Upland
JUNE 14, 2023
What are the top challenges facing chief revenue officers and sales leaders in 2023? And how can account planning help? There’s plenty of uncertainty in the economy right now. But also, a lot of opportunity. The best chief revenue officers understand that – and they take up the challenge of driving revenue regardless of the business horizon daily.
Insightly
JUNE 14, 2023
Disruptive marketing involves using experimental tactics that challenge the status quo. Rather than following conventional marketing wisdom, disruptive marketers are constantly testing daring, new tactics that haven’t been tried before. Some work while others fall flat. And that’s ok, that’s how innovation works. Without disruption, we’d remain in a static state of stagnation and never evolve.
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Customer Think
JUNE 14, 2023
I once wrote an article about how the future of shopping would all be automated. In this new world, we would shop online and a series of robo-delivery vehicles would whisk our products right to our front doorsteps without the trouble of leaving our homes.
Nutshell
JUNE 14, 2023
As a tech company, you know the importance of having the right digital tools at your side. That’s the idea behind a tech stack, a collection of business tools you use to manage your company. Every business needs some kind of tech stack to function efficiently. The question, though, is this: Which types of tools should you include in your tech company tech stack?
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
JUNE 14, 2023
What’s in this article for you? Understanding Critical Business Issues (CBIs) can make the difference between successfully closing business vs wasting your time with No Decision outcomes. Helping your prospects recognize their own CBIs can accelerate their buying processes and bolster their business cases.
Nutshell
JUNE 14, 2023
A sales pipeline is a representation of the journey people take when they become customers. Beginning with an introduction to your company and ending with a purchase, every sale requires someone to progress through your business’s sales pipeline. Just like every business, your tech company needs to create and monitor your sales pipeline to ensure a smooth customer journey for all your prospects.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
The Center for Sales Strategy
JUNE 14, 2023
To build a great sales team, you need a great leader. Talented and engaged managers coach and develop their teams, always improving the standards of performance. They put their people first, but their focus on development doesn’t stop with their direct reports. Highly effective sales managers also spend time on their own growth and development, seeking opportunities to learn and improve.
Customer Think
JUNE 14, 2023
Source: Kogan Page Limited Understanding how business people actually make buying decisions on behalf of their company is vital to B2B marketing success. Without such insight, it's almost impossible to design and execute effective market.
ClearPoint Strategy
JUNE 14, 2023
How did Dwight Eisenhower solve some of the big problems of the twentieth century?
Customer Think
JUNE 14, 2023
Groundbreaking integration empowers Amazon Connect clients to optimize efficiency, enhance customer experience and streamline call routing, leading to significant cost reductions
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
Zendesk
JUNE 14, 2023
No matter which industry you’re in, your business will always face competition for customers—and when market forces turn into headwinds, keeping your most valuable assets can be especially challenging. That’s why embracing a customer-first strategy is essential. Yet adopting a customer-first strategy comes with a set of challenges that must be navigated with forethought and a commitment to execution.
Customer Think
JUNE 14, 2023
Using a customer’s name is a simple yet powerful way to improve their experience with your business. It’s an effective way to make them feel valued and acknowledged, which can lead to increased loyalty and customer satisfaction. When a customer hears their name, it creates a sense of familiarity and personalization.
CMOE
JUNE 14, 2023
Performance management aligns team members and resources while flagging potential issues. With an effective performance management system, leaders can proactively adjust and help workforce members achieve target objectives. But the unfortunate reality for many organizations is that performance management can sometimes be slow and inefficient. McKinsey cites poor metrics, poor targets, and a lack of transparency as common issues.
Customer Think
JUNE 14, 2023
I’m asking the same question Tina became famous for. But this time, we’re talking about success in business. Read most any textbook on growing a business and you won’t see much about “love.
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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.
Kainexus
JUNE 14, 2023
Lean Strategy Deployment, also known as Hoshin Kanri, is a systematic approach organizations use to align their annual objectives around strategy with the day-to-day activities of their teams. It originated from the Toyota Production System and has been widely adopted in various industries.
Customer Think
JUNE 14, 2023
I’ve been reading articles claiming a major impediment to closing sales is buyer’s ‘indecision’. But is non-buying called ‘indecision’ because people aren’t responding according to a seller’s expectations?
RAIN Group
JUNE 14, 2023
Meet Morgan. A hard-working seller. Focused and productive. Morgan’s developed strong sales skills and knows what it takes to sell. At the end of the year, does Morgan hit target? Beat it by 20%? Fall short by 30%? Does Morgan know: How many sales they need to win?
Customer Think
JUNE 14, 2023
When it comes to branding, first impressions are critical as they can have a lasting impact on how customers perceive your brand. There are psychological models on human perception that can play a significant role in how people perceive your brand.
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.
SBI Growth
JUNE 14, 2023
It’s tough out there right now. Achieving commercial success in today’s market is tougher than ever – and a lot of pressure is on go-to-market leadership to perform. That was the subject of an SBI webinar I recently anchored, featuring Mike Hoffman of SBI and Eric Walczykowski of Bespoke Partners. For Mike and Eric, the core question is, what steps can the CEO take to align the go-to-market executive team with the value creation strategy?
OnStrategyHQ
JUNE 14, 2023
At OnStrategy, we are serious about being your partners to help identify strategic moves and set your vision into action with an actionable strategic plan to consistently achieve 80% of your goals. We’ve spent the last 20 years building plans and a methodology to make it happen. We’re excited to announce the StrategyHub by OnStrategy. This fully upgraded software experience brings together everything you need to build an actionable organizational strategy, align your leadership team, and create
ClearPoint Strategy
JUNE 14, 2023
A municipal development plan could help your city manage long-term change and growth
OnStrategyHQ
JUNE 14, 2023
At OnStrategy, we are serious about being your partners to help identify strategic moves and set your vision into action with an actionable strategic plan to consistently achieve 80% of your goals. We’ve spent the last 20 years building plans and a methodology to make it happen. We’re excited to announce the StrategyHub by OnStrategy. This fully upgraded software experience brings together everything you need to build an actionable organizational strategy, align your leadership team, and create
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.
ClearPoint Strategy
JUNE 14, 2023
Proof that the Balanced Scorecard is the right strategy management framework for you
SmartKarrot
JUNE 14, 2023
Role: Customer Success Manager Location: San Francisco, CA, United States (Remote) Organization: Beyond As a Customer Success Manager, you’ll be securing possibilities for new product upsells, existing product upgrades, and yearly subscription renewals. Promoting client adoption, re-engagement, and satisfaction for the designated book of accounts.
ClearPoint Strategy
JUNE 14, 2023
You owe it to your customers to review these 53 important key performance indicators
SmartKarrot
JUNE 14, 2023
As a sales leader in the SaaS business, the importance of keeping up with the latest technological advancements in the industry is critical. One of the most significant shifts in recent years has been the rise of remote work. This shift has required sales teams to adjust their processes and strategies to accommodate the new reality of virtual selling.
Advertiser: ZoomInfo
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.
ClearPoint Strategy
JUNE 14, 2023
There are many tools out there that can help you make "strategy" a little more clear
Apptivo
JUNE 14, 2023
1. What is a sales report? 2. What are the different types of sales reports in Apptivo? 3. Why is a CRM sales report essential for business? 4. How to Create Sales Reports in a CRM like Apptivo? 5. Conclusion “Knowledge is power.” This timeless phrase holds especially true in the sales sector. Access to reliable and meaningful data is critical for making educated decisions and driving revenue growth as a sales professional or business owner.
ClearPoint Strategy
JUNE 14, 2023
Follow these leading strategy consultants to make more strategic business decisions.
ClearPoint Strategy
JUNE 14, 2023
Norton and Kaplan developed one of the most popular strategy management frameworks.
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.
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