Strategic Account Management Association

JUNE 3, 2024

The Strategic Account Management Association (SAMA) honored Professor Noel Capon with a lifetime achievement award at the 2024 SAMA Annual Conference. The award recognizes Capon’s unparalleled legacy and his enduring commitment to transforming the practice of strategic account management. The post SAMA Honors Professor Noel Capon with Lifetime Achievement Award appeared first on Strategic Account Management Association.

Account Management 520

Account Management Management 520

Customer Think

JUNE 2, 2024

Image source ECXO.org How to Develop a Comprehensive Employee Experience Program to Boost Your Company “Start with the needs of employees first. They may not stick around for long“ The article source: – [link] Introduction Developing a comprehensive Employee Experience program is essential for driving positive business outcomes.

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132

The Center for Sales Strategy

JUNE 5, 2024

We know that top-performing salespeople are extremely driven to meet and exceed their goals. With that drive also comes the desire to continue to move up the ladder. As a leader, it’s natural to have these salespeople “next on this list” to move up when a position becomes available. But are all top-performing salespeople destined to become top-performing managers?

Management 117

Management Meetings Sales 117

Force Management

JUNE 6, 2024

This month's Revenue Builders Podcast guests shared the kind of lessons you can only learn from experience. From startups to enterprise, these leaders have failed and iterated to find what works - and they joined John Kaplan and John McMahon to share the wealth. Dig in below for stories about founding and scaling startups, growing as a sales leader, hiring and implementing new product models, and establishing a winning sales discipline.

Publishing 83

Publishing Sales 83

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.

FinListics Solutions

JUNE 5, 2024

Stephen Timme and Ben Cagle joined The Cringe Podcast to tackle how to handle executive sales meetings head-on with host Adam Clay, CEO of RNMKRS.

Meetings 91

Meetings Sales 91

Customer Think

JUNE 7, 2024

A recent LinkedIn post by Dale W. Harrison ignited a lively debate about whether marketing can “create demand.” The post has received nearly 500 comments, and there are thoughtful views on both sides of the issue. Harrison observed that there’s an “almost universal” belief that marketers can create demand “out of thin air.

B2B 80

B2B Marketing Digitalization 80

Help Scout

JUNE 6, 2024

Today we’re announcing two brand new AI features from Help Scout: AI drafts and AI answers. We’re so excited for you to try them, but it’s also important for us to keep it real about what they’ll change and what they won’t.

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SBI Growth

JUNE 6, 2024

For commercial leaders looking to make the most of 2024, Q2 seems to be the perfect time to accelerate growth. However, based on our findings, many companies are also concerned about the changing state of B2B buying ­– buyers today are increasingly unfamiliar with their processes, slowing down deals and delaying decision-making. Commercial leaders need more than just positive demand to take the lead; they must make the right business decisions to ensure sustainable growth in 2024.

B2B 71

B2B Decision-making Leadership 71

Customer Think

JUNE 2, 2024

By now it has probably been said a gazillion times that generative AI has taken our world by storm. What hasn’t been said that often is that this storm has found almost every business software vendor flat-footed and utterly unprepared.

Software 80

Software Software 80

The Center for Sales Strategy

JUNE 4, 2024

As a B2B senior sales leader, you know the pressure of driving consistent growth. But what happens when your once-thriving sales organization stalls? Stagnant sales pipelines and flat revenue can be a symptom of deeper issues. This is a roadmap that equips you with insights, action items, and a clear path to transform your team into a growth machine.

B2B 108

B2B Sales Organization Leadership 108

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

Kainexus

JUNE 7, 2024

Organizations that embrace the continuous improvement approach to business have many great tools and techniques from which to choose. Some organizations use them as part of a structured methodology like Lean, Six Sigma, or Toyota Kata. Others leverage them on their own. Every organization has unique needs and will need to adjust each method for their own environment, but the most popular techniques are flexible enough to be used by organizations of every size and in every industry.

Organization 63

Organization Management 63

SBI Growth

JUNE 3, 2024

Boost revenue by using white space analysis to identify unmet demand in existing accounts. Selling to current customers has a 60-70% success rate.

Account Growth 77

Account Growth 77

Customer Think

JUNE 7, 2024

In today’s fast-paced world, consumers expect instant gratification and seamless experiences when interacting with businesses. This is where omnichannel and interactive solutions come into play – they offer a revolutionary approach to customer engagement that can significantly boost a company’s bottom line.

Customer Experience 72

Customer Experience 72

The Center for Sales Strategy

JUNE 3, 2024

There is a hierarchy in the sales world. Most sales leaders come from the days when salespeople were responsible for every step in the sales process. You had to find your leads, get an appointment, and ultimately close the deal. You only ate what you killed. We were hunters, so we tend to favor and even value hunters more than farmers. When I say farmers, I mean salespeople who spend most of their time nurturing clients, building relationships, and growing them.

Sales 105

Sales 105

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

Flevy

JUNE 7, 2024

The Aerospace and Defense industry stands as a pillar of innovation and security, vital to national defense and global technological advancements. This sector encompasses the development, manufacturing, and maintenance of aircraft, spacecraft, and defense systems. It’s marked by intense competition and rapid technological evolution. The industry plays a crucial role in national security, commercial aviation, and space exploration, demanding continuous innovation and adherence to stringent

Supply Chain 52

Supply Chain Cybersecurity Manufacturing Procurement 52

Account Management Skills

JUNE 7, 2024

Everyone in agency new business and account management needs to know this Most agencies want to understand what clients think. And it turns out prospective clients and existing clients are thinking different things. Tim Riesterer tests sales messages with B2B buyers (your prospects and clients) with a team of cognitive neuroscientists. His company ‘B2B Decision Labs’ is the research arm of Corporate Visions and clients include IBM and Deloitte.

Account Management 52

Account Management Account Growth B2B Management 52

Customer Think

JUNE 2, 2024

The rise of disruptive technologies like artificial intelligence (AI), coupled with a 24/7 societal mentality brought on by rapid digital transformation, has made the demand for immediate responses in customer service skyrocket.

Artificial Intelligence 72

Artificial Intelligence Digital Transformation Digitalization 72

Envisio

JUNE 6, 2024

Hey finance folks! Are you ready for the 118th Annual Government Finance Officers Association (GFOA) conference? We sure are! This year, sunny Orlando will play host to the GFOA, and we are excited to be part of the action. Last year was filled with so many takeaways ; from aligning budget with community outcomes and strategy, to the importance of transparency.

Government 52

Government Finance Innovation Leadership 52

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

CMOE

JUNE 5, 2024

Employee engagement is the connection that a worker feels to the job. It’s about how enthusiastic a person feels toward the work and the objectives the team and organization are trying to meet. An employee’s level of engagement influences their dedication to the team and organization. Do the employees care about the work? Are they interested in the performance of the team or organization as a whole?

Innovation 52

Innovation Prioritization Communication Meetings 52

NG Data

JUNE 4, 2024

Pepsi has launched its first significant logo redesign in 14 years, aiming to blend modern aesthetics with nostalgic elements. The updated visual identity features a striking electric blue and black palette while reintegrating the Pepsi name within the iconic globe, a change driven by consumer feedback. This redesign is intended to evoke the “ripple, pop, and fizz” that defines the brand's essence.

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Customer Think

JUNE 7, 2024

Image source The most profitable email marketing campaigns succeed because of effective emails. Compelling copy and design that’s pleasing to the eye matter to every recipient. But experienced email marketers know that an invisible factor directly affects email ROI: email deliverability.

Profitability 69

Profitability Marketing Digitalization 69

Strategic Communications

JUNE 4, 2024

I was playing Solitaire on a flight recently night and was struck by how much I like developing and following standardized processes, yet how likely I am to vary from a process when I think it’s appropriate. The trouble is this tendency can be particularly confusing and frustrating to others—especially employees! “Hey! You told me to do that, and I did it, and now you’re telling me I should have done…” or “Hey!

e-Learning 52

e-Learning Innovation Decision-making B2B 52

What if there was a better method of changing the conversation with your customer from delivering pricing to delivering value solutions? A method that would help keep you in control, manage the uncertainty, and close larger deals more quickly for you and your company? There is.

Negotiation

QYMATIX

JUNE 4, 2024

How can B2B manufacturing and distribution increase return on sales (ROS) using strategic sales controlling and predictive sales? Is there a sales and marketing KPI that manufacturing and industrial distribution companies can use to measure the efficiency of their teams? Yes, there is, The Return on Sales or ROS. Sales executives also define ROS as a net profit rate.

Computers and Electronics 52

Computers and Electronics Manufacturing Supply Chain Profitability 52

NG Data

JUNE 4, 2024

Digital marketing maturity in the banking industry continues to lag due to regulatory compliance, legacy technology, and a lack of expertise. Banks and credit unions need to invest in digital channels, especially mobile apps, which offer personalized services and targeted notifications. Encouraging innovation and experimentation is essential. By leveraging digital marketing tools, financial institutions can enhance customer experience, drive growth, and gain a competitive edge.

Digitalization 52

Digitalization Banking Marketing Innovation 52

Customer Think

JUNE 4, 2024

No executive or CX professional sets out to create a poor experience for their customers or team members. No one wants to make repeated bad impressions, or for customers to leave 1-star reviews, but it happens. In this blog, I’ll explore nine ways companies inadvertently create tragic customer outcomes and how to avoid them. 1.

Customer Experience 69

Customer Experience Leadership 69

Account Management Skills

JUNE 3, 2024

If you’re in agency new business or account management and responsible for contract renewals and account expansion, you’re in for a huge treat because Tim Riesterer, author of ‘The Expansion Sale’ (Four Must-Win Conversations to Keep and Grow Your Customers), joins me. Tim is a powerhouse and working with huge enterprises in this area, but he also has a background working in agencies.

Account Management 52

Account Management Management Sales 52

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

Peter Simoons

JUNE 2, 2024

When you step off the train in St Jean-Pied-de-Port, the imposing sight of the Pyrenees mountain peaks envelopes you. Starting your Camino to Santiago de Compostela from this point means you must cross these towering mountains on the very first day of your journey! On the evening before I set off on my first Camino, the host at the Alberge in St Jean-Pied-de-Port gave me a piece of excellent advice that stayed with me, “Remember to look back, many of the most beautiful views are behind you.

Leadership 52

Leadership Marketing 52

NG Data

JUNE 4, 2024

Justin Hendrickson, EVP of First Harvest CU, advises his younger self to embrace discomfort for growth. He emphasizes the importance of continuous learning and adaptation in the credit union industry. Hendrickson believes in pushing boundaries to achieve a truly member-centric approach, advocating for innovation and resilience in facing industry challenges.

Innovation 52

Innovation 52

Customer Think

JUNE 4, 2024

I’ve been hearing a lot lately about how hard ‘change’ is. Take heart! Change only seems hard because of the way we’re going about it. I’ve been developing systemic brain change models for decades and I’d like to offer my two cents to explain the reasons there’s so much unnecessary failure.

Decision-making 69

Decision-making 69

Cranfield Executive Development

JUNE 4, 2024

Cranfield creates an innovative and bold new programme to reset the direction of executive education - THRIVE: Passion, Purpose, Performance.

Innovation 52

Innovation 52

Advertisement

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.

B2B