The Center for Sales Strategy

MARCH 7, 2024

In this episode, we’re once again consulting the latest Media Sales Report by The Center for Sales Strategy. Today, we’re asking the question, “Why are so many media sales managers lacking superstar talent?” Joining Matt to answer that question and more is the amazing Beth Sunshine, SVP/Talent Services here at CSS and the head of Up Your Culture, a division of CSS focusing on company culture and employee engagement.

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Media Sales Management Management Sales 129

SBI Growth

MARCH 7, 2024

If you have been following our podcast and latest blogs, you would have heard many of our experts talk about how talent initiatives are the quickest way to drive growth. This is a particularly good strategy to turn to in situations where a company needs fast returns and cannot afford to wait for longer-term strategies to take effect—for example, with companies that need to manage EBITDA or in companies that are struggling to meet the growth objectives set by their private equity owners.

Meetings 126

Meetings Management Marketing 126

Customer Think

MARCH 7, 2024

Employee experience (EX) goes hand-in-hand with customer experience (CX). It’s like the chicken and the egg: which comes first? Neither. Both rely upon one another for existence. EX and CX are immature fields of practice. That’s true in every industry and nation.

Customer Experience 112

Customer Experience 112

Force Management

MARCH 7, 2024

We've wrapped up another exciting month of podcast episodes, and this time we're bringing you some great tactical conversations on the current best practices in sales from seasoned sales leaders. Whether you're an upcoming leader or are currently managing a sales organization, there are some valuable lessons to be learned from these guests. From preventing deal slippage to mastering customer success to maximizing the value of Sales Engineers and Sales Development Representatives, dig into these

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Publishing Leadership Customer Success Organization 78

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

MARCH 7, 2024

In the previous article in this series on Outcome-Centric Selling® we addressed the importance of identifying and targeting our customer’s most pressing business issues – and now we are going to turn our attention to identifying and targeting our most valuable potential customers.

Digitalization 83

Digitalization Marketing Sales 83

Brooks Group

MARCH 7, 2024

Procurement managers have a reputation for focusing only on price. Is this deserved? Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? This post describes how you can use a consultative selling approach to understand the unique buying agenda of procurement managers and sell more effectively.

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Procurement Management Decision-making Sales Training 68

Showpad

MARCH 7, 2024

Marketing teams are not making the most of their relationship with sales. The sales team is a critical driver of revenue growth — and a key channel for marketing messaging. In order for marketing teams to realize the full potential of their sales team, they must have strong alignment. Yet, most leaders are not doing this effectively ( Revenue Marketing Alliance ).

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Digital Transformation Marketing Value Proposition Digitalization 52

Customer Think

MARCH 7, 2024

A few years ago, when I was in Nashville, I wandered into a used bookstore and bought called Foremanship1 written in 1927 by Glenn L. Gardiner, the “former director of foremanship development at the Oakland Motor Car Company.” Part of General Motors since 1909, it later became known as Pontiac.

Leadership 75

Leadership 75

Zendesk

MARCH 7, 2024

What is workforce optimization? Workforce optimization (WFO) is a business strategy that combines workforce management (WFM) and quality assurance (QA) principles to maximize workforce efficiency. WFO intertwines performance data, emerging technologies, and coaching to help employees, departments, and businesses operate at peak performance. Businesses today walk on a tightrope when it comes to customer service and efficiency.

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Prioritization Profitability Customer Experience Decision-making 52

Customer Think

MARCH 7, 2024

As indicated above, the difference between leaders and laggards is a whopping 18.8X on customer profitability, 6.5X on customer retention, and 9X on customer loyalty. According to another McKinsey study organizations currently implementing data-driven approaches—ranging from predictive systems to AI-driven automation—are doing sporadically across their operations, resulting in missed opportunities and inefficiencies.

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Profitability Organization 53

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

Cranfield Executive Development

MARCH 7, 2024

How the narratives we construct about ourselves and our organisations can influence the success or failure of strategic initiatives.

Construction 52

Construction 52

Account Management Skills

MARCH 7, 2024

Welcome to episode 109. My guest is Michael Farmer , a management consultant who has been looking at the agency business model for over 30 years. He’s identified three burning issues for creative agencies. Work is increasing in volume and yet agencies fees are declining. But because agencies aren’t measuring scopes of work, they don’t often realize the extent to which this is happening.

Account Management 40

Account Management Management 40

ClearPoint Strategy

MARCH 7, 2024

Explore how business reporting software like ClearPoint Strategy transforms operations, decision-making, and strategy with real-world use cases.

Software 40

Software Software Decision-making 40

SmartKarrot

MARCH 7, 2024

In the ever-evolving landscape of customer success and key account management, the significance of relationship building remains paramount. As a seasoned Customer Success Manager (CSM), I have navigated through the intricacies of client interactions and gleaned insights that I believe are essential for success in this field. In this article, we’ll delve into the fundamental aspects of relationship building that are crucial for CSMs and Key Account Managers (KAMs), especially in the context

Key Account Management 10

Key Account Management Client Relationships Account Management Stakeholders 10

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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.

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