June, 2023

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The ROI of Account Planning

ProlifIQ

The ROI of Account Planning In the highly competitive landscape of B2B sales, sales leaders are constantly seeking strategies that can boost revenue and foster long-term customer relationships. One such strategy that has proven to deliver impressive returns is account planning. In this blog post, we will explore the ROI of account planning, define what an account plan entails, discuss its role in sales success, and provide valuable insights backed by trusted sources such as Gartner and Forrester

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Strategic Account Management

ProlifIQ

Strategic Account Management in B2B Welcome to our comprehensive guide on strategic account management. Whether you’re an experienced strategic account manager or aspiring to become one, we share the knowledge and skills needed to excel in this critical role. We will explore the key principles, strategies, and best practices that empower strategic account managers to get the most bang for their buck from each of the accounts managed based on our experience with hundreds of customers.

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Bridging the Gap: Strategic Planning for Enterprise Architects and Portfolio Managers

Planview

Strategic planning between enterprise architects and portfolio managers sounds simple enough. It’s just two groups coming together to make a plan, right? But the reality is more complicated. Strategic planning is a difficult process — even when there’s strong collaboration and open communication between groups. It’s even more challenging when the groups that need to work together are operating in silos.

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Increase partner marketing ROI with hyper-targeted ABM accounts lists

PartnerTap

Account-based marketing (ABM) has made a big impact on enterprise marketing programs and pipeline generation over the past few years because of its ability to hone in on and accelerate deals with best-fit, high-value accounts. With ABM, select accounts are treated like individual markets, with tailored interactions and content at every step of their journey.

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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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What a senior account director does in a brand strategy agency, with Andy Kaye

Account Management Skills

Welcome to episode 89. This episode is for you if you’re curious to understand what a senior account director does in a brand strategy agency. I chat to Andy Kaye, senior account directory at Mr B & Friends and we discuss: the importance of being proactive with clients and staying informed about industry trends share tips on staying up to date with your clients business discuss how often you should be looking at your forecast why and how to build strong client relationships that result

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4 Ways NLP AI and Sales Methodology Will Join Forces

Upland

Enterprise sales is going through a rapid evolution. One groundbreaking development on the horizon is the convergence of Natural Language Processing (NLP) AI technology and enterprise sales methodology. This powerful merger will revolutionize sales organizations, enhance customer engagement, and drive unprecedented insight into how B2B sellers and their prospects collaborate.

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User-Generated Content — Today’s Word of Mouth

Customer Think

While we know that consumers value the opinions of their favorite influencers, attitudes toward traditional influencer marketing are changing. In a recent white paper from The Lacek Group, “Generationally Speaking: Gen Z Transforms Loyalty,” Montanna Cervenka points out that Gen Z thinks differently about influencer-driven content.

Marketing 128
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Nutshell Announces Audit Log

Nutshell

Having oversight into your team’s actions in Nutshell is crucial for tracing how your company data is handled. The solution to uncovering your team’s actions is Audit Log, Nutshell’s newest feature. Audit Log is available to admins on Nutshell Enterprise plans and allows you to see the actions users in your business have taken with your company’s CRM data, including logins, bulk edits, and exports.

CRM 118
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Understanding the Seasonal Nature of Sales: Challenges and Opportunities

The Center for Sales Strategy

As a sales manager, you've realized that the sales world is not a constant, static environment. It's a dynamic, ever-changing landscape influenced by various factors, including the seasons. Understanding the seasonal nature of sales is crucial for any business to thrive and adapt to the challenges and opportunities that arise throughout the year. In this blog, we will explore the challenges faced by sales managers in relation to seasonal fluctuations, as well as the opportunities that can be lev

Sales 117
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How AI Helps With Sales Prospecting

Hubspot Sales

85% of salespeople using AI/automation agree it makes their prospecting efforts more effective. As prospecting is an extremely critical step in the sales process , adopting AI to help with your processes is worth considering. Read on to learn more about using AI for sales prospecting and specific use cases for generative AI. AI for Sales Prospecting Salespeople that responded to our recent AI survey said they use AI/automation in prospecting for: Lead scoring and qualifying leads Writing prospec

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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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Reimagining security and productivity with Zendesk and AWS AppFabric

Zendesk

Many businesses rely on Zendesk to manage their customer conversations and create satisfying service experiences. Unfortunately, those experiences can get quite complicated the moment you leave the Zendesk application. That’s because businesses rely on numerous SaaS applications to keep operations running smoothly, and those applications don’t always play well together despite most being built on a common cloud service, Amazon Web Services (AWS).

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Sales Pipeline Management vs. Sales Forecasting: What's the Difference

Sales Readiness Group

Effectively managing the progression of opportunities and accurately predicting future sales performance is critical for success. Sales pipeline management and forecasting are essential practices that help sales teams achieve these objectives. Let’s explore the difference between the two and how sales managers can link sales pipeline management with sales forecasting for increased performance.

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5 Ways to Maximize Your Cross-Channel Marketing

Customer Think

Solid consumer engagement is the ultimate prize for marketers because engagement improves brand, which leads to greater lifetime customer value (LCV) and loyalty. But an overabundance of bland messages makes it difficult for brands to connect meaningfully with consumers.

Marketing 128
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Why Should We Lead More Sustainably?

MDI Training

Why Should We Lead More Sustainably? It is hard to imagine most companies today without the concept of “ sustainable leadership.” Leaders are not only becoming more privately aware of the impact of climate change but also want to fight it on a corporate level. In this article, you will learn what exactly is meant by Sustainable Leadership and how we at MDI are doing our part.

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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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Overcoming the Summer Sales Slump in 2023

The Center for Sales Strategy

The summer months can be challenging for salespeople, as many potential clients may be taking vacations or shifting their focus to 2024. However, with the right strategies in place, salespeople can overcome the summer sales slump and keep their numbers up. Let’s explore the top five ways for salespeople to stay productive and successful during the summer months.

Sales 110
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What Makes a Successful Startup? The Secret Science of Scaling

Hubspot Sales

Can you guess the number one killer of startups? Let’s say it at the same time: premature obsession with top-line revenue growth! Oh, wait, that wasn’t the same thing you were thinking? You see, it's not really a matter of if you should scale your business — it's more a question of when. Now, that’s not to say we shouldn’t focus on growth. Far from it.

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Reflect, Learn, Act: How Planview Honors Juneteenth 

Planview

Juneteenth commemorates June 19, 1865. It’s the day that federal troops arrived in Galveston, Texas, to announce that all enslaved people were freed — two years after the Emancipation Proclamation officially declared the end of slavery in the United States. The message of Juneteenth honors a legacy of not giving up hope in uncertain times and strives to help hope live on.

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How to Pinpoint the Root Cause of an Underperforming Sales Rep

Sales Readiness Group

Identifying the root cause of underperformance allows managers to take proactive measures and provide targeted support to help sales reps improve their performance. Let’s explore how managers can pinpoint the root cause of underperforming sales reps and how to best address performance gaps.

Sales 106
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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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Are You Customer-Centric, Customer-Focused, or Customer-Obsessed?

Customer Think

Today’s article includes an excerpt from my latest book, Built to Win: Designing a Customer-Centric Culture That Drives Value for Your Business (Advantage|ForbesBooks) along with some additional thoughts on the topic. Did you know that custom.

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Disruptive Marketing: What it is and how you can benefit from it

Insightly

Disruptive marketing involves using experimental tactics that challenge the status quo. Rather than following conventional marketing wisdom, disruptive marketers are constantly testing daring, new tactics that haven’t been tried before. Some work while others fall flat. And that’s ok, that’s how innovation works. Without disruption, we’d remain in a static state of stagnation and never evolve.

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5 Trends Shaping B2B Sales in 2023

The Center for Sales Strategy

As we continue to navigate 2023, it becomes crucial for sales professionals and organizations to stay ahead of the curve by embracing emerging trends that can enhance their sales strategies and drive sustainable growth. In this article, we explore five key trends that are revolutionizing the B2B sales landscape, providing valuable insights and practical tips to help you navigate and thrive in this competitive environment.

B2B 109
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How to Lose a Negotiation in 7 Easy Steps

Hubspot Sales

Every step of your sales process is a struggle in its own right, so by the time you reach the negotiation stage, it can feel like you've run a marathon — but you still have a ways to go. Landing on agreeable terms that sufficiently suit your interests is a finicky, often frustrating process that can go south on a dime. Winding up on the wrong side of a slanted deal or losing out on a potential agreement entirely are possibilities in every negotiation — and you need to know how to steer clear of

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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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Making The Switch To A Sales Career

Sales Gravy

Transitioning Into A Career In Sales In this episode of the Sales Gravy Podcast, Art Munin, Ph.D. from Liaison International joins guest host Gina Trimarco, Sales Gravy Master Trainer and Director of Coaching Programs, after impressively pitching himself with a Bonjovi guitar serenade. They delve into the topic of salespeople transitioning from non-sales careers later in life, and explore a shared passion for the arts and how it influences sales success.

Sales 97
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Four Exciting Applications of Generative AI for Sales Managers

Sales Readiness Group

The role of a frontline sales manager (FLSM) is challenging. From supporting sellers and providing coaching to handling administrative tasks and reporting to leadership, they have a lot on their plates. At the same time, sales managers are becoming even more overloaded with administrative responsibilities, reporting requirements, and countless internal meetings.

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Keys to Consistently Cultivate High-Value Customer Relationships

Customer Think

Thanks to investments in process, data capabilities, advanced analytics and new generation channel technologies, digital touchpoints are becoming more integrated and ubiquitous than ever before. Brands have never had more opportunities to engage with consumers in a meaningful, relevant, timely and targeted way.

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State of Manufacturing CX 2023

Zendesk

Manufacturing companies can anticipate the future and show up strongly against competitors by delivering great customer service. Providing great products is not enough in today’s world–our research indicates that investing in CX is the essential tool for building a strong company and loyal customer base. Our State of Manufacturing report offers examples of how companies are evolving their customer relationships.

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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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The Future of Sales Forecasting with AI

The Center for Sales Strategy

The future of sales forecasting with AI is set to transform how businesses approach sales strategies. The power of AI will help businesses achieve more accurate, personalized, and timely insights into customer behavior and market trends.

Sales 108
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How to Get Past 'I Don’t Have Time For This' & 4 Other Common Buyer Brush-Offs

Hubspot Sales

Salespeople need to be able to neutralize and move past buyer objections to be successful, but there's a distinction between objections and brush-offs. An objection is a legitimate concern that could threaten a deal, while a brush-off comes from a less genuine place — it's a knee-jerk reaction prospects raise when they want to quickly and abruptly end a sales call.

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3 Highlights of HR and Learning Technologies 2023

MDI Training

“The Future of Learning in London: 3 Highlights of the HR & Learning Technologies 2023″ The Learning Technology 2023 in London was a groundbreaking event that showcased the latest developments in learning and technology. The event attracted a wide range of diverse vendors who wowed the attendees with innovative solutions. In this blog post, we take a quick look at the exciting experiences and trends we witnessed at the conference.

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Freshchat Benchmark Report: How companies are mastering the art of customer conversation

Freshworks

As companies expand their investments in digital transformation, they’re banking on big returns, especially in customer experience (CX). As a new Freshworks report shows, many of the payoffs of digital CX are won or lost during the complex sequence of customer touchpoints, interactions, and conversations—some deftly handled by human agents working with real-time digital support, others offloaded to chatbots powered by machine intelligence.

B2C 94
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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.