October, 2023

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5 Tips to Build Stronger Relationships in Account Planning

Janek Performance Group: Account Planning

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.

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Making your strategic planning practical – how much time should I spend?

CSSP

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.

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Unlocking Account-Based Sales: Is Your CRM Enough?

Revegy

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?

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3 Exceptional Examples of Strategic Planning in Higher Education

Envisio

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.

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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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Elevate Your Game: Strategic Prep for 2024

AchieveIt

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.

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Rethinking Enablement for the Future: The Power of Commercial Effectiveness Integration

Mike Kunkle

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.

More Trending

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Leadership conversation skills: SCARF model of neuroscience in social interactions, collaboration and relationships

Red Star Kim

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.

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How complexities prevent and improve employee and customer experience

Customer Think

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.

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6 Things You Need Before Entering Sales Negotiation

Sales Readiness Group

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?

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6 Phrases That Will Kill Your Sales Deal, According to HubSpot's Sales Director

Hubspot Sales

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.

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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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AARRR Growth Funnel

Flevy

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.

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CDPs with AI: The Smart Marketer’s Customer Experience Tool

NG Data

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.

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System review: CogniClick for instant, personalised research reports using AI

Red Star Kim

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.

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Using AI to Understand Customer Sentiment: Sentiment Analysis in Social Media

Customer Think

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.

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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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Insights from the SES Experience 2023: A Glimpse into the Future of Sales Enablement

Sales Readiness Group

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.

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10 Best Subscription Billing Software

Hubspot Sales

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?

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The Kraljic Matrix

Flevy

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.

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What is Customer Centricity and Why it isn’t the destination?

DemandFarm

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.

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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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Persuasive writing – Mindset, audience, headlines, key points and stories

Red Star Kim

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.

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B2B Companies are Paying Outrageous Costs for Marketing and Sales Misalignment

Customer Think

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.

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How to Choose the Best Sales Training Company For Your Business

Sales Readiness Group

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.

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5 Things Every Salesperson Should Know About Their Prospects, According to Advantexe Learning Solutions' CEO

Hubspot Sales

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.

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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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Mistakes from a Continuous Improvement Lens

Kainexus

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.

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Why Roleplay Is A Winning Sales Training Strategy

Sales Gravy

Why Roleplay Should Be A Key Part of Your Sales Culture In this podcast, Jeb Blount, Jeremy Olson, and Kristin Isaacson discuss the importance of role-playing in sales. They emphasize the need for leaders to create a culture of role-playing and accountability within their teams. They also highlight the benefits of role-playing in helping salespeople improve their skills, gain empathy for the customer's perspective, and build confidence.

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Telephone call challenges: Emotions, data, selling and follow up

Red Star Kim

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.

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Fixing a Toxic Culture

Customer Think

“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.

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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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How to Define Differentiation that Matters in a Changing Economy

Force Management

Competitive differentiation is at the core of every organization’s sales strategy. It’s why customers choose your solution and why sellers get excited about bringing your product to market. As markets change, though, customer needs change too. It’s possible that your differentiation may need to adapt to fit these changing customer behaviors.

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Can You See Who Viewed Your LinkedIn Profile?

Hubspot Sales

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.

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Mark Graban & Greg Jacobson Discuss Continuous Improvement and Customer Experience Design

Kainexus

In a recent podcast episode, Mark Graban and Greg Jacobson engage in a lively conversation on topics such as habit science, the upcoming conference sessions they will be participating in, their shared admiration for the Lean Leadership Podcast, and advice for those starting out in Lean Six Sigma or Continuous Improvement.

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4 Key Traits Of The Most Successful Sales Leaders

Sales Gravy

The Best Sales Leaders Share These 4 Traits On this episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams talks with Learnit CEO Damon Lembi about maintaining authenticity and integrity as a sales leader. They discuss the importance of doing the right thing, the four key traits for successful leadership (humility, curiosity, integrity, and courage), the significance of continuous learning and sharing knowledge with the team, and why organizations should invest in

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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.