April, 2023

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Achieving Revenue Growth with Optimized Account Segmentation

SBI Growth

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.

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Mastering Project Prioritization: How to Focus on High-Impact Initiatives

Strategic Planning and Management Insights

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27 Examples of Key Performance Indicators

OnStrategyHQ

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

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What type of companies use a CRM? Strategies and use cases

PandaDoc

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)?

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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 Top 5 Leadership Tips Learned from Past Recessions

Customer Think

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.

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How to Radically Improve Your B2B Sales Win Rates

Mike Kunkle

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.

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Getting Into The Head Of Decision Makers With Business Brainz

The SAMA Podcast

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.

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The Secret to Driving Revenue With Sales Activity Management

Hubspot Sales

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.

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Unlocking Success: The Power of a Growth Mindset vs. Fixed Mindset

The Center for Sales Strategy

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.

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5 Good Reasons to Invest in Mobile-Oriented Web Design

Customer Think

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.

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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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The role of AI in making CX more accessible and inclusive

Zendesk

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.

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How to Use Technology in Sales to Improve Performance

Sales Readiness Group

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.

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A Force for Good: Meet Value Engineering & RFXIS Director Paula Lina

Planview

It only takes a few minutes talking to Paula Lina to see her passion. Paula is Planview’s Director of Value Engineering & RFXIS and leads the Force for Good initiative. With nearly two decades at Planview, Paula is passionate about the company, its people, and its impact for good. Let’s get to know Paula Lina. Explain your role at Planview and a few of your responsibilities.

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Should Sales Teams Expect Higher Churn in 2023?

Hubspot Sales

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.

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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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Your Employees are Burned Out – Here’s How You Can Save Them

The Center for Sales Strategy

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.

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A Formula For A Winning Digital Transformation Journey in 2023

Customer Think

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.

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What is a customer journey map? How to create one + templates

Zendesk

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

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The 4 Essentials to Sell to the CFO in a Challenging Economy

Sales Readiness Group

In times of economic uncertainty, corporate spending garners greater scrutiny and more decision-makers. This is undoubtedly the case today, when sales organizations see buying decisions being put on hold, budgets getting canceled and deals taking longer to close. The Chief Financial Officer (CFO) is a key player with more power now to manage costs, reduce budgets and “do more with less.

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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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Can Artificial Intelligence Replace Alliance Managers?

Peter Simoons

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.

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33 Stats to Know if You’re Considering or Planning a Sales Career in 2023

Hubspot Sales

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.

Software 117
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Sales Prospecting: The Top Mistakes Companies Make and How to Fix Them

The Center for Sales Strategy

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 101
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Why delivering meaningful value is key to winning over B2B buyers

Customer Think

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 115
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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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Every company needs to be thinking about generative AI–here’s why

Zendesk

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

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3 Ways to Use Sell Me This Pen to Hire Sales Superstars

Sales Readiness Group

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 127
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Unlock Investigate: The 1st Key Fundamental of IMPACT

Brooks Group

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?

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7 Signs You Should Walk Away From a Prospect

Hubspot Sales

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.

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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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5 Simple Steps to Improve Your Recruitment Process and Attract Top Talent

The Center for Sales Strategy

Finding the right talent for your company is vital to its success. A comprehensive recruitment process is essential to attract, select and retain the best employees. However, many companies struggle to create an efficient and effective recruitment process. But there is hope. From creating a job description that accurately reflects the position to utilizing modern recruitment tools, these steps can help you attract and retain the best employees.

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Data Drives Deals; How Digital Marketing and Analytics Can Help Drive Real Estate Sales

Customer Think

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.

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Sales pipeline prioritization: formulas to improve your win rate

PandaDoc

As your company grows, you may find you have less resources available for closing each opportunity. Your company’s sales managers only have a select number of sales reps to work with, and those reps only have a limited amount of time to close deals. A good sales pipeline management strategy is essential because every potential opportunity uses up your most valuable resource — time.

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The Rise of the Team Seller

Sales Readiness Group

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 127
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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.