Red Star Kim

SEPTEMBER 20, 2023

This is a slightly different conversation book to those I reviewed previously (see list below). The first two focused on starting a conversation in a networking situation. The third focused on conversations between leaders and their people. This book – published in 2020 – is also focused on internal conversations at work. Normal, everyday work topics.

Communication 147

Communication Meetings Decision-making Management 147

Account Manager Tips

SEPTEMBER 19, 2023

Are your key account management KPIs helping or hurting performance? Learn how to develop strategic metrics to improve customer retention, increase revenue, and drive growth.

Key Account Management 127

Key Account Management Account Management Management 127

The Center for Sales Strategy

SEPTEMBER 20, 2023

The role you play as a leader in the retention of your salespeople has a huge impact on your business. The more you develop yourself as a leader, the greater influence you have on keeping the team you built in place. This is important because when your salespeople stay, your organization has the ability to retain customers and maintain a loyal customer base, which leads to your success.

Leadership 93

Leadership Sales Organization 93

Hubspot Sales

SEPTEMBER 18, 2023

Timing is everything in sales. That is why recognizing trigger events is key to being successful. Getting this crucial step wrong can mean the difference between closing the deal or being rejected. In this article, we’ll cover what a trigger event is, why they’re important and provide examples you can apply to your own sales strategy. Skip to: Trigger Event Definition Importance of Trigger Events Tracking Trigger Events Trigger Event Examples Sometimes called a “buy signal,” a sales trigger even

Sales 105

Sales Media Organization Leadership 105

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

B2B

Force Management

SEPTEMBER 14, 2023

It’s no secret selling in the B2B SaaS market got a little harder over the past several quarters. Now more than ever, organizations are looking for ways to gain an edge, keep pipelines healthy, and identify which prospects are most likely to land.

B2B 103

B2B Organization Marketing Negotiation 103

Account Manager Tips

SEPTEMBER 15, 2023

Trapped in reactive account management? Get tips to be proactive and transform client relationships, unlock sales opportunities and gain strategic partner status.

Account Management 113

Account Management Client Relationships Management Sales 113

The Center for Sales Strategy

SEPTEMBER 18, 2023

Implementing the right sales performance measures is crucial for success. While there is little doubt in the minds of sales leaders that measurement is important to drive results with their salespeople, I often find the focus is too wide or shifts based on any change. In other words, tracking everything doesn’t help you to see what is truly impactful, and improvement in performance only comes when you measure the same performance measures over time.

Sales 93

Sales 93

Hubspot Sales

SEPTEMBER 20, 2023

The right words don’t always come easy. It can even take hours to put an email together. Thankfully, there’s AI for that. Conversational AI for sales teams can eliminate a lot of repetitive tasks such as follow-up emails and customer queries and even generate sales collateral. Operationally, conversational AI speeds up processes within tools like your CRM or CMS, makes reporting easier, decision-making more effective, and so much more.

Sales 84

Sales Artificial Intelligence CRM Prioritization 84

Sales Gravy

SEPTEMBER 16, 2023

Delivering A Next-Level Customer Experience In this Sales Gravy Podcast, Jeb Blount talks to Clare Dorrian, SugarCRM's CMO, about putting people first, building human connections, and prioritizing the customer experience in a saturated market. Clare shares expert insights on outbound prospecting, multi-channel engagement, and building a strong sales culture.

Customer Experience 87

Customer Experience Sales Marketing Prioritization 87

Kainexus

SEPTEMBER 19, 2023

Here is a summary of the webinar presentation by Mark Parrish titled " Building Cultures of Commitment. " In the webinar, Mark gave a 20-minute presentation that was followed by a robust Q&A period for the rest of the hour. View the entire webinar here.

Leadership 77

Leadership 77

Advertisement

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Meetings

SBI Growth

SEPTEMBER 18, 2023

For many companies, customer marketing remains an untapped driver of growth , yet it is often overlooked in favor of new logo acquisitions. But companies are experiencing higher operating costs in today’s market , with longer sales cycles caused more conservative buying behavior and increased decision scrutiny , which is more apparent when selling to new customers.

Acquisition 71

Acquisition Sales Marketing 71

Nutshell

SEPTEMBER 20, 2023

You’re probably aware that your business needs a customer relationship management (CRM) platform. It’s an essential tool for gathering, storing, organizing, and analyzing data about your customers, which allows you to reoptimize your marketing and sales efforts to better reach prospects. The question, though, is what kind of CRM you should get. There are plenty of different options, and it can take time to figure out the right one.

CRM 62

CRM Supply Chain Manufacturing Sales 62

Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. This approach was characterized by comments like, “I think you're doing a great job, but.” Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Instead, it left them with the lingering thought that their manager perceived them as a poor performer.

Sales 102

Sales Sales Management Procurement Negotiation 102

Customer Think

SEPTEMBER 18, 2023

For some unknown reason, my last three presentations all started as headlines (two created by someone else) which I then then wrote a speech to match. This isn’t my usual way of working. It does add a little suspense to the writing process – can I de.

Marketing 75

Marketing 75

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.

Sales

The Great Game of Business

SEPTEMBER 20, 2023

You’re reading this in early September when the winter holidays are still around three months away. But if you’re an e-commerce or B2C company, you need to start thinking about the holidays in August at the latest because, if the winter holiday season is the key to your success, planning is everything.

B2C 65

B2C 65

Kainexus

SEPTEMBER 14, 2023

According to a study conducted by the International Quality and Productivity Center (IQPC), businesses that prioritize process improvement experience an average of 20% increase in operational efficiency within the first year of implementation. Over five years, these organizations typically see a 40% reduction in production defects, a 30% decrease in operational costs, and a 25% boost in customer satisfaction.

Profitability 83

Profitability Prioritization Organization 83

Nutshell

SEPTEMBER 18, 2023

When you’re running a business, no matter which industry it’s in, the endgame is always sales and revenue. Ultimately, your company’s success is measured by how many sales you drive and how great your return on investment (ROI) is. Given that reality, it’s not surprising that a company’s sales pipeline is one of the most important things it can focus on.

Sales 62

Sales Management CRM Prioritization 62

Hubspot Sales

SEPTEMBER 19, 2023

McKinsey Institute reports that one-fifth of sales functions could be automated with artificial intelligence (AI). Before you close this tab to panic-update your resume, wait till you hear which fifth: writing cold emails, entering call notes in your CRM, and scheduling calls. If these tasks make you groan inside (or out loud), you aren’t alone. Sales pros spend hours a day on manual and administrative tasks.

Sales 76

Sales CRM Artificial Intelligence Meetings 76

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.

Negotiation

Customer Think

SEPTEMBER 16, 2023

As a CEO, the weight of the world rests on your shoulders. The pressure to generate growth, meet stakeholders’ expectations, and deliver outstanding results can be overwhelming. In the pursuit of success, effective strategy execution has become more critical than ever before.

Stakeholders 105

Stakeholders Meetings Leadership 105

Zendesk

SEPTEMBER 20, 2023

If you’ve ever stepped into a store with a large selection of wine, it can be a bit overwhelming. Perhaps you have some knowledge about varietals and terroir, even know a few names of prominent vintners; even armed with that knowledge, it’s easy to freeze from indecision. That experience can be just as challenging online, which is why Wine.com places great value on delivering a stellar, personalized customer experience.

Customer Experience 59

Customer Experience 59

Planview

SEPTEMBER 19, 2023

Pallab Chatterjee, Ph.D., is an internationally recognized high-tech executive with decades of experience in corporate general management, governance, strategy, technology, and operations. Dr. Chatterjee Is currently chairman of 3 Lines VC, a boutique venture capitalist firm specializing in investments in AI-focused companies in the US and India. He also serves as a Planview Executive Advisor.

Digital Transformation 59

Digital Transformation Digitalization Banking Organization 59

Nutshell

SEPTEMBER 15, 2023

As technology has evolved over the years, so has the business world. In fact, business practices are often propelled by specific digital tools. For that reason, you may be looking to gather some of those tools together for your own company. The question, though, is this: Which tools should you use? There are a lot of business tools out there, but you don’t want to spend more on those tools than you have to.

Software 62

Software Software CRM Manufacturing 62

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.

Supply Chain

Hubspot Sales

SEPTEMBER 15, 2023

As a small business owner, you toggle between marketing, sales, operations, and customer service daily — and sometimes within the same hour. To serve your customers without dropping the ball, you need a tool to help you track and manage all of your relationships. What you need is customer relationship management (CRM) software. If you think a CRM is an expensive tool only for large businesses, think again.

Small Business 87

Small Business CRM Software Software 87

Customer Think

SEPTEMBER 19, 2023

Everyone believes employee experience (EX) and customer experience (CX) are symbiotic: one affects the other continually. Hmmm. Is this how your CEO has setup the senior leadership team? Does the Chief Customer Officer coordinate employee experience with customer experience? Does your Chief Human Resources Officer coordinate customer experience with employee experience?

Leadership 64

Leadership Investors Customer Experience 64

SOAR Performance Group

SEPTEMBER 18, 2023

The SOAR Report Fall 2023 Included in this newsletter are our top resources our top resources for a strong finish in Q4: Finish Strong/Start Fast Index to measure your […] The post Let’s End This Year Strong! appeared first on SOAR Performance Group.

Account Management 59

Account Management Sales Leadership Sales Leadership 59

Revegy

SEPTEMBER 18, 2023

A staggering 60% of customers say no to sales reps at least four times before finally saying yes. Surprisingly, almost 48% of salespeople miss out on the “yes” because they do not follow up. Yikes! Moreover, as buyers research online and become increasingly well-informed about the abundance of product and service options available, engaging with […] The post Achieve Sales Excellence with the Right Sales Methodology appeared first on Revegy.

Sales 59

Sales Account Planning Account Growth Account Management 59

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.

Marketing

SBI Growth

SEPTEMBER 20, 2023

The present state of artificial intelligence (AI) development and the proliferation of use cases for this technology has gotten the whole world talking. Now that the conversation has reached sales, this raises the big question in the minds of every top sales leader: “How should we be thinking about AI? Are there ways we can use this technology to improve sales and sales effectiveness?

Artificial Intelligence 62

Artificial Intelligence Sales Marketing 62

Envisio

SEPTEMBER 20, 2023

The 2023 ICMA Annual Conference is almost here! Taking place in Austin, Texas, from September 30th to October 4th, 2023, this event offers exceptional opportunities for leadership development, professional growth, networking, and top-notch programming that you definitely won’t want to overlook! Let’s dive into what you can expect from the conference: where you can find Envisio (and friends!

e-Learning 52

e-Learning Government Leadership Meetings 52

Customer Think

SEPTEMBER 20, 2023

Source: Penguin Random House LLCOver the past several decades, psychologists and other behavioral scientists have conducted thousands of research studies examining various aspects of human decision-making. Thanks to this research, we now know tha.

Decision-making 59

Decision-making Digitalization Marketing 59

Cosawi

SEPTEMBER 20, 2023

A center of excellence is a critical success factor in any Strategic account management journey. Listen to a keynote from Dominique’s corporate time where she shares her journey in different organization and her learning. Key NOTE Strategic account management organization conference READ MORE The post A SAM Journey & COE Keynote appeared first on Cosawi.

Account Management 52

Account Management Organization Management 52

Advertisement

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.

B2B