KAM With Passion
MAY 27, 2021
When starting a new KAM/GAM Programme or revamping an existing one, Training is a topic that immediately draws attention as it is a key instrument to allow an organisation to execute on its KAM Strategy. This post is the first of a series of three dedicated to how to set-up an adequate KAM skills development system which supports the initial kick-off and the further development of a KAM initiative.
Account Manager Tips
MAY 25, 2021
Definition of key account management. Tweet. 0. Share. 0. Pin. 0. Share. 0. If you're not sure what key account management is, don't worry, you're not alone. It's a difficult concept to nail down and often misunderstood. So let's answer what it is, what it isn't, and how to do it well. Here's the dull, academic definition of key account management: [Key account management is] the process of allocating and organizing resources to achieve optimal business with a balanced portfolio of identified ac
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RAIN Group
MAY 26, 2021
Almost all sellers at some point in their career will consider adopting a time management system to improve their productivity. Few stick with it. The challenge is that many time management systems focus too deeply on the activity level—what to do first, what to do next, what the priority order is—without paying enough attention to the bigger picture.
Vantage Partners
MAY 25, 2021
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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
MAY 24, 2021
Exceptional sales reps — the ones who are prepared to both dedicate and deliver — don't grow on trees. They're tough to find, and in many cases, it's hard to distinguish them from reps who might wind up exhausting your time and resources — only to fizzle out and leave before making an impact. When you're interviewing for a sales role, you're bound to run into both kinds of candidates, so the question becomes, "How do I tell them apart?".
Engage Selling
MAY 28, 2021
It can feel like a big, scary problem when your customer starts demanding you renegotiate terms and prices on an existing agreement you have with them. But, it doesn’t have to be that way. As a sales leader, there are … Read More » The post They Want to Renegotiate…Now What? (Part 2 of 3) first appeared on The Sales Leader.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Software Sales Guru
MAY 24, 2021
4 Ways to Ensure Sure Asking Questions is not an Interrogation I recently talked about the need to use a checklist during your sales calls.
Hubspot Sales
MAY 25, 2021
Welcome to Breaking the Blueprint — a new blog series that dives into the unique business challenges and opportunities of Black business owners and entrepreneurs. Learn how they’ve grown or scaled their businesses, explored entrepreneurial ventures within their companies, or created side hustles, and how their stories can inspire and inform your own success.
Vantage Partners
MAY 26, 2021
Vantage Partners and Kotter Announce Strategic Partnership to Build Leadership and Change Capabilities Globally. Vantage Partners and Kotter today announced a strategic partnership to provide leadership training focused on navigating change and leading through turbulence. Together, Vantage and Kotter will offer learning solutions tailored for everyone from frontline staff, to middle management, to senior executives.
The Center for Sales Strategy
MAY 26, 2021
Kicking off the new season of the Improving Sales Performance series, John Henley, Managing Partner at The Center for Sales Strategy, gives viewers an overview and behind-the-scenes look at the creation of the IMPACT Sales Leadership System: why it was created, who it was created for, and how sales leaders can make an impact on their sales performance by focusing on 4 key areas.
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
MAY 24, 2021
Inefficient activity assignment and role clarity issues within your organization can drive down important metrics such as your customer service satisfaction or net promotor scores. As a Sales Leader, you’re liable for understanding where your individual contributors need to be.
Hubspot Sales
MAY 24, 2021
Having conversations with prospects is baked into sales — in a lot of ways, it's the basis of the whole concept. You need to be able to successfully initiate and conduct productive sales conversations if you really want to thrive in a sales role. Being able to thoughtfully and adeptly communicate with prospects in-person, over the phone, and via email will set you up for a long and successful career in the field.
Flevy
MAY 24, 2021
How do people make decisions? Do they always follow a rational linear process to come to a conclusion? . Studies have suggested that the traditional Decision Making model—commonly known as the Rational Decision Making Model—does not explain the whole ambit of Decision Making. People, including managers of organizations, arrive at decisions using a variety of routes.
The Center for Sales Strategy
MAY 28, 2021
- MOTIVATION -. "Quality performance starts with a positive attitude.”. -Jeffery Gitomer. - AROUND THE WEB -. > Take Action to Fix Your Post-Pandemic Sales Turnover Problem – Top Line Leadership. Suppose for a moment that 25% of your sales team quit before the end of 2021. Recent polling suggests this is possible. This article explains the research behind the prediction that voluntary turnover will increase as we exit the pandemic and prescribes specific things managers can do right now to pr
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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
MAY 22, 2021
Being a CEO during a large Go-to-Market transformation is difficult, and with multiple acquisitions, this adds further complexity, such as: High Customer Acquisition Costs Low Employee Morale Inaccurate Fact Base And more. On today’s show, Steve Smith, CEO of Zayo, joins us to discuss how.
Zendesk
MAY 26, 2021
Customer service can make or break a business. But not everyone agrees on what it is or how to do it well. In this guide, we’ll share how to set your business up for customer service success. The definition of customer service. Customer service is the act of supporting and advocating for customers in their discovery, use, optimization, and troubleshooting of a product or service.
Help Scout
MAY 25, 2021
When your business is small and you have a low volume of support requests, using a distribution list or shared Gmail or Outlook mailbox may be an effective way to handle customer service. After all, it’s simple — everyone knows how to use email — and it’s inexpensive. However, it’s important to remember that distribution lists and shared mailboxes aren’t built for customer service.
The Center for Sales Strategy
MAY 24, 2021
How much time do your salespeople spend selling? It’s been our observation that it’s probably less than you think. Data suggests that it's as little as 30% of their time. And when you talk to salespeople all the time, as we do, they confirm that. So, to get a bead on just how much time your salespeople actually spend selling, you should start with a definition of selling.
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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.
Insightly
MAY 25, 2021
In March 2020, Pew Research reported that only 7% of civilian workers in the United States have access to a flexible workplace. According to the National Compensation Survey (NCS) published by the U.S. Bureau of Labor Statistics in September 2020, 64% of Americans are now working at home. Considering drastic changes in mobility and the way people work, the use of business technology is becoming a key differentiator between companies that succeed and those that fail in the digital economy.
Crank Wheel
MAY 26, 2021
Do you want sales to work smarter?
Force Management
MAY 26, 2021
This month's episodes packed an extra punch. With timely front-line sales tips and a guest appearance for ELAC Men's Basketball Coach, John Mosley Jr. (as seen on Netflix's Last Chance U: Basketball Series) — each episode has something for everyone in your organization. Here's a rundown of what each episode covers. Tune in and share with your sales reps, managers and other leaders in your organization.
Apptivo
MAY 26, 2021
Mobile apps help improve the competitiveness of businesses. Mobile devices have become the most effective method for accessing data from anywhere. The iOS app for Apptivo offers brilliant and stunning features. As a team, we are pleased to announce the recent updates in our All-In-One iOS application’s new version 6.3.4 in the App store with a wide range of updates.
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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
Insightly
MAY 28, 2021
Are you feeling a little stuck in your marketing career? We’ve all been there. It can be hard to know when it’s time to take the next step. Then, sometimes it’s hard to even know what that next step is. Even though the marketing career path isn’t a straight one, there are a few steps you can take to advance your career. . 1. Decide if you are ready for your next position.
QYMATIX
MAY 25, 2021
Machine learning (ML) and artificial intelligence (AI) hold the key to a tremendous improvement in sales controlling efficiency. A software is intelligent if it can solve problems independently and efficiently. The degree of intelligence depends on the level of autonomy, the extent of complexity of the problem, and the efficiency of the problem-solving process.
Scovel
MAY 24, 2021
In today’s competitive world, it is necessary to stay one step ahead of the competitors. One powerful tool that can make an organization stand out is by having a sound and successful sales team. Investing in sales training programs can earn more returns in the way of closing more sales deals. With the advancements in technology, it is challenging to keep up with the ongoing trend.
Apptivo
MAY 22, 2021
The majority of modern businesses may prefer using excel spreadsheets instead of using field service management software, and that may appear to be beneficial for them, but in the long-term, it would cost you more than you can think of and wouldn’t be half as efficient as a Field Service Management Software. Initially, for every business, Excel comes out as a great solution to their field service needs, but as we are growing and field service scenarios are becoming more and more complex, busines
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.
OnStrategyHQ
MAY 22, 2021
The two words ‘strategic planning’ provoke reactions anywhere from sheer exuberance to ducking for cover. In many organizations, strategic planning has a bad reputation because it’s so easy to step into one of the many planning pitfalls. To start with, holding effective meetings is tough. Add to that a topic that requires a lot of brainpower mixed with personal agendas and you have a recipe for disaster.
SalesPop
MAY 25, 2021
Agility in Business. Everyone in the world is currently faced with a unique, completely unprecedented, and entirely unpredictable experience. COVID-19 has forced changes throughout the entire business world, making agility more important than ever. There are a lot of people in sales, leadership, management, and marketing that are going to have to pivot and adjust to the circumstances at hand, and ensure that they can approach these changes in the best way possible, without getting overwhelmed.
Sandler Training
MAY 28, 2021
Mike Montague interviews Dr. Oleg Konovalov on How to Succeed at Creating a Compelling Vision. The post How to Succeed at Creating a Compelling Vision [PODCAST] appeared first on Sandler Training.
Kainexus
MAY 25, 2021
Today, we have guests on the KaiNexus Continuous Improvement Podcast with our host, Mark Graban. Our guests are both part of the Process Excellence department at Memorial Health System in Marietta, Ohio, one of our customers. Lynn Howell and Mary Huck, both of whom have clinical backgrounds, help their colleagues improve with Lean and other methods throughout the system.
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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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