RAIN Group

DECEMBER 20, 2023

2023 has seen sellers and sales organizations adapting to longer sales cycles and more deals lost to no decision. More than ever, sellers were challenged to be resilient while maintaining a tight focus on value, building relationships, and being responsive to buyers’ changing needs. Sales managers had to be proactive in supporting and coaching their teams.

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Sales Sales Management Organization Management 108

OnStrategyHQ

DECEMBER 20, 2023

The Strategic Planning Process in 4 Steps To help you throughout our strategic planning framework, we have created a how-to guide on the basics of a strategic plan, which we will take you through step-by-step. Free Strategic Planning Guide What is Strategic Planning? Strategic Planning is when organizations define a bold vision and create a plan with objectives and goals to reach that future.

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Brooks Group

DECEMBER 20, 2023

In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. 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. Recently, Michelle Richardson , Vice President of Sales Performance Research at The Brooks Group, spoke with Alice Heiman , Chief Sales Energizer and host of the Sales Talk for CEOs podcast, abo

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Sales Decision-making Sales Training Sales Management 92

The Center for Sales Strategy

DECEMBER 20, 2023

A new year brings new opportunities and a chance to set the foundation for sales success in 2024. With fresh perspectives and renewed motivation, sales teams have the potential to accomplish great things. By learning from the wisdom of experienced professionals, managers and salespeople can map out a plan to thrive in the months ahead. This year, let's challenge ourselves to implement impactful sales strategies and adopt empowering mindsets.

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Management Sales 85

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.

Nutshell

DECEMBER 20, 2023

It’s the time of year when many of us spend time in reflection, thanksgiving, and preparation for the 365 days that lie ahead. This year was a busy one at Nutshell: we rolled out several big updates and enhancements to the CRM you know and love, celebrated one year of partnership with WebFX , and welcomed new people to our team who are shaping our future.

CRM 71

CRM Artificial Intelligence Meetings Decision-making 71

Customer Think

DECEMBER 20, 2023

When times are tough and budgets become tighter, it can be tempting to reel back your investments across every department. You slash your marketing ad spend in half. You reduce salespeople headcount. You cut your software stack, even if it’s had a net-positive for the teams using it.

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Customer Success Software Software Marketing 64

Customer Think

DECEMBER 20, 2023

Customer feedback is one of the most effective ways to ensure the continuous improvement and growth of your business. To grow your customer base and survive the fierce competition, it’s best that you offer better solutions than other players in your respective industry.

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AchieveIt

DECEMBER 20, 2023

Everyone wants to claim data-driven success because we know that data is important for building and executing successful strategies. But with this goal comes one essential question — how do we successfully incorporate data into planning and execution? Will Ritchings , Director of Revenue Strategy and Operations at SecurityScorecard , dissects the challenges of data management, shares his insights on effective dashboard design, and unravels the key elements for building a successful data strategy

Government 52

Government Stakeholders Decision-making Prioritization 52

Customer Think

DECEMBER 20, 2023

As the new year rolls in, we embark on goal setting with good intentions and enthusiasm. We might attend a goal setting workshop. We create a vision board. All good tactics and strategies EXCEPT they won’t work unless you do one thing: Make a decision.

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Decision-making Sales 59

Arpedio

DECEMBER 20, 2023

December 21 How does ARPEDIO make Salesforce your command center and single source of truth for managing key accounts? By replacing Salesforce with a magic eight-ball By integrating ALL critical account data into Salesforce and eliminating powerpoint presentations or excel sheets completely! By hosting weekly Christmas cabarets in the Salesforce office First name Last name Company Work email By submitting this form I agree to ARPEDIO's privacy policy and to receive marketing communications regar

Account Planning 52

Account Planning Stakeholders Account Management Communication 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

Customer Think

DECEMBER 20, 2023

In today’s experience-driven economy, understanding and responding to your customers’ voices is not just a nice-to-have, it’s a necessity. The “Voice of Customer” (VoC) methodology is a powerful framework that empowers you to do just that.

Customer Success 69

Customer Success 69

Arpedio

DECEMBER 20, 2023

In the world of subscription-based business models , Annual Recurring Revenue ( ARR ) is a crucial metric that represents the revenue a company can expect to receive from its customers on a yearly basis. ARR plays a vital role in assessing the financial health and predicting the growth potential of a business. ARR is not solely based on the number of customers, but also takes into account the amount of revenue each customer generates annually.

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Innovation Acquisition Investors Decision-making 52

Customer Think

DECEMBER 20, 2023

Over the last three decades, brands have invested billions of dollars in the customer experience (CX) in the quest to gain competitive advantage in revenue generation, market share and customer loyalty. For some brands, these investments have paid off.

Customer Experience 49

Customer Experience Marketing Sales 49

Arpedio

DECEMBER 20, 2023

One of the greatest challenges facing sales teams today is refining their strategies for optimal performance. This is where Win-Loss Analysis comes in handy. By examining the reasons behind won and lost deals, sales teams can derive valuable insights into their performance and areas for improvement. Furthermore, this method can help teams make informed decisions and drive growth.

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Decision-making Sales Value Proposition Stakeholders 52

Advertisement

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

Help Scout

DECEMBER 20, 2023

Advice from Help Scout leaders on planning better, more effective remote meetings that move the business forward.

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Meetings 45

Arpedio

DECEMBER 20, 2023

As a savvy sales professional, you’re constantly on the lookout for ways to optimize your pipeline and drive revenue growth. One highly effective tool for achieving this goal is SQL ( Sales Qualified Lead ), which allows you to focus your efforts on the leads that are most likely to convert into paying customers. In this article, we’ll explore the power of SQL and how it can help you boost your sales pipeline.

Sales 52

Sales Prioritization Decision-making Communication 52

SmartKarrot

DECEMBER 20, 2023

The landscape of Customer Success (CS) is experiencing a transformative shift. In this blog post, I, as a seasoned customer success expert at Chili Piper, will delve into the key trends and innovations shaping the future of customer success. Our discussion revolves around the dynamic changes witnessed within Chili Piper and the broader industry, focusing on strategies that can impact businesses positively and elevate customer relationships.

Customer Success 10

Customer Success Innovation Decision-making Onboarding 10

Arpedio

DECEMBER 20, 2023

As a marketer, you know that MQL ( Marketing Qualified Lead ) conversion is essential for achieving your goals. Converting MQLs to customers is crucial to boost your marketing return on investment (ROI). However, not all leads are equal, which means you need effective strategies to prioritize and convert the most promising prospects. In this section, we will provide expert insights on how to maximize the conversion of MQLs.

Marketing 52

Marketing Prioritization Customer Experience Media 52

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.

Marketing

SmartKarrot

DECEMBER 20, 2023

The landscape of Customer Success (CS) is experiencing a transformative shift. In this blog post, I, as a seasoned customer success expert at Chili Piper, will delve into the key trends and innovations shaping the future of customer success. Our discussion revolves around the dynamic changes witnessed within Chili Piper and the broader industry, focusing on strategies that can impact businesses positively and elevate customer relationships.

Customer Success 10

Customer Success Innovation Decision-making Onboarding 10

Arpedio

DECEMBER 20, 2023

Every business aims to turn prospects into paying customers. The process of converting leads into sales is commonly known as sales conversion. In simple terms, it refers to the number of prospects who take the desired action resulting in a sale. Effective sales conversion is essential for the growth and success of any business. A high conversion rate translates into more sales and more revenue.

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Sales Advertising Business Growth Decision-making 52

Arpedio

DECEMBER 20, 2023

In today’s competitive business landscape, outbound sales can be a game-changer. By taking a proactive approach to reaching potential customers, businesses can expand their reach and boost their revenue. In this section, we will discuss what outbound sales is, and the benefits and challenges of outbound sales. Outbound sales can provide businesses with a range of advantages, including increased lead generation, faster sales cycles, and improved customer relationships.

Sales 52

Sales Value Proposition Decision-making Communication 52

Arpedio

DECEMBER 20, 2023

As businesses strive to increase sales and revenue, cross-selling has emerged as a vital strategy for achieving these goals. Cross-selling involves offering customers strategic product pairings that complement their current purchases, thereby encouraging them to buy more and increasing overall revenue. In this section, we will explore the concept of cross-selling and its potential to unlock sales growth through strategic product pairings.

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Business Growth Sales 52

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.

Sales

Arpedio

DECEMBER 20, 2023

Are you looking to increase your revenue and improve your sales processes? If so, understanding what a sales pipeline is and how it works is critical. Simply put, a sales pipeline is a visual representation of the stages involved in selling your product or service. By breaking down the sales process into separate steps, you and your team will have a better understanding of where prospects are in the sales cycle and can better anticipate their needs.

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Sales Prioritization Advertising Negotiation 52

Arpedio

DECEMBER 20, 2023

Every business wants to stand out in a crowded market, attract new customers, and retain existing ones. But how do you achieve this? The answer lies in understanding and developing a robust value proposition. A strong value proposition can be a game-changer for your business, helping you differentiate yourself from competitors, attract and retain customers, and ultimately grow your business.

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Value Proposition Business Growth Advertising Communication 52

Arpedio

DECEMBER 20, 2023

If you’re looking to transform prospects into clients and improve your overall sales strategy , it’s time to get acquainted with the powerful MEDDIC sales methodology. This approach uses key qualification metrics to effectively assess prospects and determine if they’re the right fit for your product or service. By mastering MEDDIC, sales professionals can increase conversions and achieve greater success in the field.

Decision-making 52

Decision-making Stakeholders Sales Organization 52

Arpedio

DECEMBER 20, 2023

Solution Selling is a customer-focused sales approach that prioritizes solving customer problems through tailored solutions. This approach entails active listening, strategic questioning, and solution development to craft personalized offerings that address specific customer needs. In this section, we will provide a comprehensive guide to help you understand the essence of Solution Selling.

Prioritization 52

Prioritization Decision-making Meetings Organization 52

Advertiser: ZoomInfo

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

Marketing

Arpedio

DECEMBER 20, 2023

In the world of sales, a robust strategy can make all the difference between closing deals and losing them. One such strategy that has gained significant traction in recent years is MEDDPICC. But what is MEDDPICC , and how can it help improve your sales process? MEDDPICC is a sales strategy that stands for Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Identify pain, Champion, and Competition.

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Decision-making Organization Sales Meetings 52

Arpedio

DECEMBER 20, 2023

Sales forecasting is a critical process that enables businesses to project future sales activity and streamline their business strategy for better results and profitability. With the right sales forecasting techniques, businesses can make informed decisions to allocate resources, adjust inventories, and manage their sales teams effectively. In this article, we will explore the concept of sales forecasting , the principles that inform accurate predictions, and the benefits of integrating sales fo

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Decision-making Profitability Procurement Sales 52

Arpedio

DECEMBER 20, 2023

Profit margin is a crucial concept in business finance. It is the percentage of profit a company generates per dollar of revenue earned. Monitoring and managing profit margin plays a vital role in determining a company’s long-term profitability. It helps businesses make informed decisions about pricing strategies , cost control , and overall profitability.

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Profitability Decision-making Finance Investors 52

Arpedio

DECEMBER 20, 2023

Upselling is a sales technique that can help businesses to boost revenue and enhance customer satisfaction. With its purpose to encourage customers to purchase products or services that are of higher value or complementary to their intended purchase, upselling is a powerful tool that can lead to increased sales and profits. This article will provide a comprehensive understanding of what upselling is, how it differs from cross-selling, and the goals of upselling.

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Profitability Customer Experience Sales Marketing 52

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.

Negotiation