Upland
MARCH 24, 2021
Regardless of company size, forecast calls all follow a fairly uniform structure. A CRO gathers her sales leaders and runs them through the standard procedures: Calling the numbers; closed/won progress; a fly-over of top deals with an update on the current state of play. As she turns her attention to the top deals, she expects crisp answers to a key set of questions: “What’s the latest update?”.
RAIN Group
MARCH 24, 2021
Your team just won a new logo! Congratulations! This one has buzz. It’s modest to start, but there’s potential to sell into multiple buying centers, across geographies, and the new product your company is launching will help the customer simplify their processes, increase efficiencies, and reduce strain on their supply chain. But that’s all in the hands of the key account team now.
Upland
MARCH 24, 2021
When we think about the relationship between customers and their suppliers – there are several similarities with personal relationships that we can draw from. Relationship Reciprocity in Business: The Core principles. Personal relationships work best when there is a degree of reciprocity. Unfortunately, relationships will never be completely equal. 50/50 never happens – at least not from your perspective, because after all, your perspective will be different from mine.
The Center for Sales Strategy
MARCH 24, 2021
Did you know that there are over 195,000 CEOs employed in the United States? Most people start their own business or work their way to the top to be their own boss. Even as the boss, you have major responsibilities to handle. If you're the CEO of a sales company, you have a responsibility to improve sales leadership. Our guide explains how to do it so you can increase sales and boost business.
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.
Crank Wheel
MARCH 24, 2021
Are you happy with the messaging and content of every sales email, presentation, and everything else your sales team sends out? If not, then you need to read this article.
Brooks Group
MARCH 24, 2021
I was thinking recently about the twin challenges facing sales leaders who are hoping to achieve sales greatness in post-COVID 2021. To reap the rewards, sales leaders are pondering whether it’s the individual skills of their sales pros that need tweaking to face the 2021 marketplace; or whether it’s the overall team sales process that could potentially be out of step with the changed landscape.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
S4 Consulting
MARCH 24, 2021
It’s not news that the national pandemic has taken a toll on working parents, specifically mothers, over the past year. The evolution of work-from-home, online learning for young ones, and the hybrid parent-teacher-leader-caregiver serve as a new normal for many of us. Around-the-clock caregiving – not only as a parent but also as a leader and mentor within the workplace – takes a toll on our mental capacity and thus, our ability to perform.
Force Management
MARCH 24, 2021
Companies often function in silos, with sales, marketing, product and operations working separately, instead of together toward common goals. As each department works to meet company goals on their own, inefficiencies become rampant, with sales performance likely becoming one of the largest frustrations. Removing those silos can create and capture customer value, as well as streamline internal processes and administrative burdens.
CoSell
MARCH 24, 2021
With the calendar turning, we are at the beginning of a new year. There’s yet another new year to celebrate—The Year of the Wood-Ox. According to the lunar calendar and the Tibetan calendar, February 12 marks the start of a fresh year. Many sales professionals are happy to have another chance to get past the challenges of the previous year. The big one of course is the pandemic.
Showpad
MARCH 24, 2021
Sales enablement metrics are the data points you benchmark and track over time pertaining to all facets of your sales enablement program. This data capture might occur in your customer relationship management (CRM) platform, email marketing automation tool or Google Analytics. Covering marketing and sales content, organizational sales performance and individual key performance indicators (KPI) for each salesperson, your sales enablement metrics should paint an informed, data-driven picture of yo
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
Strategic Planning and Management Insights
MARCH 24, 2021
Kristin Harper is the CEO of Driven to Succeed, a leadership development firm focused on brand innovation and reinvention for businesses and high achieving individuals around the world. She's also the author of Heart of a Leader: 52 Emotional Intelligence Insights to Advance Your Career.
Sandler Training
MARCH 24, 2021
Let’s begin by considering what happens when you lose – or should I say you fail to win: The most common “excuse” I hear is that it was down to price, and when there is a very flat playing field where solutions and costings are identical, and there has been no opportunity to prove incremental value, this is indeed the case. The only other differentiators in these circumstances is the quality of your selling skills, and your ability to think “out of the box”.
ReviewTrackers
MARCH 24, 2021
Bank Customer Retention: Why It Matters. You’ve probably heard this more than a dozen times: retaining a customer is so much cheaper than acquiring a new one. This holds true for banks and financial services providers, too. Here are some bank customer retention statistics to consider: According to Customer Think , the costs of acquiring a banking customer are estimated to be around $200 while the typical customer generates only $150 in revenue each year.
SmartKarrot
MARCH 24, 2021
There’s just two intentions behind every conversation – either to give or to take. In a customer conversation, you are the giver and the customer is a taker. Your customer might be in need of numerous solutions for their life. But they are here with you only for a small chunk of solution. Your job is to identify that area as precisely as possible.
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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.
MDI Training
MARCH 24, 2021
When implementing change processes and new agile methods , it is extremely important to know the different personality characteristics of those involved and the resulting reactions. Because when it comes to change, people usually show one of these two preferences: either an affinity for change (Change Seeker) or for preservation (Change Preserver). How can a leader overcome resistance?
SmartKarrot
MARCH 24, 2021
Role: VP of Customer Success | Remote – San Francisco Location: Remote, San Francisco, CA Organization: Givebutter As a VP of Customer Success, you will manage the Marketing, Sales, and Customer Success departments. Own Quarterly OKRs related to each department. Ensure cross-functionality between departments. Identify, retain and support the best talent in each department.
Zendesk
MARCH 24, 2021
What was your absolute worst customer service experience? If you stopped doing business with that company and told all your friends about it, you’re not alone—and your customers would probably do the same thing. Loyalty hinges on delivering a great customer experience. It’s not enough to just have a good product—companies are setting themselves apart by delivering exceptional customer service.
PandaDoc
MARCH 24, 2021
You don’t need us to tell you how important data collection is for your business. One bad advertising decision and your entire marketing roadmap will be thrown out of whack. Having the right data collection tool for online surveys, questionnaires, and interviews is the single-most-important decision you’ll ever make for your enterprise. When choosing Typeform alternative, there are several things you need to think about.
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.
PandaDoc
MARCH 24, 2021
You don’t need us to tell you how important data collection is for your business. One bad advertising decision and your entire marketing roadmap will be thrown out of whack. Having the right data collection tool for online surveys, questionnaires, and interviews is the single-most-important decision you’ll ever make for your enterprise. When choosing Typeform alternative, there are several things you need to think about.
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