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
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
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
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.
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?".
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Xant
MAY 26, 2021
The consumer experience has changed significantly. When smartphones hit the scene, data was used to understand our behaviors and provide more relevant content, and we, as buyers, became more independent with endless information at our fingertips. Of course… the data isn’t always spot on. B2B buyers are completely digital and in control. Buyers are used to having the information and resources they need to build their own criteria.
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.
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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.
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.
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.
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
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.
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.
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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.
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
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.
Kainexus
MAY 24, 2021
The internet is full of free Kanban Excel templates that you can download. That’s not surprising because the format of a Kanban board can be very simple, and Excel is attractive because most people know how to use its basic features, and everyone in the company probably already has access to it. Setting up a Kanban board in Excel and emailing it out to everyone is easy.
Crank Wheel
MAY 26, 2021
Do you want sales to work smarter?
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
The Center for Sales Strategy
MAY 25, 2021
Excuse me, while I pull out my "soapbox", I'm about to go on a rant! Nothing irritates me more than when people confuse activity with productivity. We have created an environment where checking off our to-do list every day, attending meetings, and responding to emails means that you were productive. That's just wrong. You were not productive. You were busy.
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.
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.
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.
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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
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.
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.
ClearPoint Strategy
MAY 24, 2021
Organizations with clear mission and vision statements as part of a defined strategy are more successful. So, it shouldn’t be a choice of mission statement versus vision statement—these are two pieces of the same puzzle you’ll fit together when creating your strategic plan. Mission and vision have different, but important, parts to play for your organization.
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.
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