Account Manager Tips
SEPTEMBER 28, 2022
Favorite clients? We all have them. We'd be besties if work wasn't in the way. But getting too close to your clients can be problematic. Find out why. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. When clients become friends the lines get blurred. Worth a click Quote of the week. When clients become friends the lines get blurred.
SmartKarrot
SEPTEMBER 27, 2022
Every company looks to retain its customers as much as possible. This calls for a highly effective and functioning customer success strategy that focuses on customers and their journeys. Customer success teams need to choose data-driven and intelligent strategies to ensure customers meet their goals. This includes ensuring automation, buyer-driven alerts, connected experiences, omnichannel experiences , and more find a place in the customer success strategy.
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CMOE
SEPTEMBER 29, 2022
Did you know that 5 in 6 employees feel disconnected at work? The reality is that any employee can struggle with connecting with their work teams, no matter what their schedules, occupations, and backgrounds are and regardless of whether they are working remotely, in house, or on a hybrid model. So, how can companies ensure that there is more engagement in work teams?
The Center for Sales Strategy
SEPTEMBER 26, 2022
Finding talented salespeople has never been easy. Finding naturally talented salespeople has always been more difficult than finding successful sellers. Far too often, we confuse success with talent. We go after the big name at the big competitor who has some big sales numbers. Experienced salespeople tend to have bad habits that follow them. We default to looking and hiring experienced salespeople over inexperienced talented salespeople because it's easier.
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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.
Strategic Communications
SEPTEMBER 26, 2022
17877227 – social media. A while ago I experienced an interesting phenomenon related to the release of my monthly e-letter. I’ve gotten into the practice of posting notices to various LinkedIn groups when a new e-letter is available, inviting new subscribers. I’ve been doing this for about 14 months now and usually pick up 10-15 new subscribers each month.
Red Star Kim
SEPTEMBER 26, 2022
Last week I was joined by a group of marketing and business development (M&BD) Assistants (and some Executives) from law, accountancy, actuarial and consultancy firms for a half day PM Forum workshop on “Practical and professional skills for Marketing and Business Development Assistants”. From the discussions, exercises and polls they come across as impressive group.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Hubspot Sales
SEPTEMBER 26, 2022
There's a sweet spot in sales. It's when a prospect's needs perfectly align with your offerings. But when you fail to find it, you end up chasing the wrong leads. The good news? More than half of sales reps saw improved lead quality this year. But one question remains: how did they do it? Let's look at a few strategies sales professionals are employing in 2022 to achieve better lead quality.
The Center for Sales Strategy
SEPTEMBER 28, 2022
The world runs at a rapid pace these days. Twitter tells you in 280 characters, TikTok shows you in 10 minutes or less, and we want all the episodes of our favorite shows released all at one time! We’re impatient by nature, and we want the kind of solution that turns everything around now, including training our salesforce. While some of these quick hits may work in the short run, most are not sustainable, and they leave you needing more, especially in the world of employee development.
PandaDoc
SEPTEMBER 28, 2022
A wide variety of possible price negotiation strategies exist but all of them have a common baseline. Customers often try to haggle at the last minute when it’s really too late to back out of previous agreements. And it’s quite hard to overcome such attempts loss-free. That’s why successful bargaining requires special knowledge of negotiation tactics and advanced negotiation skills.
Crank Wheel
SEPTEMBER 28, 2022
So what exactly is a lead vendor? What are the best health and life insurance lead vendors? How do you know which ones are the most suitable for you? Read on to find out more.
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.
MDI Training
SEPTEMBER 26, 2022
How to become resilient? Your personal superpower. Meeting the challenges in the VUCA/BANI world. In this article you will get an insight into key competencies as well as starting points to strengthen your own resilience. Concrete reflection questions and tips for implementation will let you become a “pro” of your own superpower. VUCA & BANI.
Zendesk
SEPTEMBER 28, 2022
Chatbots offer exactly what customers expect from a brand in 2022: instant, convenient, and effortless interactions. But the truth is that no matter how intelligent your bot is, there will always be situations when a human takeover is necessary—or at least highly advantageous to reach the best outcome. A seamless handoff between bots and live agents creates messaging interactions customers love.
Kainexus
SEPTEMBER 30, 2022
Lean project management is the application of Lean manufacturing principles to the discipline of project management. While most of the ideas germinated at Toyota in the 1940s, they have widespread utility across every industry and for organizations of any size. Modern organizations have adapted Lean project management for today's business challenges and technology landscape.
RAIN Group
SEPTEMBER 29, 2022
For sellers, routine can be a blessing and a curse. It’s true that doing the same things day in and day out provides structure. It requires discipline, too. But it can also turn into a comfort zone in which many sellers stagnate. This is what makes recurring sales training programs so valuable. Yet even after the most engaging, resonant sales training programs , sellers tend to revert back to what they’re accustomed to doing.
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
Force Management
SEPTEMBER 29, 2022
In times of economic change, the most resilient sales organizations evolve their sales strategy to align with buyer needs. There’s no better time than the sales kickoff to align your team on a powerful, relevant strategy that serves the most critical outcomes on your organization’s agenda.
SBI Growth
SEPTEMBER 29, 2022
Comparing last year’s SBI CEO survey results against this year’s shows a more cautious, even conservative, growth posture being embraced. A year ago, we saw CEOs leaning into proven markets with their growth teams. Growth strategies were noticeably clearer after the emergence from the pandemic. This year we see more hedging in growth options and less strategic clarity.
Kainexus
SEPTEMBER 28, 2022
Moving an organization toward its long-term strategic objectives while maintaining and improving day-to-day operations requires thoughtful planning and attention to organizational alignment. It is essential that the strategy be an integral part of daily work and thinking from the top of the organization to the bottom. Because strategy execution is central to operational excellence , fundamental principles and techniques have evolved that reflect the practices of the most successful organizations
Sales Readiness Group
SEPTEMBER 29, 2022
You’ve worked hard to get the deal to this point and then other decision-makers appear, procurement gets involved and your deal is stalled out while your terms are scrutinized, and the pricing gets squeezed. If you dread the final negotiation, you’re not alone. One minute you’re about to close a large sales opportunity and the next, you’re facing a series of roadblocks.
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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.
Mercuri International
SEPTEMBER 30, 2022
“In three years, 54% of company employees will need significant retraining of their skills“. That’s what emerged from the World Economic Forum 2020 1. A significant truth that reveals how skill gaps are a factor not to be underestimated. What we are experiencing is called the fourth industrial revolution, where we are forced to reinvent ourselves to keep up with technology and new needs.
Zendesk
SEPTEMBER 30, 2022
Here are the newest integrations from Zendesk to help your team provide top-quality experiences. incident.io. incident.io (Support) empowers teams to run incidents end-to-end. Rapidly fix and learn from incidents, so you can build more resilient products. This integration connects to incident.io and gives your agents a view of recent incidents from within Zendesk.
Strategic Communications
SEPTEMBER 30, 2022
I used to love the E*Trade commercials with the talking babies. They were cute, clever, and they made me laugh. In fact, every time I see one—regardless of how many times I’ve seen it previously—I laugh. I liked them. They were well done. They had good production values. They were clever. But, did they work from an advertising standpoint? Hard to say.
Sales Readiness Group
SEPTEMBER 26, 2022
“Fall in love with the problem, not the solution.” That’s how Uri Levine, the co-founder of Waze, the world’s leading navigation app which Google acquired, boiled down the secret of successful entrepreneurship.
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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
Mercuri International
SEPTEMBER 30, 2022
Do we all remember how bored we were in the third row listening to history lessons? Hours of lessons at the blackboard trying to assimilate dates and information while waiting for the sound of the bell. The learning experience was definitely not exciting, but as students we had plenty of time to dedicate ourselves exclusively to that: learning, growing and developing skills to earn good grades.
Brooks Group
SEPTEMBER 29, 2022
Salespeople are always on the lookout for novel approaches that will help them connect with their prospects and complete more transactions. This blog article will provide you with five helpful hints that will assist you in developing stronger connections and expanding your sales funnel. In addition to this, we will provide a few case studies that highlight how the use of these strategies has assisted other sales professionals in achieving success.
Deep Insight
SEPTEMBER 29, 2022
What is a Good Net Promoter Score? September 28, 2022. By. John O'Connor. Times have changed. Way back in 2014, I wrote a blog called What is a ‘Good’ B2B Net Promoter Score? It was purely about B2B companies (which are very different to B2C companies). In that blog, I said that “a Net Promoter Score of about +10 is par for the course” for B2B companies and that a “a Net Promoter Score of +30 is excellent.
Zendesk
SEPTEMBER 29, 2022
For shoppers, the holidays are a time to be merry—with cash registers jingling and ecommerce booming. But this year, the golden quarter between October and December comes with a lump of coal in the retail stocking. Supply chain woes, understaffed teams, and changing customer behaviors are combining to create the storm of the century. How can retailers get ahead of the new challenges that face their CX teams during the holiday season?
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.
Mercuri International
SEPTEMBER 30, 2022
How many times have we been told that our attention span has reached that of a goldfish? Luckily, it hasn’t been scientifically proven, but we do find that our concentration is no longer what it once was. It has been influenced by the digital era and by the speed of information circulating. Our attention drops if the timeline is too long – we want everything immediately, requiring answers to current problems with an immediate response.
ACT
SEPTEMBER 28, 2022
Are you hesitant to use email marketing because it feels intimidating? You’re not alone. Many of our customers have expressed the same reservations – that email marketing seems too complex and expensive and likely requires extra staff or skills to execute it effectively. Ironically though, as we dig a bit deeper into how they communicate with their prospects and customers, we learned that many of them are actually already using email marketing, perhaps without even knowing it!
Farland Group
SEPTEMBER 28, 2022
[link]. In this podcast, Jane Hiscock speaks with Bev Burgess of Inflexion Group. Bev has over 30 years of experience working in B2B marketing, both on the client side as well as consulting and training, and is best known for her work in account-based marketing (ABM). She is the author of A Practitioner’s Guide to Account-Based Marketing: Accelerating Growth in Strategic Accounts and has another book coming out at the end of October.
Zendesk
SEPTEMBER 29, 2022
There’s a lot of talk these days that outbound sales has gone the way of disco, while inbound sales is all the rage—the K-pop of selling tactics. Though there’s a lot to love about inbound techniques (and K-pop), outbound sales isn’t down for the count yet. And we have stats to prove it. According to recent studies, 82 percent of buyers will accept meetings with sellers who reach out to them.
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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