Strategic Account Management Association
JANUARY 3, 2023
The ever-shifting landscape of the digital economy has created a new demand for solutions to emerging problems, representing both a threat and opportunity for strategic account managers. The post Understanding the Hidden Needs of Key Accounts for Sustained Growth appeared first on Strategic Account Management Association.
Red Star Kim
JANUARY 5, 2023
At the MBL online workshop “Developing more work from referrers and intermediaries” just before Christmas all delegates were from law firms (specialisms included employment, employee share ownership, media litigation, commercial litigation and family law and one firm was offshore), and most were in client service delivery roles. The delegate poll results are shown below.
Kainexus
JANUARY 5, 2023
Organizations that embrace the continuous improvement approach to business have many great tools and techniques from which to choose. Some organizations use them as part of a structured methodology like Lean, Six Sigma, or Toyota Kata. Others leverage them on their own. Every organization has unique needs and will need to adjust each method for their own environment, but the most popular techniques are flexible enough to be used by organizations of every size and in every industry.
Red Star Kim
JANUARY 3, 2023
Where did 2022 go? It seemed to fly past. So now we are looking at how we might do things differently and better in 2023. One task will be to plan your self-development – particularly with regards to enhancing your soft skills in 2023. Here’s some inspiration to get you started: This article – an update on soft skills (following the book I wrote in 2020 Essential soft skills for lawyers (kimtasso.com) ) and news of a new leadership skills project at the Managing Partners’ Forum – was published i
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.
Customer Think
JANUARY 3, 2023
When mobile phones and computer-based communications first surprised people barely 50 years ago, it was only the beginning of a new transformation and the fourth revolution. The third was the realization of digitalization, which altered how the world is connected thanks to the internet, computers, and mobile phones. However, the fourth revolution, which transformed how […].
Force Management
JANUARY 5, 2023
As we close out a year of widespread economic uncertainty, many leaders are looking for ways to boost morale and prepare their teams to maintain or even recover revenue in a competitive market. The start of the year is an opportunity to capitalize on the mindset of a fresh start. Your sales team is setting goals and habits for the new year, and SKOs and strategy sessions are shifting their approach.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Sales Gravy
JANUARY 4, 2023
On this episode of the Sales Gravy Podcast, Jeb Blount and Colleen Stanley discuss the importance of Reality Testing sales pipeline opportunities. **Please note that this episode was recorded in a restaurant in Milan Italy. The content quality is excellent. The sound quality not so much. Reality testing sales pipeline opportunities is an important step in ensuring the success of your sales efforts and the effective use of your time.
Customer Think
JANUARY 6, 2023
The metaverse concept has captured the imagination of futurists for decades. With the advancement of blockchain technology, developing a fully-realized metaverse is becoming increasingly possible. The merger of these technologies has the potential to significantly impact the future of customer experience (CX). They can transform how businesses interact with their customers, creating more personalized, immersive, […].
The Center for Sales Strategy
JANUARY 5, 2023
At our company, our employees crave growth and development. One way we add to this focus is through our quarterly book club. Our business book club is different from most, as we all read a book we are interested in, not one we all read together. Having a book club where we all read different business books exposes us to a huge library to explore that we may not have thought of before.
Kainexus
JANUARY 4, 2023
Organizations that successfully instill a culture of continuous improvement constantly outperform the competition, regardless of size or industry. From healthcare to manufacturing and construction, and beyond, the effort and energy put into business process improvement is directly related to measurable results and financial benefits.
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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.
SBI Growth
JANUARY 4, 2023
As CEO, my job is to help all the people on my team realize their full potential. Everyone comes to work with varied strengths and aptitudes. Given a person’s natural talents, different parts of the job are easier or harder. My job is to help people develop the ability to win, even when the path is winding and obscure. To do this effectively, CEOs need to establish the right environment, which means playing the additional role of chief culture officer.
Customer Think
JANUARY 6, 2023
Digital transformation is the strategic adoption of various digital technologies, used for improving processes, productivity, enhancing customer care, improving employee experience, managing business risks and helping control costs. It is used to represent various tools, solutions and processes for developing customized, effective digital strategies for different organizations, and is essential for an organization to stay […].
The Center for Sales Strategy
JANUARY 4, 2023
As a sales leader, it’s your job to analyze the market and make decisions based on the data available. You must then pass your wisdom and experience to your sales team to develop their skills and motivate them toward success. Sales leaders must understand product fit, as well as the company vision, mission, and culture, to lead their teams to success.
Agile CRM
JANUARY 5, 2023
Video conferencing software has grown in importance as a business, educational, and personal tool in recent years. The need for video conferencing software has only grown as a result of the COVID-19 pandemic forcing many people to work and study from home. However, choosing the best video conferencing software for your purposes might be overwhelming given the abundance of possibilities.
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.
CMOE
JANUARY 5, 2023
In a growing number of organizations, there is an uptick in the level of employee stress due to work-life imbalance, remote work, and blurred lines between people’s personal and professional lives. The pandemic certainly didn’t help matters either; a recent global study by Qualtrics revealed that 67% of people are experiencing increases in stress, while 57% have increased anxiety and 54% are emotionally exhausted.
Customer Think
JANUARY 1, 2023
Happy New Year! I’m not one for New Year’s resolutions, which are often broken. Instead, I like setting and resetting my goals for the year, and in my world, those goals focus on delivering an amazing customer service experience. So, I’ve created a list of simple ways to deliver the experience that everyone wants. Here […].
The Center for Sales Strategy
JANUARY 3, 2023
It’s hard to recruit the right employees or find great people willing to invest time in their careers. We’re facing a talent shortage, but it isn’t like employers are doing themselves any favors. A bad candidate experience mixed with a lack of feedback once hired leaves employees unmotivated and disconnected. Improving sales motivation is hard-earned but definitely worth it in the end.
Arpedio
JANUARY 5, 2023
Quarterly Business Review (QBR) – Reporting on Customer Performance. ← Back to blog. If you’re in business leadership, this is old news, but to loop in everyone else: QBR is short for ‘Quarterly Business Review’. QBRs are your opportunity to sit down with your customer to review your contribution to their success. Keep reading for the only guide to QBR you’ll ever need.
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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.
SalesGlobe
JANUARY 4, 2023
Demonstrating Success in the Midst of Uncertainty. 2021 was the year of unprecedented M&A activity (over $4 trillion) globally and although we have seen a slowdown in 2022, it is shaping out to equate to pre-pandemic levels, which is to say- it’s time to roll up our sleeves and get to work. And it’s not going to be easy. In the current economic environment, we are seeing companies beginning to pull back on expenses, continued layoffs are looming, and yet there is a level of investment that
Customer Think
JANUARY 1, 2023
As 2022 draws to a close, I like to reflect on the year and what I have learned. I shared them on a recent podcast and thought I would share them here with you, too. Lesson #1: You can never go back to the way things were. You can only progress.
Zendesk
JANUARY 4, 2023
Reports from the Intergovernmental Panel on Climate Change (IPCC) have been increasingly urgent: Humans aren’t reducing CO2 emissions sufficiently to keep the warming of the planet below 1.5°C. If we don’t ramp up our efforts to reduce emissions exponentially, entire regions could become deserts, coastal cities could plunge below water, and famine and epidemics could occur in the future—the predictions are terrifying.
Brooks Group
JANUARY 3, 2023
If you work in a sales capacity, you know that cold outreach and prospect emailing takes up a lot of your time. You also know that it can take a lot of work to get a response from potential leads, no matter how good your offer is or how strong your pitch may be. Even so, Freshworks reports that 91 percent of sales emails are left unopened. So, how can you change this?
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!
Apptivo
JANUARY 2, 2023
1. Proven Ways to enhance customer experience through Help desk software. 2. Provide great customer service experiences with Apptivo Help desk software. “Exceptional customer experiences are the only sustainable platform for competitive differentiation.” – Kerry Bodine. Delivering seamless customer experience is something that all businesses, whether they are new or well-established, are battling tooth and nail for.
Customer Think
JANUARY 6, 2023
We’ve all heard the business mantra that it’s more expensive to land a new customer than to keep an existing one—I’m betting you thought something along those lines as you clicked to read this article! But as every customer experience (CX) professional out there knows, just because retention is easier than acquisition doesn’t mean that […].
Zendesk
JANUARY 3, 2023
Open banking allows non-banking organizations to offer financial services to customers via application programming interfaces (APIs). And since its inception in 2018, it’s been changing the way people manage their money. From personal money management apps and price comparison services to accounting apps for businesses, millions of companies and consumers use open banking to stay on top of their everyday finances.
Peter Simoons
JANUARY 1, 2023
The beginning of the New Year is always a good moment to reflect, by looking back and learning lessons from the past to bring them forward into the upcoming year. When you do so, think about what went well and what didn’t go so well. Or, in other words, what were your successes and failures? Personally, I’m not a fan of the word failure, because of its negative connotation.
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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
QYMATIX
JANUARY 3, 2023
How do recommendation systems work and why are they important for B2B companies? In recent years, the rapid use of the internet has made it clear that it is the most popular for communication and product purchases. As a result, the amount of available digital information has been increased. This situation has created the challenge of information overload which hinders timely access to items of interest on the Internet.
Customer Think
JANUARY 3, 2023
Occasionally, your brand may be forced to increase the prices of your core products and services. Even your most loyal customers may be disappointed by this, especially if they chose your brand specifically because it had some of the lowest prices available. So, how do you explain this without alienating your best customers? Pricing Dynamics […].
SmartKarrot
JANUARY 6, 2023
Role: Head of Customer Success Location: San Jose, CA, United States Organization: Resolve Biosciences As a Head of Customer Success, you will recruit, manage, and develop the team of CTAs and DSAs. Act as the main global technical leader for the company accountable for customer success. Optimize and communicate sample preparation guide to the customer base while working with the internal applications team to expand the set of available protocols and use cases on the platform.
Agile CRM
JANUARY 6, 2023
Screen recording chrome extensions are tools that allow users to record their screen activity and save it as a video file. These extensions can be installed on web browsers such as Google Chrome and Mozilla Firefox, and are typically used for creating tutorials, demonstrations, and other types of video content. There are many screen recording chrome extensions available, each with its own unique features and capabilities.
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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