Account Manager Tips

MARCH 28, 2024

Unlock the secrets of key account management with must-read books that reveal how to master every challenge. To be the best, you have to learn from the best.

Key Account Management 244

Key Account Management Account Management Management 244

Red Star Kim

MARCH 4, 2024

Sadly, this topic still comes up occasionally during training workshops. Many people have suffered at the hands of a line manager who wants to know in detail what is happening and to control everything. It can be frustrating and disempowering. But there are potentially several reasons for this behaviour – some to do with your manager, and some to do with you.

Management 147

Management Communication Leadership Digitalization 147

Zendesk

MARCH 13, 2024

Zendesk announced today that it will acquire Ultimate, an industry-leading provider of service automation, to deliver the most complete AI offering for customer experience (CX) in the market. The latest CX Trends data shows that unprecedented demand for AI is driving up the speed and frequency of customer engagement. In this new era of AI-powered CX, AI agents can push beyond traditional bot capabilities to help brands transform service into a competitive advantage.

Acquisition 138

Acquisition Customer Experience Innovation Business Growth 138

Nutshell

MARCH 25, 2024

Regardless of your business type or industry, a well-thought-out and structured client onboarding process is the secret to long-term customer retention. It’s where the rubber meets the road, and the initial relationship you’ve built with your customer before their purchase is put to the test. You may think that your welcome and monthly check-in emails are enough to keep your clients satisfied.

Client Onboarding 127

Client Onboarding Onboarding Customer Experience CRM 127

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.

The Center for Sales Strategy

MARCH 7, 2024

In this episode, we’re once again consulting the latest Media Sales Report by The Center for Sales Strategy. Today, we’re asking the question, “Why are so many media sales managers lacking superstar talent?” Joining Matt to answer that question and more is the amazing Beth Sunshine, SVP/Talent Services here at CSS and the head of Up Your Culture, a division of CSS focusing on company culture and employee engagement.

Media 130

Media Sales Management Management Sales 130

SBI Growth

MARCH 7, 2024

If you have been following our podcast and latest blogs, you would have heard many of our experts talk about how talent initiatives are the quickest way to drive growth. This is a particularly good strategy to turn to in situations where a company needs fast returns and cannot afford to wait for longer-term strategies to take effect—for example, with companies that need to manage EBITDA or in companies that are struggling to meet the growth objectives set by their private equity owners.

Meetings 126

Meetings Management Marketing 126

Customer Think

MARCH 13, 2024

Despite living in an era data is heralded as the new currency, a counterintuitive movement is gaining momentum among forward-thinking marketers and CX professionals: data minimization.

Marketing 119

Marketing 119

Zendesk

MARCH 13, 2024

Bitly’s links and QR codes may be everywhere, but chances are you’ll find the company’s Global Head of Customer Support, in one of two places: running support experiments from his home office or collaborating with other leaders in his favorite community group, Zendesk for Startups. “That’s kind of the first place I go to when I’m saying, ‘hey guys, I’m going to test out turning off our chatbot for a bit,’” he said.

Prioritization 113

Prioritization Meetings 113

Revegy

MARCH 29, 2024

In today’s competitive business landscape, optimizing sales processes is essential for driving revenue and sustaining success. Sales enablement software offers a strategic advantage by empowering businesses to streamline operations, track performance, and make data-driven decisions. However, with a myriad of options available, finding the right solution can be daunting.

Software 105

Software Software Sales Decision-making 105

The Center for Sales Strategy

MARCH 25, 2024

The 5th Annual Media Sales Report asked salespeople where their jobs are getting easier and where they are harder. 31% of salespeople responded that renewing clients is more challenging than ever before. It's indeed crucial to recognize the evolving dynamics of client renewals in today's market landscape. With the increasing options available to clients, retaining them has become more challenging and important than ever before.

Media 114

Media Marketing Sales 114

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

SBI Growth

MARCH 1, 2024

CEOs want to retain the playmakers and managers that have proven themselves in the past. But for many companies, their talent may now be holding them back. It goes beyond tech augmentations and enablement, it is the fundamental hiring framework that is flawed. How has sales evolved from the past, and what should leaders look for when finding new talent?

Management 127

Management Sales Marketing 127

Account Manager Tips

MARCH 27, 2024

Discover how to achieve exceptional account growth with proven strategies, even in economic downturns. Transform challenges into opportunities.

Account Growth 130

Account Growth 130

Customer Think

MARCH 11, 2024

In talking to fellow customer marketers at the recent CustomerXCon 2023 conference held in Boston, it became clear that our charters and roles as marketers continue to evolve and change.

Prioritization 119

Prioritization Marketing 119

RAIN Group

MARCH 20, 2024

Selling is about the whole experience from the first conversation to signing on the dotted line. One wrong move or poor interaction can drive buyers away. The best sellers strive to deliver value in each interaction, leaving the buyer wanting more and turning to them for advice. What’s more, the best sellers tend to have strong skills across the sale cycle.

Sales 105

Sales 105

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

Hubspot Sales

MARCH 11, 2024

Time is money, and that’s doubly true when you work with customers. For the last six years, I’ve been an avid user and champion of using async video in my day-to-day as a seller — well before joining Loom to lead its Sales and Customer Success teams. I’ve seen the benefit of async video messages to close deals and build prospect relationships as both a quota-carrying seller and a sales team leader.

Sales 105

Sales Meetings Stakeholders Customer Success 105

The Center for Sales Strategy

MARCH 13, 2024

Think for a minute about the very best leader you ever had. Then, think about the worst. Likely, you have definite feelings on both. How did you feel when you moved on from the job with that very best leader? You probably had second thoughts and wondered if you could have made that position work for you despite changing circumstances. What about that worst manager?

Sales 117

Sales Management Leadership 117

SBI Growth

MARCH 10, 2024

In today's dynamic commercial environment, accelerating the sales cycle is not just a goal but a necessity for thriving in a competitive market. The landscape has evolved, with buying behaviors becoming increasingly conservative and consensus requirements reaching new heights. The challenge? Many sellers find themselves poorly equipped to navigate these changes effectively.

Sales 118

Sales Marketing Sales Training 118

Strategic Planning and Management Insights

MARCH 19, 2024

What factors are really holding women back from moving forward in their careers? More importantly, what can you do about it if you find yourself in that position? We talk about all these things and more with our high-caliber guests who promise to deliver nothing but goodness. PepsiCo COO Grace Puma and former Nike President of Consumer Direct Christiana Smith Shi are the authors of the book, Career Forward: Strategies from Women Who’ve Made It.

Prioritization 103

Prioritization 103

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

Customer Think

MARCH 7, 2024

Employee experience (EX) goes hand-in-hand with customer experience (CX). It’s like the chicken and the egg: which comes first? Neither. Both rely upon one another for existence. EX and CX are immature fields of practice. That’s true in every industry and nation.

Customer Experience 112

Customer Experience 112

Planview

MARCH 8, 2024

Nearly 115 years ago, Clara Zetkin set a vision: that every country, every year, would celebrate women on the same day. The group that Zetkin rallied in Copenhagen then — about 100 passionate women from 17 countries — has grown exponentially. In fact, International Women’s Day (IWD) is now an official holiday in more than 25 countries, with thousands of marches, debates, concerts, and talks taking place each year.

Banking 105

Banking Government Innovation Leadership 105

Hubspot Sales

MARCH 18, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable insight from real sales leaders. This week's installment comes from Arash Asli, CEO of Yocale. Want more “Pipeline” Content? Subscribe to our newsletter. Research shows there is a weapon you can use to increase your sales performance — a sales strategy that's effective no matter where you work or what you sell.

Advertising 103

Advertising Sales Marketing 103

The Center for Sales Strategy

MARCH 11, 2024

The word “superstar” has a wide range of meanings for all of us. It might bring to mind a famous athlete or celebrity or someone we consider at the top of their game and well-known for their track record of success. But if there is one common thing every organization needs for success, it’s to have at least one sales superstar on their team. These are the sales stars who not only meet targets but also exceed them.

Sales 117

Sales Meetings Organization 117

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

FinListics Solutions

MARCH 6, 2024

In the rapidly evolving landscape of enterprise sales, success hinges on a deep understanding of client insights. Our Seven-Step process for developing client insights is a smart roadmap for sales professionals navigating this complex environment.

Sales 105

Sales 105

Force Management

MARCH 14, 2024

If you’re leading an organization that’s selling a solution, whether in an established market or a new vertical, you’re competing for your buyers’ attention. The competition is high – we are all faced with hundreds of sales messages each day. Successful sales organizations know how to consistently rise above the noise and command greater market share.

Communication 101

Communication Organization Marketing Sales 101

Customer Think

MARCH 29, 2024

Integrating a customer relationship management (CRM) system with QuickBooks, an accounting solution, can greatly benefit small and medium-sized businesses (SMBs). The integration can provide a centralized platform to manage customer relationships and sales processes, track expenses and generate financial reports.

CRM 105

CRM Decision-making Management Sales 105

Revegy

MARCH 18, 2024

According to John Arnold, Principal Analyst at Forrester, technology and business decision-makers in sales are almost twice as likely as their marketing counterparts to say that marketing teams work independently of other internal functions. Furthermore, a mere 10% of sales and marketing leaders report that their sales reps receive high-quality leads.

Marketing 98

Marketing Sales 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

Hubspot Sales

MARCH 4, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. This week‘s post comes from five winners of HubSpot’s Modern Sales Leader 25 award. Recently, HubSpot presented the inaugural Modern Sales Leader 25 award — a distinction recognizing 25 sales and revenue pioneers, working at the forefront of their fields.

Leadership 103

Leadership Construction Prioritization Sales 103

The Center for Sales Strategy

MARCH 21, 2024

In this Quick Take episode, Matt wraps up our coverage of The 5th Annual Media Sales Report by spending a few minutes thinking about what this year’s findings can tell us about the future of the media sales industry. In short, you’ll find that while obstacles are ever-present and, in many cases, more difficult than ever, media sales managers and salespeople alike seem to be up to the challenge.

Media 114

Media Sales Sales Management Management 114

FinListics Solutions

MARCH 11, 2024

Continuing our exploration of goal setting and executive compensation in our last blog, let’s delve deeper into FinListics’ Seven-Step Process for Developing Client Insight, that is reshaping enterprise sales.

Stakeholders 102

Stakeholders Sales 102

Strategic Planning and Management Insights

MARCH 22, 2024

Incorporating OKRs in strategy planning provides an effective framework that drives growth, aligns your goals, and tracks your progress.

111

111

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Marketing