Account Manager Tips

APRIL 2, 2021

The best sales podcasts key account managers should listen to Are you a key account manager? Do you sell? Do you listen to podcasts? If you answered yes to any of these questions, then read on for my list of three of the best sales podcasts around, including one that might surprise you. Tweet. 0. Share. 0. Pin. 0. Share. 0. Why selling is hard for key account managers Key Account Managers are busy making sure clients get the best from what they've already bought.

Key Account Management 234

Key Account Management Account Management Procurement Management 234

Hubspot Sales

MARCH 29, 2021

Every aspect of a sales process is prone to human error when carried out manually. As a sales professional, there's a good chance you've slipped up here and there. Maybe, you lost a deal because you forgot to follow up with a prospect. Maybe, you lost valuable time hashing out a meeting time with a potential customer. Or maybe, you struggled to find the right deck or piece of sales content to best convey your value proposition at the right time.

Value Proposition 137

Value Proposition CRM Sales Meetings 137

The Center for Sales Strategy

MARCH 30, 2021

The most successful and resilient organizations have adapted to all things virtual — including events and learning, talent acquisition, as well as their sales strategy. What has the data and trends from the past year shown sales leaders? That virtual selling is here to stay. Companies of all sizes, across multiple industries, have proven that virtual selling isn’t just for certain sectors or digitally native businesses.

Virtual Selling 131

Virtual Selling Acquisition Digitalization Organization 131

Software Sales Guru

MARCH 29, 2021

The Value of Training Most people have never been shot at with an assault rifle. Nor have most folks been on the receiving end of a mortar attack. And only relatively few have been ordered to jump out of a perfectly good airplane into the middle of a gunfight, or to charge a busy machine gun nest. These rather stressful situations are simply not part.

Software 130

Software Software Sales Management 130

Advertisement

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

Kainexus

MARCH 30, 2021

Dr. John Toussaint has long been one of the world's leading practitioners and advocates in the world of Lean healthcare, so it's always great to see what he has to say and share.

Healthcare 128

Healthcare 128

Hubspot Sales

MARCH 29, 2021

This might not be particularly mind-blowing or revolutionary to say, but being an entrepreneur isn't easy. It takes a lot of guts, persistence, business acumen, and strategic thinking — and even having all those qualities in spades might not be enough for a business owner to stay afloat. Certain challenges exist well beyond any entrepreneur's control.

Banking 128

Banking Insurance Internet Strategic Thinking 128

Sales Gravy

MARCH 28, 2021

On this episode of the Sales Gravy podcast, Jeb Blount (Fanatical Prospecting) answers a listener's question about how to effectively balance prospecting for new logos with serving and managing existing accounts. Many salespeople struggle with this. You'll learn the brutal truth about why you are out of balance and stressed out and, exactly what you need to do in order to build prospecting activity into your daily routine.

Account Management 123

Account Management Management Sales 123

Drift

MARCH 29, 2021

To wrap up Women’s History Month, I wanted to take a moment to recognize nine amazing women who are changing the game in sales – a field traditionally dominated by men. These women show us everyday what it takes to lead their teams and companies while also building and supporting the next generation of sales leaders. So, we asked them to spill their secrets – what’s propelled them to where they.

Sales 118

Sales Sales Leadership B2B Leadership 118

Hubspot Sales

APRIL 2, 2021

According to Gartner , a 2020 sales trend was that salespeople had to convince multiple stakeholders and evaluators at a company to buy their product. These evaluators can be at any level and position within an organization, from team managers to CTOs. People in these different positions have varied interests, goals, and overall desires towards the products and services they use to meet their business needs.

Stakeholders 122

Stakeholders Decision-making Sales B2B 122

Sales Readiness Group

MARCH 27, 2021

“I think that’s what it’s all about: embracing change and being brave.”. While this line is very applicable to the events of this past year, it is actually taken from the Apple TV+ series “Ted Lasso.” The comedy is about an American football coach who moves to England after he’s hired to manage an English Premier League soccer team. Though the premise is somewhat absurd, his leadership philosophy struck a chord with me.

Leadership 118

Leadership Sales Management 118

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.

Sandler Training

MARCH 29, 2021

Mike Montague interviews Steve Sims on How to Succeed at Making Things Happen. The post How to Succeed at Making Things Happen [PODCAST] appeared first on Sandler Training.

113

113

Engage Selling

APRIL 2, 2021

Your greatest sales success will come when you stop using seller-focused pipelines in your sales process. As I explained in the previous article in this series, that old approach—while still common—is mired in assumptions that simply aren’t true anymore. This … Read More » The post Building a Buyer-Verified Pipeline (Part 2 of 2) first appeared on The Sales Leader.

Sales 110

Sales Sales Leadership Sales Management Leadership 110

Hubspot Sales

MARCH 30, 2021

There's a very real possibility that today’s decision-makers will continue to research and make purchase decisions remotely — even in a post-pandemic world. The top three reasons for this shift in preference? Ease of scheduling, savings on travel expenses, and safety (obviously). Not only do buyers now prefer remote sales interactions, but they're also more than happy to make large purchases online — a trend that has sellers embracing and investing heavily in digital sales and prospecting to kee

Prioritization 111

Prioritization Decision-making Digitalization Marketing 111

Sales Readiness Group

MARCH 31, 2021

Last week, I surveyed 53 sales managers, asking them, among other things, what essential skills their top-performing salespeople possess. Okay, it wasn’t an actual survey. Our team at SRG recently completed rolling out a sales training program from a large sales organization, and I was reviewing my notes from interviews I had with frontline sales managers as part of the customization process.

Sales Management 105

Sales Management Management Sales Sales Training 105

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

The Center for Sales Strategy

APRIL 2, 2021

- MOTIVATION -. "Quality performance starts with a positive attitude.". -Jeffery Gitomer. - AROUND THE WEB -. > 25 Expert Sales Coaching Tips and Techniques to Amplify Close Rates – Close. Sales coaching is just one cog in the day-to-day life of a sales manager. But in between setting quota and goals, keeping the team motivated, measuring results, and forecasting future sales, how can you as a sales manager make sure you’re also coaching your team effectively?

Onboarding 102

Onboarding Sales Sales Management Management 102

Zendesk

APRIL 2, 2021

In 2019, Millennials officially passed Baby Boomers as America’s largest adult generation. The Millennial population is expected to grow even larger over the next 10 years, as young immigrants continue to swell its ranks. The next decade will also mark the maturity of Generation Z, which already outnumbers Generation X by 2 million members. By 2030, Millennials and Zoomers will be the two largest adult consumer groups in the country.

Artificial Intelligence 98

Artificial Intelligence Digitalization Customer Experience Decision-making 98

CMOE

MARCH 31, 2021

What if there were a way to increase your company’s revenue by up to 1,500% while simultaneously boosting innovation, performance, and brand image? You might say it’s not possible, but it absolutely is! How? Not by creating diversity programs, but by making diversity, equity, and inclusion a core business competency. Think about your boardrooms and C-suites.

Profitability 98

Profitability Shareholders Innovation Advertising 98

SalesPop

MARCH 29, 2021

Due to a lack of skills, resources, or time, companies usually choose a broad approach for their outreach instead of trying segmentation. Thus, in this Expert Insight Interview, Zack Gutin discusses hyper-personalization as the main differentiator. Zack Gutin is the President and Founder of ThinkAlike Media, helping B2B companies in their outreach. The interview discusses: Benefits of hyper-personalization.

B2B 98

B2B B2C Logistics Acquisition 98

Advertisement

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

Peter Simoons

MARCH 28, 2021

What is alliance success and how do you define it? It seems such a simple question, yet it can lead to lengthy discussions. Some people will immediately connect alliance success to the amount of revenue an alliance generates. If that is the universal view of alliance success, then how should we measure the success of development alliances, those that don’t generate any revenue at all?

Decision-making 98

Decision-making Management 98

Zendesk

MARCH 30, 2021

Here are the newest integrations from Zendesk to help your team provide great experiences. Mavenoid. Mavenoid (Support) combines self-service and live support in one, so companies can effortlessly support their customers in every step. From installing, to using, to troubleshooting their products. Mavenoid’s self-service solves repetitive requests before they reach your human support team.

Future of Work 98

Future of Work Business Planning Software Software 98

Xant

APRIL 1, 2021

“Innovation distinguishes between a leader and a follower.” – Steve Jobs. Technology has taken an enormous leap forward in the past year. Advances in cloud, artificial intelligence (AI), and machine learning (ML) that were expected to arrive in a decade emerged in one year. Embracing innovative tech is what will distinguish the leaders in sales from the rest of the pack.

Artificial Intelligence 98

Artificial Intelligence CRM Prioritization Sales 98

The Center for Sales Strategy

APRIL 1, 2021

What are some common obstacles that stand in the way of a successful sales culture? And how should sales organizations use social media to help drive revenue? These questions and more were answered in Episode 17 of the Improving Sales Performance series. In case you missed the Live broadcast, here’s a breakdown of Elissa Nauful’s, Digital Media, Marketing and Social Advisor, insights for executive leaders who want to build a successful sales culture.

Leadership 94

Leadership Sales Media Digitalization 94

Advertisement

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

Kainexus

APRIL 1, 2021

Companies around the world have spent the last year learning how to manage a remote workforce as the COVID-19 pandemic swept the globe. While many are looking forward to life getting back to normal, the KaiNexus team is looking to go in a different direction. “Our Austin office lease expired while our team was working fully remote last summer, and we realized that we had a golden opportunity to finally take the leap we’ve been dreaming about for years,” said KaiNexus CEO Greg Jacobson.

Management 92

Management 92

Zendesk

MARCH 31, 2021

Customer feedback is an important part of any business relationship. That’s why collecting customer feedback should be central to any customer experience (CX) operation. This guide will define customer feedback, explain why customer feedback is important, identify different types of customer feedback, and outline tips from customer service experts on how to make the most of it.

Organization 95

Organization Media Decision-making e-Learning 95

Crank Wheel

MARCH 31, 2021

5 follow-up sales calls tactics, to increase conversion rates

Sales 90

Sales 90

SBI Growth

MARCH 27, 2021

On today’s special edition of the Revenue Growth Help Desk, we celebrate Women’s History Month and are joined by three inspiring women leading the charge in revenue growth: Debra Walton, Chief Revenue Officer, Data & Analytics, London Stock Exchange Group,

Marketing 71

Marketing Meetings Customer Experience Customer Success 71

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

Insightly

MARCH 30, 2021

Buyers have increasingly higher expectations. The evolution of the internet and the age of information have spurred a more informed society. Consumers are acutely aware of what they want and how they want to get it—they just need a little push. This has been a catalyst for the concept of “lead nurturing” and the various digital avenues to practice it.

Marketing 69

Marketing Digitalization Decision-making Internet 69

SalesPop

MARCH 29, 2021

This ebook is designed to show you how Pipeliner CRM, with its constantly innovated and evolving new features, assists salespeople, sales managers and other roles in the company as they make their way into the future. As we move forward, it becomes increasingly important how users spend their time, because their time becomes ever more valuable. It should be noted that our innovation of new and more powerful features is an ongoing and evolving process.

CRM 69

CRM Transportation Innovation Profitability 69

Freshworks

APRIL 2, 2021

We often hear that Artificial Intelligence is the future. The truth is that it’s already here, and if you’re not already using AI for customer service, you’re missing out. Integrating AI into customer service can drastically improve CX. It helps identify customer pain points, automates processes, speeds up decision-making, and optimises service delivery.

Customer Experience 66

Customer Experience Artificial Intelligence Decision-making Facilitation 66

Performance Methods

MARCH 27, 2021

The post PMI Featured at SAMA 2021 Annual Conference [Virtual] appeared first on Performance Methods, Inc.

60

60

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