Account Manager Tips
OCTOBER 12, 2022
It's easy to lose sight of the big picture in the day-to-day grind. Sit down, take stock and say these four words to your clients to understand what they need from you right now. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. 4 magic words to say to every client After I've said the magic words, then what? What do I do with the information?
CMOE
OCTOBER 13, 2022
A key component of being a good manager is being able to effectively communicate with leaders and key stakeholders. Whether it is a structured presentation or a more casual conversation, being able to “talk the talk” is crucial to letting leadership know how hard your team has been working and the challenges you are facing. Before you start planning your presentation or conversation, be sure to fully understand the goals and interests of your audience.
Hubspot Sales
OCTOBER 12, 2022
If you're in sales, you know that finding prospects isn't easy. In fact, it can be the tallest hurdle in the sales process. The key is to meet people where they are — and more often than not, they're on social media. The HubSpot Blog surveyed 500+ sales professionals to uncover the top social selling trends to reach more prospects and close more deals — all at your fingertips.
The Center for Sales Strategy
OCTOBER 10, 2022
Joining host Matt Sunshine and co-host Stephanie Downs in this episode of I mproving Sales Performance are Jenn Scilabro, Senior Vice President of Local Digital Sales for Nexstar Digital, and Tracy Wilkinson, Senior Vice President and Regional Manager for Nexstar Media Group, Inc. As female thought leaders, experts, and industry gurus, Jenn and Tracy share their insights, tips, and knowledge on various topics that help companies improve sales performance.
Advertiser: ZoomInfo
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.
Software Sales Guru
OCTOBER 10, 2022
The Winning Edge is Often Subjective Success depends, not just on checking off the technical aspects, but understanding the subjective and emotional criteria. In many competitive scenarios, all of the vendors can check all of the technical boxes. The winning edge is a deeper understanding of the subjective and emotional criteria. Seek to understand the functional requirements.
Sales Gravy
OCTOBER 12, 2022
Recession. Inflation. Stagflation. Stockmarket Free Fall. Energy Crisis. Supply Chain Crisis. Political Divisiveness.War. We are living and selling in a time of deep volatility. It is more challenging to close business, objections are harsher, and qualified buyers are becoming more scarce. On this special episode of the Sales Gravy Podcast, Jeb Blount delivers a powerful message about what it takes to outsell this crisis.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
The Center for Sales Strategy
OCTOBER 12, 2022
We’re honored to celebrate Women in Sales Month all October long by talking with some amazing women sales pros. In this episode, Katie Reid, SVP/Market Manager Bonneville, joins host Matt Sunshine and co-host Stephanie Downs to share unique insights and offer advice for both new and veteran sales managers. Katie makes so many awesome points, such as avoiding surprises by keeping a watchful eye on your entire sales funnel, maintaining and fostering organic growth, communication, and coaching in a
Force Management
OCTOBER 13, 2022
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.
Zendesk
OCTOBER 11, 2022
Conversational CRM is the new way businesses are managing their customer relationships, relying on new channels (like web and mobile messaging), new technologies (like AI that goes beyond the buzz) and new methods of staying on top of conversations (like fresh interfaces designed for agents). Here’s the thing: Customers are people, and people don’t want to be treated like a ticket or a sale just because they’re talking to brands.
Hubspot Sales
OCTOBER 11, 2022
Understanding the nature of the buyer's journey is central to conducting sound marketing and sales efforts. Without a solid pulse on how consumers discover, consider, and ultimately decide to purchase products and services like yours, you're bound to sell both departments short. To help you avoid those potential pitfalls, we've leveraged data from HubSpot's 2022 State of Consumer Trends Report to show what the modern buyer's journey looks like for consumers, provide some insight into how the buy
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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.
The Center for Sales Strategy
OCTOBER 11, 2022
This is a great time of year to be a sports fan. Baseball playoffs are here, and every weekend brings a full slate of college and pro football games. Every game has its own set of stats to follow, but just looking at the stats the following day doesn’t necessarily tell you who won the game. In baseball, the team with more hits is not always the winner.
Kainexus
OCTOBER 11, 2022
Leaders need to get the most out of every asset they have in today's business environment with tight budgets and tough competition. For almost every organization, the most significant opportunity for improvement is to increase employee engagement.
Hubspot Sales
OCTOBER 10, 2022
Listen closely and I'll tell you a tale. Of an epic and gruesome salesperson fail. Heed my warning and you won't face doom. When dealing with leads, don't ever assume. Where it all began. Once, I encountered an exciting lead that was a great for HubSpot. It seemed like the cards were in my favor that day. but I never suspected how horribly things could go.
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 12, 2022
During a now-famous interview on the Pierre Berton Show in 1971, Bruce Lee shared a simple philosophy: “be like water.” As fitting as Lee’s advice is for sellers, “be like a sponge” works just as well. To stay ahead, sales teams must continuously absorb new information and develop skills. Ongoing training and coaching and sustained effort over time is crucial.
SBI Growth
OCTOBER 12, 2022
CEOs view marketing as an expendable black box, es pecially during challenging times. Lack of clear visibility into how marketing drives revenue casts doubt on the CMO’s ability to support the CEO’s commercial productivity agenda. CEOs’ and CFOs’ limited GTM knowledge further complicates CMOs’ ability to defend budgets not clearly aligned to focused revenue growth.
Zendesk
OCTOBER 13, 2022
It’s go time for retailers, and no one hustles harder than small businesses getting their brand out there during the holiday season. But those on the small-but-scaling side of retail don’t have to hustle on their own, especially when it comes to delivering an efficient, scalable customer experience through the high season and beyond. That kind of customer experience is well within reach—and well worth the investment, according to fresh data from the 2022 Zendesk CX Accelerator report.
PandaDoc
OCTOBER 13, 2022
Pipedrive has been popular with early-stage startups and solopreneurs. With over 100,000 loyal corporate users globally, the CRM helps sales teams to excel at their work and convert more leads. Ease of implementation and use appeals to small and midsize companies, and pricing doesn’t bite either. However, Pipedrive is frequently chided for failing to deliver on more advanced features like email marketing, project management, and automation.
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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.
Brooks Group
OCTOBER 13, 2022
Sales team training is an essential investment for any organization. When individuals and teams undergo sales training, they learn the skills and techniques needed to be successful in sales. However, not everyone knows how to make the most of their team sales training. In this article, we will discuss some tips for doing just that. Follow Up with Your Sales Trainer.
LinkedFusion
OCTOBER 12, 2022
Key Takeaways Sales Training: Learning how to use LinkedIn effectively is key for closing leads and boosting your sales performance. Engage with Posts on LinkedIn: Regularly posting and engaging with content can help expand your reach and attract leads based on your expertise. Use InMail & Direct Messages Wisely: Personalizing every message you send on LinkedIn is crucial to building trust and encouraging prospects to accept your connection request.
Crank Wheel
OCTOBER 12, 2022
Top software solution recommendations to help transform the operations, customer management, selling, marketing, and many more aspects of your agency today.
Planview
OCTOBER 11, 2022
What used to seem impossible is now possible for healthcare providers. Driven by accelerating technology, the Internet of Medical Things (IoMT) creates an ever-growing network of medical devices and applications that transform patient care and significantly decrease the burden on healthcare systems. The IoMT includes smart devices that provide real-time data, location, and medical monitoring.
Advertiser: ZoomInfo
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!
Cranfield Executive Development
OCTOBER 11, 2022
The business world is too complex for one person, or even a few people, to deliver all aspects of the organisation’s goals and priorities. It can be a challenge for senior leaders to keep on top of all the elements required to run a successful organisation.
LinkedFusion
OCTOBER 12, 2022
How can you use LinkedIn for sales? Are you still trying to figure out how to do sales on LinkedIn or how you can make LinkedIn work for you as an outreach platform for your organization? Well, here is a blog where our VP of sales has shared interesting insights about how he and his team mates use LinkedIn to sell! Let’s start from the basics of the sales process/cycle.
QYMATIX
OCTOBER 11, 2022
This article describes a step-by-step introduction to price corridor analysis with Excel. You will learn the meaning of a price corridor and how to create a price corridor in Excel from a list of sales transactions in your ERP system. Let us disclosure that our software uses AI-based data mining methods to present a B2B pricing strategy to Key Account Managers.
Chally
OCTOBER 10, 2022
Talent assessments are an excellent tool for recruitment, hiring, or identifying coaching and development opportunities. But, with thousands of options available, it might not be clear which assessment is suitable for your organization. Choosing the right candidate can be easier and more effective with talent analytics, whether sorting through hundreds of new candidate applications or re-evaluating a merging workforce during an acquisition.
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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
Insightly
OCTOBER 10, 2022
10 Key CRM Fields Your Team Needs. There are several key CRM fields you need to know about. When you adopt a new customer relationship management (CRM) platform, it comes equipped with various fields to capture common customer information — things like name, phone number, and email address. While these default fields are a good start, it takes more than basic contact information to manage your end-to-end customer relationships.
Sales Outcomes
OCTOBER 10, 2022
If you or someone on your team manages a key customer account, eventually, you’ll be faced with pressure to expand relationships beyond your primary contact. Customer relationships are often at risk due to a limited number of meaningful relationships at higher levels or the connections being at a tactical or operational level. Annual turnover of Director-level and up positions ranges between 13 – 25% depending on the industry, company size, and length of job tenure.
Showpad
OCTOBER 10, 2022
Aaaah, the trusty, reliable traditional buyer journey. We all know it, use it, and some even swear by it. But there’s a problem…. What the heck’s happened to the buyer journey? Let’s face it, the modern buyer journey is a mess. The path from awareness to purchase is a labyrinth of touchpoints, dead ends, communications, and choices. It’s almost a miracle anyone buys anything.
Chally
OCTOBER 10, 2022
Talent assessments are an excellent tool for recruitment, hiring, or or identifying coaching and development opportunities. But, with thousands of options available, it might not be clear which assessment is suitable for your organization. Choosing the right candidate can be easier and more effective with talent analytics, whether sorting through hundreds of new candidate applications or re-evaluating a merging workforce during an acquisition.
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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