Strategic Account Management Association

FEBRUARY 2, 2021

By William Trail, Co-Founder, Opportunity State. If you have experienced the pain, humiliation and fear of having to tell your manager that you are not going to hit your “blood number,” your commit for the quarter, then I have news for you: It’s not your fault. You don’t have the technology to predict 90 days in advance which deals will be finalized in time.

Decision-making 987

Decision-making Account Management Management Suppliers 987

Engage Selling

FEBRUARY 5, 2021

Creating and maintaining a high-growth, high-profit business in your marketplace—one where sellers, leaders, and customers all thrive—is essential. That’s why, for many years, I’ve advocated putting value-based selling at the centre of your work. Understand, however, that selling from a … Read More » The post Value-Based Selling: Tangible vs.

Profitability 146

Profitability Sales Communication 146

Hubspot Sales

FEBRUARY 3, 2021

Whether it be ugly ducklings, misfit toys, or square pegs in round holes, some things just don't fit in — but in most cases, it's purely situational. Ugly ducklings can turn into swans. Misfit toys had an entire island to themselves. And not all holes are round. Sometimes fitting in just means shifting circumstances — and that principle applies to different brands of sales.

Sales 136

Sales Digitalization Construction Marketing 136

SBI Growth

FEBRUARY 1, 2021

One of the main differences this past year was the emphasis on digital strategies geared towards getting closer to the customer rather than traditional cost-cutting. The impact of this is profound, and in industries where getting closer to the customer.

Digitalization 133

Digitalization Acquisition Innovation B2B 133

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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

FEBRUARY 2, 2021

Jonathan Hughes, Partner, Vantage Partners, and David Chapnick, Partner, Vantage Partners. Just when customer account teams and salespeople were beginning to grow accustomed to virtual-only sales and account management, a return to (some) face-to-face interactions is on the horizon. Customer-facing teams need to continue to up their virtual game, even as they learn how to optimize a balance of virtual and in-person engagement.

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

Software Sales Guru

FEBRUARY 1, 2021

Understanding the Strategies Used by Software Buyers Software buyers tend to be a knowledgeable bunch when it comes to negotiating deals with vendors. A number of books and programs exist to show software buyers how to use aggressive tactics to get the lowest possible prices out of sellers. Given that a large number of software buyers are taught to take advantage of sellers in this.

Software 130

Software Software Negotiation Sales 130

The Center for Sales Strategy

FEBRUARY 1, 2021

At the beginning of a new year, it's tempting to set goals for the next 12 months. After all, you'll have your results from the prior year and can identify where you fell short and where you want your company to improve. However, try to resist the urge to create annual goals that are too detailed and contain too many action items. If you fall behind, it's hard to catch up.

Sales 129

Sales 129

RAIN Group

FEBRUARY 3, 2021

Virtual meetings are now part of our everyday reality. Even in situations where you’re able to meet with some folks in person, you’re still likely to face a high number of virtual meetings on your calendar. This isn’t going to change any time soon. The way the world does business has shifted drastically in light of the pandemic. Even when it’s safe to do so, we’re likely to see many people continuing to work remotely because technology and processes have been put in place to make it a viable lon

Meetings 128

Meetings Sales Virtual Selling 128

SBI Growth

JANUARY 30, 2021

At SBI’s most recent Sales Advisory Board meeting, market leaders from a variety of industries came together in a virtual environment to discuss topics that are top of mind for sales executives: The Ascent of Sales Leaders to CEO Positions Executing a.

Sales 126

Sales Meetings Marketing Customer Experience 126

Hubspot Sales

FEBRUARY 2, 2021

Are you ever bothered by people overwhelming you with too much help? For instance, imagine you're at a department store, and the employee who greets you at the door doesn't just say "If you need help, let me know," and let you shop. Instead, they follow you around through every aisle, rattling off information about every article of clothing you look at, and constantly ask, "Do you need help now?".

Construction 135

Construction Sales Value Proposition B2B 135

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

FEBRUARY 5, 2021

Ask any sales leader whether they want to build a high-performing team, and the immediate answer will be “Yes.” But what are the specific best practices that support this goal? Here are three that we have seen in organizations that are thriving in 2021. The post Building A High-Performance Sales Team appeared first on Sandler Training.

Sales 123

Sales Organization Sales Management Leadership 123

Engage Selling

FEBRUARY 5, 2021

Good help is hard to find? Not necessarily. A potentially untapped talent source may be right under your nose. Job sites, referrals, social media postings—there are and endless number of ways to spread the word about your openings for new … Read More » The post A Potentially Untapped Talent Source first appeared on The Sales Leader.

Media 116

Media Sales Sales Management Management 116

The Center for Sales Strategy

FEBRUARY 5, 2021

- MOTIVATION -. "Nothing will work unless you do.". -Maya Angelou. - AROUND THE WEB -. > 10+ LinkedIn Profile Tips to Stand Out in 2021 – Sales Hacker. Would you slide into a prospect’s DMs to land a product demo? When it comes to social selling, LinkedIn is the most effective platform for generating leads and demand around your business. Whether you’re just starting your sales career or you’re looking to make your next move, having an up-to-date LinkedIn profile is one step you can’t afford

Sales 116

Sales 116

Hubspot Sales

FEBRUARY 1, 2021

Entrepreneurship is the process of starting a business or building upon an existing one. The goal of entrepreneurial processes can be to make a profit, make a meaningful impact on society, contribute to social good, or combine the two. The process can be risky and uncertain, requires long-term determination and persistence, and, often, acceptance of failure.

Small Business 133

Small Business Profitability Innovation Investors 133

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

Sandler Training

FEBRUARY 5, 2021

Humans are either open or close minded to any suggestion. Once the mind is closed its nigh impossible to open it back up again until that person wants to re-open their mind. The post How to Succeed When A Client Leaves appeared first on Sandler Training.

Client Relationships 117

Client Relationships Sales 117

Sales Gravy

FEBRUARY 5, 2021

On this episode of the Sales Gravy podcast Jeb Blount and Keith Lubner explore sales messaging tactics for closing bigger deals. From stories to images to stepping into your buyer's shoes, these tried and true techniques will help you both grab and hold your buyer's attention and rise above your competition. There is no doubt that developing powerful sales messaging is one of the most challenging skill sets for modern sales professionals.

Sales 105

Sales 105

The Center for Sales Strategy

FEBRUARY 4, 2021

The old saying “ when it rains, it pours ” seems to apply to order cancellations, and it seems like when cancellations occur, they occur in bunches. Here’s what many sellers do when they experience a bunch of order cancellations: 1. Have a negative reaction and argue with the client. 2. Panic and go after any account they can sell. 3. Look for ways to close a quick deal to make up for lost revenue—including dropping the price to close a deal. 4.

Sales 112

Sales 112

Hubspot Sales

FEBRUARY 1, 2021

As the cheesy saying goes, there is no "I" in team. However, there are a few in "hiring mistake.". Hire well and you’re more likely to have a high performing and happy team. Hire just one wrong person, commonly known as a "hiring mistake," and you’ll spend a lot of time, energy, and money trying to fix your team. In fact, one of the most expensive mistakes you can make is hiring the wrong rep.

Sales Management 102

Sales Management Management Energy and Utilities Sales 102

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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

CoSell

FEBRUARY 4, 2021

Just a few years ago, co-selling was a little-known term. Yet, today, co-selling is taking the sales world like wildfire. It begs the question that I just heard from Dan, a dedicated Sales V.P., "Will co-selling ever rule the world?" Now, if you were in on our conversation, you'd hear that this question was asked partly in jest and partly in earnest.

Decision-making 98

Decision-making Profitability Communication Innovation 98

PartnerTap

FEBRUARY 3, 2021

Building and scaling a successful co-sell program is challenging because effective co-selling requires engagement between partnering field sales teams. We’ve seen many companies establish co-selling programs where their smaller partners pay for an elite co-sell status with the promise of access to their field teams. What we’ve learned from this type of partner program is that co-selling cannot be claimed as a status or a partner tier and it cannot be purchased. .

Finance 98

Finance Organization Profitability Sales 98

The Center for Sales Strategy

FEBRUARY 2, 2021

We just launched Season 2 of the Improving Sales Performance Series , which focuses on the data and analysis of the newly-released Media Sales Report. John Henley and Jim Hopes , managing partners at CSS, joined Matt Sunshine on the first episode of the season to discuss their key takeaways from the report, how sales management and leadership can use this data, and the feelings of the future and outlook of the media sales industry.

Media 103

Media Publishing Sales Leadership 103

Zendesk

JANUARY 31, 2021

Even before the virus forced us all inside and online, messaging was taking over the world. It’s how many of us shared news, collaborated with colleagues, and — most importantly — kept in touch with friends and family. As with all things digital, the pandemic simply accelerated the inevitable. It also showed us that messaging was made for customer service.

Digitalization 98

Digitalization Customer Experience Management Communication 98

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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

Strategic Planning and Management Insights

FEBRUARY 1, 2021

After a turbulent 2020, filled with extensive change, strategic planning is more important than ever - especially for non-profit and mission-based organizations. While your WHY (your reason for being) will remain steady, your HOW may have to pivot to address macro trends, both globally and locally, as well as shifting workplace dynamics.

Facilitation 98

Facilitation Profitability Organization 98

Peter Simoons

JANUARY 31, 2021

During the past few years, we’ve all somehow witnessed the Brexit process, whereby the United Kingdom began their long removal from the European Union. No alliance lasts forever and in the case of the EU, one of the alliance members wanted to leave. The scale on which this took place and the impact it potentially has for the world, brought Brexit to the forefront of world news.

Negotiation 95

Negotiation Innovation 95

Hubspot Sales

FEBRUARY 2, 2021

Have you ever been called sensitive? I certainly have, many times. As a personality trait, sensitivity can be a good thing — it can help us be more understanding and empathetic towards others. But when it comes to things like your teeth, or the buying habits of your customers, you’ll want to address sensitivity head-on. If even the slightest change in price causes your customers to go running towards your competitors, chances are you’re experiencing high price sensitivity.

Transportation 92

Transportation Onboarding Decision-making eCommerce 92

Sandler Training

FEBRUARY 1, 2021

Mike Montague interviews James Abraham on How to Succeed at Neuro Selling. The post How to Succeed at Neuro-Selling [PODCAST] appeared first on Sandler Training.

Sales Management 92

Sales Management Management Sales 92

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

Strategic Planning and Management Insights

FEBRUARY 3, 2021

If you want to successfully grow your business, then it’s essential to set clear goals for your company. Setting goals provides your organization with a sense of structure and purpose, and this helps to create a stable workplace for your employees. With the COVID-19 pandemic heightening uncertainty in all areas of life, goal-setting is now more important than ever.

Organization 98

Organization 98

SBI Growth

FEBRUARY 4, 2021

Never Let a Crisis Go to Waste. As a CEO leading through the pandemic, you’ve heard “never let a crisis go to waste.” Still, what practical takeaways from 2020 will place you among the top performers emerging from one of the.

Marketing 83

Marketing B2B Sales 83

CMOE

FEBRUARY 4, 2021

The Importance of Diversity in the Workplace. In today’s marketplace, one of the most relevant factors in gaining a competitive advantage is probably not listed among the business-success factors you learned years ago. That key factor is diversity, and it’s too-often overlooked. Leaders in the most competitive organizations today know that having a diverse workforce is critical to long-term success and profitability.

Profitability 81

Profitability Leadership Organization Stakeholders 81

CoSell

FEBRUARY 2, 2021

Curious what lies ahead for co-selling in 2021? We've scoured the news and selected the 7 critical trends for collaborative selling. All of the indicators from industry experts, news, and sales consultancies point to the ongoing reliance on collaborative selling. Not only do trends confirm that software will become more utilized, but teams will become more skilled in making the best use of technology.

Artificial Intelligence 75

Artificial Intelligence CRM Software Software 75

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