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In B2B selling, we often focus on new accounts. These build business and increase revenue. With that, it’s easy to neglect existing clients. We assume, if they’re buying, they don’t need attention. However, according to Altify: Companies receive 60 percent of their sales revenue from existing customers. When selling to existing customers, 56 percent achieve win rates greater than 50 percent.
In the dynamic world of business, the role of a Strategic Account Manager (SAM) goes beyond onboarding and tracking usage. A SAM is crucial for nurturing key relationships, ensuring customer satisfaction, and driving growth. As a result, having a robust playbook at your disposal is pivotal for achieving long-term success. In this blog, we’ll break down the core components of having a strategic playbook and how having one will ensure client retention and advocacy.
Welcome to Episode 95. This episode is particularly relevant for you if you’re responsible for agency new business. I’m joined by Benjamin Dennehy, UK’s Most Hated Sales Trainer, and I hope by the end of listening to our chat it might just change your thinking about how you currently qualify prospects and sell your agency’s services, particularly if you’ve never received any professional sales training.
The difference between alliance success and alliance failure can be attributed to various factors. Yet, when we distil it to the most crucial elements of alliance success, governance emerges as one of the seven elements that often makes the decisive difference. A robust governance system is cultivated with an emphasis on continuity and the facilitation of partnerships.
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.
In the ever-evolving realm of business, Key Account Management (KAM) remains a pivotal aspect of sustaining and nurturing crucial client relationships. The stakes in managing key accounts are high; these are typically the clients that account for a significant portion of revenue. Therefore, understanding and mitigating the risks associated with Key Account Management is crucial.
It’s easy to find a sales training company to help you enable your teams. Google it and you’ll find plenty of options that run the gamut of experience and cost. The challenge lies in finding the right sales transformation solution to help you solve the challenges you’re currently facing and drive the outcomes you need.
CogniClick is a nifty system (backed by an expert team) to enable you to conduct fast, quick polls and pulse surveys amongst your clients and stakeholders and to also develop maturity assessments and similar thought leadership content. It has the potential to transform client communications, fast-track the generation of research and thought leadership and fuel content management campaigns.
CogniClick is a nifty system (backed by an expert team) to enable you to conduct fast, quick polls and pulse surveys amongst your clients and stakeholders and to also develop maturity assessments and similar thought leadership content. It has the potential to transform client communications, fast-track the generation of research and thought leadership and fuel content management campaigns.
The Best Sales Leaders Share These 4 Traits On this episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams talks with Learnit CEO Damon Lembi about maintaining authenticity and integrity as a sales leader. They discuss the importance of doing the right thing, the four key traits for successful leadership (humility, curiosity, integrity, and courage), the significance of continuous learning and sharing knowledge with the team, and why organizations should invest in
Last month, I debated ChatGPT about whether AI will replace conventional salespeople. We had a constructive conversation, learned more about each other and ourselves, and contributed to its ever-expanding bank of insight that might ultimately doom humanity — so I'd say it was mostly productive. The piece got decent traction, was fun to write, and produced some interesting perspectives on both sides of the argument — so I figured it might be worth it to try the process again with another hot-butt
A few years ago, Brian Moynihan, the CEO of Bank of America, was interviewed as he discussed their new Customer Focus initiative: prioritizing Customer Centricity over revenue by putting their customers first. He said something like, ‘The money will come. Let’s take care of the customer!
In today's economic climate, cross-selling and upselling have become more challenging due to the budget constraints of customers. While gaining new customers is always a positive outcome for any organization, the ability of your sales representatives to sell additional products or services to existing customers is often the key to meeting your revenue targets consistently.
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.
This 90-Day Negativity Fast Will Change Your Life On this episode of the Sales Gravy Podcast, Anthony Iannarino discusses the importance of avoiding negativity and engaging in positive thinking. He suggests leaving phones behind to have meaningful conversations, consuming positive content, and practicing forgiveness to let go of anger and resentment.
Interview anxiety is real and can easily shake your confidence. To help you ace your interview, we’ve curated this massive list of interview tips to win over your interviewers with a smile and a stellar conversation. In this article, we’ll break down actionable interview preparation tips and cover: 6 Interview Preparation Tips to Ace Your Interview 10 Key Tips for Acing Zoom Interviews Like a Pro 18 Tips for Perfecting In-Person Interviews tips What to Do After the Interview How to Prepare for Y
The procurement function in most organizations deserves more attention than it gets. Most executives associated with procurement lack the competencies and perspectives required to identify gaps and effectively manage the function. This paucity of attention and capabilities is a certain path to extinction in this age of abrupt supply and demand shifts, intense competition, material and resource scarcity, and political turmoil.
A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. The question is, will the training program result in permanent behavior change and lasting sales performance improvement, or will it be a “flavor of the month” that your sales team abandons a few weeks after the experience? With over 45+ years of experience creating and delivering sales training programs, we’ve learned that the ROI for a sales training initiative is greatest whe
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.
Discovery meetings are a vital tool for uncovering new business opportunities. In these conversations, sales managers and sellers have a unique chance to learn about potential clients, understand their challenges, and present solutions tailored to their needs. The key to an effective discovery meeting lies in the ability to ask thoughtful questions, actively listen, and establish genuine rapport.
Welcome to “The Pipeline” — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders Top salespeople are successful because they sweat the details. They probe for pain, help their prospects, and run effective sales calls. They listen closely to what their prospects say, effectively determine the right solution, and ask for help when they need it.
In early 2023, sales professionals worldwide logged into ChatGPT for the first time with the expectation that they’d never have to write sales messaging themselves again.
TL;DR? Download a PDF of these questions to use in your sales interviews. As a sales leader or sales enablement executive, you know just how important it is to hire the right sales reps for your team. The key to raising your hiring success rate, as we’ve written elsewhere , is to follow a process built on strategy, sourcing, screening, scoring, and selling.
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’re so proud to be celebrating Women in Sales Month once again. For each week in October, we have an amazing slate of women sales leaders who will be sharing their unique insights. Today, our guest is Stephanie Slagle, Vice President and Chief Innovation Officer at Graham Media Group.
Artificial intelligence is transforming customer service by taking on simple, repetitive tasks and freeing up human agents for higher value work. Generative AI promises to push this transformation even further, with early iterations offering huge opportunities for customer-facing enterprises. But these technologies also carry risks. To explore how advances in technology will and already are changing the way that customers interact with businesses, Economist Impact convened a roundtable discussio
Customer understanding is a critical piece of designing and delivering a great customer experience. Employee understanding is just as important to designing and delivering a great employee experience. That understanding work includes three important tools: (1) feedback and data, (2) personas, and (3) journey maps.
Jeremy Delk shares his entrepreneurial journey, from Wall Street trader to CEO of an Inc 500 fastest-growing company. Learn how to achieve business success.
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!
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Cybersecurity is constantly in a state of flux. Threat intelligence analysts discover new ways to improve threat detection, and within months bad actors use the very same technology to circumvent monitoring and defense capabilities. However, each security incident is an opportunity to not only learn more about the changing threat landscape, but also to better understand potential vulnerabilities and how to strategically level up your defenses.
Companies don’t hire sales reps because they have core competencies of administrative work and manually updating prospect lists. So why, when sales is under tremendous pressure to win new business, fend off competitors and grow existing customer revenue, do some companies burden their teams with time-killers like outdated tools and legacy processes?
Do you believe Revenue Kickoff (RKO) events are a critical catalyst for a great sales year? Most revenue leaders see RKO as an opportunity to: celebrate successes in the […] The post Revenue Kickoff Events: Catalyst or Catastrophe? appeared first on SOAR Performance Group.
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
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Atrium offers an AI sales management solution that helps sales organizations become more data-driven and efficient. It does so by continuously monitoring sales teams’ performance and alerting sales leaders and managers about any issues, so they can be addressed early. Pete Kazanjy, co-founder of Atrium, shares his tips on how to build a successful business and discusses how he formed a 35,000-member sales community by creating top-tier content.
In today’s tech-centric environment, automation is no longer standing on the sidelines, hoping to be a part of the conversation. Instead, automation is the subject and main character of every conversation in business and marketing.
1. what is customer data platform? 2. Why a CDP is Essеntial for Businеss Growth 3. How a CDP Works in Rеal Lifе 4. Thе Nuts and Bolts of Implеmеnting a CDP 5. Challеngеs to Watch Out while implementing CDP Today, wе’rе diving into a gamе-changing topic that can propеl your businеss to nеw hеights: “Thе implеmеntation of a Customеr Data Platform (CDP). ” Picturе this: you havе a trеasurе chеst of valuablе customеr data just waiting to bе unlockеd, and a CDP is thе kеy.
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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