The SAMA Podcast
JUNE 12, 2024
Joining today’s episode is Rita McGrath, a bestselling author and distinguished faculty member at Columbia Business School, where she’s the Academic Director in Executive Education. Rita's groundbreaking book, The End of Competitive Advantage, challenged traditional thinking and offered a new playbook for navigating the ever-shifting business landscape.
The Center for Sales Strategy
JUNE 11, 2024
Professional athletes have coaches. Oscar-winning actors have coaches. Pop icons have coaches. Wait!? Even people who have been in the business for a long time? Why do they need coaches? That’s easy! Top performers, whether they are professional athletes, Oscar-winning actors, pop icons, or sales professionals, are not content with just being good. They strive to maintain their edge, stay on top, and climb even higher.
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Software Sales Guru
JUNE 10, 2024
Can a salesperson achieve a Work/Life Balance? Common wisdom suggests that if you want to succeed as a salesperson, you must be working 24/7. Prospect wants to talk at 8:30 on Friday night? You better take that call! But the truth is most top performers are not workaholics. They squeeze more out of the same 24 hours we all have. I’ve interviewed many top software.
Customer Think
JUNE 11, 2024
Image Rights for ECXO.org: Generated by MidJourney and DALL-E A Comprehensive Analysis of AI’s Impact on the Employee Experience As we have explored, AI is fundamentally transforming the employee experience, touching every aspect from recruitment and onboarding to learning, development, and day-to-day engagement.
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.
SBI Growth
JUNE 13, 2024
Based on SBI’s observations, most Sales teams operate at just half of their potential—and yours could be one of them. Data from our Q1 2024 CEO Survey found a significant gap in the percentage of CEOs who deemed talent factors critical to their value creation goals compared to their level of confidence in the ability of their commercial talent to deliver on those goals.
Nutshell
JUNE 12, 2024
When it comes to setting goals for your business, it’s important to have sound strategy and actionable tactics. Now, that may sound like I’m being redundant, or I’m just filling the air with fancy business jargon. Aren’t strategies and tactics basically the same thing, just different wording? Actually, they have completely different meanings. At this point, you may lean toward one side of the strategy vs. tactics debate.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
The Center for Sales Strategy
JUNE 12, 2024
You’ve worked with your marketing team to develop your Ideal Customer Profile (ICP). You’ve built a database of target companies that match your ICP characteristics. You’ve researched to identify the key decision-makers of your target prospects. You have a great solution that has helped other similar companies. You have a great story to tell. Now you have one last problem.
Customer Think
JUNE 12, 2024
Generative AI (GenAI) has heralded a new era of personalized CX, but brands must be careful about where and how they use it. Too much personalization may feel intrusive to some, while too little can result in your brand missing opportunities to engage and connect with consumers.
SBI Growth
JUNE 10, 2024
In addition to uncertain economic conditions, the rise in the number of stakeholders and the complexity of buying decisions have introduced new challenges and friction for sales professionals. According to SBI’s recent research report, " Revive Commercial Productivity by Easing Buying Friction, " overcoming this buyer friction requires sellers to demonstrate their organization’s ability to understand and evolve with buyers as their conditions change.
Nutshell
JUNE 12, 2024
Does your company need to track leads across a large organization with multiple child companies? Introducing company hierarchy in Nutshell! Now you can create a company hierarchy and designate multiple child companies within a larger organization’s structure. This new feature simplifies lead and sale tracking, giving you better insight into your leads across subsidiaries of a parent company.
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
Force Management
JUNE 11, 2024
There are a lot of sales training organizations out there. It can be difficult to cut through the noise and find the solution that is right for your company. IIn case we haven't worked together yet, here's a look at how the Force Management approach is different and drives success and immediate impact for our customers.
The Center for Sales Strategy
JUNE 10, 2024
It’s a fact that everyone wants the “best of the best” talent at their organization. Much attention, effort, and investment of significant time and money is given to finding and recruiting high performers. Sadly, what often follows is the common scenario in which business leaders hire people they believe in and then sit back to see what they can do.
Customer Think
JUNE 11, 2024
What is the employee experience and customer experience ROI connection? Let’s take a look at all the players and definitions. Business value is: — Created primarily by ALL non-customer-facing employees and suppliers. — Communicated by Marketing and Sales employees. — Fulfilled by Operations and Service Delivery employees and partners. — Rescued by Service Recovery employees.
FinListics Solutions
JUNE 12, 2024
Perfecting executive sales meetings and calls is an ongoing and evolving skill. From changing clients' needs and goals to shifts in the markets, navigating sales conversations requires you always to be ready, have confidence, and tailor your approach so you can be impactful and set yourself apart.
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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.
Whetstone
JUNE 12, 2024
The Importance of Developing Strategic Thinking in Strategic Account Managers In our fast-paced business environment, Strategic Account Managers (SAMs) face a myriad of challenges that require them to go beyond routine selling and service tasks. While many SAMs are aware of their responsibilities, the traditional “check the boxes” approach to cover all the bases is no longer sufficient.
Force Management
JUNE 13, 2024
Whether you’re a sales leader, manager, or seller, we’ve all been hearing a lot about the potential of AI for sales. You may already be incorporating some AI-powered tools in your sales stack. Like any new technology, generative AI tools require a learning curve to be most effective. Generative AI tools like ChatGPT, Microsoft Copilot, Google Gemini or Claude in particular can give very different quality outputs depending on the input they’re given.
Nimble Business Success
JUNE 13, 2024
The coaching industry has been growing exponentially, going from $2.3 billion in global revenues and 53K professionals in 2015 to $15 billion and 104K coaches in 2019. This skyrocket expansion of the industry has been accompanied and expedited by the evolution of software: industry-specific as well as CRM systems for coaches. Business coaching, life mentorship, […] The post CRM for Coaches that Helps your Practice to Reach Better Results for more Clients Faster appeared first on Nimble Blo
Customer Think
JUNE 12, 2024
(This month’s Research Round-Up discusses some of the major findings found in the Spring 2024 edition of “The CMO Survey” and a set of interesting perspectives from the “2024 Annual Marketing Report” by Nielsen.) Source: Christine Moorman Spring 2024 edition of “The CMO Survey” A survey of 292 marketing leaders at U.S.
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.
Planview
JUNE 11, 2024
The landscape of digital transformation and technology management is undergoing a significant transition as enterprises transition from project-based to product-based management driven by customer-centricity, cost optimization, and cultural shift. Leading organizations now prioritize long-term customer value, using real-time feedback for continuous improvement and use an incremental funding approach based on results to reduce technical debt.
NG Data
JUNE 13, 2024
AI's impact on banking jobs remains limited, particularly in community banks, where customers and leaders prefer human interactions. While AI may automate tasks, it won't replace jobs outright. Younger generations, comfortable with technology, will drive AI adoption in banking. Despite fears, AI is more likely to enhance job roles, creating new opportunities for tech-savvy employees rather than eliminating positions.
Sales Management Plus -- SMP
JUNE 13, 2024
FOR IMMEDIATE RELEASE White Cup Acquires Sales Management Plus, Strengthening Its Commitment to Distribution Industry SEATTLE, June 4, 2024 – White Cup , a recognized leader in Customer Relationship Management (CRM), Business Intelligence (BI), and Pricing solutions tailored for the distribution industry, today announced the acquisition of Sales Management Plus (SMP), a provider of CRM and BI solutions for the distribution sector.
Kainexus
JUNE 12, 2024
In an era where efficiency and agility are paramount, Lean business transformation has emerged as a pivotal strategy for organizations aiming to streamline operations and enhance value creation. By adopting Lean principles, companies can significantly reduce costs, improve quality, and accelerate time-to-market. In today's dynamic business environment, the Lean method is prized for its adaptability across various industries, from manufacturing to services, and its ability to ensure that business
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.
Customer Think
JUNE 12, 2024
In today’s competitive landscape, a customer-first strategy isn’t just a nice-to-have—it’s as essential as the foundation of a house. Without it, everything else is at risk. Imagine trying to build a skyscraper without first laying a solid foundation—it simply wouldn’t work.
ProlifIQ
JUNE 12, 2024
Planning and Execution In Strategic Accounts 2024 has been tough in tech, and a lot of industries. If you’ve been frustrated, you’re not alone, The good news? There are ways to improve your odds of hitting your numbers through better GTM planning. Understanding how your company will go to market (product-led, sales-led, hybrid) is a critical first step in driving planning and execution.
NG Data
JUNE 13, 2024
Composable banking enhances digital customer experiences by utilizing modular components rather than monolithic systems, allowing financial institutions to quickly adapt to market changes and integrate new services seamlessly. This approach improves operational efficiency, customer engagement, and supports innovation. Examples of successful implementation include Varo Bank and MoneyLion, which have leveraged composable banking to offer personalized financial products, demonstrating the practical
MDI Training
JUNE 12, 2024
Photo credits: Jenny Theolin From Typewriters to AI: Leadership Over the Past 60 Years This was our Leadership Horizon Conference of 2024! Click here and immerse yourself in the Highlights. From Typewriters to AI: The Evolution of Technology and Leadership Over the Past 60 Years As we stand on the brink of a new era in technology and leadership , it’s crucial to reflect on the journey that has brought us here.
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.
Kainexus
JUNE 7, 2024
Organizations that embrace the continuous improvement approach to business have many great tools and techniques from which to choose. Some organizations use them as part of a structured methodology like Lean, Six Sigma, or Toyota Kata. Others leverage them on their own. Every organization has unique needs and will need to adjust each method for their own environment, but the most popular techniques are flexible enough to be used by organizations of every size and in every industry.
Customer Think
JUNE 11, 2024
In this episode of the Sales Leadership Awakening Podcast, Dan Flanagan, Chief Sales Officer at BluSky Restoration Contractors, shares his company’s remarkable growth journey from $5 million to $700 million in revenue. He underscores the importance of remaining teachable, coachable, and diligently striving for success, viewing these qualities as indispensable for personal and professional growth.
Flevy
JUNE 12, 2024
The Consumer Packaged Goods (CPG) industry is a dynamic and competitive sector, integral to daily consumer life. It spans various products including food and beverages, personal care, household products, and more. According to McKinsey, the global CPG market is projected to grow by 5% annually, driven by rising consumer spending and urbanization. This growth is accompanied by significant challenges such as evolving consumer preferences, increasing regulatory requirements, and intense market comp
NG Data
JUNE 13, 2024
With the phase-out of third-party cookies by 2025, marketers are adopting identity resolution, which uses first- and zero-party data to identify users. This method leverages behavioral data for personalized marketing, enhances revenue through targeted follow-ups, boosts mailing list growth, and improves performance marketing by converting anonymous traffic into known users.
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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