Kainexus

MAY 2, 2024

Today, more than ever, businesses are navigating a landscape characterized by rapid technological advancements, shifting consumer behaviors, and heightened competition. Digital transformation in today's business landscape catalyzes agility, enabling organizations to adapt swiftly to market changes and capitalize on emerging opportunities.

Digital Transformation 74

Digital Transformation Digitalization Artificial Intelligence Internet 74

Upland

AUGUST 29, 2023

In this article, we will take a closer look at buying intent and its role in helping you navigate today’s intricate web of customer preferences, expectations, and buying behaviors. For example, a tech startup exploring project management software to streamline collaboration among remote teams may have several options to choose from.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Showpad

JUNE 20, 2022

He’s talking about the shift in buyer behavior we’ve seen over the past decade. . DuPont’s sales team focuses mostly on enterprise deals—universities, health care providers, retailers, food service, and national hospitality chains. With Showpad’s Pages, reps collect key engagement data from all stakeholders on the buying team.

Stakeholders 98

Stakeholders Retail Sales Leadership Onboarding 98

Mike Kunkle

AUGUST 8, 2023

In addition, to align around how everyone will support buyers and customers and the revenue engine, this is the group with whom the enablement team should develop their Sales Enablement Charter. So can the absence of purposeful change leadership and management. Solution: Senior sales leaders must be change agents.

Sales 188

Sales Prioritization Innovation Leadership 188

Upland

MAY 4, 2023

How are sales teams meant to grow revenue in key accounts without a well-thought-out account planning strategy ? With the plan in place, you need to evaluate your options and select the right tools to give your revenue team the best chance of success in the account. Things can change at any moment in the field.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Upland

OCTOBER 17, 2023

Like other forms of AI, sales enablement AI helps sales teams automate everyday tasks… tasks that take away from the actual selling. But with generative AI , sales teams can analyze data fast and uncover actionable insights. How does sales enablement AI work for sales teams? What is sales enablement AI?

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Mike Kunkle

NOVEMBER 23, 2023

This is a complex topic that is beyond the scope of one blog post, but I will do my best to provide a solid kickstart for you and offer what I hope will be some helpful perspective and good resources to continue to pursue. A full-scale methodology implementation is a change management project. See this chart.)

Sales 258

Sales Finance Decision-making Profitability 258

Upland

JUNE 7, 2023

Some form of implementation and/or customer success is integrated with the sales process at the end (for example, sharing an implementation overview and introduction to the Services and/or Customer Success teams) The sales, revenue/rev ops or sales enablement function typically “owns” the process and can improve and change it over time.

Sales 195

Sales Negotiation Decision-making CRM 195

Upland

APRIL 6, 2021

In the first blog in the series we outlined what a Relationship Map was and how to gain buy in. Once you have a better understanding of a company’s culture – as demonstrated by the aggregate behavior and perspectives of the individuals you engage with – your approach will be much more informed. Adaptability to Change?

Stakeholders 195

Stakeholders Decision-making Innovation Negotiation 195

MDI Training

MARCH 14, 2024

It offers a reflective look at your leadership behavior in times of new work, work location, and increasing flexibility. In this blog article, we will delve into how to create connectedness and a hybrid culture. Define with your team when and how you will be available to each other. Enjoy reading! Company values are important.

Digital Transformation 97

Digital Transformation Leadership Digitalization Artificial Intelligence 97

Mike Kunkle

OCTOBER 2, 2022

It’s “other-centric” servant leadership (leading, serving, acting in your buyers’ and customers’ best interests, creating, communicating, and confirming value, and change management). SPARXiQ Blog: [link]. Distribution Strategy Group Blog: [link]. The above data are a few years old, but relevant.

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

MDI Training

MARCH 14, 2024

Organize Your Team in a Hybrid Workplace Prefer to listen to the article? Organize Your Team in a Hybrid Workplace In his new Rise Course, our MDI trainer and partner Peter Grabuschnig shares all his knowledge on Hybrid Leadership. In this blog article, he will introduce you to the second pillar of the 3P model – People.

Organization 52

Organization Digital Transformation Leadership Artificial Intelligence 52

MDI Training

MARCH 14, 2024

Changing the World with Hybrid Leadership Prefer to listen to the article? Changing the World with Hybrid Leadership In his new Rise Course, our trainer and partner Peter Grabuschnig shares all his knowledge on Hybrid Leadership. Read More Organize Your Team in a Hybrid Workplace by Aline | 14. Enjoy reading!

Leadership 52

Leadership Digital Transformation Artificial Intelligence Digitalization 52

MDI Training

MARCH 14, 2024

It offers a reflective look at your leadership behavior in times of new work, work location, and increasing flexibility. In this blog article, we will introduce you to the first pillar of the 3P model – Purpose. The team: Simply talking to our colleagues or going for a quick coffee break is not as easy as it used to be.

Digital Transformation 52

Digital Transformation Leadership Artificial Intelligence Digitalization 52

Showpad

JULY 21, 2020

Welcome to the third post of this blog series for executives. Even if you take all these steps the right way, there is one missing link that’s often underestimated: How well you manage and lead the change aspect that comes with any enablement initiative. . You might be familiar with change management and change leadership practices.

Management 139

Management Leadership CRM Sales 139

Showpad

JUNE 6, 2022

Meet Tricia Westfall, a Senior Manager for the Sales Capability Planning & Enablement team at Kaiser Permanente. In this interview, she shares how she and her team are adding value during virtual conversations with customers—and how they’re partnering with marketing to build curated content experiences.

Virtual Selling 52

Virtual Selling Decision-making Sales Digitalization 52

Mike Kunkle

JULY 2, 2022

According to Paul Krajewski’s blog , where he tracks the profession, there were 15,000 LinkedIn users with “sales enablement” in their job title, as of June 17, 2022. Way back in 2003, I worked in a department called Performance Development and led the Sales Performance Development team. Yes, of course it can.

Sales 130

Sales Sales Training Leadership Decision-making 130

SBI Growth

AUGUST 26, 2012

When I ask about inbound marketing and what they are doing about content marketing, things like publishing a blog , their eyes glaze over. According to Marketo the most popular content marketing tactics used by businesses today are as illustrated: Contact the SBI team for questions about taking your content marketing to the next level.

Advertising 122

Advertising Media B2B Decision-making 122

Mike Kunkle

NOVEMBER 21, 2023

Yet, only two divisions in the company have performed far above average at new business development – Bill Money’s team, and George’s team, which recently graduated from Modern Sales Foundations and won the last year’s sales contest. Buying Behavior Changes: Furthermore, the buying landscape has evolved.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Arpedio

APRIL 11, 2024

By leveraging AI technologies , sales teams can gain valuable insights from vast datasets, personalize customer interactions at scale, and predict future trends with greater accuracy. By leveraging predictive insights, sales teams can prioritize leads, optimize sales strategies, and anticipate customer needs.

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52

MDI Training

MARCH 29, 2024

Successful Team Building for Boehringer Ingelheim RCV Do you prefer to listen to this article? A resounding success that not only strengthened team cohesion but also laid the foundation for an unforgettable Christmas edition on December 19, 2023, at the picturesque Schloss Laxenburg. What were the goals of the events?

Digital Transformation 52

Digital Transformation Leadership Onboarding Artificial Intelligence 52

DemandFarm

MAY 13, 2024

However there are some uncontrollable factors like customer’s budget, changes in processes or objectives or other factors that you won’t be able to influence directly. What is the behavioral pattern of customers who stay vs the customers who leave? What sales or support actions contribute to higher retention or churn?

Account Planning 52

Account Planning Key Account Management Client Relationships Communication 52

Mike Kunkle

JULY 4, 2022

Leaders have a key responsibility in sharing the change story and inspiring and gaining support from front-line managers and employees. The role of these managers in driving change seems to be a fairly-well acknowledged point of view. Sidebar: Recognize That Sales Enablement is Change Management. Insert ominous music here.].

Sales Management 130

Sales Management Management Sales Sales Training 130

SBI Growth

DECEMBER 21, 2012

In 2012 marketing leaders spent 25% of their program budget on blogging. Leads from blog readers convert 10X more times than tele-prospecting leads. So what makes for a good blog? In this post, I’ll walk you through the framework of a great blog. Your blog needs to generate results. Quantitative. Qualitative.

Leadership 118

Leadership Marketing Communication Sales 118

Arpedio

NOVEMBER 6, 2023

Future trends in account-based selling Explore the ARPEDIO platform ← Back to blog Staying ahead of the curve is crucial for success in the world of sales and marketing. In this blog post, we will explore the emerging trends that are set to redefine the landscape of account-based selling.

Artificial Intelligence 52

Artificial Intelligence Decision-making Client Relationships Media 52

Vantage Partners

SEPTEMBER 12, 2023

Today’s leaders need to approach leadership on multiple levels — namely, as leaders of themselves, of their teams, and of the business. Through the integration of these three dimensions, leaders have the foundation to successfully thrive amidst uncertainty and complexity and drive their teams and the organization forward.

Leadership 83

Leadership Emotional Intelligence Suppliers Stakeholders 83

Brooks Group

OCTOBER 24, 2023

The question is, will the training program result in permanent behavior change and lasting sales performance improvement, or will it be a “flavor of the month” that your sales team abandons a few weeks after the experience? Sales training is designed to teach your sales team new techniques and skills.

Sales Training 74

Sales Training Sales Decision-making Sales Management 74

Planview

MAY 26, 2023

The big idea associated with this blog series is improving your odds of making a transformation stick. In this post, you’ll jump back into the story of a large biotech company undergoing transformation the intelligent way – by leveraging the principles of organizational change management. You’ll see why change doesn’t happen overnight.

Organization 52

Organization Stakeholders Communication Logistics 52

Upland

JANUARY 26, 2020

How are sales teams meant to grow revenue in key accounts with a well thought out account planning strategy? Successful account planning is all about getting the right calibration – you need the right-sized account plan, the right plan type, and the correct functionality and activities for your revenue team. Communication.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Insightly

MARCH 25, 2024

In this blog post, we’ll delve into the fundamentals of CRM and lead management, explore their importance, and provide actionable tips for effective CRM lead management. Segmentation is another crucial aspect of lead management, as it allows businesses to categorize leads based on common characteristics or behaviors.

CRM 52

CRM Management Prioritization Communication 52

Arpedio

FEBRUARY 27, 2024

In this blog post, we will delve into the principles, strategies, and benefits of relationship selling, exploring how it can drive sustainable business growth and foster enduring customer relationships. It’s essential for sales teams to develop resilience and a positive mindset to bounce back from rejection and stay motivated.

Prioritization 52

Prioritization Communication Software Software 52

Brooks Group

DECEMBER 20, 2023

As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics. The buyer is changing faster than we are as sellers. Think about the behavior you want to influence in your sellers and assign your metrics that way.

Sales 93

Sales Decision-making Sales Training Sales Management 93

Arpedio

JANUARY 3, 2024

Strategy Description Content Marketing Creating and sharing valuable content to attract potential customers, such as blog posts, social media posts, and videos. Email Marketing Sending targeted emails to potential customers based on specific demographics, interests, or behaviors.

Advertising 52

Advertising Media Prioritization Communication 52

Showpad

JANUARY 8, 2021

Yes, in the area of enablement services (all content, training and coaching services and related tools your enablement team provides for your specific target audiences), many organizations are on the right track by providing these services in a digital way. The concept has totally changed. No need to adjust that, right?”.

Virtual Selling 144

Virtual Selling Finance Digitalization Digital Transformation 144

MDI Training

MARCH 14, 2024

It offers a reflective look at your leadership behavior in times of new work, work location, and increasing flexibility. In this blog article, he will introduce you to the third pillar of the 3P model – Performance and explain how you can improve the performance of your team. Try to create a balance.

Digital Transformation 52

Digital Transformation Leadership Digitalization Artificial Intelligence 52

Customer Think

OCTOBER 16, 2023

Note: Sharon Drew now has available a 5-session How of Change™ program for folks interested in brain-based, permanent behavior change. Why does it seem so hard to change a habit or a behavior? Why do our teams go through disruption […] Watch the one-hour video introduction.

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MDI Training

AUGUST 17, 2023

Promoting Cohesion and Retaining Talent: Leadership in Focus In a changing world of work, where motivation and employee retention are crucial, leaders are increasingly in the spotlight. Worryingly, 72% of these people would change jobs given a better opportunity. The main reason is a well-functioning and stable team. Leadership!

Leadership 52

Leadership Digital Transformation Digitalization Artificial Intelligence 52