Wed.Nov 09, 2022

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The 6 Essential B2B Sales Funnel Stages

RAIN Group

Interesting tidbit: the concept of a sales funnel dates back to Chicago meatpackers in the late nineteenth century. Even then, the Armours, Swifts, and Morrises of the world were tinkering with the best strategies for selling their products to other businesses. In many ways, the fundamental challenges of selling remain the same for the modern B2B sales funnel.

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I Have Open Sales Territories And Recruiting is Challenging. What Are My Options?

The Center for Sales Strategy

Most people in hiring roles are having the conversation: How am I going to find someone to fill my vacant roles? The problem is real, and for some, it’s overwhelming. Here are four options to consider.

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Four Outcomes Your Buyer-Driven Experiences Must Deliver

Customer Think

I started this year with a post about 5 Elements to incorporate into a B2B buyer-driven experience (BDX). During the year, I’ve talked about what to incorporate and how to use BDXs to build momentum toward buying. As we do the work to get closer to our buyers and evolve our buyer-driven experiences, it’s important […].

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How to Align Continuous Improvement with Strategic Goals

Kainexus

One might think that any organization with leadership and employees dedicated to continuous improvement would slowly trend toward success. However, it takes more than a desire to implement positive change to get there. Continuous improvement is part of a strategic process that advances critical goals and objectives. Organizations that demonstrate operational excellence are aligned and working toward the same ends.

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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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New Data: Will Salespeople Hit Quota When Sales Managers Coach and Sell?

Customer Think

I was reviewing stats from the 2022 World Series between the World-Champion Houston Astros and the National League Champion Philadelphia Phillies. The Phillies might have had a two-man wrecking crew in Kyle Schwarber and Bryce Harper but it wasn't near.

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What Sales Reps Should Do in the First Quarter of a New Year, According to Experts

Hubspot Sales

You just closed out Q4 and blew it out of the water. But before you have a minute to relax, a new year starts. You get brand new goals to meet, and they’re significantly higher than last year's. It’s no wonder that a new year can make sales reps feel exhausted. It’s like finishing a marathon only to be asked to run a second, longer race immediately afterward.

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3 Ways CEOs are Preparing for Budget Constraints in 2023

SBI Growth

SBI’s last CEO growth advisory board meeting of 2022 was held last month, and the conversation followed two big themes - recession and talent. CEOs in attendance are fielding questions about cost-cutting measures, and most are shifting operating expenses from compensation and Customer Success into Sales and Product. CEOs in attendance also agreed that pricing increases were not to be feared.

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Simplr Introduces the EngageNow Suite to Eliminate the Customer Service BPO

Customer Think

Simplr now offers chatbot technology and real human customer support in one integrated, AI-enabled platform.

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The importance of using video in sales emails

Crank Wheel

Why should you use videos in sales emails? Read on to find out more.

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Planning an S/4HANA Implementation and Migration the Right Way

Customer Think

SAP will stop supporting its Business Suite 7 software by 2027. Your ERP will be without technical support if your business doesn’t leap SAP S/4HANA before then. This is the carrot half of SAP’s carrot-and-sticks motivation. S/4HANA is the carrot half. It is a future solution that boasts many features, including advanced analytics, consolidated approach […].

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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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How to Better Align Sellers and Leadership

ProlifIQ

Alignment Plays Into Success. As a seller, your ultimate goal every month or quarter is to hit your quota. When that happens, not only does your team benefit but typically so do you and your family through commission and accelerators. The same can be said about sales leaders , where you don’t typically have quotas but specific KPIs that must be hit to also be rewarded a commission or bonus.

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GigCX Is All Around And It’s Here To Stay

Customer Think

GigCX is quite a recent term within the customer service industry. I only started writing about it myself in 2020 and there are not many examples of earlier commentary on GigCX. I still can’t even find any reference to GigCX in Wikipedia – perhaps someone should write the initial page to see if it is […].

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World’s Greatest Salesman (video)

SalesPop

Carload Richie: The Life and Times of Harold F. Richie. Don Gillmor is a journalist, novelist, historian, and children’s book author from Canada. He has won numerous journalism and literary honors. He has written three novels and five non-fiction books. Gillmor won three gold and seven silver Canadian National Magazine Awards for his magazine work, and he has been dubbed “one of Canada’s most recognized profile writers.” In this expert insight interview, John and Don disc

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Turn the Tables on Product Development Disruptions

Planview

Disruptions to effective product development are constant but don’t need to be detrimental to an organization’s ability to deliver innovation with speed and maintain a healthy ROI. Suppose organizations make adaptability a cornerstone of their product development strategy and overall culture. That shift creates constant momentum, making it easier to adjust perspectives and see with more clarity all the opportunities to turn the tables on disruption.

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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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Stravito launches Scrapbook to simplify storytelling and recycle existing insights

Customer Think

Scrapbook allows users to recycle relevant research and create effective insights narratives for specific projects, launches, and campaigns.

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Nov 09 – Customer Success Jobs 

SmartKarrot

Role: Director of Customer Success Location: Denver, CO, United States Organization: Homebot As a Director of Customer Success, you will hire, train, and manage a team of top-performing individuals and managers. You will serve as project manager and leader for cross-functional initiatives such as standing up a CS/Sales qualified lead engine process, building out a retention strategy for the individual Loan Officer and Real Estate customers, and developing a feedback forum for product deve

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Email Testing Profiles, Klaviyo Integration, Email Personalization Inspiration Top Litmus Product Updates

Customer Think

New features and platform updates facilitate more efficient email drafting, testing and personalization for marketers.

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8 Useful Holiday Gifts for Sales Development Representative | Holiday Gifting Guide 2023

LinkedFusion

It’s definitely the hardest task to select the right gifts for the sales development you care about and are closest to your heart. And, when you think about gifting something special to the salesperson in your team or your office, you should help them to improve their efficiency for sure. This year at LinkedFusion, we have created a list of top software gifts that will make the lives of the sales person easy at their workplace and help them generate more revenue, manage client relationships and

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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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Cloud-Based CRM: What it is and How It Benefits Your Business

Insightly

Understanding a Cloud-Based CRM and How It Benefits Your Business. Delivering great customer experiences is often the single differentiator between your business and the thousands of others in a competitive market with discerning customers. This fact, among other reasons, is why a customer relationship management tool is immensely valuable. A business’ CRM is the single source of truth that keeps the company deeply connected with all of its customers.

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Keep the Account Planning SIMPLE – Download FREE Template Now!

SmartKarrot

It takes both art and science to handle key accounts. Some aspects of account planning are constructing a sales strategy, developing a consistent technique for gathering background information on important clients, and establishing relationships based on proactive management and support. It is challenging to create a playbook of strategies that safeguard your brand reputation and foster long-term commercial partnerships without an overarching strategic framework, much alone teach your team how t

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Momentive Announces SurveyMonkey Price Optimization Solution, Empowering Users to Find Optimal Prices for Products

Customer Think

New solution democratizes access to pricing decision-making by putting the power of audience sentiment in the hands of all users, not just market research experts.