Software Sales Guru

MAY 24, 2021

4 Ways to Ensure Sure Asking Questions is not an Interrogation I recently talked about the need to use a checklist during your sales calls.

Software 130

Software Software Sales 130

Hubspot Sales

MAY 24, 2021

Having conversations with prospects is baked into sales — in a lot of ways, it's the basis of the whole concept. You need to be able to successfully initiate and conduct productive sales conversations if you really want to thrive in a sales role. Being able to thoughtfully and adeptly communicate with prospects in-person, over the phone, and via email will set you up for a long and successful career in the field.

Value Proposition 134

Value Proposition Sales Communication Organization 134

SBI Growth

MAY 24, 2021

Inefficient activity assignment and role clarity issues within your organization can drive down important metrics such as your customer service satisfaction or net promotor scores. As a Sales Leader, you’re liable for understanding where your individual contributors need to be.

Sales 114

Sales Organization Customer Experience B2B 114

Hubspot Sales

MAY 24, 2021

Exceptional sales reps — the ones who are prepared to both dedicate and deliver — don't grow on trees. They're tough to find, and in many cases, it's hard to distinguish them from reps who might wind up exhausting your time and resources — only to fizzle out and leave before making an impact. When you're interviewing for a sales role, you're bound to run into both kinds of candidates, so the question becomes, "How do I tell them apart?".

Sales 131

Sales Decision-making Marketing B2B 131

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.

Flevy

MAY 24, 2021

How do people make decisions? Do they always follow a rational linear process to come to a conclusion? . Studies have suggested that the traditional Decision Making model—commonly known as the Rational Decision Making Model—does not explain the whole ambit of Decision Making. People, including managers of organizations, arrive at decisions using a variety of routes.

Decision-making 111

Decision-making Banking Management Organization 111

The Center for Sales Strategy

MAY 24, 2021

How much time do your salespeople spend selling? It’s been our observation that it’s probably less than you think. Data suggests that it's as little as 30% of their time. And when you talk to salespeople all the time, as we do, they confirm that. So, to get a bead on just how much time your salespeople actually spend selling, you should start with a definition of selling.

Sales 105

Sales 105

ClearPoint Strategy

MAY 24, 2021

Organizations with clear mission and vision statements as part of a defined strategy are more successful. So, it shouldn’t be a choice of mission statement versus vision statement—these are two pieces of the same puzzle you’ll fit together when creating your strategic plan. Mission and vision have different, but important, parts to play for your organization.

Government 98

Government Healthcare Banking Decision-making 98

Kainexus

MAY 24, 2021

The internet is full of free Kanban Excel templates that you can download. That’s not surprising because the format of a Kanban board can be very simple, and Excel is attractive because most people know how to use its basic features, and everyone in the company probably already has access to it. Setting up a Kanban board in Excel and emailing it out to everyone is easy.

Internet 88

Internet Organization 88

ClearPoint Strategy

MAY 24, 2021

Industry Electric Utility. Size 400+ employees 235,000 customers. Result They can complete monthly updates in half the time after cutting the number of steps in their reporting process by 50%. “Now people are more focused on what we have to do as a team… They’re part of the project management process instead of just being a team member.”. Using ClearPoint For Project Management: A Case Study.

Management 94

Management Leadership Decision-making Government 94

Sales Outcomes

MAY 24, 2021

Four Reasons Why Lead Management Falls Short. Sending leads to sales without agreed-upon criteria. Sending Automation Qualified Leads (AQLs) to sales based on behavioral lead scoring does not fit the ideal prospect profile. Sending a lead record to sales without unifying other lead and contact records in the CRM. No process for sales to give back leads to marketing.

Management 52

Management CRM B2B Marketing 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

Strategic Planning and Management Insights

MAY 24, 2021

Today I'm going to share with you three reasons why your nonprofit needs work with strategic planning consultant. My name is Anthony Taylor, I'm the managing partner at SME Strategy - we help organizations create and implement their strategic plans. And today I'm going to share with you three reasons why your nonprofit should work with strategic planning consultant for your strategic plan.

Organization 52

Organization Management 52

ClearPoint Strategy

MAY 24, 2021

Industry Electric Utility. Size 400+ employees 235,000 customers. Result They can complete monthly updates in half the time after cutting the number of steps in their reporting process by 50%. “Now people are more focused on what we have to do as a team… They’re part of the project management process instead of just being a team member.”. Using ClearPoint For Project Management: A Case Study.

Management 52

Management Leadership Decision-making Government 52

Strikedeck

MAY 24, 2021

Michelle Brown-Krier, in an interview with Vincent Manlapaz, discusses why organizations need a strong customer success vision to keep up with the competition. The post Making an Impact During these Unprecedented Times – In an Interview with Michelle Brown-Krier, Director of Account Management at Refersion first appeared on Strikedeck | Customer Success Platform.

Account Management 40

Account Management Management Customer Success Organization 40

ClearPoint Strategy

MAY 24, 2021

Organizations with clear mission and vision statements as part of a defined strategy are more successful. So, it shouldn’t be a choice of mission statement versus vision statement—these are two pieces of the same puzzle you’ll fit together when creating your strategic plan. Mission and vision have different, but important, parts to play for your organization.

Government 40

Government Healthcare Banking Decision-making 40

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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

MAY 24, 2021

Right from image recognition to fraud detection, there are barely any ways left where the magic of machine learning (ML) and artificial intelligence (AI) has not mesmerized us with. Together, both ML and AI have changed the way we interact with data and use it to enable massive digital growth. On that note, customers too have benefitted from its magic, in identifying data and then using that data to receive accurate outputs.

Artificial Intelligence 11

Artificial Intelligence Customer Success Decision-making Advertising 11

ClearPoint Strategy

MAY 24, 2021

The basis of strategic planning is simple: Our organization is at point A. We need to get to point B in three to five years. What are we going to do to make that happen? Creating this vision is straightforward (and usually pretty fun). But actually managing the strategic plan that executes this vision isn’t always simple…or fun. In fact, looking at your strategic plan on a regular basis throughout the year and actually taking the steps to achieve the plan described above is something that

Profitability 69

Profitability Leadership Meetings Organization 69

SmartKarrot

MAY 24, 2021

Role: Director of Client Success Location: Chicago, IL, US Organization: Smokeball – Legal Software As a Director of Client Success, you will be responsible for setting the overall vision and strategic plan for the Onboarding team, focusing on providing the most efficient onboarding experience, leading a positive client experience, and continually improving the onboarding journey.

Customer Success 10

Customer Success Onboarding Client Onboarding Finance 10

ClearPoint Strategy

MAY 24, 2021

The basis of strategic planning is simple: Our organization is at point A. We need to get to point B in three to five years. What are we going to do to make that happen? Creating this vision is straightforward (and usually pretty fun). But actually managing the strategic plan that executes this vision isn’t always simple…or fun. In fact, looking at your strategic plan on a regular basis throughout the year and actually taking the steps to achieve the plan described above is something that

Profitability 52

Profitability Leadership Meetings Organization 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

Apptivo

MAY 24, 2021

Purchase orders are official documents issued by a buyer to the seller promising to pay the seller for the purchase of goods or services. It is issued before delivery, and it specifies the characteristics of the products or services. A verbal commitment regarding the order between a buyer or seller may look sufficient. But, the use of purchase orders changes the way your business operates and gives an additional advantage to your business.

Suppliers 52

Suppliers Management Software Software 52