answer to a real problem.

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Key Account Management Account Management Co-Creation Global Accounts 130

Hubspot Sales

MARCH 22, 2022

A sales contract defines a relationship between two parties. A lot of time and effort is spent creating them, and this happens through a process called contract negotiation. In this post, learn about the key stages of contract negotiation, strategies for running a smooth negotiation, and scenarios where it makes sense to negotiate your contracts. Sales contracts are legally binding, so negotiation is often necessary to ensure everyone will get their needs met.

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Negotiation Acquisition Manufacturing Communication 126

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

RAIN Group

MARCH 16, 2022

The best sellers do more than just close sales. They reshape buyer thinking and drive change through the value they provide. We call this insight selling , and it hinges on the concept of cognitive reframing.

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Sales 126

Engage Selling

MARCH 18, 2022

? How can you differentiate yourself and beat the competition? I’ve noticed how common it is for us as sellers in today’s marketplace to assert that we’re different from our … Read More. The post How to Beat the Competition | Sales Strategies first appeared on Colleen Francis - The Sales Leader.

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Sales Sales Leadership Leadership 126

The Center for Sales Strategy

MARCH 14, 2022

Perhaps as a sales manager or sales executive, you have pondered the question, "Is it time to restructure my sales operation?". When you're not getting the results you need from your sales team, it's certainly tempting to consider restructuring how you're going to market.

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Sales Sales Management Marketing Management 126

SBI Growth

MARCH 16, 2022

As commercial leaders are being pushed to grow at unprecedented rates, recent SBI research suggests that 57% of their highest-performing sellers are pursuing other opportunities. While neither sales processes nor SalesTech impacted sellers’ intent-to-stay in this same study, the tools a team uses can have a direct impact on a seller's pipeline volume, their sense of territory fairness, and their satisfaction with professional development — the three areas with the greatest impact on seller reten

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Sales 125

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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

MARCH 11, 2022

If you run an e-commerce business, focus on these best practices to facilitate growth. The post 25 E-commerce Best Practices to Take Your Online Store to the Next Level appeared first on Groove Blog.

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Facilitation 119

Hubspot Sales

MARCH 1, 2022

Closing calls are a big deal, and, because they’re so important, they’ve acquired a certain mystique. They aren’t anything to fear, though, because the right phone sales technique can help you close the deal and drive it home every single time. Below is a nine-step closing call sequence that’s served me well for years. How to Close a Sales Deal on the Phone. 1.

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Value Proposition Negotiation Procurement Onboarding 124

RAIN Group

MARCH 2, 2022

As one of the final steps to close a sale, the proposal presentation is essential to answering lingering questions, demonstrating impact, and connecting with decision makers. While there are several things to keep in mind for the presentation itself, just as important is the preparation you do before the meeting. Asking key questions of your buyer and working with your internal team will give you the edge you need to outshine your competition.

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Meetings Sales Management 118

Flevy

MARCH 30, 2022

In this article, we will go on a journey… a journey for your Business Model. As we all know, innovative Business Models can reshape industries and drive tremendous growth. In fact, if executed successfully, Business Model Transformation can make organizations resilient in the face of Disruption and create Growth unbounded by the limitations of its businesses.

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Innovation Value Proposition Profitability Customer Value 111

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

The Center for Sales Strategy

MARCH 15, 2022

Successful social selling can lead to significant growth for your business. In fact, the right tactics can do more than sell products, but provide a foundation of credibility and confidence that will bolster your brand as a whole. This all sounds very appealing, but how can you actually go about enhancing your own social selling efforts? Let’s look at a few methods that separate the pros from the rest of the pack.

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Help Scout

MARCH 18, 2022

Want to declutter your sales and support inboxes and drive more revenue? Explore these nine email collaboration software platforms for 2022.

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Software Software Sales 111

Groove HQ

MARCH 24, 2022

Get free templates and examples of customer support emails that wow customers, improve retention, and enhance brand reputation. The post 2022 Guide to Support Email Templates & Examples appeared first on Groove Blog.

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Hubspot Sales

MARCH 16, 2022

When it comes time to price your products or service, you may be struggling with the numbers. "Helpful" advice like, "Well, how much do you want to make?" can cause you to bring your pinky finger to your lips and exclaim, "One million dollars!" Unfortunately, while that would be lovely, it’s not realistic for most businesses. What’s more realistic is understanding how your customers perceive the value of your product and asking them what they’d be willing to pay for it.

Profitability 124

Profitability Manufacturing Marketing Meetings 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

Engage Selling

MARCH 29, 2022

Discover four prospecting habits for success! When salespeople are stuck or in a slump, many of them tend to…wait. That’s right, far too many sellers just wait for things to … Read More. The post 4 Prospecting Habits for Success first appeared on Colleen Francis - The Sales Leader.

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Sales Client Relationships Communication 109

Flevy

MARCH 14, 2022

The current ever-changing and increasingly connected world demands taking an amplified approach to Innovation and Innovation Management. The conventional method of innovating locally and distributing the product or service globally is now being questioned more and more. Effortless availability of unparalleled knowledge, essential for Innovation, is one key factor in bringing the traditional approach into question.

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Innovation Banking Decision-making Organization 111

The Center for Sales Strategy

MARCH 23, 2022

Being a great manager is tougher than being a great salesperson. Think back to when you were a new manager, what was one piece of advice you wish you knew back then, that you now know? Here’s what a few of our experts at The Center for Sales Strategy said.

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Management Sales Sales Leadership Leadership 122

Sales Gravy

MARCH 30, 2022

The buyers in procurement are professionally trained to negotiate. Salespeople not so much. This can put you at a huge disadvantage with you are forced to negotiate with them. But not anymore. On this fascinating Sales Gravy Podcast episode, Jeb Blount who is the author of the sales negotiating book INKED and Mike Landers an ex-procurement buyer turned sales trainer teach you the secrets to playing to win, when negotiating with procurement.

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Procurement Negotiation Sales 106

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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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