Red Star Kim
DECEMBER 22, 2022
At the “Being more strategic” PM Forum workshop a week or so ago, half of the delegates were in management roles. Many were attached to specific practice groups and some had firm-wide roles. This post picks up on some of the emerging themes and shares the delegate polls as an additional learning resource. Be more strategic – PESTLE, Positioning and Plans.
Strategic Planning and Management Insights
DECEMBER 21, 2022
As we approach the end of 2022, it's a good time to reflect on the year that has passed. If you're taking a break over the holidays, this could be the ideal time to reflect on your year's highs and lows. Keeping in mind both your organization's goals and personal goals , what were some of the highlights and lowlights? Looking back and identifying these events can help you to learn and effectively guide your 2023 planning.
CMOE
DECEMBER 21, 2022
Many things can feel outside of our control or reach. For instance, a person can ask for a raise or promotion, but whether they receive the advancement is not a decision they directly get to make and is ultimately beyond their control. A person can also get stuck in traffic because they have no control over other people’s driving habits or because an accident happened farther down the road.
The Center for Sales Strategy
DECEMBER 20, 2022
Congratulations! You’ve (almost) made it through 2022, and a New Year is upon us. Over the past few years, businesses have undergone many unforeseen challenges and changes. With all the 2023 business predictions being published, there’s no sign that these changes and challenges will slow down. Although dealing with the aftermath of the pandemic, economic challenges, and technological changes, 2023 still presents significant growth opportunities for organizations.
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.
Account Manager Tips
DECEMBER 28, 2022
Listen to this article. Your LinkedIn profile photo represents YOU. It tells the world who you are. Take a good, hard, long look at your current photo. Are you happy with it? I hope so. But if you're not, you better do something about it. Now. With 94% of recruiters screening candidates on LinkedIn, it's your one and only chance to make a first impression.
Software Sales Guru
DECEMBER 19, 2022
You Can’t Win a Conversation High pressure selling and arguing with a buyer’s objections will push them in the opposite direction and eliminate trust. Avoid whack-a-mole objection handling. Whacked buyers may stop voicing their concerns. That doesn’t mean the concern is resolved. Instead, stay left by validating their concerns and work to understand the reasoning behind the objections.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
RAIN Group
DECEMBER 2, 2022
Client loyalty can make or break a company. Loyalty is tied to buyer satisfaction and their experience buying from you—but it’s tough to earn. Fred Reichheld, author of? The Loyalty Effect and creator of the Net Promoter System, found that most corporations lose 50% of their customers every 5 years, 50% of employees in 4 years, and 50% of investors in less than one year.
Sales Readiness Group
DECEMBER 19, 2022
Providing regular, constructive feedback to sales representatives on their performance is an important part of their development, and long-term success, and an essential part of your role as a sales manager. Performance-related feedback is inextricably linked to sales coaching, but can also be given “in the moment” and informally.
The Center for Sales Strategy
DECEMBER 7, 2022
If you are like me, the idea of your sales team working remotely was beyond your imagination. Every once in a while, you might hear a rumor about a salesperson that worked from home a couple of days of the week, but they were more like myths than reality. Oh, sure, they are "working from home," and I saw "Big Foot" run across my backyard. However, with the pandemic, the world changed seemingly overnight.
CSSP
DECEMBER 30, 2022
technology cycle curve (source: Wikipefia). New technologies follow a fairly well-understood “ curve ”. We can think of these curves in terms of profitability, but this is oversimplifying things. Much of the thinking about technology curves in the business world comes from the work of Nikolai Kondratiev in the 1920s. The Kondratiev Curve. In his work, Kondratiev suggested that there are long-term cycles of economic development and growth, characterized by periods of prosperity and innovation f
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
Hubspot Sales
DECEMBER 14, 2022
Two decades ago, it was hard to imagine a world where cash didn't exist. But with the rise in popularity of cashless payment methods, a society without cash could soon become a reality. The COVID-19 pandemic is one major catalyst for the shift. To minimize direct contact, people gravitated towards payment methods that didn't require the use of physical money, like bank cards and payment apps.
Customer Think
DECEMBER 12, 2022
Knowing the ROI of customer experience helps to fund CX projects and make intelligent investments in customer experience. But a deeper examination into the question about CX return on investment gets to the heart of what customer experience means for y.
RAIN Group
DECEMBER 19, 2022
It seems like the world of sales is moving at a breakneck pace. Between new digital tools, hybridized sales teams, and economic shifts, it can feel overwhelming to keep up with everything. And it can be tempting to try to be everywhere and do everything at once just to stay competitive.
Flevy
DECEMBER 9, 2022
A business remains viable as long as it keeps growing. However, forecasting how much the business will grow in a year, or in a certain period of time, is a difficult proposition for any business leader. Likewise, it isn’t easy for the leaders to envisage the following scenarios: How much growth is necessary for their business? Should we settle for revenue growth or margin improvement?
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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.
The Center for Sales Strategy
DECEMBER 14, 2022
We call ourselves account executives and consultants, but do we behave like consultants? Or do we act more like salespeople who are just there to close a deal and cash a commission check? When I started working straight out of college, I sold advertising for a local radio station. I was 22 years old, so my real-world business experience was limited.
Apptivo
DECEMBER 25, 2022
1. Lead nurturing generates revenue in turn! 2. Nurture leads. 3. What are warm leads? 4. Warm leads Vs Cold leads. 5. Warm leads Vs Hot leads. 6. How to turn warm lead hot? 7. What exactly is Lead nurturing? 8. How to nurture sales lead to conversion? 9. Summary. Lead nurturing generates revenue in turn! Every purchase, no matter how small or large, starts off on Google, Firefox, Microsoft Edge, or Safari.
Hubspot Sales
DECEMBER 23, 2022
Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. From software that leverages your partner ecosystem to prospect databases, every tool on this list can help you fill your sales pipeline.
Customer Think
DECEMBER 20, 2022
No matter what business you are in, success depends on a good marketing strategy. A well-executed marketing strategy will help you attract your target audience, keep people interested in your offerings, and expand your reach. Not sure how to develop a marketing strategy that works for your small business or startup? I’m here to help […].
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.
Vantage Partners
DECEMBER 19, 2022
FinTech has burst on the scene and ever since, the pace of change has not slowed down. Vantage Partners, in collaboration with BAI, has developed a timely report on the role of FinTech in financial services, the various business models at play, and how the financial services industry will evolve (competitively and collaboratively) in the face of these new entrants.
Flevy
DECEMBER 10, 2022
When new technologies and competitors disrupt markets , many enduring organizations exert to keep going. Possible reasons for disruption may be multiple but one of them is inadequate preparation to develop new products and services during uncertain times. In order to manage disruptions some businesses partner with others. Productive partnerships comprise of having the right people, processes, and organizational backing—simply put—a whole ecosystem.
The Center for Sales Strategy
DECEMBER 12, 2022
When was the last time you heard someone use the words “artificial intelligence”? A decade ago, it might have been sparingly, but today we hear the term daily. As the tech industry continues to expand, engaging with other sectors such as automotive, biomedical science, data science, healthcare, and entertainment, it is increasingly likely that tech will come to play a role in all of our corporate lives.
PandaDoc
DECEMBER 19, 2022
Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. In many cases, just initiating the first contact doesn’t deliver any business growth. And poorly managed prospecting lists will result in seller fatigue.
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.
Hubspot Sales
DECEMBER 6, 2022
Sales teams are always looking for an edge. One of the best ways to outsell the competition is by leaning into your business ecosystem. Sales teams that leverage their business ecosystem close larger deals faster and more frequently. But what is a business ecosystem? And how can it help you close more deals? To help answer those questions, we've put together a comprehensive guide.
Customer Think
DECEMBER 29, 2022
A simple recruiting mistake, like a poorly crafted job description, can hamper your chances of attracting the right talent. However, having the proper hiring process allows you to recruit the best candidates to help your organizations grow. Here are eight expert tips on how to make your hiring processes more efficient! Did You Know? When […].
Vantage Partners
DECEMBER 19, 2022
FinTech has burst on the scene and ever since, the pace of change has not slowed down. Vantage Partners, in collaboration with BAI, has developed a timely report on the role of FinTech in financial services, the various business models at play, and how the financial services industry will evolve (competitively and collaboratively) in the face of these new entrants.
Flevy
DECEMBER 8, 2022
A “megatrend” is a large-scale pattern or movement that has a major, long-lasting impact on business and society. Examining Megatrends to interpret global intricacies has a long history that goes back to mythology. Megatrend was not a term used before 1982; John Naisbitt came up with the term in his 1982 book by the same name. Modern times have seen experts such as the Tofflers, Naisbitt, and Drucker trying to decipher change in large-scale trends.
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?
The Center for Sales Strategy
DECEMBER 29, 2022
As we get closer to the New Year, we're taking some time to reflect on 2022 and the success we've seen our clients achieve. While many are enjoying this special holiday with family and friends, we're bringing you a recap of the most popular posts we've published in 2022. Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success.
Apptivo
DECEMBER 21, 2022
1. Best sales automation examples. 2. How does Sales automation help the sales team to boost sales? 3. Best Marketing Automation Examples. 4. How does Marketing automation help the business? Creating efficient sales and marketing workflows eliminates the need for repetitive tasks. For this reason, businesses require sales and marketing automation, which will enable them to create reports, send messages, gain insights, and more.
Zendesk
DECEMBER 15, 2022
A little over a year ago, the United States evacuated the last of its troops from Afghanistan—leaving behind millions of displaced Afghan people, including allies who served alongside the U.S. government, NGOs, and media organizations, in roles ranging from professionals and journalists to translators and security personnel. And while the U.S. has put programs in place to help Afghan refugees begin the journey to resettlement and permanent residence, the programs rely on an application and verif
Customer Think
DECEMBER 11, 2022
Photo by Pexels, CC0 1.0 Customer satisfaction is the most crucial factor to run a successful business. Fostering long-term interpersonal relationships with customers should be the prime objective of your business. Even if your products are excellent and you are giving 100% effort but still seeing a dip in customer retention rate, then you must […].
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.
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