Account Manager Tips
OCTOBER 21, 2021
7 Reasons Why Clients Ghost You (and What to Do About It) When clients don't return your calls or messages, it can feel like they're ghosting you. It's frustrating and stress-inducing. The good news is their silence usually isn't about you. So if you're struggling to connect with your clients, let's take a closer look at what's going on, why you get ghosted and what to do about it.
Holden Advisors
OCTOBER 21, 2021
Big or small, almost all B2B companies have to sell to large, powerful companies because they believe that the "big win" keeps the plant running or resources at capacity. Those negotiations are often tough and focus on price. “Tough” isn't quite the right word – how about brutal? Those big companies, or gorillas, control a lot of revenue, and like it or not, we have to sell to them.
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Customer Think
OCTOBER 19, 2021
Photo by Pixabay, CC0 1.0 Customer Experience (CX) is becoming a significant concern for most business owners. In recent years we have seen many small and large companies investing a fortune to improve customer experience and stay ahead of the competition. Whether it’s for keeping the customer data safe by opting for IT security risk […].
Help Scout
OCTOBER 19, 2021
To get the most out of your customer service team, they need access to the right support tools and resources. Here are 27 to consider.
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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.
Account Manager Tips
OCTOBER 16, 2021
Top 10 LinkedIn Hashtags Every Key Account Manager Should Follow Now You may not know it, but LinkedIn hashtags are an excellent tool for staying up-to-date in your industry, finding relevant and useful information, and expanding your network. Here are ten hashtags that will help you thrive as a key account manager. Follow them to meet like-minded people, learn industry trends, and find answers to your questions!
Holden Advisors
OCTOBER 19, 2021
Too often, sales teams rely too heavily on discounts or service giveaways to close deals. This leads to a host of issues including leaving money on the table, teaching customers to negotiate hard for discounts and freebies, and eroding the customer's perception of your value. How can sales teams get the negotiating flexibility they need to defend value and price?
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Customer Think
OCTOBER 18, 2021
What is Sentiment Analysis? Sentiment analysis can be defined as analyzing the positive or negative sentiment of the customer in text. The contextual analysis of identifying information helps businesses understand their customers’ social sentiment by monitoring online conversations. Application of Sentiment Analysis 1. Brand Monitoring A brand is not defined by the product it manufactures. […].
Engage Selling
OCTOBER 22, 2021
I recently had a conversation with a really smart sales VP who said, “I need my team to remember that our job is to provoke our customers. It’s to make people think. It’s to bring them new ideas that they … Read More » The post Keeping the Prospect Engaged | Sales Strategies first appeared on The Sales Leader.
Hubspot Sales
OCTOBER 20, 2021
More salespeople equals more sales, right? Wrong. Scaling your sales team is crucial to growing a healthy business. Do it at the right time, and your company will grow exponentially. Do it at the wrong time, and your company could shutter within six months. Don’t just hire with your gut. Take a strategic approach to scaling your sales team, and make smart hiring decisions that will benefit your organization for years to come.
Help Scout
OCTOBER 20, 2021
Some customer questions are difficult, but that additional effort goes unnoticed outside the team. What if those costs were shared on a menu?
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.
Customer Think
OCTOBER 19, 2021
To understand how organizations can harness the power of AI to drive customer experience and loyalty, it’s important to acknowledge the #1 business trend that’s currently disrupting the nature of customer experience and loyalty as we’ve known them: digital transformation. With brands investing in new digital channels as a result of the COVID-19 pandemic, increasingly […].
Planview
OCTOBER 21, 2021
For Andrew Doran, a program portfolio manager working in the banking industry in the U.K., managing risks in LeanKit has yielded big benefits. Read on to learn how he and his department leverage Planview’s Enterprise Kanban solution (AKA LeanKit TM ) to see at a glance all their risks and track the work as it gets completed across the organization. .
Hubspot Sales
OCTOBER 19, 2021
Finding a business name is, well, serious business. You want something that will grow as your company does. While you can rebrand with a new name down the line, you’ll save time, money, and confusion for clients by finding a business name to stick with for as long as possible. But you can’t just slap a sign on a website or building and call it a day.
Help Scout
OCTOBER 21, 2021
Learn about 15 types of customer communication tools you can use to engage your audience and make the most of your customer relationships.
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
Customer Think
OCTOBER 20, 2021
This post will conclude my discussion of several B2B-specific findings from the August 2021 edition of The CMO Survey. In my earlier posts, I reviewed what the survey revealed about the state of marketing spending and the progress B2B companies have.
The Center for Sales Strategy
OCTOBER 22, 2021
- MOTIVATION -. "Leadership is not about titles, positions, or flow charts. It's about one life influencing another.". - John C. Maxwell. - AROUND THE WEB -. > Your CRM Can't Fix Underperforming Sales, But Sales Performance Management Can – Selling Power. For sales leaders, getting the tech stack right can be a challenge. On the one hand, the B2B sales space is flooded with solutions that each solve a different problem, so it’s easy to overcommit to a stack that speaks so many different langu
Hubspot Sales
OCTOBER 22, 2021
No matter the industry, small businesses need to protect their work and assets. While small business insurance can seem like a burden, it’s an important part of doing business. But how much should you be paying for business insurance? And how can you be sure your investments are properly protecting you? Your small business insurance costs will vary based on factors like your preferred type of coverage and industry.
Zendesk
OCTOBER 22, 2021
Social selling has impacted the market ever since we started trading products. A gentleman in 1600s Italy could visit a family member, adore their new statue, and ask where they got it. Market analysis indicates that consumers influenced by social media are four times more likely to spend more on purchases. That’s over standard advertising. With the market shifting, it’s essential that your company has a strong handle on the social market and how to use it to your advantage.
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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.
Customer Think
OCTOBER 20, 2021
Any damn fool can make something complex; it takes a genius to make something simple. —Pete Seeger As a happy byproduct of the global pandemic my wife and I now see each other during the normal workweek. As such, we started a rather mundane tradition of watching one show in the evening together: the Nightly […].
SalesPop
OCTOBER 22, 2021
We have shown, throughout this series, that the new function known as RevOps—revenue operations—is uncannily similar to Pipeliner CRM. Both were created to bridge departments that previously existed in their own silos. Let’s now talk about the future of RevOps—where it is going. Risks and Benefits of Centralization. RevOps certainly means data centralization.
Hubspot Sales
OCTOBER 20, 2021
Sales roles aren't always what you would like them to be. You might settle into a solid career trajectory in the field only to struggle to find meaning in your day-to-day responsibilities or professional future. If you find yourself in that position, you might wind up racking your brain for other options — and for a lot of disgruntled sales reps, a career in real estate can look like a solid choice.
ProlifIQ
OCTOBER 21, 2021
In sales, opportunities don’t just fall from the sky. . It’d be great if they did. You wouldn’t even need an umbrella, just a big bank account. But real life has a nasty habit of being harder than we want it to be. If you want opportunities, you have to build a plan to get them. Hence, opportunity planning: the process by which a sales team targets, finds, pursues, and closes potential deals in (hopefully) an efficient and streamlined manner.
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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
Customer Think
OCTOBER 21, 2021
The popularity of mobile apps is booming among service providers and businesses. Not a single industry is left where the mobile applications are yet to establish their fundamental value. The number of smartphone users is increasing at a rapid pace and is expected to grow further shortly. The benefits of having a mobile app for […].
ClearPoint Strategy
OCTOBER 22, 2021
In business, everyone talks about the importance of the strategy report : We can all agree it’s an essential document that provides an analysis of past performance and insight into the organization’s main objectives, strategies, and risks. What no one talks about is how hard it is to create one—the thousands of hours spent behind the scenes annually, gathering and inputting data, doing calculations, making charts, and producing dashboards by the outsized number of skilled employees dedicated to
Hubspot Sales
OCTOBER 18, 2021
Have you ever played a game of Monopoly and kept tabs on the other players? Maybe you took a mental note on which player had the most properties, or who had the best buying and selling strategy. But the value of observing the competition isn't specific to board games — actual companies can benefit from it as well. One way to get there is through something called "competitive benchmarking" — the process of looking externally to see how your business stacks up against your competitors and industry
Crank Wheel
OCTOBER 20, 2021
With the rise of new sales and marketing strategies, enterprises of all sizes are losing focus on testing different methods to increase their sales.
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.
Customer Think
OCTOBER 21, 2021
Image Credit: Haptik As Chris Messina, inventor of the buzzword, and many other brand leaders point out – Conversational commerce is about delivering personalization, simplifying user journeys, and converting visitors into paying customers. As a result, brand leaders are leveraging a variety of conversational interfaces (online messaging, chatbots, virtual assistants, etc.) to deliver an enhanced […].
Arpedio
OCTOBER 20, 2021
careers. Are you Arpedio’s new Sales Development Representative? careers. Are you Arpedio’s new Sales Development Representative? Careers. Are you Arpedio’s new Sales Development Representative? ? Back to careers. Are you an aspiring future Account Manager and have a passion for sales? Do you want to help drive sales processes from start to end and prepare the business for continued growth and further international roll-out?
Strategic Planning and Management Insights
OCTOBER 19, 2021
SME Strategy is a strategy consulting company that specializes in aligning teams around their vision, mission, values, goals and action plans. Learn more about how we can help you and your team create and manage organizational change with our strategic planning and implementation services.
Zendesk
OCTOBER 18, 2021
A guide to the unique selling proposition. If you’ve heard the term “unique selling proposition” or “unique selling point” thrown around lately but aren’t quite sure what it means, we’ve got you covered. In this guide, we’ll provide a clear unique selling proposition definition and answer some of the most common questions people have about USPs. We’ll also show you 10 unique selling proposition examples to jumpstart the tricky process of crafting the perfect one to increase sales.
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.
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