Strategic Account Management Association

DECEMBER 3, 2020

By Nicolas Zimmerman, Editor-in-chief, SAMA. Whether you’re struggling to survive the pandemic or thriving and experiencing unprecedented growth, one thing is clear: We are experiencing radical shifts in how we conduct business with our most strategic customers. As conveners of the largest community in the world dedicated to strategic and key account management, one of SAMA’s foundational purposes is to help our community both adapt to what’s happening right now and prepare for what may ha

Co-Creation 987

Co-Creation Value Proposition Account Management Suppliers 987

SBI Growth

DECEMBER 2, 2020

This time last year, SBI released the research report “Sales Kickoffs are Dead,” and revealed how to host a world-class acceleration summit for your employees. The same principles still apply — create an environment that motivates your team and activates.

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Sales 149

Hubspot Sales

DECEMBER 1, 2020

I've always loved hypnosis — like I'm a huge fan of those local "hypnotist" performers who do those shows where they bring up volunteers at kid's birthdays or on cruise ships and make them do jumping jacks or pretend they're turtles or something else along those lines. They always fascinate me. I always wonder how they do it, and more so, I wonder why they don't apply those powers in other contexts.

Sales 144

Sales Communication 144

RAIN Group

DECEMBER 1, 2020

As we near the end of the year, we’re left wondering what the world will look like in the next stages of pandemic recovery. One thing that’s for certain? Virtual selling is here to stay. In fact, 89% of B2B decision makers say they’re likely to sustain the new sales model beyond the next year, according to McKinsey & Company. If you want to succeed in 2021, you must master this new medium of sales.

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Virtual Selling B2B Meetings Sales 135

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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

Strategic Account Management Association

NOVEMBER 30, 2020

What does cybersecurity have to do with you? If you’re selling digital solutions, the answer is: Everything. Steve Mustard, President and CEO of National Automation and President of the International Society of Automation, explains why SAMs should care. Listen to this episode of The SAMA Podcast here. The post What every SAM should know about cybersecurity: An interview with International Society of Automation’s Steve Mustard appeared first on Strategic Account Management Association

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Cybersecurity Account Management Digitalization Management 400

SBI Growth

NOVEMBER 29, 2020

While the Business Services industry saw comfortable growth preceding the pandemic, only a select few market leaders have been able to accelerate growth since the crisis began. Their secret lies in their ability to execute dynamic, cross-functional revenue plans. On today’s.

Business Services 142

Business Services Marketing Meetings Customer Experience 142

Engage Selling

DECEMBER 4, 2020

This year has been all about adapting quickly to unexpected events.

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Sales Marketing 117

Zendesk

DECEMBER 4, 2020

We live in a world of one-click checkouts, next-day shipping, and many other forms of instant satisfaction. So, when it comes to customer service, web self service is no longer a trend — it’s an expectation. Sure, there will always be a time and a place for verbal interactions and hands-on support. But many times, the best way to serve your customer is to get out of the way.

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Software Software Artificial Intelligence Customer Experience 98

SBI Growth

DECEMBER 3, 2020

As a sales leader, you view the revenue planning process as a tug-of-war between reality and board expectations. Did you have a killer year where you blew past your number? The board wants 15% more on top of that next.

Sales 122

Sales B2B Marketing 122

Hubspot Sales

DECEMBER 1, 2020

Of all the differences between selling in a remote organization and being a part of an office space, the challenges of complete and transparent communication are some of the few similarities that persist. The constant bouncing between video calls with prospects, customers, and teammates hour after hour means something is bound to fall through the cracks.

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Meetings Decision-making Stakeholders Sales 143

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.

Engage Selling

DECEMBER 4, 2020

As the pandemic continues, client retention is more important than ever before. Let’s discuss three ways you may be repelling your clients, so you can avoid this behavior and keep them! 1.

Account Management 99

Account Management Management 99

OnStrategyHQ

DECEMBER 4, 2020

The Challenge: With a presence on three continents, a European-based client focused in decontamination services for the health care industry needed to establish an agile strategic plan with a consistent implementation system to maximize accountability and ownership. And it needed to be done exclusively in a remote facilitation and planning format. How We’re Helping The Team: We jumped in and facilitated their planning sessions virtually with participants across three continents to build a plan w

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Facilitation Performance Review Communication Meetings 98

Zendesk

DECEMBER 4, 2020

Advancements in software have made the sales landscape more competitive than ever. Sales process automation, such as data enrichment, has made it easy for reps to find and connect with high-quality prospects. Lead-scoring software is helping boost sales productivity and efficiency, while email automation has made scalable, personalized sales outreach a reality.

Sales 98

Sales CRM Prioritization Banking 98

Hubspot Sales

NOVEMBER 30, 2020

Wouldn't growing your consulting business be so much easier if you felt comfortable promoting yourself? If you’re an introvert , you may feel like if you could force yourself to be more extroverted, sales and marketing would be a breeze. Not to worry, being more introverted doesn’t mean you’re doomed to having low client conversion rates. You don’t need a change in personality, but you could benefit from changing your mindset.

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Advertising Sales Decision-making Insurance 140

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

NG Data

NOVEMBER 30, 2020

A citizen developer is a non-programmer who builds business applications using development tools that do not require or only at a very low level, coding expertise. Instead of using remote specialists trying to build the latest solutions, the alternative is to tackle customer problems and expectations in a timely fashion at the point closest to the customer.

Customer Experience 98

Customer Experience 98

Peter Simoons

NOVEMBER 29, 2020

Almost everyone will admit that the reality of 2020 has deviated from any plans put into place for this year. We all experienced two waves of Covid-19 that affected our businesses and alliances. With that in mind, are you ready for the third wave? I know, with all the better news coming through surrounding vaccines telling us that they have a high percentage of effectiveness, I’m sounding pessimistic but let’s be realistic.

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Brainstorming Organization 98

Zendesk

DECEMBER 1, 2020

Digital transformation was already vital to surviving in the ever-evolving digital economy and meeting the ever-increasing customer expectations it generates. But the environment of constant change driven by COVID-19 made business transformation more relevant than ever , shrinking the transformation timeline from years to weeks, according to Gartner.

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Digital Transformation Digitalization Customer Experience Supply Chain 98

Hubspot Sales

DECEMBER 2, 2020

As a salesperson, you're bound to be confronted with it at some point — what HubSpot SMB Growth Specialist Vajra refers to as "the most dangerous question." By his account, it's the statement that shows "a prospect is qualifying you instead of you qualifying them. ". I'm referring to the most quintessential down-to-brass-tacks statement a prospect can offer: "Just tell me the price.".

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Sales Digitalization Marketing 138

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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

Kainexus

DECEMBER 1, 2020

One of the most important responsibilities of managers in manufacturing environments is to contain costs. The most obvious cost to eliminate is the cost of low quality. Defective products and lost labor hours add no value to the customer and represent a significant strain on the organization. To eliminate the waste of low quality, a strategic approach to improvement is essential.

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Manufacturing Organization Management 96

Clarity Engagement Solutions

DECEMBER 1, 2020

Pharma companies and healthcare ecosystems are now slowly emerging from a corona lock down of astronomic proportions. Around the world, Systems, hospitals and primary care centers are no longer accepting calls from pharm a field teams. In response to this challenge, many brand teams chose to amp up their digital efforts. Unfortunately, this translated into pushing the same branded content messages via email not only to physicians, but a broad range of healthcare stakeholders.

Healthcare 91

Healthcare Stakeholders Digitalization Organization 91

Zendesk

DECEMBER 3, 2020

Despite being one of Chicago’s most acclaimed eateries, the gourmet restaurant Alinea was accused of tastelessness this past July. The criticism wasn’t about the quality of the food; it was about the presentation. Namely, the design of a coronavirus-shaped canapé that one diner photographed and shared on social media. Hundreds of Instagram users expressed outrage at the balls of coconut custard that were speckled with red raspberries to resemble the virus.

Media 95

Media Stakeholders Decision-making Publishing 95

Hubspot Sales

DECEMBER 2, 2020

As I work with sales organizations across the world, I am frequently asked if the inbound sales philosophy works in an industry defined by a transactional sales process. Many salespeople find it difficult to overcome price objections, especially when their sales process is short and their product isn’t highly differentiated. However, an increasing number of salespeople are using the inbound sales philosophy in transactional industries with good results.

Suppliers 137

Suppliers Decision-making Publishing Meetings 137

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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

Nutshell

DECEMBER 2, 2020

Customer experience can make or break a brand. If buyers have a positive experience with your company, they’ll turn into repeat customers, and generate steady referrals for your business. The opposite is true, of course. Providing a poor customer experience earns you a reputation that could sink your business in a hurry. The important thing to note is that customer experience is the impression your customers have of your brand through all aspects of the buyer’s journey.

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Customer Experience Insurance Advertising Media 83

Clarity Engagement Solutions

DECEMBER 1, 2020

Pharma companies and healthcare ecosystems are now slowly emerging from a corona lock down of astronomic proportions. Around the world, Systems, hospitals and primary care centers are no longer accepting calls from pharm a field teams. In response to this challenge, many brand teams chose to amp up their digital efforts. Unfortunately, this translated into pushing the same branded content messages via email not only to physicians, but a broad range of healthcare stakeholders.

Healthcare 91

Healthcare Stakeholders Digitalization Organization 91

SBI Growth

DECEMBER 4, 2020

Here are the most popular posts read by our Go-to-Market subscribers. Article: Proper 2021 Planning Will Require a New Level of Focus. Exiting one of the most challenging years many companies have faced, 2021 is the year to capitalize on the market.

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Marketing 83

Hubspot Sales

NOVEMBER 30, 2020

When I joined Loom as the company’s first sales hire in January of 2020, friends and colleagues asked me questions like "What will you be selling?" and "What’s your quota?". My answers were less straightforward than I might have liked. "I’ll be focusing on selling Loom’s upmarket offering to enterprise customers, and I’ll work with my leadership team and board to establish goals and quotas based on our alpha and beta findings.".

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Marketing Sales Prioritization Advertising 129

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

The Center for Sales Strategy

DECEMBER 1, 2020

2020 has been a strange year for everyone. Successful teams who are used to winning find themselves struggling. And managers, who are used to leading successful teams, are trying to coach and help reps who aren’t used to struggling. If this sounds like a situation you’re experiencing, how can you identify where your team needs help and get them back on track?

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Sales Management 83

Sandler Training

DECEMBER 3, 2020

Mike Montague interviews Antonio Garrido on How to Succeed at Ride-Along Coaching. The post How to Succeed at Ride-Along Coaching [PODCAST] appeared first on Sandler Training.

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Leadership Management Sales 79

Kainexus

DECEMBER 3, 2020

James Womack and Dan Jones are the founders of the Lean Enterprise Institute and the Lean Enterprise Academy (UK), respectively. Their book, Lean Thinking: Banish Waste and Create Wealth in Your Corporation , is considered by some to be the bible of Lean manufacturing. It was originally published in 1996 based on their in-depth study of Toyota’s fabled Toyota Production System (TPS).

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Manufacturing Publishing Management 78

Zendesk

DECEMBER 2, 2020

Like everything else in 2020, the holiday season is looking a little different this year. That’s why we got together with Chatdesk co-founders Aneto Okonkwo and Andrew Olaleye to talk about how good CX (and a little planning) can help keep the holidays merry and bright. Read on for the full conversation, and if you like what you learn, join our Startup Central Slack Community for more conversations like this.

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e-Learning Artificial Intelligence Leadership Brainstorming 76

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