SBI Growth

APRIL 26, 2023

Account Segmentation can arguably be viewed as the single most important practice your organization can execute to unify the team around your growth strategy. Your customers are the heart of your business. And how you segment them impacts every part of the customer journey, from marketing to prospecting, sales, customer success, and beyond. Many commercial leaders claim to understand and execute account segmentation.

Customer Success 71

Customer Success Decision-making Sales Organization 71

Strategic Planning and Management Insights

APRIL 11, 2023

Prioritization 79

Prioritization 79

OnStrategyHQ

APRIL 24, 2023

As your organization begins to sketch out what your strategic plan might look like, it’s likely to come to your attention that you’ll need to gain consensus around what your key performance indicators will be and how they will impact your organization. If you haven’t thought much about your KPIs yet, that’s okay. We can help! We’ve compiled an complete guide that includes an overview on what is a KPI, the benefits of good indicators, and list of KPI examples [organized by department and industry

CRM 105

CRM Sales Profitability Marketing 105

PandaDoc

APRIL 28, 2023

Whether you’re in sales, marketing, or customer support, a customer relationship management system (CRM) is becoming increasingly essential to modern operations. So, what is CRM software doing for today’s companies, what types of companies use a CRM, and which CRM strategies can you use to benefit your teams and customers? What is customer relationship management (CRM)?

CRM 52

CRM Sales Onboarding Software 52

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

Customer Think

APRIL 16, 2023

While people are hesitant to accept the likely reality that we are heading into a recession, we’re seeing higher interest rates, less venture capital funding, and widespread layoffs in the tech industry. Despite the uncertainty, there’s some good news: even if we are facing a recession, these moments are temporary.

Leadership 141

Leadership Innovation 141

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. I’ve been part of delivering these results, multiple times in my career, for both employers and clients.

B2B 270

B2B Sales Decision-making Sales Training 270

Sales Readiness Group

APRIL 12, 2023

Today, many sales managers and their teams are almost constantly connected to their screens, apps, and online tools. While sales technology is designed to improve effectiveness, I see two potential pitfalls in the proliferation of technology and selling.

Sales 128

Sales Sales Management Sales Technology Management 128

The Center for Sales Strategy

APRIL 19, 2023

Success in any field is not only a matter of skills or talents but also of mindset. How we think about ourselves, our abilities, and our potential can profoundly impact our success in life. Psychologist Carol Dweck identified two types of attitudes: the fixed mindset and the growth mindset. Those with a fixed mindset believe that their abilities are fixed and cannot be changed, while those with a growth mindset believe that their abilities can be developed through hard work and dedication.

Leadership 117

Leadership 117

The SAMA Podcast

APRIL 30, 2023

Every SAM dreams of having customized insights that identify, eliminate, and replace flaws in the delivery process with in-depth solutions. Finding the bandwidth to make that a reality — that’s a different story. However, that’s exactly what Prajwal Gadtaula, founder of Business Brainz, promises to deliver — a bespoke market research firm that does all the deep-dive analysis that your sales and marketing team wished they had time for.

Sales 88

Sales Marketing 88

Customer Think

APRIL 7, 2023

Creating mobile-friendly websites is more important today than it has ever been. If you’ve been putting off optimizing your company websites for mobile users, here are some of the reasons why you should make that a priority today. 1.

Digitalization 125

Digitalization Marketing 125

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

Hubspot Sales

APRIL 12, 2023

When assessing your team’s performance, sales activities offer crucial metrics. That includes the number of sales calls, VP-level meetings, new qualified opportunities, and so on. With proper sales activity management, you can influence sales objectives and business results. When building your strategy, you’ll need to set sales activities goals and track how your team measures up.

Sales 110

Sales Management CRM Software 110

Zendesk

APRIL 26, 2023

Customer experiences aren’t meant to be one-size-fits-all. With AI, it’s now possible for businesses to personalize for a wider spectrum of human needs. According to our research, 66 percent of customers believe that AI will revolutionize how we communicate and interact with technology. Much of this is already happening —how customers search for products, book reservations, or even get tailored help center content are just a few examples of AI’s current impact.

Customer Experience 98

Customer Experience Digitalization Communication Organization 98

Sales Readiness Group

APRIL 19, 2023

Negotiation is a really important skill for anyone in a professional setting. In this article, we'll look at three different negotiation tactics and give you some examples of how to respond to each one effectively. Whether you're trying to work out a business deal or a personal matter, knowing these tactics can make a big difference in helping you get what you want while building and maintaining trust in your relationships.

Negotiation 117

Negotiation 117

The Center for Sales Strategy

APRIL 5, 2023

If you're looking to grow your business, prospecting is a crucial part of the process, as it allows companies to identify potential customers and clients and generate new business opportunities. However, many companies make mistakes when prospecting that can hurt their chances of success. Let's talk about some of the most common mistakes companies make when it comes to prospecting and how to avoid them.

Sales 108

Sales 108

Advertiser: ZoomInfo

When economic headwinds pick up, sales leaders are the first to sound the alarm — and chart a new course. Longer sales cycles, larger buying committees, increased price pressure, and smaller teams can quickly combine to reduce your margin for error and increase the urgency to find a solution. To thrive in a challenging environment, sales teams need a rock-solid grasp of the fundamentals and the biggest force-multipliers they can get their hands on.

B2B

Peter Simoons

APRIL 23, 2023

Over the past few months Artificial Intelligence (AI) has been in the news quite a lot, especially in the form of ChatGPT. Even though ChatGPT promises to be a useful tool, the news has not all been positive. The EU privacy regulators have created a special task force to investigate ChatGPT and Italy has already banned access to ChatGPT. Microsoft has heavily invested in the company behind the tool, which rekindled competition between the big IT companies.

Artificial Intelligence 98

Artificial Intelligence Management Emotional Intelligence Strategic Thinking 98

Customer Think

APRIL 11, 2023

Depending on the industry, “digital transformation” might signify many things. Delivering customer-facing mobile experiences may be a priority for certain businesses as they modernize their core systems to increase efficiency. A digital transformation journey, however, is a complex procedure with a beginning and an end.

Digital Transformation 116

Digital Transformation Digitalization 116

Hubspot Sales

APRIL 26, 2023

Walking away is hard, especially when it comes to potential deals. After all, you've spent time, energy, and resources building a relationship — and giving up means you have nothing to show for it. But in the long run, having a pulse on when to walk away and disqualify leads will help you refine your efforts and make you a much more efficient, effective salesperson.

Decision-making 106

Decision-making Sales Value Proposition Negotiation 106

Zendesk

APRIL 18, 2023

Every business wants to understand what makes buyers come and what makes them go. Customer journey mapping is a simple yet powerful way to gain those insights. A customer journey map frames customer behavior as a story, providing a visual overview of the experiences consumers go through when interacting with a company. Much like the plot of a romance movie, a customer journey map starts with a consumer who has an unmet need, leading to a fateful encounter with a company that either turns into a

Customer Experience 98

Customer Experience Advertising Media Sales 98

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

Sales Readiness Group

APRIL 3, 2023

Once celebrated in movies, the lone-wolf style of sales is no longer an effective approach in today's complex buying atmosphere. So how can sales teams become more successful and add value to their companies?

Sales 105

Sales 105

The Center for Sales Strategy

APRIL 26, 2023

The dreaded condition - burnout. It creeps through your office like a slow fog. It’s easy to miss at first, but once burnout sets in, it’s nearly impossible to navigate forward. A recent study by Gallup found that 70% of employees either sometimes or often feel burned out at work. Burnout isn’t just “needing a break” from work. It’s a state of chronic job stress that results in overall frustration, exhaustion, and defeat.

Management 103

Management 103

Brooks Group

APRIL 19, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. How Is Your Team Perceived? Let’s pause for a perception reality check. Think about the customers you serve and what it’s like to be them for a moment. How busy are they right now? What kind of budgetary pressure are they under? What kind of relationship are they looking for from your salesperson?

Sales Training 98

Sales Training Sales Decision-making Media 98

Customer Think

APRIL 13, 2023

With the average B2B purchasing journey taking approximately 350 days, it’s no wonder it is synonymous with being both long and laborious. But it doesn’t need to be. And the complexities that may at first seem like bumps in the road, should instead be viewed as opportunities to create a better experience.

B2B 116

B2B Digitalization Marketing 116

Speaker: Joe Apfelbaum, CEO of Ajax Union

In this webinar, Joe Apfelbaum, CEO of Ajax Union and business strategist, will take you through the ABCs of intent data. You'll learn how to effectively use it to drive business results, with practical tips on how to leverage both company and contact intent data to maximize your marketing efforts. Whether you're a seasoned marketer or just getting started, this webinar is a must-attend for anyone looking to stay ahead in the ever-evolving world of digital marketing.

Marketing

Hubspot Sales

APRIL 11, 2023

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. Your seasoned, super-star reps lead the way. If any of your top salespeople leave your company, you may fall behind. So should you be worried about churn in your sales department? In short, yes. Sales teams have higher-than-average turnover rates than other business units.

Sales 106

Sales Leadership Brainstorming Organization 106

Zendesk

APRIL 12, 2023

Even if you’re not familiar with generative AI or large language models (LLMs), you’ve probably heard of ChatGPT, the remarkably human chatbot that can generate surprisingly conversational answers, passable college essays—even dad jokes. While generative AI and LLMs aren’t exactly new, the excitement around ChatGPT has catapulted them to the forefront of global consciousness, launched an R&D “space race,” and sparked frenzied discussion about their potential impacts on information discovery

Customer Experience 98

Customer Experience Internet Government Communication 98

Sales Readiness Group

APRIL 5, 2023

The “sell me this pen” test is a classic go-to question for sales managers interviewing sales candidates, and it’s easy to see why. This one simple, industry-neutral example can quickly test whether a salesperson knows how to sell. Here are three ways to use this timeless question in your hiring process.

Sales 100

Sales Sales Management Management 100

The Center for Sales Strategy

APRIL 24, 2023

For any sales manager, it's incredibly frustrating when their salespeople don’t seem to be able to close the deal. A successful sale often depends on the product and customer knowledge of the salesperson, but what happens when the hard work isn’t translating into results? Let’s take a look at some of the top reasons why your team may not be closing deals - from common hurdles like difficulty establishing credibility and understanding client needs to more nuanced issues like forgoing preparation

Customer Knowledge 98

Customer Knowledge Sales Management Sales Meetings 98

Speaker: Gerhard Gschwandtner, CEO, Selling Power | Beverlie Heyman, Director of Sales Enablement, Bigtincan | Jared Hibbs, Sr. Sales Enablement Manager, Bigtincan

Sales kickoff (SKO) meetings are a critical time for sales enablement and management teams to drive learning and motivation that (they hope) will last the whole year. Unfortunately, those same meetings can also become long, tedious, repetitive days that cause reps to tune out and turn off. Over the past few years, sales kickoffs have looked very different.

Meetings

Brooks Group

APRIL 5, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. Mental Models, Cognitive Tunneling, and the Crisis of Qantas Flight 32 On November 4, 2010, Captain Richard Champion de Crespigny entered the cockpit of an Airbus A380 headed from Singapore to Sydney, Australia. Qantas Flight 32’s routine takeoff quickly escalated into an emergency that de Crespigny, his 29-person crew, and 440 passengers will never forget.

Sales Training 98

Sales Training Sales Sales Environment Decision-making 98

Customer Think

APRIL 28, 2023

Technology has upended nearly every sector, allowing businesses to scale and grow thanks to advanced tools and software. In real estate especially – a notably antiquated industry resistant to change – technology has been at the forefront of much-needed improvements and progression, helping to transform the way real estate is bought and sold.

Digitalization 111

Digitalization Sales Marketing Software 111

Hubspot Sales

APRIL 5, 2023

There are many things to consider if you are interested in starting your career in sales. Choosing the right position based on your personality, likes, and dislikes can ensure you thrive in your new career. You’ll also need a thorough knowledge of sales trends and stats to succeed. You may have heard negative things over the years about salespeople, such as stereotypes that depict salespeople as pushy or aggressive.

Sales 104

Sales Sales Management Software Software 104

Zendesk

APRIL 20, 2023

Despite the hype, AI isn’t here to replace your human agents. Quite the contrary, when human agents and AI join forces, they form a powerful CX team—one that builds on their strengths, while minimizing their weaknesses. Your agents shouldn’t be bogged down by the busy work. With AI in their corner, they can instead focus on the tasks that make a difference.

Artificial Intelligence 96

Artificial Intelligence Customer Experience Communication Digitalization 96

Advertiser: ZoomInfo

ABM gets better with age — but unfortunately, marketers don't have the luxury of pouring it into an oak barrel for a couple decades to let it mature. In a recent survey with Demand Gen Report, we found 59% of experienced practitioners (those with ABM programs more than a year old) indicated their ABM programs are meeting or greatly exceeding their expectations, while only 45% of novices (those with ABM programs less than one year old) could say the same.

Meetings