Upland
MAY 15, 2024
The B2B sales landscape is undergoing a seismic shift. Altify and Salesforce, two titans of the CRM and sales effectiveness world, are partnering down to deliver a potent blend of AI innovation that promises to redefine how businesses close deals. But with talk of “Sales AI” reaching a fever pitch, a critical question begs an answer: what’s next?
Customer Think
MAY 14, 2024
CX Design: What Can Companies Do to Compete with Tech Giants? – Part II Medium and small players entering markets dominated by giants like SAP, Oracle, and Salesforce face some substantial challenges, with significantly fewer resources at their disposal. However, they also have unique opportunities to differentiate themselves and capture market share.
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Account Manager Tips
MAY 9, 2024
Struggling with stakeholder engagement? Follow this easy ChatGPT prompt guide to develop your strategy and forge stronger connections in less time.
Customer Think
MAY 9, 2024
There’s a universal truth the world over — bad experiences turn customers away. But the rate of churn after a disappointing encounter isn’t equal across the globe. Customers in some regions are less forgiving after a poor interaction.
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.
The Center for Sales Strategy
MAY 8, 2024
An effective omnichannel strategy integrates various channels, ensuring a consistent and personalized customer journey that leads to better brand recognition, customer satisfaction, and increased conversions. As sales cycles embrace a hybrid model, the buyer's journey now spans multiple physical and digital touchpoints before making a purchase. To optimize the omnichannel experience and foster customer retention, it's crucial to understand customer expectations, map their journey, leverage data
FinListics Solutions
MAY 8, 2024
Today’s market is unforgiving. Sales teams that lack a profound understanding of their customers’ industries, key metrics, and financial priorities are not just at a disadvantage, they're at risk of being left behind. Without a strategic grasp of how to proactively showcase how their solutions positively impact a customer’s financial goals and add value, many sales organizations are not just struggling, they're sinking.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
SBI Growth
MAY 10, 2024
2024 has all the signs of a prosperous year for CEOs: 52% of surveyed leaders report accelerating demand into the start of the year, with many more prioritizing growth as a core element of their value-creation strategy. However, meeting these goals will require more than just a robust plan; CEOs need a go-to-market (GTM) team that can execute it effectively.
The Center for Sales Strategy
MAY 14, 2024
The most common frustration I hear from B2B sales and marketing leaders is their inability to secure first appointments with qualified prospects. The common sentiment that I hear over and over again is this. “We do really well as a sales team when we have an opportunity to tell our story. But we’re just not getting enough at-bats.” For several years, traditional outbound prospecting methods (cold calling and email) in B2B selling have become less productive.
Nutshell
MAY 9, 2024
Have you ever wanted to learn more about the people working for your customers so you could find the right point of contact? Introducing PeopleIQ , the ultimate solution for getting in front of the right people. PeopleIQ is a new Nutshell add-on that allows your team to proactively identify the people who work for the companies/customers you already have in Nutshell.
Force Management
MAY 9, 2024
MEDDICC is an industry standard for determining the strength of a deal and charting the path to get the deal closed. Many times, deal qualification can hinge on whether your team can identify the Economic Buyer and build enough influence in the organization to both access and evangelize them. But the power of MEDDICC for influencing deal decision-makers extends far beyond the “E” in the acronym.
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
SBI Growth
MAY 9, 2024
To make 2024 a significant year for growth, CEOs have many factors to consider before making their next move. Yet from our observations, it seems like CEOs have gotten their strategy, operating model, and product fit right, providing them with the perfect opportunity to capture their value creation goals. But one part of the plan is still uncertain: CEOs still believe that their GTM talent is holding them back from success.
Customer Think
MAY 14, 2024
A new CCMC study of 8,500 respondents has found difficult-to-handle Covid/Supply Chain/Inflation issues have come to the fore along with more intense emotions and social media use. And, surprisingly, much higher levels of delight with some responses, especially digital.
The Center for Sales Strategy
MAY 13, 2024
We've all been there — feeling overwhelmed, scattered, and struggling to get things done. The traditional approach tells us to buckle down, make a to-do list, and manage our time better. But what if the real key to productivity lies not in rigidly scheduling every minute but in learning to manage our minds? David Kadavy's "Mind Management, Not Time Management" offers a fresh perspective and practical tips for boosting productivity by harnessing the power of your most precious resource — your att
Nimble Business Success
MAY 14, 2024
In today’s competitive business landscape, capturing leads effectively is essential for sustained growth and success. Whether you’re a small startup or a well-established corporation, building a robust pipeline of leads is crucial for expanding your customer base and increasing revenue. However, with countless marketing strategies and tactics available, it can be challenging to know where […] The post How to Effectively Capture Leads?
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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.
Nutshell
MAY 15, 2024
Sometimes, typing notes about a customer call or interaction with a prospect just isn’t as fast as you’d like it to be, especially if you have a lot to write down. Introducing Nutshell Notetaker, the new voice-to-text tool as part of Power AI , our plan powered by artificial intelligence. Notetaker helps you get your thoughts down faster. With Notetaker, you’ll be able to quickly and accurately add notes, comment on logged activities, mention teammates, and write emails in Nutshell—all using you
Envisio
MAY 14, 2024
Recently, an Assistant County Administrator said to me: “Y’all make great software, but I can’t use it.” Needless to say, this comment stopped me in my tracks. What was behind a statement like this? What was I missing? In what scenarios would our software not benefit a local government? In the technology space, we set out to solve real world challenges by developing solutions that streamline processes.
Customer Think
MAY 13, 2024
These days, everybody in business is talking about AI. We’re inundated with research and data about the percentages of people who report this or that about it, especially as it has begun to be employed in customer service use cases.
The Center for Sales Strategy
MAY 13, 2024
We've all been there — feeling overwhelmed, scattered, and struggling to get things done. The traditional approach tells us to buckle down, make a to-do list, and manage our time better. But what if the real key to productivity lies not in rigidly scheduling every minute but in learning to manage our minds? David Kadavy's "Mind Management, Not Time Management" offers a fresh perspective and practical tips for boosting productivity by harnessing the power of your most precious resource — your att
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.
ACT
MAY 14, 2024
“Interpersonal skills” is an umbrella term for how you build rapport , or communicate and interact with others. These are the skills that enable you to work with and lead team members. They also help you build strong relationships and keep your team performing at its best. When it comes to business interpersonal skills, the following are a must: Communication skills Effective communication skills are a hallmark of outstanding leaders.
Arpedio
MAY 14, 2024
What to Expect Event Details Sign Up June 13, 2024 | 8.45 AM | Copenhagen Driving Growth: Insights from PwC Denmark’s Salesforce Journey Discover how PwC Consulting Denmark, with a team of 500 consultants, maximizes Salesforce for impactful results, showcasing both global leadership and efficient local operations. Sign up here What to Expect Join us for ‘Good Morning, Sales’ at PwC on June 13 from 8:45-10.15 AM.
Account Management Skills
MAY 14, 2024
Why do account managers not cross sell and upsell during client meetings? When agency owners come to me for account management training, they’re really looking for 3 outcomes: More predictable client retention and revenue from existing accounts A repeatable process for point 1 (so the skills don’t sit with just one person) A competitive advantage (the compounding effect of 1 & 2 becomes a point of difference) In 2023 and beginning of 2024 many agencies found their new business pipeline
Customer Think
MAY 12, 2024
We are hearing a lot these days about “getting to the root of the problem” including fixing Boeing’s 737 jet problems and in the recent obituary for Ford Motor Company’s CEO in the 1980s, Donald E.
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.
The Center for Sales Strategy
MAY 15, 2024
In the travel industry, you want to be a “destination of choice,” meaning you are highly preferred or sought after by travelers for your attractions, amenities, and experiences. As an employer, you want the exact same thing. But what does that mean for you? How can you be a destination of choice? Remember, beauty is in the eye of the beholder. While one person might seek the rich history and cultural landmarks of London rather than the commercialization and street vendors of New York’s Times Squ
Groove HQ
MAY 9, 2024
Have you ever encountered a customer complaint that irreversibly damaged their relationship with your company? Sometimes there’s nothing you can do to turn things around with an unhappy buyer. However, the above scenario can often be prevented, and in some cases a complaint can be turned into a positive experience that increases customer trust.
PandaDoc
MAY 13, 2024
You already know who your customers are — but do you know what makes them tick and drives their decision-making? The psychology of sales can reveal all this and more. There’s no doubt about it: understanding customer behaviors and the reasons behind them can not only help you close deals but is a surefire way to keep buyers happy and fulfill the dreams of every sales lead.
Arpedio
MAY 13, 2024
We’re pleased to announce the latest release of the ARPEDIO Account Management solution. This update comes with a range of new features and improvements aimed at enhancing your user experience. A highlight is the ability to customize your company branding directly within the export settings. With this feature, you can easily adjust brand colors, logos, fonts, and imagery to better align with your corporate identity for your PowerPoint exports.
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
MAY 13, 2024
Gap recently made headlines with its sudden closure of the brand’s physical stores and ecommerce site in Spain, about three years after expanding into the market.
FinListics Solutions
MAY 15, 2024
Sales Teams face the critical challenge of remaining agile and prepared to meet and add value and align their sales approach to their customers’ business goals in any marketplace.
Nimble Business Success
MAY 8, 2024
Let’s face it, it’s very rare for any sale to happen without a timely follow-up. How many times have you heard that 80% of sales require 5 follow-up calls but 44% of salespeople give up after just one follow-up? You’d think that if we knew that getting to “yes” during the sales process was simply […] The post From Prospect to Profit: Why You Should Stop Avoiding Follow-Ups — Nimble appeared first on Nimble Blog.
ClearPoint Strategy
MAY 13, 2024
Maximize your investment with our essential guide on calculating the ROI of strategy execution software. Learn to quantify the value of your software!
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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