Arpedio
OCTOBER 17, 2023
How to build a winning account management team Account Management Software ← Back to blog A winning account management team can be your secret weapon to supercharge your company’s growth and customer satisfaction. These teams not only safeguard and nurture vital client relationships but also drive revenue and stability. But how do you assemble, nurture, and lead a high-performing account management team?
Revegy
OCTOBER 18, 2023
In the competitive B2B landscape, focusing on specific high-value accounts has proven to be a vital strategy for long-term success. Key accounts are identified as a company’s most valuable clients. They are the most likely to bring in big chunks of revenue and build lasting relationships. Unlike traditional sales methods that cast a wide net, […] The post Unlocking Account-Based Sales: Is Your CRM Enough?
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DemandFarm
OCTOBER 19, 2023
Discover how Zebra Technologies streamlined account planning and stakeholder engagement with DemandFarm. Learn how they simplified complex relationships, digitized account planning, and achieved a 12% boost in win-rates, along with a 60% reduction in time spent on manual tasks. Explore their journey from complexity to clarity in this concise case study.
Arpedio
OCTOBER 17, 2023
Account management software tools Account Management Software ← Back to blog Account management software solutions have transformed the way businesses handle their account planning and client interactions. These powerful tools offer a centralized platform that simplifies a wide range of tasks. In this blog post, we’ll delve deeper into the importance of account management software and how it can revolutionize your business.
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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.
DemandFarm
OCTOBER 19, 2023
Dive into Contentful’s success story as they teamed up with DemandFarm to revolutionize their strategic account planning. Discover how a phased approach, integrated apps, and DemandFarm’s Account Planning Solution led to impressive outcomes, including a 25% increase in revenue potential, enhanced customer satisfaction, and a 15% boost in pipeline value.
Upland
OCTOBER 17, 2023
ChatGPT and dozens of other artificial intelligence (AI) products have made a big splash for AI a bit of a novelty recently, dominating the conversation around productivity and efficiency in the B2B world. Its many evolutions and the powerful AI of today make it an irresistible tool to many. Many writers use AI to spark ideas. Customer success leaders leverage chatbots to lighten workloads.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Software Sales Guru
OCTOBER 16, 2023
3 Ways to Excite Your Buyers Most prospects are content to stay with the status quo because the personal risk associated with attempting change looms large. This is especially true if the need they have is something technical, like the monitoring of logs or single sign on. Intellectually they know things could be improved, but this is not a visceral or emotional pain point for.
Hubspot Sales
OCTOBER 16, 2023
Networking on LinkedIn brings you something a cocktail hour doesn’t: data. So you might be wondering, who viewed your LinkedIn profile? Well, you can find out. However, it’s what you do with the knowledge that matters. In this article, we‘ll dive into how you can see your profile views. You’ll also learn how you can increase your visibility. Let's dive in.
Sales Readiness Group
OCTOBER 16, 2023
In the modern, competitive sales landscape, negotiation is no longer simply about price. It is about value. Smart sales professionals know that a deep understanding of how the deal will unfold and who will be involved is crucial to setting yourself up for a successful negotiation. But what are the key elements you should focus on before entering into negotiations?
Red Star Kim
OCTOBER 19, 2023
Accountants, lawyers, paralegals, patent attorneys and financial advisers (both professional advisors and dedicated business development professionals) joined me at an MBL workshop on telephone skills for client service and selling. We explored the fundamentals of relationships, managing inbound calls and planning outbound calls. This article supplements the learning resources from the session.
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.
Kainexus
OCTOBER 16, 2023
Lean Agile, often called Lean-Agile or Agile at Scale, combines Lean principles and Agile software development methodologies for larger, more complex projects and organizations. It extends Agile concepts to address the challenges of managing large teams, multiple projects, and complex systems while still emphasizing customer value, collaboration, and adaptability.
Hubspot Sales
OCTOBER 18, 2023
Dan Tyre has gotten upset with me exactly one time over the course of our three-plus-year-long working relationship. It was around Christmas time — he and I were on a Zoom call with some other writers for the HubSpot Blog, discussing our holiday plans. Dan told us that he had recently purchased 500 hams to distribute across the greater Phoenix, Arizona area on Christmas day — which was only five days away.
NG Data
OCTOBER 19, 2023
Say goodbye to manual data analysis and complicated spreadsheets – artificial intelligence (AI) is here to help us work smarter! We can breathe a sigh of relief in the customer experience (CX) space, as evolving customer expectations, complex data sets, and stretched resources mean there’s a need for intelligent, agile solutions. There’s real value in using a CDP with AI-driven functionalities.
Red Star Kim
OCTOBER 16, 2023
This article is a summary of the conversation and key takeaways from a workshop in London for MBL. Delegates included both partners and business development professionals (some with a banking background) from law firms (employment, criminal, disputes, offshore), accountancy practices (audit, forensic, insolvency and restructuring and financial services.
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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
Force Management
OCTOBER 19, 2023
Competitive differentiation is at the core of every organization’s sales strategy. It’s why customers choose your solution and why sellers get excited about bringing your product to market. As markets change, though, customer needs change too. It’s possible that your differentiation may need to adapt to fit these changing customer behaviors.
Brooks Group
OCTOBER 18, 2023
Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Companies with a formal sales coaching strategy reach 91% quota attainment , on average.
The Center for Sales Strategy
OCTOBER 16, 2023
One of the most important, and often most fun, parts of the sales process is discovery meetings. These are often referred to as “needs analysis meetings,” and their main goal is to uncover the desired business results of the prospect or client. The success of these meetings lies in both the setup and the execution. It’s important to: Prepare yourself and the prospect or client by sharing an agenda and expectations for the meeting.
Customer Think
OCTOBER 16, 2023
At Heart of the Customer, we’re known for creating world-class journey maps. (You could even say I’m driven by it, as you can see from my license plate!) But sometimes, it’s not a journey that you need to map.
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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.
Kainexus
OCTOBER 17, 2023
Process improvement is the driving force behind organizational evolution, unlocking greater efficiency, quality, and innovation. It's the key to staying competitive, reducing waste, and ensuring progress toward excellence. Embracing process improvement isn't just a choice; it's imperative for businesses and institutions committed to continuous growth and success.
SBI Growth
OCTOBER 14, 2023
Even with a promising outlook in sales pipelines for the coming year, many CEOs still feel the need to err on the side of caution and stay focused on EBITDA rather than pursue growth more aggressively. This seemed to be the general consensus among participants at SBI’s latest CEO Growth Forum.
The Center for Sales Strategy
OCTOBER 18, 2023
You know the feeling… a position on your team suddenly comes open and catches you off guard without any promising candidates in sight. You stir up a tornado of job postings, resume reviews, and hopeful prayers that the perfect candidate will miraculously appear… and you feel completely overwhelmed. Here’s the good news. You can change this!
Customer Think
OCTOBER 16, 2023
A happy customer comes from a good customer experience (CX). A good CX requires professional and consistent support throughout the entire customer journey. This means providing high-quality customer service (CS) both before and after the point of sale. Larger companies can devote individuals and even entire departments to sustaining elite CS.
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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
The Great Game of Business
OCTOBER 18, 2023
Economists are predicting a mild recession in 2024. That means small to medium-sized businesses will have to work a little harder to stay profitable and successful. Luckily, we're breaking down three things businesses can do in 2024 to maximize opportunity and set their businesses up for 5-6 years of consecutive growth.
SBI Growth
OCTOBER 19, 2023
In the ever-evolving sales landscape , understanding what drives success can often seem like deciphering an enigma. However, if we look closely, patterns begin to emerge that delineate the attributes of successful sellers. To discern these traits, SBI studied 100 frontline sellers, managers, and SDRs. Their research has illuminated four definitive selling approaches, each characterized by specific competencies and behaviors.
The Center for Sales Strategy
OCTOBER 17, 2023
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 Laura Coristine, General Sales Manager at Cox Media Laura makes so many awesome points. Such as: Why, instead of asking for feedback, you should ask for “feedforward.
Customer Think
OCTOBER 18, 2023
If you want to understand the enormity of the scale of their services, here’s a pretty mind-blowing visualization: By TitleMax.com Last year, the Walt Disney Company made 84 billion dollar. The film, TV, studio and streaming lines made up 66% ($55B) of the company’s revenue and 34% ($4B) of its operating profit.
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.
Zendesk
OCTOBER 18, 2023
Your phone buzzes with an email notification. Subject line: Important information about a recent security incident. Sounds familiar, right? Unfortunately, security incidents are more and more common, which means many companies are leaning on trust to galvanize their customer relationships. Trust is the cornerstone of customer relationships, but in today’s changing data privacy and security landscape, it’s hard to earn and easy to lose.
Revegy
OCTOBER 16, 2023
The B2B sales landscape is undergoing a significant transformation. According to studies, 40% of top sales performers are now leveraging the Challenger sales model, moving away from the traditional solution selling towards a more dynamic approach—value selling… With buyers becoming more informed than ever, it’s crucial for sales professionals to evolve and adapt to this changing […] The post The Ultimate Guide to the Challenger Sales Model appeared first on Revegy.
Planview
OCTOBER 19, 2023
In the pursuit of successful digital transformation, many businesses have faced challenges stemming from fragmented data repositories and the implementation of multiple systems of record to accommodate evolving business demands. The journey towards digital transformation is inherently complex, often surpassing the intricacies of conventional change initiatives.
Customer Think
OCTOBER 16, 2023
Have you heard of “human-in-the-loop,” or HITL for short? It’s not a new concept, but it has certainly grown in popularity in the last year with the emergence of generative AI and its various use cases. (I know. “Emergence” is an understatement.) AI is probably the hottest topic in CX right now.
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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