SOAR Performance Group
JANUARY 22, 2024
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.
Envisio
JANUARY 24, 2024
“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!
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ClearPoint Strategy
JANUARY 9, 2024
We asked numerous experts to weigh in on project management communication strategies
Kainexus
JANUARY 25, 2024
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.
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.
The Center for Sales Strategy
JANUARY 2, 2024
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.
Strategic Account Management Association
JANUARY 17, 2024
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.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Red Star Kim
JANUARY 28, 2024
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.
SBI Growth
JANUARY 11, 2024
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.
Nutshell
JANUARY 9, 2024
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.
The Center for Sales Strategy
JANUARY 17, 2024
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.
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
Customer Think
JANUARY 22, 2024
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).
Sales Readiness Group
JANUARY 2, 2024
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.
Red Star Kim
JANUARY 26, 2024
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.
SBI Growth
JANUARY 28, 2024
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.
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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.
Nutshell
JANUARY 9, 2024
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.
The Center for Sales Strategy
JANUARY 4, 2024
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.
Hubspot Sales
JANUARY 15, 2024
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.
Sales Readiness Group
JANUARY 8, 2024
Sales leaders today face a common problem: how to drive increased productivity from their sales teams. While we would all like to find the “secret sauce” to achieve or exceed our revenue goals and increase sales revenue, the reality is that planning for success and executing against our plan is the only way to increase sales as a manager. Let’s dive into the four strategies to do this.
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.
RAIN Group
JANUARY 17, 2024
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.
Revegy
JANUARY 23, 2024
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.
The Great Game of Business
JANUARY 16, 2024
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.
The Center for Sales Strategy
JANUARY 30, 2024
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.
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.
Hubspot Sales
JANUARY 22, 2024
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.
Force Management
JANUARY 16, 2024
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.
Vantage Partners
JANUARY 24, 2024
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.
Brooks Group
JANUARY 24, 2024
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.
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?
Planview
JANUARY 2, 2024
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.
The Center for Sales Strategy
JANUARY 3, 2024
Across markets and industries, one common hiring theme is consistency. It’s hard to find strong candidates. Big cities, rural communities, and everyone in between are struggling to find talented candidates or, sometimes, any candidates at all. We know the talent is out there. But where? Where can you find your next great seller?
Hubspot Sales
JANUARY 7, 2024
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 Gravy
JANUARY 23, 2024
On this must-listen episode of the Sales Gravy Podcast, Jeb Blount sits down with Ryan Taft. Ryan is the author of the hit new sales book Story Getter. Jeb and Ryan explore how buying is an emotional experience and sales pros that ask questions that get the story “why” behind the buyer’s “what” sell more. They dive into how curiosity and empathy are pivotal for transforming your sales approach.
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.
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