January, 2023

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Understanding the Hidden Needs of Key Accounts for Sustained Growth

Strategic Account Management Association

The ever-shifting landscape of the digital economy has created a new demand for solutions to emerging problems, representing both a threat and opportunity for strategic account managers.

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Account-Based Selling – What it is and Why it Matters 

Upland

Today, the horizon of B2B selling looks different than it did even just a few years ago. The world has undergone several drastic revolutions in only a few years. Technological innovations, digitalization and workstyle evolutions that were being signaled years ago have today come to fruition.

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Referrer Management Strategies – Rationale and Challenges

Red Star Kim

At the MBL online workshop “Developing more work from referrers and intermediaries” just before Christmas all delegates were from law firms (specialisms included employment, employee share ownership, media litigation, commercial litigation and family law and one firm was offshore), and most were in client service delivery roles.

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3 Benefits of Building Strong Customer Relationships

Customer Think

Consumer relationships drive modern business. Spending the extra effort to develop relationships with your clients can lead to long-term success. Your customer relationship makes consumers feel secure with their buying decision. You build trust and enable two-way communication.

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Contact vs. Company Intent Signal Data

Intent signal data comes in two types: either companies or individuals signaling interest in products like yours. Which kind of data delivers more advantages to B2B marketers? It depends. Get this infographic to learn about the advantages of intent-based leads and how you can most effectively use both types of data.

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Lean Continuous Improvement: Increase Productivity in 2023

Kainexus

If our conversations with business leaders are any indication, the theme of 2023 is how to get more productivity out of existing resources. The uncertain economy and difficult labor market are forcing leaders to think creatively about increasing productivity this year.

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What’s new at Nutshell?

Nutshell

As 2023 kicks off, we’re excited for the future here at Nutshell.

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How To: Effectively Engage Your Prospect

Brooks Group

View this week's video Engagement Mindset Make sure your salespeople understand: their goal, when first engaging with a prospect, is to set the sales process in motion by turning a potential resistor into an avid listener.

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10 Trends – Annual International Marketing Benchmark by PM Forum and Meridian West

Red Star Kim

On 12 th January Keith Hardie at the PM Forum hosted a presentation by Alastair Beddow of Meridian West on the 11 th Annual International Marketing Benchmark.

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7 Contact Center Trends to Watch in 2023

Customer Think

Contact center leaders, your time is now. Customer service and customer experience analysts and thought leaders are suggesting that the contact center is “the next big tech frontier.” Investment in the contact center is increasingly—finally.

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Sales Lessons from a Heisman Winner

Software Sales Guru

In his Heisman acceptance speech Caleb Williams said, “Don’t get bored with consistency.” His insight is valuable for sales performance. Most people tell me that it is not possible to have your questions for a sales call prepared in advance.

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Intent Signal Data 101

Intent signal data helps B2B marketers engage with buyers sooner in the sales cycle. But there are many confusing terms used to describe intent data. Read this infographic to better understand three common areas of confusion.

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Huddle Board Examples to Encourage Collaboration

Kainexus

One of the fundamental principles of continuous improvement is that positive change is the responsibility of every employee. Embracing that idea is far easier than making it a day-to-day reality. One powerful tool for keeping improvement work top-of-mind is the daily huddle.

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5 Recruiting Challenges and How to Overcome Them

The Center for Sales Strategy

In the past year, recruitment has been an issue that has been part of every client call I have. It seems the biggest challenge is where to find the best people and how to attract them to leave their current position and join your team.

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How To: Turn a Suspect Into a Prospect

Brooks Group

View this week's video. Your Team Doesn’t Have a Closing Problem . One of the most common requests we receive at The Brooks Group is for sales negotiation training on closing techniques.

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Enhancing your soft skills in 2023?

Red Star Kim

Where did 2022 go? It seemed to fly past. So now we are looking at how we might do things differently and better in 2023. One task will be to plan your self-development – particularly with regards to enhancing your soft skills in 2023.

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Aggregage Intent Signal Service

Aggregage Intent Signal Service helps your sales team reach more active buyers sooner. You’ll get names and contact information of specific in-market buyers plus all companies and job titles signaling intent for your product or service. Get the overview to learn more!

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IoT and IIoT in supply chain management and global logistics

Customer Think

When mobile phones and computer-based communications first surprised people barely 50 years ago, it was only the beginning of a new transformation and the fourth revolution.

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How to Sell to the C-Suite

RAIN Group

Most sellers want to have better meetings with senior executives but don’t know how to do so. They want to get away from surface-level pitches and have actual conversations. They envision meetings that build deeper relationships and uncover more ways they can help their clients.

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How to maintain attention in online meetings

MDI Training

Read this article to find out how you can get everyone to listen to you in online meetings and what you need to keep in mind in a hybrid setting. How to maintain attention in online meetings.

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Adapting to a Buyer-First Mentality

The Center for Sales Strategy

Buyer-first mentality is simply defined as it’s a buyer’s world, and sellers are just living in it. In the past, traditional sellers could easily come in and build a case because they were a superstar, had great product knowledge, and were able to support the buyer’s organization.

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The ABM Benchmark Survey

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. It’s clear there’s a maturity gap in ABM strategies, so how can marketers start closing it?

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What Are the Most Popular Methods for Managing Continuous Improvement?

Kainexus

Organizations that embrace the continuous improvement approach to business have many great tools and techniques from which to choose. Some organizations use them as part of a structured methodology like Lean, Six Sigma, or Toyota Kata. Others leverage them on their own.

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How to Drive Attendees to Your Next Event (Literally!), According to Uber for Business' Marketing Director

Hubspot Sales

When it comes to events, many small business owners and sales reps struggle with the same challenge: Getting prospects and customers to attend.

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What the Rise of Blockchain and the Metaverse Means for Customer Experience

Customer Think

The metaverse concept has captured the imagination of futurists for decades. With the advancement of blockchain technology, developing a fully-realized metaverse is becoming increasingly possible.

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Becoming a Unicorn Company: What Top Tech Startups do Differently

Force Management

If you’re a leader in a high-growth tech sector, you’ve probably heard the phrase “unicorn company.” It’s the dream of any tech startup – to reach a valuation of $1 billion without an IPO. But what do companies in this coveted spot have that puts them so far ahead of the competition?

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Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

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Contact Management Best Practices for Small Business

Apptivo

Manage contacts to manage business! Contact management: What is it? Benefits of Contact Management 4. Contact Management Best Practices for Small Business 5. Bottomline Manage contacts to manage business! It’s already Monday!

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Know Your Employment Value Proposition to Attract Top Candidates

The Center for Sales Strategy

When you’re doing it right, recruiting the best candidates for your open salesperson positions can take weeks or even months.

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Connecting Continuous Improvement to the Bottom Line: Webinar Recap

Kainexus

We recently had the honor of hosting Nick Katko, President and Owner of BMA and author of several books, including The Lean CFO - 2nd Edition and co-author of Practicing Lean Accounting , on a webinar with KaiNexus Senior Advisor Mark Graban, and Senior Director of Lean Strategy, Chris Burnham.

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Become a Trusted Sales Leader in 2023

Revenue Storm

At the beginning of each year, we traditionally reflect on our past and set goals for the future. As a sales leader, this is a good time also to reflect on our leadership and how we can build and drive a more successful sales team.

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A Deep Dive Into Supply Chain Strategy: Why Yours Isn't Working

Speaker: Michelle Meyer, Founder and CEO of MatterProviders

Michelle Meyer is here to walk you through the future of supply chain strategy, and why your current approach is probably not working. In this exclusive webinar, she will explore ways to develop and perfect your new supply chain design in this post-pandemic era of economic uncertainty.

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23 Customer Experience Practices You Should Stop in 2023

Customer Think

“Do more with less” may be more prevalent this year as some tech firms and many others trim their customer experience teams, programs, and the experience itself. But maybe this is the wrong path! Perhaps your customer experience management is on a misguided trajectory.

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Start the Year Strong: What Sales Leaders Are Doing Now

Force Management

As we close out a year of widespread economic uncertainty, many leaders are looking for ways to boost morale and prepare their teams to maintain or even recover revenue in a competitive market. The start of the year is an opportunity to capitalize on the mindset of a fresh start.

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Entrepreneurship vs. Employment — the Complete List of Pros and Cons

Hubspot Sales

So you have a brand-new business idea and you’re considering venturing out on your own. Before you take the leap, it’s time to take a careful look at entrepreneurship versus employment. Then, you can decide which path works best for you.

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The Best Recession-Ready Talent Strategy

The Center for Sales Strategy

During a recession, businesses must strategize their talent management to weather the economic downturn. Here are some of the best recession-ready recruitment tactics as it becomes harder to find talented people. recruitment talent bank

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Marketing-Led COVID-19 Growth Strategies: 2022 and Beyond

More than two years in, COVID-19 is far from over. Businesses are tasked with beating pre-COVID numbers, making marketing crucial. This is your time to create brand awareness, bring in the best leads, and play a vital role in new and existing profit.