Sales Readiness Group

APRIL 19, 2023

Negotiation is a really important skill for anyone in a professional setting. In this article, we'll look at three different negotiation tactics and give you some examples of how to respond to each one effectively. Whether you're trying to work out a business deal or a personal matter, knowing these tactics can make a big difference in helping you get what you want while building and maintaining trust in your relationships.

Negotiation 139

Negotiation 139

The SAMA Podcast

APRIL 19, 2023

Any organization aiming to create a world-class SAM organization wants to see great results on growth, profitability, and customer satisfaction. SAMA has shown to deliver on these. Today’s extra special episode welcomes Max Walker, Director of Strategic Account Management – EMEA at Medtronic, as he illuminates why he’s such an evangelist for SAMA's Certified Strategic Account Manager (CSAM) program and why the training represents the highest mark of professional development achievement for strat

Key Account Management 104

Key Account Management Account Management Profitability Organization 104

The Center for Sales Strategy

APRIL 19, 2023

Success in any field is not only a matter of skills or talents but also of mindset. How we think about ourselves, our abilities, and our potential can profoundly impact our success in life. Psychologist Carol Dweck identified two types of attitudes: the fixed mindset and the growth mindset. Those with a fixed mindset believe that their abilities are fixed and cannot be changed, while those with a growth mindset believe that their abilities can be developed through hard work and dedication.

Leadership 114

Leadership 114

RAIN Group

APRIL 19, 2023

How is the current state of the sales environment impacting sales organizations? Which sales and enablement issues are most challenging for leaders to tackle? What are the top sales priorities for the next 12 months? How should they be addressed to ensure they're achieved? To find out the answers to these questions, we surveyed 322 sales, enablement, and company leaders globally, following up on our original research conducted in 2019.

Sales Environment 98

Sales Environment Sales Organization Sales Management 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.

Customer Think

APRIL 19, 2023

Generative AI is here to stay. It is not only a hype that probably gets worse before it gets better. And we clearly still are in a hype, as the following chart showing the search interest for ChatGPT between October 1, 2022 and April 12, 2023 from G.

87

87

Brooks Group

APRIL 19, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. How Is Your Team Perceived? Let’s pause for a perception reality check. Think about the customers you serve and what it’s like to be them for a moment. How busy are they right now? What kind of budgetary pressure are they under? What kind of relationship are they looking for from your salesperson?

Decision-making 83

Decision-making Sales Training Media Publishing 83

Nutshell

APRIL 19, 2023

By identifying key customer segments, you can create marketing campaigns that resonate with your audience, identify new sales avenues, and even understand your audience better. But how do you create customer segments in the first place? Stay tuned—in this article, we’re answering that question and more by diving into the basics of identifying key customer segments, including: How to create customer personas How to identify key customer segments through market segmentation 3 benefits of identifyi

CRM 62

CRM Decision-making Marketing Sales 62

Customer Think

APRIL 19, 2023

In today’s competitive marketplace, it is more important than ever to establish a connection with customers. This connection is possible through authentic branding i.e. creating an identity that resonates with customers and communicates your company’s core values. Branding allows you to differentiate yourself from your competitors and show how committed you are to your customers.

Communication 76

Communication Digitalization Marketing 76

SBI Growth

APRIL 19, 2023

At a closed-group leadership roundtable I recently hosted, I heard firsthand from market-leading CEOs that their business decisions are no longer reliant on media or other external reports. Instead, they are making decisions based on the actions of industry peers and their own company's data.

Marketing 62

Marketing Decision-making Leadership Media 62

Customer Think

APRIL 19, 2023

Recently, I had an executive tell me that what the company sells is too technical, complex, and “cutting-edge” to use as the basis for a story. Then the executive went on to tell me that some solutions they sold could accommodate a business narrative, like efficiency and cost savings.

B2B 76

B2B Digitalization Marketing 76

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

Corporate Visions

APRIL 19, 2023

Think about any business meeting you had last week. What do you remember from it? Do you remember the action items from the call? An interesting stat? The funny thing your coworker said? You probably don’t remember everything, and what you do remember might feel arbitrary. It’s not just you.

Meetings 52

Meetings 52

Customer Think

APRIL 19, 2023

New release of Virtuozzo Application Platform for WordPress enables anyone to automate enterprise-grade deployment, management and scaling of WordPress websites in the cloud

Management 69

Management 69

Janek Performance Group: Account Planning

APRIL 19, 2023

In an uncertain environment, sales organizations cannot consistently rely on new leads to drive business. Instead, they must maximize revenue from their existing accounts. This makes strategic account planning so essential. It helps organizations recognize opportunities, improve customer satisfaction, boost customer retention, and provide a roadmap for continued success.

Account Planning 52

Account Planning Client Relationships Sales Leadership Leadership 52

Customer Think

APRIL 19, 2023

To quote the late, great Yogi Berra, “It’s like déjà vu all over again.” As we approach the summer of 2022, we are still dealing with the same issues we had in the summer of 2021 and the summer of 2020. COVID-19 case counts are going up again across the U.S.

65

65

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

Revegy

APRIL 19, 2023

Do your account plans help your teams meet their quotas or are they missing the mark? Without comprehensive, well thought out account plans, companies miss major revenue opportunities and risk losing some of their largest clients. Sales organizations that apply a visual approach to their account planning process can immediately uncover new pipeline and expansion […] The post The 6 Critical Ingredients for the Best Account Plan Ever appeared first on Revegy.

Account Planning 52

Account Planning Meetings Organization Sales 52

Customer Think

APRIL 19, 2023

It isn’t easy to put a price on lifelong customer loyalty. But every day, thousands of retailers try, and some are putting it in the wrong places. Companies dedicate nearly one-third of their marketing budgets to loyalty programs and customer relationship management, according to Statista.

Customer Experience 65

Customer Experience Retail Marketing Management 65

PandaDoc

APRIL 19, 2023

Not many people enjoy dealing with reams of internal paperwork. But streamlining your accounts is a necessary evil—one which you can achieve with ease when you use the right document for the right transaction. At PandaDoc, we like to bring simplicity to complex terms. Today’s explanation? Requisition Vs. invoice. These are both documents used in different stages of a business transaction.

Procurement 52

Procurement Suppliers Banking Digitalization 52

ClearPoint Strategy

APRIL 19, 2023

Everything you’ve ever wondered about the Balanced Scorecard in one complete article

52

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

SmartKarrot

APRIL 19, 2023

Role: Customer Success Operations – Lead Analyst Location: Aylesbury, England, United Kingdom (On-site) Organization: Trellix As a Customer Success Operations – Lead Analyst, you’ll develop actionable strategies, streamline essential business processes, operate in a global context, and improve the performance of the company by combining and analysing data from many sources.Support weekly forecasting, monthly and quarterly reporting, and ultimately annual planning and territory manage

Customer Success 19

Customer Success Account Growth Facilitation Onboarding 19

ClearPoint Strategy

APRIL 19, 2023

It’s more important than ever to link your local government budget to your strategy.

Government 52

Government 52

Apptivo

APRIL 19, 2023

1. The essentials of sales lead tracking software 2. Benefits of Sales lead tracker with Apptivo 3. FAQ Right, sales management is our passion. We are so passionate about our work that we would never consider altering our line of work. Tools will help manage your sales process when things become hectic and enable effortless, effective, and efficient sales.

Software 52

Software Software Sales CRM 52

ClearPoint Strategy

APRIL 19, 2023

Wondering how to manage your community’s growth in a consistent, deliberate fashion?

Management 52

Management 52

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

The Great Game of Business

APRIL 19, 2023

Identifying the single most important goal and aligning employees to it is a powerful strategy for driving success in your company.

52

52

ClearPoint Strategy

APRIL 19, 2023

There are thousands of Balanced Scorecard resources out there, where do you start?

52

52

ClearPoint Strategy

APRIL 19, 2023

The basics surrounding project budgeting - and the software tool to stay on track.

Management 52

Management Software Software 52

ClearPoint Strategy

APRIL 19, 2023

Strategy maps - an effective tool for visualizing your organization's objectives.

Organization 52

Organization 52

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.

Marketing

ClearPoint Strategy

APRIL 19, 2023

How to determine critical success factors and achieve strategic business success.

52

52

ClearPoint Strategy

APRIL 19, 2023

Like the functionality of SharePoint, but not the configuration and confusion?

52

52

ClearPoint Strategy

APRIL 19, 2023

We’ve heard these questions asked by many people over the years.

52

52

ClearPoint Strategy

APRIL 19, 2023

Yes, strategic planning in healthcare is tough!

Healthcare 52

Healthcare 52

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.

Negotiation