Strategic Account Management Association

OCTOBER 26, 2021

To lead effectively, they must embrace change through agile leadership. Let us define what we mean by agile leadership. Agile leadership. Agile leadership. In our current reality, this leadership skill is necessary to survive. Sponsors are critical in these uncertain and transformative times.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Red Star Kim

JULY 3, 2023

I’ve just listened again to a podcast about the top six leadership qualities which is included in the Level 6 Marketing Manager Apprenticeship. Daryl Fielding | Sales & Marketing Speaker | Booking Agent (champions-speakers.co.uk). Daryl Fielding | Sales & Marketing Speaker | Booking Agent (champions-speakers.co.uk).

Leadership 130

Leadership Emotional Intelligence Digital Transformation Communication 130

Force Management

OCTOBER 12, 2023

This month, the Revenue Builders Podcast featured some great deep dives into tactical sales strategies. Each episode covered a different element of a great sales motion, breaking it down step-by-step in conversation with seasoned leaders and experts with years in the industry.

Leadership 138

Leadership Publishing Sales 138

Strategic Account Management Association

JULY 13, 2021

COE: A Critical Lighthouse to Provide Successful Journey Direction and Leadership. Understanding strategic account management is essential for the members of a COE who need to appreciate that it is a business model, not a sales model, and requires change management. Three Pillars of Success.

Account Management 591

Account Management Innovation Co-Creation Organization 591

Upland

MAY 4, 2023

So much so that we created this sales velocity equation to get sales teams moving in the right direction. Sales velocity vs deal velocity – what’s the difference? Deal velocity is how long it takes a deal to get through the sales cycle. Effectively, it’s the same thing as average sales cycle length.

Sales 356

Sales Decision-making Organization Negotiation 356

Force Management

SEPTEMBER 8, 2023

Last month, the Revenue Builders Podcast featured some hard-hitting tactical conversations about the journey to elite sales leadership and the decisions we make along the way. These conversations cover everything from calculating business value for a prospect to defining a repeatable sales process that enables rapid scaling.

Leadership 144

Leadership Sales Leadership Decision-making Sales 144

Force Management

AUGUST 1, 2024

This month's Revenue Builders Podcast episodes covered how to build and lead a top-tier sales team, strategies for bringing a new product to market, and novel approaches to leadership. We hope these podcasts inspire you to be disruptive in the way that you communicate, recruit, and lead your teams - listen below.

Leadership 115

Leadership Publishing Innovation Communication 115

Sales Gravy

APRIL 2, 2025

Dennis from Chesterfield, Missouri, wants to know if sales coaching truly moves the performance needle, especially when shifting from transactional approaches to more consultative selling. Why Sales Coaching Is Essential Sales is a skill position. Why Sales Coaching Is Essential Sales is a skill position.

Sales Leadership 63

Sales Leadership Leadership Sales Acquisition 63

Mike Kunkle

FEBRUARY 27, 2023

.” Nowhere is this more out of control than in the sales profession and our very own subset of sales enablement. Not All Sales Enablement is the Same Sales enablement is not the same everywhere. (For Not All Sales Enablement is the Same Sales enablement is not the same everywhere.

Sales 57

Sales Onboarding Publishing Transportation 57

Mike Kunkle

AUGUST 19, 2024

[This post was originally published here , in my Sales Enablement Straight Talk newsletter] Today, I want to delve into the nuances of the systems that support the Building Blocks of Sales Enablement framework. I recognize that this is part of what makes sales performance improvement work complex and overwhelming for some.

Sales 269

Sales Sales Training Onboarding Sales Management 269

The Center for Sales Strategy

JANUARY 22, 2024

There is a fundamental yet often misconstrued aspect of sales leadership that gets a lot of airtime: the fine line between managing and coaching. At The Center for Sales Strategy, we understand the pivotal role that effective leadership plays in propelling sales teams toward success.

Leadership 126

Leadership Management Sales Leadership Sales 126

Strategic Account Management Association

AUGUST 6, 2021

Form an organizational capability around co-creating products and solutions with our customers Redesign our philosophy around our customers’ needs Make a positive business impact on our customers’ operations Ingrain a deeply customer-centric vision and mission for sales. A new central commercial organization was born.

Supply Chain 520

Supply Chain Logistics Co-Creation Account Management 520

The Center for Sales Strategy

JULY 24, 2023

In other words, your sales team's ability to close deals and meet targets determines whether you win or lose. You get to choose who joins your sales team and how they perform based on your hiring and leadership. The truth is, it reflects on your leadership. Now, for the bad news. You have control over your destiny.

Leadership 118

Leadership Meetings Marketing Sales 118

Force Management

SEPTEMBER 5, 2024

Last month, the Revenue Builders Podcast shared some tactical sales conversations that really dig into the intricacies of winning deals, creating processes, and leading teams with confidence. Artificial intelligence is also a major theme, as our hosts discuss the new technology that's top-of-mind for many sales leaders.

Sales Leadership 128

Sales Leadership Artificial Intelligence Leadership Publishing 128

Strategic Account Management Association

SEPTEMBER 13, 2021

SAMA and Boston Consulting Group partnered in May 2020 to conduct a study aimed at discovering the early changes to customer expectations for sales organizations as a result of the COVID pandemic. Now more than ever, many customers are looking for suppliers that effectively offer strategic thought leadership.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Mike Kunkle

OCTOBER 2, 2022

We’re all in sales, right? I think the answer depends on what you mean by that (intent) and how you define “sales.” I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. “The 1980s called, and they want their sales approach back.”

Co-Creation 278

Co-Creation Negotiation Sales B2B 278

Strategic Account Management Association

MARCH 2, 2022

Leadership and social influence. Over the course of my time at Cisco, I hired 3,000 early-career employees, candidates from 32 different countries, into sales and sales engineering positions. I think it’s too much one-size-fits-all leadership. We have to build resiliency. Why is that?

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

Mike Kunkle

NOVEMBER 26, 2022

I am exceptionally pleased and excited to announce that Felix Krueger of FFWD and I launched The Building Blocks of Sales Enablement Learning Experience on November 25, 2022. Recent lay-offs have shown that the oft-coveted “seat at the table” with executive leadership can’t be taken for granted.

Sales 233

Sales Leadership Transportation Sales Training 233

Red Star Kim

DECEMBER 9, 2022

Thought leadership is a fantastic strategy to lead integrated, multi-channel campaigns and here are some current examples. So here is a Property marketing case study – Thought leadership campaigns: Arcadia, JLL and Remit. Arcadis: The Sustainable Cities Index. The impact. Remit Consulting – Property benchmarking.

Leadership 26

Leadership Marketing Future of Work Profitability 26

Sales Gravy

MARCH 25, 2025

Hes already tried a variety of channels, including inside sales, social media, and email, but is struggling to ramp up both volume and quality. Enhance Leads With Thought Leadership Touches Because B2B solutions arent often top-of-mind until theres an obvious buying window, thought leadership and content marketing are critical.

B2B 86

B2B Leadership Decision-making Facilitation 86

Red Star Kim

NOVEMBER 7, 2022

So here’s a legal marketing case study – Thought leadership campaigns at Howard Kennedy (relationship breakdown and business agility). The research found that over a third of businesses would prioritise one of the following areas for investment: technology, increased sales and the introduction of new products and services.

Leadership 26

Leadership Marketing Financial Services Construction 26

Red Star Kim

JUNE 27, 2023

At the recent PM Forum online workshop on campaigns, thought leadership and project management there were 17 delegates from legal, accountancy and insolvency firms located in London, Belfast, Sutton Coldfield, Manchester, Newcastle, Cambridge and Dubai. The delegate aims, poll results and key takeaways are shown below.

Leadership 130

Leadership Management Stakeholders Communication 130

Hubspot Sales

JULY 22, 2024

I'm always saying, “Sound, well-structured business email templates are central to effective sales communication, initiating productive sales conversations, and sustaining relationships with prospects and customers.” Referral Request Emails Happy customers are some of the most lucrative resources any sales org has at its disposal.

Value Proposition 111

Value Proposition Sales Meetings Decision-making 111

Force Management

JULY 27, 2023

We recently hosted an Industry Leadership Panel where we talked to three growth-oriented business leaders about what top organizations are doing to drive success in the current market. There were a few questions we saw over and over again from the audience, so we wanted to take the time to provide some relevant resources around those topics.

Leadership 126

Leadership Organization Marketing Sales Leadership 126

The Center for Sales Strategy

JUNE 19, 2024

Sales leadership is not just about driving numbers and closing deals; it's fundamentally about people management. The success of any sales team hinges on the ability of its leader to manage, motivate, and mentor their team effectively.

Management 144

Management Sales Leadership Leadership Sales 144

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer.

Sales 221

Sales Prioritization Innovation Sales Training 221

Mike Kunkle

AUGUST 30, 2023

In the ever-evolving landscape of business, the Sales Enablement profession has reached a pivotal crossroads. To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Force Management

DECEMBER 26, 2024

As we wrap up another year, it's time to reflect on the resources that have resonated most with our sales leadership community. From actionable strategies to insightful discussions, these pieces have provided valuable guidance to help leaders navigate the complexities of sales leadership.

Sales Leadership 128

Sales Leadership Leadership Sales 128

FinListics Solutions

SEPTEMBER 25, 2024

The exodus of senior sales talent and widespread downsizing have created a leadership crisis in B2B sales. As seasoned professionals exit, millennial sales leaders are thrust into roles without the critical mentorship or experience they need to succeed.

B2B 85

B2B Leadership Sales Leadership Sales 85

Brooks Group

MARCH 4, 2025

Effective sales coaching can have a huge impact on your business. The biggest benefit is its contribution to revenue: Sales coaching boosts team performance, with real-time coaching increasing annual revenue by 8%. But some sales organizations lack formal, well-executed sales coaching programs.

Management 76

Management Sales Meetings Sales Training 76

Account Manager Tips

AUGUST 4, 2022

The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results Why this book? Sales training and enablement is focused on the sales team, not the leaders. It’s the age-old issue facing sales organizations. Sales leadership doesn’t have to be that hard.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

The Center for Sales Strategy

OCTOBER 2, 2024

It’s a skill that is absolutely necessary to succeed in sales and sales leadership. And leaders who receive ongoing training on improving their interpersonal, business, and leadership skills have teams everyone wants to be a part of. Successful leaders coach.

Leadership 121

Leadership Sales Leadership Prioritization Sales 121

Holden Advisors

FEBRUARY 8, 2022

They aren’t seeing the return on their CX investment and that’s resulting in smaller teams and less leadership support of CX initiatives. Salespeople can elevate their sales conversations from middle managers to C-suite decision makers by describing how they add value in one or more of these categories.

Customer Experience 312

Customer Experience B2C Publishing B2B 312

Upland

NOVEMBER 28, 2021

Get more sales references without launching a traditional reference program. Even when organizations acknowledge their sales reference processes could be better, it can be an overwhelming problem to confront. Why are targeted sales reference important? A pragmatic approach to sales references. Will it require new hires?

Sales 195

Sales B2B Software Software 195

The Center for Sales Strategy

FEBRUARY 3, 2025

As B2B sales leaders and managers, your role in guiding your sales teams to success is more critical than ever. With the ever-evolving sales landscape, it's essential to stay ahead by focusing on key areas that can significantly improve your team's performance.

B2B 97

B2B Sales Management Sales Training 97

Hubspot Sales

SEPTEMBER 9, 2024

During my time as a sales rep, building a lead list was one of my first activities when I took on a new sales role, territory, or industry vertical. Many organizations may closely meet your company’s ideal customer profile (ICP) criteria and warrant sales reps to proactively reach out to them. Sales Qualified Leads (SQLs).

B2B 118

B2B Decision-making Media CRM 118

Hubspot Sales

SEPTEMBER 12, 2024

Very rarely did a sale require just a single signature, which meant the sales process and accompanying assets needed to be built around a variety of personas. Some 36% of buyers are at the very top of leadership in the C-suite. Meanwhile, sales reps are seeing their traditional involvement in the consideration stage diminish.

B2B 116

B2B B2C Decision-making Software 116