Strategic Account Management Association

FEBRUARY 12, 2024

To navigate today’s ever-changing marketplace, modern SAM practitioners need to lead with agility and view strategic account management as a business imperative — themes we are excited to explore at the SAMA 2024 Annual Conference in Miami, FL, at the legendary Fontainebleau Miami Beach hotel, May 21 - 23. The post SAMA’s Annual Conference: The Ultimate ROI appeared first on Strategic Account Management Association.

Account Management 520

Account Management Management Organization Innovation 520

Vantage Partners

FEBRUARY 12, 2024

No professional service firm partnership works without getting buy-in and mindshare from the partners or account executives who manage client relationships.

Client Relationships 153

Client Relationships Management 153

Zendesk

FEBRUARY 12, 2024

Zendesk today announced it completed its acquisition of Klaus, the industry leading AI-powered quality management platform. The acquisition of Klaus is the latest addition to the company’s existing WEM solutions which includes Tymeshift, a modern workforce management tool built exclusively for Zendesk. “Workforce engagement management is key to not only meeting, but exceeding customer expectations.

Acquisition 144

Acquisition Digitalization Customer Experience Software 144

SBI Growth

FEBRUARY 16, 2024

Knowing who to hire and what sort of traits to foster across an organization’s talent can go a long way in creating value for customers and seeing the business returns of customer success.

Customer Success 131

Customer Success Marketing 131

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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.

Sales Management

Red Star Kim

FEBRUARY 15, 2024

MBD executives, advisors, managers, client services executives and BDMs from law firms, economics and management consultancies joined a PM Forum workshop on “Coaching and Consulting Skills for Marketing and Business Development”. We explored the changing role of marketing and business development (MBD) professionals and the growing need for coaching and consulting skills.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Software Sales Guru

FEBRUARY 12, 2024

Put Some Snot In Your Potatoes I’ve said before that sales negotiations are a game, and one of the most common plays a buyer has is the flinch: you state the price and they almost fall out of their chair. A client once told me she had just been to negotiating training for buyers and showed me eight pages of material dedicated to the flinch. Read more The post Put Some Snot In Your Potatoes appeared first on Software Sales Gurus.

Negotiation 130

Negotiation Software Software Sales 130

SBI Growth

FEBRUARY 15, 2024

With the turn of the calendar year, CEOs and their go-to-market teams stand at a crossroads that presents both unique challenges and opportunities.

Marketing 125

Marketing Sales 125

Red Star Kim

FEBRUARY 12, 2024

Delegates from legal, financial service and industry, joined me last week for a full day workshop on persuasive writing. Whilst it is usual to have business development professionals and experienced partners on this session, it was great to welcome a number of trainee solicitors too. During the session we created our own persuasive writing checklist – here are the highlights.

Media 130

Media Financial Services Advertising Decision-making 130

Hubspot Sales

FEBRUARY 12, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. “Buyer beware.” We’ve all heard that expression before, and unfortunately, it’s because buyer-seller relationships haven’t traditionally been great. Old-school salespeople often used aggressive and selfish tactics to win business and then disappeared like Sasquatch in the Canadian mountains, so savvy buyers knew they had to do due diligence to make sure they weren’t being sc

Sales 122

Sales Decision-making Facilitation Marketing 122

The Center for Sales Strategy

FEBRUARY 14, 2024

Did you know that the first email was sent way back in 1971? That first “message” was a throwaway in terms of actual content. Engineer Ray Tomlinson, at the time, was exploring different ways for humans and computers to interact and sent himself a test email to see if his new idea worked. Ray had little idea how powerful and enduring the concept of electronic mail would end up becoming.

Computers and Electronics 120

Computers and Electronics Innovation Media Sales 120

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.

SBI Growth

FEBRUARY 13, 2024

The slowdown in corporate spending due to economic and geopolitical uncertainties has prompted many companies to rethink their growth strategies for the near and distant future.

Marketing 126

Marketing 126

Customer Think

FEBRUARY 13, 2024

We’ve all had that neighbor. They’re the one you avoid when taking out the trash or collecting the mail because if you don’t, you’re in for it: the dreaded half-hour update on their prize-winning Schnauzer, a deep dive into their latest hobby, or the most recent gossip on their entire extended family.

Meetings 116

Meetings Sales 116

Hubspot Sales

FEBRUARY 14, 2024

The last thing you want from a sales email is sleazy, spammy… or even sales-y copy. That might sound counterintuitive, but I interviewed Yuval Ackerman , email strategist, who shared her top tips for writing sales email marketing that don’t give you the ick! Plus, insights into how the best emails perform and what your audience wants from you. Ackerman’s top tips are listed below, with further industry insights, including the anatomy of the perfect sales email from five email experts.

Sales 115

Sales Marketing B2B Digitalization 115

The Center for Sales Strategy

FEBRUARY 12, 2024

Let's face it, sales isn't for the faint of heart. It's a battlefield of "no's," rejection emails, and voicemails that mysteriously transform into black holes, swallowing your carefully crafted messages whole. But before you drown your sorrows in a pint of Blue Bell Homemade Vanilla (hey, emotional eating is a valid sales strategy, right?), hear me out: persistence is the secret weapon in your sales arsenal.

Media 116

Media Sales 116

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

Brooks Group

FEBRUARY 16, 2024

Unless you sell a one-of-a-kind product, you’re up against competitors with similar offerings. When this is the case, the most important thing you can do is differentiate yourself. You need to stand out to make buyers want to do business with you. Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections.

Emotional Intelligence 94

Emotional Intelligence Sales Sales Training Decision-making 94

Force Management

FEBRUARY 15, 2024

In today's highly competitive market, it's no longer enough for a sales organization to differentiate itself solely based on its offering. The most successful companies today are those that create differentiation in their initial sales process and the customer’s journey. That level of execution requires that leaders enable every customer-facing team and role to be fluent in a unified sales message, strategy, and execution.

Sales 89

Sales Marketing Organization 89

Hubspot Sales

FEBRUARY 13, 2024

A wide range of people can impact or influence a business‘s operations, corporate governance, goal-setting, and other key elements that dictate its performance — and keeping track of who’s who in all of that can be tricky. One of the big questions on that front is, “What's a shareholder versus a stakeholder?” It‘s a topic that can trip anyone up, and as you explore each concept more in-depth, you’ll find that there are a lot of layers to each subject.

Shareholders 111

Shareholders Stakeholders Government Suppliers 111

The Center for Sales Strategy

FEBRUARY 13, 2024

We've all felt the guilt and anxiety that comes from overcommitting or saying yes when we really wanted to say no. Whether due to pressure from others, difficulty setting boundaries, or problems prioritizing self-care, many of us end up overloaded, overwhelmed, and stretched too thin. In her book " The Power of Saying No ," organizational psychologist Dr.

Prioritization 109

Prioritization Leadership 109

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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.

Meetings

Brooks Group

FEBRUARY 12, 2024

The revenue potential of your customers doesn’t end when they sign the contract. Once a prospect buys your product or service, they represent an opportunity for future growth. If growing customer revenue is on your mind, you’re not alone. A new report from our Sales Performance Research Center shows that sales leaders in multiple industries say that retaining and expanding existing accounts are two of their top three strategic objectives this year: 65% want to increase customer retention 56% see

Sales Training 84

Sales Training Sales Account Management Profitability 84

ClearPoint Strategy

FEBRUARY 16, 2024

Discover 5 use cases of ClearPoint Strategy in healthcare: 5-star ratings, RCM, implementing value-based pricing, boosting quality, and HEDIS.

Healthcare 80

Healthcare Software Software Management 80

Hubspot Sales

FEBRUARY 12, 2024

The pandemic greatly shifted how people view hygiene — with many more focused on cleanliness than ever before. To meet the emerging demand, consider getting into the cleaning services biz, a ~$400B industry that’s projected to reach $633B by 2030. Source: Subreddit Stats At Trends, we love “unsexy” businesses, particularly ones that “don’t have flashy tech, aren’t in the news, haven’t raised much funding, and mint cash,” as Sam Parr used to say.

Small Business 105

Small Business Profitability Retail Meetings 105

The Center for Sales Strategy

FEBRUARY 15, 2024

In this Quick Take episode, we’re kicking off our season-long exploration of The Center for Sales Strategy’s 5th Annual Media Sales Report by highlighting some of this year’s most eye-catching findings. In other words, by the end of this short episode, you’ll have a good idea of how salespeople and sales managers are currently feeling about their own organizations as well as the entire media sales industry.

Media 105

Media Sales Sales Management Organization 105

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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

Sales

Customer Think

FEBRUARY 13, 2024

Imagine the frustration when a customer service interaction takes a turn for the worse. Tension spikes, tempers flare, and by the end, everyone feels exhausted and frustrated.

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Groove HQ

FEBRUARY 15, 2024

ChatGPT was released around 12 months ago, yet for many people, it is hard to imagine their daily work without it. OpenAI’s model is just the tip of the iceberg. It seems that every day 10 new AI models are being released, and the variety of their usage could easily make for a separate post. […] The post AI Customer Service: How To Start? appeared first on Groove Blog.

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Planview

FEBRUARY 16, 2024

If AI poses one problem for leaders, it’s that there are too many opportunities. How do you select the right path for your organization out of all the available paths while keeping AI use responsible and ethical? Pair these considerations with internal and external pressures to rapidly adopt generative AI and scale it, and leveraging AI is easier said than done.

Organization 64

Organization Artificial Intelligence Government Digital Transformation 64

The Great Game of Business

FEBRUARY 15, 2024

Have you ever wondered what a dose of inspiration, game-changing strategies, and a united team spirit could do for your business? Bring your team to The Great Game of Business Conference and find out! From eye-opening sessions to hands-on workshops, this Conference has value for every member of your team—from associates to the C-suite. Unleash your team's potential, foster collaboration, and watch everyone return with fresh insights to level up your business.

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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

Customer Think

FEBRUARY 11, 2024

Delivering memorable customer experiences and managing engagement with precision are paramount for driving increased revenue and fostering loyalty. The strategic integration of first and third-party data offers a robust foundation for achieving these objectives, providing businesses with the insights needed to tailor their strategies across various aspects of customer interaction.

Customer Experience 72

Customer Experience Management Digitalization Marketing 72

Groove HQ

FEBRUARY 15, 2024

Many businesses “feel” that they know who their customers are. But do they? Sometimes it is operational blindness, other times it is poor preparation. But one thing is certain, if you are not constantly analyzing and polishing your customer profile, you are leaving money on the table. In this post, we will dive deep into […] The post How to Create a Customer Profile: Key Steps for Targeted Marketing appeared first on Groove Blog.

Marketing 69

Marketing 69

Planview

FEBRUARY 14, 2024

In the fast-paced world of business today, one thing is clear: leaders want results, and they want them fast. They’re constantly seeking ways to deliver more, faster, and at a lower cost, all while maintaining high quality. This drive for efficiency and effectiveness is the foundation of modern business strategy. In this blog post, we’ll delve into how to maximize value within the first 12 months of using a value stream management (VSM) solution.

Management 64

Management Organization Onboarding Stakeholders 64

Aepiphanni

FEBRUARY 13, 2024

While strategic planning should certainly be part of your arsenal of tactics, there are at least 5 things you can avoid to get the most out of it.

Leadership 64

Leadership 64

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