Miller Heiman Group

DECEMBER 30, 2019

Over the course of this year, our blog took sales and services on a journey, with stories about practical challenges in growing prospects, advice for sales leaders anticipating a recession, conversations with major sales influencers like Neil Rackham and much more. 2020 starts tomorrow—and that’s got us feeling reflective.

Sales 49

Sales Stakeholders Sales Management Facilitation 49

Clarity Engagement Solutions

APRIL 26, 2021

care stakeholders, pharmaceutical companies are trying to navigate how to be effective with their customers. Long before the COVID-19 outbreak, pharmaceutical companies knew that the customer engagement game had changed. Pharmaceutical companies can embrace a compelling opportunity to make a strategic and critical shift.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Clarity Engagement Solutions

APRIL 26, 2021

care stakeholders, pharmaceutical companies are trying to navigate how to be effective with their customers. Long before the COVID-19 outbreak, pharmaceutical companies knew that the customer engagement game had changed. Pharmaceutical companies can embrace a compelling opportunity to make a strategic and critical shift.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Clarity Engagement Solutions

APRIL 26, 2021

Long before the COVID-19 outbreak, pharmaceutical companies knew that the customer engagement game had changed. New types of stakeholders, little swayed by the strength of a product sales pitch, have been looking to big pharma to sit more consistently at the patient population management table. Or, at least they think they are.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Brooks Group

NOVEMBER 10, 2023

This post explores the importance of accelerating a company’s sales cycle and how sales leaders can investigate and improve their sales processes to achieve this goal. Sales leaders, the driving force behind a company’s revenue generation, understand that time is of the essence. That’s true in any sales landscape.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

Red Star Kim

SEPTEMBER 22, 2022

This topic is explored well in the recent book Book review: Digital Body Language – How to build trust by Erica Dhawan (kimtasso.com). Telephone calls are intrusive – whereas people will read emails at a time that suits them, telephone calls can be intrusive. At a recent MBL workshop “Pick up the phone! Landlines are a rarity.

Emotional Intelligence 130

Emotional Intelligence Communication e-Learning Digitalization 130

DemandFarm

MARCH 31, 2023

DemandFarm’s Dr. Karthik Nagendra-Chief Marketing Officer had a one-on-one chat with Andrew Collings – Head of Enterprise at Gearset where they discussed the changing landscape of B2B selling and shared insights on how organizations can adapt to this new environment. This provides structure to your organization’s interactions.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Arpedio

OCTOBER 21, 2021

How can Arpedio’s digital solutions empower your business and create continuous GROWTH? How can Arpedio’s digital solutions empower your business and create continuous GROWTH? ? Back to blog. Would you like to know how to have higher customer retention and how to make your business grow faster? October 21, 2021.

Digitalization 52

Digitalization Digital Transformation Account Management B2B 52

Arpedio

OCTOBER 21, 2021

How ARPEDIO’s digital solutions can empower your business and create continuous GROWTH. How ARPEDIO’s digital solutions can empower your business and create continuous GROWTH. ? Back to blog. Would you like to know how to have higher customer retention and how to make your business grow faster? October 21, 2021.

Digitalization 52

Digitalization Digital Transformation Account Management B2B 52

Miller Heiman Group

JANUARY 9, 2020

This guest blog post features one of our inaugural Miller Heiman Group Icons, Nicholas Gregory. In this post, he recommends ways that sales enablement leaders can implement sales transformation strategies. As fundamental as training is to an organization’s success, I believe we need to broaden sales enablement’s impact in organizations.

Sales 63

Sales Logistics Finance CRM 63

Sales Management Matters

JULY 8, 2019

In this blog series, sales performance management (SPM) consulting firm OpenSymmetry explored key sales compensation plan design components and considerations for team-based incentivization. Depending upon the economic times (e.g. recession vs. growth markets) and who is holding the reins of the company (e.g.

Profitability 69

Profitability Supply Chain Finance Sales 69

Showpad

MARCH 19, 2021

” This theory differentiates between the talents and skills we’re born with and those we develop from outside influences. In fact, we’ll be talking about some of them later on in this blog post). You’ve heard the phrase “nature versus nurture.”

Sales 52

Sales B2B Meetings Management 52

PandaDoc

APRIL 24, 2023

Read on to discover how to create effective sales strategies through the power of enablement and turn your team into an all-star performance machine. A successful leader also has excellent people skills and emotional intelligence, meaning they know how to get the best out of their sales teams. You’ve come to the right place!

Sales 52

Sales e-Learning Onboarding Software 52

SmartKarrot

MAY 4, 2022

The C-Suite in any company is one of the smartest executive groups. Becoming a C-Suite executive is not an easy task. The task of managing a company is also with the C-Suite executives. They can be compared to commanders who handle all decisions that influence a department or area of the company.

Customer Success 10

Customer Success Management Media Meetings 10

SmartKarrot

MARCH 10, 2022

Chief Information Officer or CIO is a C-Suite executive whose importance and role has risen in recent times. The role has evolved to accommodate the unanimous increasing influence of customer experience. Let us learn how the role of the CIO has grown to implement customer experience initiatives in the company.

Customer Experience 11

Customer Experience Remote Working Digitalization B2B 11

SmartKarrot

MARCH 29, 2022

Here, in this blog, we look at how customer success has transformed from churn buster to earn booster – a quote that must be credited to Sue Nabeth Moore. In the below Micro podcast, you can notice how the top customer success leader creates this idea. Customer success has evolved drastically in the last few years.

Customer Success 10

Customer Success Value Proposition Artificial Intelligence Onboarding 10

Help Scout

JULY 18, 2018

What was going on, and how did it feel? What was going on there, and how did that feel? As an individual within your company, you don’t need to be in the C-Suite or on the People Ops team to affect the kind of positive change that inspires people from different backgrounds to apply and feel included once they’re hired.

Media 40

Media Meetings Leadership Communication 40

SmartKarrot

FEBRUARY 21, 2022

You can consider a change agent as a catalyst who brings necessary change, i.e., a person who inspires and influences others to bring out the change in the organization. You can consider a change agent as a catalyst who brings necessary change, i.e., a person who inspires and influences others to bring out the change in the organization.

B2B 10

B2B Innovation Customer Experience Organization 10

SmartKarrot

JANUARY 17, 2022

How did you figure that out? But how often have we seen professionals in the customer success field ignoring this important detail? Now you might say – But I do not know how to do personal branding? – If that is the case, do not worry, as I have provided the details in the blog. What do you say?

Customer Success 11

Customer Success Value Proposition Prioritization Profitability 11

ReviewTrackers

FEBRUARY 21, 2017

If you’re looking for a tool or software product to help you protect, manage, and build your company’s reputation, you’ll quickly realize that there are so many providers to choose from. You’re in a big, rapidly growing market, and it can be challenging to try to narrow down your choices. Should you create a shortlist based on pricing?

Software 26

Software Software Management Media 26

SmartKarrot

JANUARY 5, 2021

Here’s our Top 50 Customer Success Influencers list celebrating those frontiersmen and women pushing the boundaries and making Customer Success the force that it is today. If you find any prominent influencers missing, kindly nominate them in the comments below. Lincoln Murphy. Allison Pickens. Dave Jackson.

Customer Success 21

Customer Success Leadership Customer Experience B2B 21

Mike Kunkle

NOVEMBER 26, 2022

How we aim to achieve this: A 1-on-1 Coaching Kickoff Call (30 minutes) to ensure your Building Blocks Mentor understands your objectives and to offer initial guidance on how to best leverage the course. Here is what Felix had to say when we launched: Why Did We Create this Learning Experience?

Sales 200

Sales Leadership Transportation Sales Training 200

SBI

JUNE 19, 2019

TechTarget, Inc. Nasdaq: TTGT), the global leader in B2B technology purchase intent data and services today announced that its IT Deal Alert Priority Engine™ platform won two 2019 CODiE Awards in the Best Account Based Marketing Solution and the Best Sales and Marketing Intelligence Solution categories. Michael Cotoia, CEO, TechTarget.

Marketing 20

Marketing Account Planning B2B Innovation 20

SmartKarrot

FEBRUARY 25, 2022

In this blog, we attempt to understand evolution, its implications, and whether it will stick. This is undoubtedly the age of the customer. Being customer-driven and data-driven is important. A purchase decision is determined by customers- they will look at a positive experience over anything else. contact-form-7].

Marketing 10

Marketing Customer Experience Procurement Customer Success 10

SmartKarrot

SEPTEMBER 10, 2020

If you have been following SmartKarrot’s blogs then you would find that we have written many blogs on different roles. But this blog is specifically about Chief Customer Officer (CCO). Most of the time they are responsible for drawing attention of the C-suite executives towards customer-centric values.

Key Account Management 10

Key Account Management Acquisition Customer Success Account Management 10

Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. 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. Many have worked to codify and influence what sales enablement is and does.

Sales 130

Sales Sales Training Leadership Decision-making 130

SmartKarrot

JUNE 18, 2021

As the backbone of any given business resides with the customers, it makes sense to showcase value to them and understand and influence customer behavior. As the backbone of any given business resides with the customers, it makes sense to showcase value to them and understand and influence customer behavior. Source: LinkedIn.

Customer Value 10

Customer Value Management Customer Success Profitability 10

SmartKarrot

FEBRUARY 9, 2022

Have you ever heard a C-Suite executive say that he/she is okay with losing out on a few customers every month? Given the importance of customer retention to a business, it is important to know how to calculate customer retention. How to calculate customer retention? What is customer retention? Like what you are reading?

Customer Success 10

Customer Success Value Proposition Profitability Decision-making 10

DemandFarm

APRIL 8, 2024

That there is a huge gap in how key account management teams are doing relationship mapping today would be an understatement. If you’re part of a B2B sales team, chances are that ABS as a strategy is on your radar. Who wouldn’t want to unlock the full potential of their key accounts? Sounds simple enough! The consequence?

Key Account Management 52

Key Account Management Account Management Stakeholders Meetings 52

Account Management Skills

MARCH 2, 2021

Throughout her career she’s managed many different agencies and so is in a very good position to provide the ‘client side’ perspective on how agencies manage her business. How to treat the client when having meetings and do your homework before meeting clients. * Transcript: Jenny .

Marketing 52

Marketing Account Management Meetings Media 52

SalesGlobe

FEBRUARY 9, 2022

As we drove, we talked about how Cliff sold beer. On a chilly morning in Sacramento, I sat perched on a vinyl bench seat, warily eyeing my rolling workplace for the day: an 18-wheeler, windows fogged from the cold, vibrating slightly as its engine idled. My tour guide, Cliff, was a driver sales rep for a major brewing company.

Value Proposition 52

Value Proposition Advertising Sales Profitability 52

Janek Performance Group: Account Planning

JULY 21, 2021

First, as we mentioned in our previous SAM blog , come up with a strategic account plan that sets the guidelines and timelines for contact at the start of the relationship and get customer approval for that plan. That way, everyone is clear on the expectations and you know when and how you should be communicating with them.

Account Management 52

Account Management Management Negotiation Account Planning 52

Hubspot Sales

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Marketing 98

Marketing Brainstorming Decision-making Advertising 98

PandaDoc

FEBRUARY 13, 2023

The sections below provide tips on how to foster efficient interdepartmental communication, which will save you both time and money. How to improve collaboration between departments If your various departments don’t regularly work together, it can be difficult to break down the barriers between them.

e-Learning 91

e-Learning Brainstorming Decision-making Communication 91

LinkedFusion

AUGUST 8, 2023

In this blog, we will explore ways in which you can generate leads with LinkedIn video marketing and grow organically. Engaging senior influencers and C-suite decision-makers is also a key tactic, and LinkedIn is quickly emerging as one of their most reliable sources of video content.

Publishing 40

Publishing Advertising Marketing Decision-making 40

Brooks Group

SEPTEMBER 7, 2022

They have different preferences for communicating, and how they send and receive feedback. You have to learn how to ask the right questions to your people if you want to come alongside them and lead them out of a sales slump. Selling is hard. The solutions that we’ve uncovered are just about as nuanced as they can get.

Sales 52

Sales Sales Training Communication Supply Chain 52

SmartKarrot

APRIL 21, 2022

Key C-Suite roles required to make a customer-centric executive team. Key C-Suite roles required to make a customer-centric executive team. The entire C-suite is responsible for the customer. The C-suite needs to exude customer centricity with the CEO at the helm of affairs.

Digitalization 10

Digitalization Customer Life Cycle Cybersecurity Government 10