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.
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.
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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.
The Center for Sales Strategy
APRIL 15, 2024
There’s a whole lot more to recruiting the right person for your team than just matching resumes to job descriptions. It’s about cultivating experiences and creating an impression that goes beyond a mere transaction. In today’s candidate-led job market, your company's reputation matters—a lot. Many of the people who have the power to influence your reputation are those you’re recruiting.
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.
Hubspot Sales
APRIL 15, 2024
Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible. But as with any other skill, some salespeople have a better grip on prospecting than others — and we, here at the HubSpot Sales Blog, want to do our part to make sure you prospect as effectively as possible.
OnStrategyHQ
APRIL 16, 2024
What is Strategic Implementation? Strategic implementation is the process that turns your strategy plan into real action. Implementing your strategic plan is key to ensuring your organization’s future growth and success. Master the art of bringing your strategy to life like a pro. Play Watch the video Is implementing strategy difficult? While strategy implementation is a critical follow-up for any new strategy or strategic plan, it poses significant challenges for many organizations.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
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.
The Center for Sales Strategy
APRIL 16, 2024
A good salesperson knows that success starts with making connections, building rapport, and creating a positive space. Short and irritable prospects make it difficult to have any meaningful conversation and make your job much harder than it needs to be. Building rapport and making connections doesn't have to take long, and it's well worth the investment.
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.
Force Management
APRIL 16, 2024
We recently hosted a live session on Driving a Revenue Mindset with our Managing Director and Facilitator Brian Walsh. He shared insights on what’s changing in sales, what remains critical, and what the most successful organizations are focusing on to maintain revenue momentum. Be sure to check out the full on-demand recording here.
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
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.
FinListics Solutions
APRIL 16, 2024
In today's fast-paced business environment, standing out in a sea of competitors requires more than just a superior product or service; it demands a customer-first approach to revenue generation. This pivotal shift is the heart of the newly released eBook, "7 Steps to Building a Customer-First Revenue Organization," co-authored by Dr. Stephen Timme,and Sheevaun Thatcher, CPC.
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.
Customer Think
APRIL 17, 2024
Transactions and relationships are intrinsically interrelated but are inherently different. Measuring and managing both makes sense. What’s more important and companies typically fail to gauge, however, is distinguishing between functional or fCX and emotional or eCX.
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.
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.
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.
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?
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.
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 15, 2024
I wrote today’s post for RingCentral; it covers the power of communication in the customer experience and includes how AI can redefine your communication strategy for better customer engagement. Communication is one of the most overlooked components of the customer experience.
Help Scout
APRIL 15, 2024
As we venture into this next season of support, where AI will make our landscape more competitive and providing human support will become more demanding, what kinds of skills should we be developing?
NG Data
APRIL 18, 2024
A recent survey by the ABA shows that while the use of AI-powered marketing technologies in banks is still low, the potential impact of AI is significant. Bank marketers see the most value in gaining efficiency and enhancing the customer experience through the automation of repetitive tasks, data analysis and insights, and personalized customer experiences.
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.
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.
QYMATIX
APRIL 18, 2024
Wholesale businesses can benefit greatly from the possibilities of artificial intelligence. The possible applications of AI in wholesale are manifold. Karlsruhe, Germany – Lucas Pedretti, Managing Director of Qymatix Solutions GmbH, has been booked as an external speaker for eight events organized by the German Association of Technical Wholesalers (VTH).
Customer Think
APRIL 17, 2024
” Saying you ‘recommend’ rather than ‘like’ something makes people 32 percent more likely to take your suggestion.” “Adding more prepositions to a cover letter makes you 24 percent more likely to get the job.” “And saying ‘is not’ rather than ‘isn’t’ when describing a product makes people pay three dollars more to get it.
Planview
APRIL 15, 2024
By now, many boards have asked their executive teams to create at least one AI use case—if not tens of use cases. Choosing the right AI use case doesn’t just affect how the board sees your performance, it impacts your enterprise’s competitiveness in the Digital Age. It’s a remit that Jeff McMillan, the new head of firmwide AI at Morgan Stanley, understands. “We’ve deployed two use cases.
NG Data
APRIL 18, 2024
In today's competitive marketplace, consumers want unique experiences. Brands use innovative strategies like AI-powered personalization, interactive experiences, voice-activated tools, cross-channel personalization, and predictive analytics to stand out. These technologies enhance customer satisfaction, foster brand loyalty, and drive sales. Source The post 5 Innovative Ways to Give Your Customers the Personalized Experiences They Want appeared first on NGDATA.
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.
Strategic Communications
APRIL 17, 2024
Whatever happened to… Over the past decade, we’ve seen a number of iconic brands simply disappear without a great deal of fanfare. On the other hand, we’ve seen the meteoric rise of new players that quickly captured the hearts, minds—and wallets—of consumers. But will they be able to sustain their gains? Only time will tell. Here we take a look at some of the “losers,” and some of the “winners” and try to determine what it is that keeps a brand strong.
PandaDoc
APRIL 17, 2024
In this article, we’re going to learn all about contractor management software (CMS). Contractor management software is a tool that helps organizations streamline and automate the processes related to hiring, onboarding, monitoring, and evaluating external contractors and vendors. The market for construction software is expected to reach $3.875 billion by 2030.
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.
Flevy
APRIL 16, 2024
Marketers have always been curious about why some service or product offerings seem irresistibly appealing while others fade into obscurity. In the past, the same phenomenon was at play that used to make people glued to their TV sets for hours, and today, this is what triggers us to check on our phones compulsively numerous times a day. Nir Eyal, the author behind the bestseller “Hooked: How to Build Habit-Forming Products,” reveals that the most engaging products follow a blueprint
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.
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