Account Manager Tips
FEBRUARY 28, 2021
What skills do key account managers need? Key account management is a profession in demand. What are the top skills companies are looking for and how do you get good at them? Tweet. 0. Share. 0. Pin. 0. Share. 0. All this talk about the digital economy. jobs being gobbled up by new technology and millennials set to make up 75% of the workforce might have you worried.
Openview
MARCH 1, 2021
Remote work has become the norm for many businesses in the last year, and today a startup that has built a cybersecurity platform to help manage all the devices connecting to organizations’ wide-ranging networks — while also providing a way for those organizations to take advantage of all the best that the quite fragmented security market has to offer — is announcing a major round of funding and a big boost to its valuation after seeing its annual recurring revenues grow ten-fo
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Engage Selling
MARCH 5, 2021
Too many leaders today are still stuck in a “behind the desk” mindset. They fixate on managing data rather than on managing their relationships with people. That must change because now—more than ever—the quality of your outcomes in sales are … Read More » The post How Managing Is Done Now first appeared on The Sales Leader.
Hubspot Sales
MARCH 1, 2021
Some salespeople are just built differently. They demonstrate exemplary tendencies and particularly productive tactics — reps that put another degree of effort and strategic thought into their day-to-day responsibilities. These model reps' approach to their work is shaped by something known as the entrepreneur mindset — a special frame of mind that separates certain salespeople from their peers.
Advertisement
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.
Account Manager Tips
MARCH 3, 2021
Share. 0. Tweet. 0. Share. 0. Pin. 0. Customer Success (CS) has broken free of its SaaS origins to become a human-to-human movement. Ronni Gaun, a top 100 CS strategic strategist in 2020 explains why customer success matters and why the revolution is just beginning. Customer success isn't going anywhere, just getting louder and prouder and getting smarter.
Kainexus
MARCH 4, 2021
Hoshin Kanri, sometimes called "strategy deployment", is an approach that helps companies achieve breakthrough goals over a three to five-year time horizon. The methodology is effective because it allows leaders to keep their eye on the long-term objectives that will change the game, without losing sight of the day-to-day improvements that can add up to significant benefits.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Hubspot Sales
MARCH 2, 2021
The world is a very different place than it was two years ago. Many of the changes we’re seeing now will stick around long after the pandemic has ended, including remote work and hybrid office environments. Before COVID-19, remote work was commonly used as a benefit to attract employees. People who work from home report higher job satisfaction , higher salaries than on-site workers, and less stress.
Sandler Training
MARCH 5, 2021
Just as it doesn’t matter what we say, it matters what our prospect hears, how we listen to our prospect while determine whether we succeed in getting paid on the information we gather instead of going into knowing mode and presuming a sale when none may exist. The post What We’re Missing While Our Prospect is Talking appeared first on Sandler Training.
The Center for Sales Strategy
MARCH 1, 2021
Do you want to conduct better interviews and ensure you make smart hiring decisions? Preparing better interview questions to determine talent and fit will help you improve this step in your selection process. The first, and most important, step is to have your candidate complete a validated talent assessment specific to the role you are filling before you meet with them.
Sales Readiness Group
MARCH 5, 2021
Early in the sales process, typically during discovery, it’s critical to learn as much about your customer’s issues, concerns, problems, and desires as possible. The better you understand your customer, the more effectively you’ll be able to position your solution as a way of addressing their needs. But often, during a discovery call, customers are reluctant to share information, or they give incomplete answers to your questions.
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.
RAIN Group
MARCH 3, 2021
It's 2021 and now is the time to begin executing on your plan to blow the doors off your sales goals. But so much in sales has changed in the last year alone. Where should you begin? What’s going to make the biggest difference? What are others doing that's working today ? To answer these questions, we looked across our sales research studies and pulled out 6 key ways Top Performers stand out compared to The Rest.
Sandler Training
MARCH 5, 2021
In the world of Sandler selling, “Pain” is a compelling emotional reason to do something different. The post The Gift of Desperation appeared first on Sandler Training.
The Center for Sales Strategy
MARCH 5, 2021
- MOTIVATION -. "Earn your leadership every day.". -Michael Jordan. - AROUND THE WEB -. > 15 Excellent Ways to Celebrate Employee Appreciation Day (+ BONUS Remote-Friendly Ideas) – Bonusly. Employee Appreciation Day (March 5, 2021)—it's the best day of the year! ?? ?? ??. Most work weeks are focused on business objectives, decisions from management, or customer issues.
Nutshell
MARCH 5, 2021
No salesperson should ever be afraid of objections. Savvy salespeople know that a large chunk of their prospects won’t ever become paid customers. That’s just the ‘biz. But by the time a prospect says “I have no budget,” top salespeople know what to do. Having completed hundreds of successful sales calls, they have learned not to take the objection literally, and focus on the real cause behind the objection —i.e., lack of trust, lack of perceived value, or simply that the prospect is
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
Zendesk
MARCH 4, 2021
More conversation about gender equity is always a good thing on International Women’s Day—but what’s the risk of all the ‘noise’ drowning out real action and progress? Unfortunately, every woman will have a story to tell about performative allyship when it comes to gender equality in the workplace. You know, a scenario whereby a business outwardly promotes a culture of inclusion and shouts about how it supports women, only for the real story to be quite different.
Sandler Training
MARCH 5, 2021
George Carlin did a bit once about words that included the phrase, “it’s the context that makes them good or bad.” The bit *hasn’t* aged well, but his words are prescient when it comes to techniques learned in training. The post Consider the Context Before Using a Technique from Training appeared first on Sandler Training.
The Center for Sales Strategy
MARCH 4, 2021
You called. Left a message. "Maybe they're busy," you think. Or, "maybe they just don't return calls." Perhaps it's neither of these. Maybe it's on you. Maybe you just haven't given them a compelling enough reason to call you back. If you want prospects to call you back, you need to give them a reason. If the reason you're providing is something along the lines of, "I have a really great idea to share with you," then you sound just like the other 25 calls they've received.
OnStrategyHQ
MARCH 4, 2021
What is a Strategic Objective? Strategic objectives are often one of the most challenging components of a strategic plan because they create the bridge between your big, bold vision and the annual goals needed to achieve it. Strategic objectives establish the boundaries for what your organization’s effort must focus on. They create the top layer of your strategic plan’s framework, articulating what you’ll focus on to achieve your vision of success.
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.
Freshworks
MARCH 3, 2021
Too many customer experience initiatives don’t even get their business case approved. Why is that? Usually because the business case is just weak. It lacks a clear focus on measurable deliverables that will have a positive financial impact on the business. To make the board invest in your CX business case you must show how the initiative will do one, two, or all of the following: Grow the business.
Zendesk
MARCH 2, 2021
2020 upended ways of working for companies around the world. Shifts in thinking about goals, processes, and outcomes, given a workforce working largely from home, have forced numerous changes that impact every part of an organization. At Zendesk, one of the areas that required some soul searching was around our social impact programs. In particular, the global health and economic crisis and deep social unrest in the U.S. moved us to rethink our approach to grant-giving; it was clear that support
Peter Simoons
FEBRUARY 28, 2021
Last week I was asked a question about where would be the best location for an alliance & partnerships team in an organisation for reporting purposes. Like with many things in alliances & partnerships there isn’t one single answer that fits all organisations! If you read my previous column about the differences between alliances and partnerships, you will understand that there are many different types of alliances and partnerships.
Kainexus
MARCH 2, 2021
Continuous improvement has long been an important goal in manufacturing. Some organizations leverage structured business management methodologies such as Lean or Six Sigma, while others use a less formal approach. Either way, the goal is to maximize resources, reduce cost, and deliver quality products on time. Many organizations have turned to improvement management software to help remove the friction from positive change to achieve these critical objectives.
Advertisement
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
Xant
MARCH 3, 2021
Our customer conference—NEXT 2021 is just around the corner and we think you should be there. NEXT is a free 2-day virtual event designed to give your sales team practical insights to succeed in 2021, and a vision for where the market is going. NEXT isn’t just any virtual conference. We’ve spent months curating content, keynotes, and breakouts that are catered to the new landscape of sales.
Zendesk
MARCH 1, 2021
A contentious election, protests, and the storming of the U.S. Capitol captured the world’s attention in 2020 and 2021. These events have led organizations to gauge their effectiveness in creating safe, welcoming spaces for their employees and customers. As a result, more companies are looking for ways to strengthen their DE&I with inclusive language.
SBI Growth
MARCH 2, 2021
The most difficult challenge leaders will face in 2021 is motivating personnel. Even with a new prospect or a new project, for most employees, the outlook is another year of virtual meetings that highly resembles 2020. In this environment, how.
Sandler Training
MARCH 5, 2021
Mike Montague interviews Luanne Whitmarsh, Executive Director of the Association for the Rehabilitation of the Brain Injured, on How to Succeed at Fund Development for Non-profits. The post How to Succeed at Fund Development for Non-Profits [PODCAST] appeared first on Sandler Training.
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.
Flevy
MARCH 2, 2021
A problem that executives often face is finding a tool to identify where and how to compete, identify profitable markets, evaluate investment options, and price their products rightly. GE-McKinsey Matrix is one such strategic planning tool that helps the executives make investment decisions and manage their product portfolio based on sound analysis.
Zendesk
MARCH 3, 2021
After what felt like an eternity, we finally had the science – safe, effective vaccines – but the initial rollout of Pfizer and Moderna’s miracle jabs left a whole lot to be desired. As the current administration plays catchup, the stakes have gotten higher than ever. Experts like Ashish Jha, dean of the School of Public Health at Brown, warn that the so-called UK variant, B.1.1.7, will be dominant by the end of March.
Force Management
MARCH 3, 2021
We’re regularly updating our robust content library, focused on sales best practices. Many of the topics come from our own prospects and customers who are dealing with sales challenges as they look to accelerate growth, drive more pipeline and capture value throughout the sales process. Many sales leaders find value in sharing this content with their sales teams.
Sandler Training
MARCH 5, 2021
Video conference calls are now an integral part of many sales processes. That’s one legacy of the pandemic era that seems likely to be with us for a while. With that shift in mind, here are five videoconferencing best practices we see market leaders using to move the sales cycle forward. The post Leveraging Video to Make the Sale appeared first on Sandler Training.
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.
Expert insights. Personalized for you.
246 
Let's personalize your content