Janek Performance Group: Account Planning

OCTOBER 25, 2023

In B2B selling, we often focus on new accounts. These build business and increase revenue. With that, it’s easy to neglect existing clients. We assume, if they’re buying, they don’t need attention. However, according to Altify: Companies receive 60 percent of their sales revenue from existing customers. When selling to existing customers, 56 percent achieve win rates greater than 50 percent.

Account Planning 52

Account Planning Decision-making Communication B2B 52

CSSP

OCTOBER 10, 2023

Sometimes it seems there are just two views of strategic planning: it’s either a one or two-day retreat, or it’s an all-consuming, constant exercise. The “strategy light” version – a one or two-day retreat, seems super practical, while the “heavy strategy” version – a constant or months-long excursion – seems far less doable. While these impressions are somewhat accurate, it’s a mistake not to examine the middle ground.

Banking 93

Banking Small Business Profitability Marketing 93

Revegy

OCTOBER 18, 2023

In the competitive B2B landscape, focusing on specific high-value accounts has proven to be a vital strategy for long-term success. Key accounts are identified as a company’s most valuable clients. They are the most likely to bring in big chunks of revenue and build lasting relationships. Unlike traditional sales methods that cast a wide net, […] The post Unlocking Account-Based Sales: Is Your CRM Enough?

CRM 64

CRM Sales B2B Account Management 64

Envisio

OCTOBER 25, 2023

The landscape of higher education is one of rapid change and innovation. Institutions are constantly challenged to adapt and plan strategically to ensure that they stay relevant, on-mission, and competitive. While current and prospective students are critical stakeholders for higher-education institutions, there is also a board of governors, a complex internal employee system of both educators and administrators, and the broader local community.

Innovation 52

Innovation Government Stakeholders Onboarding 52

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.

AchieveIt

OCTOBER 25, 2023

A quick look around outside reveals the leaves are beginning to fall and temperatures are starting to drop. For many in the business space, this means one thing: it is time to start annual planning for 2024. At the top of the priority list for each organization on a calendar year format is deciding the direction of their strategic plan for the upcoming new year.

Facilitation 52

Facilitation Healthcare Negotiation Decision-making 52

Mike Kunkle

OCTOBER 8, 2023

Introduction In today’s fast-paced and challenging business landscape, maximizing organizational success hinges on seamless coordination across various functions. Nowhere is this truer than with the commercial organization. At the core of this synergy lies a concept that wields immense influence in driving revenue and ensuring organizational performance – cross-functional Commercial Effectiveness.

Customer Experience 304

Customer Experience Decision-making Profitability Marketing 304

Red Star Kim

OCTOBER 1, 2023

I first mentioned SCARF in an article about neuroscience and leadership Leadership: Lessons from Star Trek and Neuroscience – Kim Tasso back in 2012. There David Rock talked about the neuroscience of leadership – the need to still your mind, improve emotional regulation, watch non-verbal signals and take care with feedback. On feedback he mentioned research by Naomi Eisenberger showing that the brain treats social pain much like physical pain.

Leadership 147

Leadership Emotional Intelligence Performance Review Communication 147

Customer Think

OCTOBER 11, 2023

Posted originally at [link] How complexities prevent and improve employee and customer experience Is your organisation losing value and capacity to complexity? In this article we provide a short framework for understanding some of the most common sources of complexity in any organisation.

Customer Experience 126

Customer Experience 126

Sales Readiness Group

OCTOBER 30, 2023

SRG had the privilege to witness the evolution of sales enablement at the SES Experience 2023. Marking our fifth year at the event, this edition was truly distinctive. Here are some highlights and a sneak peek into the paradigm shifts in the sales enablement arena as we move into 2024.

Sales 118

Sales 118

Hubspot Sales

OCTOBER 23, 2023

Welcome to “The Pipeline” — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders Top salespeople are successful because they sweat the details. They probe for pain, help their prospects, and run effective sales calls. They listen closely to what their prospects say, effectively determine the right solution, and ask for help when they need it.

Sales 107

Sales Value Proposition Decision-making Communication 107

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

B2B

Brooks Group

OCTOBER 11, 2023

Planning your sales kickoff or national sales meeting? After you choose the date and venue, your next question may be who you should ask to deliver the keynote—and what you want them to talk about. Your sales keynote speaker will set the tone for the rest of the event. A great speaker can help motivate your sales team, elevate your mission, and drive results.

Sales 105

Sales Sales Training Meetings Media 105

Flevy

OCTOBER 5, 2023

Growth Hacking is neither “scoring some quick wins to kick-start growth” nor “breaking into something one should not.” It is an important element of Marketing aimed at organizational growth. The term Growth Hacking was first coined by Sean Ellis—a startup advisor, angel investor, and entrepreneur—in 2010 to think beyond traditional Marketing and add a methodical, scientific approach to it.

Acquisition 103

Acquisition Investors Digital Transformation Profitability 103

Red Star Kim

OCTOBER 25, 2023

CogniClick is a nifty system (backed by an expert team) to enable you to conduct fast, quick polls and pulse surveys amongst your clients and stakeholders and to also develop maturity assessments and similar thought leadership content. It has the potential to transform client communications, fast-track the generation of research and thought leadership and fuel content management campaigns.

Banking 130

Banking Artificial Intelligence Cybersecurity Key Account Management 130

Customer Think

OCTOBER 10, 2023

Social media platforms have become the epicenter of communication, opinion-sharing, and customer interaction. With millions of users expressing their thoughts and feelings on various topics every day, social media has evolved into a treasure trove of unfiltered, real-time data.

Media 121

Media Communication 121

Advertisement

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.

Meetings

Sales Readiness Group

OCTOBER 16, 2023

In the modern, competitive sales landscape, negotiation is no longer simply about price. It is about value. Smart sales professionals know that a deep understanding of how the deal will unfold and who will be involved is crucial to setting yourself up for a successful negotiation. But what are the key elements you should focus on before entering into negotiations?

Negotiation 118

Negotiation Sales 118

Hubspot Sales

OCTOBER 10, 2023

How do you keep a customer? In 2023, thousands of businesses are retaining clients with subscription models , which drive recurring revenue and can foster long-term customer relationships. As subscription-model popularity grows, it's vital for organizations to implement the right billing software to effectively manage recurring revenue. In this blog post, we'll highlight the best subscription billing software on the market and help readers asking: What is subscription billing software?

Software 108

Software Software Banking Value Proposition 108

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Companies with a formal sales coaching strategy reach 91% quota attainment , on average.

Sales Management 103

Sales Management Management Sales Meetings 103

Flevy

OCTOBER 23, 2023

The procurement function in most organizations deserves more attention than it gets. Most executives associated with procurement lack the competencies and perspectives required to identify gaps and effectively manage the function. This paucity of attention and capabilities is a certain path to extinction in this age of abrupt supply and demand shifts, intense competition, material and resource scarcity, and political turmoil.

Supply Chain 102

Supply Chain Procurement Suppliers Digital Transformation 102

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.

Sales

Red Star Kim

OCTOBER 20, 2023

At the October PM Forum writing workshop we welcomed delegates from law, accountancy and forensic firms to the City offices of Simmons & Simmons (thank you for hosting!). The workshop covered writing basics, the psychology of persuasive writing and how best to adapt to different media and channels. We explored writing from professional services firms and looked at how to improve our firms’ written content.

Media 130

Media Communication Marketing Digitalization 130

Customer Think

OCTOBER 9, 2023

There’s a lot of talk about the differences between demand creation (marketing), demand capture (sales), and brand (marketing). B2B companies’ approach each of these as if each needs its own strategy implemented separately, with different teams carrying the responsibility for each function. Quite often these teams work in silos.

B2B 119

B2B Marketing Sales Digitalization 119

Sales Readiness Group

OCTOBER 2, 2023

Choosing the best sales training company for your business is more than just a decision. It is an investment in the future success of your sales team. But what makes sales training such a crucial component of this process? Let's explore the benefits of sales training and key considerations for finding the best sales training company.

Sales Training 118

Sales Training Decision-making Sales 118

Hubspot Sales

OCTOBER 16, 2023

Networking on LinkedIn brings you something a cocktail hour doesn’t: data. So you might be wondering, who viewed your LinkedIn profile? Well, you can find out. However, it’s what you do with the knowledge that matters. In this article, we‘ll dive into how you can see your profile views. You’ll also learn how you can increase your visibility. Let's dive in.

Publishing 106

Publishing Marketing Media Management 106

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.

Supply Chain

Kainexus

OCTOBER 11, 2023

Most of us have memories of playing the game of catch either as children or with our children. I really shouldn’t call it a “game” because there are no winners and losers. There is no defense because everyone is on the same side. One participant tries to deliver the ball to the other in a way that they will be able to grab and return it. The ability to catch and throw a ball is important because it is a foundation for success in many other, more complex sports.

Decision-making 100

Decision-making 100

Brooks Group

OCTOBER 13, 2023

Sales training is essential to your company’s success. It’s a powerful tool for developing the full potential of every sales professional on your team. However, not all sales training programs are created equal, and the success of your sales training initiative is due in large part to the individual delivering it—and the approach they take.

Facilitation 98

Facilitation Sales Training Sales Decision-making 98

Red Star Kim

OCTOBER 19, 2023

Accountants, lawyers, paralegals, patent attorneys and financial advisers (both professional advisors and dedicated business development professionals) joined me at an MBL workshop on telephone skills for client service and selling. We explored the fundamentals of relationships, managing inbound calls and planning outbound calls. This article supplements the learning resources from the session.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Customer Think

OCTOBER 28, 2023

“You wake up every morning and drag yourself into the office. You know there’s a reason you drag and don’t skip. The thought of being in your office makes your stomach turn, and you wake up every morning checking your temperature to determine if today might be a sick day rather than a work day.

Leadership 116

Leadership 116

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?

Sales

NG Data

OCTOBER 19, 2023

Say goodbye to manual data analysis and complicated spreadsheets – artificial intelligence (AI) is here to help us work smarter! We can breathe a sigh of relief in the customer experience (CX) space, as evolving customer expectations, complex data sets, and stretched resources mean there’s a need for intelligent, agile solutions. There’s real value in using a CDP with AI-driven functionalities.

Customer Experience 98

Customer Experience Artificial Intelligence Banking Leadership 98

Hubspot Sales

OCTOBER 9, 2023

Over the years, many organizations have invested in a new selling methodology that has evolved the sales approach from strategic selling to "challenging" prospects. But the organizations that adopt this strategy often run into one particular hangup — their sales professionals lack the business acumen skills needed to ask challenging questions and understand the answers they prompt.

Shareholders 103

Shareholders Value Proposition Profitability Decision-making 103

Kainexus

OCTOBER 12, 2023

Continuous improvement, often called Kaizen, is a fundamental concept in manufacturing that emphasizes the ongoing, incremental enhancement of processes, products, and operations. It involves a culture of constant vigilance for inefficiencies and a commitment to making minor, regular improvements. In manufacturing, continuous improvement is vital as it leads to increased productivity, higher product quality, reduced waste, and cost savings.

Manufacturing 99

Manufacturing 99

DemandFarm

OCTOBER 3, 2023

Customer-centric companies are 60% more profitable than companies that aren’t. And, this isn’t just a fleeting initiative, it’s a never-ending journey that has a set of philosophies and practices. What does customer-centricity truly mean? In a digital-first world, where personalization and understanding of customer needs are paramount, customer centricity is about providing personalized, connected customer experiences across all channels — before, during, and after every transaction.

Decision-making 98

Decision-making Innovation Customer Experience Profitability 98

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.

Negotiation