Upland
JANUARY 26, 2023
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. We are a more connected, virtual, and tech savvy business world than ever before.
Customer Think
JANUARY 20, 2023
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. This leads to referrals and repeat purchases, further strengthening your business model.
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Kainexus
JANUARY 25, 2023
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. Fortunately, Lean business process management is ideally suited for this challenge.
Nutshell
JANUARY 31, 2023
As 2023 kicks off, we’re excited for the future here at Nutshell. We’ve got a long list of improvements in the works, and we’re looking forward to continuing to invest in our product, service, and customers while advancing our mission of helping businesses grow their revenue with powerful, easy-to-use sales and marketing technology. Recently, some of the big names in the CRM space have been cutting costs and announcing layoffs.
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.
Hubspot Sales
JANUARY 11, 2023
When it comes to events, many small business owners and sales reps struggle with the same challenge: Getting prospects and customers to attend. Yet, in-person or virtual event participation is often a critical component of networking, building relationships, and offering value to prospects ahead of a sale. Now, imagine a world in which you can offer all interested participants a ride to your latest store opening or conference, and only pay for the ride if they actually attend.
The Center for Sales Strategy
JANUARY 18, 2023
There are many habits that successful salespeople share. Some of the most common ones include: Setting clear goals. Time management. Planning. Persistence. Communication skills. Empathy. Adaptability. Continuous learning. Here are more detailed explanations from our experts at The Center for Sales Strategy.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Customer Think
JANUARY 26, 2023
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.
RAIN Group
JANUARY 16, 2023
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. Speaking to senior executives can be intimidating. Many sellers, when asked what’s holding them back from talking with the C-suite, say things like, "I don't feel comfortable," "I have nothing to offer to them," or "I'm
Apptivo
JANUARY 23, 2023
1. Centralize your knowledge 2. Keep it updated 3. Aspects of Updation 4. Allow customers and agents to give feedback 5. Make it semantically friendly 6. Write right 7. Analyze for insights 8. Summary “Can you please hold… while I check up on that information?” – Dreaded words to hear as a customer when contacting support. The longer the wait, the more frustrated the customer gets and even if the support executive solves that particular problem, the trust with the customer is likely to have been
Hubspot Sales
JANUARY 12, 2023
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. This guide is designed to share the pros and cons of both lifestyles. From there, you can make the critical decision between entrepreneurship and standard employment.
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
The Center for Sales Strategy
JANUARY 9, 2023
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. Here are some recruiting challenges I consistently face and some tips to overcome them.
MDI Training
JANUARY 10, 2023
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. You know it – sometimes you are leading an online meeting and you get the feeling that the participants do not pay enough attention to you. Even if the topics discussed seem exciting to you, it is sometimes simply not possible to keep everyone on the ball.
Customer Think
JANUARY 3, 2023
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. The third was the realization of digitalization, which altered how the world is connected thanks to the internet, computers, and mobile phones. However, the fourth revolution, which transformed how […].
SalesPop
JANUARY 21, 2023
In my last article, I discussed the vital importance of understanding customer preferences in sales , and provided examples from my own company of how this is done. Now, what about your preferences? How deeply do you evaluate your company’s preferences when selecting a platform or system? Let’s see how this should happen, and again we’ll provide examples from Pipeliner CRM.
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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.
Sales Gravy
JANUARY 4, 2023
On this episode of the Sales Gravy Podcast, Jeb Blount and Colleen Stanley discuss the importance of Reality Testing sales pipeline opportunities. **Please note that this episode was recorded in a restaurant in Milan Italy. The content quality is excellent. The sound quality not so much. Reality testing sales pipeline opportunities is an important step in ensuring the success of your sales efforts and the effective use of your time.
Hubspot Sales
JANUARY 17, 2023
Tech is one of the fastest-growing industries today. In fact, the number of technology startups has increased by 47% in the last decade — creating a need for competent salespeople. If you have an interest in tech — and an even greater interest in helping people — a career in tech sales could be a smart move. However, there are a few things you should know before diving in.
The Center for Sales Strategy
JANUARY 31, 2023
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. In essence, they were selling what they could accomplish for the client without ever knowing anything about them.
Kainexus
JANUARY 10, 2023
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. Whether your team works together in person or includes remote workers, daily huddles can help structure the effort to improve and standardize process operations.
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.
Customer Think
JANUARY 6, 2023
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. The merger of these technologies has the potential to significantly impact the future of customer experience (CX). They can transform how businesses interact with their customers, creating more personalized, immersive, […].
Force Management
JANUARY 19, 2023
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? Conventional wisdom points to a great product, but we know that’s not the whole story.
SalesPop
JANUARY 7, 2023
JR Butler is a Founder and CEO of Shift Group, a former D1 hockey athlete at Holy Cross, an early sales leader at Turbonomic, and a former CRO of Pillir. His company Shift Group is helping athletes, military vets, and candidates that want to transition into technology sales. In today’s expert insight interview, John and JR Butler discuss “Sales And Athletics.” This Expert Insight Interview Discusses: Why are athletes uniquely qualified to enter technology sales?
Hubspot Sales
JANUARY 9, 2023
How many times have you had this exchange with prospects? You say, “Hey there, how are you?” They respond, “I’m good, thanks. And you?" You say, “I’m good too, thanks for asking.”. Zzzzzzz. There’s nothing wrong with kicking off a conversation by asking how someone is doing, but it definitely won’t lead to any memorable dialogue. When you’ve only got a couple minutes to build rapport with someone, you don’t want to waste time on conversational fluff.
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.
The Center for Sales Strategy
JANUARY 16, 2023
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.
Kainexus
JANUARY 5, 2023
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. Every organization has unique needs and will need to adjust each method for their own environment, but the most popular techniques are flexible enough to be used by organizations of every size and in every industry.
Customer Think
JANUARY 30, 2023
“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. A warped or dusty lens causes poor vision.
Force Management
JANUARY 5, 2023
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. Your sales team is setting goals and habits for the new year, and SKOs and strategy sessions are shifting their approach.
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?
Brooks Group
JANUARY 10, 2023
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. Too many sales managers think their team has a closing problem, when in reality, they have a prospecting problem. Most salespeople believe the old adage: if you tell your story to enough people, some of them will buy.
Hubspot Sales
JANUARY 5, 2023
The software buyer's journey has shifted dramatically over the past few years. As G2's Director of SMBs, Mike Buscemi , puts it: "Software buyers today act like B2C consumers because they have so many options. There are hundreds of thousands of software vendors out there, and over 115,000 on G2. Buyers have an abundance to pick and choose from.". Which ultimately means the seller's journey is going to have to shift, too.
The Center for Sales Strategy
JANUARY 19, 2023
Starting a new job can be nerve-wracking, especially in sales, where the pressure is on to deliver results from day one. As a manager, it's your job to not only set your new hires up for success but also to ensure they are a good fit for your team and company culture. While experience and skills are important, don't underestimate the power of raw talent — it's often the key ingredient to a successful salesperson.
Kainexus
JANUARY 27, 2023
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.
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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