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The case for a renewed focus on account management What is Account Management? Account management is the practice of providing customers with service, support and improvement opportunities to increase their consumption of a product or service and maximize retention, cross-sell and upsell opportunities within the customer base. With the rapid evolution of SaaS platforms, the existing benchmarks of success are being replaced with new ones that better reflect the intrinsic value of functions and bu
Lead management is a critical piece of your sales process. Let your sales team focus on nurturing prospects who need your offerings and closing more urgent deals with lead management best practices. If you’re looking for ways to have an effective lead management process, you’re in luck. In this blog post, we’ll discuss 8 of the most effective lead management best practices.
How to promote risk awareness and prevention The influence of culture significantly impacts employee behaviors and attitudes about workplace safety and health. Like all other aspects of culture , success depends on leadership from the top. For ideas and actions that support safety to be widespread, they need to be embraced and practiced from the C-suite to the front line.
Welcome to Episode 81. This episode is for you if you’re looking for inspiration on how to enhance your clients’ experience and lead them into the future. Katherine Strachan is the founder of CopyHouse , an award winning B2B content marketing agency for fast growing FinTech and Tech brands. In 2020, Kathryn was a freelance copywriter and just three years later, in February 2023, she has an agency with a team of 25 people.
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.
One of my accountancy clients alerted me to a provider of content ( The content provider for accountancy firms – Informanagement ) which also provides legal content to small and medium firms in The Netherlands. It also provides content to law firms in The Netherlands and is about to extend the service to UK law firms. So here’s a quick marketing technology system review – Informanagement integrated content and distribution system for accountancy and legal firms.
What do today’s most successful revenue-driving sales forces have in common? The top teams all feature the same traits: (1) a customer-focused qualification and discovery process, (2) the ability to attach to desired business outcomes (3) and clear, tangible differentiation. How can leaders help their organization achieve these things? By operationalizing a powerful messaging framework.
What do today’s most successful revenue-driving sales forces have in common? The top teams all feature the same traits: (1) a customer-focused qualification and discovery process, (2) the ability to attach to desired business outcomes (3) and clear, tangible differentiation. How can leaders help their organization achieve these things? By operationalizing a powerful messaging framework.
To have the most productive coaching sessions, start with these two elements - the right mindset and powerful questions. Whether you're a seasoned sales coach or just starting, focusing on your mindset and asking the right questions can transform your coaching sessions.
All companies want to build products and deliver support that delights customers. But there’s often a disconnect between what business leaders think customers want and what customers actually need. Using intuition or instinct to guess what customers need rarely works. Many businesses do just that, since about 85% of new products in the U.S.
Coaches can't win games alone. They need players who are willing and hungry to win. The same is true in sales. An uncoachable sales team is easy to spot — they lack direction, motivation, and cohesion. But when sales reps embrace coaching, they invest in their success — and the success of their entire team. Here, we'll define coachability in sales (and why it matters), explore what it takes to be truly coachable, and how to answer interview questions about this topic.
The economic downturn we are experiencing has led to increased competition and a greater need for effective recruitment. As a result, finding and hiring the best talent has become a top priority for many organizations, and it is likely to remain so for the foreseeable future. Even companies that have traditionally received a steady flow of job applications may struggle to attract top talent in the current climate.
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.
1. Overview 2. ABCs of sales lead management 3. Sales Lead Management Process 4. Implementing a Lead Management Strategies to increase sales 5. Wind-Up Overview No matter what you sell or the sector you’re in, you need a consistent flow of qualified leads to develop your business. However, inbound sales teams need a well-defined lead management system and the right tools to get the most value out of those leads.
How you interact with and learn from your online reviews has become a crucial aspect of managing customer satisfaction. As a business owner, you must pay close attention to these reviews to understand what your customers are saying about you.
Out of the many trending business buzzwords, quiet quitting is a topic that's only growing more popular. Many headlines throw the term around, claiming that employees are doing it — but do we really know what that means? And if so, what does it look like to sales professionals? In this post, we're going to discuss what it means to quiet quit in sales, what it looks like, and what sales managers can do when they think it's happening in their teams.
The world of B2B selling looks far different than it once did. Top sellers know they must go well beyond discussing features and benefits. They need to be closely tuned in to the buying process for each member of the buying committee while consistently meeting buyers where they are throughout the cycle. That’s a tall ask, as it turns out. According to Gartner , as many as ten decision makers might make up a B2B buying center.
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.
Across all industries, sales managers and account executives spend thousands of hours each year crafting collateral that will support them while they engage with their prospects. If they're particularly astute, they might even try personalizing some of the figures and facts they use to demonstrate why their services are the best options these prospects can choose.
Photo by Power Digital Marketing on Unsplash It can be an all too familiar problem for email marketers. One day things were going well, and then you found out the slump you hit was because your subscribers hadn’t been seeing your emails. Email deliverability problems can affect companies of all sizes.
As self-employment rates continue to reach new heights , terms like contractor, consultant, and freelancer have become more commonplace. While these roles provide valuable services, they have key differences — namely, in the work they carry out and their level of expertise. Here, we'll explore the role of contractors and consultants, and pinpoint the differences between the two.
Marketers typically depend on "best practices" and surveys, not science, to set their B2B marketing strategy. Here are four ways to start using scientific research and data to inform your plans.
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.
This season on Improving Sales Performance , we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape. In each episode, Matt Sunshine is joined by a rolling roster of outstanding experts from our team here at The Center for Sales Strategy.
In this era of constant innovation and transformation, the implementation of DevOps has become a game-changer for many organizations. DevOps has been playing a pivotal role in enabling organizations to accelerate their digital transformation journey by providing a faster and more efficient way to deliver products and services.
With a franchise , you can reap the benefits of business ownership without starting from scratch. You can get tools and guidance from a broader business that has a vested interest in seeing you succeed. So, should you look into investing in a franchise of your own? This post will discuss what franchising means, the different types, and why you should or shouldn't get into one.
1. Introduction 2. Marketing lead generation – What is it and why do we use it? 3. Proven tactics to use social media for lead generation 4. Lead generation through social media is essential for successful marketing 5. Footnotes Introduction The Gods of Leads have been benevolent and given us social media – before which it was an herculean task to generate leads.
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!
View this week's video Providing Value Stops You From Competing on Price Too many salespeople use their competition’s lower prices to justify offering discounts, reducing margin, and for the sake of the sale, giving away most of the company’s profit. The question sales leaders should be asking is: Are lower prices really that big of an issue? You have a strong indicator that sellers aren’t properly creating and interpreting value when prospects consistently ask them to lower their prices.
In today’s business landscape, providing an exceptional customer experience is essential to the success of any company. A company’s call center is often the primary point of contact between customers and the organization. Therefore, optimizing the call center experience should be a top priority for companies that want to improve customer satisfaction and loyalty.
One day, we may live in a future where we have robots that can do everything for us. At the moment, though, we’re a long way from that future—most tasks still require a human touch, particularly when it comes to sales. Even so, there’s still such a thing as sales automation, where you use digital tools to automatically perform routine sales tasks for you so you can spend your time working on other things.
Imagine you’re at the grocery store with your three-year-old son. He’s promised you he’ll behave, and you’re planning to surprise him with a treat at the checkout counter. You’re roughly halfway through your grocery list when he starts to get antsy. He wants out of the cart and promptly begins pulling things off the shelves, so you put him back in the cart, and he begins throwing a temper tantrum.
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
Your name will be on their list, right? Wait, what list? The list that pops into your team’s minds if they are in a conversation about the best leaders they have ever known or when reading an article about leadership. We all aspire to be seen by our team as outstanding in our craft, but why don’t we spend more time thinking about our leadership legacy?
"MarTech is marketing." Source: Kogan Page That's the tagline adopted by Third Door Media a few years ago for its MarTech conferences and martech.org website.
Can a company succeed without managers? Mark Zuckerberg, CEO of Meta, thinks so. He's proposed a cost-cutting measure to "flatten" the organization by removing layers of middle management. Is this idea feasible?
Running a sales team is a lot of work. You want a constant flow of leads and prospects through your sales pipeline, but it can be a lot to manage, especially if you don’t know how well you’re performing. That’s why it’s good to have a customer relationship management (CRM) tool. A CRM lets you gather your customer data into a central location, categorize it, and analyze it to learn more about your audience.
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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