Holden Advisors

AUGUST 16, 2021

Usage-based pricing, or quantity-based pricing, is the next iteration of the subscription economy, especially for B2B software companies. If you’re considering how your company would fare with usage-based pricing, there’s no time like the present, but here are a few things to think about before you jump in. The shift to subscription pricing many years ago led to what we now call the subscription economy, a term coined by Zuora.

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B2B Software Software Meetings 370

Software Sales Guru

AUGUST 16, 2021

The Road to Sales Mastery In one of my recent Software Sales Bootcamps, one of my students mentioned that his CEO had been through one of my bootcamps and was using the techniques he learned on sales calls and it wasn’t always smooth and natural. My question to him was, “What makes you skeptical? Is it because his technique is not working?” The student said, Read more.

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Sales Software Software 147

Sales Readiness Group

AUGUST 16, 2021

There are many stereotypes of what makes a great sales rep. Outgoing, smooth talker, able to present their solution pitch flawlessly to the client. Confident – sometimes, too confident. You know the profile, right? But there’s a key attribute that’s not always associated with high-performing salespeople, and it might surprise you.

Sales 133

Sales 133

Customer Think

AUGUST 16, 2021

While technology, comprising everything from laptops and software to bandwidth and the Internet, make remote working easier and more feasible than ever before, it’s taken the COVID-19 pandemic to bring the virtual office into reality. For almost a year, to control the virus, many inside sales reps made home their base of operations. And it […].

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Remote Working Internet Software Software 119

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.

FinListics Solutions

AUGUST 16, 2021

Whether they’re centered around attracting new customers, growing annual profits, or any other key business metric, goals keep companies moving forward. They focus people’s attention on what matters the most. As such, they’re a driving force behind all decisions—including what to buy and from whom.

Profitability 98

Profitability 98

Kainexus

AUGUST 16, 2021

Kaizen management can give your company a significant edge over your competitors. It involves lean operations and continuous improvement, two vital factors to be effective in today’s economy. Another essential component is empowering your team members to participate in finding the opportunity to improve. Following a kaizen management style involves a shift away from many of the principles of traditional business management models.

Management 81

Management 81

Cosawi

AUGUST 16, 2021

Center of Excellence: A Critical Lighthouse to Provide Successful Journey Direction & Leadership. So, what is a COE? One could argue that in today’s environment that COEs (Center of Excellence) is overused. Whether you call it COE or “SAM program office”,the message is the same: These enabling units are critical to your SAM roadmap’s success. .

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Innovation Leadership Communication Organization 52

Customer Think

AUGUST 16, 2021

Digital transformation is advancing at breakneck speed, helping businesses become more competitive, resilient and profitable. In fact, a recent Deloitte survey found 69% of surveyed leaders plan to increase their financial commitments to digital transformation, particularly in response to the pandemic. With the pandemic serving as a forcing function to modernize technologies and strategies, businesses […].

Digital Transformation 72

Digital Transformation Profitability Digitalization 72

Crank Wheel

AUGUST 16, 2021

For ages, businesses have been running their marketing and sales teams as independent silos. Marketing teams have their own methods to generate leads for the sales team, while the sales teams follow their process to recognize qualified leads for conversion.

Marketing 52

Marketing Sales 52

Customer Think

AUGUST 16, 2021

A couple months ago, I wrote about the difference between consensus and alignment and why that’s important to know. Back then I wrote: In business and especially in our customer experience work, we seek alignment – from both executives and emplo.

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Customer Experience Innovation Leadership 69

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

Sales Outcomes

AUGUST 16, 2021

Shifting from Sales Emails to Blog-Form Emails: B2B Sales-Centric Emails are Dead. Salespeople Need to Engage in Meaningful Conversations. Shift to Blog-Form Emails. How to Get Started with Blog-Form Emails. 1. B2B SALES-CENTRIC EMAILS ARE DEAD (not just mostly dead). To support increased virtual selling driven by the pandemic, marketing organizations ramped up their email marketing to support the sales team.

Virtual Selling 52

Virtual Selling B2B Suppliers Sales 52

Customer Think

AUGUST 16, 2021

As we emerge from the pandemic, there are a lot of discussions about the future of sales. A lot of the discussion focuses on virtual selling–leveraging technologies like Zoom, Teams, and others as key engagement approaches. F2F continues to play a role, but many of the “pundits” are declaring virtual selling to play [.]. The post Virtual Selling Is Not The Future Of Sales!

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Virtual Selling Future of Work Sales Communication 64

SmartKarrot

AUGUST 16, 2021

Role: Global Head of Customer Success Location: London, England, United Kingdom Organization: YOOBIC As a Global Head of Customer Success, you will be a Leader, first and foremost, and part of the customer success leadership team with the courage and confidence to challenge the status quo; anticipating problems and mitigating risks. Be obsessive about building and maintaining exceptional behaviours and driving accountability for actions and outcomes.

Customer Success 19

Customer Success Account Management Management Leadership 19

Customer Think

AUGUST 16, 2021

Do you want to increase your conversion rates right away? And how about getting the customers you have to upgrade and stay with you longer? Sounds good, right? And that’s why you should make product education a critical part of your business strategy. Product education is all about teaching your customers what your product is, […].

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Meetings

SmartKarrot

AUGUST 16, 2021

The magic of customer experience has enveloped us with its virtues and values. That is when where forums, workshops, and conferences play a pivotal part in imparting experience as well as education to people. It is a great way to brush up your skills, learn new qualities, and know what else is new. On that note, we take immense pleasure in regaling information to our readers about the upcoming customer experience (CX) conferences so that you can block their calendars right away.

Customer Experience 11

Customer Experience B2B Digitalization Innovation 11

Customer Think

AUGUST 16, 2021

As a business, you should strongly consider a call recording software to record business calls and improve quality assurance and customer service. Here we will look at some ways companies are using call recording tools to increase office productivity. Why Should Your Business Record Calls? More and more companies are recording business calls in order […].

Software 64

Software Software 64

PandaDoc

AUGUST 16, 2021

Proposify is an eSign and proposal management solution, one of the most prominent online signature solutions on the market. It is scalable and valuable in virtually every scenario, allowing its users to enjoy analytics, custom templates, payment collection, and various CRM integrations. In using Proposify, you’ll immediately notice its focus on organization.

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e-Learning Software Software Negotiation 52

Customer Think

AUGUST 16, 2021

In conjunction with the acquisition, Seismic closed a $170 million Series G funding round led by Permira; Seismic now valued at approximately $3 billion.

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Acquisition Sales 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

The Center for Sales Strategy

AUGUST 16, 2021

The war for talent is particularly brutal right now, so once you find and hire the right person, you might be tempted to pat yourself on the back and relax. Unfortunately, while you may have won a single battle, the war is still on. It's vital to plan out your strategy and then apply it. How? By creating a strong onboarding plan that impresses your new hire and sets them on the path to being a top performer.

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Onboarding 128

Deep Insight

AUGUST 16, 2021

‘Hunting elephants’ is a term used by sales people to describe the targeting of very large clients. Elephant hunting is difficult to do, but very profitable if you’re successful. The message from this blog? Forget elephants; hunt whales instead. Whale Hunting with Global Accounts. It’s not often that I write book reviews but if there’s one book on sales management you should plan to read before the end of the summer holidays, it’s Whale Hunting with Global Accounts.

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Global Accounts Key Account Management Account Management Profitability 52