Strategic Account Management Association

JANUARY 25, 2022

Pfizer is the winner of the 2021 SAMA Excellence Award for “Innovative Value Co-Creation.” The winners of the 2022 Excellence Awards will be announced at the SAMA Annual Conference May 23-25 in New Orleans. By Emily Williams, Strategic Account Manager , Pfizer. This is the story of how I led a project with my integrated account team to support a process for a key customer to efficiently and effectively triage appropriate patients out of the emergency department so that they could receive proper

Healthcare 400

Healthcare Co-Creation Stakeholders Account Management 400

Holden Advisors

JANUARY 25, 2022

Spoiler alert: Lowering prices on a high-value product in a competitive market will rarely drive long-term growth. Here’s what to do with your competitive pricing strategy instead. Consider this: Your company sees an untapped market and invests the time and resources to develop a new product. Think of Netflix’s streaming services developed after their video delivery model , or Apple’s smart phones in addition to their computers.

Marketing 195

Marketing Customer Value Profitability Innovation 195

Engage Selling

JANUARY 25, 2022

If you want to close more deals faster, it’s important to make your buyer part of the solution. Confused about what this means, exactly? Let me explain. Primarily, they want to co-create the solution with you and be a part … Read More » The post Close More Deals With This Strategy first appeared on The Sales Leader.

Sales 159

Sales Sales Leadership Sales Management Leadership 159

Customer Think

JANUARY 22, 2022

Python, an open-source programming language, was released in 1991 by Guido van Rossum. Over the years, Python has grown to become one of the most popular programming languages used in both academic & commercial environments. Everyone knows that Python is the best programming language to use when creating an application from scratch. It effectively eliminates […].

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145

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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.

Sales Management

SBI Growth

JANUARY 26, 2022

The salestech landscape continues to explode, with more than 1200 solutions currently available for growth leaders to purchase. Continuing the announcement of SBI’s acquisition of Smart Selling Tools (SST) on January 19, get to know SST founder and SBI RevTech Expert Advisor, Nancy Nardin , her new focus at SBI, and her top predictions for salestech in 2022.

Acquisition 133

Acquisition 133

Account Manager Tips

JANUARY 22, 2022

Why Don't Clients Make Decisions (and How to Help Them Commit) As a key account manager, your goal is to keep your clients happy and satisfied with your solutions. But it's hard to get to that point if those clients never make a decision. You do all the right things but they're still holding back. What's going on? Tweet. 0. Share. 0. Pin. 0. Share. 0.

Decision-making 130

Decision-making Key Account Management Account Management B2B 130

Customer Think

JANUARY 23, 2022

Designed to enhance the overall customer experience, AI-powered chatbots are widely used across industries, including financial services and insurance, telecommunication, Ecommerce and healthcare. Chatbots today are experiencing tremendous growth, and this is only expected to continue. The global chatbot market is projected to grow at a compound annual rate of approximately 25% through 2026.

Customer Experience 138

Customer Experience Telecommunications Insurance eCommerce 138

Help Scout

JANUARY 27, 2022

One of the best steps any SaaS company can take to improve customer retention is an investment in customer success.

Customer Success 124

Customer Success 124

The Center for Sales Strategy

JANUARY 28, 2022

- MOTIVATION -. "Good business leaders create a vision, articulate the vision, passionately own the vision, and relentlessly drive it to completion.". - AROUND THE WEB -. > Is Imposter Syndrome Affecting Your Cold Calling? Here Are 3 Tips to Overcome It – LinkedIn. In a field of work that inherently involves a lot of rejection, and the occasional performance slump, it’s only natural to feel the creeping weight of self-doubt at times.

Leadership 118

Leadership Sales 118

Flevy

JANUARY 24, 2022

A question faced by many business leaders in today’s dynamic, uncertain, and changing business environment is: Is our organization “Fit for Growth?” In most cases, unfortunately, the answer to this question is “no.” Reasons include the manner in which costs are managed and resources deployed. The fundamental question needed to be asked is: how to assess whether the organization is Fit for Growth ?

Banking 111

Banking Organization Management Meetings 111

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.

Customer Think

JANUARY 25, 2022

It’s not a secret — social media is where everyone is at. And if you are not tapping into social media to generate more leads, you are really missing out on a lot. Even as physical, in-person networking has been losing steam over the last few years, virtual networking simply rocket-shipped thanks to the pandemic […].

Media 135

Media Digitalization Marketing 135

Hubspot Sales

JANUARY 27, 2022

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.

Banking 105

Banking Small Business Investors Profitability 105

The Center for Sales Strategy

JANUARY 24, 2022

For managers wanting to grow and develop high performing teams, there's one thing they should never do: micromanage. Often cited as the top turn-off for new hires, it’s important for leaders to know how to coach their people in a way that is motivating, and not stifling.

Management 116

Management Sales 116

RAIN Group

JANUARY 26, 2022

66% of respondents agree that people in their organization don’t dedicate enough time or energy to prospecting, according to our Top Performance in Sales Prospecting research.

Organization 105

Organization Sales 105

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

B2B

Customer Think

JANUARY 23, 2022

Should acquisition vs. retention really be a dilemma? Can’t there just be a balance between the two? Must one outweigh the other? Companies have long been pouring disproportionate resources – human, time, effort, capital – into the top of the funnel.

Acquisition 129

Acquisition Digitalization Marketing 129

Hubspot Sales

JANUARY 26, 2022

Every person who has considered a career in sales has asked the following question: Is sales a good career? With high turnover rates and reports of burnout in sales floors, sales might not seem like a worthwhile career. But this job path packs a lot more positives than you might think — and a few negatives you should think about if you’re looking for sales roles.

Interpersonal Skills 105

Interpersonal Skills Sales Value Proposition Publishing 105

The Center for Sales Strategy

JANUARY 25, 2022

If you’re in sales, there’s a good chance that you will soon close another deal. But why? Why do clients buy what you have to sell, and then, why don’t they buy? First, you need to follow a logical process; ours is the Sales Accelerator , but today we’re going to look to Ancient Greece and what Aristotle believed were four main causes of how things come to be.

Sales 114

Sales 114

Help Scout

JANUARY 27, 2022

Keeping customers happy requires a well-functioning customer support strategy. The best way to get started is with a help desk ticketing system.

105

105

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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.

Meetings

Customer Think

JANUARY 23, 2022

Another year, and another exciting week for technology enthusiasts, such as myself, when CES unfolds in the beginning of January. Despite a string of top brands opting to not have a physical presence, CES packed several promising examples of how technology can improve human life. The resounding key theme of CES was the metaverse, what […].

Customer Experience 128

Customer Experience 128

Zendesk

JANUARY 28, 2022

All companies are aiming for more revenue and customers in 2022. With millions of companies still struggling to bounce back from the financial hits of the past two years, locating and acquiring new (and loyal) customers is a must. But where will these customers come from? And how do you get them to buy from you? Ads and social media strategies are fantastic for boosting your brand, but ads alone rarely close deals.

CRM 98

CRM Software Software Small Business 98

The Center for Sales Strategy

JANUARY 27, 2022

With the current talent shortage, it's difficult to recruit, select, and develop top talent. Hiring and developing superstars can be really hard, but there are a few steps you can take to bring the right people on board and develop their talents, so they stay with your organization. The best managers follow three important steps when identifying and developing top talent.

Management 108

Management Organization Sales 108

Hubspot Sales

JANUARY 26, 2022

Ask any entrepreneur, business owner, or freelancer what the most difficult part of their business is — and the answer might surprise you. While you’d think that drumming up business and converting clients is one of the biggest challenges they face, there’s a task that’s even more daunting… pricing your products and services. For some industries, especially product-based businesses, it may be fairly simple to come up with how much you’ll charge — it could be as easy as adding manufacturing costs

Manufacturing 98

Manufacturing Retail Software Software 98

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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

Sales

Customer Think

JANUARY 28, 2022

Customer experience is vital to success in pretty much every sector. If customers have a positive experience, they’ll come back for more. But how do you deliver that experience? Touchpoints and journeys are two of the most crucial factors. Learn how the two relate and which is more important for your customers. Defining touchpoints and […].

Customer Experience 124

Customer Experience 124

Zendesk

JANUARY 28, 2022

The simplest sales are made when the customer already knows what they want. Inbound sales are a unique way of selling to customers because the leads seek you out rather than getting roped into the funnel through cold calls or emails. This selling technique involves some extra effort toward the start of your sales funnel, but once you understand the process, it can become an invaluable selling tactic for your team.

B2C 98

B2C Sales B2B Value Proposition 98

MDI Training

JANUARY 26, 2022

10 agile ways to promote organizational learning. In order to respond to the current challenges in an organization in the best possible way, different learning formats have proven to be strongly supportive in terms of implementation. These enable new knowledge to be shared proactively and flexibly in the form of impulses within the company. They also have a positive effect on the networking of participants, as they can learn from each other and develop results together.

e-Learning 98

e-Learning Leadership Digitalization Artificial Intelligence 98

Aepiphanni

JANUARY 25, 2022

There’s nothing like experiencing a win-win with a client – especially when it contains transformational results. Our TCC story started several years ago when the CEO of Triple Crown Construction expressed a desire to grow his company in a way that allowed him to oversee operations and reorganize the business by developing an expanded team […].

Construction 98

Construction Media Software Software 98

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.

Sales

Customer Think

JANUARY 28, 2022

Many people have the misconception that marketing your business costs a fortune. It is worth noting that there are many proven ways through which you can market your business with little or no money. It involves innovative strategies that generate more leads, customers and sales without breaking the bank. If you have been in business, […].

Marketing 124

Marketing Banking Innovation Sales 124

Zendesk

JANUARY 25, 2022

Here at Zendesk, we believe that trust is at the core of all our interactions with our customers. We recognize the importance of customer trust and of customers’ privacy and the security of their data. Global privacy regulations are evolving at a rapid pace and we are focused on providing the tools our customers need to enable compliance. As a customer, it’s important to understand how vendors use and secure your data.

Government 98

Government Management 98

Apptivo

JANUARY 27, 2022

The best sales team knows when to stop selling. Have you ever wondered what are some of the successful habits of an effective sales team? The most common answer is they have a definite sales plan and also, they know when to stop selling. On the other hand, one of the most prominent sales mistakes that salespeople often make is they don’t realize when to stop selling.

Sales 98

Sales CRM Sales Management Financial Services 98

PartnerTap

JANUARY 26, 2022

In 2020 when the world went into lockdown, many companies began to feel the effects. Revenue began slowing down and employees stopped coming into work. The only exceptions to this trend were companies that provided goods and services electronically, like Amazon and Zoom, which saw growth during the Pandemic. It was a similar story for PartnerTap. The economic slow-down didn’t slow our growth–it accelerated our pipeline.

Computers and Electronics 97

Computers and Electronics Meetings Virtual Selling Remote Working 97

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.

Marketing