Tue.Feb 20, 2024

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Improving Sales Performance Often Requires Changing Focus

The Center for Sales Strategy

How much more productive would you be if you focussed on your inputs? This means avoiding all distractions and only working on planning, pitching, and following up—all the factors that budge the needle, not those that don't. A lot of valuable time is wasted focusing on things we cannot control. For example, we have zero control over the economy, competitors, pricing, inventory, or customers' attitudes.

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Why Using a Bonus Program Is an Effective Motivational Tool

The Great Game of Business

Like most business owners, you seek innovative ways to motivate your teams, enhance productivity, and achieve sustainable success. One powerful strategy is the implementing bonus programs.

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Nutshell Announces Free Marketing Seats

Nutshell

Want to get more of your marketing team on your CRM and email marketing platform so they can send email campaigns, but don’t want to pay for an entire seat? A new update we’ve been hinting at is here! Introducing three free marketing seats for Nutshell Pro customers and above! Nutshell is here to help sales and marketing teams work better together.

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Customer Acquisition Cost: Less CAC More LTV

Groove HQ

“Why are you selling $1 for 90 cents ?” “Well, profits are not great but the revenue is booming!” To some, it may seem like a joke, but for many businesses, this is a reality that they ignore. Today we will dig deep into what is CAC and how to keep it lower than your […] The post Customer Acquisition Cost: Less CAC More LTV appeared first on Groove Blog.

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2024, The Year of the Customer

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.

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The imperative of customer trust in 2024

Customer Think

How to gain and keep a customer’s trust has become an ever-present challenge in recent years, with customers becoming increasingly concerned about data, privacy and security issues. This trust challenge has been exacerbated over the last year with the emergence of Generative AI. Recent research by Qualtrics XM Institute reveals how big this challenge has become.

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5 Areas Where Your Credit Union Needs Clarity

NG Data

Clarity is essential for credit unions to achieve growth in leadership, strategy, branding, marketing, and member experience. To succeed, credit unions must have a clear vision, develop strong leaders, create a focused brand, use targeted marketing, and provide consistent member experiences. Source The post 5 Areas Where Your Credit Union Needs Clarity appeared first on NGDATA.

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Capital One to acquire Discover for $35 billion

NG Data

Capital One acquired Discover Financial, creating a payment network with 70 million merchant acceptance points in 200+ countries, serving 100 million customers. The merger integrates Discover's payment processing network, challenging existing networks, generating expense savings of $1.5 billion in 2027, offset by targeted investments and network synergies of $1.2 billion in 2027.

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How to Create Unbreakable Brand Loyalty through Emotional Connection

Customer Think

Listen to the podcast: Bob Black, one of our podcast listeners, loves our ideas about evoking specific customer emotions. However, he hasn’t the faintest idea of how to do it from a practical sense.

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Community Banks Voice Frustration with Core Tech Providers

NG Data

Fiserv, FIS, and Jack Henry dominate the core banking services market, leaving smaller players with unfavorable contracts. Community banks claim services are expensive and delayed. To promote more competition in the core provider space, the American Bankers Association invested in Finxact, a smaller player in the space that offers services on a subscription model.

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6 Techniques for Integrating SEO and PR for Enhanced Online Presence

Customer Think

Search Engine Optimization (SEO) has been all the rage for the past couple of years. However, businesses are learning that they need more than just SEO to stay competitive in today’s digital landscape. To succeed in the current digital marketing space, a business needs to be both visible and credible.

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How to Stay Competitive in the Evolving State of Martech

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

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Why Are More People Using Small Banks and Credit Unions?

NG Data

More consumers are choosing credit unions and small banks for their primary credit cards, as per a recent study. National banks still hold the majority share, but their percentage has declined. Lower fees, personal relationships with customers, and keeping money in the community are some of the potential reasons for this shift. Source The post Why Are More People Using Small Banks and Credit Unions?

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The 11-Step Co-Sell Transformation Playbook

PartnerTap

We know that the old sales playbook no longer works and sales transformation is a top priority in 2024. Companies have changed how they buy products and services for their companies, and sales deals today are exponentially more complex than they were 10 years ago. The modern sales playbook must include all the other vendors, suppliers, and partners influencing your sales deals and make it easy for your sales reps to engage those individuals across companies that already have the trust of your bu

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The future of the payments industry

NG Data

The payments industry is entering a new era where risk management is increasingly important for companies to offer convenience, affordability, and security. To strengthen risk management processes, companies can maintain regulatory compliance, address customer impacts, and proactively manage risks. Fraud protection is also critical to payment system integrity.

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Co-Sell Transformation Pitfalls

PartnerTap

As outlined in The Sales Transformation Imperative in 2024 , companies realize they need a new sales playbook to support modern buyers and win deals with more complex dynamics. Building a high-performing co-selling motion with your best partners is the answer. When done right, co-selling can source more pipeline for your direct sales teams and source more opportunities for your channel partners.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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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Navigating Account-Based Selling: CRM, AI and Customer Understanding

Arpedio

Navigating Account-Based Selling: CRM, AI and Customer Understanding Explore the ARPEDIO platform ← Back to blog When it comes to B2B sales, companies often find themselves wrestling with a myriad of challenges, from a lack of prospecting skills to navigating lengthy sales cycles. These challenges underscore the pivotal role of Account-Based Selling (ABS) strategies in aligning offerings with buyer needs.

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The Human Element in Strategy Implementation: How to Motivate Your Team

AchieveIt

Employee motivation plays a central role in Strategy Implementation. When team members are engaged and enthusiastic, they are more likely to contribute effectively and propel strategic goals forward. And that influence is impactful, as a 2020 Gallup report shows. It found that businesses that ranked highly in employee engagement were 18% more productive and 23% more profitable than low-engagement teams.

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Value Chain – What is it?

Arpedio

What is a Value Chain? A value chain is a concept used in business management to describe the sequence of activities and processes involved in creating and delivering a product or service to customers. It encompasses all the stages from the initial raw materials or inputs to the final delivery and support of the finished product or service. The primary goal of analyzing the value chain is to identify opportunities for optimizing efficiency, reducing costs, and adding value at each stage of the p

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KPI Management: Competitive Benchmarking KPIs

Flevy

Benchmarking against industry peers is something all organizations (should) do. Competitive Benchmarking is the compass that guides organizations in navigating the competitive landscape. Competitive Benchmarking involves the comparison of an organization’s processes, performance metrics, and products against industry bests or best practices from other industries.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.

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Relationship Management – What is it?

Arpedio

What is Relationship Management? Relationship Management can be described as the strategic process of understanding, organizing, and nurturing relationships with stakeholders to drive positive outcomes and achieve business objectives. It involves mapping out key relationships, identifying influencers and decision-makers, and leveraging insights to build stronger connections and foster mutual trust and value.

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Why Survey Reports Should be Part of Your Content Plan

Customer Think

At a time when marketing budgets are tightening, surveys and survey reports represent some of the most compelling and cost-effective content a B2B marketer can produce. Why?

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Sales Pipeline – What is it?

Arpedio

What is a Sales Pipeline? A sales pipeline is a visual representation or framework that outlines the stages a potential customer goes through during the sales process, from initial contact to closing the deal. It provides a structured approach for sales teams to track and manage prospects as they move through the various stages of the sales cycle. Key components of a sales pipeline include: Prospecting: This stage involves identifying and qualifying potential leads or prospects who may be intere

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Acquia Enhances Brand Management Capabilities

Customer Think

New integrations for Acquia's digital asset management solution enable marketers to reuse high-quality assets faster across digital channels

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How to Leverage Intent Data for Better Outcomes

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.

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Sales Process – What is it?

Arpedio

What is a Sales Process? The sales process is a structured set of steps and activities that sales professionals follow to guide potential customers from initial contact to closing the deal. It outlines the sequence of interactions and engagements between the salesperson and the prospect throughout the entire sales cycle. The sales process may vary depending on the industry, company, and specific sales approach, but it typically includes the following key stages: Prospecting: Identifying and qual

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6 Ways to Use AI for Sales Teams: CCO’s Experience

Customer Think

Discover how the sales department can benefit from using artificial intelligence to streamline tasks such as team management, scheduling follow-up meetings, data handling, and automating analytics. Konstantin Chervyakov, Commercial Director at Ringostat, provides practical examples to help sales leads who lack the time or foundational knowledge to implement these strategies effectively. 1.

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Strategic Partnerships – What is it?

Arpedio

What is a Strategic Partnership? Strategic partnerships are collaborative relationships formed between two or more businesses to achieve mutual goals or objectives that they may not be able to accomplish individually. These partnerships typically involve sharing resources, expertise, technology, or distribution channels to create value for all parties involved.

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Building Customer Loyalty in Manufacturing Companies: The Role of Value Creators and Maintainers

Customer Think

Customers buy products and services because they need the outcomes they will receive from owning or using them. When the buyer has a choice, they will buy from the company that delivers the most benefits for the lowest cost.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

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.

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Upselling – What is it?

Arpedio

What is Upselling? Upselling is a sales technique where a seller encourages a customer to purchase a more expensive or upgraded version of a product or service, or to add additional features or accessories to their existing purchase. The goal of upselling is to increase the overall value of the sale and maximize revenue by persuading the customer to spend more than they originally intended.

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Activating Your Employees for Better Business Outcomes

Customer Think

If you’ve never attended Medallia’s annual Experience conference, you need to plan to attend next year.

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BANT – What is it?

Arpedio

What is BANT? BANT is an acronym used in sales and marketing that stands for Budget, Authority, Need, and Timeline. It is a qualification framework designed to help sales professionals assess the likelihood of closing a deal by evaluating the prospect’s readiness and suitability. Here’s a brief explanation of each component: Budget: Refers to the financial resources the prospect has allocated for purchasing a product or service.

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Authenticx Launches Generative AI Solution Built Exclusively for Healthcare Customer Experience

Customer Think

Advanced GenAI solutions from Authenticx give healthcare organizations a secure, reliable platform to analyze findings hidden in customer interactions

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Negotiate Larger Deals More Quickly

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.