Strategic Account Management Association

SEPTEMBER 30, 2020

By Jeff Cochran, Partner, Shapiro Negotiations Institute. We’ve all been there before. You’re halfway through your initial contract with a new client. Things are going great. Sure, there were some growing pains in the beginning, but you feel you and your firm are adding a lot of value and you’re confident your client feels the same way. So why is it that most of us always wait until the current contract cycle is about to wind down to engage about an extension?

Suppliers 759

Suppliers Negotiation Stakeholders Account Management 759

SBI Growth

SEPTEMBER 30, 2020

No more bets, please. Have you ever been at a roulette table next to the person who bets on nearly every number? They practically cover the board betting the majority of the 38 numbers, 0 & 00 included, not realizing.

B2B 165

B2B Marketing Sales 165

Hubspot Sales

SEPTEMBER 30, 2020

Synchronized swimming is a beautiful thing to watch. A team that excels at the sport is the living incarnation of a well-oiled machine, with each member performing their part perfectly while being acutely aware of how they fit in with their teammates’ pace and movements. Every swimmer must be perfectly aligned with the group, or else the whole performance will look disjointed and sloppy.

Marketing 138

Marketing Remote Working Sales Publishing 138

The Center for Sales Strategy

SEPTEMBER 29, 2020

In a very short time, the sales process and a large portion of our life went entirely online. It’s not that every time we contacted a client or prospect it was always in person, but the reliance on shared screen meetings is now the standard and is unlikely to change any time soon. New activities create new buzz words, and the most recent is “Zoom Fatigue.”.

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Sales Meetings 138

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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

Account Manager Tips

SEPTEMBER 29, 2020

Are you doing key account management the hard way? Effective key account management requires you to increase profits, develop relationships, increase satisfaction, grow revenue, improve retention and reduce conflict. It's a big, complex job and organisations need to invest more in the right technology to help account managers be more effective. Let's take a look at 7 of my favourite key account management tools.

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Key Account Management Account Management Management Meetings 130

Sandler Training

SEPTEMBER 29, 2020

Mike Montague interviews Dr. Mark Goulston, podcaster, speaker, and author of Just Listen, on How to Succeed at Selling More by Listening More. The post How to Succeed at Selling More by Listening More appeared first on Sandler Training.

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Sales 124

The Center for Sales Strategy

SEPTEMBER 28, 2020

More than ever, we hear a call for companies to step forward and make a real difference. When it comes to business, it’s no longer enough to be the best in the world. From both the employee and the customer perspective, the real winners are the ones who also do the best for the world. That means your company needs a visionary leader.

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Leadership Sales 126

Groove HQ

OCTOBER 2, 2020

Help center software empowers customers to find answers to their questions. I come from a big family. We all live in the same town, and we all have our roles to play. My dad is the one you call if you need a reference—mechanic, plumber, attorney. If you need a recommendation, he knows who to […]. The post Help Center Software: 5 Steps to Create Self-Service Resources for Customer Support appeared first on Groove Blog.

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Software Software 105

Sandler Training

SEPTEMBER 29, 2020

The old distinction between “field sales” and “inside sales” is an increasingly irrelevant one. Today, the most effective and productive sales teams see themselves as remote sales professionals. The post Six Big Myths about Virtual Selling appeared first on Sandler Training.

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Virtual Selling Sales 107

Hubspot Sales

SEPTEMBER 28, 2020

Your CRM should be a one-stop-shop for all the information you need to manage your business. However, for many entrepreneurs and sales reps, using their CRM is less than enjoyable. I’m here to tell you, it doesn’t have to be this way. And frankly, it shouldn’t be that way if you’re looking to bring in more revenue. Speaking of revenue, how closely are you tracking the revenue sources for your business?

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CRM Small Business Finance Software 135

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

OCTOBER 2, 2020

- MOTIVATION -. "Winning isn't everything, but wanting to win is.". -Vince Lombardi. - AROUND THE WEB -. > 5 Ways B2B Brands Can Leverage Social Media to Connect With Customers– PandaDoc. Most B2B brands have a presence on at least one social network. But far too many B2B companies don’t tap into the full power of social media. The reason? They may assume social media caters to B2C companies and are less of a priority for B2B.

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Media B2C B2B 126

RAIN Group

OCTOBER 1, 2020

Prospecting is a challenge for even the most experienced sellers, and with the shift to working, buying, and selling virtually, organic opportunities to make new connections and create conversations have disappeared. There aren't any in-person networking events, tradeshows, travel, or opportunities to grab dinner, a cup of coffee, or attend a sporting event together.

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Organization Virtual Selling Sales 105

CMOE

SEPTEMBER 29, 2020

Great teamwork is essential for surviving, thriving, and being exceptional in the modern workplace. It’s impossible for a team to innovate, stand out, or add superior value without superior teamwork skills. Individual talent just isn’t enough. More than skill, subject-matter knowledge, or industry experience, organizations need workers who understand the principles of teamwork and how to apply them.

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Brainstorming Innovation Meetings Organization 105

Hubspot Sales

SEPTEMBER 29, 2020

If I had to guess, I'd say that I watch at least 2-4 hours of video content every day. And I'm not alone. According to Wyzowl, people watch significantly more video content than they ever have before. In fact, consumers continue to use video as an integral part of their journey with brands and are excited to see even more video content in the year ahead.

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Sales Banking Software Software 133

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

The Center for Sales Strategy

SEPTEMBER 30, 2020

What is mankind’s biggest phobia? Hint: It isn’t spiders, heights, or even dying. It’s glossophobia , the fear of public speaking. Also, on the list of soft skills that people fear most are acting and the public test of career competence. In sales, there’s one awkward activity that happens to combine all three — role playing. As a sales manager, we often use sales role play exercises as a form of punishment.

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Sales Management Meetings Management Sales 114

Engage Selling

OCTOBER 2, 2020

A popular topic we’ve been examining with our clients recently is hybrid selling. What is hybrid selling?

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Meetings Sales 104

Nutshell

OCTOBER 2, 2020

B2B brands either understand the importance of content planning, or they struggle to generate leads. When it comes to content planning, there is a bold line between companies that have their strategy figured out, and companies that struggle to generate leads by using varying and inconsistent methods. Having a content plan means that a company is not at the mercy of whimsical and experimental marketing practices to generate leads.

B2B 99

B2B B2C Media Software 99

Hubspot Sales

OCTOBER 1, 2020

The purchase order is central to both vendors' and buyers' operations. These legally binding documents serve as an official confirmation of a customer's purchasing intent — along with a record of their order's specifics. It's vital that everyone involved with the generation and exchange of these documents keep careful tabs on them. But how do you do that?

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Suppliers Organization Software Software 126

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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

SBI Growth

SEPTEMBER 26, 2020

Over the last 6 months, there have only been an elite few known as “Accelerators” — those companies that have thrived in a recessionary environment. One such company is CAS, a division of the American Chemical Society. By expediting the growth.

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Business Services Marketing Customer Experience Meetings 99

Kainexus

OCTOBER 2, 2020

If you are striving to become a Lean organization, waste elimination is probably near the top of your list. In fact, Lean practitioners have identified very specific types of waste, known collectively as the 8 Wastes of Lean. Certain types of waste are really easy to spot and fix, while others can remain unnoticed. We thought it might be helpful to share some practical examples of how each type of waste occurs in business and in the larger world.

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Organization Healthcare Management 99

Nutshell

SEPTEMBER 30, 2020

Marketers have a lingo all their own. While we marketing pros tend to keep things clear and simple with our clients, we’ll often use marketing slang terms as shorthand when trading tips with each other online or at networking events. If you’re new to marketing or just want to sound smarter on LinkedIn, this list of practical marketing slang terms will get you caught up in no time. 1.

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Marketing Advertising Media Digitalization 98

Mercuri International

SEPTEMBER 28, 2020

Elsewhere we’ve talked about the positive impact on a motivated, engaged workforce, but what tools can we use to bring this about? Gamification is a hot trend in training – in this blog post we’ll look at how we can apply it and what benefits we can expect. The challenge. In 2019, the global spend on training was $370.3 billion. While that figure is expected to be roughly 5% less in 2020 (for obvious reasons), it’s predicted to rebound in 2021, rising 3% (Training Industry, 2020).

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Manufacturing Innovation Communication Marketing 98

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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

Strikedeck

OCTOBER 1, 2020

Kristen gives practical advice on ways to build a stronger program with your product team.

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Onboarding Customer Success 98

Scovel

SEPTEMBER 30, 2020

Multiple formats of content. What types of formats do you need to make? After deciding the strategy on who to publish for and what to publish, you have to decide on how to publish. The visitors who will consume your content would be of different types. Some of them like to read lots of text, some would hate reading text but would like to consume content either visually or through audio.

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Publishing 83

Kainexus

SEPTEMBER 30, 2020

The principles of Lean and continuous improvement methodologies originated from manufacturing, but there’s no doubt that they have been applied to other industries quite successfully, such as nuclear energy. The nuclear industry believes that there is no defect or opportunity that is too small to go after, and there’s always room for improvement. This important principle is a cornerstone belief of what many refer to as a High-Reliability Organization or HRO.

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Manufacturing Organization Leadership 75

Nutshell

SEPTEMBER 28, 2020

Advertising, blogging, and content are just the beginning of the marketing ABC’s. There are so many more lead generation tactics that can be leveraged to ensure that your business is optimized for success. . In this guide, we’ll cover every marketing tactic your business should be using, from general to specific, from old-school to cutting-edge. If we’ve left out any of your go-to marketing moves, shoot us a tweet @nutshell.

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Marketing Advertising Internet Media 71

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

Sales Gravy

OCTOBER 2, 2020

Sales Follow Up Superpowers On this Sales Gravy Podcast episode Jeb Blount (Virtual Selling) and Jeff Shore (Follow Up and Close the Sale) discuss the two sales follow up superpowers: Speed and Personalization. The brutal truth is that salespeople have a big problem with follow up and it is holding them back. The good news, is this is a problem that is easy to fix.

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Virtual Selling Sales B2B Management 70

Groove HQ

SEPTEMBER 28, 2020

I know, I know… It’s been a while since you’ve heard from the Groove Engineering & Product team. That’s not because we’ve been taking it easy over here at Groove headquarters—quite the opposite, actually! The Groove team has been building some large core components for the next phase of our products, along with a huge […]. The post Product Update: Custom Snooze, the New Widget, Performance Improvements, and More!

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Kainexus

SEPTEMBER 28, 2020

With the blistering speed of this summer’s news cycle, we can’t blame you if you’ve already forgotten about the single largest security incident in Twitter’s history that took place on July 15 but was a doozy. It was also a teachable moment for Twitter and every other organization that involves people and technology. What Happened? Early in the day on July 15, 2020, Twitter’s automated detection systems flagged some suspicious activity.

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Organization 62

Chaordix Co-Creation

OCTOBER 2, 2020

Chaordix makes a white label platform that allows brands to build social communities they can manage and control. We call it our Community Platform, and it’s used by global brands to connect and co-create with their customers. One of our customers is LEGO. This article looks at why LEGO, one of the world’s most beloved brands, has adopted co-creation as a core operating principle, how it has helped them go from a struggling legacy brand to the world’s top brand, and how you could apply the same

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Co-Creation Publishing Management 57

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