Upland

SEPTEMBER 1, 2023

Guided selling is a modern sales approach that combines technology, data analytics, and personalized interactions to assist customers in making well-informed purchasing decisions. Unlike traditional methods, where customers navigate the buying process independently, guided selling provides tailored recommendations and guidance throughout the customer journey.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

Account Manager Tips

SEPTEMBER 1, 2023

Is inadequate software failing your team? Learn how to strategically evaluate, select, and implement tools that empower your key account managers to succeed.

Key Account Management 113

Key Account Management Account Management Management Software 113

Hubspot Sales

SEPTEMBER 1, 2023

Train AI in sales, and you’ll join 81% of salespeople surveyed who agree that AI significantly reduces their manual tasks and data entry workload. But how do you do that ethically? There’s a lot to consider, including bias, data management, permissions, and more. Disregard ethics, and you may find unwanted consequences as severe as a lawsuit or damaged brand reputation.

Artificial Intelligence 94

Artificial Intelligence Decision-making Sales Software 94

Sales Gravy

SEPTEMBER 1, 2023

If You Don't Take Action, You Won't Get Results In this episode of the Sales Gravy Podcast, Jeb Blount and David Newman, author of Do It! Marketing and Do It! Selling, discuss exactly how to connect and engage with decision makers and avoid the "middle management trap". One of the most effective approaches that salespeople can leverage to close bigger deals is using interviews as a sales strategy to gather intelligence, build relationships, and connect with high-level decision makers.

Publishing 85

Publishing Marketing Sales Management 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.

Customer Think

SEPTEMBER 1, 2023

In a world where product differentiation is getting harder by the day, the battlefield for companies has shifted from the tangible to the intangible. Product features, price, and quality, though still critical, are no longer the sole determinants of a customer’s choice. Today, the emotional experience a brand offers has become paramount.

64

64

Apptivo

SEPTEMBER 1, 2023

1. What is Field sales CRM? 2. Key Features of Field Sales CRM 3. What is a Sales Plan? 4. Why Do Wе Nееd to Crеatе a Salеs Plan for a Tеrritory? 4. How to create a Salеs Plan for Your Tеrritory? In thе dynamic world of salеs, staying ahеad of thе compеtition rеquirеs a stratеgic approach. Onе еssеntial tool in a salеs profеssional’s arsеnal is Fiеld Salеs Customеr Rеlationship Managеmеnt (CRM) softwarе.

CRM 52

CRM Communication Sales Organization 52

Apptivo

SEPTEMBER 1, 2023

1. What is Field sales CRM? 2. Key Features of Field Sales CRM 3. What is a Sales Plan? 4. Why Do Wе Nееd to Crеatе a Salеs Plan for a Tеrritory? 4. How to create a Salеs Plan for Your Tеrritory? In thе dynamic world of salеs, staying ahеad of thе compеtition rеquirеs a stratеgic approach. Onе еssеntial tool in a salеs profеssional’s arsеnal is Fiеld Salеs Customеr Rеlationship Managеmеnt (CRM) softwarе.

CRM 52

CRM Communication Sales Organization 52

Customer Think

SEPTEMBER 1, 2023

Last week, in the first article of this two-part series, I wrote about the concept of employee off-boarding, the opposite of employee onboarding. This week’s article will cover who’s responsible for it and if it makes sense to automate it. WHO’S RESPONSIBLE FOR EMPLOYEE OFF-BOARDING?

Onboarding 59

Onboarding 59

Strategic Communications

SEPTEMBER 1, 2023

A number of years ago, a colleague of mine gave me a book on fractals to read and it was fascinating! At least I thought so. It was all about how nature is made up of fractals that operate in a systematic way to create patterns (in clouds, in leaves, in trees—in everything!). It’s all very mathematical (and I didn’t understand much of the really technical content…) but the images were fascinating and the idea that there are patterns—often predictable patterns—in everything arou

B2C 52

B2C Digitalization B2B Communication 52

Customer Think

SEPTEMBER 1, 2023

At a time when technology is rapidly changing every aspect of our lives, it is not surprising that the healthcare sector is also undergoing a major transformation. Traditionally bound by physical boundaries and conventional practices, the healthcare industry is now embracing a new paradigm driven by technology-driven innovation.

Healthcare 64

Healthcare Innovation 64

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

LinkedFusion

SEPTEMBER 1, 2023

Imagine yourself as an entrepreneur who has created a solution to an issue that a certain population is experiencing. The voyage doesn’t finish there, though. While it may seem simple to find this group, communicate your solution, and convey that you have the answer to their problem, many stumble at this stage. Confused? The crux lies in crafting communication compelling enough to seize the target market’s attention.

B2C 52

B2C Marketing Decision-making B2B 52

Customer Think

SEPTEMBER 1, 2023

“Consensus is the opposite of leadership.” Said by Mike Pence in the GOP debate on August 23rd. That sentence is the antithesis of how democracy works. And it’s certainly not true of how B2B buyers of complex solutions make decisions to buy.

B2B 49

B2B Decision-making Leadership Customer Experience 49

Customer Think

SEPTEMBER 1, 2023

The world of strategy execution has been riddled with challenges. From ineffective communication to ineffective strategies, many barriers keep companies from reaching their goals. The crux of these problems often boils down to human behavior, engagement, and commitment. So, how do successful companies foster commitment and behavioral change across all levels?

Communication 59

Communication Leadership 59