Holden Advisors

NOVEMBER 3, 2021

Not every company has a pricing department. Here we explain why they are incredibly important players in the price, cost, revenue equation. Recently, I was on a call with a prospective client who asked the following question: “What are the primary responsibilities of a pricing division? Is it setting the price or is it controlling discounts?”. Because pricing departments play an important role and many companies are without one—or only have a discount division—I thought it would be a good idea t

Procurement 369

Procurement Finance Construction Government 369

Hubspot Sales

NOVEMBER 3, 2021

No two regional markets are the same. Your target base in one area might have fundamentally different interests, needs, and degrees of buying power than your ideal prospects in another location. Tapping into multiple regional markets means diversifying your revenue stream and potentially bringing on a wider range of customers. But as I touched on, regional markets are unique, and some are further or less accessible than others.

Manufacturing 110

Manufacturing Transportation Construction Marketing 110

Insightly

NOVEMBER 3, 2021

This is part 4 of a customer service and support blog series based on conversations with the leaders of Insightly’s client services and customer success teams. Customer success and customer service are fundamental components in your organization’s ability to deliver great experiences and create long-lasting relationships. More specifically, these two teams are at the very center of your organization’s efforts to drive adoption, retention, and ultimately, customer loyalty.

Remote Working 105

Remote Working Customer Success Facilitation Communication 105

The Center for Sales Strategy

NOVEMBER 3, 2021

Guests Jaleigh Long, VP/GM Atlanta and Athens Radio, Cox Media Group and Katie Reid, VP/GM Jacksonville, Cox Media Group, join the livecast to help wrap up season 5 of the Improving Sales Performance Series #WomeninSales. As female thought leaders, experts, and industry gurus, both Jaleigh and Katie share their insight, tips, and knowledge on various topics that help companies improve sales performance.

Media 97

Media Sales 97

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.

ProlifIQ

NOVEMBER 3, 2021

Fail to plan, plan to fail. That saying doesn’t just apply to trekking through the wilderness or leading a military campaign; it applies to sales – specifically, what steps in opportunity planning that you’re taking. If you’re not familiar, opportunity planning is what top sales reps do to strategize how they’ll find, qualify, pursue, and close a deal within a target account.

Profitability 98

Profitability Account Planning Sales Key Account Management 98

Quip

NOVEMBER 3, 2021

It’s time! We are happy to announce the 6th annual recipients of the 2021 Quip Diversity Scholarship! After announcing the scholarship back in August , we received close to 100 applications. We were blown away by the applicants’ thoughtfulness, experiences, achievements, and creativity. There were many well-deserving candidates, which made the selection process especially difficult for us.

Meetings 98

Meetings 98

Customer Think

NOVEMBER 3, 2021

Imagine a typical Black Friday market. You have stores with huge banners exhibiting their offers, busy shoppers walking enthusiastically from one shop to another to make more purchases, long queues of customers waiting for their turns to enter the stores. These sights are pretty common in a Black Friday market. Businesses get busier than ever. […].

Marketing 83

Marketing Digitalization 83

Force Management

NOVEMBER 3, 2021

Our October episodes provide a refresher on key sales fundamentals that your reps can use to stand out from the competition and move their deals forward faster. Each episode provides tactics your salespeople can add to their approach as they prepare for their next sales conversation. Send these episodes to your sales team today. Have your managers listen as well so they can coach on those critical skills during future opportunity review sessions.

Sales 72

Sales Management 72

Customer Think

NOVEMBER 3, 2021

Business buyers are highly dependent on their suppliers, for the success of their own businesses. Companies need reliable support systems, services and deliveries—consider the current supply-chain crisis. Once in place, companies avoid chan.

Supply Chain 78

Supply Chain Suppliers B2B Marketing 78

Crank Wheel

NOVEMBER 3, 2021

Are you embracing virtual sales? Read CrankWheel's guide to virtual sales.

Sales 98

Sales 98

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

Customer Think

NOVEMBER 3, 2021

We can see armed assailants, hear approaching trains, smell running gas, etc. In any case, when we start to lose our senses, life becomes more difficult. It turns out that many brands are just helpless without digital shelf analysis. What do we mean by digital shelf? The digital shelf is the continuous process of analyzing […].

Digitalization 76

Digitalization Marketing 76

Insightly

NOVEMBER 3, 2021

This is part 4 of a customer service and support blog series based on conversations with the leaders of Insightly’s client services and customer success teams. Customer success and customer service are fundamental components in your organization’s ability to deliver great experiences and create long-lasting relationships. More specifically, these two teams are at the very center of your organization’s efforts to drive adoption, retention, and ultimately, customer loyalty.

Remote Working 52

Remote Working Customer Success Facilitation Communication 52

Customer Think

NOVEMBER 3, 2021

Traditional business thinking views change as risk, while composable thinking is the means to master the risk of accelerating change and to create new business value.”Monika Sinha, Research VP, Gartner That’s a quote from Monika Sinha, a research VP at Gartner, announcing the 2022 Gartner CIO and Technology Executive Agenda. The “composable enterprise” is term […].

Digitalization 70

Digitalization Marketing 70

Shapiro Negotiations

NOVEMBER 3, 2021

You negotiate every day. You may not realize it, but we make small negotiations throughout our day in a variety of ways. But, there comes a certain assumption when you hear the word negotiation. It may make you think of a TV crime drama, a deal made between two people, or even a heated debate. When thinking about what defines negotiation, it boils down to an exchange of offers and counteroffers with an intent to eventually make a mutual agreement that works for all parties.

Negotiation 40

Negotiation Decision-making Communication Meetings 40

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 3, 2021

Emotional intelligence, also known as Emotional Quotient (EQ), is the power of understanding someone else’s thoughts and feelings. Image Source A doctor with a high EQ can empathize with their patients. A teacher with a high EQ can understand their students. And a salesperson with a high EQ can relate to their customers, hear their […].

Emotional Intelligence 62

Emotional Intelligence Sales 62

Shapiro Negotiations

NOVEMBER 3, 2021

You negotiate every day. You may not realize it, but we make small negotiations throughout our day in a variety of ways. But, there comes a certain assumption when you hear the word negotiation. It may make you think of a TV crime drama, a deal made between two people, or even a heated debate. When thinking about what defines negotiation, it boils down to an exchange of offers and counteroffers with an intent to eventually make a mutual agreement that works for all parties.

Negotiation 52

Negotiation Decision-making Communication Meetings 52

Customer Think

NOVEMBER 3, 2021

In the computer programming world, several aspects didn’t get much time to develop consistent meaning for themselves. As a result, most of such terms are often used interchangeably and are often incorrect. This creates confusion, especially for people who are looking forward to starting a career in the programming industry. One of the most common […].

Software 62

Software Software 62

SmartKarrot

NOVEMBER 3, 2021

Chances are, if you have come to read this blog, you might have realized that nowadays, brands cannot completely rely on their product’s quality. A good product cannot lead you to instant sales assurance. Today, companies need to dig deeper and focus on accomplishing the objectives of the customers. Customer experience and customer success are set to be key differentiators for customers to choose from.

Customer Success 10

Customer Success Onboarding Acquisition Media 10

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 3, 2021

By Matt Heinz, President of Heinz Marketing If you’re not already subscribed to Sales Pipeline Radio, or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every.

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Sales Marketing Digitalization 62