Strategic Account Management Association

OCTOBER 14, 2021

By Saleh Al-Ben Saleh, Strategic Account Manager, Emerson. A while ago, I came across a discussion about the optimal way to capture strategic customers in a customer relationship management (CRM) tool in a way that enables effective, efficient account planning using account planning applications or tools. As a SAM, you may be thinking, “This sounds like a no-brainer.

Account Planning 520

Account Planning CRM Account Management Decision-making 520

Account Manager Tips

OCTOBER 11, 2021

15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. But you can quickly improve with a little work and reflection. Discover fifteen things you should stop doing and what to start doing instead. Tweet. 0. Share. 0. Pin. 0. Share. 0. Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one. 1.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Holden Advisors

OCTOBER 14, 2021

When it comes to negotiation, very few sellers spend enough time planning. I encourage you to carve out time to get centered and think about some of the upcoming negotiations you have. There’s a lot to consider, but let's start by thinking differently about your customers and the ways you engage with them. There are many ways that buyers relate to sellers.

Negotiation 195

Negotiation Organization 195

Software Sales Guru

OCTOBER 11, 2021

Why is Consultative Selling Better? In a recent Government Software Sales Bootcamp, I put up a slide comparing the traditional selling system with the more modern consultative selling system: Original Selling System Present Handle stalls and objections Close Consultative Selling System Qualify Present Close It was no secret that I’m in favor of the consultative selling system, but I asked the students to discuss why.

Government 147

Government Software Software Sales 147

Advertisement

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

Customer Think

OCTOBER 12, 2021

Why are emotions so important when it comes to content marketing? If you scroll through your social media feed at any time, you’ll notice that most content that catches your eye has an emotional aspect to it. When done well, emotionally compelling content can result in increased dwell time and heightened levels of user involvement […].

Marketing 142

Marketing Media Digitalization 142

Engage Selling

OCTOBER 15, 2021

Recently, I talked about customer loyalty and how it’s your job—not theirs—to create ideal conditions for them to stick with you. But what about within your organization? It matters here, too. Especially now: everyone’s scrambling to keep their best people … Read More » The post Loyalty Is an Inside Job, Too first appeared on The Sales Leader.

Organization 134

Organization Sales Sales Leadership Leadership 134

Hubspot Sales

OCTOBER 11, 2021

Networking is when you connect with people with shared professional interests, help each other achieve goals, like getting a job, or sometimes simply build confidence in having conversations with others. As a sales rep, networking can be incredibly helpful when it comes to obtaining new leads. People in your same industry will be pre-qualified as being able to use and benefit from what you have to offer, which makes it easier for you to make a value proposition that sells.

Value Proposition 133

Value Proposition Marketing Management Sales 133

Customer Think

OCTOBER 10, 2021

Source: Twenty20.com For some email marketers, it’s hard to tell why people won’t engage with their emails. Sometimes it’s their content, other times it’s their list quality or lack of proper targeting. If you feel like your email marketing could use a boost, there are simple things you could start doing that make a big […].

Marketing 138

Marketing Digitalization 138

RAIN Group

OCTOBER 15, 2021

I recently conducted a webinar for a client on sales prospecting. Leading up to the webinar, I asked what questions the client had about prospecting so I could tailor the content to their particular challenges. I guess I shouldn't have been surprised when I only got one response. And that’s not because they are masters of prospecting—quite the contrary.

Sales 132

Sales 132

Help Scout

OCTOBER 13, 2021

This list of 11 standout ecommerce customer service platforms will help you find the perfect tool to improve your company's customer support.

eCommerce 116

eCommerce Software Software 116

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.

Hubspot Sales

OCTOBER 11, 2021

The digital world grows larger every day, and it can be hard to keep up. Navigating the ever-changing digital landscape is a challenge — especially if you have a business of your own and are struggling to market yourself and make sales. But you don't have to tackle the trials and tribulations of digital transformation alone. Professionals known as digital consultants can help you reach your goals with their extensive knowledge — and you don't have to be a part of a massive corporation to invest

Digitalization 131

Digitalization Media Digital Transformation Insurance 131

Customer Think

OCTOBER 14, 2021

Customer experience design as a discipline is relatively new. Service design vs customer experience design adds another layer of confusion. For starters, CX design is not yet popular enough to be part of school curricula. Many industries do not even ha.

Customer Experience 134

Customer Experience 134

Planview

OCTOBER 14, 2021

Everyone knows that when you sell a product, it must be high quality and there should be need for it in the marketplace. Once this has been established, companies have to make sure the product has excellent customer service and support. No one understands this more than Yessica Archilla, a Senior Customer Care Manager at Planview. Yessica, who many would describe as passionate, driven, and direct, yet approachable, manages several customer support product teams at Planview. .

Management 105

Management Meetings Strategic Thinking Communication 105

The Center for Sales Strategy

OCTOBER 13, 2021

Your recruitment strategy pivots on how you effectively use and deploy different tactics (and mindsets) to reach ideal candidates. There's no question we're in a talent shortage, and if you're curious about some of the ways to reach candidates using social media, make sure you take a look at these insights on best practices.

Media 103

Media Sales 103

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 13, 2021

It might go without saying, but a business can't thrive if it can't survive — and you, as a business owner, are almost bound to be confronted with situations that throw you into survival mode at some point. A recession is one of the more probable, pressing challenges that can put you in that position. Broader economic uncertainty and turmoil can kneecap virtually any business's operations.

Food and Beverage 126

Food and Beverage Healthcare Retail Investors 126

Customer Think

OCTOBER 10, 2021

by Kim Campbell in Customer Experience, Customer Service Trends, Kim Campbell Few industries are quite like travel. Can you think of any other industry where anxiety is baked into the product or service? Even before the pandemic, customers found the.

Customer Experience 133

Customer Experience 133

MDI Training

OCTOBER 11, 2021

How can VR help with leadership training? Our Virtual Reality & Leadership Development Experts Anita Berger & Dominik Etzl talk in this Interview about Leadership Impact through VR. Immersive learning through virtual reality can help organizations address some of today’s key leadership challenges. Why is virtual reality for leaders on the rise?

Leadership 98

Leadership e-Learning Digital Transformation Digitalization 98

The Center for Sales Strategy

OCTOBER 11, 2021

If you have ever been part of hiring and training a new employee, you know how important it is to get it right. The company can only be as good as its employees, so each hire has the potential to raise the performance bar for the entire organization. So, how does a company ensure that they get that right? We believe it’s a combination of both art and science.

Organization 100

Organization Sales 100

Advertisement

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

Hubspot Sales

OCTOBER 15, 2021

If you’re a real estate agent who wants to get more eyes on available listings, it might be time to start building single property websites. These websites can show off beautiful properties for sale, share your contact information, and ultimately help generate leads and sales. But before you start imagining that commission check, you might be wondering how you could possibly have the time or resources to create websites for every single property you're listing.

Media 119

Media Marketing Meetings Digitalization 119

Customer Think

OCTOBER 12, 2021

The importance of customer engagement in ecommerce businesses has grown manifold ever since the expansion of technology. The new-age customers have a plethora of options for anything and everything. That is why for the steady growth of the ecommerce business, a high-end customer engagement strategy is essential. Over the years and more importantly, we have […].

eCommerce 132

eCommerce Digitalization Marketing 132

Arpedio

OCTOBER 11, 2021

October 11, 2021. Key Account Manager or Strategic Ecosystem Leader? October 11, 2021. Key Account Manager or Strategic Ecosystem Leader? ? Back to blog. On September 15th, more than eighty Key Account Managers (KAM) assembled in Copenhagen and online for a hybrid event. The goal? What are the top challenges for KAM programs in Europe, and how can the industry association Strategic Account Management Association (SAMA) provide resources and best practices to support success?

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

Zendesk

OCTOBER 12, 2021

Sales technology has come a long way from the Rolodex and the post-it note. Sales teams can now connect with leads and clients in more ways than ever before, from emails to phone calls to video conferences. All that constant communication is made possible in part by Customer Relationship Management (CRM) technology. Sales reps use CRM systems to capture every interaction, keep contact info up to date, and manage accounts of all sizes.

CRM 98

CRM Software Software Virtual Selling 98

Advertisement

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

Peter Simoons

OCTOBER 10, 2021

Look at your Alliance Efforts Through a Different Lens. I’ve seen some recent developments, not necessarily in the business space, but more in the public domain where organisations are trying to work together. During these efforts to work together, all organisations are represented by their leaders. Now, you would expect that, especially in the public domain, leaders would be capable of stepping over their own egos.

Value Proposition 97

Value Proposition 97

Customer Think

OCTOBER 13, 2021

The gig economy has rapidly gained a wider currency in a matter of few years. Studies reveal that around 34% of the US workforce was already into the gig economy even before the pandemic started and is projected to reach 50.9% by 2027. With its low barriers to entry, greater efficiency in matching workers with […].

128

128

The Center for Sales Strategy

OCTOBER 15, 2021

- MOTIVATION -. "Engaging people is about meeting their needs – not yours.". - Tony Robbins. - AROUND THE WEB -. > 170+ Women in Sales Share Their Career-Defining Aha Moment – Sales Hacker. Women in sales often have a polarizing experience. It has little to do with the work itself, and more to do with the societal pressure, norms, and bias that exist in 2021.

Sales 96

Sales Meetings 96

Kainexus

OCTOBER 13, 2021

In today’s hyper-competitive and rapidly changing environment, organizations must find innovative ways to improve quality, reduce waste, and get products to market quickly and efficiently. To do so, many organizations of all types are turning to the tools and techniques that manufacturing companies have used for decades to achieve operational excellence.

Software 91

Software Software Manufacturing Construction 91

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

Revenue Storm

OCTOBER 12, 2021

80 weeks! We are approaching 80 weeks of managing complex sales cycles virtually. When it comes to complex sales, we have learned several critical lessons about how to connect and gain a relationship advantage. We have gleaned insights on how to maintain momentum in deals when the opportunity to drop in for a chat or coffee has been robbed from us. The dynamics of connecting to other human beings over a pixelated, digital medium has given rise to an untold number of mind and heart challenges.

Virtual Selling 78

Virtual Selling Meetings Digitalization Communication 78

Customer Think

OCTOBER 10, 2021

Customer experience design challenges in 2021 remind us of the overall challenges that face organizations in a year marked by changing expectations and demands. Top customer experience d.

Customer Experience 119

Customer Experience Organization 119

The Center for Sales Strategy

OCTOBER 12, 2021

Whether a sales reps is out in the field answering prospects' questions or within the office conversing about company initiatives, inefficient communication can take a significant toll on your company's success. When communicating with prospects, quick access to the right information at the right time is essential for selling the product or service.

Communication 92

Communication Sales 92

Force Management

OCTOBER 13, 2021

Your front-line managers can be one of the most valuable assets for any sales organization. Top sales leaders should always be looking for ways to support and enable these critical team players. Our own Paddy Mac (In official terms, Force Management’s Senior Director of Consulting and Facilitation Patrick McLoughlin) is loud and proud when it comes to enabling managers.

Leadership 73

Leadership Management Facilitation Organization 73

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