Strategic Account Management Association

SEPTEMBER 11, 2020

By Raj Parekh, Partner, CuebridgeCX. According to Gartner, it’s the “ new competitive battlefield.” Per Forrester, 84 percent of firms aspire to be leaders. In strategic account management, companies have to address the never-ending question of how to differentiate themselves and gain market share. And yet most SAM organizations — large and small — haven’t tapped this potentially huge source of competitive differentiation.

CXM 520

CXM Account Management Customer Experience Management 520

Engage Selling

SEPTEMBER 11, 2020

Although it’s crucial to be technically competent with video calls during these uncertain times, it’s also imperative that you don’t neglect the personal aspect of video calls.

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Sales 156

Hubspot Sales

SEPTEMBER 7, 2020

Sales calls' value extends beyond their main purpose. Yes, the endgame of any sales call is to move prospects through your sales process, but the information gathered through these kinds of conversations can be a big help in other ways as well. Sales calls can provide a wealth of insight into how your team and the individual reps that compose it are performing, your prospects' general preferences, and key trends your organization should be staying on top of.

Sales 141

Sales Organization Management 141

SBI Growth

SEPTEMBER 10, 2020

If you are reading this article and you work in the B2B space, you have most likely been inundated with buzzwords surrounding Digital and how it is disrupting your industry: Digital strategy, digital transformation, eCommerce, big data, IoT, AI, and.

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Digitalization eCommerce Digital Transformation B2B 126

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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

Groove HQ

SEPTEMBER 11, 2020

Despite the unfortunate circumstances, your business’ apology email can salvage even the most crushing mistakes. Here’s a template that’s been proven to work. The post Business Apology Email Example: A Customer Service Template to Restore Loyalty appeared first on Groove Blog.

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Engage Selling

SEPTEMBER 11, 2020

It’s easy to get wrapped up in shiny new prospecting methods or techniques. But, let’s not forget about the basics in sales! The sales landscape has (obviously) changed over the past few months.

Sales 151

Sales 151

SBI Growth

SEPTEMBER 9, 2020

Great leaders know how to navigate these choppy waters, but the economic uncertainty has created a new layer of challenges. While many are still struggling to survive, others feel that recovery is fully in place and are on the upswing.

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Sales B2B Marketing 123

Nutshell

SEPTEMBER 10, 2020

It’s not every day that we get to celebrate milestones in our lives. As Nutshell’s new VP of Customer Experience, I took the chance to reflect on my journey to this point, and wanted to tell my own Nutshell story. I remember walking past the Nutshell office in downtown Ann Arbor a few times before I applied. At that time, I was frequenting a favorite breakfast spot next door, Afternoon Delight, before heading to a job that I thought would open doors to a career but was actually teaching me that

Customer Experience 109

Customer Experience CRM Decision-making Customer Success 109

Sandler Training

SEPTEMBER 10, 2020

Everyone loves a good quiz and the Sandler Research Center has a tricky question for any business leader responsible for customer success or net revenue retention. The post Critical Elements of Proactive Client Retention appeared first on Sandler Training.

Customer Success 104

Customer Success Client Relationships 104

Hubspot Sales

SEPTEMBER 8, 2020

It’s every salesperson's nightmare — you start a new job, and right off the bat, you're excited to close some business! You love your new company and buy into its mission. You work hard during training, and after 30 days, you understand quite a bit about your industry. You've read all your company and product literature. You've listened to other reps' demos and run through all the relevant FAQs you can find.

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Sales Construction Management Organization 138

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.

SBI Growth

SEPTEMBER 5, 2020

Brand Experience and Brand Promise often get grouped into one category when considering how buyers interact with your company, when in fact, the two are separate elements that need to be working in tandem for a frictionless and memorable customer experience. In his.

Customer Experience 113

Customer Experience Meetings Customer Success B2B 113

EcSell Institute

SEPTEMBER 10, 2020

The date was Sunday, March 15th, when I received the text from our president that we’d be working remotely until further notice, “just to be safe." Six months later, remote work has become the office norm rather than an added perk (or for some, added frustration). For the most part it was a positive shift for our team to work and communicate remotely, but for many teams, it was quite the opposite.

Remote Working 98

Remote Working Communication Leadership Management 98

Mercuri International

SEPTEMBER 7, 2020

2020. Well, it’s been ‘eventful’. That being said, this is not a blog post about remote working, ‘the new normal’ or other topics which we’ve discussed extensively elsewhere. It’s about people. Your people. Specifically, it’s about what makes them tick – and why training could be about more than just skills…. Joining the dots. One thing that does need to be said about 2020, is that it’s made people nervous, whatever their profession (well, unless you’re Amazon’s Jeff Bezos, in which case,

Remote Working 98

Remote Working Profitability Decision-making Marketing 98

Hubspot Sales

SEPTEMBER 8, 2020

When deals are closing left and right, your salespeople want to keep winning. Each closed transaction is a super mushroom, expanding their motivation and pushing them to continue. But what happens when your team runs into trouble — an enemy like a recession? Just as Mario shrinks back down to his normal size, your sales team's motivation can shrink, too (especially if your people are money-motivated ).

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Sales Brainstorming Communication Decision-making 136

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

SBI Growth

SEPTEMBER 7, 2020

Companies are constantly competing for their own employees’ mindshare. The world is so digital that it is frighteningly easy for employees to get lost in headlines throughout their day.

Digitalization 102

Digitalization B2B Marketing Sales 102

Peter Simoons

SEPTEMBER 6, 2020

Without doubt, today’s business environment puts different demands on your alliance skills than ever before. As an example, the sudden change in the world due to Covid-19 has resulted in many companies putting their investments on hold. There are obviously implications involved, and you may well find that you need to build and manage your alliances in a different way.

Management 98

Management 98

The Center for Sales Strategy

SEPTEMBER 11, 2020

- MOTIVATION -. "Whether you think you can, or you think you can't, you're right.". -Henry Ford. - AROUND THE WEB -. > 6 Ways to Get Salespeople to Actually Use the CRM– LinkedIn. What’s in it for me? If sales could be boiled down to a quintessential question, this might be it. Throughout our careers, we’ve been taught to examine “What’s in it for me?

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CRM Organization Sales 97

Hubspot Sales

SEPTEMBER 8, 2020

You’ve decided you need customer relationship management (CRM) software. Today’s the day you begin tracking prospect interactions, logging deal data, and leveraging that information to sell more, better, and faster. Or not. What if six months go by, and only a fraction of your team regularly enters information in the system? What if the money you spent goes to waste?

CRM 136

CRM Software Software Leadership 136

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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

PartnerTap

SEPTEMBER 10, 2020

Secrets to Enterprise Sales Success: Working With Partners. Leveraging Partner Ecosystems. Unlocking Value. Unleashing Potential. Even in the most disrupted economic conditions (Coronavirus Pandemic, anybody?), one axiom remains true: there is always a market for value. Enterprise sales leaders, channel managers, and Chief Revenue Officers are always scrambling to hit aggressive, quarterly revenue goals. .

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Sales Software Software Profitability 94

Sandler Training

SEPTEMBER 10, 2020

This is a question we often hear from sales leaders, and it’s a topic that we could spend hours, days, or weeks examining in depth. In this brief article, we’ll look at two powerful resources that can keep sales teams (and sales leaders) on track: the KARE profiling system and the Pursuit Navigator tool – both of which were created by Sandler. The post Two Keys to Success in Large Territory Account Management appeared first on Sandler Training.

Account Management 85

Account Management Management Sales Leadership 85

The Center for Sales Strategy

SEPTEMBER 8, 2020

Remote selling, virtual selling, more communication via emails, and phone calls — it’s all the new normal. And these new normal tactics require a significant shift in skills to create a more engaging buyer experience. Conducting business over Zoom is tricky. Rather than shaking hands and reading body language , salespeople must learn how to limit distractions, make virtual sales demos more like traditional presentations, and learn to communicate as effectively online as they do when they’re phys

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Virtual Selling Decision-making Communication Meetings 87

Hubspot Sales

SEPTEMBER 9, 2020

Exceeding expectations is always gratifying. The idea of beating the odds and impressing someone who "didn't think you had it in you" is the stuff of starry-eyed daydreams. We all root for the rogue cop who doesn't play by the rules but still saves the day. Everyone loves the undersized kid on the football team who catches the game-winning touchdown.

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Sales Management Software Software 133

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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

Outbound Engine

SEPTEMBER 6, 2020

Online referrals are just like traditional word-of-mouth referrals, only better. For years, we’ve asked questions like these to our friends, family and coworkers: My car is in need of some major repairs. Do you have an auto mechanic you trust? Did you like your realtor, and would you mind sharing their info? Who does your hair? I’m new to the city and looking for someone great.

Advertising 84

Advertising Media Small Business Insurance 84

Miller Heiman Group

SEPTEMBER 10, 2020

Are you confident that your sales team can meet whatever new challenges arise in an increasingly unpredictable sales landscape? The majority of organizations (84%) don’t believe they have the sales talent they need to succeed in the future, a troubling statistic when the future requires agile teams that can adapt to unforeseen obstacles in order to effectively support customers.

Sales 77

Sales Sales Analytics Customer Experience Onboarding 77

The Center for Sales Strategy

SEPTEMBER 10, 2020

Your clients and prospects are on a predictable journey to making a purchase. You have a much better chance at success if you understand their buyer’s journey. The model we present to clients expands on the traditional Awareness-Consideration-Decision stages. This helps us look at things from the mind of your client or prospect. B2B sales professionals must understand the buyer’s journey.

Decision-making 78

Decision-making B2B Sales 78

Revegy

SEPTEMBER 10, 2020

Growing Revenue: Pause or Push Forward? Part 2: Growing Your Strategic Account Footprint. “We’ve had one of these before when the dot-com bubble burst. What I told our company was that we were just going to invest our way through the downturn, that we weren’t going to lay off people, that we’d taken a tremendous amount of effort to get them into Apple in the first place — the last thing we were going to do is lay them off.

Value Proposition 73

Value Proposition Decision-making Stakeholders Organization 73

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

Nutshell

SEPTEMBER 11, 2020

Building trust is the best way to enhance any relationship in your life, whether it’s with your friends, loved ones, and especially when dealing with your clients. If your potential clients trust you, they’re going to be more likely to purchase from you. According to The LinkedIn State of Sales report, trust is one of the key factors in closing a deal.

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CRM Software Software Media 71

Kainexus

SEPTEMBER 9, 2020

In support of my friend, Deondra Wardelle and her work to end racism, I participated in a KaiNexus webinar a few weeks ago called “Sharing our Visions and Voices to #RootCaseRacism” ( click here to see the recording ) and was asked to speak about the obstacles to overcoming racism. Deondra was one of the original members of the over 500 women that make up “Women in Lean” – an online community started a year ago by myself, Karyn Ross, and Crystal Davis.

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Leadership 70

The Center for Sales Strategy

SEPTEMBER 9, 2020

Employee engagement, collaboration, talent retention, and client satisfaction are all essential elements of company culture. And studies show that each has a significant impact on revenue growth. When performance numbers aren’t where expected, where do you default your thinking? Most sales managers agree that when sales performance suffers, they think more activity is needed, the right people aren’t on the team, or the processes are broken.

Sales Management 73

Sales Management Management Sales 73

Sandler Training

SEPTEMBER 10, 2020

Here is the reality - if you want to emerge stronger from this crisis environment and into the recovery, you’ve got to be spending this time “watching the tape.” That means, analyzing what you’re doing and identifying what you need to change to do better. The post Accelerating Growth Through the Recovery appeared first on Sandler Training.

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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