Retaining current customers costs 6-7x less than acquiring news ones, and improving customer retention rates by a mere 5% can increase profit per customer by 25%-95%. So it makes sense that top companies focus on building relationships, increasing loyalty, and selling more to current customers as a growth strategy.
Based on our extensive research in strategic account management, we've identified 10 steps you can take to replicate their successes.
Webinar | Front Line Sales Managers: High Value, High RiskAltify
Learn the critical role of Front Line Sales Managers, the gaps that are costing selling organizations, and solutions for closing those gaps.
Our EVP of Solutions, Wendy Reed, is joined by special guest Pascal Yammine, Vice President, Go To Market Scale at salesforce.com and James Williams, Regional Vice President at Shaw Industries.
Sales Webinar | Time is Not Your Friend - Reduce Sales Cycle LengthAltify
Time is never your friend in Sales. If a Deal is not going forward it is probably going backwards but how do you keep the deal moving forwards and quickly without chasing the customer and driving them away? One of the levers in the Sales Velocity Equation is the length of your Average Sales cycle. In this Webinar we will show how the Combination of Methodology, process and software can help you predict the future to delight the customer with focused activity and impress your manager with quicker, surer wins.
Why Should The Best Sales Reps Work For You? This is the question top sales talent asks themselves when you try to recruit them to your team. Do you have a compelling answer? You’d better. This year, the demand for sales talent will outstrip the supply.
There is an unseen natural journey your customers take for to growth. Most businesses and key account managers miss this. Once you understand what your key customers go through, the questions to ask, tactics to use and mindset to develop you will give yourself the opportunity to see unparalleled growth with your Key Customers. I share some simple ideas to help any key account manager, strategic account manager or sales leader wanting to empower your team to get even greater results.
Webinar | Front Line Sales Managers: High Value, High RiskAltify
Learn the critical role of Front Line Sales Managers, the gaps that are costing selling organizations, and solutions for closing those gaps.
Our EVP of Solutions, Wendy Reed, is joined by special guest Pascal Yammine, Vice President, Go To Market Scale at salesforce.com and James Williams, Regional Vice President at Shaw Industries.
Sales Webinar | Time is Not Your Friend - Reduce Sales Cycle LengthAltify
Time is never your friend in Sales. If a Deal is not going forward it is probably going backwards but how do you keep the deal moving forwards and quickly without chasing the customer and driving them away? One of the levers in the Sales Velocity Equation is the length of your Average Sales cycle. In this Webinar we will show how the Combination of Methodology, process and software can help you predict the future to delight the customer with focused activity and impress your manager with quicker, surer wins.
Why Should The Best Sales Reps Work For You? This is the question top sales talent asks themselves when you try to recruit them to your team. Do you have a compelling answer? You’d better. This year, the demand for sales talent will outstrip the supply.
There is an unseen natural journey your customers take for to growth. Most businesses and key account managers miss this. Once you understand what your key customers go through, the questions to ask, tactics to use and mindset to develop you will give yourself the opportunity to see unparalleled growth with your Key Customers. I share some simple ideas to help any key account manager, strategic account manager or sales leader wanting to empower your team to get even greater results.
Everyone wants to improve sales results, however, not everyone is willing to change their sales behavior. 52% of companies report that the primary reason why new sales behaviors are not adopted is the failure to operationalize change.
For sales people, this comes down to a reward/effort equation. Is the benefit obvious, and great enough to motivate salespeople to adopt new behaviors?
Join us and learn the best practices to optimize your smart sales transformation initiative for sustained and predictable revenue growth. Hear Michael Campbell, Vice President of Sales Operations & Development for Diebold and JP Knapp, Director of Sales Enablement for Vocera Communications share their lessons learned about the internal challenges of driving adoption and sustained value.
management of key accounts of an organisation. KAM portfolio. hierarchy of key relationships.pricing and negotiation.relationship management with key accounts.decision makers.
The Top 3 Reason Why Your Account Planning Process is Broken (And How To Fix It)Altify
Maximizing revenue from key accounts is critical to maintaining revenue growth. Yet, when it comes to Account Planning, if honest, we often treat it as a chore to be avoided. Or, addressed once a year and then shelved until the following year.
Account Planning Matters …
1. For large enterprise sales Account Planning and Management delivers more additional pipeline and consistently greater win rates than any other sales or marketing activity.
2. For Territory or Portfolio Planning, account planning helps you to select the accounts that will deliver most revenue, and develop a plan to grow your entire book of business.
3. Acquiring business from new customers is six times more expensive than growing your revenue in an existing account
4. You are seven times more likely to win a deal in an existing customers than from a new account
5. We wrote the book on Account Planning in Salesforce. Oh, and yes, Salesforce uses our Dealmaker Smart Account Manager solution for their account planning.
Join us as we revisit the fundamentals of this surefire revenue growth strategy and share the insights we have gleaned since we first launched our book, Amazon #1 Bestseller Account Planning in Salesforce.
Revegy and Forrester, How to Drive Key Account GrowthRevegy, Inc.
Making sure that your most important customers increase their spending with your company is a crucial revenue strategy. But are your sales teams really building effective and executable plans for growing your key accounts? Are you leaving money on the table with your best opportunities for growth? Most companies are.
This webinar features guest Mark Lindwall of Forrester.
Reboarding the Sales Force: Leveraging Onboarding Principles to Keep Seasoned...QstreamInc
Enlightened sales organizations understand the need to invest in onboarding: a structured training and development effort to speed new hires up the learning curve. But given the incredible pace of change in today’s B2B sales environment, traditional onboarding is no longer enough. Sales enablement pros must find new approaches for optimizing salesforce performance and productivity throughout their tenure, essentially “reboarding” their sales teams as conditions demand. In this webcast, co-presented with the Sales Management Association, we explore the concept of “reboarding,” why it’s so critical for fast-growing enterprises, and share data-driven best practices for keeping both novice and veteran sales reps alike, engaged and ready to win.
RISE is the Best-in-Class B2B Sales Transformation Program aimed at making your B2B Sales Team the key source Competitive Advantage in your business.
RISE provides a complete framework to implement lean change and achieve sales alignment and transparency across your B2B sales organization
Winning Complex Sales With an Intentional StrategyRichardson
As the buying journey has become more complex, dynamic, and iterative, sales professionals often find themselves in a daily state of crisis — reacting to customer changes and competitor moves.
This presentation explores why sales professionals must not only engage in customer-centric activities that add real value, but they must also navigate and anticipate the constant changes taking place for their buyers and help lead them through the buying process.
This presentation will cover the following:
1. Understanding how and why the buying process has changed and the imperative this change has created for sales professional's to think and act differently to compete today
2. Recognizing and influencing the critical factors buyers consider today in every buying decision
3. Utilizing Richardson's Momentum Methodology to assess position, create the right intentional and proactive strategy to differentiate, and execute with precision to drive the sale to close
Improving CX with AI: Microsoft Case Study [SiriusDecisions Summit 2017]InsideView
In this case study, learn how Microsoft is applying deep AI-driven market intelligence through its applications to impact the different phases of its customers’ lifecycle
How Sales Organizations Can Prevail Against Economic HeadwindsRichardson
Tips for sales professionals to get ahead of the economic cycle. Sales leaders want long-term goals, incremental growth, greater responsibility, and less challenges. This SlideShare will help you accomplish these goals.
Webinar | Bridging the Buyer / Seller Credibility GapAltify
Here’s the problem …
Buyers tell us that most sales professionals (64%) don’t understand their business.
Many sellers say that the materials they get from marketing don’t help build credibility during the first sales call.
Marketing leaders suggest that maybe sellers don’t use the materials that they provide in the right way.
Here’s the result ...
Buyers get frustrated, and sellers lose deals.
This is not just a sales and marketing alignment problem; it is a customer alignment problem. How can we help salespeople connect their solutions with the customers’ business problems? Without that connection, sellers lack credibility and lose deals.
Join us as we will dig into this deal-killing issue.
We will show you how to accelerate the salesperson’s experience in the customer’s business, and share the most relevant insights and sales messages; advancing their credibility, and advancing the deal.
We will also demonstrate Dealmaker Align, part of our Smart Sales Transformation suite, and the solution for bridging the buyer / seller credibility gap and resolving the sales and marketing alignment problem.
Aligned to Achieve: How to Unite Your Teams into a Single Force for GrowthInsideView
Marketing and Sales teams are frustrated with each other. Aligning these two teams is an age-old problem, but companies must get their collective act together in order to survive today's evolved buyer-centric market.
Originally presented at Marketing Nation Summit 2017, this session is based on original research, content, and contributions from "Aligned to Achieve", a groundbreaking new book. The authors will discuss highlights of the book and give tips on how and why to get aligned. Want to know what misalignment is really costing you? Need practical advice on how to go after the problem? We’ll discuss real-world actions for improving your culture, processes, and technology, and you’ll learn the financial and strategic impact of getting alignment right.
Effective territory management will be one key to sales success in 2016. During this complimentary one-hour web seminar, Julie Thomas, President and CEO of ValueSelling Associates, will address how to overcome the challenges of territory management in order to increase sales results. Some of the things you'll learn include how to create an ideal customer profile, how to determine the activity level needed to support your revenue goals, and best practices to leverage resources and use social networking to prospect in your territory.
Sales and marketing strategy for 2018 is an overview of the different marketing coaching, consultancy and technical solutions on offer to help business owners with their small business marketing in planning their marketing strategy, in how to write a marketing plan, managing their lead generation system, and sales pipeline management with an integrated marketing solution and marketing webinar delivery platform to achieve their social media marketing plan objectives for 2018.
It also helps how to generate leads on linkedin and all aspects of your social media strategy in order to generate the results you want.
Everyone wants to improve sales results, however, not everyone is willing to change their sales behavior. 52% of companies report that the primary reason why new sales behaviors are not adopted is the failure to operationalize change.
For sales people, this comes down to a reward/effort equation. Is the benefit obvious, and great enough to motivate salespeople to adopt new behaviors?
Join us and learn the best practices to optimize your smart sales transformation initiative for sustained and predictable revenue growth. Hear Michael Campbell, Vice President of Sales Operations & Development for Diebold and JP Knapp, Director of Sales Enablement for Vocera Communications share their lessons learned about the internal challenges of driving adoption and sustained value.
management of key accounts of an organisation. KAM portfolio. hierarchy of key relationships.pricing and negotiation.relationship management with key accounts.decision makers.
The Top 3 Reason Why Your Account Planning Process is Broken (And How To Fix It)Altify
Maximizing revenue from key accounts is critical to maintaining revenue growth. Yet, when it comes to Account Planning, if honest, we often treat it as a chore to be avoided. Or, addressed once a year and then shelved until the following year.
Account Planning Matters …
1. For large enterprise sales Account Planning and Management delivers more additional pipeline and consistently greater win rates than any other sales or marketing activity.
2. For Territory or Portfolio Planning, account planning helps you to select the accounts that will deliver most revenue, and develop a plan to grow your entire book of business.
3. Acquiring business from new customers is six times more expensive than growing your revenue in an existing account
4. You are seven times more likely to win a deal in an existing customers than from a new account
5. We wrote the book on Account Planning in Salesforce. Oh, and yes, Salesforce uses our Dealmaker Smart Account Manager solution for their account planning.
Join us as we revisit the fundamentals of this surefire revenue growth strategy and share the insights we have gleaned since we first launched our book, Amazon #1 Bestseller Account Planning in Salesforce.
Revegy and Forrester, How to Drive Key Account GrowthRevegy, Inc.
Making sure that your most important customers increase their spending with your company is a crucial revenue strategy. But are your sales teams really building effective and executable plans for growing your key accounts? Are you leaving money on the table with your best opportunities for growth? Most companies are.
This webinar features guest Mark Lindwall of Forrester.
Reboarding the Sales Force: Leveraging Onboarding Principles to Keep Seasoned...QstreamInc
Enlightened sales organizations understand the need to invest in onboarding: a structured training and development effort to speed new hires up the learning curve. But given the incredible pace of change in today’s B2B sales environment, traditional onboarding is no longer enough. Sales enablement pros must find new approaches for optimizing salesforce performance and productivity throughout their tenure, essentially “reboarding” their sales teams as conditions demand. In this webcast, co-presented with the Sales Management Association, we explore the concept of “reboarding,” why it’s so critical for fast-growing enterprises, and share data-driven best practices for keeping both novice and veteran sales reps alike, engaged and ready to win.
RISE is the Best-in-Class B2B Sales Transformation Program aimed at making your B2B Sales Team the key source Competitive Advantage in your business.
RISE provides a complete framework to implement lean change and achieve sales alignment and transparency across your B2B sales organization
Winning Complex Sales With an Intentional StrategyRichardson
As the buying journey has become more complex, dynamic, and iterative, sales professionals often find themselves in a daily state of crisis — reacting to customer changes and competitor moves.
This presentation explores why sales professionals must not only engage in customer-centric activities that add real value, but they must also navigate and anticipate the constant changes taking place for their buyers and help lead them through the buying process.
This presentation will cover the following:
1. Understanding how and why the buying process has changed and the imperative this change has created for sales professional's to think and act differently to compete today
2. Recognizing and influencing the critical factors buyers consider today in every buying decision
3. Utilizing Richardson's Momentum Methodology to assess position, create the right intentional and proactive strategy to differentiate, and execute with precision to drive the sale to close
Improving CX with AI: Microsoft Case Study [SiriusDecisions Summit 2017]InsideView
In this case study, learn how Microsoft is applying deep AI-driven market intelligence through its applications to impact the different phases of its customers’ lifecycle
How Sales Organizations Can Prevail Against Economic HeadwindsRichardson
Tips for sales professionals to get ahead of the economic cycle. Sales leaders want long-term goals, incremental growth, greater responsibility, and less challenges. This SlideShare will help you accomplish these goals.
Webinar | Bridging the Buyer / Seller Credibility GapAltify
Here’s the problem …
Buyers tell us that most sales professionals (64%) don’t understand their business.
Many sellers say that the materials they get from marketing don’t help build credibility during the first sales call.
Marketing leaders suggest that maybe sellers don’t use the materials that they provide in the right way.
Here’s the result ...
Buyers get frustrated, and sellers lose deals.
This is not just a sales and marketing alignment problem; it is a customer alignment problem. How can we help salespeople connect their solutions with the customers’ business problems? Without that connection, sellers lack credibility and lose deals.
Join us as we will dig into this deal-killing issue.
We will show you how to accelerate the salesperson’s experience in the customer’s business, and share the most relevant insights and sales messages; advancing their credibility, and advancing the deal.
We will also demonstrate Dealmaker Align, part of our Smart Sales Transformation suite, and the solution for bridging the buyer / seller credibility gap and resolving the sales and marketing alignment problem.
Aligned to Achieve: How to Unite Your Teams into a Single Force for GrowthInsideView
Marketing and Sales teams are frustrated with each other. Aligning these two teams is an age-old problem, but companies must get their collective act together in order to survive today's evolved buyer-centric market.
Originally presented at Marketing Nation Summit 2017, this session is based on original research, content, and contributions from "Aligned to Achieve", a groundbreaking new book. The authors will discuss highlights of the book and give tips on how and why to get aligned. Want to know what misalignment is really costing you? Need practical advice on how to go after the problem? We’ll discuss real-world actions for improving your culture, processes, and technology, and you’ll learn the financial and strategic impact of getting alignment right.
Effective territory management will be one key to sales success in 2016. During this complimentary one-hour web seminar, Julie Thomas, President and CEO of ValueSelling Associates, will address how to overcome the challenges of territory management in order to increase sales results. Some of the things you'll learn include how to create an ideal customer profile, how to determine the activity level needed to support your revenue goals, and best practices to leverage resources and use social networking to prospect in your territory.
Sales and marketing strategy for 2018 is an overview of the different marketing coaching, consultancy and technical solutions on offer to help business owners with their small business marketing in planning their marketing strategy, in how to write a marketing plan, managing their lead generation system, and sales pipeline management with an integrated marketing solution and marketing webinar delivery platform to achieve their social media marketing plan objectives for 2018.
It also helps how to generate leads on linkedin and all aspects of your social media strategy in order to generate the results you want.
How Strategic Account Management helped a "small" Swiss company grow globallyDev Sharma
How Strategic Account Management helped a small Swiss company grow globally. A first-hand story for any SAM leader (or leader-to-be) that is starting to build a SAM program in a smaller business with high aspirations of growth.
Valkre and GE: Customer Collaboration and Value Creation in Strategic Account...Valkre
GE and Valkre share cases on how technology is enabling Strategic Account Managers to improve customer collaboration and value creation. Highlights include:
* Using technology as an enabler of collaboration to create differentiation and competitive advantage in the eyes of your customer
* Getting your internal organization and your customer on the same page regarding value created and delivered
* Digitizing value propositions as the key success factor
* Getting customer feedback that is actionable and data oriented and causes your organization to act
* Ensuring your internal organization understands and executes on customer challenges
Growing your business via strategic account management frameworkPiyush Poddar
This session will take you through our Account Management Practice and share some real-life case studies demonstrating how we hit target sales quota by 2-3x and achieved maximum strategic account objectives within the desired timeline.
We will look at various aspects of a successful Customer Account Management framework like
- Customer onboarding process
- Kickoff meetings
- Routine engagement health check-ins
- Invoicing and collections management
- Satisfaction surveys and testimonials management
- Complaint and grievances management
- Contract renewals and extensions.
- Opportunity exploration via researching client’s organisation, industry, seeking references, social media listening etc.
- Evangelizing client via social, digital marketing and event participations.
Consistent b-to-b account growth is often hindered by organizations creating barriers to cross-selling and up-selling. This white paper outlines the 3 critical components of Strategic Account Management (S.A.M.) Plans that high performing b-to-b organizations use to eliminate those barriers and excel at organic account growth.
Is your company having trouble driving more revenue from current clients?
Are you losing your current clients to competitors?
Watch this presentation to learn how to build B2B strategic account teams to generate 3X more revenue and profit than originally believed, within a short period of time.
Many small and medium sized enterprises [SME] owners already know what needs to be done to grow their business but lack the time and/or resources to bring about the necessary changes.
Others may simply be reluctant or restrained by tradition to make a shift.
Change is difficult.
This series attempts to help answer the question, "How will owners [like me] make the necessary changes to aggressively grow their business in 2014 — and beyond?”
Increasing your win rate could make a huge difference in beating your 2016 sales goals. Join Mike Schultz and Dave Boyce as they share key insights and surprising research about what you can do to achieve higher win rates, as well as which sales technologies enable greater sales goal achievement.
In this webinar you will learn:
-What separates top-performing sales organizations from the competition
-Which four questions you must answer to win the sale
-Which sales technologies can help you increase conversion rates and contract value
As businesses today are learning, complete and integrated data can yield far more value throughout the consumer journey, organizations looking to break through these data silos and are turning to RevOps (Revenue Operations), a game changer for customer lifecycle management and revenue growth.
In this SlideShare, Richardson discusses how your organization can implement an ongoing measurement approach that encompasses real-time collection of data rather than solely relying on the traditional approach of surveying “before and after.” The slides show you that a continuous feed of analytics creates data-driven insights for sales professionals, sales managers, and learning leaders about what’s working and where a course correction may be necessary.
growth_vs_scaling_how_to_achieve_it.pptxsarah david
growth and scaling both necessitate long-term thinking, close monitoring, and flexibility. Scaling is the process of improving an organization’s ability to meet rising demand while growth is the process of growing the firm itself. Sustainable growth and long-term success can be achieved when growth methods are combined with scaling endeavours.
Endeavor Management announces the launch of our Sales Excellence Practice. Partner with us to develop high performance sales professionals and customer focused environments.
Choosing the right performance metrics for your businessMorgan Rochofski
How do you evaluate business success? This presentation will show you how Financials, part of Sage Business Cloud, can help you evolve your performance metrics beyond traditional profitability margins and expense ratios, and consider key performance indicators that give you broader insight into the health of your business. Financials combines powerful accounting, robust analytics and accurate reporting to enable businesses to grow with confidence.
growth_vs_scaling_how_to_achieve_it.pdfsarah david
growth and scaling both necessitate long-term thinking, close monitoring, and flexibility. Scaling is the process of improving an organization’s ability to meet rising demand while growth is the process of growing the firm itself. Sustainable growth and long-term success can be achieved when growth methods are combined with scaling endeavours.
11 Sales Skills to Help You Cross the Finish LineRAIN Group
The RAIN Group Center for Sales Research's recent study of 1,004 sellers and sales managers uncovered 11 skills and behaviors that represent the largest skill gaps between Top Performers and The Rest. Double down on these skills to outpace your competition and cross the finish line first. **For higher image quality and access to the resource links, you must download the PDF.
13 Tips to Master Your Next Proposal PresentationRAIN Group
As one of the final steps to close a sale, the proposal presentation is essential to answering lingering questions, demonstrating impact, and connecting with decision makers.
Learn how to make the most of your proposal presentations and convince buyers to act.
Note: You must download the PDF to access the linked materials.
17 Tips to Take Your Prospecting Skills to the Next LevelRAIN Group
Successful prospecting means stronger pipelines, more qualified opportunities, and increased closes. In this presentation, we share 17 tips for taking your prospecting skills to the next level.
DON'T WANT TO SIGN UP? Get the PDF on the RAIN Group blog: https://www.rainsalestraining.com/blog/13-tips-for-email-prospecting-success. These 13 prospecting email tips will help you craft prospecting emails that stand out in buyers' inboxes, improve response rates, and ultimately secure more meetings.
How to Tackle the Top 8 Virtual Selling ChallengesRAIN Group
In Q2 2020, the RAIN Group Center for Sales Research surveyed 538 sellers and buyers on their virtual buying and selling experiences. That research revealed the top challenges sellers face as they transition to selling virtually.
Want to succeed in sales? Need a little extra motivation? Looking for inspiration and best practices?
You're in luck.
We've compiled 54 of our favorite sales quotes from RAIN Group's bestselling books, research reports, white papers, and award-winning blog that will inspire you and your sales team to reach top performance.
Defend Yourself Against Productivity DragonsRAIN Group
If you constantly find yourself distracted from your goals, The 9 Habits of Extreme Productivity will set you on the path to top performance, happiness, and job satisfaction. Slay your productivity-killing dragons with the tips in this infographic!
Fact vs. Fiction: The Sales Prospecting EditionRAIN Group
There's a lot of bad advice out there around sales prospecting. In this short deck, we break down five popular assumptions about sales prospecting and contrast them with facts from the RAIN Group Center for Sales Research.
30 Must-Know Sales Prospecting Stats InfographicRAIN Group
This infographic highlights 30 must-know stats from the RAIN Group Center for Sales Research's recent analysis of 488 B2B buyers and 489 sellers to determine what's working in prospecting today.
Most sales are won and lost based on one key factor: You. You hold the keys to your sales success. Competitors don’t win because their offerings are more impressive. They win because they deliver a superior sales experience. You can too. In this SlideShare, we share 9 ways—with data from the RAIN Group Center for Sales Research—you can crush your sales goals in 2018 and beyond.
5 Sales Skills to Differentiate Your TeamRAIN Group
In this infographic, we identify 5 sales skills sellers need to differentiate themselves from the competition and propel their success to the next level. To learn more, or to apply to join the RAIN Group Center for Sales Research, visit: http://www.rainsalestraining.com.
8 Tips for Beating Your Sales Goals in 2016RAIN Group
To learn how you can beat your sales goals in 2016 and unlock your sales force effectiveness, download our free white paper, Increase Win Rates and Beat Your Sales Goals in 2016, at www.raingroup.com/win.
For every negotiation you encounter, you'll find at least ten different pieces of advice telling you ten different ways to handle the situation.
But guess what? Negotiation advice isn't universal, and some is flat-out wrong.
In this new presentation, RAIN Group Presidents Mike Schultz and John Doerr highlight the 5 common pieces of advice that cause sellers to say and do the wrong things in negotiations, resulting in alienated buyers, damaged relationships, and lost deals.
You'll learn why each piece of advice is misleading, and what to do instead.
In Insight Selling: Surprising Research on What Sales Winners Do Differently, we reveal the results of our extensive analysis of over 700 B2B purchases from the buyer’s perspective.
In our research, we found that sales winners consistently exhibit behaviors on three levels:
1. Connect
2. Convince
3. Collaborate
In this infographic, we share the road to becoming an insight seller and what you need to do in each level to maximize your sales results.
And if you want to know more about our research and findings, be sure to pick up your copy of Insight Selling by bestselling authors Mike Schultz and John Doerr: http://bit.ly/1j5Cvil.