ClearPoint Strategy

JULY 11, 2023

Success isn't achieved by chance. Stay ahead of the competition.

52

52

Aepiphanni

JULY 25, 2023

Discover why strategy is crucial and how it can transform your organization. From setting ambitious goals to addressing gaps, strategic planning provides a roadmap to achieve long-term success.

Organization 52

Organization Strategic Thinking Business Growth 52

Envisio

JULY 17, 2023

At Envisio, we talk a lot about the importance of strategic plans in the public sector, and the work of some amazing leaders we see carrying them out. Today, we want to talk about a few key success stories from across our client base–those who have actually achieved and completed key actions, performance outcomes and targets, or strategies from their strategic plans.

Government 52

Government Energy and Utilities Decision-making Facilitation 52

Red Star Kim

JULY 25, 2023

Everyone experiences occasions when their mental health falters. Whether that is with low mood, motivation, self-doubt, stress, grief, loneliness or navigating change. Many of us are able to get through those tough times but sometimes we need a little extra help. Therapy isn’t needed by or available to everyone. This accessible, no-nonsense, evidence-based and practical book comes from an experienced clinical psychologist.

Decision-making 246

Decision-making Management Emotional Intelligence Construction 246

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

Upland

JULY 27, 2023

Is generative AI for sales the next big thing? ChatGPT took the world by storm seemingly overnight. When it happened, it appeared that almost everyone from your favorite LinkedIn influencer to your solution provider also became an AI expert at the same frenetic pace. The phenomenon is so far reaching that it can be difficult at times to find an actual single explanation for what generative AI is.

Sales 195

Sales Digital Transformation Decision-making Digitalization 195

Software Sales Guru

JULY 17, 2023

Avoid Sales Obstacles with a Mutual Agenda When you demonstrate that your goal for the conversation is to truly understand their needs, they understand why you are asking questions, and are glad to answer them. The context controls the outcome. A Mutual Agenda results in a better conversation for both parties, because: In any given sales interaction, left to chance, the probability that the buyer’s.

Sales 130

Sales Software Software 130

Nutshell

JULY 31, 2023

If you use forms on your website, you’ve likely encountered at least a few instances of form spam. The impacts of form spam can range from wasted time to decreased user trust. While you can’t ensure that users always use your forms how you intended, you can take steps to significantly reduce the amount of spam your forms get. Want to learn more about form spam and how to prevent it?

CRM 118

CRM Management 118

The Center for Sales Strategy

JULY 24, 2023

I have some news for you, both good and bad. The good news is that your team's success depends entirely on your salespeople. Now, for the bad news. your success also hinges on the salespeople on your team. In other words, your sales team's ability to close deals and meet targets determines whether you win or lose. It may sound daunting, but it doesn't have to be.

Leadership 117

Leadership Sales Meetings Marketing 117

Red Star Kim

JULY 17, 2023

Earlier in July I was excited to facilitate a new workshop with MBL on confidence. It was really well received by delegates from law and financial services firms well as from legal government departments. This post is intended as an additional learning resource for delegates. Poll results are shown below. Key takeaways selected by the delegates are summarised here: Boosting Your Confidence at Work – A Toolbox for Success.

Communication 130

Communication Meetings Management Financial Services 130

Upland

JULY 12, 2023

MEDDIC is not actually a healthcare term. It’s a sales acronym. And it’s all about deal qualification MEDDIC – a deal qualification framework Many think that MEDDIC is a sales process , but it’s really a deal qualification framework with multiple processes for decision criteria, decision process, etc. aimed at helping sales teams assess the viability of a sales opportunity.

Sales 195

Sales Decision-making Account Planning B2B 195

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

Hubspot Sales

JULY 7, 2023

As technology advances and becomes more accessible, businesses are leveraging artificial intelligence (AI) to improve their sales processes. AI has the potential to revolutionize the way sales teams operate, giving them valuable insights and predictive analytics to drive more revenue. However, not all sales teams are investing in AI, as many people have mixed feelings about incorporating the newfound tech.

Sales 112

Sales Artificial Intelligence Decision-making Emotional Intelligence 112

Customer Think

JULY 7, 2023

Sow seeds in the community While there are many profitable business ideas and avenues to successful business growth that get greater attention, a too-often overlooked approach is that of focused community engagement.

Business Growth 124

Business Growth Profitability 124

Sales Readiness Group

JULY 4, 2023

Sales and account management are vital in driving revenue growth and cultivating strong customer relationships. Although these functions may overlap in some ways, there are distance differences in their objectives, responsibilities, and skillsets. Let's take a closer look at the differences between sales and account management and how to leverage them to optimize sales strategies, train teams, and effectively nurture the existing client base.

Account Management 101

Account Management Sales Management Sales Management 101

The Center for Sales Strategy

JULY 17, 2023

Salespeople are all aware of the difficulties that can arise during the off-season. Reduced sales activity and a lull in customer demand may cause frustration and lower income. But this downtime offers a special chance to plan and strategize for the coming busy season. Planning and forecasting sales during the off-season is essential for maximizing revenue.

Sales 113

Sales 113

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

Red Star Kim

JULY 13, 2023

Thanks to the Managing Partners’ Forum Strategy Summit at haysmacintyre earlier this week. My takeaways from the insightful facilitators and panellists were: Recruitment of lawyers is down on previous years whereas business support is up Increase in tax hires in law firms Increase in marketing roles (exceeding 2019 numbers) Whilst training/learning roles shrunk compared to 2019 there was an increase in employee relations roles Legal sector recruitment is higher in the regions than in Lond

Management 130

Management Remote Working Leadership Acquisition 130

Revegy

JULY 31, 2023

Building an effective sales team goes beyond recruiting, hiring, and onboarding the right talent. It requires managing your team with proven sales coaching training strategies to ensure members reach their full potential. While some sales team members may have natural talents or much experience, others may need more support to excel. Regardless of talent or […] The post Effective Sales Coaching: How to Help Your Sales Reps Reach Their Full Potential appeared first on Revegy.

Sales 98

Sales Onboarding Management Account Planning 98

Hubspot Sales

JULY 26, 2023

Most prospects have tens (or even hundreds) of pending LinkedIn invites to respond to — which means that when they finally get to yours, it’s only getting mere seconds of attention. And in such a short span of time, a single bad line can condemn your invite to the “ignore” pile. If you want your invites to make it all the way to your prospects’ inboxes, never use these eight clunkers again. 1.

CRM 98

CRM Sales Communication Meetings 98

Customer Think

JULY 5, 2023

Image Source: Wikipedia Data has become the lifeblood of modern marketing. It now touches almost every aspect of the marketing function. But using the wrong data (or the right data in the wrong way) can lead to ineffective and costly de.

Marketing 111

Marketing B2B Digitalization 111

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

Sales Readiness Group

JULY 31, 2023

As a sales professional, you know how important it is to work with Procurement to get a deal closed. However, navigating the procurement process can be difficult and time-consuming. By understanding the procurement process, identifying the business need, knowing who has authority, and being tenacious in your follow-up, you'll be in a better position to close deals on time.

Procurement 94

Procurement Sales Negotiation 94

The Center for Sales Strategy

JULY 5, 2023

The influence a manager has on your culture and the engagement of those they manage is enormous. According to a Gallup study, 70% of the variance in team engagement is determined solely by the manager. Knowing this, the time and investment you make in your management team is important to your company’s success. Having a plan for their development (or yours) needs to be a priority.

Sales 113

Sales Leadership Management 113

Brooks Group

JULY 27, 2023

Most sales professionals today are spending much more time prospecting than they ever have before – and it’s not an easy task. According to research , 40% of sales professionals say that prospecting is the most challenging part of the sales process. The increase in activity required for lead generation means sales professionals need to be more efficient than ever when determining if someone is a qualified prospect.

Sales Training 96

Sales Training Decision-making Sales Meetings 96

PartnerTap

JULY 11, 2023

Sourcing new logo accounts is a top priority for every enterprise partnership. Each year companies spend weeks (if not months) preparing for and working with their partners on Quarterly Business Reviews (QBRs). Unfortunately, the bulk of those meetings end up being spent identifying which accounts to target. These efforts are often highly manual and very tactical.

CRM 98

CRM Sales Account Growth Software 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

Insightly

JULY 10, 2023

“Half the money I spend on advertising is wasted, and the trouble is I don’t know which half.” – Unilever founder Lord William Leverhulme. This famous quote accurately described the plague of marketers for decades. When options were limited to billboards, magazine ads and TV spots, there were literally no ways to capture visits, let alone engagement.

Decision-making 98

Decision-making CRM Sales Software 98

Customer Think

JULY 7, 2023

In today’s fast-paced and customer-centric business environment, gathering real-time customer feedback and engaging in social media conversations are both vital practices. These approaches enable organizations to gain valuable insights, enhance their products/services, and deliver the exceptional experiences our customers have come to expect.

Media 106

Media Meetings Organization Customer Experience 106

Sales Readiness Group

JULY 17, 2023

Today’s buyers don’t like to be “sold” or pitched. That’s why manipulative or pushy sales techniques typically don’t work. Buyers would rather feel like they are in control of their purchase process. The most successful sales professionals understand this and view their job as helping their customers buy and achieve their goals rather than pushing products.

Sales 95

Sales 95

The Center for Sales Strategy

JULY 18, 2023

In this episode, we’re kicking off our season-long exploration of The Center for Sales Strategy’s latest Talent Magazine. In other words, we’ll be diving into exactly how you should go about recruiting, selecting, developing, and engaging your people. Each week, Matt will be joined by experts from here at The Center for Sales Strategy to help break it all down.

Sales 108

Sales 108

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?

Sales

Peter Simoons

JULY 2, 2023

“ Trust arrives on foot, but leaves on horseback ” – this saying, attributed to Johan Thorbecke, the Dutch politician who played a role in establishing our country’s first constitution in 1848, encapsulates the essence and fragility of trust. Although the quote originates from a different era, where travel methods weren’t the same as those used nowadays, it remains relevant in today’s fast-paced environment.

Communication 98

Communication Meetings 98

Brooks Group

JULY 20, 2023

The summer season is here. Warmer weather, long weekends, and kids out of school likely means vacation mode for your sales team and, unfortunately, your prospects. It’s no surprise that many sales professionals find it challenging to stay motivated in the summer. But lower productivity has a big downside—slowed sales growth for your company. Summer can bring sales slumps in many industries , but the sluggish pace of business doesn’t mean your sales team can’t be productive.

Sales 96

Sales Sales Training Brainstorming Negotiation 96

MDI Training

JULY 26, 2023

What Leaders Need to Consider When Implementing AI A New Step into the World of Technologies – Artificial Intelligence for Leaders Alexa, Chat-GPT, and Co – Artificial Intelligence (AI) is gaining more and more significance. Leaders are also increasingly relying on AI systems in their companies. In this blog post, you will learn about the areas where this technology is particularly suitable and what you, as a leader, need to pay special attention to.

Artificial Intelligence 95

Artificial Intelligence Digital Transformation Leadership Digitalization 95

Customer Think

JULY 5, 2023

There has been much hand-wringing about ChatGPT recently and how it might enable a generation of students to simply cheat their way through school. If you’ve been around long enough, you may remember the same worries about the use of handheld calculators in schools.

Artificial Intelligence 105

Artificial Intelligence 105

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