Upland

MARCH 29, 2023

Relationship management in sales is all about delivering value and understanding the people and problems at play within accounts – both from prospective and current customers – in order to help solve their greatest challenges. It’s about sellers becoming trusted advisors to their customers and being the first one to get called to the strategy table when needs arise.

CRM 195

CRM Management Stakeholders Decision-making 195

Strategic Planning and Management Insights

MARCH 29, 2023

Strategic planning Agenda for your next strategy meeting. We've been leading strategic planning meetings for the past 12 years (and counting), and we've tested dozens of different strategic planning agendas so that you don't have to. Use our experience to have the best and most effective strategic planning process.

Meetings 98

Meetings 98

Zendesk

MARCH 29, 2023

In March, we celebrate Women’s History Month and International Women’s Day to honor women’s accomplishments and contributions to our culture and society. This year’s theme is “Embrace Equity,” which highlights the importance of acknowledging that everyone has different needs and circumstances, and we must take action to ensure true inclusion and belonging.

Organization 98

Organization Government Leadership Digitalization 98

The Center for Sales Strategy

MARCH 29, 2023

If you’re trying to maximize your company’s revenue performance, having a clear understanding of the numbers is essential. Knowing exactly where your income is coming from and where it’s going can help you make informed decisions and ensure that you are on track to reach your goals. Fortunately, tracking your revenue performance doesn’t have to be complicated.

Decision-making 95

Decision-making Management 95

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.

SBI Growth

MARCH 29, 2023

Sales effectiveness and productivity are current initiatives top-of-mind for commercial leaders. Consistent themes around the two topics have surfaced, as seen in SBI's client engagements, executive round tables, and proprietary research, and go-to-market leaders need to pay attention. We are also witnessing the massive challenges sales leaders face in balancing CEO expectations with tangible outcomes.

Marketing 62

Marketing Sales 62

RAIN Group

MARCH 29, 2023

Ask 100 sellers at 100 companies why their customers buy from them, and you’re likely to hear 100 answers with the same underlying theme: the value we provide. Sellers describe their value to us in several ways: we get results. Our relationships are very close. They get from us what they’ve always wanted (but never gotten) from other companies. We bring innovative solutions to the table.

Value Proposition 58

Value Proposition Innovation Sales 58

Brooks Group

MARCH 29, 2023

If you’ve ever conducted a sales call, you know how anxiety-inducing it can be. For this reason, doing pre-sales call research is crucial. Before making a sales call, pre-sales call research involves gathering information about potential customers, their company, and their needs. This research can help sales professionals tailor their pitch and identify customer objections during the sales call.

Decision-making 52

Decision-making Sales Sales Training Facilitation 52

Planview

MARCH 29, 2023

According to TSIA’s 2023 Professional Services Benchmark , services account for 25% of overall B2B tech revenue, on average. Professional services (I.e., implementation, integration, customization, business, and process consulting) account for 58% of services revenue, with an average annual growth rate of 32%, compared to 26% average annual growth rate for technology products.

Finance 52

Finance Profitability B2B Software 52

Brooks Group

MARCH 29, 2023

Proven Sales Closing Questions As you can imagine, sales closing questions are some of the most important types of questions that you, as a sales professional, can ask customers during the sales cycle. Sales closing questions can help salespeople determine the customer’s level of interest and willingness to buy their product. Asking these types of questions can also be very helpful for sales reps attempting to identify the objections and concerns specific customers might have.

Sales 52

Sales Decision-making Sales Training Meetings 52

Showpad

MARCH 29, 2023

What is your typical motivation for pulling a data report at work? Most likely, you have a question that you need answered. You consult the data to gain clarity on a decision or to evaluate performance. You start with a question: If you’re in sales enablement, you’re keen to know: “how many of our sales reps have been certified on the new materials?

Decision-making 52

Decision-making Marketing Sales 52

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

B2B

Apptivo

MARCH 29, 2023

1. Why is customer engagement important? 2. 7 Customer engagement strategies you should follow this year 3. The final breakdown To have an effective customer engagement strategy, the best thing to do is to encourage your customers to automatically be engaged with your product or service. However, how can you cause this flow to happen and effectively increase customer attention?

Software 52

Software Software Decision-making eCommerce 52

ClearPoint Strategy

MARCH 29, 2023

Here’s a simple guide on how to write a business strategy that works.

52

52

SmartKarrot

MARCH 29, 2023

Role: Customer Success Manager Location: Chicago, IL, United States (Remote) Organization: Fortanix As a Customer Success Manager you’ll take the lead and be responsible for customer expansion and retention. To meet client expectations, collaborate with Fortanix stakeholders in sales, product, and engineering. Assistance with customer onboarding and training to encourage adoption.

Customer Success 19

Customer Success Stakeholders Onboarding Client Relationships 19

Strategic Planning and Management Insights

MARCH 29, 2023

As a business leader, you know that creating and implementing an effective strategic plan can be overwhelming. There are so many things to consider: The field your company operates in, and how quickly it changes, affects the complexity, length, and scope of your strategic plan. Understanding the timelines and interdependencies between different components of your plan is crucial.

Banking 98

Banking 98

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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.

Meetings

SmartKarrot

MARCH 29, 2023

Role: Customer Success Manager Location: Chicago, IL, United States (Remote) Organization: Fortanix As a Customer Success Manager you’ll take the lead and be responsible for customer expansion and retention. To meet client expectations, collaborate with Fortanix stakeholders in sales, product, and engineering. Assistance with customer onboarding and training to encourage adoption.

Customer Success 15

Customer Success Stakeholders Onboarding Client Relationships 15