Account Manager Tips
OCTOBER 18, 2022
Disagreeing with clients isn't a bad thing. It's healthy and can lead to great things if handled properly. Here's some tips on how to disagree constructively. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. 4 magic words to say to every client After I've said the magic words, then what? What do I do with the information?
Kainexus
OCTOBER 18, 2022
Now is the time of year when many leaders turn their thoughts to crafting the strategic plan for next year. In most cases, this involves financial forecasting, resource planning, and a review of this year’s performance to date. All of that is important, but according to the book, The Balanced Scorecard by David Norton and Robert Kaplan, 90 percent of organizations fail to execute their strategies.
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MDI Training
OCTOBER 17, 2022
3 tips for efficient and sustainable OKR results. Do you want to learn more about the basics of OKR – Objectives & Key Results? Here are 3 leadership tips for efficient and sustainable OKR results. 1. Reserve the meeting dates for a year in advance. Long-term OKR scheduling. Long-term scheduling makes it easier to adjust to spontaneous changes on short notice.
Upland
OCTOBER 21, 2022
Account planning has never been so necessary – or so challenging – to get right. When used effectively, account planning benefits businesses by delivering more revenue, happier customers, and more effective sales teams. . But what exactly is account planning, and why is it so important in 2023? . In this definitive guide to account planning, we’ve compiled everything you need in order to understand the importance of account planning, what it is, and why a complete mindset shift is critical
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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
OCTOBER 18, 2022
Any company's sales leadership needs to keep a pulse on how its salespeople are performing, both individually and on a broader organizational level — getting there often starts by understanding the degree of effort reps are putting in. That's where performance indicators known as sales productivity metrics come in. These figures — ones used to measure how active and engaged salespeople are day-to-day basis — are central to the success and direction of most sales orgs.
The Center for Sales Strategy
OCTOBER 20, 2022
Candidates are in and out of the job market quickly, particularly those with superstar talent. If you’ve adopted a “we’re always hiring” mentality to help you build and fill your talent bank, you’re likely conducting interviews more frequently. According to LinkedIn, 83% of talent say a negative interview experience can change their mind about a role or company they once liked.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Crank Wheel
OCTOBER 18, 2022
Here's the easiest way to share your screen via WhatsApp
Hubspot Sales
OCTOBER 17, 2022
Keeping tabs on sales benchmarks is central to understanding where both your and your sales org's performance stands in the broader sales landscape. So to help you keep a pulse on those figures, we've pulled relevant data from HubSpot's recent Sales Strategy survey of over 1,000 sales professionals. Here, we'll take a look at the hard data around some key metrics, explore how those figures could change in a potential recession, and review some strategies you can leverage to protect your numbers
The Center for Sales Strategy
OCTOBER 17, 2022
Women in sales have achieved great things for themselves and their organizations over the last decade. To celebrate Women in Sales Month, we’re talking with some amazing women sales leaders who share their unique insights, from offering advice for sales managers, new or more experience to discussing the anticipated landscape of sales and years ahead when it comes to improving sales performance.
Zendesk
OCTOBER 17, 2022
Workers on production lines, assembling industrial goods with wrenches is one image that usually comes to mind when people think of the manufacturing industry. But now that we’re in what’s being described as the Fourth Industrial Revolution, that visual is as outdated as the steam engine. According to the World Economic Forum , “the first industrial revolution used water and steam power to mechanize production.
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.
Brooks Group
OCTOBER 19, 2022
What’s the Difference Between Role-specific and General Training? Sales training typically accomplishes one of two things. . The training will either provide learning around a specific skill, or the training is focused on improving the learner’s ability to succeed in their entire role. The latter approach encompasses the former, as it would be impossible to help someone do their job better without focusing on some aspect of their job.
Force Management
OCTOBER 20, 2022
This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness. Check our blog next week for the newest installment, or subscribe for updates straight to your inbox.
The Center for Sales Strategy
OCTOBER 18, 2022
Horror movies are predictable and filled with clichés. Although we know a monster lurks around every corner, we squirm in anticipation of a sudden sound or blood-curdling scream that will make us fly out of our seats at any moment. It turns out horror films are filled with sales strategy lessons.
Crank Wheel
OCTOBER 19, 2022
Check out our top 7 tips on how to sell Medicare supplements over the phone. Learn everything you need to know to take your sales to the next level today!
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
SBI Growth
OCTOBER 19, 2022
According to SBI CEO Mike Hoffman, “leaders understand that completely abandoning recession contingencies is the wrong call. Instead, they're adapting the plans to reflect the uncertain market.” Hoffman explains that “The timing of the economic turnaround, which coincided with reaching the year's halfway point, suggests CEOs realized it was time to make decisions, reinvest and move ahead.
Sales Readiness Group
OCTOBER 18, 2022
Sales training is proven to help your team close more business deals, stay competitive, avoid discounting, win bigger deals, and boost productivity. A well-designed sales training program gives your team the skills, tools, and techniques they need to become top performers. And for most sales leaders, driving topline performance is more than enough justification to invest in training.
The Center for Sales Strategy
OCTOBER 19, 2022
October is Women in Sales Month, and to celebrate, we recognize many talented and hardworking women who work in this industry, the valuable contributions they make to it, and their expert insights on the future. Joining this episode of Improving Sales Performance is guest Stacy Kauffman, Regional Vice President from San Francisco and Sacramento at Audacy.
Deep Insight
OCTOBER 21, 2022
Get Uncomfortable: Relationship Advice From A B2B Customer Experience Company. October 21, 2022. By. Shane O Regan. The phrase, “Get closer than ever to your customers” is famously attributed to Steve Jobs. This often-repeated mantra remains a key principle of CX in both Consumer and B2B companies. The benefits of being close to your customers are enormous, yet why do so many B2B companies struggle to do it?
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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.
Texas Creative
OCTOBER 18, 2022
"> I’ve always had an affinity for finding mobile apps that fulfill a niche need or offer a unique benefit. Whether it’s an app that helps manage my tasks and time, or an app that identifies birds by their call (essentially Shazam for birds), I enjoy exploring how I can enhance my phone with helpful tools. . So when it came to having a desk job, I was looking for ways to optimize my personal computer.
Showpad
OCTOBER 21, 2022
Summer is officially over. And in many parts of the world, temperatures are starting to drop. That can only mean one thing: Showpad’s TRANSFORM 22, the world’s largest sales enablement event, is just around the corner. TRANSFORM 22 is coming! On November 8, over 1,000 sales, marketing, and enablement professionals worldwide will gather (virtually) for inspiring keynotes, informative breakouts, and networking sessions.
PandaDoc
OCTOBER 21, 2022
Pricing is a key element of your communication with customers, and as such needs to be a central part of your dialogue with them. Hiding your prices or being uncomfortable when you need to discuss them with clients will affect your capacity to make a sale. This means it’s uniquely important to get the pricing right consistently and to use the proper tactics to present your prices to different audiences and decision-makers.
Credo
OCTOBER 20, 2022
The central purpose of today’s boards doesn’t differ much from what it’s been in the past. Board members are stewards of an organization’s mission and vision, tasked with ensuring that the college, university, or nonprofit’s current leaders and employees are successful in advancing each.
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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
Zendesk
OCTOBER 20, 2022
Striking up a conversation with a stranger can feel daunting. If you’ve ever stumbled over your words asking for directions or dared to invite someone you like for a coffee, you know the feeling. For sales reps, especially those new to the game, finding the right questions to ask is half the battle. Enter the probing question—a sales tactic that will help your team seal more deals.
SOAR Performance Group
OCTOBER 20, 2022
Who Owns the Pipeline? (A Sales Leadership Community Panel Discussion Hosted by the Atlanta Chapter) Senior executives share their perspectives about pipeline ownership of opportunities with customers and prospects. The […]. The post Episode 44: Who Owns the Pipeline? Marketing and Sales Leaders Teaming Together to Drive Results appeared first on SOAR Performance Group.
PandaDoc
OCTOBER 21, 2022
Overcoming objections is a crucial part of the sales process — as is being able to gracefully end the conversation if the prospect’s “no” is definitive. Often, objections stem from either a primary reaction of not wanting to commit (indecisiveness), not trusting the salesperson (lack of trust), or not being offered the right option (product mismatch) — rather than a hard “no.”.
MDI Training
OCTOBER 20, 2022
Agile mindset beyond company boundaries. In order to compete in a constantly changing market , companies must be able to react quickly to changes. Strong networking, increased knowledge exchange and an agile mindset beyond company boundaries are crucial. Leadership in times of crisis. We are in highly uncertain times – everything around us is always changing and no decision is really definite.
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.
EcSell Institute
OCTOBER 19, 2022
The talents needed for success as an individual performer may be different than those needed for management. Before promoting a team member, it is important to assess if they have demonstrated the potential to be an effective manager. Use this guide to determine if a team member is ready.
Insightly
OCTOBER 19, 2022
5 Reasons To Rethink Your CRM. Technology is an incredible resource and has drastically improved the way people do business. However, it’s evolving so quickly that what was touted as a high-tech solution a few years ago might already seem obsolete — or at least slower and less intuitive than newer options. If you can relate, it might be time to rethink your CRM.
Sales Outcomes
OCTOBER 17, 2022
Sales teams often face execution challenges, including: – Poor sales process adoption – Selling to accounts outside the target market or ideal customer profile – Inconsistent proactive sales activities – Lack of confidence in conducting deeper discovery conversations – Low win rates. Collectively, these challenges contribute to underperforming sales teams.
PartnerTap
OCTOBER 17, 2022
There is some exciting news for us at PartnerTap. One of our engineers, Pranav Kamesh, is heading to the World Puzzle Championship in Poland this week. He’ll be representing his home country India and competing against the top puzzle solvers in the world. Machine Learning Engineer. Pranav is living in New Jersey and studying for his Master of Science in Computational Science at NYU.
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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