This site uses cookies to improve your experience. To help us insure we adhere to various privacy regulations, please select your country/region of residence. If you do not select a country, we will assume you are from the United States. Select your Cookie Settings or view our Privacy Policy and Terms of Use.
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Used for the proper function of the website
Used for monitoring website traffic and interactions
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Strictly Necessary: Used for the proper function of the website
Performance/Analytics: Used for monitoring website traffic and interactions
Hiring an agency account manager can feel like walking through a minefield in flip flops. You sift through CVs with varying job titles – Account Manager, Senior Account Manager, Account Director etc – but when you dig deeper, their skills and experience vary wildly. For example two people might go for the same job: Candidate 1 An Account Director from a boutique social media agency with 7 years experience might be very strong in project delivery but have minimal marketing strategy ex
When leaders consider implementing a structured business process improvement methodology , one of the challenges they often face is explaining to employees what types of opportunities to consider. Usually, there are some apparent needs that people attack immediately. Still, once those are addressed, it can be challenging to recognize the flaws in processes, especially ones you operate every day.
Work smarter, not harder Technology plays a pivotal role in ABS by facilitating data-driven insights, seamless communication, and efficient workflows. These advanced tools help sales teams identify ideal accounts, understand their specific needs, and deliver personalized experiences that drive conversions. As ABS adoption grows, integrating sophisticated technology becomes essential for maintaining a competitive edge.
Previously this season , we explored how AI is transforming the world of sales coaching. Today, in this episode, were diving a bit deeper into that topic by chatting with two incredible guests from the AI coaching platform, Yoodli.
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.
By Dominique Ct CEO & Founder Cosawi Why isnt Marketing in the KAM/ SAM journey ? Customer-Led and Team-Enabled Marketing In the evolving landscape of Key Account Management (KAM), Account-Based Marketing (ABM) has emerged as a cornerstone for driving customer-centric innovation. “ Customer-Led and Team-Enabled ABM ” represents a paradigm shift where Marketing is seamlessly integrated with KAM teams to deliver tailored solutions, enhance engagement, and drive value for strategic
When most leaders think about attrition, its framed as a problemone that drains resources, disrupts teams, and increases hiring costs. But what if low attrition is the real issue? Many organizations pride themselves on retaining talent, yet they overlook the hidden costs of holding on to underperforming salespeople. In reality, low attrition can quietly erode profitability and stall growth.
MEDDICC is a powerful qualification frameworkbut its not a discovery tool. Leading with MEDDICC skips the value-creating work of uncovering problems, shaping visions, and finding solutions. Keep discovery and qualification in their lanes, and youll go from being just another vendor to an invaluable partner.
52
52
Sign up to get articles personalized to your interests!
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MEDDICC is a powerful qualification frameworkbut its not a discovery tool. Leading with MEDDICC skips the value-creating work of uncovering problems, shaping visions, and finding solutions. Keep discovery and qualification in their lanes, and youll go from being just another vendor to an invaluable partner.
The winter issue of Velocity focuses on SAMAs ecosystem, emphasizing collaboration and innovation in strategic account management. It addresses key challenges like leadership strategies, smarter pricing for renewals, and AI ethics. Readers can gain insights to enhance practices, emphasizing the importance of building trust and relationships as we approach 2025.
Leadership is a challenging yet vital role in any organization. Great leaders can drive a company to success, while ineffective ones can lead to its downfall. Unfortunately, many companies overlook the importance of training their leaders, expecting them to succeed with little to no preparation. If leadership is so critical, how can organizations ensure their leaders are set up for success?
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 sales kickoff is often one of the biggest investments of the year. The event not only requires budget, it also takes a large share of resources in terms of time and commitment from your go-to-market and enablement teams. That also means our focus is largely on planning and executing the event - but what happens after the SKO? As your teams wrap up the event and start focusing on revenue-driving activities, do you have a plan to ensure that you can drive clear return for this investment in a
Being a business owner comes with tough decisions is it time to seek investors, or should you self-fund a little longer? Should you sell? Is it time to revamp your product? You cant make the most critical business decisions without knowing whether your business is financially stable. Enter: profit and loss statement. In this piece, Ill go over what a profit and loss statement is, how it helps you drive business decisions, and walk you through the step-by-step process of creating your own.
Leadership is a continuous journey of self-awareness, connection, and growth. By cultivating courage, emotional intelligence, and authenticity, leaders can navigate challenges effectively and inspire their teams to reach new heights. Through active listening, thoughtful decision-making, and a focus on personal and collective improvement, leaders create environments where individuals and teams can thrive.
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.
The automotive industry is at a pivotal moment. As we enter 2025, automakers are navigating a rapidly shifting landscape shaped by technological innovation, electrification, and evolving consumer expectations. This year promises to bring transformative changes , driven by the software-defined vehicles (SDVs) challenge, the push to be profitable, and the convergence of automotive and technology ecosystems.
As the new year begins, commercial organizations often see an opportunity to reset and optimize. But for many teams, this well-intentioned effort leads to a slow start. Sweeping changes to commercial technology and data processes can leave sellers overwhelmed and distracted, taking up valuable time that could be spent selling. Fast starters , however, take a different approach, by prioritizing productivity and immediate impact over compliance and lengthy ramp-up.
Heres a major truth bomb for anyone working in sales: you dont close deals by talking at people. You close deals by understanding them; I know, I know this isnt a huge shocker. However, youd be This starts by understanding that instead of just selling to them, youve got to learn how to steer them toward a sale. This all happens by asking the right questions.
Heres an important question: Are you coachable? Now, before you jump to answer that, I want you to pause and really think about what being coachable or coachability really means. "Coachability" is essential for top performance in sales - and for that matter ANY endeavor. It simply describes how receptive you are to feedback and guidance; AND, how willingly and effectively you apply coaching to improve your performance.
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.
Reporting is a critical component of successful strategy execution. Without data and insight into progress made, roadblocks and next steps, how do we know if were on track? Good reporting helps leadership teams and elected officials to focus on priorities, stay on track in meetings, and take the right action on the next steps. The problem is that all reports are not created equal.
Spreadsheets can be a preferred data management tool for small businesses and startups. Theyre often available for free (like Google Sheets and Microsoft Excel ), and most people are familiar with how they work. But can you use an Excel sheet for customer relationship management (CRM)? While spreadsheets are suitable for organizing customer data , they pose several limitations when you have thousands (or even hundreds) of clients.
‘Train the trainer’ isn’t new. But it is fairly new for agency owners who want to keep ‘rising star’ account managers but have tighter training budgets. Let me explain. Why ‘train the trainer’? Ambitious account managers / directors are hungry for self-development and/or career progression. I hear agency owners say: They are being ‘pushed’ to promote an account manager in their team They worry they may lose a top performing account manager to
Ron wants to know how to get CEOs to actually answer his cold calls (or at least respond). He runs a recruiting firm and finds that his cold calls to top executives often go unanswered, and its driving him nuts. He wants to know if theres a better way to break through all the noiseor if he just needs to buckle down and make more calls. On this Ask Jeb podcast episode I give Ron specific strategies for connecting with hard-to-reach prospects like CEOs.
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!
Were thrilled to announce that Envisio has been recognized as a GovTech 100 company for 2025 by Government Technology. This prestigious honor highlights the top 100 companies dedicated to empowering state and local governments with innovative technology solutions. For the last decade, the GovTech 100 has been a cornerstone for curating companies focused on state and local government as their primary customer, said e.Republic President Dustin Haisler.
It seems that I have been experiencing a continued decline in the accuracy and reliability of the AI tools I use. Igenerally like Perplexity and have used it for tasks like summarizing documents, reviewing interview transcripts, editing, etc. I always double-check results for accuracyand that’s a good thing because I’m finding these tools to be increasingly unreliable.
In the realms of sales enablement and Customer Relationship Management (CRM), bridging this trust gap is paramount. AI has the potential to revolutionize how sales teams operate and interact with customers, but it must first overcome significant trust hurdles. This article examines key aspects of building trust in AI, highlighting how transparency, ethical frameworks, data governance, human-centric design, and continuous learning can transform AI into a reliable partner in sales and Strategic Ac
The new era in B2B sales In the dynamic B2B wholesale environment, sales leaders and managers face a considerable challenge. Increasing price transparency in e-commerce, alongside the demand to adapt prices based on customer behavior and historical ERP sales data, pressures traditional working methods. With 5,000 to 10,000 customers and 20,000 to 100,000 products, these companies require efficient and precise decision-making tools to remain competitive.
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
I vividly recall one of the first workshops I facilitated for a client. The CEO opened the session by emphasising not only the importance of alliances to their company but also the vital role transparent communication plays in making them successful. He shared a principle embedded in their company culture: transparency. Whether dealing with a job candidate or a potential partner who wasnt the right fit, they always communicated openly, yet positively.
LinkedIn has become a powerhouse for professionals and businesses alike, with over 900 million members globally. Its no surprise that LinkedIn sales strategies have revolutionized how prospects are approached and deals are closed. Did you know that 80% of B2B leads come from LinkedIn? With tools like LinkedIn Sales Navigator and LinkedIn groups, this platform provides unmatched opportunities to connect with the right people and foster meaningful business relationships.
We organize all of the trending information in your field so you don't have to. Join 105,000+ users and stay up to date on the latest articles your peers are reading.
You know about us, now we want to get to know you!
Let's personalize your content
Let's get even more personalized
We recognize your account from another site in our network, please click 'Send Email' below to continue with verifying your account and setting a password.
52 
Let's personalize your content