Account Manager Tips

APRIL 21, 2024

Is inadequate software failing your team? Learn how to strategically evaluate, select, and implement tools that empower your key account managers to succeed.

Key Account Management 130

Key Account Management Account Management Management Software 130

The Center for Sales Strategy

APRIL 24, 2024

For as long as sellers have been selling, managers have tracked their activity. Over time, we've improved the tools we use to track that activity, from call sheets to spreadsheets to CRM. But if all we do is capture the data and not study the data, what's the point? After all, the value is not simply in seeing how much activity we have but in understanding the trends within that data to help salespeople improve.

Sales 75

Sales CRM Management 75

The Center for Sales Strategy

APRIL 22, 2024

Getting the first appointment with a qualified decision-maker of a target prospect can be one of the most challenging aspects of B2B selling. The ability to set appointments efficiently can make or break a business's success. The good news is that today, sales professionals have access to a plethora of tools and resources designed to streamline the appointment-setting process.

Decision-making 100

Decision-making B2B Sales 100

Customer Think

APRIL 19, 2024

According to Forrester Research, in 2023, for the second year in a row, the quality of customer experience among U.S. brands declined. In addition, the Average American Customer Satisfaction Index (ACSI) was 77 (a C+ grade) in 2023 and has been hovering in the mid-70s for years. What’s the missing link?

Customer Experience 104

Customer Experience 104

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.

Nutshell

APRIL 22, 2024

If you use forms on your website, you may get a few spammy submissions that distract your sales team and clog your pipelines. Protecting your forms from spammers is important for boosting team productivity and maintaining clean customer data. Introducing new Nutshell forms spam prevention features! Now Nutshell will handle spam prevention for you, so you can keep fake form submissions out of your CRM.

CRM 71

CRM Sales Management 71

SBI Growth

APRIL 22, 2024

Gone are the days of endless cold calls and the limitations of geographic reach. Virtual prospecting unlocks a world of potential customers eager to connect online, but with so much competition, it poses a question: How do you make your message stand out? Let’s dive into five powerful virtual prospecting strategies to transform your outreach and propel you ahead of the competition.

Sales 71

Sales 71

Force Management

APRIL 18, 2024

Top sales teams differentiate themselves with a proven system for finding and attracting elite talent. But landing strong candidates is only the first step in the journey. The best organizations know how to retain sellers with the most potential and ensure they’re positioned to perform and excel as they advance up the ranks. Making the move from sales rep to manager is a common career pathway.

Management 84

Management Sales Management Organization Sales 84

Nutshell

APRIL 18, 2024

Your customer data is the key to understanding your customers better so you can improve your marketing, sales, customer experience, and more. However, when your data is scattered across various platforms, you can’t harness its full potential. That’s where a single customer view, or SCV, comes in. An SCV consolidates your scattered customer data into one location so you can better understand your customers and use your data in meaningful ways.

Government 77

Government CRM Decision-making Customer Experience 77

Customer Think

APRIL 23, 2024

I originally wrote today’s post for GetFeedback. This is an updated version of that article from July 2020. What customers are seeing and experiencing vs. what brands are saying can often be in conflict. The gap between Marketing and Customer Experience (CX) teams is largely responsible for that.

Customer Experience 65

Customer Experience Marketing Digitalization 65

Account Manager Tips

APRIL 20, 2024

What are the 12 Tenets of Account Management? Phil Bourne shares his set of guiding principles you need to know to find success as a key account manager.

Account Management 100

Account Management Key Account Management Management 100

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

The Center for Sales Strategy

APRIL 18, 2024

We're tackling a crucial aspect of sales that's as important as your morning coffee: sealing more deals. To close more opportunities, it's critical that we limit or completely remove as many objections during the presentation as possible. One way to do that is to remove the surprises. Surprises are great for a birthday party, but they can be devastating during a business meeting.

Meetings 97

Meetings Sales 97

Kainexus

APRIL 17, 2024

Transformation in healthcare involves integrating technology to improve patient care, streamline administrative processes, and enhance overall efficiency within the healthcare system. Operational decisions are crucial in healthcare by determining resource allocation, staffing levels, and workflow management, ultimately improving patient outcomes and organizational performance.

Healthcare 81

Healthcare Decision-making Management 81

SBI Growth

APRIL 24, 2024

CEOs anticipate growth, confident in their strategies to meet demand. However, many are dissatisfied with Go-to-Market teams executing those growth plans.

Meetings 62

Meetings Marketing Leadership 62

Nutshell

APRIL 22, 2024

Love Nutshell’s ability to send templated sales emails to your prospects and customers so you can type less and sell more? Want to be able to use email templates right from your email inbox? Introducing Email Booster, the second half of Nutshell’s Revenue Booster add-on ! Email Booster helps you send and customize Nutshell email templates from Gmail, ensuring Nutshell works where you do.

CRM 62

CRM Communication Software Software 62

Advertisement

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.

Meetings

Customer Think

APRIL 23, 2024

Businesses have access to more customer data today than ever before. However, this abundance of information comes with increased customer scrutiny—customers are increasingly, and justifiably, opinionated about how their data is used, especially with the growing adoption of AI.

Digitalization 59

Digitalization Marketing 59

The Center for Sales Strategy

APRIL 23, 2024

Referrals are the lifeblood of sales success. They are the ultimate "social proof" because people trust friends and influencers more than any advertisement delivered by the brand. A referral is someone who has a personal reason to check out your brand and who approaches your products or services with a positive-leaning curiosity. They may even be a pre-qualified lead if the referral itself was based on personal knowledge.

Advertising 68

Advertising Sales 68

Kainexus

APRIL 18, 2024

In today's fast-paced environment, Lean transformation emerges as a strategic approach to streamline processes, optimize resources, and drive continuous improvement while embracing technologies. Combining Lean methodology principles with innovation, Lean transformation emphasizes efficiency, agility, and customer-centricity. Maximizing return on investment (ROI) in transformation is paramount as organizations seek to justify investments, prioritize initiatives, and ensure sustainable growth.

Prioritization 78

Prioritization Innovation Organization Software 78

Brooks Group

APRIL 18, 2024

Storytelling in sales is a skill. When used correctly, it can be an incredibly powerful way to convince your prospects of the value of your solution. As humans, it’s in our nature to be drawn to stories. A good story grabs our attention, helps us visualize and understand information, and connects us to both the storyteller and the characters within the story.

Sales 76

Sales Decision-making Sales Training Communication 76

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

Nutshell

APRIL 18, 2024

Some emails—like those from HR, your company’s legal team, or just sensitive conversations—aren’t meant to sync into your CRM. To keep private messages private, you and your team need complete control over how your email communications are shared in Nutshell. Nutshell already offers tools for hiding emails so you can keep sensitive information out of your Nutshell account.

CRM 71

CRM Communication Organization 71

Customer Think

APRIL 23, 2024

Behind every great customer experience (CX) is a happy, satisfied customer. According to Zendesk’s 2023 CX Trends Report, 60% of consumers choose to purchase from a brand over another based on the service they expect to receive So, it’s no wonder that more and more companies are focused on providing the best customer experience.

Customer Experience 59

Customer Experience 59

Groove HQ

APRIL 23, 2024

Working with customers can be both fulfilling and demanding. One moment, you’re dealing with a buyer who is friendly, funny, and just needs a bit of help. The next, you have to solve a complex problem for an angry and demanding business owner. Each of those conversations will benefit from a different approach. Once your customer […] The post How To Provide Customer Support for Any Communication Style appeared first on Groove Blog.

Communication 62

Communication 62

Kainexus

APRIL 21, 2024

The shift towards Industry 4.0 and smart manufacturing represents a significant evolution in how goods are produced, utilizing advanced technologies to enhance efficiency, productivity, and flexibility across various industries. Industry 4.0 refers to the fourth industrial revolution, characterized by integrating digital technologies into manufacturing processes, often termed "smart manufacturing.

Digital Transformation 69

Digital Transformation Manufacturing Digitalization Software 69

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

Sales Gravy

APRIL 24, 2024

On this episode of the Sales Gravy Podcast, master sales trainer Gina Trimarco sits down with Neil Rogers, author of "Bar Tips" and a veteran in sales and marketing. Their conversation provides invaluable insights into how experiences from seemingly unrelated fields, like bartending, can significantly impact your sales performance. Neil Rogers, with his diverse background spanning from bartending to high-level sales roles across various industries, brings a unique perspective to the table.

Sales 58

Sales Marketing 58

Aepiphanni

APRIL 24, 2024

Managing a business through rapid growth can be like guiding a ship through a field of icebergs. With the right strategy in place, managing can be both successful and rewarding.

Management 52

Management Finance 52

Customer Think

APRIL 19, 2024

Short-form video content has emerged as a crucial tool for brand growth. Not only has it been recognized as the most popular and effective social media content format, but a significant portion of marketers (33%) are investing more in this strategy than any other.

Media 65

Media Marketing Digitalization 65

Flevy

APRIL 24, 2024

Marketers have long been fascinated by why certain products capture the public’s interest, becoming integral to daily routines, while others quietly disappear from the view. This intrigue is not only limited to consumer goods, but also extends to how some organizations achieve and maintain a competitive advantage. To make sense of this phenomenon, Jay Barney introduced the VRIO framework.

Digital Transformation 52

Digital Transformation Organization Decision-making Leadership 52

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

Kainexus

APRIL 20, 2024

Digital transformation at the enterprise level is essential for organizations to remain competitive, relevant, and resilient in today's rapidly evolving business landscape. By embracing digital technologies and modernizing processes, enterprises can enhance operational efficiency, improve agility, and unlock new opportunities for growth and innovation.

Digital Transformation 70

Digital Transformation Digitalization Organization Innovation 70

RAIN Group

APRIL 24, 2024

TL;DR? Download the complimentary white paper and browse later. In complex sales, professionals are facing a set of evolving challenges that impact the effectiveness and efficiency of their sales processes. Our research at RAIN Group has identified key trends that are shaping the sales landscape, notably: 43% of sales leaders have reported an increase in the length of sales cycles. 85% are encountering challenges due to an increase in the number of decision makers involved in each deal.

Sales 52

Sales 52

Planview

APRIL 24, 2024

Nothing frustrates software developers more than working hard on something that never ends up providing value. Whether because of changing priorities, miscommunication among teams, or other blockers, the hidden cost of waste can significantly impact productivity and bottom lines. The challenge lies not just in recognizing the presence of waste but in identifying exactly where resources are being inefficiently utilized.

Software 52

Software Software Prioritization Communication 52

Customer Think

APRIL 19, 2024

Organizations must be agile and adaptable to thrive in today’s rapidly evolving business landscape. This is why atomic change is more effective than quantum disruption. The traditional approach to turbulent times has always been a monumental, top-down transformation. But this is no longer the only path to success and is certainly not the most effective.

Organization 65

Organization Innovation Leadership 65

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