Sat.Aug 24, 2024 - Fri.Aug 30, 2024

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Account-Based Marketing: Customer-Led, Team-Enabled

Strategic Account Management Association

The first step in next-gen, customer-centric sales By Dominique Côté, CEO & Founder, Cosawi and Principal, The Summit Group, and Kate Burda, CEO & Founder, Kate Burda & Co. Shedding light on the next generation of account-based marketing We can all agree that customer centricity and customer focus are the cornerstone of effective strategic account … Continue reading Account-Based Marketing: Customer-Led, Team-Enabled The post Account-Based Marketing: Customer-Led, Team-Enabled

Marketing 520
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Why the Medical Devices Sector Holds a Higher Standard of Customer Experience

Customer Think

The title is: Why the Medical Devices Industry Holds a Higher Standard of Customer Experience, and the question is: Why Can’t the Medical Devices Sector Fail?

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Focusing on Sales Activities That Drive Performance with Jeff Clewett & Emily Estey

The Center for Sales Strategy

In this episode, we’re discussing how to ensure your sales teams are focused on the right sales activities to drive performance. And joining Matt Sunshine to help break it all down is Jeff Clewett, Director of Sales at Bonneville Denver, and Emily Estey, VP/Senior Consultant here at CSS. Both offer some amazing points to think about, like: Why too many sales managers treat everything as an emergency when they need to be prioritizing and filtering the right information for their teams How target

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Strategic Life Planning: Jean St. Pierre’s $100 Million Journey

Strategic Planning and Management Insights

In the latest episode of the Strategy and Leadership Podcast, host Anthony Taylor sits down with Jean St. Pierre , the co-founder and chairman of the Rhombus Group. Jean shares his compelling story of building a $100 million business, losing it all, and then rediscovering his path through deep introspection and strategic planning. The conversation is packed with valuable insights for entrepreneurs aiming to achieve business success while maintaining a balanced and fulfilling life.

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2024, The Year of the Customer

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.

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How Sales Teams Can Use AI to Follow Up With Leads

Hubspot Sales

I remember it like it was yesterday — I was just starting out in SaaS sales, and I had identified a promising account I wanted to target. I identified a key stakeholder with purchasing authority, reached out with a simple yet elegant email pitch, and they responded asking me for a contract they could sign right away. I woke up to my alarm clock shattering that fantasy.

Sales 105
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AI in the Spotlight: How Retailers Can Streamline Operations and Improve Long-Term Business Performance

Customer Think

2024 survey results show that many retailers already use or are actively working toward adopting AI-powered tools. The data reveals that one-third are assessing or piloting AI initiatives. However, larger retailers are outpacing smaller businesses, with two-thirds reporting AI adoption (55 percent higher than the industry adoption rate).

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Critical SKO Advice for Leaders: Lead from the Front

Force Management

The sales kickoff is a galvanizing moment for a sales organization, rallying the team around their purpose, strategy and goals for the year. As a sales leader, you've likely been a part of many of these kickoff events, and you may be familiar with the quick fizzle that sometimes happens once everyone gets back to their daily responsibilities. Driving behavior change with a SKO is no small feat, but consider the stakes - increasing competition, aggressive sales objectives, and highly guarded budg

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Sales 101: Go From Beginner to Pro With These Strategies

Hubspot Sales

Welcome to HubSpot's Sales 101 — a crash course on some of the key concepts, tools, and tactics you, a new or aspiring sales rep, should have a grip on as you get your career off the ground. Sales is, at its core, a fundamentally technical practice that's guided by finesse and creativity. So while your success in the field will ultimately be self-driven, there are some universally applicable elements that should inform how you conduct your efforts.

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5 Technologies are Transforming Contact Centres. Are You Prepared?

Customer Think

The contact centre — a technology-driven strategic asset Contact centres are the core on which many firms deliver their customer experience. The landscape has changed dramatically in recent years, and this transformation is set to continue.

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Sales Negotiation 101: Actions to Take and Avoid

The Center for Sales Strategy

Did you know that only a quarter of all sales are successful? HubSpot reported that its average win and close rates are 21% and 29%, respectively. This means that about three-quarters of all sales negotiations usually fail. As a sales professional, you seek to improve your performance and fill the sales pipeline. However, in the entire process, the negotiation part is the most important.

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How to Stay Competitive in the Evolving State of Martech

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

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Net Sales Vs. Gross Sales: How They’re Different and Why You Should Track Them

Nutshell

As a sales manager, you’re no stranger to reports and monitoring specific metrics to measure your team and company’s success. But what particular metrics are you focusing on, and are you leveraging the difference between net sales vs. gross sales to your advantage? A key component of your job is tracking the revenue your sales team generates. Revenue is one of the primary indicators of a successful sales process and often has a specific team goal attached for the quarter and year.

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H1 FY24 Update: GTM Efficiency Continues to Decline

SBI Growth

Many companies found themselves in a worst of both worlds situation in 2023, struggling to deliver growth while managing a continuing increase in go-to-market expense. Commercial efficiency is eroding. As we look at early returns from 2024, there is little to suggest the tide has turned.

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A Quick Guide to Implementing AI in Logistics and Supply Chain Management

Customer Think

The global logistics and supply chain industry is a perplexing organization of interconnected systems that have now assumed a vital part in the worldwide economy. So, the efficient management of this network is fundamentally important for organizations to stay competitive and fulfill customer demands.

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Navigating the Ethical Challenges of Algorithmic Decision-Making

MDI Training

Navigating the Ethical Challenges of Algorithmic Decision-Making You prefer to listen to this article? Click here to access our AI-generated audio version: Navigating the Ethical Challenges of Algorithmic Decision-Making by KI generated [link] Navigating the Ethical Challenges of Algorithmic Decision-Making Artificial Intelligence (AI) is transforming our world , from personalized recommendations to advanced medical diagnostics.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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How to Implement an AI Pricing Strategy, and Why You Should

Hubspot Sales

As a former salesperson in hyper-competitive industries like tech, telecommunications, and media, I’ve seen firsthand the importance of getting your product and service pricing approach right. A well-crafted AI-powered pricing strategy helps companies to be competitive in their target market. It can help them to be resilient to changing market conditions, and achieve their profitability goals.

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12 Workplace Organization Techniques & Management Tools

Kainexus

Six Sigma and Lean manufacturing are business methodologies focused on improving the quality of goods or services an organization produces by reducing variance in the production process. Leaders know that when a production process lacks the stability to create high-quality output consistently, it will continue producing defective products until someone intervenes and improves the process.

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Winning Profitable Growth from New Markets

Customer Think

The ultimate objective of marketing is to drive revenue growth, and marketers understandably focus most of their efforts on increasing revenues from their company’s current business. Some companies have a vibrant core business that provides plenty of growth. However, sooner or later, most companies will likely see growth from their core business slow.

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How To Use Data To Improve the Customer Experience: A Guide For Small Businesses

Groove HQ

Common CX challenges often have a root cause that you can uncover with the right information. But many startups struggle to understand how to use data to improve customer experience in productive ways – or even where to look. Is your business struggling to understand why customers keep abandoning their shopping carts before completing purchases? […] The post How To Use Data To Improve the Customer Experience: A Guide For Small Businesses appeared first on Groove Blog.

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How to Leverage Intent Data for Better Outcomes

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.

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Guide to Sales Objection Handling

SBI Growth

While sales objections are frustrating, they can be valuable opportunities to build trust, address concerns, and ultimately win the sale. By understanding the root causes of objections and adopting proactive strategies, sales reps can confidently navigate these challenges, leading to improved outcomes and stronger customer relationships. Let's delve into the art of handling and preventing unnecessary sales objections.

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Why Your CRM and Your Sales Process Are a Perfect Pair

Brooks Group

A consistent sales process is the hallmark of successful sales teams. Data from our research report, Best Practices of High-Performing Sales Teams , shows that 95% of sales teams that meet or exceed revenue goals follow their sales process all or most of the time—but only 69% of underperforming teams do. Sales teams that don’t follow their sales process consistently have difficulty meeting sales goals, and lack of adherence is a problem at many organizations.

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The Role of Emotional Intelligence in Marketing: Building Authentic Connections with Customers

Customer Think

When it comes to marketing, connecting with customers on a deeper, more meaningful level is essential for driving sales and fostering loyalty. One of the most effective ways to achieve this is through the application of emotional intelligence (EI) in marketing.

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The Psychology of Customer Service: 6 Quick Tips For Small Businesses

Groove HQ

Have you ever tossed and turned over a negative review, or winced at the thought of dealing with an irate customer? If you’re trying to find the key to customer satisfaction, you’re far from alone. Many small business owners find managing customer service challenging. Time is short, and you may lack the resources to bring […] The post The Psychology of Customer Service: 6 Quick Tips For Small Businesses appeared first on Groove Blog.

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Negotiate Larger Deals More Quickly

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.

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How to Use AI for Sales Qualification

Hubspot Sales

One time, when I worked for IBM, I asked a prospect from a well-known engineering software company if they had determined a budget for their digital transformation initiative. He replied, “Oh, you are doing BANT qualification? I’ll make it easy for you. My budget is X, I am the project lead, I just described our needs, and our timeframe is four to six months.

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From Traffic to Income: A Comprehensive Guide to Monetizing Your Website—Part 3

Strategic Communications

In Part 2 of this three-part series, we took a deep dive into successfully monetizing website content. Here, we take a look at some key considerations and best practice recommendations from digital marketing experts. Key Considerations and Best Practices Topping the list of key considerations is alignment with your brand. Building a strong brand can take a long time and a lot of effort, but its value can diminish quickly.

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2024’s Game-Changing Digital Marketing Trends: Stay Ahead of the Game

Customer Think

The world of digital marketing is constantly evolving, with new trends and technologies emerging each year. To stay competitive, businesses need to be aware of new changes and adapt their strategies accordingly. As we move into 2024, several key trends are set to shape the future of digital marketing.

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What Type of Email Customer Support Tools Does Your Small Business Need?

Groove HQ

You know that feeling when your inbox is overflowing, and every notification brings another customer question or request? It’s a sign of a thriving business, of course, but it’s also a major stressor. Juggling those emails can be a real drain on your time and energy, pulling your focus away from development and growth. You […] The post What Type of Email Customer Support Tools Does Your Small Business Need?

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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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Ignorance Isn’t Bliss: The Competitive Edge Your Sales Team Needs

FinListics Solutions

Your B2B sales team needs a deep understanding of geographical and business segments to connect with clients and drive growth

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Managers: Here’s How to Align Individual Goals with Organizational Objectives

AchieveIt

Imagine a company filled with high-performing employees working tirelessly to achieve their individual and team goals. Despite this, the organization seems to be driving in neutral. Projects are delayed, morale is low, and day-to-day work feels disconnected from strategic goals and business objectives. This too-common scenario is usually the result of a misaligned organization.

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AI Gatekeepers: Why Brands Must Master Data-Driven Personalization to Thrive

Customer Think

There’s an emerging trend that could reshape the relationships between brands and their customers: AI as gatekeeper. More and more, people will be able to simply ask their phone to solve a problem or type a question into their browser window and they’ll get a response synthesized from information available online.

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How To Respond To a Customer Inquiry Effectively (A 5-Step Process)

Groove HQ

It’s easy to view customer inquiries as a ‘problem’ to be resolved and then forgotten about. Of course, answering the question or fixing the issue is important. But if that’s your only goal, you’re missing the chance to maximize buyer satisfaction and loyalty. Every communication (and every customer) is unique. So the best thing you […] The post How To Respond To a Customer Inquiry Effectively (A 5-Step Process) appeared first on Groove Blog.

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Contact vs. Company Intent Signal Data

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.