ClearPoint Strategy

AUGUST 3, 2023

Beat the odds with ClearPoint Strategy.

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The Center for Sales Strategy

AUGUST 23, 2023

Leaders today are facing an ever-increasing number of complex scenarios that demand their attention. In the fast-paced world of business, the conveyor belt of challenges never stops moving, and no two situations are ever the same. But for effective leaders, this is just another day at the office. They possess the ability to quickly assess the situation and give themselves the right instructions for success.

Leadership 111

Leadership Decision-making 111

Hubspot Sales

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions. To make the process easier to navigate, I’m going to walk you through everything you need to know to build a killer go-to-market strategy in this article.

Marketing 98

Marketing Brainstorming Advertising Decision-making 98

Mike Kunkle

AUGUST 30, 2023

In the ever-evolving landscape of business, the Sales Enablement profession has reached a pivotal crossroads. To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability. They must show that they can make an impact with enablement and move the needle on the metrics that matter most.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Advertiser: ZoomInfo

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

Sales

Help Scout

AUGUST 22, 2023

It’s easy to add a new messaging support channel, but can your business deliver high-quality service through that channel at sufficient scale? Here are some ways in which you can make it happen.

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111

Upland

AUGUST 30, 2023

The term “ Bottom of the Funnel ” (BOFU) refers to the final stage in the marketing funnel. This is where prospects are on the cusp of becoming customers. It represents the culmination of their journey, where they have progressed through the earlier stages and are now highly engaged and ready to make a purchase. In the ever-evolving digital marketing landscape, understanding and optimizing the customer journey is paramount for business success.

Decision-making 195

Decision-making Software Software Retail 195

The Center for Sales Strategy

AUGUST 31, 2023

You did it! You finally built a great sales team! They are destroying their budgets, the team challenges each other but gets along beautifully and they are a delight to manage. And then… someone quits. Maybe more than one. What happened?! According to the US Bureau of Labor Statistics, as of May 31, 2023, there were 9.8 million job openings across industries, and the number of people voluntarily quitting their jobs rose to 4 million.

Sales 136

Sales Management 136

Sales Readiness Group

AUGUST 30, 2023

Sales coaching is one of the most important activities a manager can do to increase performance. Yet managers often confuse sales coaching with having one-on-one meetings and telling their reps how to improve. Let’s dive into 6 coaching activities that will reshape your coaching style.

Sales 133

Sales Meetings Management Sales Management 133

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success. However, achieving the highest levels of growth remains a challenge for many.

Sales 221

Sales Prioritization Innovation Sales Training 221

Red Star Kim

AUGUST 31, 2023

To support my training courses and workshops, I keep an eye out for interesting marketing and business development case studies. Today I summarise professional services marketing/BD case studies – Moore Kingston Smith, Mazars, Fladgate, Travers Smith, Mills & Reeve. There are case studies of thought leadership, branding, pricing and strategy.

Marketing 130

Marketing Leadership Government Logistics 130

Advertisement

What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

Sales Management

Upland

AUGUST 29, 2023

Buying intent , also known as purchase intent, refers to the likelihood and inclination of a potential customer to make a purchasing decision. It encompasses the motivation, need, and desire behind any activity. It drives individuals and organizations to explore, evaluate, and invest in a product or service. For example, regarding technology and gadgets, smartphones and laptops/PCs have the highest purchase intention (34% and 25%, respectively).

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Software Sales Guru

AUGUST 14, 2023

Pain Drives Sales We’ve all heard the advice to focus on a customer’s pain points, but I recently had an experience that drove the point home for me. I was in a Pilates class and realized that everyone in the class, including the instructor, had started Pilates to recover from an injury. I had been hearing about the value of Pilates for years, but like.

Sales 130

Sales Software Software 130

The Center for Sales Strategy

AUGUST 30, 2023

Every sales manager has an onboarding procedure for new reps, beginning with day 1. Do paperwork, have lunch with the boss, shadow some veteran salespeople, start building a prospect list, etc. The first 30, 60, and 90 days of onboarding new sales reps are pretty standard. (Of course, we recommend that you follow the CSS Onboarding Checklist ). However, what are your plans on Day 101 for your new sales reps?

Onboarding 129

Onboarding Sales Sales Management Management 129

Hubspot Sales

AUGUST 14, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes.

Negotiation 128

Negotiation Value Proposition Meetings Procurement 128

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.

Mike Kunkle

AUGUST 30, 2023

In the ever-evolving landscape of business, the Sales Enablement profession has reached a pivotal crossroads. To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability. They must show that they can make an impact with enablement and move the needle on the metrics that matter most.

Leadership 130

Leadership Stakeholders Decision-making Sales Training 130

Red Star Kim

AUGUST 29, 2023

The EAST framework was developed by the Behavioural Insights Team (BIT) in 2012 to help policy makers promote change. BIT is the world’s first Government institution dedicated to the application of behavioural sciences. It helps you apply behavioural science to increase the likelihood of your proposed behaviour change being effective. How might we use the EAST framework for behavioural nudges in marketing?

Management 130

Management Marketing Decision-making Government 130

Upland

AUGUST 25, 2023

What is an Influence Map? What if you could understand who really holds the power to move a deal forward? Is the org chart your only recourse to finding out the all-too-valuable information of who holds sway – who has the authority to be your best friend and cause deals to close, or who could come out of the woodwork and soil your best chance at growing net new revenue?

Stakeholders 195

Stakeholders Decision-making Sales Leadership 195

Force Management

AUGUST 24, 2023

The sales landscape has changed more rapidly in the past few years than ever before. From a worldwide pandemic to emerging technologies and fluctuating economic factors, the way that buyers make a purchase decision has evolved. In some ways, these changes require new sales approaches. More likely, these changes have created a stark disparity in the skills of teams who succeed and those who fall behind.

Decision-making 127

Decision-making Sales Negotiation 127

Advertisement

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.

Meetings

Sales Readiness Group

AUGUST 30, 2023

Are you looking to maximize your team's performance? Dive into the four pivotal sales management styles—Directing, Selling, Participating, and Delegating—and learn how to strategically apply each one to elevate your leadership and boost those sales numbers. Don't just manage—lead with impact and flexibility!

Sales Management 127

Sales Management Management Sales Leadership 127

Customer Think

AUGUST 30, 2023

One thing that every customer experience leader should stop doing right now--plus four honorable mentions. CX pros: What is your top thing to stop doing?

Customer Experience 126

Customer Experience 126

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success. However, achieving the highest levels of growth remains a challenge for many.

Sales 130

Sales Prioritization Innovation Sales Training 130

Red Star Kim

AUGUST 24, 2023

I facilitate various workshops designed to increase commercial awareness. For young professionals. And it’s good to be able to recommend reliable sources of information at those sessions. This short (130 pages) information-packed book was revised in 2019. And I commend it to those looking to initiate their commercial awareness journey. And it’s particularly valuable to those working in professional services firms.

Finance 130

Finance Government Profitability Banking 130

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.

Sales

Upland

AUGUST 18, 2023

Are you attending Dreamforce 2023 ? If you’re reading this, chances are you will be there. Whether you are exhibiting at a booth, or simply attending the conference, there are a bevy of options for you when it comes to hotels, places to eat nearby, as well as things to do both at the show, after the show, and in the city that’s so wonderful it led the late and great Tony Bennet to leave his heart there.

Artificial Intelligence 195

Artificial Intelligence Account Planning Innovation Digital Transformation 195

Force Management

AUGUST 3, 2023

There's no one recipe for success. Every leader has their own unique strategies and practices that they swear by. And yet, there are some great habits that are undeniably shared between many great leaders, including the ones who join us on Revenue Builders. Some of the most common themes in our discussions with the sales greats are a learning mindset, a focus on people, and a willingness to push on through hardship and failures.

Sales 124

Sales 124

Hubspot Sales

AUGUST 31, 2023

With hundreds of AI sales tools in the market, picking the right ones for your tech stack can be confusing and daunting. To help you out, we’ve handpicked the top 10 AI tools for sales teams. We’ve also listed the top use cases of AI sales tools, along with a few best practices to help you get the most out of them. Table of Contents How Sales Teams Use AI 10 Best AI Sales Tools to Help You Reach Your Goals Best Practices for Using AI in Sales How Sales Teams Use AI As part of our State of AI Rep

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Artificial Intelligence CRM Sales Internet 119

Customer Think

AUGUST 30, 2023

Our focus in B2B is on how we design experiences that plug into positive emotions to build credibility, trust, loyalty and high lifetime value. We’ve known for years that emotion has an out-sized influence on buying decisions and customer relationships. It’s storytelling that brings out the emotions that motivates a customer. Rationality matters.

B2B 123

B2B Customer Experience 123

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.

Supply Chain

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members. Even if your sales team is already driving good results, establishing a sales process or improving your existing one can take your business to the next level of growth.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Red Star Kim

AUGUST 14, 2023

Lawyers (compliance, anti-trust, commercial litigation, personal injury) and marketing professionals joined me at a recent MBL workshop on writing. They engaged in writing exercises. And reviewed the copy of professional services firms. They created their own writing checklist – how to plan, write and review. Persuasive writing convinces the reader of a particular point.

Artificial Intelligence 130

Artificial Intelligence Value Proposition Media Emotional Intelligence 130

Upland

AUGUST 9, 2023

Understanding the principles of partnership is essential to building lasting business relationships with customers. You can think of these five principles as the bedrock for the foundation of your future working partnership. Unlike the Leaning Tower of Piza, which has been standing for over 800 years, a relationship built on shaky ground will not last.

Account Planning 195

Account Planning Innovation Decision-making Healthcare 195

Sales Readiness Group

AUGUST 10, 2023

It seems you can’t open your news feed these days without seeing an article about how AI is going to transform the workforce, and what we should do to prepare for the fundamental changes this will bring. It is easy to get overwhelmed by the sheer volume of information and the proliferation of new AI tools, and the significant unknowns that accompany this evolution.

Sales 118

Sales Sales Management Management 118

Advertiser: ZoomInfo

ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!

Meetings