Strategic Account Management Association

APRIL 22, 2021

By Neil Tumber , Relationship Manager , Advanced Services Grou. Just like data, automation, Industry 4.0 and the Internet of Things (IoT) , servitization has become something of a buzzword – and for good reason. Servitization and advanced services offer the potential for organizations to significantly transform their business models to deliver even greater value to customers while also increasing their own profitability.

Manufacturing 520

Manufacturing Co-Creation Suppliers Account Management 520

Holden Advisors

APRIL 22, 2021

We live in a time of abundant choice, and our customers expect options. Providing customers with a large variety of products and features is a compelling way to sell more. But, as companies grow and diversify, it can be difficult to capture the monetary value generated by the long tail of these products using traditional product management tools and data.

Profitability 195

Profitability Decision-making Management Value Selling 195

The Center for Sales Strategy

APRIL 23, 2021

- MOTIVATION -. "Leadership is doing what is right when no one is watching.”. -George Van Valkenburg. - AROUND THE WEB -. > How to Reinvent the Office Watercooler in a Hybrid Workplace – Medium. It turns out that there’s more to miss abou t going into the office than some of us may have thought. Research indicates that when we transition to hybrid work, what we miss most is the relationship-building that happens spontaneously in our workplaces — “watercooler moments.”.

Leadership 146

Leadership Sales Organization 146

Hubspot Sales

APRIL 19, 2021

Just about everyone is familiar with Goldilocks and the Three Bears. If you aren't, it's the story of a little blonde girl who commits breaking and entering — a felony — so she can explore a family of talking bears' home, eat their food, break their furniture, and nap where their child sleeps. There are three bears, each of whom has its own bowl of porridge, chair, and bed.

Marketing 135

Marketing 135

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.

Sales Management

Customer Think

APRIL 22, 2021

Hybrid workplaces are here to stay even when the pandemic is gone. In this article, we take a look into how organizations can make the most out of this shift. Needless to say, COVID-19 has changed practically every aspect of our life. From the way we socialize to the way we work, nothing remains as […].

Digital Transformation 132

Digital Transformation Digitalization Organization 132

Nimble Business Success

APRIL 23, 2021

Today is the day to find the time to read your favorite book or to start the book you’ve wanted to read. It’s important to recognize how books have influenced our entire lives. They’ve inspired us and shaped who we are today, which is why World Book Day is more than a well-deserved holiday. It’s […]. The post 14 New Business Books to Add to Your Reading List appeared first on Nimble Blog.

125

125

Hubspot Sales

APRIL 19, 2021

Choosing the right sales methodology sets the foundation for how you and your teams approach your sales process. If you focus on solution selling , your reps may give customized solutions to prospects that display how your product will meet their individual needs, whereas teams that use the outbound methodology may focus on outreach tactics like cold-calling.

Media 134

Media Sales Decision-making Meetings 134

Customer Think

APRIL 23, 2021

A new product, process, service or experience improvement should always start and finish with the intended end user or customer in mind, shouldn’t it? Why is it that we still see market launches that are developed by extremely clever people in product planning, product management, engineering, UX, or even design, that don’t stand the test […].

Marketing 131

Marketing Management Customer Experience Innovation 131

RAIN Group

APRIL 21, 2021

82% of buyers will look up a seller on LinkedIn before replying to a seller’s prospecting efforts. 82%! Which begs the question: How are you showing up on LinkedIn? What does your profile look like and what does it say about you?

Sales 116

Sales 116

The Center for Sales Strategy

APRIL 20, 2021

What are some best practices for running a successful virtual meeting? How should leaders go about unifying a remote team? These questions and more are answered in this Improving Sales Performance episode with Chad Littlefield, Co-Founder of We and Me, Inc. As he shares his insight on running effective sales meetings in a work-from-home environment, he also touches on how to build a culture of trust and connection.

Meetings 118

Meetings Sales 118

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.

Hubspot Sales

APRIL 19, 2021

Being wary of strangers is human nature, so striking up a conversation with someone you don't know can be imposing and awkward in literally any situation — especially when that conversation is a means to a financial end. That's why any form of cold sales outreach can be exhausting and ineffective when you don't know what you're doing — and that's not specific to active communication like face-to-face meetings or phone calls.

Decision-making 131

Decision-making Communication Media Digitalization 131

Customer Think

APRIL 22, 2021

A couple of years ago, if we had asked, all companies would have expressed an interest in developing a mobile application. Even today, companies are eager to develop mobile applications, motivated by a number of factors. With over 3.5 million Android apps and close to 2.5 million iOS apps, it may seem like you’re missing […].

131

131

Sandler Training

APRIL 22, 2021

Mike Montague interviews Alan Stein Jr. on How to Succeed at Raising Your Game. The post How to Succeed at Raising Your Game [PODCAST] appeared first on Sandler Training.

110

110

SuperOffice

APRIL 19, 2021

Did you know that 54% of consumers say there’s a need for improvement in customer service ? Long gone are the days of waiting on hold for a company to call you back. People want responses faster than ever. The secret to delivering a great customer experience is shifting your focus from simply serving your customers, to engaging with them in a seamless way.

Artificial Intelligence 110

Artificial Intelligence Customer Experience Communication Digitalization 110

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

Hubspot Sales

APRIL 23, 2021

Time is an entrepreneur's most precious resource. One of my previous clients, a serial entrepreneur, joked that his first hire was an accountant. He excelled at talking with clients and needed help crunching numbers. Trying to do it all as a business owner will quickly lead to burnout. That's why the entrepreneur resources and tools below are essential to running a company and keeping your sanity.

Small Business 126

Small Business Finance Banking eCommerce 126

Customer Think

APRIL 22, 2021

Over the past couple of months, cookies have returned to being a hot button item for digital marketers. Ranging from Google’s announcement of the removal of cookies in its Chrome browser to the fight between Facebook and Apple, discussions on the death of the third-party cookie and removal of browser and device-related tracking have dominated […].

Marketing 119

Marketing Digitalization 119

Flevy

APRIL 20, 2021

Futuristic, technology-driven business models are weakening the conventional advantages of Economies of Scale. Large corporations, founded on Scale, nevertheless have areas that they can exploit if they reposition rapidly. For the best part of over a century, Economies of Scale—Cost Advantages that businesses achieve owing to their scale of operation—fashioned the corporation into a perfect engine of business.

Supply Chain 110

Supply Chain Artificial Intelligence Banking Manufacturing 110

Thoughtful Leader

APRIL 23, 2021

Can't seem to hold people accountable? You may be neglecting one of the four pillars - clear expectations, reinforcement, consistency and alignment. The post Can’t Hold People Accountable? Here’s Why appeared first on Thoughtful Leader.

Management 105

Management 105

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.

Meetings

Hubspot Sales

APRIL 21, 2021

Demand planning in sales helps make sure your literal and metaphorical shelves are stocked, but not overflowing. While some people may have clairvoyant skills to predict the future, the rest of us need to rely on sales planning and operational tactics to get the job done. That’s where demand planning comes into play. What is demand planning? At its most fundamental, demand planning is getting ahead of the anticipated volume by preparing for upcoming sales.

Sales 126

Sales Customer Experience Retail Software 126

Customer Think

APRIL 22, 2021

One of the industries that benefitted from the COVID-19 pandemic is the OTT industry (Over-The-Top). Yes, OTT platforms saw tremendous growth, and they became a major source of entertainment for users. As per Statista, OTT media revenue is predicted to reach over 167 billion U.S. dollars by 2025, more than twice the 83.3 billion earned […].

Media 116

Media 116

Sales Readiness Group

APRIL 21, 2021

One of the biggest challenges for a sales organization is moving upmarket. For example, if you target the small- and medium-sized business market (SMB) and now want to target enterprise customers – that’s where the money is – you need to rethink how you sell. Enterprise and SMB selling are fundamentally different, and each requires its own sales process, metrics, and unique selling skills.

Marketing 105

Marketing Organization Sales Sales Management 105

SalesPop

APRIL 23, 2021

Another important foundational aspect of account management—and sales itself—is the handling of quotas and forecasting. From my observation, only a few companies manage the problems for quotas and forecasting well. This is because there are two groups with seemingly conflicting interests: the sales team and company and sales management. Salespeople say that quotas are too high and are not achievable, whereas management insists that quotas are not high enough.

Account Management 98

Account Management Management Investors CRM 98

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

Sales

Hubspot Sales

APRIL 22, 2021

Just about every modern sales team is thinking about commissions. The U.S. alone spends $800 billion in commissions to salespeople annually and, for many teams, the process around figuring out who earned what in a given period remains highly manual and error-prone. Historically, compensation planning has been relegated to an Excel file, particularly for businesses without the budget for prohibitively priced enterprise software.

Finance 118

Finance Value Proposition Sales Leadership CRM 118

Customer Think

APRIL 23, 2021

I originally wrote today’s post for GetFeedback. It appeared on their site on February 26, 2020. One of the biggest mistakes companies can – and do – make with customer feedback is to do nothing at all with it. Remember the old Gartner statistic: 95.

112

112

Zendesk

APRIL 23, 2021

On your journey to sales greatness, a little inspiration is necessary at times. Whether you’re struggling to meet your targets, feeling bummed after a harsh rejection, or finding it difficult to focus, a few encouraging quotes can help you power through those challenging days. So, we’ve compiled our favorite sales quotes from the likes of Zig Ziglar, Jeffrey Gitomer, Richard Branson, Jill Konrath, and more—all categorized by common obstacles salespeople face: Productivity quotes for knocking out

Sales 98

Sales Meetings Decision-making Construction 98

Apptivo

APRIL 22, 2021

There was a time when people had to rely on maps or other conventional tools to locate a place, find the distance between two locations, or know further geographic information. With the development in technology, new tools were launched, serving as a better option. One such fascinating tool that created an evolution in this field was Google Maps. Having launched in 2005, Google Maps is a web mapping platform that connects the entire world to the grassroots.

Software 98

Software Software Prioritization CRM 98

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

Flevy

APRIL 19, 2021

The phenomenal success of tech innovators using Platforms has spurred a desire in companies, from a greater variety of sectors and markets, to gain advantage of Product to Platform Transformation. This Transformation is based on the need to model businesses on a Customer-Centric Design approach. The need has arisen because the concept of Economies of Scale has become archaic and has been taken over by Economies of Unscale.

Government 98

Government Financial Services Decision-making Banking 98

Customer Think

APRIL 22, 2021

Article originally published at Eglobalis Customers of different industries place a different value on the elements that generate their overall experience. A pharmacy customer may prioritize product availability, safety and compliance, whereas high-end retail shoppers prioritize quality and choice. (Data source Gartner) Others may prioritize convenience, design, simplicity, and usability.

Supply Chain 111

Supply Chain Digital Transformation Digitalization Retail 111

Zendesk

APRIL 21, 2021

Our collective environmental footprint is not a new topic area—but it is one that deserves more attention. Not only because the current rate of climate change poses an existential threat to all life on the planet, but also because it’s a topic that matters to Zendesk employees. Surveyed last October, employee feedback informed four deliberate areas of social impact focus for 2021: Food Insecurity, Mental Health, Digital Equity & Inclusion, and Climate Change.

Investors 98

Investors Government Stakeholders Organization 98

Peter Simoons

APRIL 19, 2021

Tip 8: Understand the Cultural Differences. When two people begin occupying the same space – as roommates or dorm-mates, as co-workers using the same office, as a couple living together – one of the many possible sources of conflict that can spring between them is the way they do things. One person may be messy, while the other is fastidious to a fault.

Publishing 98

Publishing Internet Organization Meetings 98

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