Arpedio

AUGUST 24, 2022

Account Planning: Manage Long-Term Account Development. Account Planning: Manage Long-Term Account Development. ? Back to blog. Account planning, also known as strategic account planning, sales account planning, or a key account plan - yes, there’s plenty of ways to put it, but it all boils down the process of creating a consistent strategy for gathering information and mapping out essential details on your most valued client or a new prospect.

Account Planning 52

Account Planning Account Development Management Account Management 52

SBI Growth

AUGUST 24, 2022

As I prepared to step into the role of CEO at a transitioning company that was on the cusp of massive growth and facing economic turbulence, I reflected on conversations I’ve had with other CEOs. I have learned that there are a number of qualities a leader needs—not only inherent abilities but also skills that must be developed—in order to successfully lead their company.

Leadership 71

Leadership 71

Engage Selling

AUGUST 26, 2022

You must learn to be an object of interest! Recently, I was speaking with my good friend and advisor, Alan Weiss, about how inundated today’s marketplace has become with thought … Read More. The post How to Be an Object of Interest first appeared on Colleen Francis - The Sales Leader.

Sales 116

Sales Sales Training Sales Leadership Leadership 116

The Center for Sales Strategy

AUGUST 24, 2022

There are myriad ideas and theories out there about what makes a great leader, and many are useful. They give some insight into those characteristics that define effective leaders —strategic thinking, strong focus, a sense of mission, passion for customers, innovation, hard work—the list goes on. But there is one trait strong leaders often exhibit that is not often discussed.

Strategic Thinking 114

Strategic Thinking Innovation Leadership 114

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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

SuperOffice

AUGUST 22, 2022

Not all CRM platforms are created equal. Each CRM serves a different purpose and audience. They also have different price points and a unique onboarding process that match individual needs. Finally, CRM systems differ in how they are built and how businesses can benefit from them. If you’re just starting out in your journey to find the right CRM for your business , let us show you the 3 types of CRM – analytical , operational and collaborative and how they are different.

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CRM Decision-making Onboarding Suppliers 136

Hubspot Sales

AUGUST 25, 2022

As anyone in sales knows, there is nothing worse than a sales slump. You check your email to find out that a deal you were dedicated to just fell through. You pick up the phone and no one is answering your calls. After countless attempts to connect with prospects and land a meeting to no avail, you’ve hit a wall. Experiencing a sales slump can make you question your ability, or worse, your entire career.

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Sales Meetings CRM Publishing 126

The Center for Sales Strategy

AUGUST 22, 2022

Companies that invest in sales training are considered 57% more effective than companies that don't. When it comes to selling a product or service, teaching workers sales training may be more beneficial than you thought. Sales training is when you teach your employees skills and techniques for creating sales opportunities. When done correctly, sales training can boost your business' revenue.

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Sales Training Sales Customer Experience 113

MDI Training

AUGUST 22, 2022

Third Workplace: Can you really work from anywhere? You don’t need a crystal ball to know one thing: The future world of work is flexible! Whether home office, workation, third workplace or work from anywhere: As a company today, you have to be willing to experiment and remain open to trying new things. At MDI, we always strive to maximize our team development and the possibilities of hybrid working!

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Digital Transformation Leadership Internet Digitalization 98

Hubspot Sales

AUGUST 26, 2022

As a business that accepts payments from other companies, a big part of safely exchanging money is providing your customers with a stable, efficient, and secure method of paying you. As a result, understanding everything there is to know about business-to-business (B2B) payments is key. In this post, we’ll cover: What are B2B payments? B2B Payment Processing.

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B2B Banking Logistics B2C 98

Zendesk

AUGUST 24, 2022

Certain niches in the sales industry focus a great deal on building lasting and meaningful relationships with customers. But that level of personal investment doesn’t always make sense—plus, transactional selling continues to be the most common way to make a sale. This isn’t hard to believe when you consider that 50 percent of your prospects aren’t going to be a good fit for what you’re selling.

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Negotiation CRM Sales B2B 89

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.

The Center for Sales Strategy

AUGUST 24, 2022

As a sales leader, you often need to revamp your sales structure to improve your sales team’s or department’s effectiveness. That involves carefully studying your current sales structure to determine what works and what doesn’t. In today’s rapidly evolving selling environment, many sales leaders have realized the benefits of shifting from a retained sales structure to a growth sales structure.

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Sales 103

MDI Training

AUGUST 22, 2022

‘Learn. Feel. Lead’ is a Must-Read. A leadership novel for the first-time leaders. that aims at coaching first-time leaders into effectiveness, through fictional situations and characters. In other words, a self-development book within a fictional setting. Introduction: Luca is a sales representative in a company (Aurora Inc.) which is struggling to survive.

Leadership 98

Leadership Digital Transformation Digitalization Stakeholders 98

Hubspot Sales

AUGUST 23, 2022

Having powerful software is an undeniably critical component of any strong sales strategy. But it can be difficult to know which tools are worth the investment — and which aren't. Fortunately, we did some digging to determine which areas of the sales cycle leaders are investing in most heavily for 2022 and beyond. In a HelloSign study of 1000+ small and medium businesses , leaders were split when asked which areas of the sales cycle were the top priority for improvement in 2022.

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Sales Digitalization Prioritization CRM 98

Kainexus

AUGUST 23, 2022

Hoshin Kanri, also known as policy deployment, is the Lean management approach for aligning strategy, tactics, and improvement work organization-wide. The words Hoshin Kanri mean "management compass." When well executed, the method ensures that every employee from the front-line to top leadership understands the organization's most important objectives and works to achieve them by tackling major priorities and daily improvement projects.

Software 86

Software Software Leadership Organization 86

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

Force Management

AUGUST 22, 2022

Rising economic headwinds are changing the selling landscape for your sales organization. As revenue pressures mount and buyer pushback increases, help your salespeople weather the storm and come out stronger. Right now, elite leaders are identifying opportunities to strengthen their salespeople’s core selling competencies, so they can better serve customers and maintain pipeline through this season.

Sales 69

Sales Organization 69

Sales Readiness Group

AUGUST 25, 2022

Sales Coaching is the most important way a manager can improve how their sales team sells. The power of sales coaching is that it can be personalized to the individual needs of each member of the sales team. As an example, a new member of the sales team may need help on prospecting and call planning skills, while a more tenured member of the team may require help with strategic account management.

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Account Management Sales Management Sales Training 62

CMOE

AUGUST 24, 2022

What are interpersonal skills? Interpersonal skills refer to interactions between people, especially those related to positive engagement with others, successful teamwork, and the ability to integrate into an organization. People’s interpersonal skills improve when they have more opportunities to practice interacting with others. In the end, your interpersonal abilities may be the factor that separates you from others who have a similar level of technical proficiency.

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Interpersonal Skills Emotional Intelligence Negotiation Leadership 11

Sandler Training

AUGUST 25, 2022

Where thousands of salespeople, sales leaders and other professionals responsible for generating revenue for an organization can come together to share sales and leadership best practices. . The post Consider This Your Invitation: Be Our Guest for Sandler’s Virtual Summit appeared first on Sandler Training.

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Leadership Organization Sales 56

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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

Arpedio

AUGUST 26, 2022

Join us for the big opening. Dreamforce Viewing Event. Join us for a great networking event at ARPEDIO while we watch the main keynote at Dreamforce 2022 live from San Francisco. Register Now. Tuesday, September 20, 2022. 5 PM CET. Birkedommervej 27, 2400 Copenhagen. Key Speakers. Al Gore Former US Vice President. Matthew McConaghey Academy Award Winning Actor.

Account Management 52

Account Management B2B Management Sales 52

Zendesk

AUGUST 26, 2022

To provide the best customer support at any phase in your customer’s lifecycle, your teams need access to contact and company data—and every team must have access to the same information. This requires a centralized location for all relevant communications and open support tickets, and the ability to streamline information between sales, marketing, and support teams.

Customer Experience 52

Customer Experience CRM Software Software 52

OnStrategyHQ

AUGUST 26, 2022

Recap on the Basics of Core Values. Core Values are the principles of behavior that are central and defining to your organization. They are your non-negotiables, and they apply to each person in the organization. If you are starting your strategic planning from scratch, we recommend dedicating a specific process to articulating your values. Your values (and how consistently and authentically you live them) will, in large part, dictate the culture of your organization.

Communication 52

Communication Decision-making Negotiation Meetings 52

Showpad

AUGUST 26, 2022

Awards recognition is always high praise, but when it comes from Forbes, we know it’s the ultimate. This year, they’ve made us finalists in the “Best Content Management Innovation in a SaaS Product” category. And while we wish our competition all the best, we’re in it to win it. It just shows all the hard work, sleepless nights, and vast amounts of coffee over the last few years are paying off.

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Innovation Decision-making Internet Digitalization 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

Arpedio

AUGUST 26, 2022

Join us for the big opening. Dreamforce 2022. Join us for a great networking event at ARPEDIO while we watch the main keynote at Dreamforce 2022 live from San Francisco. Register Now. Tuesday, September 20, 2022. 5 PM CET. Birkedommervej 27, 2400 Copenhagen. Key Speakers. Al Gore Former US Vice President. Matthew McConaghey Academy Award Winning Actor.

Account Management 52

Account Management B2B Management Sales 52

Insightly

AUGUST 25, 2022

Imagine you’ve just started a business selling an amazing product or providing a unique service. You’ve done some pitching, found some leads and just landed your first sale. During the sales process, you likely learned a lot about your new customer — their likes and dislikes, goals, desires and so on. In short, you built a strong connection with them.

CRM 52

CRM Decision-making Marketing Finance 52

SalesGlobe

AUGUST 25, 2022

Keys to Private Equity Success. Mark Donnolo. Welcome to the Rethink Sales Podcast I’m Mark Donnolo. Michelle Seger. And I’m Michelle Seger. Mark Donnolo. So Michelle, we’re talking about a fun topic today. We’re continuing our conversation about m&a, and making the sales organization successful because we know it’s not just about doing the deal.

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Acquisition Sales Decision-making Leadership 52

Brooks Group

AUGUST 25, 2022

We’re going to revisit a topic we’ve talked about before: what to do with these macro headwinds? I recently read a Vistage CEO Confidence Survey *, and a few things struck me. One is the precipitous drop in CEO confidence. The high point was 12 months ago, and the low point was after the end of the second quarter. In fact, it had dropped from 108 to a 69, which is the lowest level it has been since 2005.

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Sales Training Sales Leadership Leadership Marketing 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

Strategic Communications

AUGUST 25, 2022

Sometimes I think the most simple thing that we can do as businesspeople and marketers is “put ourselves in the shoes” of our prospects and customers. Are we making it easy to buy? Or are we setting up unintentional barriers, however slight, that may interfere with—or obliterate—the purchasing process? Customer Challenges in Brick-and-Mortar vs.

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Retail Digitalization Publishing Decision-making 52

Insightly

AUGUST 25, 2022

When you invest in a new customer relationship management (CRM) solution, a lot of work goes into choosing the right software and completing the planning stages of CRM implementation — things like assembling your CRM team , assessing your needs, and defining your goals. But no matter how thoroughly you plan, even the best CRM software can’t be an effective business tool unless it’s structured to fit your organization’s unique processes and workflows.

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CRM Onboarding Decision-making Software 52

SalesGlobe

AUGUST 25, 2022

In our work at SalesGlobe, we help our clients solve challenges, navigate headwinds, and progress through transformational change as they respond to rapidly changing market needs and demands and begin to redefine sales. One recent client challenge involves an industry where technological advancements are taking them in a downward trend over the next 10 years.

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Acquisition Sales Account Management Innovation 52

ACT

AUGUST 24, 2022

If you’re an independent financial advisor , you might wonder if you really need customer relationship management ( CRM ) software. No matter what size your business is, chances are you can benefit from better efficiency through marketing and workflow automation as well as easy access to all of your client information in one place. Not only can this help you attract and nurture long-term client relationships , but it can also free up more of your valuable time to invest in growing your business.

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CRM Financial Services Client Relationships Media 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