Strategic Account Management Association

MARCH 2, 2022

We are all in a race to attract, develop and retain top talent for our organizations. This involves understanding how the adult learner gets new information and shifting to meet them where they are. How people show up on social media tells a lot about a candidate, but it also tells potential recruits a lot about us as an organization.

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

Hubspot Sales

SEPTEMBER 9, 2024

Many organizations may closely meet your company’s ideal customer profile (ICP) criteria and warrant sales reps to proactively reach out to them. A lead meets a company’s qualification criteria (like BANT ) to be added to a company’s deal forecast. Sales Qualified Leads (SQLs). Opportunity. Evangelist.

B2B 118

B2B Decision-making Media CRM 118

Mike Kunkle

FEBRUARY 27, 2023

In addition, expand your awareness of the disciplines and practices of organizational performance improvement, such as Organization Development. Organization Effectiveness, Organization Behavior, Business Process Management, Six or Lean Sigma, Total Quality Management, and Change Management. The systems don’t change, either.

Sales 57

Sales Onboarding Publishing Transportation 57

Mike Kunkle

AUGUST 19, 2024

However, there are nuances in their application that vary based on the specific context and needs of an organization. The examples shown in Activities and Meetings are just that -examples. The level of detail in the rest of the Sales Management Operating System will vary depending on the organization’s size and stage.

Sales 269

Sales Sales Training Onboarding Sales Management 269

Brooks Group

MARCH 6, 2025

Source: PCWorld ) 65% of respondents report that their organizations are regularly using generative AI (Gen AI), up from one-third last year. The quality of sales coaching depended on manager capabilitieswhich can vary dramatically across an organization. Its just in time: You got a meeting today? It shows up with some training.

Sales Training 71

Sales Training Artificial Intelligence Sales Internet 71

Mike Kunkle

AUGUST 30, 2023

This conundrum can breed skepticism, both within the enablement team (as mentioned above) and from the stakeholders in their organization. At least in those organizations, the enablement team was not seen as critical in difficult times or able to support the sales force in getting better results in a crunch.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Hubspot Sales

AUGUST 11, 2020

It’s safe to say 2020 has been the year of virtual meetings. Everything from large-scale conferences to staff meetings, to meetings with prospects, are hosted remotely. Video conferencing tools are a worthwhile investment for organizations of all sizes, especially with remote work becoming the norm. Google Meet.

Software 143

Software Software Meetings Remote Working 143

Mike Kunkle

APRIL 8, 2023

Both Buyer 1 and Buyer 2 may be Influencers, but Buyer 2 may have much more clout in the organization. Also, keep in mind that there is a sliding scale for these aspects. It’s rarely cut and dried or black and white. If you hope to reach the Engagement Threshold , you will need to pump up your Value Stack with AIR.

B2B 243

B2B Sales Decision-making Stakeholders 243

Mike Kunkle

AUGUST 8, 2023

7 Common Barriers to Sales Transformation Barrier 1: Siloed Mindsets and Departments One of the most persistent challenges in many organizations is the presence of siloed mindsets and departments. By championing change and fostering a growth mindset, you’ll propel your team and organization forward.

Sales 221

Sales Prioritization Innovation Sales Training 221

Hubspot Sales

APRIL 9, 2025

Few buyers will be interested in scheduling another meeting with someone whos not paying attention right now. Better yet, review your scheduled meetings for the next day before you leave at night. Maybe they dont have a lot of social capital in their organization, or theyre new and ultimately unwilling to recommend any big changes.

Decision-making 98

Decision-making Stakeholders Finance Software 98

Hubspot Sales

APRIL 6, 2020

While trade shows can be an effective place to meet and connect with qualified potential buyers, there are alternatives to finding these high-quality leads when attending a live event isn’t in the cards. Host webinars and online workshops. What makes webinar attendees high-quality leads? Attend virtual conferences.

Media 132

Media Internet Advertising Digitalization 132

Planview

APRIL 29, 2022

In this post, we’ll show you how to become a modern PMO that enables your organization to adapt to an ever-changing professional landscape. We’ve included four webinars in this post to help you make this shift. Making the transition is vital to helping your organization achieve its business goals in the face of change.

Organization 59

Organization Government Prioritization Decision-making 59

SBI Growth

OCTOBER 26, 2013

These meetings are net new sales opportunities you wouldn’t have otherwise had. When you ask for a meeting, prospects Google you. They come with webinars and on-demand learning videos.”. LinkedIn offers recorded webinars, reading tip sheets, eLearning modules, and on-demand learning videos. Your team sells more.

Decision-making 129

Decision-making Software Software Meetings 129

Hubspot Sales

AUGUST 24, 2020

While phone calls, meetings, and other familiar sales staples still have a place in the field, digital sales tactics — techniques conducted through virtual channels — have emerged and started taking up some serious space. Conduct webinars or other web-based events. But what, exactly, does "digital sales" entail?

Digitalization 142

Digitalization Media Sales Digital Transformation 142

Hubspot Sales

APRIL 6, 2020

While trade shows can be an effective place to meet and connect with qualified potential buyers, there are alternatives to finding these high-quality leads when attending a live event isn’t in the cards. Host webinars and online workshops. What makes webinar attendees high-quality leads? Attend virtual conferences.

Media 124

Media Internet Advertising Digitalization 124

Mike Kunkle

FEBRUARY 5, 2023

It’s also how I have applied systems thinking to The Building Blocks of Sales Enablement to deliver business impact (see this link for a webinar recap on the business impact topic). Total Quality Management (TQM), Business Process Management (BPM), Six Sigma, and Lead Sigma are powerful methods for this sort of work.

B2B 231

B2B Sales Decision-making Negotiation 231

Zendesk

JANUARY 5, 2022

Before sales reps can meet their targets, they need a clear understanding of what a sales lead is and how a lead is different from a prospect. They may not be aware of your organization and what you have to offer. Host educational webinars. Crafting webinars for your target demographic can result in more leads.

Publishing 105

Publishing Sales Media CRM 105

Hubspot Sales

OCTOBER 15, 2019

Using two-way integration with your CRM and Google or Outlook calendar, you can instantly log a meeting in your CRM, create meeting notices, and send invites to meeting guests. Calling Software Integrations. Uber Conference — System that allows you to schedule calls from directly within your CRM. Customer Success Integrations.

CRM 128

CRM eCommerce Software Software 128

Hubspot Sales

APRIL 30, 2020

Make contact, arrange a meeting, and/or conduct a presentation. The article features a call to action that links to a content offer — a webinar on how colleges can use technology to adapt to disruptions to conventional school years. And it’s true for new business acquisition as well as expansion of existing business. Preparation.

Sales 144

Sales Decision-making Software Software 144

SuperOffice

AUGUST 15, 2022

More than 80% of customers are willing to switch to a competitor if your organization is not customer-centric. It starts with putting the customer at the heart of your organization. The customer-first business culture cannot exist in a siloed organization. Ok, that’s just one customer and one webinar. No big deal.

CRM 105

CRM Communication Facilitation Profitability 105

SBI Growth

SEPTEMBER 17, 2013

Yet many reps struggle to get that critical first meeting with a decision maker. This post will address what Marketing can do to promote, enable and optimize social selling within the organization. Use the company page to promote upcoming events: webinars, events, etc. 2013 is the year Social Selling became Mission Critical.

Marketing 128

Marketing B2C Publishing Decision-making 128

SuperOffice

JUNE 14, 2022

To find out more about the secrets to becoming a professional in prospecting , I decided to talk to an expert – a person who claims he is able to create a meeting with a new prospect every 50 minutes! ??. You may go after a specific type of organization, say, a startup with over 50 employees. What happens next?

Decision-making 118

Decision-making B2B Digitalization Meetings 118

Nutshell

AUGUST 30, 2024

Organizing a company event can be daunting, with many parts to juggle and event requirements to arrange. An invitation email is an electronic mail sent to invitees, persuading them to attend your event, be it a meeting, presentation, or party. Email copy Hello [Name], Prepare to elevate your organization! This is your moment!

Innovation 108

Innovation CRM Marketing Meetings 108

Hubspot Sales

SEPTEMBER 4, 2024

This organizes your data and gives you a CRM your business can grow with. Enhances Data Organization CRMs consolidate customer data in one location. This organization saves the time you’d otherwise waste gathering scattered data. Medium and large organizations with complex CRM needs might find Monday limiting.

CRM 105

CRM Software Software Marketing 105

Mike Kunkle

MAY 15, 2019

The more fixated salesperson will not perform well if they can’t turn on a dime, and make decision, which is pushed down to lower levels in the organization. It is vital that sales organizations find agile and extemporaneous talent to match. SMM Connect Webinars: [link]. BrightTALK Webinars: [link]. Improvisation.

Artificial Intelligence 130

Artificial Intelligence B2B Co-Creation Decision-making 130

SBI Growth

SEPTEMBER 2, 2013

Get details on what best-in-class organizations are doing differently next year. Team meetings are run by sales managers. Many organizations who recognize the need for an adoption plan try. Then there’s a board meeting to prepare for. It focuses on recorded webinars, which can be another form of reinforcement.

e-Learning 123

e-Learning Sales Leadership Decision-making 123

Account Manager Tips

NOVEMBER 16, 2022

Use meeting scheduling apps 7. Create recurring milestone meetings 11. Share the load You don't have to be the only one in your organization communicating with key stakeholders. Use meeting scheduling apps Meeting scheduling software enhances client communication by automating the appointment booking process.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

Hubspot Sales

MARCH 22, 2021

Trying to book a meeting with an investor? Entrepreneurs' Organization. The Entrepreneurs' Organization is a support network of over 14,000 members across 61 countries — chock full of the world's top business leaders and experts. Before committing to any community, it's important to consider why you want to join a network.

Investors 132

Investors Small Business eCommerce Construction 132

Hubspot Sales

JULY 26, 2018

Outsourcing is the practice of hiring outside specialists or generalists to perform certain tasks traditionally handled within a team or organization. Because of that, outsourcing is an increasingly relied upon tool for small or overworked teams who need help with tasks like booking meetings, replying to emails, and arranging travel.

Media 124

Media Advertising Small Business Onboarding 124

Planview

AUGUST 29, 2023

Today, organizations are constantly asked to “do more with less.” But most organizations lack basic resourcing capacity, and plans are often approved before resource capacity is evaluated, resulting in missed objectives and employee burnout due to overutilization. Organizations require an effective capacity planning strategy.

Meetings 52

Meetings Prioritization Facilitation Decision-making 52

Hubspot Sales

APRIL 9, 2020

This improves organization-wide collaboration, alignment between Sales and Marketing (and Customer Support), communication among sales personnel, and engagement with prospects and leads. Meanwhile, reps can focus on other tasks and prep for their meetings with prospects. Prospecting Tools. Appointment and Scheduling Tools.

Sales Technology 132

Sales Technology CRM Sales Software 132

SBI Growth

OCTOBER 23, 2013

The organization spends a lot of money on the software and expectations are high. It produces content in enough quantity and quality to meet the needs of the marketing & sales organizations. Here’s where you see fruit of your labor: blog posts, eBooks, white papers, newsletters, webinars, etc.

Marketing 126

Marketing Advertising Media Decision-making 126

Planview

JANUARY 10, 2022

At Planview, we have two great products that meet the varying needs of Professional Services organizations—whether it be products for Professional Services companies, professional services groups embedded in product companies, or those providing Managed Services. Key Resources to Guide Your Organization’s Success.

Energy and Utilities 98

Energy and Utilities Profitability Decision-making Acquisition 98

Brooks Group

OCTOBER 11, 2023

Planning your sales kickoff or national sales meeting? Conduct Your Search Planning an important event such as a sales kickoff meeting can feel daunting. Review Podcast or Webinar Guests: Do you have a podcast or host webinars? Your sales keynote speaker will set the tone for the rest of the event.

Sales 105

Sales Sales Training Meetings Media 105

Mike Kunkle

OCTOBER 8, 2023

Nowhere is this truer than with the commercial organization. It shifts the focus from “revenue enablement” (which – I’m sorry – is internal, seller- and company-centric) to the broader functions of the commercial organization, in a more buyer- and customer-centric paradigm. One that I will expand over time from this foundation.

Customer Experience 130

Customer Experience Profitability Decision-making Marketing 130

SBI Growth

JANUARY 30, 2013

Work smarter by learning from unbiased resources outside your organization. The most successful sales organizations use customer feedback to improve. Improve your content and messaging to meet customer requirements (Personas). Sign up for webinars they join. They tap into external resources and get multiple perspectives.

Sales 128

Sales Organization Meetings Marketing 128

Mike Kunkle

FEBRUARY 27, 2023

In addition, expand your awareness of the disciplines and practices of organizational performance improvement, such as Organization Development. Organization Effectiveness, Organization Behavior, Business Process Management, Six or Lean Sigma, Total Quality Management, and Change Management. The systems don’t change, either.

Sales 130

Sales Onboarding Publishing Transportation 130