January, 2024

article thumbnail

3 Steps to Drive Breakthrough Growth Within Your Account Base

SOAR Performance Group

In this blog, based on a webinar with SOAR and People.ai, learn why customer growth is critical in the current market and how your team can prioritize, plan, and execute […] The post 3 Steps to Drive Breakthrough Growth Within Your Account Base appeared first on SOAR Performance Group.

article thumbnail

7 Best Strategy Books to Read in 2024

Envisio

“Books are a form of political action. Books are knowledge. Books are reflection. Books change your mind.” ― Toni Morrison A new year, a new chance to shift our perspectives, understand one another and the systems around us, and take our strategic thinking to new heights. At Envisio, we believe in the transformative power of reading … which is why we’ve gathered together a list of the best strategy books!

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

10 Key Project Management Communication Strategies

ClearPoint Strategy

We asked numerous experts to weigh in on project management communication strategies

article thumbnail

The Strategic Impact of Business Improvement Software

Kainexus

The strategic significance of adopting business improvement software cannot be overstated in today's dynamic business landscape. As organizations strive for operational excellence and sustained growth, leveraging advanced software solutions becomes paramount. This blog delves into the transformative impact of business improvement software, exploring how these tools play a pivotal role in streamlining processes, fostering innovation, and driving overall strategic success.

article thumbnail

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.

article thumbnail

Sharpen Your Focus: Pruning Your Sales Target Account List for 2024 Success

The Center for Sales Strategy

One of the most difficult things for a seller is releasing an account they have not been able to sell. It is human nature to keep it, ‘just in case,’ and it is a manager’s responsibility to work with sellers to keep a short list of key and target accounts. There are many ways to accomplish this goal.

Sales 115
article thumbnail

Procurement & Sales: A Complex Relationship

Strategic Account Management Association

The relationship between procurement and sales teams has always been something of a power struggle. Here, Harvey Dunham and Christopher Jensen of the Strategic Account Management Association, give the sales slant on how procurement can genuinely become a customer of choice. The post Procurement & Sales: A Complex Relationship appeared first on Strategic Account Management Association.

More Trending

article thumbnail

Leadership, emotional intelligence and teams in change management

Red Star Kim

Last week I was excited to lead an MBL session on “Tackling Change Management – A Workshop for Professional Firms”. Having facilitated this session many times in the past in face-to-face workshops, it was exhilarating to experience the change in running it on-line for the first time. We welcomed delegates from legal, accountancy and financial services firms.

article thumbnail

4 Tips to Effectively Implement GenAI Across Sales Processes

SBI Growth

We’ve all heard stories of how generative AI has been amazing for so many people out there, with some companies using the technology to create significant gains in productivity. But chances are that you may not be able to picture what complete integration of generative AI across sales processes looks like.

Sales 127
article thumbnail

Evolving Conversational AI for Enhanced Customer Experiences: Navigating Ethics, Privacy, Metrics and Trust

Customer Think

This article was originally posted on [link] In the era of Conversational AI, where voice assistants and chatbots have become integral parts of our daily interactions, the evolution of AI conversations plays a pivotal role in shaping enhanced Customer Experiences (CX).

article thumbnail

Managing a Salesperson Who Consistently Misses Their Goals

The Center for Sales Strategy

Managing a sales team can be challenging, especially when salespeople consistently miss their budget or sales targets. While it's natural for sales professionals to have their ups and downs, it's essential to address performance issues promptly and effectively to ensure the overall success of your team and organization. In this blog, we'll explore strategies and tips for managing salespeople who miss their budget, helping you turn underperformance into improved results.

article thumbnail

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

article thumbnail

How to get ready for the upcoming changes to email authentication requirements

Nutshell

To help improve deliverability and protect against fraudulent uses of email like spam and phishing attempts, Google , Yahoo , and AOL recently announced updates to their email authentication requirements. These updates go into effect in February 2024—it’s important to make sure you’re ready so your emails continue making it to your audience’s inboxes.

Marketing 126
article thumbnail

8 Voicemail Techniques That Lead to Closed Deals, According to SalesScripter's CEO

Hubspot Sales

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. A significant portion of the B2B prospecting calls you make will end up going to voicemail — making the sales voicemail techniques you leverage and how well you can execute them absolutely crucial to your sales efforts. But getting there isn't always straightforward — being able to routinely leave well-constructed, effective sales voicemails can elude even the sharpest reps.

article thumbnail

Questions on confidence at work

Red Star Kim

Delegates from law (including the Crown Prosecution Service) and finance firms joined a workshop on “Boost Your Confidence at Work – A toolbox for professionals”. They held various roles including: head of department, partner, trainee solicitor, paralegal, legal executive, business development, recruitment and technical writing. Delegates asked lots of questions – and shared their knowledge and ideas generously.

Meetings 130
article thumbnail

3 Tactics to Move Your Sales Opportunity Forward

Sales Readiness Group

Sales opportunities can easily lose momentum and stall, creating a bottleneck in the sales funnel and leading to lost deals. To overcome this common sales problem, sales professionals must utilize sales strategies that prioritize connecting with senior decision-makers, demonstrating value, and positioning themselves as trusted advisors. Let's dive into the three tactics to move your sales opportunity forward.

article thumbnail

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.

article thumbnail

The 6 Buyer Personas (and How to Sell to Them)

RAIN Group

Every buyer has personal preferences for how they like to buy. There are multiple buying styles and preferences to consider, but the number isn't infinite. It’s six.

Sales 112
article thumbnail

Aligning Your Sales Process to the Buyer's Journey

The Center for Sales Strategy

Are you tired of struggling to close deals and wondering why your sales process is not bringing in the results you desire? It's time to align your sales process to the buyer's journey. By understanding the stages your customers or clients go through before making a purchase, you can effectively tailor your sales approach to meet their needs and expectations.

Sales 128
article thumbnail

How to get ready for the upcoming changes to email authentication requirements

Nutshell

To help improve deliverability and protect against fraudulent uses of email like spam and phishing attempts, Google , Yahoo , and AOL recently announced updates to their email authentication requirements. These updates go into effect in February 2024—it’s important to make sure you’re ready so your emails continue making it to your audience’s inboxes.

Marketing 126
article thumbnail

4 Reasons Your Prospects 'Ghost' You & What You Can Do About It, According to Spiro.ai's CEO

Hubspot Sales

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Many moons ago, I was pitching a huge deal to Sony Pictures. It was all going according to plan — we had a great initial call, flew to Los Angeles to demo the product, and nailed it. Things were looking good. We sent them a proposal and even flew out for a second in-person follow-up.

article thumbnail

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.

article thumbnail

How to Plan Engaging Sales Meetings that Motivate Your Team

SBI Growth

If you have ever run a sales meeting, you know that most salespeople aren’t thrilled to attend and prefer to spend time selling. However, with the right approach, sales meetings are an excellent opportunity to transform your team into high-performers fueled by a shared vision of success. Let’s look at what you can do as a sales manager to create an environment where your team actively participates, embraces new ideas, and emerges with a renewed sense of purpose.

article thumbnail

Sales in 2024: The Future of Selling in an AI-Driven Era

Revegy

In 2024, the sales landscape is undergoing a seismic shift, driven by rapid technological advancements and changing buyer behaviors. Sales teams are now navigating a world where digitization, remote operations, and agility are not just trends, but necessities for success. The integration of Artificial Intelligence (AI) in sales processes is revolutionizing the way teams operate, […] The post Sales in 2024: The Future of Selling in an AI-Driven Era appeared first on Revegy.

article thumbnail

What Business Leaders Should Know Going Into 2024

The Great Game of Business

What Business Leaders Should Know Going Into 2024 Another year is in the books. As we set our sights on 2024, many businesses are starting to feel the effects of the slowing economy. To help you and your team find success through this time, ITR Economics and The Great Game of Business are teaming up to provide you with insight into some essential information all business leaders should know going into 2024.

article thumbnail

The Quest for 100% Superstars: Rethinking Recruitment and Training

The Center for Sales Strategy

Every sales organization dreams of having a team composed entirely of superstars. Imagine a workforce where each member consistently exceeds targets, possesses exceptional communication skills, and demonstrates unwavering dedication. While building an entire team of superstars may seem ambitious, it's a goal worth pursuing.

article thumbnail

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.

article thumbnail

The Seven Imperatives for Professional Services Fee Negotiation

Vantage Partners

Clients count on you to help them solve significant business problems. They want the very best you and your firm have to offer. Not just the IP and the infrastructure you’ve invested in, but the extensive experience you’ve acquired putting it to work, the terrific talent you deploy on their behalf (often on little notice), and the "outside-in" perspective and insights you provide.

article thumbnail

7 Sales Phrases That Will Supercharge Your Credibility with Buyers, According to HubSpot's Sales Director

Hubspot Sales

So, like, I’ve been a salesperson for years and, well, I’ve learned kind of a few things. And today, I want to, um, share some of what I’ve learned with you — if that’s okay? If you’re a salesperson and you speak like this, here’s a reality check: It is going to be very, very hard to convince prospects to buy. No matter how much you know, if you don’t speak like an authority figure, you’ll never be treated like one.

Sales 110
article thumbnail

Best Practices of High-Performance Sales Teams in 2024

Brooks Group

Will business be back to normal in 2024? According to Morningstar experts , this may be the year we finally move past all the disruptions of the pandemic. Supply chain bottlenecks, shortages, and inflation are easing and interest rates, although still high, will drop. This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions.

article thumbnail

Start the Year Strong: Resolutions for Each Member of Your Revenue Team

Force Management

There’s no doubt that the way sales organizations and their customers interact has shifted in the past few years. From a new remote-first approach to rapid digital technology advancement, the customer journey is new and requires active participation from more than just your sales team. The companies that succeed in 2024 will be those who adopt a cross-functional revenue mindset , equipping every customer-facing role to articulate and negotiate on the value of their solution.

article thumbnail

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?

article thumbnail

Listening, Learning and Leading: Digital Transformation Expert Debra Aizikovitz

Planview

Planview’s platform is designed to empower its customers for success in their digital transformation efforts. However, achieving success in any digital transformation initiative necessitates the alignment of people, methodology, and governance. Clients seeking assistance in ensuring their organizations are well-prepared for success can turn to Planview’s Evolve Advisory Services.

article thumbnail

Mastering Influence: Lessons and Strategies from 'Influence: The Psychology of Persuasion'

The Center for Sales Strategy

In the intricate dance of human interaction, understanding the underlying psychology that governs why people say "yes" can be a powerful tool. Robert B. Cialdini's groundbreaking work, "Influence: The Psychology of Persuasion," dives deep into the psychological principles that drive decision-making and provides invaluable insights on ethical persuasion.

article thumbnail

Biopharma M&A in 2024 — Five Considerations for Deal Execution

Vantage Partners

It’s no great secret that M&A activity in bipoharma has been on the rise over the past 12 months. Analysis from EY found that life sciences M&A spend was up 34% last year relative to 2022, despite a reduction in deal volume. Activity among Big Pharmas in 2023 ( Merck + Prometheus ; Pfizer + Seagen ) dominated headlines, and major deal announcements around this year's JPM Healthcare conference (including Merck's acquisition of Harpoon Therapeutics , J&J's acquisition of Ambrx , and GS

article thumbnail

The Rise of 'K-everything': How Culture Fuels Business Growth

Hubspot Sales

Similarweb just released a list of the fastest growing digital companies in 2024, based on year-over-year traffic growth. Two companies jumped out at me right off the bat: ? Elorea : A high-end fragrance company with roots in South Korea that aims to challenge the Eurocentric perfume industry. ? Musinsa : An online marketplace that caters to Korean fashion lovers, with curated selections of 1k+ brands and its own private label.

article thumbnail

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.