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 100

Leadership Decision-making 100

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 Sales Decision-making Brainstorming 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.

Sales 304

Sales Sales Training Leadership Stakeholders 304

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

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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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

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 135

Sales Management 135

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 112

Sales Meetings Management Sales Management 112

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 242

Sales Sales Training Prioritization Sales Management 242

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 121

Negotiation Value Proposition Sales Meetings 121

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

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

Nutshell

AUGUST 22, 2023

More than ever, the capabilities of artificial intelligence (AI) are a reality instead of the stuff of science fiction novels. From our personal lives to the way we run our companies, AI is becoming more available for a range of applications. Since AI is revolutionizing sales , marketing, and many other aspects of business, it’s no surprise that many CRM providers are also using the technology to enhance customer relationship management.

CRM 114

CRM Management Artificial Intelligence Sales 114

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?

Sales 125

Sales Onboarding Sales Management Management 125

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 96

Sales Management Sales Management Leadership 96

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

Force Management

AUGUST 31, 2023

Channel organizations are an often overlooked, but critical component to increasing market share for complex B2B sales organizations. During my time as VP of PTC’s Worldwide Channel Program, I leaned on a core formula : Productivity x Capacity = Growth. In this article, we will focus on capacity, but stay tuned for part two in this series for the other side of the equation: How to Increase Channel Partner Productivity.

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B2B Sales Organization Marketing 100

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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Sales CRM Artificial Intelligence Software 98

Customer Think

AUGUST 30, 2023

Introduction to the Call Abandonment and Misrouting Problem We’ve all been there — stuck on a phone call with an automated service, unable to reach the right department, or worse, giving up on the call out of sheer frustration. According to a recent joint study by Teneo.

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Nutshell

AUGUST 3, 2023

Every business’s sales pipeline is different, but one thing they all have in common is that they take people from prospective leads to paying customers. As a manufacturing company, a steady customer base is key to your business’s growth, and the best way to maintain that customer base is through sales pipeline management. Today we’re discussing how to manage a sales pipeline for a manufacturing company by looking at five management tactics you can employ today.

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Manufacturing Sales Management CRM 118

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.

Negotiation

The Center for Sales Strategy

AUGUST 21, 2023

Strong selection is about identifying an individual whose talents, skills, and experiences best align with what leads to excellence in your job role. Much like looking for a round peg to go in a round hole, great hiring begins by examining the open position and considering which candidate is the best match for the company, the team, and the open position.

Decision-making 111

Decision-making Leadership Organization 111

Help Scout

AUGUST 22, 2023

How ChatGPT — or other generative AI tools — can be used to help answer customer service queries and deliver better service. How good is ChatGPT and in what other ways could it be used in customer service situations?

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Envisio

AUGUST 1, 2023

Having a publicly-available performance dashboard is one the best ways that local governments can build trust with the community and elected officials while engaging employees. But getting started can be daunting. In this post, we’ll share some of our favorite city and county government performance dashboards, and why we love them. You’ll see that the very best local government dashboards tell a story.

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Government Decision-making Communication Co-Creation 98

Hubspot Sales

AUGUST 21, 2023

You have your list of names and phone numbers. Before the end of the day, you need to make 100 calls. Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. Now all you need is a cold call script. And not just any script … the best cold call script ever. But before I give you the keys to the castle, let's learn more about cold calling and look at a typical cold call.

Value Proposition 98

Value Proposition Sales Decision-making Sales Management 98

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

Customer Think

AUGUST 28, 2023

Among the various industries, restaurants are the ones that have no expiry and whose business will never stop. This industry is recognized for its exceptional food and delivering the best customer experiences. Hence, customer feedback is key to understanding diner preferences and improving overall operations. This is where restaurant feedback software comes into play.

Software 97

Software Software Customer Experience 97

Zendesk

AUGUST 9, 2023

Businesses increasingly understand and embrace the value in providing well-being benefits to their employees. Those investments can yield significant dividends: better morale, increased productivity, and higher levels of talent retention. To meet this growing need to nurture and support employees, businesses have been turning to services such as VirginPulse , a company that has seen incredible rates of growth every year: upwards of 15–20 percent.

Artificial Intelligence 97

Artificial Intelligence Customer Experience Organization Meetings 97

The Center for Sales Strategy

AUGUST 7, 2023

In today's competitive B2B sales environment, it's more important than ever to have a strong sales team that can close deals quickly. But hiring and training new salespeople can be a costly and time-consuming process. That's why getting new salespeople up and running quickly is so important. Here are 10 strategies for getting B2B salespeople up and running quickly.

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B2B Sales Environment Sales Sales Training 110

Help Scout

AUGUST 22, 2023

This guide will walk you through how to get started with Help Scout. You’ll learn all the fundamentals of the platform, from managing your mailbox to creating self-service support with Docs, Beacon, and more.

Management 98

Management 98

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

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 91

Sales Sales Management Management 91

Hubspot Sales

AUGUST 21, 2023

It's finally happened. You've started a new business, and your customer base is starting to expand. But even though you're making progress, you still feel like you could be doing better. There's a whole world of untapped potential around you — prospects you know would benefit from your product or service. And the issues you're running into are less about your solution's soundness and more about how you can reach your potential base.

Value Proposition 98

Value Proposition Decision-making Communication Marketing 98

Customer Think

AUGUST 22, 2023

The 2023 GigCX Report features the results of Limitless’ annual GigCX survey, with headline data taken from over 400 CX leaders from the U.S. and U.K., and over 600 GigCX Experts across 34 countries in six continents, including the U.S., U.K., Canada, Brazil, Australia, Indonesia, India, South Africa, France and Germany.

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Kainexus

AUGUST 30, 2023

Business processes serve as the backbone of an organization, defining how tasks are executed, resources are allocated, and goals are achieved. In this dynamic and competitive landscape, embracing continuous improvement through effective process improvement plans is paramount.

Organization 87

Organization 87

Advertisement

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.

B2B