August, 2021

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Why Process Strategy is Key for Sales Ops Success

Hubspot Sales

Many organizations fail to outline and document procedures when it comes to producing products, handling service concerns, or guiding their customers along their buyer’s journey. Without these documented procedures, employees are forced to start from scratch every single time, leading to wasted time, energy, and money — along with stress on your team and customer frustration.

Sales 132
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Easily Retain Customers with 3 Customer Service Best Practices

ReviewTrackers

One of the key aspects of reputation management that we here at ReviewTrackers continue to stress to all of our clients and partners, regardless of size, is the importance of having a holistic reputation strategy. Holistic reputation management seeks to cover all bases, ensuring that enterprises are going beyond visibility and analysis and are taking the necessary steps to make corrections to any aspect of the customer experience that might be hindering the perception of the business organizatio

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Are You Ready for a Usage-Based Pricing Model?

Holden Advisors

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.

B2B 370
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Help: How Do I Ask For Referrals From Existing Clients?

Account Manager Tips

Build your business with client referrals Client referrals are a powerful business growth strategy. You ask your clients to recommend you to people they know. How hard could it be? Really hard. So if the idea of asking for a client referral scares you even just a little, you're not alone. Follow this step-by-step guide on how to ask, and get your clients to say "Yes," to a referral.

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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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Get Busy Growing or Get Busy Dying: How to Evaluate Growth Levers for 2022

SBI Growth

Is your company enjoying the economic boom the economy is experiencing? 2021 has been a good year for the market with major stock markets up 15-18% year-to-date. This momentum has resulted in companies making bold moves to capture the opportunity.

Marketing 146
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5 Ways to Increase Customer Engagement using Artificial Intelligence (AI)

Customer Think

The AI market is growing at a rapid rate, with experts claiming that it will snowball to reach a market value of $190.61 billion by 2025. Research also indicates that the forecasted AI annual growth rate will reach 33.2% between 2020 and 2027. And if you think that AI is primarily being used to drive […].

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How to Build Rapport in Sales and Connect with People

RAIN Group

If you want to be a successful salesperson, you need to get comfortable with skepticism. Why? Because people have doubts about one another. In its Trust and Distrust in America report, Pew Research Center found that 71% of Americans think interpersonal confidence has worsened in the past two decades. Nearly half of Americans think the reason is unreliability.

Sales 137
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How to Recognize, Reduce, and Repair Customer Service Burnout

Help Scout

“I was working longer and longer hours just to keep up.” “The tiniest thing would set me off.” “I felt trapped and helpless.” “I had a sense of tunnel vision.” “I told my manager, and all they said was, ‘You’re doing a good job, don’t worry about it.’” “I get to the point where I just don’t want to do anything. A snowball of apathy.” “I came back from sabbatical, and the workload was the same but my perspective was so different.”.

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Active Listening: Your Sales Superpower

Sales Readiness Group

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 130
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Are You Coachable? | Sales Strategies

Engage Selling

Sales leaders spend a great deal of time talking to managers on how to be effective coaches. However, it’s important for salespeople to realize that they need to be coachable as well. When it comes to coaching success, half of … Read More » The post Are You Coachable? | Sales Strategies first appeared on The Sales Leader.

Sales 125
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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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10 Tips to Overcome Obstacles of AI-Enabled Digital Transformation

Customer Think

Is AI driving digital transformation? Or is digital transformation driving the adoption of AI? Are they synergistic, or just getting in the way of each other? Numerous studies show that large organizations are realizing only limited success in digital transformation projects. For example, BCG and McKinsey research have put success rates in the 30% range. […].

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Biggest Sales Challenges for Sales Managers in 2021

The Center for Sales Strategy

Building trust virtually, finding qualified leads, getting in front of the decision-makers — these are all challenges that salespeople face. And as a sales manager, you’re finding innovative ways to address these issues. However, to become more effective in your role and provide a better overall direction for the entire team, it’s important to know the current challenges that sales managers face as well.

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Q&A on Sales Management with Harvard Business School's Frank Cespedes

RAIN Group

Frank Cespedes, senior lecturer at Harvard Business School, discusses his latest book, Sales Management That Works: How to Sell in a World that Never Stops Changing (Harvard Business Press, 2021) in this Q&A with RAIN Group.

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How to Plan the Perfect Customer Visit [+ Agenda Template]

Hubspot Sales

Now that the world is opening back up, it’s time to get out there and meet your customers face-to-face. For many newer customers, this might be their first time getting to spend time with you — especially as conferences have moved online. Creating that connection is invaluable. But before you book that plane ticket, it’s essential to create a plan. Planning the perfect customer visit will ensure that you meet your goals and that your customer meeting will be successful.

Meetings 129
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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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Building the Foundations for a Strong 2022: How to Align Role Profiles to Growth Plans

SBI Growth

While we all know the last 18 months have presented innumerable challenges, they have also highlighted how some individuals can thrive in digital or remote environments, flipping the script on the competencies many sales leaders thought were tried-and-true in their.

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You Must Own Your Profession

Engage Selling

“Follow every step of this bulletproof routine every day and you’re sure to become a high performer in sales.” That, my friend, is terrible advice. And yet that kind of guidance keeps getting spread around as though it’s the plain … Read More » The post You Must Own Your Profession first appeared on The Sales Leader.

Sales 123
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Explore the Benefits of Leveraging Artificial Intelligence Development

Customer Think

AI is becoming common in many services and products. A large amount of data is trained and analyzed for the machine to understand. The machine identifies patterns and co-relations to make predictions about upcoming situations. AI development firms work with businesses to develop machine learning-based AI software development intended specifically for their needs.

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Email Etiquette Mistakes to Avoid When Sending Cold Emails

The Center for Sales Strategy

If you think cold emailing is dead, you're wrong. 59% of B2B companies say email is the most effective channel for generating revenue. It's one of the most cost-effective forms of outreach that there is. At the same time, you need to realize that you're not the only one sending emails. HBR reports that on average, professionals have more than 200 emails in their inbox and receive 120 new ones each day but respond to only 25% of them.

B2B 124
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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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Announcing the 2021 Quip Diversity Scholarship

Quip

Quip believes that diverse and inclusive teams are essential to build the best product, to meet our business goals, and to create a work environment where people from all backgrounds can feel like they belong. That's why, six years ago, we created the Quip Diversity Scholarship for students pursuing careers in STEM, and why we're excited and proud to announce that applications for 2021 will be accepted through September 5, 2021.

Meetings 122
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12 Advantages and Disadvantages of Owning Your First Franchise

Hubspot Sales

Think of your favorite fast-food restaurant — are there multiple locations? Is it even available in different countries? If you answered yes to both, this is likely because it’s a franchise. There is an original business owner, but independent parties have bought into the business and opened their own locations. So rather than one person managing hundreds and maybe thousands of sites, each store may have a different manager, but they all follow the same rules.

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Accelerate Ramp-Up Time in a Hybrid World

Sales Readiness Group

Blended learning approaches are certainly not new, but given the challenges over the past 18 months, we are seeing many opportunities to apply these approaches in creative new ways. The pandemic heightened interest in hybrid models (a combination of virtual instructor led, digital, collaborative learning, etc.) that already existed – and provided a testing ground for their effectiveness.

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Use A3 Process Mapping for Root Cause Problem-Solving

Kainexus

Most companies today work to improve their performance continuously. The basis of this improvement is practical problem-solving. Unfortunately, many organizations are not very adept at solving the day-to-day, year-to-year problems that they face. Most are very good at emergency firefighting but not as effective at solving the root causes and ensuring that problems don't recur.

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The 2023 Supply Chain Crystal Ball: Challenges and Solutions

Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst

Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.

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Technology Trends That Are Evolving the eCommerce Mobile App Development

Customer Think

Technology advancement, customer desires, and a host of other variables influence a Mobile App Development Company. The mobile app sector has grown into a massive economic model, and it is thriving. Because mobile phones are seen as a great potential for businesses, this article will look at the newest technical advancements in mobile app development. […].

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Micromanagement — The Pros and Cons That Every Manager Should Know

The Center for Sales Strategy

Every manager or business leader has their own style of managing their teams. While some managers believe in empowering their subordinates with autonomy, others like to keep the discretion to themselves. However, the smartest of managers are those who keep modifying their management styles with the latest workplace trends. Speaking of workplace trends, you already know that a lot about workplaces are changing at a swift pace.

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Why Modern Leaders Don’t Need to Have All of the Answers

Sales Gravy

On this episode of the Sales Gravy Podcast, Jeb Blount who is the author of People Follow You, sits down with Wanda Wallace, author of You Can't Know it All. In this power-packed conversation Wanda and Jeb discuss why exceptional leaders don't need to have all of the answers. Instead, top leaders focus on making themselves obsolete through coaching and developing a team of experts who know how to get the job done.

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The 7 Best Knowledge Base Software + How to Choose One

Help Scout

We all know the old axiom “knowledge is power.” And though it’s true, there’s a caveat: In order to unlock the power of any knowledge, people first need access to it. Access to knowledge is an issue many businesses face. They have information to share with customers, but they don’t always have an effective means by which to share it. Luckily, there’s a tool that addresses that very issue: knowledge base software.

Software 107
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The Truth About Sales Agility: Separating Fact From Fiction

Speaker: Michelle Vazzana

Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?

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Improvise, Adapt, and Overcome: Sales Growth Tips from an Air Force Vet

Nimble Business Success

Don’t sweat it if you missed our webinar featuring Wes Schaeffer— we’ve got you covered! In this Webinar Replay, we’ll be going over Wes Schaeffer’s military secrets that you can apply to grow your sales. Nimble CEO Jon Ferrara was inspired by Wes’s willingness to speak the truth and his ability to deliver knowledge to […]. The post Improvise, Adapt, and Overcome: Sales Growth Tips from an Air Force Vet appeared first on Nimble Blog.

Sales 107
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Designing the Optimal GTM Model: 3 Keys to Success

SBI Growth

An effective go-to-market model has three primary benefits for a company. First, it supports a more efficient motion that minimizes your cost of new customer acquisition. Second, it enables your commercial team to capture greater wallet share from existing customers and grow their lifetime value. And third, it helps manage the expense-to-revenue (E:R) ratio of the business and ensure spend per segment is optimized.

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9 Top Chatbot Trends That Will Take 2022 By Storm

Customer Think

The chatbot market is expected to grow from $703.3 million in 2016 to a whopping $3,172.0 million by 2021, according to a research by MarketsandMarkets. Intelligent chatbots are widely being adopted across all types of companies — from the Fortune 500 to upcoming startups, in order to gain pace and efficiency. With rising chatbot trends, […].

Marketing 145
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Sales Leadership Series with Jason Randall, CEO of Questco

The Center for Sales Strategy

Throughout the entire third season of the Improving Sales Performance series, host Matt Sunshine will talk to leaders, CEOs, Executives, and authors about their businesses and how they improve revenue performance. The series kicks off a Sales Leadership Series where Matt Sunshine discusses sales and executive leadership tips with Jason Randall, CEO of Questco and author of, " Beyond The Superhero: Executive Leadership For The Rest Of Us.".

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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.