Upland
APRIL 20, 2023
How can effective account management help you defend and grow revenue? As you’ll see, lone wolf selling is quickly losing efficacy in a B2B business world that puts a premium on relationships. But that doesn’t mean the wolves aren’t still at your door. There are plenty of sellers out there waiting for the slightest chance to jump in and take your hard-earned relationships away from you.
Customer Think
APRIL 20, 2023
It’s Saturday morning, and you’re browsing online for shoes. The perfect pair catches your eye, and you click “buy.” Later that day, you decide the shoes would look great with pants you already own, but you need a shirt or sweater to pull the whole look together.
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Planview
APRIL 20, 2023
It only takes a few minutes talking to Paula Lina to see her passion. Paula is Planview’s Director of Value Engineering & RFXIS and leads the Force for Good initiative. With nearly two decades at Planview, Paula is passionate about the company, its people, and its impact for good. Let’s get to know Paula Lina. Explain your role at Planview and a few of your responsibilities.
Zendesk
APRIL 20, 2023
Despite the hype, AI isn’t here to replace your human agents. Quite the contrary, when human agents and AI join forces, they form a powerful CX team—one that builds on their strengths, while minimizing their weaknesses. Your agents shouldn’t be bogged down by the busy work. With AI in their corner, they can instead focus on the tasks that make a difference.
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.
The Center for Sales Strategy
APRIL 20, 2023
Ask any top seller who has been around for a while, and they’ll tell you that most people are not born and built for sales. It’s a tough field, and it requires a very specific set of talents. Think of your talents as your hardwiring. Your innate thoughts, feelings, and behaviors are set at a very young age, and once they are hard-wired, your knee-jerk responses remain pretty consistent over time.
Force Management
APRIL 20, 2023
Selling to C-level leaders is a crucial skill for your sales force if you want to grow your average deal size. Especially in today’s environment of economic uncertainty, big price tags are not getting approved without skillful execution of these conversations.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Nutshell
APRIL 20, 2023
We’re excited to announce that the Nutshell team has just launched the first of many product updates coming this spring—emails on lead timelines! This feature is now live in the Nutshell app and available to all customers, so you can better track emails to leads within Nutshell. Read on to learn more about how emails on lead timelines works and how you can use it to organize your timelines and improve productivity.
Customer Think
APRIL 20, 2023
Let’s start by stating the obvious: marketing exists to convince a potential user that a product solves a problem they have, whether it be a problem they know exists or not. This goal can oftentimes be lost among other tangential goals of marketing like brand awareness, sharing company updates, etc.
LinkedFusion
APRIL 20, 2023
Adopting automation in your business is the best way to et ready for the future. As a small business, you may feel that automation is optional. But processes get longer and more complicated as your business grows. For example, at the start of your business, you may pay just a handful of vendors monthly. A few years in, that number may expand to dozens of vendors expecting timely payment.
Customer Think
APRIL 20, 2023
An old boss said this to me once. He was pissed at my “continual complaining” about “so many issues”. That was his take on the matter. Mine was different. I was pissed off too. He refused to address the many nagging problems that my team had to deal wi.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
The Congruity Group
APRIL 20, 2023
Excerpt from “The Rarest Advantage – How to Co-Create Strategic Value to Retain and Expand Your Key Customer Accounts” by Betsy Westhafer and Tony Bodoh. Our client had a strategic account that was in jeopardy, yet they were woefully unaware. The challenges in the relationship that were being felt by this customer flew under the radar because overall, our client was thriving.
Customer Think
APRIL 20, 2023
Any decent competitive intelligence project starts with excellent questions. The quality of the questions influences the quality of the answers received. Defining questions is crucial to ensure that you get the information you need.
The Congruity Group
APRIL 20, 2023
Adapted from the book, “ProphetAbility – The Revealing Story of Why Companies Succeed, Fail, or Bounce Back” by Tony Bodoh and Betsy Westhafer. We hear through our paradigms. Test this within your own company by asking a cross-section of employees and leaders to read the same customer story and then tell you what the customer’s challenges were. Their answers will depend in part on: their role in the organization the KPIs that matter to their success their time horizon of reference their level of
DemandFarm
APRIL 20, 2023
The ability of a company to effectively manage and grow its strategic accounts directly impacts revenue generated from high-value customers. How does one manage key accounts and set up successful key account management processes ? In episode #7 of The Shift Podcast on Digital Key Account Management , Pavel Carballo (Director, Enterprise Sales Nordics at Databricks) and Dr.
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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.
The Congruity Group
APRIL 20, 2023
The importance of falling in love with your customer rather than your product With over 5.7 million views of Simon Sinek’s iconic YouTube video, “Start with Why – How Great Leaders Inspire Action,” there has become a louder conversation and more emphasis placed on the concept of understanding one’s “why” since the video first posted in 2009. Many have personal reasons for diving deep into the question of “What is my why?
ProlifIQ
APRIL 20, 2023
Figuring Out Your Funnel As a sales manager or director, one of your key responsibilities is to ensure that your sales team is spending most of their time on the qualified lead or leads they get. With limited time and resources, it’s important to focus on the leads that are most likely to close and generate revenue for your business. In this blog post, we’ll explore the concept of sales qualified leads (SQLs), sales accepted leads (SALs), and marketing qualified leads (MQLs), and dis
The Congruity Group
APRIL 20, 2023
Reprinted from “ProphetAbility – The Revealing Story of Why Companies Succeed, Fail, or Bounce Back” by Betsy Westhafer and Tony Bodoh In their book, The Experience Economy, Pine and Gilmore state that in reality, the customer is the product. Think it about it like this: Say you take a piece of wood and put it into a factory. There it can become a desk, a chair, a table, a shelf or a multitude of other products.
Customer Think
APRIL 20, 2023
In the age of digital communication, it’s crucial for businesses to maintain a strong customer service presence. Interactive Voice Response (IVR) systems have long been used to streamline call center operations, but their limitations often lead to customer frustration.
Advertiser: ZoomInfo
In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
The Congruity Group
APRIL 20, 2023
If you are new to the concept of an advisory board, or if launching a board is on your radar but you’re not clear on the exact value you will receive, take a few minutes to rate yourself/your company on the following. On a scale of 1-5, with 5 being best: Our company has a solid process for confirming that our strategic initiatives are on point. I am confident that we understand the current and future priorities/needs of our key customers.
Zendesk
APRIL 20, 2023
It’s Zendesk Relate season, arguably our most exciting time of year. Please join us May 10 for our flagship conference, where we’ll unpack all things CX, including our new OpenAI integration and the future of Zendesk AI. And if you’re in the San Francisco Bay Area and can join us in person , we have a full day of programming, including three cornerstone keynotes: Opening keynote Our opening keynote will be broadcast five times over the course of 24 hours to connect with our global community.
The Congruity Group
APRIL 20, 2023
What’s at Stake? When you think about your organizational assets, what immediately comes to mind? Your inventory? Your capital equipment? Your office building? Yes, of course. Those are all things that you can easily quantify, but what about your “intangible assets?” Your employees? Your customers? Your suppliers? When you think about the true value of your company, are you putting as much focus on your intangible assets as you do the tangible ones?
Customer Think
APRIL 20, 2023
April 18, 2023 Add to rss feed People are talking and.
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.
Farland Group
APRIL 20, 2023
Content marketing continues to be a growing area of investment for marketers but building content that really matters and has impact can be challenging. While most of the companies we work with are not struggling to create content, they do struggle with creating content that connects with prospects and customers. Enter, your customer advocates. Your clients and customer advocates can help you build content that connects with your target audience.
SmartKarrot
APRIL 20, 2023
Role: Customer Success Manager Location: London, England, United Kingdom (Remote) Organization: Lakeside Software As a Customer Success Manager, you’ll take ownership of customer connections and serving as the main point of contact entail regular communication, in-person visits, and adherence to the designated book of business. Establish a proactive partnership and consultative connection with the customer account executive, concentrating on actionable insights and generating beneficial bu
SmartKarrot
APRIL 20, 2023
Considering the heavy competition and the evolving business environments, it has become more important than ever to put customer success on the pinnacle. As we keep iterating, ‘customer satisfaction is at the heart of any successful enterprise’, and with a robust customer success strategy, businesses will be able to achieve long-term growth and profitability.
SmartKarrot
APRIL 20, 2023
In today’s fast-paced business world, staying ahead of the competition is crucial. To do so, companies need to leverage every advantage they can get their hands on. One often overlooked source of valuable information is phone calls – a vital communication channel for businesses of all sizes. Call intelligence has been around for some time, but it’s still surprising how only a few organizations take full advantage of this powerful toolset.
Advertiser: ZoomInfo
Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.
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