Strategic Account Management Association
OCTOBER 28, 2020
By SAMA Editors. The winners of the 2020 SAMA Excellence Awards demonstrate the amazing things that happen strategic account management is enshrined at the center of a company’s business strategy. The details of what each of our winners accomplished (and how they did it) differ based on their size, history of account management, business drivers and strategic goals.
Hubspot Sales
OCTOBER 26, 2020
Receiving permission makes literally anything less intrusive — no matter the context. Think about it. If someone enters your home with permission, they're a guest. If someone enters your home without your permission, they're breaking and entering. That principle — the value of receiving permission — is the underlying premise of a brand of sales known as permission-based selling.
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RAIN Group
OCTOBER 28, 2020
At their core, top-performing salespeople are change agents. They recommend, advise, and assist buyers (what is typically known as consultative selling ), and they aren't afraid to push when it's in the best interest of their buyers. Indeed, top sellers are Insight Sellers. These people make five cases to ensure the value proposition for each buyer is as strong as it can be.
Engage Selling
OCTOBER 29, 2020
It’s easy to get “bogged down” by our daily tasks, calls, meetings, emails, coaching, and so on.
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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.
KAM With Passion
OCTOBER 27, 2020
Why a new blog on sales performance? Aren’t there already a lot of them? To answer this question, let’s use an analogy. Greek and Roman statues were painted. And yet, until recently, hardly anyone knew it. Why was this? Because as early as the 15th century in Italy and the 18th century in Greece, when interest in ancient statuary began, collectors and archaeologists invented and imposed the myth of the white statue.
Hubspot Sales
OCTOBER 26, 2020
Of the many sales metrics that businesses track, none is scrutinized more closely than the prized win rate. When a company has clearly defined win rate criteria, calculates its win rate frequently, and takes insight-based action to improve win rate, it is setting itself up to turn a higher percentage of prospects into customers. Before we get to a few tips for improving win rate in your company, let's revisit the definition of a win rate, explain how to calculate it, and remind you of a few best
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Engage Selling
OCTOBER 30, 2020
I recently referred a friend to my insurance provider. Disappointingly, when she called the insurance provider, the receptionist provided wrong information and told my friend that no agents were available to further assist her because everyone was working from home.
The Center for Sales Strategy
OCTOBER 26, 2020
Which skill do you think your manager needs to improve most? When Robert Half Management Resources asked this question to more than 1,000 U.S workers, one skill clearly surpassed the rest — communication skills. Adapting your communication style based on individual and situational needs is critical to improving sales performance. You can have the greatest business strategy and sales plan , but those plans will never get implemented if you can’t communicate effectively.
Hubspot Sales
OCTOBER 27, 2020
While there's no definitive standard for segmenting salespeople, there are some archetypes that sales professionals tend to fall into — categories that can help reps better understand how they sell and what they should work on. Those categories are known as selling styles, and there are four that can capture the nature of almost every salesperson's professional qualities and personal inclinations.
Miller Heiman Group
OCTOBER 28, 2020
Sales organizations that consider their CRM as the anchor (as opposed to point solutions) have 6.8% higher quota attainment and 4.1% higher win rates. On average, organizations use 10 different sales tech tools , yet all that technology isn’t necessarily producing better sales outcomes. That’s especially true for tech that just collects—or, worse, requires sales teams to manually input—ever more raw data, contributing to information overload without helping your sales team win more deals.
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.
Sandler Training
OCTOBER 29, 2020
Astute organizations realize that just as important, if not more, is the notion of Sales Manager Enablement. This includes providing frontline managers with the tools, training and technology they need to elevate the skills and stature of their sales team. The post Why Frontline Managers Should be the Stars of Your Sales Enablement Strategy: Top Five Takeaways appeared first on Sandler Training.
Gary Smith Partners
OCTOBER 30, 2020
The post How To Build Powerful Key Account Plans In Salesforce appeared first on The Gary Smith Partnership.
Hubspot Sales
OCTOBER 27, 2020
Sales leadership roles are some of the most lucrative, challenging, engaging positions sales professionals can pursue. Managing reps and having a significant stake in the success of an entire sales organization is an opportunity that can be equal parts exciting and imposing — and a lot of salespeople are interested in taking on that kind of responsibility at some point in their careers.
CMOE
OCTOBER 27, 2020
25 Podcasts for Managers. Coaching for Potential. Radical Candor. WorkLife. HBR IdeaCast. Leadership Biz Cafe. Coffee with the Greats. Success Stories. Manager Tools. Beyond the To-Do List. The Accidental Creative. The Extraordinary Business Book Club. Brand Builder. Women’s Leadership Success. What Great Bosses Know. Leadership and Loyalty. The $100 MBA.
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
Sandler Training
OCTOBER 28, 2020
One of best pieces of advice I ever received about holding on to important clients and customers was this: During times of uncertainty, approach your business contacts from a different perspective than during so-called “normal” times. The post Client Retention: It’s Personal appeared first on Sandler Training.
The Center for Sales Strategy
OCTOBER 30, 2020
- MOTIVATION -. "Don't be afraid to give up the good to go for the great.". -John D. Rockefeller. - AROUND THE WEB -. > 130 Eye-Opening Sales Statistics for 2020– Spotio. The buyer’s journey has changed. With the internet at our fingertips, consumer’s have the ability to research and compare solutions like no generation before. They also have access to mountains of user generated content like peer reviews – which are trusted nearly as much as referrals.
Hubspot Sales
OCTOBER 28, 2020
I didn’t like numbers at all growing up. Math was my least favorite subject and science was a close second. But, inevitably, the older I got, the more I valued the two subjects. In fact, nowadays, every decision I make is influenced by numbers. For example, I only buy plane tickets on Sundays and fly on Tuesdays. (Thanks, science!). With this in mind, it wasn’t a surprise to me to learn that top sales reps use data to drive their strategies and choices.
Groove HQ
OCTOBER 29, 2020
Whenever we get a chance to talk to a customer here at Groove, we take it. So when Josh Pather of Photo Booth International dropped this line in a conversation with Erika from our support team… We knew we had to reach out. We thought we’d talk to Josh about Groove and maybe write up […]. The post E-commerce Entrepreneur: How One Wedding DJ Started One of the Fastest Growing Businesses in Texas appeared first on Groove Blog.
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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.
Vantage Partners
OCTOBER 27, 2020
Overview The 2020 ASAP BioPharma conference came to a close a month ago and marked another year of bringing together talented and thoughtful strategic alliance professionals to share and reflect on their experiences in this field. We are delighted to continue to be a sponsor of the conference and to have the opportunity to lead a couple of sessions during the event.
PartnerTap
OCTOBER 26, 2020
Before starting to chase a prospective account, sales reps try to collect as much account information as possible. The collected data helps them have a clearer picture of the prospect’s organization, who the decision-makers are, who has the most influence on them, their motives, their most important problems, their goals, and any budget that’s available.
Hubspot Sales
OCTOBER 28, 2020
How has your sales leadership style changed this year? As companies are facing uncertainty with their ability to operate and sell their products, effective leadership may have a whole new set of requirements. If you’re still leading the same way you have been for years, now is the perfect time to adapt your leadership style to better meet the needs of your organization during challenging times.
CMOE
OCTOBER 29, 2020
Even in the best of times, being a leader can be challenging. Now the shock generated by the COVID19 virus has produced new and unexpected challenges that have left many leaders struggling to adapt. Moments like this have multiple and varied impacts. Some organizations and businesses are experiencing unsurpassed demand and it has taken an unparalleled effort to keep up with it.
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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
SalesPop
OCTOBER 27, 2020
At the very heart of running a sales, pipeline is opportunity management. Opportunity management consists of, first, setting up a sales process. This means knowing the various stages that your opportunities pass through, from lead all the way to close. When you know how long a deal takes to make it through the pipeline, and how long it should take for an opportunity to make it through each stage of that pipeline, you’ve got a fairly accurate sales process.
Kainexus
OCTOBER 29, 2020
We all identify goals to improve ourselves in some way. Whether our goal is to eat better, exercise more, spend more time with our family, or increase our productivity, we all have something we're striving for. Although in too many instances, we lose sight of our goals and fall back to old behaviors and the same results. Continuous improvement is no different.
Nutshell
OCTOBER 26, 2020
I’ve been a HubSpot power user for three years, even something of a HubSpot evangelist. When I was first introduced to HubSpot, it was the most innovative marketing automation solution on the market, and it was well priced for the SMB market. Over the past few years, though, HubSpot has become intent on capturing the enterprise market, resulting in huge price increases.
Sandler Training
OCTOBER 26, 2020
David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Sandler Rule #42 – A Winner Has Alternatives; A Loser Put All Their Eggs in One Basket [PODCAST] appeared first on Sandler Training.
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.
The Center for Sales Strategy
OCTOBER 27, 2020
One of the most frustrating problems a sales leader encounters is managing an underperforming sales rep. When you hire a seller, you see talent and potential. You know they’re a solid performer with a track record for success. However, they’re now in the 20-30% of sales staff that’s underperforming. Interestingly, the pandemic has caused many successful AEs to struggle with sales performance.
SBI Growth
OCTOBER 27, 2020
October 27, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in revenue growth, today announced that Mark Huson has joined the firm as a Managing Director focused on the Technology sector. Mark has over 20 years of.
Nutshell
OCTOBER 30, 2020
With in-person events temporarily postponed due to health concerns, virtual event platforms have taken center-stage in 2020. If you’ve been online at all in 2020, you’ve seen an advertisement promoting a virtual event. It makes sense. After all, in-person events are a no-go right now because of COVID-19. But maybe you’ve thought to yourself, “What is a virtual event anyway?
Sandler Training
OCTOBER 26, 2020
Mike Montague interviews Jason Campbell, Host of Impact at Work and Superhumans at Work, a Mindvalley Podcast. The post How to Succeed at Selling with Love [PODCAST] appeared first on Sandler Training.
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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