Arpedio
JANUARY 11, 2023
How to Succeed With Account Management. ← Back to blog. Let’s show you how to get the most out of your account management! In this blog, we’ll break down the concept of account management, and why it’s so important in order to drive a successful business in today’s increasingly complex B2B industry. Table of Contents. 1. What Is Account Management? 2.
Account Management Skills
JANUARY 12, 2023
I’ve been exploring how AI can help agency account managers. Here are three apps you can get started with straight away that’ll help you in your role: 1. Crystal Knows. What is it? A LinkedIn plug-in tool that uses AI to analyse text and understand the communication style and personality of an individual. How does it work? It assesses things like language choice, tone, and sentence structure to provide insights into how that person typically communicates.
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The Center for Sales Strategy
JANUARY 11, 2023
Trust is fundamental in any highly engaged, high-performing team. Without trust and integrity, people question why they want to work for a company or manager who doesn’t have convictions. When asked, highly engaged employees describe their companies and leaders as “authentic” or “genuine.”. Building trust takes time. Whether in person or virtually, it can take months or years to build a solid base of trust, but it takes just minutes to lose it.
Chally
JANUARY 10, 2023
There will be many existing and new recruiting challenges 2023 that recruiters will face. Hiring problems are not new to businesses. Changes in the economy, a decrease in workers, and the demand of candidates for remote work are forcing recruiters to adjust their strategy to adapt in the current job market. What are the recruitment challenges 2023 may bring?
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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.
Hubspot Sales
JANUARY 12, 2023
So you have a brand-new business idea and you’re considering venturing out on your own. Before you take the leap, it’s time to take a careful look at entrepreneurship versus employment. Then, you can decide which path works best for you. This guide is designed to share the pros and cons of both lifestyles. From there, you can make the critical decision between entrepreneurship and standard employment.
Customer Think
JANUARY 9, 2023
A lot of people think that the impulse to buy something, to press that checkout button, is instinctive. It’s a quick, almost subconscious response when you see something you want. But there’s a lot more going on in people’s minds than just “see-want-buy.” There’s psychology behind every buying decision, and it isn’t always easy to […].
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Planview
JANUARY 10, 2023
How important are in-person connections in an increasingly remote work environment? The short answer is “very,” especially since there are a lot fewer of them. Planview is on a mission to “Build the Future of Connected Work,” – so I spend a lot of time thinking about the human aspects of connection. Not just the team-to-top, cross-functional, idea-to-impact dimensions of Connected Work but the person-to-person, individual connections that make our work more meaningful, insightful, and valuable.
Hubspot Sales
JANUARY 11, 2023
When it comes to events, many small business owners and sales reps struggle with the same challenge: Getting prospects and customers to attend. Yet, in-person or virtual event participation is often a critical component of networking, building relationships, and offering value to prospects ahead of a sale. Now, imagine a world in which you can offer all interested participants a ride to your latest store opening or conference, and only pay for the ride if they actually attend.
Customer Think
JANUARY 12, 2023
Over the past few years, companies have struggled with the looming prospect of a volatile job market. So much so that employee retention has become one of the most significant HR challenges faced by multinational companies in recent memory. On average, a whopping 4 million Americans quit their jobs each month in 2022. On top […].
MDI Training
JANUARY 10, 2023
Read this article to find out how you can get everyone to listen to you in online meetings and what you need to keep in mind in a hybrid setting. How to maintain attention in online meetings. You know it – sometimes you are leading an online meeting and you get the feeling that the participants do not pay enough attention to you. Even if the topics discussed seem exciting to you, it is sometimes simply not possible to keep everyone on the ball.
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 Center for Sales Strategy
JANUARY 10, 2023
When you’re doing it right, recruiting the best candidates for your open salesperson positions can take weeks or even months. That’s not even factoring in the costs of not having someone close new business while the position is vacant, the money lost during onboarding, and the risk of losing the new hire if they or your team determine they’re not the best fit for the job.
Hubspot Sales
JANUARY 9, 2023
How many times have you had this exchange with prospects? You say, “Hey there, how are you?” They respond, “I’m good, thanks. And you?" You say, “I’m good too, thanks for asking.”. Zzzzzzz. There’s nothing wrong with kicking off a conversation by asking how someone is doing, but it definitely won’t lead to any memorable dialogue. When you’ve only got a couple minutes to build rapport with someone, you don’t want to waste time on conversational fluff.
Customer Think
JANUARY 12, 2023
As leaders, we are expected to have a vision of the future that we are leading our teams towards. To build this vision, we need to be able to think of the potential and probable futures, to decide and pick the one that we want to move towards.
Kainexus
JANUARY 10, 2023
One of the fundamental principles of continuous improvement is that positive change is the responsibility of every employee. Embracing that idea is far easier than making it a day-to-day reality. One powerful tool for keeping improvement work top-of-mind is the daily huddle. Whether your team works together in person or includes remote workers, daily huddles can help structure the effort to improve and standardize process operations.
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
Brooks Group
JANUARY 10, 2023
View this week's video. Your Team Doesn’t Have a Closing Problem . One of the most common requests we receive at The Brooks Group is for sales negotiation training on closing techniques. Too many sales managers think their team has a closing problem, when in reality, they have a prospecting problem. Most salespeople believe the old adage: if you tell your story to enough people, some of them will buy.
Hubspot Sales
JANUARY 11, 2023
Follow-up emails can help establish a connection with your prospects. Not only are these emails a personal touch. They’re also essential to your sales operation. Fifty percent of all sales happen after the fifth follow-up attempt, according to Inside Sales. However, writing a personalized, perfect email after every interaction can be time-consuming.
Customer Think
JANUARY 12, 2023
2022 has taught us to expect the unexpected. The Ukraine conflict, the energy crisis, the rising scepticism among businesses and consumers due to rising costs, and the emergence of the recession that fundamentally altered the dynamics of the eCommerce post-pandemic recovery, were the most surprising events of 2022 for everyone. This is a new wave […].
The Center for Sales Strategy
JANUARY 12, 2023
Tom Brady, Michael Jordan, and Tiger Woods are all known for their exceptional talent and success in their respective sports. However, they also have something else in common: they all had coaches who played a significant role in their careers. Some might argue that it was their coaches — Bill Belichick, Phil Jackson, and Earl Woods — who helped turn their natural talent into the greatest athletes of their sports.
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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.
SalesPop
JANUARY 7, 2023
JR Butler is a Founder and CEO of Shift Group, a former D1 hockey athlete at Holy Cross, an early sales leader at Turbonomic, and a former CRO of Pillir. His company Shift Group is helping athletes, military vets, and candidates that want to transition into technology sales. In today’s expert insight interview, John and JR Butler discuss “Sales And Athletics.” This Expert Insight Interview Discusses: Why are athletes uniquely qualified to enter technology sales?
Hubspot Sales
JANUARY 9, 2023
If you want to stay afloat in today’s cutthroat business world, it’s important to stay one step ahead of the competition. For this, you need to turn sales forecasting into an art form. This can be challenging for small and new businesses. Entrepreneurs are often optimistic about the future of their businesses. Yet, many are uncertain about the best way to predict their profit margins.
Customer Think
JANUARY 10, 2023
When Dale Carnegie published How to Win Friends and Influence People in 1937 he laid the foundation for sales thinking that continues today: find folks with a need, get into a relationship, and tell them about the features, functions, and benefits of your solution in a way that induces them to buy it. But it’s […].
RAIN Group
JANUARY 11, 2023
Remember back in pre-pandemic days when sales teams conducted lavish SKOs in person, perhaps with an option to dial in? Things are a bit different today. Some organizations are returning to in-person sales kickoffs, some are holding exclusively virtual events, and others turning to some form of hybrid event. Either way, the same challenge remains: How can you deliver an engaging SKO that spurs reps on into the new fiscal year?
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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
SBI Growth
JANUARY 11, 2023
Companies committed to unforgettable growth have a higher probability of success with a centralized office to manage workstreams and track essential KPIs relative to transformation initiatives. In SBI's hundreds of engagements, we have found that executives don't have the time to focus solely on the growth plan. That doesn't mean they are not actively working toward plan; on the contrary.
Showpad
JANUARY 12, 2023
Meet Ljiljana Budimir Vukicevic , Sales Enablement Digital Capability Lead at Schneider Electric. In her 20+ year tenure with the global energy management and automation company, Ljiljana has seen and led major technological evolutions across the business — from customer care to IT support and, most recently, sales enablement. . But when you’re leading enablement at a company as large as Schneider Electric (with nearly 130,000 employees and hundreds of distributors globally), you will run into s
Customer Think
JANUARY 9, 2023
We live in a world with accelerating pace of change. For all us leaders, this accelerating change comes with the necessity to respond to these changes in a coherent, strategic and urgent ways. This translates into starting and leading change in.
Agile CRM
JANUARY 13, 2023
App integration tool is a type of technology that enables companies to link their various applications so they may exchange information and functionality. Due to the fact that more and more businesses are managing their operations by utilising different apps and data sources, this kind of software has grown in importance in the modern corporate climate.
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.
ACT
JANUARY 13, 2023
Customers and clients are the heart and soul of every business. Managing those relationships is essential for your long-term success, and Customer Relationship Management (CRM) software is a vital tool for handling customer interactions in small and medium companies, whether business-to-business (B2B) or business-to-consumer (B2C). But does that mean CRMs work the same way for both types of audiences?
Insightly
JANUARY 13, 2023
Every business in the finance industry faces the unique challenge of meeting customer expectations. Whether you’re a financial advisor, bank, or wealth management service, the success of your business no longer depends on simply providing a great deliverable. Today, you must also provide exceptional customer experiences along the way. One of the most effective ways to ensure the best experience for your customers is to use a customer relationship management (CRM) system designed to handle the co
Customer Think
JANUARY 10, 2023
Banks Should Embrace the Opportunities Created by Open Banking The growth of FinTechs and our increased reliance on online payment platforms has led to a sharp rise in digital banking services, as more and more customers link their accounts between different providers. This trend, enabled by profound leaps in technology, has established a newly connected […].
Agile CRM
JANUARY 13, 2023
Whether you manage a legal firm, a medical practice, or a beauty parlor, appointments are a crucial part of managing a successful business. Maintaining a record of client schedules and making sure they are scheduled at the appropriate time can be a difficult chore. Appointment scheduling software is becoming increasingly popular among organizations because of this.
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.
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