Account Manager Tips

SEPTEMBER 20, 2022

The client is not always right. In fact they're regularly wrong! And when they are wrong, for the sake of peace and customer retention, we say sorry. Until now. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. Vilnius rocks! 5 reasons you shouldn't apologize to your clients How to say sorry without saying sorry How to say sorry and mean it Worth a click Quote of the week.

Key Account Management 130

Key Account Management Account Management Management Meetings 130

Strategic Planning and Management Insights

SEPTEMBER 23, 2022

Words: 1063. Reading time: 5 mins.

Leadership 98

Leadership 98

The Center for Sales Strategy

SEPTEMBER 19, 2022

The most successful leaders understand business and are conceptual thinkers. They naturally see the bigger picture of what is ahead and consider the cause and effect of their actions. Their natural curiosity leads them to be forward-thinking, taking chances to adapt to what is needed for future success. With this ability, their analytical thinking affords them to make sound decisions and learn from mistakes made along the way.

Decision-making 108

Decision-making 108

Hubspot Sales

SEPTEMBER 22, 2022

In the HubSpot Blog's recent survey of over 500 sales professionals, we tried to see what sales leaders hope to achieve when training reps and the top sales coaching tactics they use to get there — and our survey produced some interesting insight on both fronts. Here, we'll take a closer look at sales leaders' primary coaching goals — along with some perspective on the methods they use to achieve them.

Sales 139

Sales Sales Training Negotiation Facilitation 139

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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.

Sales Management

Red Star Kim

SEPTEMBER 22, 2022

At a recent MBL workshop “Pick up the phone! Client service and sales opportunities for professionals in the digital age” some key issues emerged: Telephone skills: Anxiety, voice, etiquette and the client experience. Anxiety around picking up the phone. Delegates reported that they observed that there was more nervousness and some anxiety around picking up the phone.

Emotional Intelligence 130

Emotional Intelligence Communication e-Learning Digitalization 130

Kainexus

SEPTEMBER 22, 2022

The Lean methodology is a set of practices and tools that business leaders initially developed to help manufacturing organizations improve quality and become more efficient. The approach was built on concepts included in the Toyota Production System, which helped Toyota gain a stellar reputation for quality and affordability. The benefits of Lean management are not confined to manufacturing.

Healthcare 87

Healthcare Manufacturing Construction Profitability 87

Hubspot Sales

SEPTEMBER 20, 2022

With social media, you can prospect at your fingertips — and sidestep the awkwardness of a traditional cold call. Of course, you can't afford to spend hours on social media each day, so which channels are worth your time? The HubSpot Blog surveyed 500+ sales professionals to uncover the best social media channels for prospecting. Read on to learn more about social prospecting, and discover which social media channels are most effective.

Media 124

Media Sales Meetings Marketing 124

Brooks Group

SEPTEMBER 21, 2022

Are Your Salespeople Comfortable Upselling? Upselling—or offering a more expensive version of a product your customers want to buy—should be a natural component of most sales jobs. After all, your customers are used to being upsold! When they’re not at work, your B2B customers are everyday consumers just like everyone else. Our propensity for buying products online through companies like Amazon have greatly impacted how we buy almost everything. .

Emotional Intelligence 84

Emotional Intelligence Negotiation Sales Training Decision-making 84

Force Management

SEPTEMBER 22, 2022

Times of economic uncertainty and decreased consumer confidence are inevitable, and these downturns during the economic cycle can be particularly challenging for sales organizations. It’s no secret that 2022 trends show a leveling of growth and steadily declining consumer confidence across global markets. Even though market stagnation can make it harder for your team to sell and meet quota, it also offers an opportunity to distinguish yourself from the competition and double down on sales fundam

Sales 70

Sales Meetings Marketing Organization 70

Flevy

SEPTEMBER 22, 2022

Conventional Innovation Management is unable to sustain itself in the face of contemporary needs. Dual Innovation has become a necessity for businesses to survive intense competition in today’s markets. Dual Innovation refers to extending current Business Models in new directions, as well as creating completely novel Business Models at the same time.

Innovation 64

Innovation Management Government Idea Management 64

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.

SBI Growth

SEPTEMBER 21, 2022

Leadership teams tend to activate multiple growth levers and ultimately cause friction in the business—a common problem. For CEOs wanting to create clarity and drive growth amidst uncertainty, they need to get on their front foot and drive relentless focus on a short set of key growth imperatives.

Leadership 62

Leadership 62

Revegy

SEPTEMBER 23, 2022

Introduction Account-based sales is still a new process for many sales organizations. Many sales leaders report that they are executing this process successfully. But what do the numbers say? Sales executives may feel they are successfully implementing the Account-Based Sales process. However, most organizations are earning less than 50% of their revenue from their key […] The post The State of Account-Based Sales: How B2B enterprise organizations are utilizing an account-based process ap

B2B 52

B2B Organization Sales Account Management 52

Zendesk

SEPTEMBER 23, 2022

The pressure is on healthcare companies to deliver a better end-to-end customer experience—otherwise, it is truly an insult to injury. The largest healthcare and insurance groups have their own legacy systems to untangle and integrate, but smaller healthcare outfits are also on the hook—and, arguably, at an advantage—to scale and grow with customers top of mind.

Healthcare 52

Healthcare Insurance Small Business Customer Experience 52

Brooks Group

SEPTEMBER 23, 2022

I’m excited to be talking with you about stalled deals. Yes, I know that’s exciting. But it’s a topic that has come up in almost every conversation I’ve had over the last two weeks. I’ve done a lot of reading on this, had a number of customer interviews, and talks with business owners. There was a recent article in Chief Executive Magazine , and they used a phrase that indicated that we are continuing to be besieged by uncertainty and disruption.

Supply Chain 52

Supply Chain Sales Training Sales 52

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

LinkedFusion

SEPTEMBER 22, 2022

People all around the globe have been using SaaS. However, they are not aware of the same. SaaS (Software as a Service) has become quite popular in recent times. When people can rent cars, furniture, houses, toys, and books as well, then why not rent software and use it. Businesses have come to prefer Software-as-a-Service rather than buying it. This growth and acceptance have motivated many business players to enter the SaaS market.

Internet 52

Internet Acquisition Customer Life Cycle Decision-making 52

Arpedio

SEPTEMBER 22, 2022

Client Case study. How Aggreko gained complete transparency into the health of their accounts. Download full case study. About Aggreko. Aggreko is a supplier of temporary power generation equipment and of temperature control equipment using the latest fuels and storage solutions. As partners in the energy transition, Aggreko is committed to achieving Net-Zero across their operations by 2030 and across all their services by 2050.

Account Planning 52

Account Planning Account Management B2B Suppliers 52

NG Data

SEPTEMBER 22, 2022

Engage prospects with personalized, data-driven communications at the earliest stages of your relationship with our customer acquisition use case and advanced CDP software. Request a personalized demo Customer acquisition: problems & pitfalls Gaining high-value customers is a challenge that many organizations haven’t cracked. Many brands still resort to “spray and pray” tactics that aren’t just.

Acquisition 52

Acquisition Software Software Communication 52

SOAR Performance Group

SEPTEMBER 22, 2022

As a sales leader, how do you know when your sales coverage model needs a change? Then, how do you implement that change? At a previous Sales Leadership Community meeting, […]. The post Optimize Your Sales Coverage By Answering These Questions appeared first on SOAR Performance Group.

Sales Leadership 52

Sales Leadership Leadership Sales Meetings 52

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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.

Meetings

FinListics Solutions

SEPTEMBER 22, 2022

Digital innovation has forever changed the dynamics of B2B enterprise buying and selling. Hyper-informed B2B buyers are advancing through 80% of the purchase journey without seller assistance or involvement. In parallel, sellers are finding it increasingly difficult to capture the time and attention of executive buyers among all the noise inherent in crowded, competitive, and complex product segments.

B2B 52

B2B Innovation Digitalization Sales Training 52

Arpedio

SEPTEMBER 22, 2022

Client Case study. How Aggreko gained complete transparency into the health of their accounts. Download full case study. About Aggreko. Aggreko is a supplier of temporary power generation equipment and of temperature control equipment using the latest fuels and storage solutions. As partners in the energy transition, Aggreko is committed to achieving Net-Zero across their operations by 2030 and across all their services by 2050.

Account Planning 52

Account Planning Account Management B2B Suppliers 52

Zendesk

SEPTEMBER 22, 2022

There’s something so old-fashioned about poring over email threads trying to find answers. Traditionally, business to business communication has been relegated to emails, video chats, and phone calls. It left a lot to be desired. Namely, convenience. We message our friends, family, and colleagues on a variety of platforms and apps – so why can’t businesses leverage the same kind of rich, intuitive communication when they interact with other businesses?

Onboarding 52

Onboarding Communication CRM Management 52

Cranfield Executive Development

SEPTEMBER 22, 2022

A candid look at management practice reveals the political dimension of today's businesses and organisations. On a daily basis, managers have to handle conflicting agendas arising from a mix of company objectives and personal goals.

Management 52

Management 52

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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

Sales

Crank Wheel

SEPTEMBER 21, 2022

By sending solar content through email, businesses can tap into a growing market of environmentally conscious consumers.

Marketing 52

Marketing 52

Strategic Communications

SEPTEMBER 21, 2022

It is not uncommon for me to be approached by a client or a potential client who wants to “develop their brand.” They are often surprised to find that they already have one—we all do. You may also be surprised to learn that, whether you realize it or not, you have a brand identity. You may not know what that identity is, but you have one!

e-Learning 52

e-Learning B2C B2B Publishing 52

Zendesk

SEPTEMBER 22, 2022

Inovalon is the nation’s most widely used healthcare cloud platform. Founded in 1998, the company is a leading provider of cloud-based software solutions, empowering data-driven healthcare that enables better care and health outcomes. More than one million physicians and over 350 million patients are supported within the Inovalon ONE® Platform. The Inovalon ONE® Platform powers 100+ cloud-based solutions that enable improved clinical outcomes and economics across the healthcare ecosystem.

Healthcare 52

Healthcare Innovation Prioritization Customer Experience 52

Showpad

SEPTEMBER 21, 2022

Something’s happening to the sales enablement tools you rely on, and you might need to sit down for this. Like other sales enablement tools, Showpad was conceived to create ultimate selling experiences for our customers. Helping them streamline processes, win more deals faster, and find a powerful home to create genuinely engaging content. It’s a noble goal.

Sales 52

Sales Digitalization Acquisition Customer Success 52

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

SalesPop

SEPTEMBER 21, 2022

In this expert insight interview, David Schlosberg discusses “How to build a highly functioning sales team.” David Schlosberg works for the Ferguson Alliance, which helps family businesses grow. He teams up with two colleagues, who provide a wide range of services, including succession planning, exit planning, strategic planning, sales coaching, and sales development.

Remote Working 52

Remote Working Sales Sales Training CRM 52

PandaDoc

SEPTEMBER 21, 2022

A sales pipeline software is a digital tool for structuring your selling process so you can close deals quicker and expand your firm faster. In short, pipelines are a method of visualizing all of the options available to you at a specific moment in your sales cycle. These details are particularly helpful when you’re striving to meet your sales objectives.

CRM 52

CRM Software Software Sales 52

Zendesk

SEPTEMBER 21, 2022

Trying to find the right words can be hard, especially in high-pressure situations. And sales is a high-pressure industry. Luckily, when the wordplay of marketing magicians is at your fingertips, finding the perfect words for your sales slogan is easy. In this piece, we’ll break down exactly what a sales slogan is, how it’s different from a tagline, and how it benefits your campaign and company.

Advertising 52

Advertising Sales Brainstorming Retail 52

MDI Training

SEPTEMBER 20, 2022

Third Workplace – A plea for more flexibility. And here I am, sitting in Croatia, on the decked patio, at the dining table with my work laptop and a sleeping cat – that came with the all-inclusive holiday home. Work from Anywhere. Spontaneously I decided in the morning to have a “Work from Anywhere” day instead of my current holiday day – because the weather is not looking inviting.

Digital Transformation 52

Digital Transformation Leadership Internet Digitalization 52

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