Strategic Account Management Association

OCTOBER 26, 2021

By Dominique Côté, Founder and CEO, Cosawi Consulting. In our organization’s work, we see much confusion and lack of clarity on executive sponsorship, even when it is in place. Clarifying the executive sponsor role, behaviors (internally and externally) and expectations is critical if we wish to leverage the role as an accelerator and create executive accountability within the account team.

Account Management 520

Account Management Co-Creation Leadership Decision-making 520

Software Sales Guru

OCTOBER 25, 2021

The Cost of Sales Discussing costs is a part of every sales cycle, and many sellers bring in the cost of the status quo to help justify the price. Yet we rarely look at our own costs to pursue leads that may never close. Think about all zombie accounts that hang out on your forecast for months or years that will never close. Pursuing them. Read more.

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Sales Software Software Management 147

Customer Think

OCTOBER 29, 2021

Tools for Excavating Sources of Next Generation Loyalty Marketers have an overly optimistic perspective on customer loyalty and their implementations of customer loyalty programs. The reality is that very few customers are loyal and much of what we speak of as customer loyalty is no more than repeat transaction behavior. Customer Loyalty Programs Are Really […].

Marketing 145

Marketing Innovation 145

SBI Growth

OCTOBER 27, 2021

What sets CEOs of high-growth companies apart in 2021? Much of it comes down to focus and conviction.

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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

Hubspot Sales

OCTOBER 29, 2021

The real estate landscape's nature is constantly evolving, tough to keep tabs on, and even tougher to predict. Agents need to stay on top of a host of different trends and factors — a challenge that's rarely straightforward. To help make that process a little easier, we've compiled a list of 38 key statistics that cover some of the most pressing issues real estate professionals need to have a pulse on — the practice's changing digital trends, potential clients' generational differences, and the

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Media Digitalization Digital Transformation Internet 132

Mike Kunkle

OCTOBER 24, 2021

It’s a cruel twist of fate for senior sales and revenue leaders that as the year barrels toward a close with urgency to maximize the remaining time, that strategic and tactical planning for the next year must happen at the same time. At a minimum, these leaders must tackle quota setting, territory optimization, account assignments, account plans, any compensation plan updates, go-to-market strategy shifts, tactical plans, playbooks, and more.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

The Center for Sales Strategy

OCTOBER 26, 2021

About half of all sales reps don’t achieve their yearly quotas. Reasons for not hitting quota vary from not having enough opportunities in the sales pipeline to not following a sales process. Additionally, sales quotas have risen, yet the percentage of reps making their quota has fallen. If your salespeople aren't hitting quota, here are a few questions to ask yourself.

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Sales Organization Banking 117

Help Scout

OCTOBER 26, 2021

SaaS customer support has a deeper impact on your business's key metrics than you might think. Here's why it’s important and how to do it well.

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Crank Wheel

OCTOBER 27, 2021

Follow this guide to discover - and avoid - nine virtual selling blunders that make customers think twice.

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Virtual Selling 114

Customer Think

OCTOBER 27, 2021

Every year, Content Marketing Institute and Marketing Profs release their latest B2B marketing research. This year the report includes a chart of current B2B content marketing challenges. A few of them surprised me as I thought (or hoped) we had beaten.

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B2B Marketing Digitalization 143

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.

Engage Selling

OCTOBER 29, 2021

It’s one of the biggest challenges you face with a new customer: scouting out the landscape of their organization and determining who the decision makers are (and aren’t). And yet when I tell sellers they must broaden their conversations to … Read More » The post Build Bridges, Not Tunnels first appeared on The Sales Leader.

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Organization Sales Client Relationships Communication 113

Help Scout

OCTOBER 25, 2021

Check out the companies who are delivering exceptional customer experiences in B2B, B2C, and Ecommerce.

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B2C eCommerce B2B Customer Experience 116

Kainexus

OCTOBER 28, 2021

Most leaders would agree that culture is an essential element of the success of any organization. However, in a study by the HR company, Hayes, 46% of employees cited culture as the reason they quit their job. Clearly, there is room for improvement when it comes to workplace culture. Before we get into the signs and symptoms of a dysfunctional culture, it is helpful to outline what culture does in business.

Organization 112

Organization 112

Customer Think

OCTOBER 24, 2021

The most important future shoppers can’t yet drive. But they buy. Can retailers steer them to the store? The oldest members of the next generation of consumers, Generation Alpha, were born in 2010, yet in just a decade they’ve learned to become smart online shoppers. In 2020, 81% of children under the age of 12 were reported […].

Customer Experience 134

Customer Experience Retail 134

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

Hubspot Sales

OCTOBER 26, 2021

Have you ever considered opening an online boutique or storefront? Maybe you already run a small business that you’re looking to move or expand online. Or maybe you’re just looking to open and run an online store of your own. How to Start an Online Boutique. Although this process may seem a bit intimidating, it doesn’t need to be. That’s because there are a number of ways you can start an online store that works for you and your budget.

Suppliers 111

Suppliers Profitability Advertising Small Business 111

Sandler Training

OCTOBER 26, 2021

Mike Montague interviews Sharina Perry, CEO and Inventor of Utopia Plastix, on How to Succeed at Supply Chain Management. . The post How to Succeed at Supply Chain Management [PODCAST] appeared first on Sandler Training.

Supply Chain 109

Supply Chain Management Sales 109

Kainexus

OCTOBER 27, 2021

Value stream mapping (VSM) is used to visually depict, analyze, and improve the flow of materials and information through end-to-end processes. It is an effective method of identifying waste and opportunities for error. It is used by companies who have adopted the Lean Manufacturing or Lean Sigma business methodologies, as well as by others who are practicing continuous improvement.

Manufacturing 106

Manufacturing Stakeholders Management 106

Customer Think

OCTOBER 27, 2021

(If you've decided to add thought leadership marketing in 2022, or if you need to improve your thought leadership program next year, the time to start planning is now. This post describes three steps B2B marketers can take to elevate their thought leadership efforts in 2022.) It's now abundantly clear that compelling thought leadership content […].

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Leadership Marketing B2B Digitalization 131

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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

Planview

OCTOBER 28, 2021

PMOs are in a state of transition: ever shifting to support different teams, ways of working, strategic objectives, transformation programs, priorities, and more. Managing this level of complexity and constant change requires a modern approach to PPM – one that positions the PMO to become a more strategic creator of business value. “ The Insider’s Guide to Modern PPM ” defines what this means and the competencies needed to confidently and effectively traverse the journey.

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Government Facilitation Stakeholders Decision-making 105

Help Scout

OCTOBER 27, 2021

The relentless customer with suspiciously sharp teeth, and the disturbing silence of an empty inbox. Three support stories to scare any customer service professional this Halloween.

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Sandler Training

OCTOBER 29, 2021

You may not realize it, but your team’s CRM can help you to overcome the “winging it” problem, standardize your team’s sales process, speed up sales cycles, improve close ratios, and increase revenue. The post How Your CRM Can Help Your Team Sell More appeared first on Sandler Training.

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CRM Sales Leadership Management 104

Customer Think

OCTOBER 24, 2021

This is my 750th blog post on this blog and I wanted to write about something that I absolutely love. I absolutely love watching movies and have been a James Bond movie fan almost since the first time I watched him on screen (since Sir Sean Connery br.

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Leadership 127

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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

The Center for Sales Strategy

OCTOBER 27, 2021

Continuing season 5 of the Improving Sales Performance Series, host Matt Sunshine and co-host Stephanie Downs, continue to focuses on celebrating #WomenInSales for the month of October. Guests Lori Clark, Director of Local Sales at KHOU-TV; TEGNA - HOUSTON, and Dana Nagel, Director of Sales, TEGNA/WKYC Media join the show to share their insight, tips, and knowledge on various topics that help companies improve sales performance.

Media 101

Media Sales 101

Help Scout

OCTOBER 28, 2021

Zendesk is the biggest, but that doesn’t mean it’s the best. Check out our list of 9 Zendesk alternatives to consider for your support team.

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Revegy

OCTOBER 28, 2021

We recently sat down with Matt Webb, Sales Productivity Specialist for Mentor Group, to discuss what a great coaching strategy looks like. We learned about overcoming barriers to coaching, how to build a better coaching framework, and more. Would you believe that a 5% shift in performance of the core performers yields over 70% more […]. The post [Webinar] Sales Coaching for Stronger Performance appeared first on Revegy, Inc.

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Sales 98

Customer Think

OCTOBER 24, 2021

Are you interested in increasing your eCommerce sales in 2022? If so, you’re not alone. Business owners and marketers across all industries understand that they would have a tough time reaching their target audience and securing more sales without digital marketing. The way market to our customers has changed dramatically over the last several years. […].

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eCommerce Digitalization Sales Marketing 124

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

The Center for Sales Strategy

OCTOBER 29, 2021

- MOTIVATION -. "The single biggest way to impact an organization is to focus on leadership development. There is almost no limit to the potential of an organization that recruits good people, raises them up as leaders and continually develops them.".". - John Maxwell. - AROUND THE WEB -. > 7 Tips for Communicating Change – The Great Game of Business.

Communication 101

Communication Acquisition Leadership Organization 101

Zendesk

OCTOBER 29, 2021

Here are the newest integrations from Zendesk to help your team provide great experiences. Parcel Panel. Parcel Panel (Support) is the best tracking app specially designed for millions of Shopify merchants, driving customer loyalty and increased sales by providing the best post-purchase experience. ParcelPanel and Zendesk help eCommerce brands shorten the time answering questions related to “Where is my order?

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Artificial Intelligence eCommerce Finance Software 98

Planview

OCTOBER 27, 2021

In case you missed it, Planview’s premier customer conference was bigger and better than ever this year! The virtual event attracted almost 2,800 registrants from more than 45 countries on Sept. 21-22. On the jam-packed agenda were several presentations, customer stories, and roundtable discussions aimed at supporting Agile leaders at all levels of the organization.

Meetings 98

Meetings Organization Management Customer Value 98

Customer Think

OCTOBER 28, 2021

The most ambitious companies know that it’s not enough to be loved ‘just’ by their existing customer base. Think about brands like Ritz-Carlton; even if you haven’t stayed at a Ritz before, I bet high quality and a stellar reputation come to mind the moment you hear the name. This sort of prestige isn’t just […].

Customer Experience 122

Customer Experience 122

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