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Dan Adams emphasizes the importance of leveraging AI as a strategic account manager to enhance efficiency and effectiveness in sales. AI can analyze large datasets, assist in preparing for calls, generate leads, and improve personal selling skills. Understanding available AI tools is crucial to staying competitive in an evolving market. The post AI Tools to Supercharge Your Sales Strategy appeared first on Strategic Account Management Association.
This is a very important Monday because this is the first Monday of the second quarter and its time for a major gut check and assessment of where you are against your number, coming out of Q1 and what you need to adjust and think about as we move into Q2. Start with setting aside a dedicated, focused time block of one to two hours for reviewing your: Q1 Results Current state of your pipeline 2025 goals & Personal business plan Evaluate Your Q1 Performance Against Your Sales Goals Begin with an h
Why are revenue targets so hard to hit? According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. And even with revenue up in 2024 , reps are still struggling to meet their sales goals. To shed some light on the matter, Ill offer my personal insights on why teams are missing their targets. In addition, I reached out to other sales experts to hear what they had to say about setting and meeting revenue goals so you can take home some best practices from their
Retaining customers is the number one priority of sales leaders this year, according to the 2025 Sales Leader Report. Holding on to your current accounts is just smart business. Acquiring new customers can cost as much as five times more than retaining existing ones, and a 2% improvement in customer retention is equivalent to the profit generated by cutting costs 10%.
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
In today's competitive market, leveraging data effectively can be the key to unlocking higher sales performance and increased revenue. Most leaders understand they must harness the power of data to drive success. But in order to effectively use data, you must first ensure you have the right structures in place to collect data about your sales activities and apply findings in a way that's relevant and actionable.
The vocabulary around customer centricity is well worn. Now that weve admitted it, we can dispense with the pleasantries, examine the reality and ask the tough questions. Is your company structured to treat your customers’ bottom line as a direct extension of your own? Or in more simple terms, Is your customers business at the center of yours?
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.
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.
Today, Nutshell earned a spot in G2s 2025 Best Software Awards , ranking #32 on the Sales Software list out of 180,000 software contenders. As the worlds largest and most trusted software marketplace, G2 reaches 100 million buyers annually. Its annual Best Software Awards rank the worlds best software companies and products based on authentic, timely reviews from real users.
When leaders consider implementing a structured business process improvement methodology , one of the challenges they often face is explaining to employees what types of opportunities to consider. Usually, there are some apparent needs that people attack immediately. Still, once those are addressed, it can be challenging to recognize the flaws in processes, especially ones you operate every day.
Business is evolving faster than ever. Fierce competition, shifting customer behavior, accelerated innovation, automation, new technological solutions, and changing values are among the key forces driving this transformation. From a workforce perspective, this means companies must adapt to these changes. Here are some of the key takeaways from Mercuri Internationals fresh-off-the-press 2025 Future State of Sales Skills report, based on insights from 591 sales professionals globally, gathered thr
Organizations that adopt product-oriented approaches achieve faster delivery, better stability, and higher customer satisfaction. But what does a product operating model look like in practice and at scale? These on-demand sessions from the Project to Product Summit 2024 feature three distinct perspectives that answer this question. Vanguard and Verizon show how established enterprises can transition from project-based to product-centric models, while Spotify offers insights from a company that
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.
CEOs are entering 2025 with cautious optimism. While many saw strong growth in 2024, they recognize that ongoing challenges in commercial efficiency and external risks could continue to weigh on performance. To address these concerns, CEOs are shifting their emphasis on artificial intelligence for operational improvements from an area of experimentation to a strategic necessity.
Wherever you are in your sales journey, you need a mentornow. If youre serious about becoming a top performer or want to stay at the top of your game, you need more than just grit and determination. You need a guide. A mentor whos been through the fire and who can help you avoid costly mistakes. Sales expert Tony Morris stands behind the power of mentorship and the impact it can have on confidence in The Sales Gravy Podcast.
I walked into the bank feeling confident about getting a loan to expand my business. I had my plan, financials, and a solid pitch ready. But the loan officer shook her head denied. The problem? My business credit score. I didnt even know I had one. A business credit score shows lenders, vendors, and insurers how dependable your business is. Factors like late vendor payments and limited credit activity were pulling my score down.
Understanding the difference between landing new business and managing existing accounts is critical for your sales organizations success. On the surface, sales and account management have similar goals: Build strong relationships with customers and increase profitable revenue. But while both roles drive revenue, they require two different skill sets.
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.
Last month on the Revenue Builders Podcast, we shared lessons for sales professionals at every level. From jobseeking to securing your first C-level role, these episodes have something to offer for everyone. Learn the latest on AI for usage-based pricing models, recruiting successful teams, managing board member expectations and leading teams to accurate forecasting.
If youre looking to increase revenue without acquiring new customers, cross-selling is one of the best ways you can do that. Its all about offering complementary products or services so you can maximize every transactionall while improving the customer experience. Sounds like a win-win, right? Effective cross-selling helps customers find new products they genuinely need, so theyll leave more satisfied with your business and remain more loyal, too.
Ask a sales manager about the most important decisions they make, and you will probably hear about exceeding budget, growing market share, or achieving year-over-year growth. While those decisions are critically important aspects of the job, and they require a great deal of attention, none of them can be accomplished without an even more important decision being made first.
At Nutshell, we want to make it as easy as possible for businesses to access and use the tools they need to grow. Thats why we built an easy-to-use CRM with powerful sales, marketing, and engagement features, and its why we partner with businesses that share our mission. Were excited to announce a new partnership with Proactive Technology Management , an IT services and support company based in metro Detroit.
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.
In strategic account management, the stakeholders you dont seeand the ones you misunderstandare the ones most likely to derail your success. Many SAMs focus on engaging with their primary contactsthe people they know bestwhile neglecting to map out all stakeholders who may influence the decision. This blind spot creates risk. A single overlooked blocker can turn a promising deal into a lost opportunity.
Key Account Management (KAM) thrives on strong relationships, and there is no denying that. But it also demands precise account planning, strategic execution, data-driven decision-making, and seamless cross-functional collaboration. These elements are often challenging to maintain in organizations where sales, marketing, and customer success operate in silos.
When it comes to software delivery, the topic of outcomes often comes up. Are we creating value rather than just features? Are we achieving specific business results that make these massive technology investments worth it? These questions are worth asking because, alarmingly, the answer is often no. For every dollar a typical company invests in software development, only about 25 cents supports the companys highest-priority business outcomes.
As CEOs move through 2025, understanding how to drive sustainable revenue growth while navigating declining go-to-market (GTM) efficiency remains a critical challenge. CEOs are tasked with delivering consistent revenue growth while facing unpredictable demand cycle and increasing costs of operation. Many CEOs are grappling with sales cycles increasing, mounting inefficiencies, and unoptimized commercial teams.
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.
Wes from Flower Mound, Texas, has a familiar challenge: how to attract more qualified B2B leads and convert them before they slip away. Hes already tried a variety of channels, including inside sales, social media, and email, but is struggling to ramp up both volume and quality. Below are the key insights from our conversation, along with practical strategies to multiply your lead count and build a system that secures face-to-face meetings with the right buyers.
Being a salesperson today feels like trying to get someones attention in Times Square; buyers are swamped with choices, blinking lights, and loud pitches from every direction. One word: Overload. The internet makes research a breeze until youre drowning in options and cant tell whats worth your time. As a copywriter, Ive been there, wading through endless tabs, trying to separate the gold from the noise.
There are two primary ways to grow a business: expand existing accounts or acquire new customers. If youre a sales leader focusing on winning new business, youre not alone. According to new research from The Brooks Group , the top three sales leader priorities in 2025 are: Increasing customer retention Strengthening margins Winning new business But sales leaders acknowledge there are obstacles to accomplishing these priorities.
This month, the Revenue Builders podcast shared some detailed breakdowns of complex sales processes, growth stages and leadership challenges. Seasoned Chief Revenue Officers shared insights on how they create process rigor to ensure their organization handles high-stakes deals with tact to maximize returns. From complicated deal negotiations, to identifying influential champions, to handling your board of advisors, these episodes deal with some of the biggest execution challenges facing revenue
Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst
Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.
Operational Excellence isn't just about improving processesits about sustaining and scaling those improvements over time. But how do you measure success? Organizations that excel in Operational Excellence rely on key performance indicators (KPIs) and metrics to track progress, align efforts with strategic goals, and drive data-driven decision-making.
As a sales leader, one of your most critical tasks is to elevate the performance of your team members. Turning a C player into a B+ player requires a blend of effective coaching techniques, skill development, and motivational strategies. With the integration of AI, this process can be streamlined and enhanced, providing personalized support and actionable insights.
Every marketing team should clearly understand whether its efforts are yielding results. However, many marketing departments struggle to define their key performance indicators (KPIs) or establish effective analytics tracking, which can make their marketing reports less useful. Today, its essential for marketing teams to know how their efforts translate into revenue.
A recent LinkedIn conversation brought to the forefront an issue I’ve been working on and writing about for quite some time. Executive sponsorship in Strategic Account Management (SAM) is critical to ensuring initiatives succeed. The discussion underscored a persistent challenge. While executive sponsors bring credibility, influence, and resources to SAM initiatives, their involvement is often unstructured, reactive, or misaligned with the SAM’s strategic role.
Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?
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