February, 2023

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Manage and grow your private client practice – Recruitment, Performance, Segmentation and ROI (February 2023)

Red Star Kim

This post summarises some of the key themes emerging from the recent online MBL “How to manage and grow your private client practice” full day session . It is intended to supplement the learning resources for delegates provided on the day – delegate aims, poll results and takeaways are shown below. Manage and grow your private client practice – Recruitment, Performance, Segmentation and ROI.

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The Perplexing Power of Process & Methodology in Complex B2B Sales

Mike Kunkle

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” ~ CSO Insights 2019 Sales Enablement Report (p. 32) From the lowest to highest adoption rates in the chart, the data represent a: 15.3% increase in organizational revenue plan attainment 31.8% increase in i

B2B 198
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Why AI Won’t Replace Your Salespeople Anytime Soon

Sales Readiness Group

In just a matter of a few months, ChatGPT has created a global frenzy. Ask it a question, and ChatGPT answers mimicking human conversation. Its capabilities are amazing and show how Artificial Intelligence (AI) has evolved from a futuristic concept into real-world applications that are changing how we live and work today.

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Why Good CX Programs Fail

Customer Think

Digital technology powers employee experience on the inside to deliver seamless, intuitive experience to customers on the outside. So, when you are creating Customer Experience Programs, you must plan and budget for the time and resources technology te.

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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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The Blueprint for Success: Creating a Sales Leader Success Plan

The Center for Sales Strategy

Are you tired of watching sales managers struggle and then resorting to a Performance Improvement Plan (PIP) only to see little to no improvement? It's time to break that cycle and set your sales leaders up for success with a Sales Leader Success Plan.

Sales 113
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Design Thinking Driven Problem Solving and Innovation

Flevy

“Design is not what is looks like or feels like. Design is how it works.” – Steve Jobs Design Thinking: An Introduction Design thinking is a problem-solving approach that is becoming increasingly popular across various industries. It is a user-centric approach that involves understanding the needs, wants, and behaviors of users to create innovative solutions that are both practical and feasible.

More Trending

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7 Expert Tips to Improve Your Networking Skills

Hubspot Sales

Strong networking skills are one of the most useful abilities you can have. Unfortunately, it’s usually not something we’re born with – you’ll have to practice to improve. Luckily, with some guidance, you’ll quickly master networking. In this piece, you’ll learn how to improve your networking skills. How to Improve Your Networking Skills 1. Give more than you take.

Meetings 107
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Powerful Coaching Questions Every Sales Manager Should Ask

Sales Readiness Group

To have the most productive coaching sessions, start with these two elements - the right mindset and powerful questions. Whether you're a seasoned sales coach or just starting, focusing on your mindset and asking the right questions can transform your coaching sessions.

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How a People-Centric CX Strategy Drives Customer Retention

Customer Think

All companies want to build products and deliver support that delights customers. But there’s often a disconnect between what business leaders think customers want and what customers actually need. Using intuition or instinct to guess what customers need rarely works. Many businesses do just that, since about 85% of new products in the U.S.

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Media Sales Report – Learning & Development with Emily Estey

The Center for Sales Strategy

This season on Improving Sales Performance, we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape. In each episode, Matt will be joined by a rolling roster of outstanding experts from our team here at The Center for Sales Strategy.

Media 107
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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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Drive more sales with effective lead management system

Apptivo

1. Overview 2. ABCs of sales lead management 3. Sales Lead Management Process 4. Implementing a Lead Management Strategies to increase sales 5. Wind-Up Overview No matter what you sell or the sector you’re in, you need a consistent flow of qualified leads to develop your business. However, inbound sales teams need a well-defined lead management system and the right tools to get the most value out of those leads.

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How to Win Big Sales Opportunities with Big Plays

RAIN Group

Too many sellers have similar problems: Bloated pipelines filled with dead wood Lack of clarity on what opportunities to focus on No plan to win their biggest, most important opportunities Losing too often to the competition

Sales 110
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I Hate Sales: How to Excel When Selling Isn't Your Forte

Hubspot Sales

“I hate sales.” If you find yourself saying this every morning before work, you’re not alone. Salespeople rate their job satisfaction as 2.5 out of 5 stars on average, according to data from Career Explorer. That puts sales in the bottom 5% of careers. Yikes. This isn’t a complete surprise, however — while sales reps are often paid well, the work isn’t easy.

Sales 104
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How to Coach Your Team to Better Qualify Sales Opportunities

Sales Readiness Group

Salespeople often spend too much time on opportunities that aren't qualified. So what can you do to help them better qualify those opportunities to win more deals and be more successfu l?

Sales 127
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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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ChatGPT is a Powerful New Tool for Entrepreneurs

Customer Think

In today’s digital, always connected world, Google too often stands as a gatekeeper between entrepreneurs and small businesses and financial success.

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Was the Prospect Unqualified? Or Was the Salesperson Unqualified?

The Center for Sales Strategy

In the world of sales, a prospect being unqualified or a salesperson being unqualified can be uniquely connected. Whether you're a veteran salesperson or new to the field of sales, we often miss the signs of why we were unable to connect and close a potential client. This article breaks down five key steps to recognize an unqualified prospect and an unqualified salesperson.

Sales 100
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The Keys to Leading a Multi-Generational Sales Team

Sales Gravy

On this episode of the Sales Gravy podcast, Jeb Blount (People Follow You) sits down with Leigh Cantrell and Rob Matura who are Regional Vice Presidents at Cigna to discuss the keys to leading multi-generational sales teams. It's a fascinating conversation in which you'll learn about the challenges and rewards of building sales teams from diverse age groups.

Sales 103
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One Size Fits None: An Appeal for Better Leaders

MDI Training

One Size Fits None: An Appeal for Better Leaders According to Deloitte University Press, 86% of companies have identified developing new leaders as an “urgent” need. And upon closer inspection, it’s clear to see why. Incompetency as a Norm When it comes to managers’ performance, alarmingly, the norm seems to be incompetence. In a recent study, Gallup found that companies fail to choose suitable candidates for management roles a staggering 82% of the time.

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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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Team Development Training: How to build a Cohesive and High-Performing Team

Strategic Planning and Management Insights

SME Strategy is a strategy consulting firm that specializes in helping organizations align their teams and operations around a shared vision, mission, values, goals, and action plans. Our strategicplanning services offer guidance on how a strategic planning facilitator can provide support in constructing an effective strategicplan that ensures your strategy is communicated and implemented across your entire organization.

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Barron Fujimoto Adds an Artist’s Touch to Planview’s Brand

Planview

Every Planview employee plays a crucial role in creating amazing products and delivering high-quality service. One employee whose work is seen across the company is Barron Fujimoto, Planview’s graphic designer. In his nearly 20 years with the company, Barron has worked with numerous departments and seen Planview’s incredible growth firsthand. Based in Cedar Park, Texas, Barron creates a wide variety of creative assets and works with Planview’s team of contract designers.

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Acquire the right customers or suffer in customer retention

Customer Think

Leverage customer data and learn from segments to GROW RELATIONSHIPS WITH CUSTOMERS through your DTC channel. If you’re a marketer, it’s important to focus on acquiring the right customers. Otherwise, you’ll spend all your time and energy trying to retain them – which can be costly.

Marketing 128
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What Does It Mean To Be An Inspiring Leader

The Center for Sales Strategy

An inspirational leader is someone who can motivate their team members. They can get things done by making others feel like part of the team. They can rally the team and keep them motivated and focused on the goal. They are not afraid to take charge and lead their team. Here are some key characteristics of an inspiring leader.

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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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Showpad Wins Five G2 Best Software Awards

Showpad

February is the month of love and we’re certainly feeling it here at Showpad. For the third year in a row, Showpad mad e G2’s Best Software Lists — al l thanks to the hundreds of amazing reviews we’ve received from our customers. We are excited to announce that Showpad has been ranked in the Top 50 in 5 categories out of 100,000+ vendors. So, to our loyal customers, we mean it when we say: We never could have done it without you.

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Enterprise Go-to-Market in 2023: Sell With Your Best Partners

PartnerTap

Channel and sales leaders are facing a tough market in 2023. Every team is expected to hit higher targets, but with fewer resources. Quotas are going up while teams are shrinking due to hiring freezes and attrition. There’s only one way to consistently sell and win in this situation: lock arms with your best partners in every market, every region, and on every deal to sell more, faster.

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High Performing Teams Vs High Functioning Teams: What's the difference?

Strategic Planning and Management Insights

SME Strategy is a strategy consulting firm that specializes in helping organizations align their teams and operations around a shared vision, mission, values, goals, and action plans. Our strategic planning services offer guidance on how a strategic planning facilitator can provide support in constructing an effective strategic plan that ensures your strategy is communicated and implemented across your entire organization.

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Greater employee retention through generational diversity

MDI Training

Greater employee retention through generational diversity Over the last few decades, generational diversity in the workplace has increased significantly. The youngest Generation Z brings in new energy, while the oldest – Traditionalist Generation – often clings to used structures. Sometimes it can be difficult when different generations work together.

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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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Empathy: Can It Be Measured?

Customer Think

Back at the end of January I spoke at the Furniture Marketing Group Symposium in Las Vegas. I talked about building a winning organization and fixing the experience from the inside-out.

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5 Ways To Recruit More Superstars

The Center for Sales Strategy

The economic downturn we are experiencing has led to increased competition and a greater need for effective recruitment. As a result, finding and hiring the best talent has become a top priority for many organizations, and it is likely to remain so for the foreseeable future. Even companies that have traditionally received a steady flow of job applications may struggle to attract top talent in the current climate.

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Marketing Needs Science, Not Surveys

Corporate Visions

Marketers typically depend on "best practices" and surveys, not science, to set their B2B marketing strategy. Here are four ways to start using scientific research and data to inform your plans.

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Why is automation the smartest choice for Email Marketing?

Apptivo

1. Go Automatic! 2. Email automation: Gist 3. Importance of Email automation 4. Why is automation the smartest choice for email marketing? 5. Summing it Up Go Automatic! Automation technologies, along with artificial intelligence (AI), are not just emerging technologies, but they have received a lot of attention in the past few years since all kinds of businesses are trying to leverage them to be more efficient, and accurate.

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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.