Upland

NOVEMBER 27, 2023

Why do you need to know your customer? You need to know your customer because customers buy outcomes. They aren’t in the market for products or services. They aren’t buying just to buy. They’re on a mission to solve a problem, fill a gap, or capitalize on an opportunity. The product or service you’re selling is the method or tool they will use to get there.

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Hubspot Sales

NOVEMBER 27, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. There are a lot of standard qualities most companies look for when recruiting sales professionals. Businesses want candidates who check the traditional boxes — goal-oriented, optimistic, coachable, persuasive, and so on. While those are all key bases to cover when recruiting salespeople, there are some lesser-considered elements that, in my experience, make for truly ideal s

Meetings 94

Meetings Banking Sales Prioritization 94

The Center for Sales Strategy

NOVEMBER 27, 2023

In the world of sales, the ability to effectively communicate, negotiate, and understand products is imperative. While traditional training methods often involve presentations and role-playing, integrating games and activities into sales training can be a game-changer. These interactive approaches not only enhance engagement but also foster skill development in a more immersive and enjoyable manner.

Negotiation 82

Negotiation Sales Training Sales Communication 82

Sales Gravy

NOVEMBER 27, 2023

On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager. This conversation was a special treat because Mike is such an important and trusted voice within the sales profession and it is rare that Mike and I can find the time to get together.

Sales Management 81

Sales Management Management Sales Leadership Leadership 81

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

NOVEMBER 27, 2023

Source: Shutterstock Generative AI has the potential to drive a once-in-a-generation step-change in business performance and productivity, but a recent, first-of-its-kind scientific experiment demonstrates that generative AI can also be a double-edged sword. When used correctly for appropriate tasks, it can be a powerful enabler of competitive advantage.

Innovation 72

Innovation Digitalization Marketing 72

Hubspot Sales

NOVEMBER 27, 2023

Ever thrown out a broken coffee maker? You're not alone. Coffee makers are the most represented product that needs TLC. Source: RepairMonitor Next time, just hit up a Repair Cafe and get your caffeine fix while your machine gets fixed. Community repair sites like Repair Cafes are in demand as consumers turn to fixing their old stuff, from vacuum cleaners and lamps to clothing and phones.

e-Learning 70

e-Learning Manufacturing Government Software 70

Sales Readiness Group

NOVEMBER 27, 2023

To sales professionals, procurement teams often seem like an insurmountable hurdle on the path to winning sales. While it’s true that procurement generally wields a tremendous amount of influence, it’s also true that it’s possible to learn how to work with them effectively. Let's look at how sales teams can actively plan for smooth collaborations with procurement.

Procurement 62

Procurement Sales 62

Customer Think

NOVEMBER 27, 2023

Every company wants to make its customers happy but, in reality, few really succeed. The intentions are there, but the execution tends to be average or even poor, and I believe that customer culture lies at the very heart of that conundrum.

Customer Experience 59

Customer Experience 59

CMOE

NOVEMBER 27, 2023

Executive Presence is the ability and skill to speak with confidence and inspire confidence in others. Having executive presence is not only important when you are actively leading your team, but also in any situation where you need to convey your leadership capabilities. Through your executive presence, you will seek to show team members and stakeholders that you are capable, reliable, trustworthy, and someone that others will want to follow.

Leadership 59

Leadership Stakeholders Communication Meetings 59

Customer Think

NOVEMBER 27, 2023

Customer support plays a major role in helping you engage a relevant audience and retain your existing customers. A customer’s journey with you doesn’t end as soon as they purchase your products or services. It starts from there.

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59

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

NOVEMBER 27, 2023

John Prothro, the CEO Of Foot Solutions, shares some leadership lessons he learned as an experienced executive and a global foot wellness retailer.

Leadership 59

Leadership Retail 59

NG Data

NOVEMBER 27, 2023

Jack Henry Connect, the annual educational and technology showcase in Indianapolis, was again a big success. They focused on building connections, solving challenges, and strengthening relationships. And also this year, the event gave attendees new perspectives and insights from colleagues and industry experts: Takeaway One: Customers Expect Personalized Experiences Customers expect more from their banks.

Banking 52

Banking Leadership 52

Customer Think

NOVEMBER 27, 2023

Yesterday I posted the first blog in this series. Over the next several weeks, I will share additional posts to support the efforts of leaders, managers, and supervisors to create an inspired workforce. In summary, the first step is to discover for you.

Management 52

Management 52

Zendesk

NOVEMBER 27, 2023

The vast majority of customer service isn’t critical, but that’s not the case for nonprofits working at the forefront of some of the most pressing challenges facing our planet and society today. From connecting refugees with life-saving information to responding to survivors of domestic violence, these teams understand the urgency of a quick, efficient, and empathetic response.

Information Technology 52

Information Technology Decision-making Innovation Digitalization 52

Advertisement

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

Customer Think

NOVEMBER 27, 2023

In the modern age of business, the implementation and integration of enterprise software has become an integral part of success. Why? Such implementation facilitates streamlined processes, increased efficiency, and enhanced decision-making capabilities, among other things. All important for running a business, yes? Yes. Unfortunately, implementing enterprise software is easier said than done, i.e.

Software 52

Software Software Facilitation Decision-making 52

Arpedio

NOVEMBER 27, 2023

2023/2024 Industry Report Discover the power of sales tech in private equity-backed firms Download report ← Back to blog In this comprehensive report we uncover the strategies and success stories of PE-backed companies that have excelled in the realm of sales optimization. From leveraging cutting-edge technologies to navigating the PE lifecycle phases, this in-depth exploration provides actionable insights into how you can elevate your business.

Acquisition 52

Acquisition Facilitation Account Planning Stakeholders 52

Customer Think

NOVEMBER 27, 2023

In today’s rapidly evolving digital landscape, businesses are constantly seeking ways to stay competitive and meet the ever-increasing demands of their customers. One area where this transformation is taking place is in call center services. Traditional call centers are evolving into highly efficient and technologically advanced hubs that deliver exceptional customer experiences.

Digital Transformation 52

Digital Transformation Digitalization Customer Experience Meetings 52

Account Management Skills

NOVEMBER 27, 2023

Welcome to the first in a series of five bonus podcast episodes. I’ve created this podcast mini series to show you how you can develop an entrepreneurial mindset in your agency account managers, so they can: – help increase the lifetime value of clients – generate more referrals – help you maintain a healthy sales pipeline In this first short episode, I’ll be tacking the ‘elephant in the room’ Why do you feel your account managers are not spotting those

Account Management 52

Account Management Management Sales 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

Customer Think

NOVEMBER 27, 2023

Every time I turn my television on, I regret it. Is it the programming? Is productivity wasted? Wistful feelings of stardom never pursued? No. I regret buying my Sony TV. The menu system is not very intuitive. It’s slow. The settings seem to change without warning. This bloody thing drives me around the bend.

Customer Experience 49

Customer Experience Digitalization Marketing 49

QYMATIX

NOVEMBER 27, 2023

Especially since the launch of ChatGPT on November 30, 2022, the topic of artificial intelligence (AI) in Germany has experienced another substantial boost. But what do the numbers say? In this article, we look at the current usage of AI in German B2B companies, with a particular focus on B2B wholesale. We also look at what companies already using AI are reporting: What are their experiences?

Artificial Intelligence 40

Artificial Intelligence B2B Sales Analytics Manufacturing 40

Customer Think

NOVEMBER 27, 2023

Five years ago, I posted the following: My parents told me, I told my children, and I suspect they will tell their children two magic words. In the United States, during this time of year, these words play prominently in family gatherings.

Leadership 45

Leadership 45

Account Management Skills

NOVEMBER 27, 2023

Welcome to number 2 in my mini series of five bonus podcast episodes created to show you how to build an entrepreneurial mindset in your agency account managers. In this episode we’re looking at how to raise the value of account managers by taking them from an ‘order-taker’ to a trusted advisor. You can’t just expect clients to treat your account managers as trusted advisors, because trust has to be earned.

Account Management 40

Account Management Management Account Growth Meetings 40

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.

Sales

Customer Think

NOVEMBER 27, 2023

Dolly wants a rockin’ good time. And, being Dolly, she wants you to have one, too. By extending its ongoing relationship with Dolly Parton to its recently launched Cracker Barrel Rewards program, the down-home chain might be hoping to put its competitors over a barrel.

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40

Hubspot Sales

NOVEMBER 27, 2023

In a world where women make up roughly half of the population, it’s only natural that we’d see a similar distribution in sales, too. But that’s not the case. What’s more, studies show that despite women consistently hitting or even surpassing their sales quotas, they only earn 82% as much as their male counterparts. Despite these challenges and disparities, women in sales are actively working to shatter the stereotype that has lingered for far too long.

Sales 103

Sales Negotiation Leadership Client Relationships 103

Planview

NOVEMBER 27, 2023

We’re excited to share the backstory behind Planview Roadmaps, one of the newest enhancements we’ve built into the Planview Platform. This new era of roadmapping transfers the usefulness of having a visual representation of a plan from product managers to anyone in your organization. In this post, you’ll learn: Why we’ve added roadmapping capabilities to the Planview Platform Why roadmapping capabilities are particularly valuable for Agile organizations How roadmapping can be useful to PMO leade

Decision-making 52

Decision-making Organization Communication Prioritization 52