Tue.Jun 14, 2022

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The customer may be right, but you need a PoV!

Upland

I can’t tell you the number of times I’ve seen Professional Services (PS) projects get waylaid by cost overruns, schedule slips, or clinging clients who don’t wish an engagement to end. While there are multiple reasons these common difficulties occur such as poorly scoped deliverables or bad communication on the part of the project team, one of the lesser considered solutions has to do with having a point-of-view (POV).

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5 things you need to prospect on LinkedIn like a pro

SuperOffice

I know – prospecting is hard. And salespeople hate it. ??. In fact, more than 40% of sales reps consider prospecting the most challenging stage of the sales process. At the same time, prospecting is one of the most important parts of sales. Without it, your sales pipeline won’t be filled with sales opportunities. And the more opportunities (aka quality leads ) you have in your pipeline, the more chances you have to close deals.

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Improving Digital Sales Performance: Pre-Call Prep

The Center for Sales Strategy

It's always surprising to me how few sellers conduct an audit of a prospect's website and social media presence prior to meeting with a prospect. This simple step doesn’t need to take a lot of time, but it will go a long way to help prepare you to ask better, more knowledgeable questions about the prospect, their business, and what might be important to them.

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What Is Competitive Advantage? Its Nature & How to Find Yours

Hubspot Sales

An offering can't dominate a market as another "face in the crowd." The most successful products and services have some kind of edge — a defining, compelling x-factor that captures and capitalizes on potential customers' attention. That "edge" is most commonly known as a competitive advantage — and if you want your business to survive and thrive, you need to identify and lean into yours.

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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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How Planview ERGs are Encouraging Employees to Honor Juneteenth

Planview

June is an exciting and busy month of the year. It is the beginning of summer vacation, PRIDE month, and a monumental holiday. An important holiday that more than a quarter of Americans know nothing about: Juneteenth. The Planview BIPOC (Black, Indigenous and People of Color) and the Force for Good ERGs came together to inspire our employees to commemorate the day and support local black communities.

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Every Minute Counts

Revenue Storm

In an information, data saturated world, buyers are truly able to engage with sellers less and less. In a report published in Q1 this year from Gartner, in a complex B2B purchasing decision, the stakeholders spend only 17% of their time with suppliers. If you are in a competitive situation with, say 5 potential suppliers, this means that your buyers are only engaging with you about 3.4% of the time.

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Let’s get physical: A CX Moment with Spartan Race

Zendesk

With the world finally emerging from the restrictions put in place by a global pandemic, people are eager to get outside and get physical. And after a challenging couple of years, the team at Spartan Race—the world’s largest obstacle course and endurance brand—is eager to get its loyal fans back outdoors and competing in races. Founded in 2010 by former Wall Street trader Joe De Sena, Spartan Race is one of the globe’s fastest-growing sports, with more than 1.2 million athletes competing in hund

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B2B Dynamic Pricing – What Is It and How Can You Implement It In Your Company using Software

QYMATIX

All prices in Business-to-Business are dynamic. Some are just more dynamic than others. Successful companies in B2B tend to adjust their prices based on factors such as production costs, competitor pricing, supply and demand. Dynamic pricing is a pricing strategy in which businesses adjust their prices for products or services based on current market situations.

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The Different Types of Customer Satisfaction Surveys

ReviewTrackers

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Hiring a Teacher for Your Next Customer Success Role: 5 Reasons Why It Makes Sense

SmartKarrot

Customer success is an industry that is growing by the year. There are new avenues for professionals looking to grow, learn, and excel in their careers. However, there is an issue with who fits the role. Would it be customer service experts , sales professionals, marketing professionals, or anyone else? It is necessary to know what skill set defines customer success.

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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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Best Small Business CRM: Empower Your Small Business with Insightly

Insightly

As a small business, you’re used to wearing many hats. You understand the value of your time and its impact on generating more leads and turning those leads into customers. Every advantage you gain in this regard can prove vital to the survival of your business. Customer relationship management (CRM) systems simplify the process of managing your customer data and relationships so that you can focus on what you do best.