Account Management Skills

DECEMBER 6, 2023

Agency owners tell me they’re frustrated because their existing client accounts aren’t growing. They know there’s a lot more value they could bring to current clients in the form of: Offering more ideas to help their clients’ businesses grow Suggesting more agency services to support the clients’ strategy Seeking ways to help other areas of the clients’ organisation But their account managers either aren’t doing anything about it – or aren’t doing it consistently.

Account Management 52

Account Management Management Client Relationships Leadership 52

Account Manager Tips

DECEMBER 4, 2023

Tired of pushy sales tactics? Forget closing deals, start opening relationships. Learn the organic sales method that leads to effortless growth for key accounts.

Key Account Management 200

Key Account Management Account Management Management Organization 200

Arpedio

DECEMBER 4, 2023

Measuring the Success of Account-Based Selling Explore the ARPEDIO platform ← Back to blog Account-based selling (ABS) is becoming increasingly popular in the B2B software industry as it allows businesses to target specific high-value accounts and personalize their marketing and sales efforts. But how can you measure the success of your account-based selling campaigns?

Decision-making 52

Decision-making Prioritization Media Marketing 52

Insightly

DECEMBER 6, 2023

Underdogs sometimes win I love underdog stories, and one of my favorites is now on FX and Hulu. The series, Welcome to Wrexham , is a documentary of sorts set around the small town in the north of Wales, Wrexham and their local soccer (English Football) club. The town has a history of economic set-backs, a coal mining disaster, but also many glory years of football.

Marketing 40

Marketing Value Proposition CRM B2B 40

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

Account Management Skills

DECEMBER 7, 2023

Agency owners often tell me their account managers aren’t leading client meetings confidently. I hear things like their team are: “Sitting back and letting the client lead” “Not building rapport” “Not asking enough questions” “Unprepared and unconfident” “Lacking presence” But like every other task the account manager undertakes, you can’t just expect account managers to ‘know’ how to lead meetings if: The agency hasn’t provided any guidance and ‘dos and don’ts’ (or has an internal client servic

Account Management 52

Account Management Meetings Management Suppliers 52

Nutshell

DECEMBER 8, 2023

A landing page builder is a tool that helps you create landing pages for your paid ads and emails. Some of the best landing pages include Unbounce, Intsapage, and Wix. To learn more detailed info, keep reading! What do paid advertising and email marketing have in common? Well, there are actually multiple answers. But one thing they share is landing pages.

Small Business 137

Small Business Advertising CRM Digitalization 137

Hubspot Sales

DECEMBER 7, 2023

It’s here, the biggest sales quarter of the year. The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Q4 sales are often the most lucrative of the year, but successful sales don’t come simply because of the season. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection.

B2C 122

B2C Transportation Decision-making Logistics 122

Sales Readiness Group

DECEMBER 3, 2023

As buying behaviors continue to change, so does the market. To stay competitive, organizations need to find ways to maximize their current opportunities and generate new ones. In this article, we will introduce 5 ways to increase sales performance in 2024 and help your team surpass last year’s figures.

Sales 116

Sales Organization Marketing Sales Management 116

Nutshell

DECEMBER 8, 2023

When you’re spending hundreds of dollars to attend a networking event —or thousands of dollars to exhibit at one—the information on the business cards you collect is often your biggest tangible takeaway. Are you capturing it properly? We’re long past the days when each business card was treated as a collector’s item. As a modern salesperson, all you want to do is get your new contact’s email and phone number into your CRM as quickly as possible so you can toss their card into the nearest recycli

CRM 124

CRM Sales Software Software 124

Customer Think

DECEMBER 4, 2023

We all know empirically, the truth and power of words in life. A quick Google search will reveal dozens of blogs, companies, and social media posts espousing the benefits of positive affirmations, and the power of positive and encouraging words.

Customer Experience 109

Customer Experience Media 109

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

DECEMBER 5, 2023

As we enter the age of AI, one thing is for sure - the relationship between sales pros and their prospects will never be the same. When I surveyed 1,477 global sales professionals to determine the top trends and challenges that teams were facing , one key finding became apparent. We've entered, what I call, "The Age of the AI-powered buyer." In this post, we’ll dig into the data to help you prepare for one of the most disruptive shifts we’ve seen in years.

Decision-making 122

Decision-making Sales Prioritization 122

MDI Training

DECEMBER 4, 2023

Advancing AI Integration at UNIQA: A Future Focus Do you prefer to listen to this article? Click below to access our AI-generated version of this blog article! Advancing AI Integration at UNIQA: A Future Focus Iris Brachmeier , Group Chief People Officer of UNIQA Insurance Group AG since August 2023 and therefore responsible for international HR , provides insights into the company’s groundbreaking transformation up to 2025 in an interview with our colleague Melanie Holzner.

Artificial Intelligence 105

Artificial Intelligence Digital Transformation Leadership Digitalization 105

Nutshell

DECEMBER 7, 2023

Generative artificial intelligence (AI) has been the talk of the town this year for its potential to transform entire industries. One way to harness the power of artificial intelligence is by implementing AI productivity tools. AI promotes productivity by analyzing data, generating new ideas, and saving time through automation. In this article, we’ll explain how artificial intelligence software can enhance productivity and provide a comprehensive list of the best AI productivity tools.

Artificial Intelligence 100

Artificial Intelligence Software Software Meetings 100

Account Manager Tips

DECEMBER 4, 2023

Tired of pushy sales tactics? Forget closing deals, start opening relationships. Learn the organic sales method that leads to effortless growth for key accounts.

Key Account Management 100

Key Account Management Account Management Management Organization 100

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

DECEMBER 4, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Some deals hit walls — that‘s just an unfortunate fact of sales life. As wonderful as it would be to have every sales engagement run smoothly end-to-end and amount to an amicable, productive resolution, that’s just not how things work.

Sales 105

Sales Stakeholders B2B Software 105

MDI Training

DECEMBER 4, 2023

AI-Enhanced Leadership: Maximizing Potential with Intelligent Tools Let’s also take a closer look at Ai vs. human – Who has more charisma in today’s world? Do you prefer to listen to this article? Click below to access our AI-generated version of this blog article! AI-Enhanced Leadership: Maximizing Potential with Intelligent Tools The integration of artificial intelligence (AI) into the world of work presents new challenges and opportunities for leadership development.

Leadership 104

Leadership Artificial Intelligence Digital Transformation Digitalization 104

The Great Game of Business

DECEMBER 8, 2023

In the fast-paced world of modern business, adaptability and innovation are key to staying competitive. Organizations must invest in their most valuable asset to thrive in this environment: their employees. Learning and development (L&D) programs are one of the main driving forces behind employee growth and, in turn, organizational success.

Innovation 98

Innovation Organization 98

The Center for Sales Strategy

DECEMBER 4, 2023

There are four key performance indicators I recommend everyone keep a weekly focus on. If you are a manager who does weekly individual focus meetings with your AE's or if you are a manager managing managers, these four things will help you keep the focus of the individual and the team on things that are crucial in moving the needle. These four essential metrics will tell you if you are on track for success.

Sales Management 97

Sales Management Management Meetings Sales 97

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

DECEMBER 5, 2023

Online dating is a $9.6B market that lures in millions of singles worldwide. The US leads the pack: Three in 10 Americans have dabbled in dating apps, and 10% even found a serious partner there. But it’s not all roses: ? ~80% of users say they have online dating burnout ? ~90% have felt the need to take a break from online dating ? Dating apps are getting creepier with too much AI Subsequently, popular apps have been losing users.

Innovation 103

Innovation Media Digitalization Communication 103

Sales Gravy

DECEMBER 4, 2023

On this episode of the Sales Gravy Podcast, I dive into part two of my conversation with sales leadership expert Mike Weinberg on what new sales managers need to do to get off to a successful start. The information in this episode is so good that you'll want to listen twice and take good notes. Navigating the Challenges of Being a New Sales Manager The episode kicks off with an engaging story from Jeb Blount about his early days in sales leadership.

Sales Management 94

Sales Management Management Sales Leadership Leadership 94

Force Management

DECEMBER 6, 2023

This month, the Revenue Builders podcast features conversations with some truly inspiring leaders. In their discussions with John Kaplan and John McMahon, these leaders shared stories of leading and scaling some of the most influential sales organizations of our time. They didn't always get it right on the first try, but now their lessons can be yours too.

Publishing 85

Publishing Leadership Organization Sales 85

The Center for Sales Strategy

DECEMBER 6, 2023

B2B (business-to-business) sales often involve multiple decision-makers within a buying committee. This can make it challenging for salespeople to identify the true decision-makers and effectively navigate the sales process. This blog post provides insights and strategies for sales professionals to successfully navigate buying committees and identify the key decision-makers who hold the power to approve or reject their deals.

Decision-making 88

Decision-making B2B Sales 88

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

Hubspot Sales

DECEMBER 4, 2023

If you’re a business owner like me, you’re probably familiar with the terms demand forecasting and sales forecasting. Ultimately, these are strategies you can use to predict demand and revenue, ensuring you have enough resources on hand and enough money coming in. But as with all things, it’s not always that simple. Not to mention, figuring out the difference between demand forecasting vs sales forecasting can be tricky too.

Sales 103

Sales Supply Chain Decision-making Retail 103

Customer Think

DECEMBER 8, 2023

Concentrate on just 4 CX metrics and you’ll see greater progress in more than 20 growth metrics. Precedents for this approach include fitness, student performance, and most things in life. For example, in fitness, instead of miracle pills or constant weighing or Spanx®, it’s best to focus on calories eaten, calories burned, and mindset/stress management.

Management 83

Management Customer Experience Leadership 83

The Great Game of Business

DECEMBER 6, 2023

In sports, championships are not won under the bright cameras in front of thousands of screaming fans. They are won after months of hard work and practice, and only after premier athletes spend a decade honing their craft.

83

83

The Center for Sales Strategy

DECEMBER 5, 2023

In sales, nailing down your customers' pain points is key to sealing the deal. As we enter 2024, it's crucial to stay on top of the game by tackling the sales challenges that will pop up in the coming year. Whether you're dealing with price objections, trying to build trust in your brand, or struggling to connect with decision-makers, facing these issues head-on can make a difference in your sales success.

Decision-making 85

Decision-making Sales 85

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

Vantage Partners

DECEMBER 7, 2023

No account leader in a professional services firm ever relished the prospect of talking to a client about a scope overrun. There is often a temptation to avoid the conversation and simply suck it up, rationalizing it’s better for the relationship and for future business. Some firms try to rectify the situation by creating fairly strong disincentives for write-offs, which only serves to put partners, MDs, and others responsible for account growth and health firmly between a rock and a hard place.

Account Growth 83

Account Growth Client Relationships Management Sales 83

Customer Think

DECEMBER 6, 2023

(Image courtesy of ValueSelling Associates) On October 31, Halloween was in full swing here in the United States. When I went to sleep that Tuesday night, the nearby businesses were decked out in their spookiest best.

Sales 71

Sales 71

The Great Game of Business

DECEMBER 6, 2023

There is no more powerful tool a manager can have than a good bonus program. If a bonus program works, it can be an incredible motivator. It can get people producing at levels that make the cost of the program seem like peanuts, no matter how much you may have spent to set it up.

Management 78

Management 78

Planview

DECEMBER 7, 2023

In today’s fast-paced world of business and technology, efficiency in software delivery is not just important; it’s crucial. The idea of cutting waste, a principle from manufacturing, is relevant more than ever in software development and knowledge work as a means to increase efficiency. In this article, we’ll uncover six key sources of waste that may be slowing down your organization.

Manufacturing 64

Manufacturing Management Artificial Intelligence Software 64

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