The Shift Podcast on Digital Key Account Management: Andrew Collings, Head of Enterprise at Gearset
When working with large businesses and going outbound, being deliberate about the planned approach provides structure to your organization’s interactions. Recently B2B selling has almost completely turned digital. With ever-growing, larger buying groups in this digital age of B2B selling, what are some factors that go into it; challenges encountered and benefits gained? In the […]
Ideal Digital Account Planning Tool: A Checklist
How to Select the Ideal Digital Account Planning Tool This checklist contains 9 key factors that go into an ideal digital account planning tool. This includes leveraging CRM, real-time reviews, visual representation of white spaces, relationship intelligence, account intelligence and much more.
The Need to Spearhead Change in Digital Key Account Management
As Key Account Management practices head towards a virtual direction, technology takes the center stage. Account Managers and Sales Leaders have to accommodate changing customer trends and expectations. DemandFarm’s Dr. Karthik Nagendra – Chief Marketing Officer had a one-on-one conversation with Jennifer Smith-Byers – VP Client Services, from TaskUs on the journey to Digital Key […]
Key Account Management Plan Template
Key Account Management Plan As the saying goes, ‘failing to plan is planning to fail’. This could not be more true when it comes to Key Account Management. Creating and maintaining a Key Account Management plan can be critical to the success of your business. After all, your key accounts are the customers that bring […]
Key Account Management in CRM
Key Account Management in CRM If you’re like most businesses, your customer relationship management (CRM) system is the backbone of your sales process. It’s where you track your leads, deals, and customer data. But what happens when you start to scale your business and land bigger customers? Suddenly, your CRM doesn’t seem so robust. In […]
Building and Sustaining a High-Trust, High-Performance Culture™
The Great Place to Work® Assessment is considered a ‘Gold Standard’ in workplace Culture assessment. Since 1992, they have surveyed more than 100 million employees worldwide and used those deep insights to define what makes a great workplace. Our company has earned this recognition based on a rigorous assessment independently conducted by Great Place to Work® […]
The Shift Podcast on Digital Key Account Management: Ethan Trifari, Director at CapTech Ventures, Inc
The digital world is now more connected than ever to every action and transaction in our daily lives. In this new world, the priority for companies lies in creating and implementing a digital account strategy that can be utilized to grow. In the fourth episode of The Shift Podcast on Digital Key Account Management, […]
Everything About White Space Opportunities
What are White Space Opportunities? It is now widely known and accepted that selling to an existing customer costs less. You spend less time, less effort, and fewer resources. With the disruption that the COVID-19 pandemic caused in all spheres of life, major changes had to be made. This has greatly affected the selling process […]
When Sellers Become Trusted Advisors!
Frederick Reichheld of Bain & Company researched on prescription for cutting costs and discovered that increasing customer retention rates by as little as 5% can reflect an increase in profits by 25% to 95%. Traditional sales enablement involved ‘enabling’ sales teams with the right information at the right time to make the right selling decisions […]
From Sales Methodologies to Sales Insights – New Perspectives
Global sales expert Matt Dixon has one important thought to share with all of us. There is an evolution in sales happening right now and it begins with insight selling. Traditionally, Sales Methodologies have dictated how companies approached customers. A set of guiding principles on how to behave during and in-between different sales stages have […]