May, 2024

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Introducing the Upland Altify 9.12 Spring ‘24 Release

Upland

The Upland Altify 9.12 Spring ‘24 release contains major enhancements to transform the customer experience with Altify’s Salesforce-native products, creating a simpler, smarter, and more connected solution. The 9.12 Spring ‘24 upgrade offers sellers simplified and streamlined workflows and optimized user interfaces, smarter in-product guidance, better data readability, and improved connectedness.

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The Upcoming Impact of AI on Enterprise Technology Design: Enhancing CX and Business Outcomes

Customer Think

The Upcoming Impact of AI on Enterprise Technology Design: Enhancing CX and Business Outcomes Source article: [link] Introduction Artificial Intelligence is revolutionizing enterprise technology, and will redefine enterprise software design, and transform how businesses enhance customer, user experiences and drive business outcomes.

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5 Productive Lead Sources for Fast Revenue

The Center for Sales Strategy

As a sales manager, you know the frustration of watching your pipeline slow down to a trickle. When you need a boost of new opportunities to drive revenue quickly, it's time to look beyond your typical marketing channels. Here are five lead sources offering a "short route to revenue" to help fill your funnel quickly.

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7 'Under-the-Radar' Traits of Top-Selling Sales Reps, According to Sales Leaders

Hubspot Sales

We all know the “obvious” traits high-performing sales reps exhibit. I‘m sure you’ve read plenty about the value of qualities like empathy, ambition, and confidence throughout your career — but you didn't click on this headline because you want to hear more about those conventional, played-out traits. Now, did you? No, you're here for some novel, wild, “Who'da thunk it?

Sales 97
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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.

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Introducing Easier Data Imports With Import2

Nutshell

If you’re switching CRMs, the best way to see if a new platform will work for you and your team is to import data so you can see what it’s like to communicate with contacts, track leads, and complete other daily tasks like logging phone calls. However, importing your actual contact and sales data into another CRM can seem daunting. That’s why we’ve partnered with Import2 to make getting your company’s customer and sales data into Nutshell even easier.

CRM 87
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How MEDDICC Helps Win with Decision-Makers

Force Management

MEDDICC is an industry standard for determining the strength of a deal and charting the path to get the deal closed. Many times, deal qualification can hinge on whether your team can identify the Economic Buyer and build enough influence in the organization to both access and evangelize them. But the power of MEDDICC for influencing deal decision-makers extends far beyond the “E” in the acronym.

More Trending

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CX Design Part I: How Leading Enterprise Tech Firms Overcome Complex Challenges

Customer Think

Article source: [link] Simplifying CX Design: How Leading Enterprise Tech Firms Overcome Complex Challenges Part I Seamless customer experiences and clear interfaces are two key elements leveraged by successful tech enterprise to generate adoption, with design being the key to overcoming solution complexity.

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Overcoming Challenges in Converting Prospects

The Center for Sales Strategy

Salespeople, even great salespeople, sometimes have trouble closing the deal. Getting to yes is often the hardest part of the sales process. How hard? As many as 57% of salespeople reported difficulty converting prospects into customers. If your team is having trouble with conversions, the first thing to do is figure out why.

Sales 115
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Sales and Emotional Intelligence: How to Hire Your Next Top Performer

Brooks Group

Sales and emotional intelligence go together like skiing and snow. You can’t do the first well if you don’t have the second. Since the 1960s, emotional intelligence has been recognized as a critical component of both personal and professional success. Yet many sales leaders focus on building their team’s hard skills and neglect sales emotional intelligence or “ soft skills.

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Building a Dynamic Business Operating Model

Aepiphanni

Building a resilient business operating model that decentralizes decision-making, increases productivity and results in greater employee satisfaction.

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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

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Reduce Churn and Drive Renewals with Customer Success Alignment

Force Management

Customer Success (CS) is a critical component of a successful customer engagement process. Growing revenue requires your organization to be cross-functionally aligned on buyer value and solution differentiation before and after the sale. Capturing that value after the initial deal is essential for driving recurring revenue and expansion opportunities within accounts.

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Altify and Salesforce and What’s Next for Simplified Selling with AI

Upland

The B2B sales landscape is undergoing a seismic shift. Altify and Salesforce, two titans of the CRM and sales effectiveness world, are partnering down to deliver a potent blend of AI innovation that promises to redefine how businesses close deals. But with talk of “Sales AI” reaching a fever pitch, a critical question begs an answer: what’s next?

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Mastering the Digital Landscape: Crafting a Winning Social Media Marketing Strategy in 2024

Customer Think

In the ever-evolving realm of digital marketing, social media continues to reign supreme as a powerhouse platform for engaging with audiences, building brand presence, and driving business growth. As we navigate through 2024, staying ahead of the curve requires a keen understanding of emerging trends, strategic insights, and innovative tactics.

Media 124
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6 Steps to Improve Your Employer Brand and Boost Recruitment

The Center for Sales Strategy

In the travel industry, you want to be a “destination of choice,” meaning you are highly preferred or sought after by travelers for your attractions, amenities, and experiences. As an employer, you want the exact same thing. But what does that mean for you? How can you be a destination of choice? Remember, beauty is in the eye of the beholder. While one person might seek the rich history and cultural landmarks of London rather than the commercialization and street vendors of New York’s Times Squ

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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.

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Entrepreneurial Competency: What it Is & Why it Matters

Hubspot Sales

Let’s talk about emotional resilience — that’s the ability to respond to stress, unpredictable outcomes, and setbacks. Why do I bring this up in the context of entrepreneurship? Sometimes, life just happens. No matter your niche, product, or service, and no matter how prepared you are, your business will throw you a curveball. That simple fact makes emotional resilience a cardinal competency to master as an entrepreneur.

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Your Buyers are Evolving: Here’s How to Get Ahead

SBI Growth

The buying environment faced by many sellers today is volatile: it almost seems as if the once-reliable commercial approaches no longer apply. But for CEOs and GTM leaders looking to capture the immense growth potential in 2024, it’s time for them to consider a revolution in how their companies approach their customers' shifting concerns and expectations.

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How to Help Your Sales Team Give More Impactful Product Demos

Force Management

The product demo is an important part of any sales process, but they can also be a tricky stage to navigate while maintaining a value selling approach. We often advocate for sellers to move away from the 'features and functions' conversation in favor of discussing business problems and solutions. The demo is a time to discuss both. That can be a difficult balance to strike, especially when selling complex technical solutions.

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The Business Success Impact of Digital Transformation | KaiNexus

Kainexus

The digital business model transformation is a profound shift in how businesses operate, driven by integrating digital technologies across all aspects of an organization. This process fundamentally changes traditional business models of how companies deliver value to their customers, engage with stakeholders, and conduct internal operations. The transformation includes various technological advancements, such as cloud computing, artificial intelligence, big data analytics, the Internet of Things

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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.

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What Global Brands Get Wrong About the Customer Experience

Customer Think

There’s a universal truth the world over — bad experiences turn customers away. But the rate of churn after a disappointing encounter isn’t equal across the globe. Customers in some regions are less forgiving after a poor interaction.

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Enhancing Sales Collateral Quality to Boost Conversions

The Center for Sales Strategy

Are your sales reps dissatisfied with the quality of your company's sales collateral? You're not alone —the Media Sales Report found that 46% of salespeople are "not sure" or "dissatisfied" with their collateral materials. This is a major missed opportunity, as high-quality sales collateral plays a crucial role in driving conversions.

Sales 108
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10 Best Etsy Alternatives to Sell Your Crafts

Hubspot Sales

With nearly 90 million active buyers , Etsy is one of the biggest ecommerce marketplaces for vintage and handmade products. Etsy used to be my go-to source for unique crafts and gifts from independent small businesses and mom-and-pop shops. Over the years, I’ve even dabbled in selling jewelry and vintage on Etsy, so I’ve seen how the marketplace works from both sides.

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How to Become a Trusted Advisor in Sales

Sales Gravy

On this episode of the Sales Gravy podcast, Jeb Blount sits down with sales coach Cheryl Parks to discuss why modern sales professionals need to shift from traditional selling to a more consultative and insightful approach that leverages business acumen, industry knowledge, and the right questions. You'll learn the keys to differentiating yourself and gaining a competitive advantage by becoming a trusted advisor.

Sales 84
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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.

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3 Actions to Grow Recurring B2B Sales Revenue

Force Management

In our recent webinar with Force Management Managing Director and Facilitator Brian Walsh, an audience member posed a question that we hear often in our work with B2B sales organizations:

B2B 82
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Be Ready to Dominate Your Executive-Level Sales Meetings … From the Start

FinListics Solutions

ClientIQ's Journeys is an innovative, step-by-step guided experience designed to streamline the sales process from prospecting to meeting preparation

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CX Design: What Can Companies Do to Compete with Tech Giants? – Part II

Customer Think

CX Design: What Can Companies Do to Compete with Tech Giants? – Part II Medium and small players entering markets dominated by giants like SAP, Oracle, and Salesforce face some substantial challenges, with significantly fewer resources at their disposal. However, they also have unique opportunities to differentiate themselves and capture market share.

Marketing 100
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Optimizing Your Omnichannel Experience for Better Sales Performance

The Center for Sales Strategy

An effective omnichannel strategy integrates various channels, ensuring a consistent and personalized customer journey that leads to better brand recognition, customer satisfaction, and increased conversions. As sales cycles embrace a hybrid model, the buyer's journey now spans multiple physical and digital touchpoints before making a purchase. To optimize the omnichannel experience and foster customer retention, it's crucial to understand customer expectations, map their journey, leverage data

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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?

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Your Guide To Choosing The Right Payment Processor in 2024

Hubspot Sales

Most of us have heard the phrase, “cash is king”. But for small business owners these days, payment processors are the Ace—as non-cash payment preferences continue their prolific rise. According to new research , Gartner expects that 80% of B2B sales interactions will occur on digital channels by 2025. In order to remain competitive, small business owners need an efficient, reliable way to process non-cash payments.

Banking 88
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Growth Risks 2024: B2B Buying Behaviors are Evolving

SBI Growth

An improving economic outlook for 2024 presents a golden opportunity for CEOs to capitalize on rising demand: 87% of surveyed CEOs see growth as a core element of their value creation strategy this year. However, buying behaviors are also changing, and not all companies are prepared to overcome the new challenges created by a dynamic buying environment, slowing growth and potential revenue capture.

B2B 71
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Financial Forecasting: What it Is, How to Do It, And Why It’s Important for Every Business

The Great Game of Business

In our personal lives, we are terrible predictors of our future selves. Uniformed, we buy houses based on a salary we believe will only increase. We buy cars thinking the price of gas will stay the same. We subscribe to memberships and services thinking we’ll always use them. We constantly seek stasis in a world that is constantly changing.

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Are Your Sales Strategies Outdated? Here's How to Win

FinListics Solutions

Today’s market is unforgiving. Sales teams that lack a profound understanding of their customers’ industries, key metrics, and financial priorities are not just at a disadvantage, they're at risk of being left behind. Without a strategic grasp of how to proactively showcase how their solutions positively impact a customer’s financial goals and add value, many sales organizations are not just struggling, they're sinking.

Sales 82
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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.