Account Manager Tips

AUGUST 31, 2022

"You're too expensive" or "I can get more, for less, somewhere else" Ever heard that before? That's because most businesses blend in, not stick out. Even when they do deliver something innovative, it's not for long. Competitors catch up fast. So, it's up to you to figure out how to differentiate your solutions in this market of sameness. Give your client a reason to choose you over everyone else.

Value Proposition 130

Value Proposition Negotiation Key Account Management B2B 130

Strategic Planning and Management Insights

AUGUST 31, 2022

Words: 846. Reading time: 3 mins.

Communication 98

Communication Leadership 98

Force Management

AUGUST 31, 2022

Your sales kickoff is a crucial tool for maximizing your sales team's potential. As the economy shifts, leaders are looking to increase efficiency in critical areas to hit their revenue goals.

Sales 84

Sales Sales Leadership Leadership 84

Flevy

AUGUST 29, 2022

When new technologies and competitors disrupt markets , numerous organizations struggle to keep up using arcane Business Models, strategies, technologies, and practices. Most likely reason is that they are inadequately prepared to develop new products and services amidst uncertainty. Situations like this stimulate some organizations to partner with others.

Innovation 109

Innovation Banking Organization Marketing 109

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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

Hubspot Sales

AUGUST 31, 2022

Whether working in sales or support, the best reps know how to be charismatic. When these team members walk into a meeting or join a call, they immediately put customers at ease with their conversational tone and genuine demeanor. While some people are naturally charismatic, instant likeability doesn’t come easily for everyone. For the reps who are on the more introverted side or maybe even new to a management role, rest assured that charisma is something that can be learned, according to a stud

Emotional Intelligence 145

Emotional Intelligence Publishing Communication Management 145

Red Star Kim

AUGUST 30, 2022

Once a year I have to produce four reflective learning statements for the Chartered Institute of Marketing (CIM) in order to maintain my Chartered Marketer status as a Fellow of CIM. Each year I put off this exercise until the last minute. Yet I always emerge from the process feeling energised. And with a sense of achievement and an extensive list of things to learn over the coming year.

Marketing 130

Marketing Digitalization Insurance Communication 130

Sales Gravy

AUGUST 27, 2022

If you want to succeed at any job, make yourself invaluable. Go the extra mile; make them never be able to imagine what life without you there would be like. - Ross Mathews Selling in a crisis is tough. Losing your job during an economic downturn is worse. Now more than ever, you need your income. If you lose your job, there is a much higher probability that you will take a pay cut when you land your next one or end up in a role or company that you dislike.

Decision-making 121

Decision-making Profitability Leadership Meetings 121

RAIN Group

AUGUST 31, 2022

How much control do sales managers have over the performance of their teams? More than you might think. A RAIN Group Center for Sales Research study found that Elite and Top-Performing Sales Organizations prioritize sales coaching significantly more than other organizations, and they have more skilled and motivating sales managers.

Sales Management 119

Sales Management Management Prioritization Sales 119

The Center for Sales Strategy

AUGUST 29, 2022

Every business needs a skilled sales team to generate a positive ROI, but on-the-job performance is rarely the product of training alone. In fact, a marketing novice could keep up with an unengaged expert provided they use the right motivation and productivity strategies. However, it’s much harder to motivate staff than it is to train them. There’s no one size fits all approach to motivational tactics, as every employee is unique and requires wildly different incentives to sell.

Sales 118

Sales Marketing 118

Engage Selling

SEPTEMBER 2, 2022

???????????? Discover how to integrate social media into your sales strategy. Sales VPs ask me all the time whether sellers should utilize social media. And they ask that skeptically because … Read More. The post How to Integrate Social Media Into Your Sales Strategy first appeared on Colleen Francis - The Sales Leader.

Media 107

Media Sales Account Management Sales Training 107

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 SAMA Podcast

AUGUST 31, 2022

When customers win, suppliers win. But what does that mean in pratice? Join Harvey Dunham and Denise Freier as they hear the story of how Gus Maikish capped off his career at IBM by orchestrating an incredible turnaround in a newly created position as the Managing Director of his global strategic account globally. Learn how Gus prepared his whole career for this opportunity and learned his lessons well.

Suppliers 104

Suppliers Marketing Management 104

Zendesk

AUGUST 30, 2022

Here are the newest integrations from Zendesk to help your team provide top-quality experiences. Yext User History. Yext User History (Support) reveals a requester’s journey through your Yext Search experiences–up until and after case creation. Arm your agents with this data so they can provide more relevant answers. The component displays all of the actions a customer has taken in Yext search.

Media 98

Media Digitalization Communication Decision-making 98

The Center for Sales Strategy

AUGUST 30, 2022

Strong sales leaders often think about how to have better business outcomes in their organizations. And while thinking about ways to improve sales performance, the idea of changing the sales structure has likely come to mind. It may seem overwhelming, and you may be wondering where to start.

Sales 103

Sales Organization 103

PandaDoc

AUGUST 29, 2022

Closing a deal is definitely the most challenging and demanding part of sales negotiations with the customer. All the previous steps lose their significance once finalizing the deal is postponed or canceled. In this article, you’ll find some valuable advice on how to seal the deal faster, as well as how to close the deal with an undecided customer. Definition and typical steps.

Negotiation 98

Negotiation Decision-making Stakeholders e-Learning 98

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

Kainexus

AUGUST 31, 2022

Organizations striving to reach operational excellence through continuous improvement engage in many individual projects to achieve this goal. However, the most successful organizations implement a structured approach for managing their improvement work so that every person in the organization can contribute to positive change. Specialized continuous improvement project management software helps organizations dedicated to CI get the most out of each project.

Software 90

Software Software Organization Management 90

Engage Selling

AUGUST 30, 2022

If you want to maximize sales, use criticism! You’ve probably had to deal with professional criticism at some point (or often) in your sales career. In such a fast-paced, high-pressure … Read More. The post Using Criticism to Maximize Sales first appeared on Colleen Francis - The Sales Leader.

Sales 82

Sales Sales Leadership Sales Management Leadership 82

The Center for Sales Strategy

AUGUST 30, 2022

Strong sales leaders often think about how to have better business outcomes in their organizations. And while thinking about ways to improve sales performance, the idea of changing the sales structure has likely come to mind. It may seem overwhelming, and you may be wondering where to start.

Sales 99

Sales Organization 99

Sales Readiness Group

AUGUST 31, 2022

It’s easy for sales professionals to get frustrated and lose motivation when selling into a slowing economy. There are many headwinds facing client organizations these days – including recovery from COVID , ongoing recessionary pressures, inflation, budget cuts, supply chain issues, and continued employee turnover.

Supply Chain 62

Supply Chain Sales Organization Sales Leadership 62

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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

AUGUST 31, 2022

SBI research and Growth Forum discussions indicate that CEOs and their leadership teams tend to hedge their bets during uncertain times. But we have seen from high-performing companies that they take a focused approach to value creation. To do this effectively, assessing the conditions in a systematic way and knowing where to focus efforts is critical.

Leadership 62

Leadership 62

Chally

AUGUST 30, 2022

Figuring out how to develop the right talent in an organization and assemble the right team can be a complicated equation. Each role may require different competencies, behaviors, and skill sets to truly drive success. In today’s market, many companies opt to promote from within the company. But in some cases, it can be more beneficial to acquire outside talent.

Acquisition 59

Acquisition Onboarding Advertising Decision-making 59

The Center for Sales Strategy

AUGUST 31, 2022

In a tight job market, finding candidates, qualifying them, conducting interviews, and hiring are all rushed and stressful. Many managers are in the position of having open positions on their teams that they're desperate to fill and having candidates enter and leave the job market quickly, so having a well-thought-out interviewing plan is vital. Equally important is learning to look and listen for the talents necessary for success in sales.

Marketing 97

Marketing Management Sales 97

Aepiphanni

SEPTEMBER 2, 2022

Aepiphanni Business Consulting has helped small and medium enterprises to find a foothold in their relative industries and transform into businesses with high operational efficiency. We don’t just build their business in line with their vision but convert them into Extraordinary companies that can boast of achieving their aim with the right resources.

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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

Zendesk

SEPTEMBER 2, 2022

It’s no secret to early-stage founders: the startups funding landscape is different today than it was even a year ago. With funding harder to come by in a relatively less stable period for the global economy, venture capital firms are looking more carefully at startups before determining who gets the green light. There is a strong silver lining to all this, though—not only are there still funds to go around, but establishing good business practices in leaner times can better position startups fo

Finance 52

Finance Decision-making eCommerce Customer Experience 52

SalesGlobe

SEPTEMBER 1, 2022

Change Management Best Practices. Gail Wright . Hi my name is Gail Wright, and I am a consultant with SalesGlobe. And I have with me today my friend and former colleague, Allison Tignor, who is a change management consultant. And we both actually used to work for the same retailer for, gosh, years years. And so Allison, you want to tell us a little bit about yourself?

Management 52

Management Stakeholders Retail Communication 52

Strategic Communications

SEPTEMBER 1, 2022

Digital technology available today makes it possible to hyper-personalize communications with customers and prospects. But, just because you can, doesn’t mean you should. I think the biggest mistake that marketers can make in pursuing hyper-personalization is assuming familiarity with people—customers and prospects—that simply doesn’t exist.

Digitalization 52

Digitalization Publishing Communication Marketing 52

Aepiphanni

SEPTEMBER 2, 2022

Aepiphanni Business Consulting has helped small and medium enterprises to find a foothold in their relative industries and transform into businesses with high operational efficiency. We not just build their business in line with their vision but convert them into Extraordinary companies that can boast of achieving their aim with the right resources.

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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

Brooks Group

AUGUST 31, 2022

Today, I’m going to be talking about leadership. I’m going to bring it back to sales leadership, but I’m going to start with some broader topics. The seeds for this were in a book I recently read, called Hearts Touched with Fire: How Great Leaders are Made by David Gergen. David was an adviser to four presidents from Nixon to Obama, and really got to see leadership – the good, the bad, and the ugly – up close and personal.

e-Learning 52

e-Learning Leadership Sales Training Sales Leadership 52

SOAR Performance Group

AUGUST 31, 2022

At this live event on October 25, senior executives will share insights and perspectives on the changing role of the Chief Revenue Officer (CRO). The discussion will cover their views […]. The post How the Chief Revenue Officer (CRO) Role is Changing (A Sales Leadership Community Panel Discussion Hosted by the Houston Chapter) appeared first on SOAR Performance Group.

Sales Leadership 52

Sales Leadership Leadership Sales 52

Crank Wheel

AUGUST 31, 2022

BANT is a robust sales framework that has been used for decades. Here’s how you can apply it to your cold calls.

Sales 52

Sales 52

Chally

AUGUST 30, 2022

Figuring out how to develop the right talent in an organization and assemble the right team can be a complicated equation. Each role may require different competencies, behaviors, and skill sets to truly drive success. In today’s market, many companies opt to promote from within the company. But in some cases, it can be more beneficial to acquire outside talent.

Acquisition 52

Acquisition Onboarding Advertising Decision-making 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