Tue.Oct 05, 2021

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How to Get Past the Gatekeeper, According to Sales Reps

Hubspot Sales

Tarzan and Clayton. Simba and Uncle Scar. Sales development representatives and gatekeepers. All tales as old as time. If you're in sales, chances are you've encountered plenty of situations in which you're trying to reach a CEO or C-level executive to pitch your product or service. only to get stopped by a gatekeeper. Gatekeepers — who are typically executive assistants, receptionists, or office managers — are the people who stand between you and the decision-maker with whom you're hoping to ma

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B2B CMOs: Shift Your Priorities Beyond Leads

Customer Think

It seems like every week I see a new research report naming leads as the top priority of B2B marketing departments. It’s no wonder CMOs focus an estimated 85% of their efforts on acquisition. Ask any sales person, “What do you want from marketing?’&nbs.

B2B 119
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Top 5 New Trends in Sales You Have to Consider for Your Business

The Center for Sales Strategy

Successful sales is a difficult multi-level process that requires a lot of effort, knowledge, and attention. Sometimes methods and approaches that showed good results in the past don’t work anymore. In this case, there's a need to search for something new and reliable, something that will rescue the situation. That’s why it's important to follow sales trends and consider using new features before competitors.

Sales 109
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11 Steps to an Effective Gemba Walk

Kainexus

Gemba walks are an increasingly popular management technique. By visiting the place where work is done, leaders gain valuable insight into the flow of value through the organization and often uncover opportunities for improvement and learn new ways to support employees. The approach is a collaborative one, with employees providing details about what is done and why.

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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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SME Strategy Partners w/CIMA, on a mission to insulate homes around the world with environmentally-friendly cellulose

Strategic Planning and Management Insights

CIMA is a group of Cellulose Insulation Manufacturers that has been around for 30 years. They represent the cellulose manufacturing industry, as well as the owner/operators and entrepreneurs who are building the products*.

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4 tips for creating a customer-centric experience

Insightly

This is part 3 of a customer service blog series based on conversations with members of Insightly’s client services and customer success teams. Many companies talk about being “customer-centric.” In reality, too few invest the time and effort to provide truly customer-centric experiences. How can you push your organization to become more customer-centric?

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Should We Expect WOW Service?

Customer Think

Where do the responsibilities end for a service provider? If they provide the service as requested, should they look for other areas that need improvement too? Is this their job?

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The 7 Best Email Management Software + Features to Look For

Help Scout

Email management software minimizes the stress of organizing, processing, and prioritizing email, improving your productivity and focus.

Software 105
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CrankWheel Wins a 2021 Top Performer Award in Screen Sharing From SourceForge

Crank Wheel

CrankWheel has been recognized as a Top Performer by SourceForge, the world’s largest software reviews and comparison website.

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B2B Findings From “The CMO Survey” – Part 1

Customer Think

The findings of the August 2021 edition of The CMO Survey were published last month. The CMO Survey is led by Dr. Christine Moorman and sponsored by Duke University's Fuqua School of Business, the American Marketing Association and Deloitte LLP. This.

B2B 78
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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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4 tips for creating a customer-centric experience

Insightly

This is part 3 of a customer service blog series based on conversations with members of Insightly’s client services and customer success teams. Many companies talk about being “customer-centric.” In reality, too few invest the time and effort to provide truly customer-centric experiences. How can you push your organization to become more customer-centric?

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The Case for Allowing Personal Emails on Lead Gen Forms

Customer Think

TweetLinkedInShareEmail Should you allow prospects to enter a personal email address when they fill out lead gen forms? B2B marketers seem divided on the question. In a recent LinkedIn poll, almost half of the respondents (46%) indicated th.

B2B 64
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LinkedIn Live: SAMA Looks to Europe

Arpedio

October 5, 2021. LinkedIn Live: SAMA Looks to Europe. October 5, 2021. LinkedIn Live: SAMA Looks to Europe. ? Back to blog. Watch or re-watch our LinkedIn Live focusing on how Strategic Account Management increases sales velocity for European Enterprises. During the LinkedIn Live, the CEOs of Strategic Account Management Association (SAMA) , Denise Freier, and Arpedio, Ulrik Monberg, and three SAMA board members, Kaj Storbacka, Dino Bertani & Dominique Côté, will share their perspectives on

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Adapting Changing Consumer Behavior Is Must In The Post COVID-19 World

Customer Think

Image Source The COVID19 Pandemic has had a devastating impact on our economy. Plenty of small businesses had to shut down temporarily, most of them aren’t opening back up ever, as per a Yelp report. The Businesses that are looking to open up are in the middle of figuring out recovery past the Pandemic. One […].

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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Product Update: New Android App

Groove HQ

We’re excited to announce the launch of our new Android app! ?? The new Groove Android app was built from the ground up to empower your team to provide awesome customer support on-the-go. We embraced platform-specific guidelines to make sure it feels right at home between your other Android apps. At the same time, the […]. The post Product Update: New Android App appeared first on Groove Blog.

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Invoca Announces New Functionality to Capture More Conversational Data that Drives Revenue

Customer Think

Outbound call support, Lost Sales Recovery, global transcript search, and a “no-code” integration library, among key new features.

Sales 72
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Mastering the Customer Experience Landscape — In an interview with Darren Hood, MSUXD, MSIM, UXC, Principal Product Designer at Omnicell

Strikedeck

Darren Hood, MSUXD, MSIM, UXC, Principal Product Designer at Omnicell, provides insights into how UX (user experience) affects the business success and its importance in the design experience — in an interview with Vincent Manlapaz. The post Mastering the Customer Experience Landscape — In an interview with Darren Hood, MSUXD, MSIM, UXC, Principal Product Designer at Omnicell first appeared on Strikedeck | Customer Success Platform.

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What Effective Email Ads Look Like And How to Use Them

Customer Think

Today, there are many types of paid ads placed in digital spaces. You will see paid ads on Google search results and social media channels. These generally have the tag “sponsored post” One media channel that can make use of effective marketing is email send-outs. Emails have a very high ROI, mainly because the investment […].

Media 59
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.

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How to negotiate a contract

PandaDoc

Contract negotiation is essential for modern businesses, but it isn’t always easy. When giving his Inaugural Address in 1961, Former U.S. president John F. Kennedy stated: “Let us never negotiate out of fear. But let us never fear to negotiate.” John F. Kennedy. Although negotiation can make the suavest salesman scared, you can develop this skill over time.

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How Everyone Got It Wrong About Facebook’s Friendly Fraud Problem

Customer Think

In January 2019, the Center for Investigative Reporting published an article alleging that Facebook “duped” children and parents out of their money. They looked at Facebook’s internal memos, emails, and other documents. In the end, the report concluded that Facebook enabled children to commit friendly fraud to boost revenue generated from games on their platform. […].

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Healthcare Project Management Software

ClearPoint Strategy

Looking for healthcare project management software that will keep your individual projects on track and support your organization’s broader efforts to deliver high-quality care? Look no further than ClearPoint , the strategic project management software that allows hospitals and other healthcare organizations to easily track and manage the projects that help them achieve their objectives.

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Silo mentality negatively effects management and income

Customer Think

It is a well know observation that as organizations grow, they become more bureaucratic, with a tendency to focus more on maintaining their internal systems than delivering their purpose. In organizations, government or commercial, bureaucracy becomes increasingly important to the detriment of delivery. Little empires are born and silo mentality develops.

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How to Leverage Intent Data for Better Outcomes

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.

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Creating a Plan to Improve Corporate Communications

Strategic Communications

Effective corporate communication has always been important. Now, though, in a hybrid and continuing uncertain corporate environment, it’s more important than ever for organizations to determine how effective their corporate communications efforts are, and what adjustments or improvements need to be made to keep employees engaged, productive, and employed!

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Ist der Großhandel in Deutschland das nächste Opfer des E-Commerce?

QYMATIX

Der B2B-E-Commerce in Deutschland wächst weiter – gute oder schlechte Nachrichten? Der Business-to-Business-Großhandel in Deutschland und der Welt hat sich in den letzten Jahren stark verändert und sich als außerordentlich flexibel erwiesen. Dennoch ist er einer wachsenden Bedrohung ausgesetzt. Mehrere Trends untermauern seinen Wandel. Neue Formen des industriellen Vertriebs entstehen und große Hersteller, die selbst E-Commerce anbieten, ersticken den Mittelmann.

B2B 40
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Keep the Recruiting Rolling

Farland Group

Keeping up the momentum as you build a strong membership pipeline, and for overall recruiting, is vital to the success of any Client Advisory Council. Recruiting is ongoing work that often comes with several challenges and always takes longer than expected, requiring acute attention and thoughtful planning. Here are a few best practices to consider for ongoing recruitment for your Client Advisory Council: Maintain Internal Focus – Utilize a tracking document to house all recruiting candidate inf

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E-commerce trends: why German wholesalers are the next victim of e-commerce

QYMATIX

B2B E-commerce in Germany keeps growing – good or bad news? The Business-to-Business wholesale trade in Germany and the world has changed considerably over the last years and has proven to be exceptionally flexible. It is under a growing threat, nevertheless. Several trends underpin its transformation. New forms of industrial distribution are emerging, and big manufacturers offering e-commerce are choking the middle-guy.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

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.

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Sitecore Announces the Future of the Digital Experience Platform, Launching Industry’s First Enterprise SaaS Offering

Customer Think

At Sitecore Symposium, company shares its plan to help brands capitalize on the cloud to meet increasing consumer content, experience and commerce demands.

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E-commerce trends: why German wholesalers are the next victim of e-commerce

QYMATIX

B2B E-commerce in Germany keeps growing – good or bad news? The Business-to-Business wholesale trade in Germany and the world has changed considerably over the last years and has proven to be exceptionally flexible. It is under a growing threat, nevertheless. Several trends underpin its transformation. New forms of industrial distribution are emerging, and big manufacturers offering e-commerce are choking the middle-guy.

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It’s Ironic: It Takes Data to Be Personal

SBI

It’s Ironic: It Takes Data to Be Personal. By Lisa Smith, InsideView. It’s a well known fact: buyers today don’t have the time or patience for generic marketing messages and sales pitches. They want — and expect — an experience that’s tailored to their needs, with just the right information at the right time. It’s ironic that to deliver such a personalized experience, sellers and marketers need data — a lot of data.

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Oct 05 – Customer Success Jobs

SmartKarrot

Role: Vice President of Customer Success Location: Remote, United States Organization: Firstup As a Vice President of Customer Success, you will create a vision and strategic plan for leading Customer Success teams by delivering a scalable best-in-class customer journey for the 500+ global customers that maximizes revenue and retention. Define the various stages of the customer journey and lead the Customer Success teams to ensure the customers achieve the best experience possible within each st

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Negotiate Larger Deals More Quickly

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.