Account Management Skills

SEPTEMBER 11, 2023

Results of a study have come out called “Building trust and revenue with existing clients” The Jan 2023 study was US-based so if you have US clients, you’ll find this compelling. But even if you don’t, hopefully it’ll make you think about your client’s budget. The key findings One of the key findings was “59% of respondents say their organisation has increased an agency’s budget allocation mid-year” The top reasons given were they: a) Saw success on a particular marketing activity an

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Account Management Management Account Growth Decision-making 52

Account Management Skills

SEPTEMBER 13, 2023

Do you struggle to think ahead about your clients? I speak to multiple account managers (AMs) every day. ‘Hybrid’ AMs (project managing as well as responsible for account growth) particularly struggle. They struggle to find time to think about how else they could be bringing value and coming to their clients with new ideas or relevant intel gathered from research.

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Account Management Management Account Growth Client Development 52

SalesGlobe

SEPTEMBER 12, 2023

Unlocking the Growth Potential in Your Strategic Accounts Effective account planning is essential to growing the organization’s strategic accounts, which typically comprise most of the organization’s revenue and growth potential. However, many sales and operations teams have lost the purpose and impact of account planning and have fallen into a rote process of filling out forms and creating slides, becoming jaded by the perfunctory procedures of the past.

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Account Planning Procurement Decision-making Manufacturing 52

SmartKarrot

SEPTEMBER 11, 2023

Participant Demographics We asked Key Account Management professionals to gain their insights on present challenges and the opportunities they envision through the adoption of automated and intelligent solutions? In your experience, what are the top priorities of a Key Account Management team? How well do you believe the systems and processes in your current organization align with supporting your role in Key Account Management?

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Key Account Management Account Management Management Client Relationships 10

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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

SBI Growth

SEPTEMBER 13, 2023

If you’ve been following recent SBI content on annual planning, you may have already seen some key takeaways from SBI research on how CEOs are shifting their focus to selling to the existing customer base to accelerate revenue growth. Market trends are showing signs of accelerating demand, and for companies to take advantage of this, there needs to be robust account segmentation in place.

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Sales Marketing 71

Red Star Kim

SEPTEMBER 14, 2023

I posted this on LinkedIn on 13 th September. It received such a warm and enthusiastic response that it was suggested we consider a series highlighting the giants of professional services marketing and business development. So here’s the spotlight on Richard Chaplin, PM Forum and Managing Partners’ Forum. What’s the longest time you’ve sustained a professional relationship?

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Management Leadership Innovation Government 130

Hubspot Sales

SEPTEMBER 11, 2023

When you’re working deals, mastering the art of closing is essential. However, the pressure associated with a traditional closing approach can be daunting, especially for new sales representatives. Unfortunately, many reps don't actually have a closing strategy to help support their process … and if they do, they’re uncomfortable bringing it up. You want to get to a yes or no quickly and not have deals stall, drag on, lose excitement, or change scope.

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Meetings Decision-making Software Software 126

Account Manager Tips

SEPTEMBER 15, 2023

Trapped in reactive account management? Get tips to be proactive and transform client relationships, unlock sales opportunities and gain strategic partner status.

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Account Management Client Relationships Management Sales 113

Force Management

SEPTEMBER 14, 2023

It’s no secret selling in the B2B SaaS market got a little harder over the past several quarters. Now more than ever, organizations are looking for ways to gain an edge, keep pipelines healthy, and identify which prospects are most likely to land.

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B2B Organization Marketing Negotiation 103

ClearPoint Strategy

SEPTEMBER 12, 2023

Still struggling to produce monthly reports? Take a peek into report automation.

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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

SEPTEMBER 15, 2023

As a small business owner, you toggle between marketing, sales, operations, and customer service daily — and sometimes within the same hour. To serve your customers without dropping the ball, you need a tool to help you track and manage all of your relationships. What you need is customer relationship management (CRM) software. If you think a CRM is an expensive tool only for large businesses, think again.

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Small Business CRM Software Software 122

Peter Simoons

SEPTEMBER 10, 2023

The research into alliance failure and success rates continues to display a broad spectrum of figures. The figures range from a mere 20% alliance failure rate at best, to a daunting 80% alliance failure rate at worst. It is this notably high alliance failure rate of 80% that sparks disbelief! This prompts one to wonder whether companies would genuinely invest in something they believe has a 4 in 5 chance of failure?

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Government Communication Innovation Management 98

Brooks Group

SEPTEMBER 14, 2023

Why Is Sales Coaching Important for Revenue Growth? Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. One-on-one coaching is an essential way to supplement group training sessions, with topics that are tailored for each individual. Sales managers and coaches provide individual team members with the advice and support necessary to address areas of development, enabling them to improve and consistently contribute to

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Kainexus

SEPTEMBER 14, 2023

According to a study conducted by the International Quality and Productivity Center (IQPC), businesses that prioritize process improvement experience an average of 20% increase in operational efficiency within the first year of implementation. Over five years, these organizations typically see a 40% reduction in production defects, a 30% decrease in operational costs, and a 25% boost in customer satisfaction.

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Profitability Prioritization Organization 92

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

Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. This approach was characterized by comments like, “I think you're doing a great job, but.” Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Instead, it left them with the lingering thought that their manager perceived them as a poor performer.

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The Center for Sales Strategy

SEPTEMBER 11, 2023

Why am I obsessed with quarterly reviews? It's quite straightforward. Clients who implement them almost always gain a clearer understanding of what each Account Executive (AE) needs to succeed. And AE’s who actively participate in them, coming prepared with a review of the last quarter’s performance and a plan for the upcoming quarter, are more engaged and prepared for success than those who don’t.

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Sales 90

Vantage Partners

SEPTEMBER 12, 2023

What is a holistic leader? We’ve worked with hundreds of organizations implementing leadership development training, and we believe the most effective leaders act along three dimensions: They lead self, they lead others, and they lead the business. One leadership element that cuts across each of these dimensions is the desire to create and nurture wellness.

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Customer Think

SEPTEMBER 12, 2023

Rapid technological advancement and shifting consumer preferences have marked the last five years. Businesses now find themselves at a crossroads in the realm of customer service. Email has long stood as a stalwart among various communication channels, offering a reliable medium for customer-company interactions.

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Innovation Communication 81

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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

SEPTEMBER 13, 2023

Wouldn't it be great if you could look into a crystal ball and find out just how much revenue your company will generate in the next quarter? Or fiscal year? Or in the next 3-5 years? It turns out you can do that through sales projections. However, projecting sales is riddled with uncertainty because you‘re trying to estimate revenue generated from leads that you haven’t yet captured.

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The Center for Sales Strategy

SEPTEMBER 13, 2023

It can be tough to find top talent! Not only do you have to find that talented person, you also have to convince them to come on board with your organization. Why should they choose you over the other competitors? As a sales manager, you have the task of finding the best candidates who can drive revenue and help your business grow. Your employer brand can make a big difference.

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Vantage Partners

SEPTEMBER 12, 2023

What is a holistic leader? We’ve worked with hundreds of organizations implementing leadership development training, and we believe the most effective leaders act along three dimensions: They lead self, they lead others, and they lead the business. One leadership element that cuts across each of these dimensions is the desire to create and nurture wellness.

Leadership 83

Leadership Communication Business Planning Organization 83

Customer Think

SEPTEMBER 10, 2023

In a recent article, I wrote about the benefits of a customer-centric culture, but I also mentioned the challenges of deliberately designing such an organization. How does one overcome these challenges? Read on to find out. The post Five Ways to Solve Your Customer-Centricity Challenges appeared first on CX Journey™.

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Organization Customer Experience Leadership 81

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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

Hubspot Sales

SEPTEMBER 13, 2023

It’s official. The world is changing. Customer needs are shifting. And these days, the “volume over value” approach to prospecting just doesn’t work for expanding companies and sales teams. Instead of scaling effectively, they wind up with more and more on their plates—which means they have less and less time to actually do what they do best—connecting with their customers.

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The Center for Sales Strategy

SEPTEMBER 12, 2023

Four months are remaining in 2023. Yes, you read that correctly. And with only a few months left in the year, boosting sales motivation is crucial for achieving your annual targets and ending the year on a high note.

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Sales 85

Vantage Partners

SEPTEMBER 12, 2023

Today’s leaders need to approach leadership on multiple levels — namely, as leaders of themselves, of their teams, and of the business. Through the integration of these three dimensions, leaders have the foundation to successfully thrive amidst uncertainty and complexity and drive their teams and the organization forward. The leader of self is self-aware, possessing emotional intelligence, demonstrating trustworthiness, and building one’s resilience for the turbulent voyage of leading through ac

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Leadership Emotional Intelligence Suppliers Stakeholders 83

Customer Think

SEPTEMBER 14, 2023

The probability of gain results in trust, while the probability of failure results in distrust. But between the two lies an element of uncertainty; something that every eCommerce customer experiences when placing online orders. This presents eCommerce websites with a very lucrative opportunity.

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eCommerce Customer Experience Digitalization Marketing 78

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

Planview

SEPTEMBER 12, 2023

AI is further accelerating the pace of disruption and widening the gap between digital leaders and laggards. At Planview, our mission is to build the future of Connected Work, where the world’s organizations can innovate at the speed of a startup. The past decade of digital transformation has made it clear how difficult innovating at speed can be for organizations mired in legacy systems, technical debt, and disconnected decision making.

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Decision-making Digital Transformation Innovation Digitalization 72

Nutshell

SEPTEMBER 15, 2023

As technology has evolved over the years, so has the business world. In fact, business practices are often propelled by specific digital tools. For that reason, you may be looking to gather some of those tools together for your own company. The question, though, is this: Which tools should you use? There are a lot of business tools out there, but you don’t want to spend more on those tools than you have to.

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Software Software Manufacturing CRM 62

Vantage Partners

SEPTEMBER 12, 2023

Every leader possesses a particular mindset. That mindset—what and how leaders think and feel about their role, their people, their goals—drives what they say and do. Leaders can’t just be told what to do—“now it’s time to adapt and collaborate!”—or merely instructed to adopt or change any other fundamental behaviors. Such directed behavior changes might last for a while, until people forget and their underlying mindsets retake the reins.

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Leadership 83

Customer Think

SEPTEMBER 12, 2023

It’s not been a great couple of months for customer experience. In the middle of June, Forrester released its US 2023 Customer Experience Index, which showed that brands’ CX Quality had fallen for the second consecutive year.

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Customer Experience 69

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Marketing