Account Manager Tips
JUNE 23, 2020
Share. 0. Tweet. 0. Share. 0. Pin. 0. I'm excited to share my recent conversation with Phil Bourne with you. Phil is an account management and sales professional professional with a wealth of experience and wisdom he's distilled into The Tenets of Account Management. These guiding principles have served Phil well and I know they will help you find success as a key account manager.
Hubspot Sales
JUNE 24, 2020
Smarketing — the practice of integrating your sales and marketing efforts to foster closer collaboration between the departments that carry them out. It's a cool buzzword that encompasses processes with some very practical and effective applications. It's a way to ensure that your messaging, promotion, and outreach are in sync across the different facets of your organization — a means of keeping everyone on the same page to leverage a common, integrated approach internally and project cohesion t
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Engage Selling
JUNE 25, 2020
There’s still time for you to make the most of the time you have.
The Center for Sales Strategy
JUNE 26, 2020
- MOTIVATION -. "Change can be scary, but you know what's scarier? Allowing fear to stop you from growing, evolving, and progressing.". -Mandy Hale. - AROUND THE WEB -. > How to Protect Your Mental Health When Working Remotely– HubSpot. 2020 has brought with it unexpected levels of stress, anxiety, and fear for people across the globe. As we can all probably attest, the boundary between "work" and "home" life is quickly shrinking.
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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.
Nutshell
JUNE 22, 2020
Cold calling is great—if your prospects actually pick up the phone. Many buyers are more comfortable with texting than phone calls, which means you have to get comfortable with it too. Learn to leverage this underrated communication channel, and SMS sales just might become the secret weapon in your selling arsenal. Here are a few quick facts to prove it to you: The average American checks their phone 96 times a day.
Hubspot Sales
JUNE 22, 2020
Successfully onboarding new employees is critical for any employer looking to retain talented team members long-term. Turnover is costly and disruptive, and nearly 20% of employee turnover happens within the first 45 days of employment. With this in mind, a robust onboarding program is one of the most worthwhile investments you can make in building an effective sales team.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Sandler Training
JUNE 23, 2020
Mike Montague interviews Hamish Knox on How to Succeed When the Sale Goes Sideways. In this episode: Throw your current proposal out the window Don’t let the “sunk cost fallacy” get in your way Be emotionally unattached from the outcome You can’t lose anything you don’t have Empathize with your prospect Go back and reset You… The post How to Succeed When the Sale Goes Sideways [PODCAST] appeared first on Sandler Training.
Kainexus
JUNE 26, 2020
For a topic with so many authors, students, practitioners, and leaders, it’s probably no surprise that there are a ton of blogs about Lean - Lean manufacturing, Lean enterprise, Lean thinking, etc. This list includes some bloggers I’ve been reading for the longest time, those who are the most active, and those whose insights are really valuable (and sometimes, people fall into all three categories).
Hubspot Sales
JUNE 26, 2020
Every salesperson has a unique selling style. To better understand what type of salesperson you are, it’s helpful to determine which animal (yes, as in animals from the animal kingdom ) represents your selling style. Knowing your sales animal allows you to discover your dominant sales traits and leverage them for success. So what type of sales animal are you?
The Center for Sales Strategy
JUNE 23, 2020
Highly engaged employees describe their company as authentic because they are who they say they are. They live their core values , rewarding those who demonstrate them and not tolerating those who don’t. It’s no secret that when your employees are engaged, they are emotionally committed and willing to give their best at work.?That’s because engaged employees feel as though they have a stake in the game and a sense of purpose which makes them willing to give it everything they’ve got to achieve s
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.
Sandler Training
JUNE 26, 2020
David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated… The post How to Succeed at Sandler Rule #25: When You Want to Know the Future, Bring it to the Present [PODCAST] appeared first on Sandler Traini
Engage Selling
JUNE 26, 2020
I want to share with you a real-life success story from one of my clients in the oil and gas industry. He started to embrace non-traditional, social, and remote selling in ways he never had before.
Hubspot Sales
JUNE 23, 2020
Sales teams are being tasked with navigating and selling in an uncertain business environment. As the global economy regains its footing after the fallout from COVID-19, business leaders are focused on finding a new way to protect the bottom line and their communities at the same time. Many organizations are already taking steps to build a roadmap that will guide their teams and their customers through to the marketplace of tomorrow.
Showpad
JUNE 22, 2020
It might come across as a bold statement — sales enablement is your engine to drive digital transformation. . In this blog post, I will show you why sales enablement should be set up in a way that it becomes the engine and the driving force for your digital transformation efforts in sales. . I will also make the case why you as an executive should personally care about this engine rather than delegating sales enablement away.
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
SBI Growth
JUNE 20, 2020
Too often, SaaS companies that have enjoyed growth from expanding markets don’t have the commercial engine needed to withstand competition or weather an economic downturn. Those that lack a scalable framework for organic growth aren’t able to evolve fast enough. On.
The Center for Sales Strategy
JUNE 22, 2020
When dealing with severe levels of change, it’s natural to reign in and hyper-focus on the activity we feel is most essential to surviving and thriving in that environment. In sales, that core activity would include things like the need to continue identifying quality prospects , connecting with decision makers, and discovering their needs and desired business results.
Hubspot Sales
JUNE 25, 2020
If your CRM was once an island occupied only by your sales team, that's absolutely no longer the case. In the last few years, the CRM has evolved far beyond being just a tool for contact management. That's still a core function, sure, but the CRM now has something for every team and individual in your organization. When used most effectively, CRM software is the heart of every software stack.
Miller Heiman Group
JUNE 25, 2020
Even before the rise of COVID-19, sales managers had what’s known as the “hardest job in sales.” They must simultaneously juggle three demanding tasks: finding new ways to attract buyers to their solution, improving their sellers’ performance and handling the demands of their organization. And these tasks have become more challenging in a remote selling environment.
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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.
Strategic Planning and Management Insights
JUNE 23, 2020
The Center for Sales Strategy
JUNE 25, 2020
To establish the foundation for sustainable business growth, a solid sales structure must be built layer by layer. People, resources, and processes must align and work together to produce the best results for your organization. In an earlier post, we identified the top challenges media sales departments face and a solution that addresses them all — changing your sales structure.
Hubspot Sales
JUNE 22, 2020
Imagine you're shopping at a men's department store in the dead of winter. What kind of clothing do you imagine is on display? In all likelihood, you'd find coats, scarves, and sweaters in its windows and laid out in the more prominent parts of stores. If you were going to find a pair of swim trunks from the past summer's collection, you'd probably have to look on a clearance rack.
SBI Growth
JUNE 26, 2020
Here’s a channel marketing problem that every revenue-focused marketing leader should have a plan to solve: A sustainable (read: profitable) channel sales strategy must require each partner to sign up for and then meet a revenue target. This is because your.
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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
Outbound Engine
JUNE 24, 2020
As a small business owner, you’ve got more options than ever for reaching out and connecting with clients and prospects. So many, in fact, that an old-fashioned phone call might sound a bit primitive. And picking up the phone isn’t without risk: if you start dialing everyone on your contact list, you’re likely to annoy at least a few people in the process.
Strikedeck
JUNE 23, 2020
Lara talks about her typical day-to-day as a CSM.
Sales Gravy
JUNE 25, 2020
On part five of this Sales Gravy podcast series on sleep and sales performance, Jeb Blount (author of Sales EQ) and Jeff Kahn (CEO of Rise Science) discuss how sleep can help you deliver better sales presentations. You'll learn the same technique that Jeff uses to help athletes lock in practice, improve memory, and reach peak performance. More Episodes of Sleep and Sales Performance Listen to Part One of Sleep and Sales Performance Listen to Part Two of Sleep and Sales Performance Listen to Part
SBI Growth
JUNE 22, 2020
When it comes to Partner Marketing, the main focus, if there’s any focus at all, is often on making sure that your partners have the playbooks, tools, understanding, and marketing funds to sell your company’s products. But how much are.
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.
Miller Heiman Group
JUNE 24, 2020
Sales organizations always look to gain a competitive advantage. But it’s become harder to find that advantage amid a sea of change: customers engage sellers later in their buying journey and technology, sellers struggle to adopt new selling methodologies and organizations constantly deploy myriad transformation initiatives. Despite these unsettled times, one thing remains constant: every organization wants to improve its sales performance.
Sandler Training
JUNE 22, 2020
David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated… The post How to Succeed at Sandler Rule #24: Product Knowledge Can Be Intimidating When Used at the Wrong Time [PODCAST] appeared first on Sandle
Sales Gravy
JUNE 22, 2020
On part four of this Sales Gravy podcast series on sleep and sales performance, Jeb Blount (author of Sales EQ) and Jeff Kahn (CEO of Rise Science) discuss the two laws of sleep. Jeb and Jeff explore: Sleep Debt. Circadian Rhythm Sleep Procrastination Techniques for battling insomnia More Episodes of Sleep and Sales Performance Listen to Part One of Sleep and Sales Performance Listen to Part Two of Sleep and Sales Performance Listen to Part Three of Sleep and Sales Performance On part four of th
SBI Growth
JUNE 25, 2020
How has your market opportunity evolved in today’s world, and how has your organization reacted? You want to align your sales team to the opportunity and ensure that they are equipped to go after the top accounts. If you cannot.
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.
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