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Denise Freier, President and CEO at Strategic Account Management Association (SAMA), and Dino Bertani, Vice President, Head of Alliance Management at Zealand Pharma, talked about what’s shaping the role of KAMs/SAMs in today's business arena, and how Sales and KAM/SAM leaders can enable KAMs/SAMs to meet current and future customer needs. The post Navigating the New Generation of Strategic Account Managers appeared first on Strategic Account Management Association.
Welcome to episode 94. This episode is for agency leaders who are supporting their account manager to grow the existing client business. I’m going to share tips for ensuring the agency leadership team are providing the right level of support to their account management team in three key areas; 1. Providing the commercial context 2. Internal processes 3.
Onboarding is an underlying phase in the customer journey, setting the tone for the entire lifecycle of the customer-product relationship. Its importance cannot be overstated, as it directly influences long-term user adoption, satisfaction, and retention. Data from industry studies supports this- the Harvard Business Review underscores the financial implications of effective onboarding.
Introduction In today’s fast-paced and challenging business landscape, maximizing organizational success hinges on seamless coordination across various functions. Nowhere is this truer than with the commercial organization. At the core of this synergy lies a concept that wields immense influence in driving revenue and ensuring organizational performance – cross-functional Commercial Effectiveness.
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.
The role of learning and development (L&D) becomes more critical as firms try to ensure that their people are equipped with the latest skills to be agile enough to adapt to the fast-changing work environment. Learning & Development is often a key tool in employee retention. For those involved in training and coaching, here are some current learning and development themes.
The Congruity Group leads a webinar to help revolutionize your approach to customer engagement and create a lasting impact on your company’s growth. The post How to Make Strategic Customer Engagement a Top Competitive Advantage in 2024 appeared first on Strategic Account Management Association.
This month, the Revenue Builders Podcast featured some great deep dives into tactical sales strategies. Each episode covered a different element of a great sales motion, breaking it down step-by-step in conversation with seasoned leaders and experts with years in the industry. The result is a collection of hard-earned lessons, blueprints for success, and golden nuggets of advice that can only come from leaders who have been in the barrel.
This month, the Revenue Builders Podcast featured some great deep dives into tactical sales strategies. Each episode covered a different element of a great sales motion, breaking it down step-by-step in conversation with seasoned leaders and experts with years in the industry. The result is a collection of hard-earned lessons, blueprints for success, and golden nuggets of advice that can only come from leaders who have been in the barrel.
Introduction In today’s fast-paced and challenging business landscape, maximizing organizational success hinges on seamless coordination across various functions. Nowhere is this truer than with the commercial organization. At the core of this synergy lies a concept that wields immense influence in driving revenue and ensuring organizational performance – cross-functional Commercial Effectiveness.
Posted originally at [link] How complexities prevent and improve employee and customer experience Is your organisation losing value and capacity to complexity? In this article we provide a short framework for understanding some of the most common sources of complexity in any organisation.
Silence Isn't Awkward— It's A Powerful Tool In this episode of the Sales Gravy Podcast, Keith Lubner, Sales Gravy Executive VP, and Jessica Stokes, Sales Gravy Master Sales Trainer, discuss strategies that leverage discomfort on sales calls to drive engaging conversations and achieve better outcomes. By intentionally using silence, sales professionals can prompt prospects to actively engage and lean into the conversation.
How do you give the people of Los Angeles a taste of New England? Simple: you buy a food truck and sell authentic, mouthwatering Maine lobster rolls. At least, that's what Sabin Lomac and Jim Tselikis, Co-Founders of Cousins Maine Lobster , did. A few months into their business, they went on Shark Tank, securing a deal with the one and only Barbara Corcoran.
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.
Continuous improvement, often called Kaizen, is a fundamental concept in manufacturing that emphasizes the ongoing, incremental enhancement of processes, products, and operations. It involves a culture of constant vigilance for inefficiencies and a commitment to making minor, regular improvements. In manufacturing, continuous improvement is vital as it leads to increased productivity, higher product quality, reduced waste, and cost savings.
Social media platforms have become the epicenter of communication, opinion-sharing, and customer interaction. With millions of users expressing their thoughts and feelings on various topics every day, social media has evolved into a treasure trove of unfiltered, real-time data.
Burnout Is 100% Preventable In the world of sales, it's easy to lose sight of how our mental and physical health are connected. We're so focused on hitting our targets that we often ignore the signs of burnout until it's too late. Unfortunately, neglecting this balance can really take a toll on our overall well-being. In this episode of the Sales Gravy Podcast, the Jeb Blount and Jahmie Hilecher, founder of The Move Wellness, discuss the importance of prioritizing health and wellness to support
How do you keep a customer? In 2023, thousands of businesses are retaining clients with subscription models , which drive recurring revenue and can foster long-term customer relationships. As subscription-model popularity grows, it's vital for organizations to implement the right billing software to effectively manage recurring revenue. In this blog post, we'll highlight the best subscription billing software on the market and help readers asking: What is subscription billing software?
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.
Most of us have memories of playing the game of catch either as children or with our children. I really shouldn’t call it a “game” because there are no winners and losers. There is no defense because everyone is on the same side. One participant tries to deliver the ball to the other in a way that they will be able to grab and return it. The ability to catch and throw a ball is important because it is a foundation for success in many other, more complex sports.
There’s a lot of talk about the differences between demand creation (marketing), demand capture (sales), and brand (marketing). B2B companies’ approach each of these as if each needs its own strategy implemented separately, with different teams carrying the responsibility for each function. Quite often these teams work in silos.
Planning your sales kickoff or national sales meeting? After you choose the date and venue, your next question may be who you should ask to deliver the keynote—and what you want them to talk about. Your sales keynote speaker will set the tone for the rest of the event. A great speaker can help motivate your sales team, elevate your mission, and drive results.
Over the years, many organizations have invested in a new selling methodology that has evolved the sales approach from strategic selling to "challenging" prospects. But the organizations that adopt this strategy often run into one particular hangup — their sales professionals lack the business acumen skills needed to ask challenging questions and understand the answers they prompt.
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.
We all identify goals to improve ourselves in some way. Whether our goal is to eat better, exercise more, spend more time with our family, or increase our productivity, we all have something we're striving for. However, in too many instances, we lose sight of our goals and fall back to old behaviors and the same results. Continuous improvement is no different.
Adrian Davis — President & CEO of management consulting firm Whetstone Inc. — contains multitudes. He’s an inspirational, thought-provoking speaker, an author, and a trusted advisor to CEOs and sales leaders alike. As a longtime friend of SAMA and frequent presenter at our conferences, Davis’s true gift is his passion for storytelling. If you haven’t had the pleasure of hearing him speak, you’re in for a real treat.
Growth Hacking is a buzzword these days. Conventional marketers often find Growth Hacking Experimentation extremely challenging. However, traditional marketers exercise Growth Hacking Experimentation in their routine activities without realizing it. For instance, they pre-test variables, carry out A/B testing, and incorporate the results of experimentation into improving the variables or products.
Sales training is essential to your company’s success. It’s a powerful tool for developing the full potential of every sales professional on your team. However, not all sales training programs are created equal, and the success of your sales training initiative is due in large part to the individual delivering it—and the approach they take.
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!
Sometimes it seems there are just two views of strategic planning: it’s either a one or two-day retreat, or it’s an all-consuming, constant exercise. The “strategy light” version – a one or two-day retreat, seems super practical, while the “heavy strategy” version – a constant or months-long excursion – seems far less doable. While these impressions are somewhat accurate, it’s a mistake not to examine the middle ground.
As a sales manager, you are faced with competing priorities and objectives that you would like to emphasize with your team. Successful sales managers are aware that business development is a key ingredient to account and organizational growth and should prioritize it with their account executives. There are some key factors on why you should make business development front and center, and then there is the how.
In today’s fast-paced digital landscape and with greater than ever pressure to prove impact, marketing professionals face an ongoing challenge: how to allocate their resources effectively to maximize return on investment (ROI). With countless channels, platforms, and strategies available, it’s crucial to make informed decisions that yield the best results.
MiniGames™ are a crucial part of The Great Game of Business. Find out why gamification works when trying to overhaul your company culture with our guide.
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 enablement teams regularly struggle to provide sellers with the skills and tools needed to get results like building pipelines , closing sales , growing accounts , and increasing win rates. It's a challenge to ensure sales training achieves desired outcomes, whether sales enablement is a team of one or many. Training programs must be developed, facilitators prepped, and programs delivered.
Picture your sales team working together like a well-oiled machine. They collaborate effectively, support each other without question, celebrate every success with enthusiasm, and, of course, they close a lot of deals. Now, imagine adding a new member to this tight-knit group who has top talent, skills, and experience on paper but clashes with the team.
When one in five of your customers speak something other than English as their first language, providing bilingual customer support is critical. Without it, you risk taking a hit to your CSat scores, your brand loyalty, and your bottom line. But what mix of live agents versus AI is best for your business? And how […] The post Bilingual Customer Support: Where Live Agents and AI Coincide appeared first on Blue Ocean.
Perfecting the Art of Building Business Relationships In the world of business, success is not just about what you know; it’s also about who you know. The importance of business relationships cannot be overstated. In this blog, we will explore the art of building and maintaining strong, beneficial business relationships. Whether you’re a seasoned professional […] The post Perfecting the Art of Building Business Relationships appeared first on Nimble Blog.
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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