Upland
MARCH 2, 2023
Sold on account planning but don’t know where to start? For many, account planning in Salesforce is a logical next step. After all, their sellers are already using Salesforce regularly. Crafting structured account plans complete with vital data from Salesforce makes it easier for sellers to get the full benefit of account planning methodologies and build better relationships.
ProlifIQ
FEBRUARY 27, 2023
I. Introduction It’s the week after Valentine’s Day, when many of us took our partner or someone special to us out for a nice dinner. Living in Chicago, we like to constantly try new restaurants to find new favorites. It dawned on me the striking simplicity parallel to B2B selling. If you want customers to renew, simply keep them happy and healthy.
Red Star Kim
FEBRUARY 28, 2023
This post summarises some of the key themes emerging from the recent online MBL “How to manage and grow your private client practice” full day session . It is intended to supplement the learning resources for delegates provided on the day – delegate aims, poll results and takeaways are shown below. Manage and grow your private client practice – Recruitment, Performance, Segmentation and ROI.
Strategic Planning and Management Insights
FEBRUARY 27, 2023
SME Strategy is a strategy consulting firm that specializes in helping organizations align their teams and operations around a shared vision, mission, values, goals, and action plans. Our strategicplanning services offer guidance on how a strategic planning facilitator can provide support in constructing an effective strategicplan that ensures your strategy is communicated and implemented across your entire organization.
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.
The Center for Sales Strategy
MARCH 1, 2023
When we think of leadership, we often think of qualities or characteristics such as courage, inspiration, or perseverance. These qualities or traits are actually one of several ingredients in a powerful recipe for success and winning. That recipe is mindset. Unprecedented headwinds over the past few years have created immense challenges and uncertainty.
Sales Readiness Group
FEBRUARY 27, 2023
In just a matter of a few months, ChatGPT has created a global frenzy. Ask it a question, and ChatGPT answers mimicking human conversation. Its capabilities are amazing and show how Artificial Intelligence (AI) has evolved from a futuristic concept into real-world applications that are changing how we live and work today.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
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PartnerTap
FEBRUARY 27, 2023
Channel and sales leaders are facing a tough market in 2023. Every team is expected to hit higher targets, but with fewer resources. Quotas are going up while teams are shrinking due to hiring freezes and attrition. There’s only one way to consistently sell and win in this situation: lock arms with your best partners in every market, every region, and on every deal to sell more, faster.
The Center for Sales Strategy
FEBRUARY 27, 2023
An inspirational leader is someone who can motivate their team members. They can get things done by making others feel like part of the team. They can rally the team and keep them motivated and focused on the goal. They are not afraid to take charge and lead their team. Here are some key characteristics of an inspiring leader.
Sales Readiness Group
MARCH 1, 2023
Sales coaching is crucial in improving sales reps' performance and selling skills. However, many managers don't prioritize this essential task. Why aren't sales managers spending enough time coaching, and what can be done about it? These are important questions to answer. But first, let's examine why sales managers should prioritize coaching in the first place.
Customer Think
FEBRUARY 27, 2023
E-commerce has become the preferred mode of shopping. The Covid-19 pandemic pushed people to use e-commerce websites and applications to buy online. The ease of purchasing, paying, and returning goods has set the trend for online purchases.
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.
Hubspot Sales
MARCH 3, 2023
Before credit cards were invented in 1958, people paid for goods and services with cash and checks. Due to technological advancements, credit cards became more sophisticated and secure, with the chip replacing the magnetic stripe. And now, with the rise of NFC (near-field communication) payments, people do not even need to take out their credit card to make a purchase.
MDI Training
FEBRUARY 27, 2023
One Size Fits None: An Appeal for Better Leaders According to Deloitte University Press, 86% of companies have identified developing new leaders as an “urgent” need. And upon closer inspection, it’s clear to see why. Incompetency as a Norm When it comes to managers’ performance, alarmingly, the norm seems to be incompetence. In a recent study, Gallup found that companies fail to choose suitable candidates for management roles a staggering 82% of the time.
Flevy
FEBRUARY 28, 2023
“Design is not what is looks like or feels like. Design is how it works.” – Steve Jobs Design Thinking: An Introduction Design thinking is a problem-solving approach that is becoming increasingly popular across various industries. It is a user-centric approach that involves understanding the needs, wants, and behaviors of users to create innovative solutions that are both practical and feasible.
Customer Think
MARCH 3, 2023
The use of AI continues to proliferate among retail banks to meet demands for personalized customer experiences and enhanced fraud protection, as well as to seize internal efficiencies through automation. However, AI adoption doesn’t always deliver the expected ROI.
Advertiser: ZoomInfo
When economic headwinds pick up, sales leaders are the first to sound the alarm — and chart a new course. Longer sales cycles, larger buying committees, increased price pressure, and smaller teams can quickly combine to reduce your margin for error and increase the urgency to find a solution. To thrive in a challenging environment, sales teams need a rock-solid grasp of the fundamentals and the biggest force-multipliers they can get their hands on.
The Center for Sales Strategy
FEBRUARY 28, 2023
So, you've got the appointment for your Discover meeting. Good for you.now what? The Discover meeting is a critical part of the selling process, so “winging it” should never be your strategy. Most sellers understand that the goal of the Discover meeting is to uncover an urgent need that they can help solve, and then leave with an assignment. To accomplish this, you must ask great questions.
RAIN Group
MARCH 1, 2023
When it comes to business development for professional services , one of the biggest challenges professionals face is finding time to do it all. After all, you don't sell full-time. Your work, whether it's consulting, accounting, IT, financial services, or engineering, is what you do full-time. It can be very difficult to find time to create and develop the relationships necessary to bring in new business.
Nutshell
FEBRUARY 28, 2023
Your customer relationship management (CRM) software can be the most powerful tool in your business’s toolbox. It can help you organize your customer information, speed up your sales process, and close more deals, ultimately helping you earn more revenue and grow your business. Unfortunately, these outcomes aren’t a given just because you purchase a CRM.
Customer Think
MARCH 3, 2023
Imagine driving down the road and seeing a sign that reads “Road Closed.” This is the only way you know to reach your destination. Making matters worse, there are no detour signs or arrows to help you find an alternate route. You’re probably going to be frustrated to say the least.
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Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.
The Center for Sales Strategy
MARCH 2, 2023
Have you ever met a kid and know what kind of career they were made for? I bet the answer is YES if you really think about it.
MDI Training
FEBRUARY 27, 2023
Greater employee retention through generational diversity Over the last few decades, generational diversity in the workplace has increased significantly. The youngest Generation Z brings in new energy, while the oldest – Traditionalist Generation – often clings to used structures. Sometimes it can be difficult when different generations work together.
Force Management
MARCH 2, 2023
This month on Revenue Builders, our guests reminded us of the power of the mind. In leadership and life, the power of your mindset is clear - it affects your outlook, motivation and most importantly those around you. We look for a great mindset in those we partner with and who we hire. These are four stories that convey the transformative power of the mindset, from entrepreneurship to service.
Customer Think
FEBRUARY 27, 2023
While PowerPoint is an excellent business tool to communicate ideas, its pervasive, constant use has weakened the impact it once had. While professionals may feel naked in front of an audience without it, spectators often lose interest quickly – if not outright groan upon seeing a long list of slides in front of them.
Speaker: Joe Apfelbaum, CEO of Ajax Union
In this webinar, Joe Apfelbaum, CEO of Ajax Union and business strategist, will take you through the ABCs of intent data. You'll learn how to effectively use it to drive business results, with practical tips on how to leverage both company and contact intent data to maximize your marketing efforts. Whether you're a seasoned marketer or just getting started, this webinar is a must-attend for anyone looking to stay ahead in the ever-evolving world of digital marketing.
Nutshell
MARCH 1, 2023
When you’re a growing business, you’ve got to effectively manage and update your leads in a way that’s organized and efficient. You can do just that with a customer database and intuitive customer relationship management (CRM) software. Read on to learn more about the basics of a customer database, the benefits of customer database management, and how you can use a CRM like Nutshell to manage your customer data.
SBI Growth
MARCH 1, 2023
Organizations face sales productivity concerns, with pressure mounting due to buyer uncertainty in a sideways market, a renewed focus on earnings over growth, and owners and shareholders hungry for good news. Almost daily, we hear reports of layoffs, especially in technology companies, and an emergence of a new crop of commercial talent heading to new organizations.
SalesGlobe
MARCH 3, 2023
As we continue to navigate uncertainty in the market due to inflation, high interest rates, mass layoffs and labor shortages, companies are under a lot of pressure to manage costs. This might be causing customers to rethink their strategies around purchasing products and/or services. Therefore, to introduce sales process innovation, drive growth and retain current customers, companies might need to tap into their sales team’s creative quotient.
Customer Think
FEBRUARY 25, 2023
I began debunking sales articles when the first ones predicting the death of selling appeared circa 2008. Back then, new digital marketing companies were telling everyone that salespeople would be replaced by inbound marketing. "Inbound is.
Speaker: Gerhard Gschwandtner, CEO, Selling Power | Beverlie Heyman, Director of Sales Enablement, Bigtincan | Jared Hibbs, Sr. Sales Enablement Manager, Bigtincan
Sales kickoff (SKO) meetings are a critical time for sales enablement and management teams to drive learning and motivation that (they hope) will last the whole year. Unfortunately, those same meetings can also become long, tedious, repetitive days that cause reps to tune out and turn off. Over the past few years, sales kickoffs have looked very different.
Nutshell
MARCH 1, 2023
Odds are, you’ve heard of plenty of marketing different tools you can use for your business. Some of those tools are for automation, others are for analytics, and still, others are for design. But one of the most important tools to use in your business is a customer relationship management (CRM) platform. CRMs help your business gather, store, and analyze valuable customer data.
Zendesk
MARCH 2, 2023
The retail industry is constantly evolving, and businesses and retailers need to stay on top of the latest trends. This year, thousands of retail professionals descended on the Javits Center in New York City for the National Retail Federation’s Big Show. Retail’s Big Show brings together change-makers and leaders from around the globe to showcase the latest innovations and illuminate trends.
ClearPoint Strategy
MARCH 2, 2023
Make 2023 the year your organization accomplishes its goals. When it comes to strategy planning and execution, executing is the hardest part. Organizations often fail to execute because they struggle to both see and manage the big picture—they get lost in project details and drown in a sea of organizational data. ClearPoint strategy execution software was created to change all that.
Customer Think
MARCH 1, 2023
The AI playground has evolved a lot throughout the past year. Conversational AI has made huge inroads. We have seen an increasing number of deployments and through their availability, people get to use them more and more, such as Apple’s Siri, Amazon’s Alexa, or Google’s Assistant.
Advertiser: ZoomInfo
ABM gets better with age — but unfortunately, marketers don't have the luxury of pouring it into an oak barrel for a couple decades to let it mature. In a recent survey with Demand Gen Report, we found 59% of experienced practitioners (those with ABM programs more than a year old) indicated their ABM programs are meeting or greatly exceeding their expectations, while only 45% of novices (those with ABM programs less than one year old) could say the same.
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