Account Manager Tips
APRIL 11, 2024
Ever feel like a fraud as a key account manager? You're not alone. Get help with this guide to conquering imposter syndrome and banishing self-doubt for good.
Customer Think
APRIL 10, 2024
It is both intriguing and worrisome that our attention span has diminished to just eight seconds, which is even shorter than that of a goldfish. Over the past two decades, we’ve seen a 30% decline in our ability to focus. In our fast-moving world, advertisements hold our attention for merely 1.
The Center for Sales Strategy
APRIL 10, 2024
In the “old days” (5 years ago), hiring a new employee meant meeting them in person, shaking their hand, and conducting a live interview. Today, that’s not always possible. For many, remote and hybrid models are becoming the norm, which means leaders must adapt their recruitment strategies to meet the unique challenges and opportunities these environments present.
FinListics Solutions
APRIL 10, 2024
The initial meeting with a potential client is your opening act, and as with any performance, preparation is key. But how do you prepare for a meeting that's not just good, but great? It begins with a deep understanding of the client's business and financial landscape.
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.
Account Manager Tips
APRIL 11, 2024
Hey there, fellow Key Account Manager! I want to let you in on a secret. Even the most successful people in our field have moments where they feel they’re not good enough. It’s called imposter syndrome and it can hit you like a ton of bricks when you least expect it. I know from personal experience.
Customer Think
APRIL 10, 2024
The lead generation experts at NetLine just released their “2024 State of B2B Content Consumption & Demand Report,” a meaty 38-page guide based on data from more than 6 million content registrations.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Vantage Partners
APRIL 12, 2024
Driving revenue and margin growth in the fast-moving IT Services market requires providers to harness the right mix of talent, industry and technical expertise, and intimate client knowledge. Add to that a fine-tuned set of internal processes and expert approaches to negotiation and competitive intelligence. All these factors must come together to deliver value and innovation to clients, which translates to increased loyalty, revenue, and profitability.
Account Manager Tips
APRIL 10, 2024
Simplify your key account management with our quick 7-step one page key account plan template. Designed for maximum impact without the time sink!
Brooks Group
APRIL 9, 2024
Finance, operations, and management, oh my! The B2B buying journey is getting longer and more complex. The average B2B buying committee size is now seven , but groups as large as 20 are not unheard of. Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group.
Kainexus
APRIL 12, 2024
We are often asked if continuous improvement and operational excellence are the same. They are not, but they are closely related. Continuous improvement involves constantly improving your business processes to reduce waste, cut costs, improve quality, and maximize human potential. It focuses on making each existing process perfect. Operational excellence goes further.
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
Customer Think
APRIL 8, 2024
As customers become more informed, businesses must shift from selling to enhancing customer experience. This needs quality offerings and the ability to provide seamless, personalized experiences. This is where sales enablement comes into play.
SBI Growth
APRIL 12, 2024
Marketing is an integral part of any successful go-to-market model, yet they are typically the most misunderstood, with many relegating them to the role of cost-center. What roles do they play in a B2B environment, and how can leaders transform marketing into a key revenue driver for their organization?
Brooks Group
APRIL 10, 2024
In baseball, “keep your eye on the ball” means watch where the ball is at all times. In sales, it means staying focused. But it’s tough. In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving.
Kainexus
APRIL 9, 2024
Leaders who want to develop a culture of rapid continuous improvement have many tools at their disposal. So many that it can be challenging to keep them all in mind when deciding how to execute an opportunity for improvement or address a difficult challenge. Most organizations don't use all of these techniques simultaneously, but each can be remarkably effective when applied to the right situation.
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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.
Customer Think
APRIL 10, 2024
There’s been so much written extolling the uses of AI. Certainly, it’s exciting – filled with possibility and mystery, similar to the early days of the World Wide Web.
SBI Growth
APRIL 11, 2024
Buyers today face a lack of consistency: from rapidly shifting priorities to uncertain regulatory environments, every step in the purchasing journey is plagued with second-guessing and hesitation. The main issue for commercial teams? Reset buying, where just as everyone in the buyer decision team gets agreement, changes happen and reset the progress that sellers have made thus far.
ProlifIQ
APRIL 12, 2024
Upsell & Cross-Sell From Your CRM Implementing effective cross-selling and upselling strategies can provide tremendous benefits for growing your business revenue and building customer loyalty. By offering customers additional products or services that complement their original purchases, you can increase the revenue earned per customer, improve customer lifetime value, drive higher profit margins, and strengthen customer relationships.
Sales Management Plus -- SMP
APRIL 11, 2024
The most common determination of enterprise value in wholesale and durable goods distribution is a long-term track record of profit and sales growth. Shareholders, financing partners and potential acquirers of your business see through short-term strategies to boost profits. You cannot cut your way to real value. What makes your company attractive and valuable is proof of a reliable system for driving profit through sales growth.
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.
Customer Think
APRIL 12, 2024
Like everyone else in the world right now, I’m finding ways to use AI, the latest greatest shiny object. One of the more impressive types of AI generative tools are those that create sophisticated graphics on demand.
SBI Growth
APRIL 8, 2024
Prospecting has evolved as automation has made creating, sending, and tracking multi-email sequences to prospects easy. Unfortunately, while sales enablement technology has dramatically increased the volume of prospecting emails you can send, it hasn't improved their effectiveness. Here is how you can increase your email prospecting odds using the HERO framework.
NG Data
APRIL 11, 2024
Personalized experiences drive sales. The four P's (product, price, place, and promotion) and the three P's (process, physical evidence, and people) are necessary building blocks of marketing that should be adapted to the latest technological innovations. Understanding the customer brief is crucial to avoid misalignment between the campaign created and the customer brief.
Strategic Communications
APRIL 11, 2024
I tend to be passionate about some odd things (I can tell by the way people look at me sometimes…) One of the things I’ve been passionate about for a number of years is effective branding. It’s an issue that I find that many people—even very smart business people and sometimes even extremely smart communication professionals, don’t really fully understand.
What if there was a better method of changing the conversation with your customer from delivering pricing to delivering value solutions? A method that would help keep you in control, manage the uncertainty, and close larger deals more quickly for you and your company? There is.
Customer Think
APRIL 12, 2024
Can a retailer’s loyalty program drive customer loyalty and become a source of revenue? Some retailers and grocers are already leveraging the idea of augmenting a loyalty program with a paid membership, and, by the numbers, they have very good reason for doing so.
SBI Growth
APRIL 12, 2024
If you sell for a living, hearing “no” is a part of your career. This is particularly true in prospecting, where prospects offer all types of resistance. However, this resistance typically doesn’t indicate that the prospect is interested in your solution. With these six effective sales prospecting tactics, you can manage common forms of prospecting resistance and book more appointments.
NG Data
APRIL 11, 2024
The US experienced major bank failures last year, driving the need for regulatory responses. To reduce the risk of destabilizing bank runs, Brookings recommends strengthening liquidity regulations and modifying the Liquidity Coverage Ratio. The banking industry has changed significantly over the past 25 years, with traditional banks delivering less credit to nonfinancial corporations.
Insightly
APRIL 10, 2024
Depending on where you live, it’s either Spring or Fall, but either means mild weather and opportunities for outdoor fun. As you’re out and about, you may want to use that time to improve your go-to-market knowledge and stay up to date on the latest trends. This season, take Closing Time with you. Closing Time is the podcast and YouTube Show designed for go-to-market leaders.
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.
Customer Think
APRIL 8, 2024
Generative AI models are quickly making their way into call center operations. And it makes sense. Their ability to enhance customer interactions, streamline processes, and glean deeper insights into customer behavior are an attractive proposition for the industry.
Aepiphanni
APRIL 10, 2024
Strategies to support rapid business growth, from flexible resource allocation to global expansion tactics. Business leaders must design operations for resilience despite inevitable shifts.
NG Data
APRIL 11, 2024
Community banks are locally owned and operated and provide small business loans, agricultural loans, and commercial loans. They focus on personal relationships with customers, keep up with technology, and are more flexible than larger banks. The COVID-19 pandemic accelerated the adoption of online banking, which community banks have embraced. They are active locally and often participate in community initiatives.
QYMATIX
APRIL 8, 2024
AI-based predictive sales analytics and ERP data mining: technologies that help wholesale distributors increase margins, stay competitive, and reduce costs. B2B wholesalers face the challenge of keeping up with current market dynamics and acting with foresight. Enter AI-based predictive analytics and ERP data mining. How can applications of these technologies help wholesale distributors?
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Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.
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