The Center for Sales Strategy

FEBRUARY 17, 2021

Season 2 of the Improving Sales Performance Series focuses on the data and analysis of the newly released Media Sales Report. Partner and VP Senior Consultant Stephanie Downs and VP Senior Consultant Emily Estey at The Center for Sales Strategy, joined Matt Sunshine to discuss the Sales Department Structure section of the Media Sales Report, specifically looking at data on sales department size and compensation of sellers.

Media 102

Media Publishing Sales 102

RAIN Group

FEBRUARY 17, 2021

“Luck is where preparation meets opportunity.” – Seneca. If you want to generate the best opportunities and set yourself up for success in 2021, you need to prepare. And there’s no better way to prepare than by using data-backed findings on what’s working (or not!) for the most successful sellers. The RAIN Group Center for Sales Research has been leading proprietary research to discover the most effective strategies and tactics in sales for nearly two decades.

Sales 105

Sales Meetings Sales Training 105

Zendesk

FEBRUARY 17, 2021

In 2020, tens of thousands of retail professionals descended as usual on the Javits Center in New York City for the National Retail Federation’s Big Show. Barely a year later, the annual conference was entirely virtual, your parents knew what “Zoom fatigue” was, and the Javits was a Covid-19 vaccination center. The drastic shift over the last 12 months reminded us that nothing is permanent, including long-ingrained ideas about how retailers should do business.

Retail 98

Retail e-Learning Customer Experience Insurance 98

PartnerTap

FEBRUARY 17, 2021

COVID-19 has drastically changed the way we do business. As companies continue to shift to a remote model, it’s important to understand the impact and digital transformation strategic alliances have gone through. Dinners and face-to-face meetings have been replaced with Zoom happy hours, sales conferences are now virtual, and work from home is the new normal.

Digital Transformation 98

Digital Transformation Digitalization Management Finance 98

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.

CMOE

FEBRUARY 17, 2021

Companies often have three levels in the management hierarchy: frontline, mid-level, and senior-level leadership. The leaders at each of these levels perform different duties, but no matter where you sit in the organization, agile thinking matters. The term agile was coined in the information technology (IT) field in 2001 and was used to refer to a group of methodologies.

Leadership 102

Leadership Government Information Technology Decision-making 102

Desired Path

FEBRUARY 17, 2021

2020 was an unusual year all around. But what was its impact on business and how do Customer Success Executives quantify their organization’s performance against the backdrop of an exceptional year? DesiredPath conducted the , Customer Success Benchmark Survey to ask CS leaders how their organizations fared in 2020 and to provide their thoughts on their top focus areas, challenges and opportunities for 2021.

Digital Transformation 59

Digital Transformation e-Learning Acquisition Customer Success 59

Force Management

FEBRUARY 17, 2021

If you launched some type of virtual sales kickoff event this year or you’re building momentum for an upcoming sales initiative, what’s your plan to reinforce it throughout the year? Anyone who has launched a strategic sales initiative knows it’s a big effort. This year, company leaders are getting strategic with how they’re planning to maintain SKO momentum, adapting their reinforcement efforts to drive success in the increasingly remote sales environment.

Sales Environment 52

Sales Environment Sales 52

Brooks Group

FEBRUARY 17, 2021

The great Greek philosopher Aristotle once proudly pronounced that “the whole is greater than the sum of its parts.”. Though Aristotle could be speaking about a variety of killer combinations – Reese’s Peanut Butter Cups, or Lennon and McCartney, for example – it’s likely he wasn’t thinking about the surviving employees of a corporate merger. Resulting from companies with different cultures, management styles, clients, and even hiring practices, a merged entity generally experiences its greatest

Stakeholders 52

Stakeholders Sales Sales Training Leadership 52

Desired Path

FEBRUARY 17, 2021

2020 was an unusual year all around. But what was its impact on business and how do Customer Success Executives quantify their organization’s performance against the backdrop of an exceptional year? DesiredPath conducted the , Customer Success Benchmark Survey to ask CS leaders how their organizations fared in 2020 and to provide their thoughts on their top focus areas, challenges and opportunities for 2021.

Digital Transformation 52

Digital Transformation e-Learning Acquisition Customer Success 52

Aptology

FEBRUARY 17, 2021

Finding ways to improve your sales teams’ potential can feel like an overwhelming task. Thankfully, new methods of analysis like Sales Performance Management (SPM) have shown effective ways to create metrics that help move the sales needle forward. If you’re not used to utilizing SPM as a method for sales improvements it might feel like a huge practice to implement but it doesn’t have to be!

Management 52

Management Performance Review Sales 52

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

Desired Path

FEBRUARY 17, 2021

2020 was an unusual year all around. But what was its impact on business and how do Customer Success Executives quantify their organization’s performance against the backdrop of an exceptional year? DesiredPath conducted the , Customer Success Benchmark Survey to ask CS leaders how their organizations fared in 2020 and to provide their thoughts on their top focus areas, challenges and opportunities for 2021.

Digital Transformation 52

Digital Transformation e-Learning Acquisition Customer Success 52

Shapecast

FEBRUARY 17, 2021

17th February 2021. Summary. To successfully achieve business objectives, both the strategic planning and the strategy execution phases have to be successful. Brilliantly executing a fundamentally poor strategy or failing to execute a great strategy, both lead to failure. True strategic effectiveness means being good at both planning and execution. R esearch from Harvard Business Review , shows that 67% of well-formulated strategies fail due to poor execution.

Shareholders 52

Shareholders Stakeholders e-Learning Brainstorming 52

Zendesk

FEBRUARY 17, 2021

When COVID-19 first swept Scotland in early 2020, like everywhere else, it left a wake of confusion and devastation. A nationwide lockdown put people out of work, creating and deepening pockets of vulnerability. Edinburgh chef and gastronomy student Lewis MacLachlan watched in sorrow as the hospitality industry was hobbled overnight, putting thousands of people out of work.

Government 52

Government Communication Onboarding Media 52

Strategic Planning and Management Insights

FEBRUARY 17, 2021

On this episode of the Strategy & Leadership Podcast, we were live with Robin Hills from the United Kingdom. Robin is the Director of Ei4Change , a company that delivers educational training based on emotional intelligence. Today, Robin has taught emotional intelligence skills to over 100,000 people from 175+ countries via online training.

Emotional Intelligence 52

Emotional Intelligence Leadership 52

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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.

Meetings

SmartKarrot

FEBRUARY 17, 2021

Role: VP Customer Success Location: Fremont, CA, US Organization: Privacera As a VP of Success Manager, you will be responsible for leading, expanding, and mentoring the Customer Success teams through strategy and Objectives and Key Results along with hiring, coaching, and developing a world-class team. Representing the voice of the customer and influencing internal stakeholders by promoting a customer-centric mindset across the organization.

Customer Success 10

Customer Success Value Proposition Stakeholders Onboarding 10

SmartKarrot

FEBRUARY 17, 2021

Simply put, to calculate customer success capacity planning, you basically need just two information: Number of hours needed per month for all your customers (A). Number of hours a CSM can allocate to customers in a month (B). So, the number of CSMs you need (C) is: C = A / B. Is it that simple? Of course not. There’s so much more to it. Let’s explore!

Customer Success 10

Customer Success Onboarding Profitability B2B 10