Upland

MAY 22, 2024

When we speak about AI in sales and its potential impact, we would be remiss not to specifically focus on whitespace and AI. AI can be a powerful tool for targeting whitespace revenue – low hanging fruit to the seller. This guide is going to focus specifically on the impact of AI on whitespace. Although we will discuss the background of whitespace in general, you can learn more about the importance of whitespace in our guide on the topic.

Artificial Intelligence 195

Artificial Intelligence Media Prioritization Key Account Management 195

The Center for Sales Strategy

MAY 22, 2024

Are your sales reps dissatisfied with the quality of your company's sales collateral? You're not alone —the Media Sales Report found that 46% of salespeople are "not sure" or "dissatisfied" with their collateral materials. This is a major missed opportunity, as high-quality sales collateral plays a crucial role in driving conversions.

Sales 92

Sales Media 92

Nutshell

MAY 21, 2024

When you offer financial services, your business often has industry-specific challenges that other industries may not relate to. But does that mean you should use a financial services-specific CRM over a general-purpose one? Or are you potentially losing out on great features by getting narrower? Read on to learn the differences between CRMs for financial services companies and general-purpose CRMs and which one would work best for you!

Financial Services 71

Financial Services CRM Software Software 71

Aepiphanni

MAY 16, 2024

Building a resilient business operating model that decentralizes decision-making, increases productivity and results in greater employee satisfaction.

Decision-making 98

Decision-making Management 98

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.

FinListics Solutions

MAY 22, 2024

ClientIQ's Journeys is an innovative, step-by-step guided experience designed to streamline the sales process from prospecting to meeting preparation

Meetings 73

Meetings Innovation Sales 73

Customer Think

MAY 20, 2024

By now, everyone has recognized that we are in an AI hype. Again. It is probably the fourth since Joseph Weizenbaum developed the famous ELIZA, a natural language processing program that was intended to explore communication between humans and machines.

Communication 73

Communication 73

SBI Growth

MAY 17, 2024

CMOs and their marketing teams utilize numerous resources and talent to ensure their campaigns perform well. But thorough preparation is just half the story: CMOs often struggle to drive the execution successfully, resulting in lesser impact and weaker ROI. With resources and strategic value at stake, avoiding common pitfalls while designing campaign models would go a long way in maximizing returns down the road.

Marketing 71

Marketing 71

Nutshell

MAY 20, 2024

There’s nothing worse than spending hours building a relationship with a lead only to discover months later that they don’t need what you’re selling. The lousiest part is that it could all have been avoided with a simple call or meeting and a series of sales discovery questions at the start. That’s not to say that setting up a meeting with your new prospect and firing away with a list of questions about their business is necessarily the answer.

Sales 62

Sales Decision-making Meetings CRM 62

Groove HQ

MAY 21, 2024

The barrier to entry is lowering for many industries, and competition is growing on every corner. Amid so much noise, it’s becoming harder to perform customer acquisition efficiently. Fortunately, you’re not limited to just one marketing channel. There are many options for expanding your business, even if budget or time is short (or both!).

Acquisition 62

Acquisition Marketing 62

Customer Think

MAY 20, 2024

Did the title of this article surprise you? Well, it should. There are far too many people out there who believe that it’s a true statement, that the customer experience is only impacted and only happens at/with your frontline employees. This is simply not true. What is Customer Experience?

Customer Experience 67

Customer Experience 67

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

MAY 20, 2024

Even when you are excellent at closing a sale, your numbers can be down due to natural ebbs and flows in the economy or product demand. But there are other reasons why you might not see the sales you want and deserve: you might not be doing your homework. We get it; not everything your sales team does results in sales. And that’s okay, as long as you are prepping for future sales.

Sales 94

Sales 94

SBI Growth

MAY 23, 2024

The buying environment faced by many sellers today is volatile: it almost seems as if the once-reliable commercial approaches no longer apply. But for CEOs and GTM leaders looking to capture the immense growth potential in 2024, it’s time for them to consider a revolution in how their companies approach their customers' shifting concerns and expectations.

71

71

Force Management

MAY 16, 2024

In our recent webinar with Force Management Managing Director and Facilitator Brian Walsh, an audience member posed a question that we hear often in our work with B2B sales organizations:

B2B 71

B2B Facilitation Sales Organization 71

NG Data

MAY 22, 2024

A Nomura analyst suggests that nearly half of US banks could collapse due to soaring interest rates and operational difficulties, potentially leading to significant consolidation in the banking sector. This situation poses risks and opportunities for investors and is set to redefine investment strategies and customer experiences. Source The post US Banking Shake-Up: Could Half Of Banks Disappear?

Banking 52

Banking Investors Customer Experience 52

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

MAY 20, 2024

Generative AI is rapidly evolving, with large language models (LLMs) communicating and tackling tasks in powerful ways. For the customer service industry, companies are using various levels of AI and technology throughout their operations – ranging from predictive analytics, workflow automation, quality assurance and more.

Communication 67

Communication 67

Planview

MAY 22, 2024

We’re excited to announce four Vision Award winners at this year’s Planview Accelerate conference – a recognition given to just a handful of organizations each year. This post highlights their stories and how you can use their insights at your own organization. Planview’s Vision Awards, now in its 13th consecutive year, recognizes forward-looking organizations that have excelled at achieving their strategic goals by leveraging Planview solutions.

Banking 52

Banking Digital Transformation Onboarding Construction 52

Arpedio

MAY 22, 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.

Account Management 52

Account Management Meetings Management 52

Mercuri International

MAY 22, 2024

The transition to “virtual selling,” “remote selling,” or “distance selling” has become the new standard in the wake of the COVID-19 pandemic, transforming what was once a rarity into a routine practice. Today, over 90% of sales professionals operate either fully remotely or with a hybrid model that combines office and remote work.

Virtual Selling 52

Virtual Selling Sales Artificial Intelligence Emotional Intelligence 52

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

NG Data

MAY 22, 2024

Many Brits are increasingly cautious about online banking and mobile apps due to concerns about online fraud and data privacy. Younger generations, particularly Gen Z and millennials, are particularly anxious about data privacy, highlighting a generational divide. Gaining customer trust, especially among younger generations, is crucial. Source The post Younger generations lead scepticism in online banking amid rising fraud concerns appeared first on NGDATA.

Banking 52

Banking 52

Customer Think

MAY 20, 2024

Perhaps you thought I was going to write about the inflatables locations called Pump it Up, where young children go to birthday parties. I recall that we hosted a couple of parties there when our son was small and probably attended several more for his little friends.

Sales 67

Sales 67

Help Scout

MAY 20, 2024

Two very different approaches to the application of technology in pursuit of a particular goal, the outer edges of the responses that individuals and companies have to every new technology. Between Bjorn Borg and The Borg.

57

57

QYMATIX

MAY 20, 2024

Surprising ways predictive analytics is used. Predictive analytics isn’t new. In fact, there’s a very old story about target loyalty and number crunching that’s now the stuff of textbooks. The possibilities offered by AI models have also improved predictive analytics, with the result that this technology is now widely reported on. Today we take a look at the surprising ways in which predictive analytics is being used and influencing our everyday lives and the economy.

Retail 52

Retail Transportation B2C Decision-making 52

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

Mercuri International

MAY 22, 2024

Crafting the perfect prompt for AI tools like ChatGPT can seem tough, but with the right approach, you can get high-quality outputs that enhance your B2B sales efforts. Here’s a straightforward formula based on practical application that can improve your interactions with AI. This approach is designed specifically for B2B sales professionals looking to streamline their workflow and improve engagement with clients.

B2B 52

B2B Construction Sales Communication 52

NG Data

MAY 22, 2024

The relationship between banks and fintech companies can be challenging due to their differing worldviews and cultures. This can lead to miscommunications and mismatched expectations. Partnership mismatches commonly arise from differing perceptions of capabilities, regulatory risks, and compliance practices. Additionally, fintechs may face challenges in onboarding with established partner banks due to lengthy processes.

Banking 52

Banking Onboarding Management 52

Customer Think

MAY 20, 2024

After your company has hosted your initial (or recent) customer advisory board (CAB) meeting and followed up by sending the important meeting materials to members, you may be thinking that your program is FINALLY completed. While these accomplishments are significant, no doubt warranting well-deserved praise from your superiors, the work is, alas, not over.

Meetings 67

Meetings 67

Account Management Skills

MAY 20, 2024

Welcome to Episode 114. If you’re an agency owner who wants to stand out in a competitive market, then today’s guest has written an entire book about it. Gareth Healey, author of “STAND OUT OR DIE” joins me to share: what he learned from scaling and exiting his business his seven step framework for standing out in a crowded marketplace and his advice for other agency owners who want to productize their services and stay competitive in the future.

Account Growth 52

Account Growth Client Relationships Marketing Management 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

Strategic Communications

MAY 21, 2024

First there was Profnet. Then HARO ( Help A Reporter Out ). Then other similar tools entered the space, clearly to combat a decline in the value of pitches these early channels were generating. Most recently, Peter Shankman , the guy who created HARO, has launched HERO ( Help Every Reporter Out ). It’s a welcome new tool that, at least for now, seems to be successfully thrwarting the fake profiles and bot/GenAI-generated pitches.

Media 52

Media Insurance e-Learning B2B 52

Sales Outcomes

MAY 20, 2024

B2B sales professionals recognize gaps between a client’s desired and current state. So why do sales leaders often skip the diagnostic part when diagnosing sales team performance issues and instead focus solely on the results versus quota at the end of the year? It’s easy to assume it’s the salesperson’s fault if they don’t make their number for the year or x number of consecutive quarters.

Sales 52

Sales B2B Sales Management Management 52

NG Data

MAY 22, 2024

Jason Wolkove was drawn to the credit union industry due to his desire to give back and his belief that the credit union space fits his skillset and background. He aims to create an environment where technology enhances the experience of both team members and members without being intrusive. Source The post Credit Union SVP Jason Wolkove Listens to Those Nearest to the Product appeared first on NGDATA.

52

52

Customer Think

MAY 21, 2024

It is a well-known fact that when budgets are tight, marketing is usually one of the first departments to suffer cuts, and market research in particular! Why is this? I believe it is because their ROI is longer-term and often difficult to precisely prove. They therefore make the perfect target for sweeping reductions.

Marketing 62

Marketing Digitalization 62

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