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Conversation skills book review 4: The First Minute (How to start conversations that get results) by Chris Fenning

Red Star Kim

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.

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Key Account Management KPIs: The Good, The Bad & The Ugly

Account Manager Tips

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.

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The Impact of Leadership on Sales Talent Retention

The Center for Sales Strategy

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.

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29 Types of Trigger Events and How to Track Them

Hubspot Sales

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

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How to Stay Competitive in the Evolving State of Martech

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

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How Qualification is a Priority for Leaders Today

Force Management

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.

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Stop Fire Fighting: How to Be a Proactive Account Manager

Account Manager Tips

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

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Implementing Sales Performance Measures

The Center for Sales Strategy

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.

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The Best 10 Conversational AI for Sales

Hubspot Sales

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.

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Revolutionize The Customer Experience With Sales And Marketing Alignment

Sales Gravy

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.

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Shifting from Compliance to Commitment: Leadership Excellence with CEO Mark Parrish

Kainexus

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.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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Planning to capture the full potential of your existing customer base

SBI Growth

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.

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Should I Use an Industrial-Specific CRM or a General-Purpose One?

Nutshell

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.

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4 Differences Between Sales Coaching and Feedback

Hubspot Sales

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.

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Unleashing the Power of Customer Data Platforms (CDPs) and AI: A Game-Changer for Modern Marketing

Customer Think

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.

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How to Leverage Intent Data for Better Outcomes

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.

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Why Winter Is the Perfect Time for Business Coaching and Shifting Company Culture

The Great Game of Business

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.

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The Guide to Process Improvement Methodologies | KaiNexus

Kainexus

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.

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How to Manage a Sales Pipeline for an Industrial Company

Nutshell

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.

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7 Mundane Sales Tasks You Can Skip with AI [& How to Do It]

Hubspot Sales

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.

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Negotiate Larger Deals More Quickly

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.

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Under The Heat: CEOs Struggling With Strategy Execution

Customer Think

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.

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Improving operations through customer-centricity with Wine.com’s Addie Wallace

Zendesk

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.

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AI Has Taken the Boardroom by Storm. Here’s What You Must Know.

Planview

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.

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Software for Industrial Companies: What’s in Your Tech Stack?

Nutshell

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.

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The 2023 Supply Chain Crystal Ball: Challenges and Solutions

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.

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The Best 10 CRM Software for Small Business

Hubspot Sales

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.

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How to Thrill Investors with Your Chief Customer Officer Leadership Playbook

Customer Think

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?

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Let’s End This Year Strong!

SOAR Performance Group

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.

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Achieve Sales Excellence with the Right Sales Methodology

Revegy

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.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.

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Finding the Right Starting Point for AI in Sales

SBI Growth

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?

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Envisio at the 2023 ICMA Conference

Envisio

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!

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[Book Review] A First-Rate Guide to the Power of Choice Architecture

Customer Think

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.

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A SAM Journey & COE Keynote

Cosawi

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.

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Contact vs. Company Intent Signal Data

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.