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?. Welcome to Episode 74. I get to speak to a lot of account managers who work in creative agencies. And I get a lot of questions about how they can progress their career, how they can be better at the account management role, and some of the key things that are most important when it comes to being more efficient and more effective in the role. And I sometimes get people who are frustrated that they’re not progressing fast enough, that they really want to get promoted.
One might think that any organization with leadership and employees dedicated to continuous improvement would slowly trend toward success. However, it takes more than a desire to implement positive change to get there. Continuous improvement is part of a strategic process that advances critical goals and objectives. Organizations that demonstrate operational excellence are aligned and working toward the same ends.
Seven key drivers of strategic account management to helps SAMs leverage customer insights and co-create value in the face of industry disruptions. The post The Essential Seven Factors for Unlocking Strategic Account Growth appeared first on Strategic Account Management Association.
Interesting tidbit: the concept of a sales funnel dates back to Chicago meatpackers in the late nineteenth century. Even then, the Armours, Swifts, and Morrises of the world were tinkering with the best strategies for selling their products to other businesses. In many ways, the fundamental challenges of selling remain the same for the modern B2B sales funnel.
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Most people in hiring roles are having the conversation: How am I going to find someone to fill my vacant roles? The problem is real, and for some, it’s overwhelming. Here are four options to consider.
Source: Content Marketing Institute and MarketingProfs (This month's Research Round-Up reviews some of the major findings from the latest content marketing survey by the Content Marketing Institute and MarketingProfs. This research has b.
Re-Diagnose Need or Not? In my tip, Sales Up in a Down Economy?, I talked about how salespeople can win deals by demonstrating to the buyer that their new purchase will be put to good use. While you may not think managing the implementation is part of your job as a salesperson, it’s worth your while to stay involved. By helping Customer Success understand what.
Re-Diagnose Need or Not? In my tip, Sales Up in a Down Economy?, I talked about how salespeople can win deals by demonstrating to the buyer that their new purchase will be put to good use. While you may not think managing the implementation is part of your job as a salesperson, it’s worth your while to stay involved. By helping Customer Success understand what.
I keep an eye out for examples of great marketing campaigns by professional service firms as I use case studies in my training workshops. So here’s a legal marketing case study – Thought leadership campaigns at Howard Kennedy (relationship breakdown and business agility). Relationship breakdown and the workplace. Relationship breakdown and the workplace (howardkennedy.com).
By 2025, an estimated 256 million U.S. shoppers will make digital purchases — meaning over 88% of the US population will be shopping online in just a few years. Now is the time to brainstorm ecommerce business ideas that can turn into a digital empire. That can be challenging in a crowded marketplace where there appears to be an infinite number of existing businesses for just about any offering you can imagine.
Managing an organization is enough work on its own. If you're determined to grow your sales talent and, therefore, business profitability, you have even more work ahead of you. The good thing is that this article is the best way to get started when growing your sales team. Don't underestimate the value of a reliable and dedicated sales team, either.
I recently spoke with a sales leader who saw a dramatic increase in his team’s close rate, increasing from 34% to 54% over the last twelve-month period -- not bad! So how did this sales leader improve his team’s close rates?
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.
No matter what you’re selling, the customer experience (CX) is a key brand differentiator. While we used to think of “brand” as a company’s logo or tagline, today it represents so much more. Your brand is the sum of every interaction an individual has with the business; it’s not just an ideal but a living, […].
This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness. Check our blog next week for the newest installment, or subscribe for updates straight to your inbox.
Organizations turn to different sources of gaining Competitive Advantage and outperforming their rivals. In the past, leading multinationals with diverse portfolio of product or service offerings used to have assets, positions, and economies of scale serve them as sources of advantage. However, nowadays, leading industry players employ an entirely different course to attain Competitive Advantage.
This article “Soft skills revisited – with a leadership perspective” has just been published on Lexology. Back in July 2020 I shared some research insights from my book “ Essential Soft Skills for Lawyers ” which generated significant interest – not least from the associated nine-minute video explaining “soft” skills featuring the Worry Monster.
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.
I started this year with a post about 5 Elements to incorporate into a B2B buyer-driven experience (BDX). During the year, I’ve talked about what to incorporate and how to use BDXs to build momentum toward buying. As we do the work to get closer to our buyers and evolve our buyer-driven experiences, it’s important […].
How can I actively share knowledge as a leader? Knowledge management – I know that I know (nothing). How do you deal with knowledge management as a leader? What do we really know and how can we use it to our best advantage? . Mentoring & Knowledge Management. Our MDI partner Anita Berger focuses on mentoring and knowledge management. We asked her a few questions on this topic and came up with some exciting approaches.
You just closed out Q4 and blew it out of the water. But before you have a minute to relax, a new year starts. You get brand new goals to meet, and they’re significantly higher than last year's. It’s no wonder that a new year can make sales reps feel exhausted. It’s like finishing a marathon only to be asked to run a second, longer race immediately afterward.
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.
There’s an old saying, going back centuries: “You can lead a horse to water, but you can’t make it drink.” One of my very smart clients said he had a mentor who quoted that old saying, but then added, “This is why I always look for thirsty horses.” I’ve been smiling about that ever since. […].
As part of my job, I have the great privilege of talking to our employees and learning more about what led them to their current roles, what excites them today, and where they hope to grow—and go—in the future. In advance of Veterans Day 2022, I spoke to employees located in the U.S. who have served in the military, many of whom are active participants in our veteran employee community.
As a business leader, you want your projects to generate a return on investment. So before you begin any new venture, it’s a good idea to complete a feasibility study. Feasibility studies help to determine the success (or failure) of your proposed project or plan. These types of studies help you make better, informed business decisions. As a result, you can save time and money by starting a plan or a project that you know has a high ROI.
SBI’s last CEO growth advisory board meeting of 2022 was held last month, and the conversation followed two big themes - recession and talent. CEOs in attendance are fielding questions about cost-cutting measures, and most are shifting operating expenses from compensation and Customer Success into Sales and Product. CEOs in attendance also agreed that pricing increases were not to be feared.
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Every customer has their own unique needs. Often, delighting the customer means extending the relationship beyond the customer success team. Connecting them with the right technical subject matter expert, product leader, or C-level executive could make a major impact, particularly when customers are experiencing challenges. Or, they may just want to know that they have […].
Value stream management (VSM) is about helping teams work smarter and faster, but how do you begin? At our recent Planview Accelerate Customer Conference, the Lead Scrum Master at a Fortune 100 financial services organization shared their best practices for starting VSM in an organization. Below is a summary of the presentation, including practical, tactical tips for using flow.
“Boss” is a broad term with responsibilities that can differ vastly based on industry, organizational structure, and more. But when it comes to being a good boss, there are key elements that hold true whether you’re a tenured CEO, new frontline manager, or something in between. In this multi-part series, we share the most important characteristics and tactics that lead to success as a boss.
As global data protection and privacy regulations continue to evolve, it’s important to understand how Service Data is processed and stored by the vendors you work with, to ensure that your Service Data is safe, and that your systems help you to meet global compliance regulations. The Schrems II decision around EU-US data transfers in 2020 put security considerations into the limelight, but the truth is that building and protecting customer trust has always been paramount at Zendesk.
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
I’ve come to the realization recently after seeing several demos of various CCaaS (Contact Center as a Service) platforms that there’s a flaw in the whole selling process. And I don’t think it’s the fault of the fine sales folks or even the software vendors they represent. During the course of the demo, they show […].
Most small businesses don’t have the big budgets that big brands have. Yet they need to make an impact through their marketing and communication efforts. That, obviously, can be a challenge. Digital marketing, though, represents significant opportunity for small businesses. Digital marketing is important to small business because it is easily accessible, cost effective, and has a broad reach.
As technology changes, so must our sales approach and related sales technologies. The standards of the sales industry changes rapidly, and it can be challenging to keep ahead in the face of these alterations. Despite the difficulty, effective sales managers are strong leaders that can adapt to any situation to help guide their salesforce through troubled and uncharted waters.
Its definitely the hardest task to select the right gifts for the sales development you care about and are closest to your heart. And, when you think about gifting something special to the salesperson in your team or your office, you should help them to improve their efficiency for sure. This year at LinkedFusion, we have created a list of top software gifts that will make the lives of the sales person easy at their workplace and help them generate more revenue, manage client relationships and u
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.
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