Account Manager Tips
SEPTEMBER 19, 2023
Are your key account management KPIs helping or hurting performance? Learn how to develop strategic metrics to improve customer retention, increase revenue, and drive growth.
Hubspot Sales
SEPTEMBER 20, 2023
The right words don’t always come easy. It can even take hours to put an email together. Thankfully, there’s AI for that. Conversational AI for sales teams can eliminate a lot of repetitive tasks such as follow-up emails and customer queries and even generate sales collateral. Operationally, conversational AI speeds up processes within tools like your CRM or CMS, makes reporting easier, decision-making more effective, and so much more.
DemandFarm
SEPTEMBER 20, 2023
Marketing to everybody is like marketing to nobody. The first step in ABM is identifying your ideal customer profile.” – Ankit Sharma. In episode 13 of the Shift podcast, Dr. Karthik Nagendra, CMO at DemandFarm, interviews Ankit Sharma, VP Marketing at Netcore Cloud. Join us as we delve into the dynamic world of ABM in the digital age, exploring the strategies, technologies, and best practices that are reshaping the way businesses engage with their most valuable accounts.
Nutshell
SEPTEMBER 18, 2023
When you’re running a business, no matter which industry it’s in, the endgame is always sales and revenue. Ultimately, your company’s success is measured by how many sales you drive and how great your return on investment (ROI) is. Given that reality, it’s not surprising that a company’s sales pipeline is one of the most important things it can focus on.
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.
Apptivo
SEPTEMBER 20, 2023
1. What is a Field Service App? 2. What Prompts a Field Service Enterprise to Opt for a Mobile App? 3. What field service management app can do for your business? 4. Guidelines for Selecting the Optimal Field Service App That Benefits You 5. Summary When choosing field service management software , one faces a complex decision-making process due to the unique requirements of each company and the multitude of factors to consider.
Upland
SEPTEMBER 21, 2023
Nigel Cullington, VP of Marketing of Upland Software’s Sales Effectiveness Division, spoke with Alex Gluz on the Revenue Engine Podcast about the vital lessons outlined from real life sellers in his recent book, Not Just Another Vendor. Account-Based Sales and Account-Based Marketing are the Way of the Future While the conversation covered a broad range of topics, including Nigel’s illustrious career, rising from Actuary to sales leader turned marketing extraordinaire, when it came to the adv
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
RAIN Group
SEPTEMBER 20, 2023
Assume you’re a sales manager for a mid-sized enterprise. You’ve just received a call from your chief revenue officer who wants to know how much revenue you expect your team to produce between now and the end of the year. You pull up your spreadsheet and start reviewing the numbers, but the forecast just doesn’t look right. Sales have been consistent, but there are so many variables at play and it’s hard to predict what the future holds.
Hubspot Sales
SEPTEMBER 19, 2023
McKinsey Institute reports that one-fifth of sales functions could be automated with artificial intelligence (AI). Before you close this tab to panic-update your resume, wait till you hear which fifth: writing cold emails, entering call notes in your CRM, and scheduling calls. If these tasks make you groan inside (or out loud), you aren’t alone. Sales pros spend hours a day on manual and administrative tasks.
Upland
SEPTEMBER 21, 2023
Nigel Cullington, VP of Marketing of Upland Software’s Sales Effectiveness Division, spoke with Alex Gluz on the Revenue Engine Podcast about the vital lessons outlined from real life sellers in his recent book, Not Just Another Vendor. Account-Based Sales and Account-Based Marketing are the Way of the Future While the conversation covered a broad range of topics, including Nigel’s illustrious career, rising from Actuary to sales leader turned marketing extraordinaire, when it came to the adv
Sales Gravy
SEPTEMBER 16, 2023
Delivering A Next-Level Customer Experience In this Sales Gravy Podcast, Jeb Blount talks to Clare Dorrian, SugarCRM's CMO, about putting people first, building human connections, and prioritizing the customer experience in a saturated market. Clare shares expert insights on outbound prospecting, multi-channel engagement, and building a strong sales culture.
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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.
Red Star Kim
SEPTEMBER 20, 2023
This is a slightly different conversation book to those I reviewed previously (see list below). The first two focused on starting a conversation in a networking situation. The third focused on conversations between leaders and their people. This book – published in 2020 – is also focused on internal conversations at work. Normal, everyday work topics.
ClearPoint Strategy
SEPTEMBER 22, 2023
See what makes ClearPoint a vital cog in any organization's financial machinery.
Hubspot Sales
SEPTEMBER 22, 2023
Hitting your goals requires tracking your progress along the way. It’s like running a marathon. You can’t train if you don’t know how far you’re jogging. That’s why you need sales tracking software to help hit your revenue goals. The right software can help your sales team optimize its strategies and close more deals. You’ll also know which leads you should prioritize.
Customer Think
SEPTEMBER 22, 2023
During my career, I have learned that no matter what one is selling, the account executives and sales leaders who win together most often are those who consistently stay in sync. And they do that by maintaining what I call a “partnership mentality.
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.
Kainexus
SEPTEMBER 21, 2023
The lean community recently lost a brilliant mind and a warm heart, Chris Burnham. His sudden passing left a significant void that is still hard to come to terms with. Today, we want to pay tribute to Chris and celebrate his life and the profound impact he had on our company and our community. Chris was a kind and insightful lean thinker and a *Lean Leadership Podcast* host, where he shared his passion for lean principles with a broader audience.
Account Manager Tips
SEPTEMBER 19, 2023
Are your key account management KPIs helping or hurting performance? Learn how to develop strategic metrics to improve customer retention, increase revenue, and drive growth.
Hubspot Sales
SEPTEMBER 18, 2023
Timing is everything in sales. That is why recognizing trigger events is key to being successful. Getting this crucial step wrong can mean the difference between closing the deal or being rejected. In this article, we’ll cover what a trigger event is, why they’re important and provide examples you can apply to your own sales strategy. Skip to: Trigger Event Definition Importance of Trigger Events Tracking Trigger Events Trigger Event Examples Sometimes called a “buy signal,” a sales trigger even
Flevy
SEPTEMBER 19, 2023
A multitude of industry sectors find themselves ensnared in relentless competition as organizations strive vigorously, frequently contending over identical attributes, all the while presenting comparable goods or services. This fiercely competitive environment has clear and accepted boundaries with well-defined competitive rules. Companies strive to surpass their competitors and capture a larger portion of the product or service demand in this environment.
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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.
Kainexus
SEPTEMBER 19, 2023
Here is a summary of the webinar presentation by Mark Parrish titled " Building Cultures of Commitment. " In the webinar, Mark gave a 20-minute presentation that was followed by a robust Q&A period for the rest of the hour. View the entire webinar here.
Brooks Group
SEPTEMBER 22, 2023
Today’s buyers are more discerning than ever. They have knowledge about competitors’ products and services at their fingertips, which means it’s critical that your salespeople can overcome sales objections quickly and confidently. What Objection Handling Is—and Isn’t Objection handling means responding to the client or prospect in a way that changes their perspective or alleviates their concerns.
Zendesk
SEPTEMBER 19, 2023
Finding the right customers—especially ones who choose your offerings over an industry favorite—is one of the most important challenges for business-to-business (B2B) startups. Avery Pennarun, CEO and co-founder of VPN serviceTailscale, has first-hand experience with this criticality after launching his first startup, Net Integration Technologies (Nitix) back in 2001.
Help Scout
SEPTEMBER 21, 2023
The constant changes ins SaaS software can create extra work for support teams, and can require an almost sales-like approach. Here's how to succeed through periods of change.
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!
Customer Think
SEPTEMBER 17, 2023
What are your favorite movies? I love inspirational films like Rudy, Apollo 13 and Seabiscuit. They rise to the top because their protagonists fight the odds to succeed—not just through grit, but through courage and confidence in themselves. The same movies also illustrate a fundamental strength of high-performing sales professionals.
The Center for Sales Strategy
SEPTEMBER 20, 2023
The role you play as a leader in the retention of your salespeople has a huge impact on your business. The more you develop yourself as a leader, the greater influence you have on keeping the team you built in place. This is important because when your salespeople stay, your organization has the ability to retain customers and maintain a loyal customer base, which leads to your success.
Zendesk
SEPTEMBER 20, 2023
If you’ve ever stepped into a store with a large selection of wine, it can be a bit overwhelming. Perhaps you have some knowledge about varietals and terroir, even know a few names of prominent vintners; even armed with that knowledge, it’s easy to freeze from indecision. That experience can be just as challenging online, which is why Wine.com places great value on delivering a stellar, personalized customer experience.
The Great Game of Business
SEPTEMBER 20, 2023
You’re reading this in early September when the winter holidays are still around three months away. But if you’re an e-commerce or B2C company, you need to start thinking about the holidays in August at the latest because, if the winter holiday season is the key to your success, planning is everything.
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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
Customer Think
SEPTEMBER 19, 2023
Everyone believes employee experience (EX) and customer experience (CX) are symbiotic: one affects the other continually. Hmmm. Is this how your CEO has setup the senior leadership team? Does the Chief Customer Officer coordinate employee experience with customer experience? Does your Chief Human Resources Officer coordinate customer experience with employee experience?
The Center for Sales Strategy
SEPTEMBER 18, 2023
Implementing the right sales performance measures is crucial for success. While there is little doubt in the minds of sales leaders that measurement is important to drive results with their salespeople, I often find the focus is too wide or shifts based on any change. In other words, tracking everything doesn’t help you to see what is truly impactful, and improvement in performance only comes when you measure the same performance measures over time.
SBI Growth
SEPTEMBER 20, 2023
The present state of artificial intelligence (AI) development and the proliferation of use cases for this technology has gotten the whole world talking. Now that the conversation has reached sales, this raises the big question in the minds of every top sales leader: “How should we be thinking about AI? Are there ways we can use this technology to improve sales and sales effectiveness?
Nutshell
SEPTEMBER 20, 2023
You’re probably aware that your business needs a customer relationship management (CRM) platform. It’s an essential tool for gathering, storing, organizing, and analyzing data about your customers, which allows you to reoptimize your marketing and sales efforts to better reach prospects. The question, though, is what kind of CRM you should get. There are plenty of different options, and it can take time to figure out the right one.
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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