The Center for Sales Strategy
MAY 21, 2024
As a sales manager, you know the frustration of watching your pipeline slow down to a trickle. When you need a boost of new opportunities to drive revenue quickly, it's time to look beyond your typical marketing channels. Here are five lead sources offering a "short route to revenue" to help fill your funnel quickly.
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!
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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?
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
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.
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.
Aepiphanni
MAY 16, 2024
Building a resilient business operating model that decentralizes decision-making, increases productivity and results in greater employee satisfaction.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
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.
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!).
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.
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.
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
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.
Customer Think
MAY 21, 2024
For a brand, positioning is important and cannot be overlooked. And an effective positioning cannot be achieved without the right messaging strategy. So, positioning and messaging work hand-in-hand to influence how your brand is perceived. Positioning refers to how you want your brand to be viewed compared to competitors.
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:
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
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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.
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.
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.
Customer Think
MAY 21, 2024
It’s a familiar scenario: your business has seen exceptional growth within a specific region. Seeking new growth opportunities, you identify a promising chance to enter additional markets. Expanding into these markets could boost growth and revenue and solidify your brand’s global presence. However, these rewards come with risks.
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.
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.
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.
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.
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.
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.
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.
NG Data
MAY 20, 2024
Discover NGDATA's Intelligent Engagement Platform (IEP), a robust solution for customer data management and engagement. Certified by RealCDP, IEP excels in data ingestion, storage, and real-time processing. With advanced analytics, out-of-the-box marketing features, and seamless personalization, NGDATA's IEP sets a new industry standard. Optimize customer interactions and drive business growth with NGDATA's innovative platform.
Account Management Skills
MAY 20, 2024
Why the account manager ‘permission line’ is stopping growth When agency owners seek training for their account managers, they typically want to fix their team’s lack of ability to deliver good client service. The behaviours they often describe that need fixing include; not being responsive to client needs, not being organised enough, overlooking key project processes, appearing unconfident in client meetings etc.
Revegy
MAY 20, 2024
In the dynamic realm of sales, the difference between merely meeting targets and consistently surpassing them often hinges on the effectiveness of your sales workflow. Well-defined and streamlined sales process workflow or sales process steps not only boost productivity but also guarantee a consistent and high-quality customer experience. At Revegy, we recognize the critical importance […] The post Efficiency in Sales: How to Streamline Your Sales Process for Better Results appeared first
May Phoo Pan
MAY 20, 2024
The world of marketing, advertising, and branding thrives on one key element: strong client relationships. As an account manager, you're the bridge between your agency's creative vision and the client's needs. Mastering this role requires a specific skillset, and luckily, there are fantastic resources available to help you hone your craft.
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 21, 2024
Whether it’s the way we’re raised, the cultures we come from, or the lifestyles we lead, a number of factors shape what we want to buy, and why we want to buy it.
Peter Simoons
MAY 19, 2024
In today’s interconnected business environment, forming strategic alliances is pivotal for leveraging synergies and driving growth. However, the success of these partnerships hinges not just on strategic alignment and shared goals but also critically on the interpersonal skills of those who manage these alliances. With that in mind, what are the key interpersonal skills for alliance managers?
PandaDoc
MAY 16, 2024
In this article, we’ll cover how you can measure indirect sales success and discuss the four main types of indirect sales strategies: distribution , dealership , franchising , and merchandising. We’ll also highlight the main advantages of indirect sales, such as expanding the sales network , increasing distribution efficiency , and minimizing costs.
NG Data
MAY 16, 2024
Community banks are embracing innovation and technology to stay competitive. ChoiceOne Bank built its loan origination platform and offers it to other financial institutions. BAC Community Bank has hired professionals with data analysis backgrounds to help with software and other projects. Seattle Bank launched CD Valet to increase deposits and help other banks do the same.
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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