The Chapman Group
NOVEMBER 9, 2020
By: Denny Chapman Jr. At first I thought that these situations were isolated incidents – Senior leaders in critical/strategic accounts either declining meetings with the strategic account manager, and pushing them down the organizational chart to meet and speak with other (less powerful and influential) team members… or current contacts not enabling conversations with their leaders.
Hubspot Sales
NOVEMBER 9, 2020
One of Hollywood’s most famous depictions of the sales world is found in Glengarry Glen Ross. Alec Baldwin’s character, Blake, is the epitome of the high-powered, low-empathy, money-driven salesperson, and gets what he wants through fear, intimidation, and profanity-laced speeches. After threatening and terrorizing a group of salesmen (no women allowed in this boiler room), Blake gets to his point – salespeople should "ABC": Always Be Closing.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
SBI Growth
NOVEMBER 12, 2020
While the world innovated rapidly and continually adopts many advanced technologies, the sales environment is still catching up. In most cases, face-to-face selling was the top method or process, allowing for strong relationship building, effective communication, and the ability to.
The Center for Sales Strategy
NOVEMBER 11, 2020
Many large-scale surveys routinely find time management skills are among the most desired workforce skills, but also among the rarest skills to find. It comes as no surprise that one of the biggest challenges sales leaders face is time management. And while there are many articles and time management tools readily available, there’s also the old-fashioned sales calendar.
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.
KAM With Passion
NOVEMBER 11, 2020
How are strong relationships built? By talking to each other and by making sure that conversations are meaningful to both parties. What is true in the private life is true in business as well, especially between a supplier and their customers. As a company, business unit or sales leaders, here are a few facts to keep in mind: First, In B2B, on average, 70% of revenue comes from existing customers.
Hubspot Sales
NOVEMBER 9, 2020
Business to Business , or B2B, sales occur between companies that sell products or services to other companies. This could look like a technology company selling marketing software to other companies and wholesalers selling products to supermarkets. While there are specific shared characteristics between all B2B sales, the industries they take place in require different levels of understanding and preparation on behalf of the salesperson.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Engage Selling
NOVEMBER 13, 2020
Recently, Gartner shared intriguing research to a group of us sales experts.
KAM With Passion
NOVEMBER 11, 2020
For the first KAM WITH PASSION Seen on the Web selection, I have chosen posts of three of my favorite sales practitioners and bloggers. Each of the three, always writes thoughts-provoking articles. You will probably see a lot from them in future issues of this selection. The themes covered in these 3 posts touch on some fundamental aspects of complex sales.
Hubspot Sales
NOVEMBER 10, 2020
When I was in school, I played club volleyball. It was an intense environment — we traveled all around the country playing other teams in decked out conference centers and stadiums. Our coaches took our seasons very seriously. Practices were strict, physical training was mandatory, and we were encouraged to ask for anything we needed to prepare for tournaments — extra reps, a specific food or drink, even a certain playlist on our iPods.
Sandler Training
NOVEMBER 9, 2020
Mike Montague interviews Sharlene Douthit on How to Succeed at Giving Good Feedback. The post How to Succeed at Giving Good Feedback [PODCAST] appeared first on Sandler Training.
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
NOVEMBER 8, 2020
With the global shift to working from home, UC&C companies have witnessed a record amount of demand for their tools and services to carry on productivity away from the office. However, how are market leaders positioning themselves to be set.
Showpad
NOVEMBER 12, 2020
Today’s guest post is written by Andy Springer, Chief Client Officer of the RAIN Group. It doesn’t matter what you’re selling; effective salespeople know people don’t buy products and services. They buy solutions to needs. It’s your job then, as a seller, to uncover those needs. Unfortunately, many sellers struggle here, especially when selling virtually (at least according to buyers).
Kainexus
NOVEMBER 10, 2020
Across the globe, healthcare leaders are working hard to implement the principles of continuous improvement in their organizations. Continuous improvement is a systematic, repeatable approach to enhancing the quality of care and patients' health outcomes. Building a culture of continuous improvement is not a short-term project or a quick fix but a journey that never ends.
Engage Selling
NOVEMBER 13, 2020
I don’t know many people whose 2020 went “according to plan.” As we approach the end of the year, here’s some sales advice to be considering right now. 1.
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
Openview
NOVEMBER 12, 2020
The post ‘Enterprise software is recession proof, ‘ according to a new report that tracked how the pandemic affected 400 firms appeared first on OpenView.
PandaDoc
NOVEMBER 12, 2020
There’s one aspect of sales that never changes—the importance of time. The sound of the countdown begins each day of every week of every month of every year. For the most part, the sales process comes down to two things: numbers and time. And they go hand in hand. You spend days, weeks, and months racing away against that clock to ensure that you hit quota.
Kainexus
NOVEMBER 12, 2020
We've written about standard work in the past, but it is often a topic that is overlooked or misunderstood in the continuous improvement process of many organizations, so it's definitely worth revisiting. If you’re in the process of implementing Lean , Kaizen , Six Sigma , or another method of continuous improvement , we strongly recommend making standard work a part of your process.
PartnerTap
NOVEMBER 12, 2020
Let’s face it cold calling is hard but throw in a global pandemic and it’s even harder. If you want to gain access into key accounts, focusing on your partners is time well spent. However getting your partners to the point of sending you leads that garner successful business outcomes takes work. If you feel like you aren’t getting enough partner leads or those partner leads aren’t the Glengarry leads you’re looking for, it’s time to develop a partner mindset.
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.
The Center for Sales Strategy
NOVEMBER 9, 2020
At The Center for Sales Strategy (CSS), we’re big proponents of thinking like an owner — in other words, getting into the minds of the decision makers and decision influencers you call on. One of the many ways to do that is uncover and understand what financial challenges are top of mind for them, especially as we head into a new year.
Clarity Engagement Solutions
NOVEMBER 9, 2020
The feedback from our clients is consistent. Access to decision-makers is getting more difficult. More consolidation; more complexity; more competition. New buyers; new buying criteria & processes; new players. The old approaches aren’t working and glossy marketing material and iPads are ineffective. However, pharma companies are increasingly recognizing that true customer alignment is vital for success.
Showpad
NOVEMBER 10, 2020
Content marketing is an inbound lead engine. As a methodology, content marketing supports sales enablement efforts in numerous ways such as: Generating high-quality leads at a fraction of the cost of outbound marketing or sales. Shortening the sales cycle by removing low-intent leads from nurture or outreach campaigns. Building a stronger reputation in the marketplace and owning a greater share of voice.
SBI Growth
NOVEMBER 9, 2020
November 10, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in revenue growth, today announced that Ryan Tognazzini has joined the firm’s Private Equity practice as a Managing Director. Ryan originally joined SBI in 2010 as one of.
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
The Center for Sales Strategy
NOVEMBER 10, 2020
“Why interview if I can’t hire?” This is a frequently asked question this year — and understandably so. Recruiting top sales talent takes time and energy, and it feels pointless if you’re a company experiencing a hiring freeze. Let’s pause there for a minute. While not under a hiring freeze, college football teams are limited to the number of players that they can have on the roster.
Clarity Engagement Solutions
NOVEMBER 9, 2020
Traditionally the pharma industry relied on the volume of prescriptions made. The process of approval was simple: once the data showed the efficacy, safety and reliability to the regulatory agencies, the drug was approved. The product was then targeted to specific physicians and dispensed to pharmacies. Thus, market access involved little engagement with a small set of stakeholders.In emerging markets, market access as a corporate function is still not as well structured as it is in developed ma
PandaDoc
NOVEMBER 9, 2020
I grew up in a small town in East Tennessee called Oak Ridge. Nicknamed “The Secret City” for its instrumental role during the Manhattan Project, the city boasts one of the country’s highest PhD-per-capita rates. Many of those PHDs work at the Oak Ridge National Laboratory, internationally recognized as the home for one of the world’s fastest supercomputers.
CMOE
NOVEMBER 12, 2020
Hiring new talent is a key function of Human Resources, so the time it takes to find a suitable candidate for an open position is an important performance parameter for the HR team. Keeping the time-to-hire short is important to control recruiting costs and keep the organization running smoothly. It also ensures that you can snap up talented candidates before your competition.
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
NOVEMBER 13, 2020
- MOTIVATION -. "Leadership is unlocking people's potential to become better.". -Bill Bradley. - AROUND THE WEB -. > How Sales Jobs Could Change in the Next Decade – HubSpot. Whether we're talking about the pre-internet days or the distant future, one thing is clear: There is a gap between businesses and their customers, and sales reps function to bridge that gap.
Clarity Engagement Solutions
NOVEMBER 9, 2020
How you reward Key Account Managers is seen as a critical ingredient in the overall success of any Key Account Management KAM strategy. The role of a key account manager requires effective coordination of a web of complex activities. The idea behind a well-structured Key Account Management (KAM) reward program, is that the recipient should be compensated in alignment with the value they bring to their organisation’s customer engagement efforts and their individual performance.
Showpad
NOVEMBER 11, 2020
Sales enablement is a framework specific to each company — one size does not fit all. . As such, its implementation and execution across the corporate spectrum vary greatly. If your organization is aiming to improve sales effectiveness, leverage marketing collateral and win deals faster than ever before, a sales enablement program is a productive place to start.
SBI
NOVEMBER 10, 2020
Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. MARK: The buying experience is absolutely one of the most important parts of a salesperson’s job. Providing a good customer experience is not only the right thing to do, but beyond that, research shows that a great experience has a significant impact on whether or not someone buys from you.
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.
Expert insights. Personalized for you.
148 
Let's personalize your content