DemandFarm

AUGUST 28, 2023

What happens when three industry leaders gather on a Zoom call? You get expert commentary, game-changing insights, hilarious anecdotes, and valuable lessons that will reshape your approach to customer interaction! Join Joshua Gregg – President, Americas at DemandFarm , as he catches up with Maria Dominguez – PM Global Account Management, DHL , and Russ Sharer – CSO, Brooks Group , for an unfiltered conversation.

Account Management 52

Account Management Digitalization Global Accounts Management 52

LinkedFusion

AUGUST 27, 2023

Account-based marketing is a marketing tactic that is sales-oriented. Generally, marketing strategies generate leads, and then sales teams try to convert them. But the same is not the case with account-based marketing. With account-based marketing, the efforts of sales and marketing are aligned to convert leads. The thing that differentiates account-based marketing is that first the target audience is determined, and then the marketing material is used to bring them into the sales pipeline.

Marketing 52

Marketing B2B Client Relationships Organization 52

Mike Kunkle

AUGUST 30, 2023

In the ever-evolving landscape of business, the Sales Enablement profession has reached a pivotal crossroads. To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability. They must show that they can make an impact with enablement and move the needle on the metrics that matter most.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Upland

AUGUST 29, 2023

Buying intent , also known as purchase intent, refers to the likelihood and inclination of a potential customer to make a purchasing decision. It encompasses the motivation, need, and desire behind any activity. It drives individuals and organizations to explore, evaluate, and invest in a product or service. For example, regarding technology and gadgets, smartphones and laptops/PCs have the highest purchase intention (34% and 25%, respectively).

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

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

AUGUST 30, 2023

Post-pandemic, both large and small businesses have realized that a large portion of the work performed by employees can be done remotely. Yet, many are faced with hard choices concerning their physical spaces. Pre-pandemic economic prosperity offered many facilities the opportunity to expand, renovate and even build new facilities from the ground up.

Remote Working 52

Remote Working Leadership Construction Small Business 52

Red Star Kim

AUGUST 31, 2023

To support my training courses and workshops, I keep an eye out for interesting marketing and business development case studies. Today I summarise professional services marketing/BD case studies – Moore Kingston Smith, Mazars, Fladgate, Travers Smith, Mills & Reeve. There are case studies of thought leadership, branding, pricing and strategy.

Marketing 130

Marketing Leadership Government Logistics 130

Upland

SEPTEMBER 1, 2023

Guided selling is a modern sales approach that combines technology, data analytics, and personalized interactions to assist customers in making well-informed purchasing decisions. Unlike traditional methods, where customers navigate the buying process independently, guided selling provides tailored recommendations and guidance throughout the customer journey.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

The Center for Sales Strategy

AUGUST 31, 2023

You did it! You finally built a great sales team! They are destroying their budgets, the team challenges each other but gets along beautifully and they are a delight to manage. And then… someone quits. Maybe more than one. What happened?! According to the US Bureau of Labor Statistics, as of May 31, 2023, there were 9.8 million job openings across industries, and the number of people voluntarily quitting their jobs rose to 4 million.

Sales 125

Sales Management 125

Red Star Kim

AUGUST 29, 2023

The EAST framework was developed by the Behavioural Insights Team (BIT) in 2012 to help policy makers promote change. BIT is the world’s first Government institution dedicated to the application of behavioural sciences. It helps you apply behavioural science to increase the likelihood of your proposed behaviour change being effective. How might we use the EAST framework for behavioural nudges in marketing?

Management 130

Management Marketing Decision-making Government 130

Sales Readiness Group

AUGUST 30, 2023

Are you looking to maximize your team's performance? Dive into the four pivotal sales management styles—Directing, Selling, Participating, and Delegating—and learn how to strategically apply each one to elevate your leadership and boost those sales numbers. Don't just manage—lead with impact and flexibility!

Sales Management 127

Sales Management Management Sales Leadership 127

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

Upland

AUGUST 30, 2023

The term “ Bottom of the Funnel ” (BOFU) refers to the final stage in the marketing funnel. This is where prospects are on the cusp of becoming customers. It represents the culmination of their journey, where they have progressed through the earlier stages and are now highly engaged and ready to make a purchase. In the ever-evolving digital marketing landscape, understanding and optimizing the customer journey is paramount for business success.

Decision-making 195

Decision-making Software Software Retail 195

Account Manager Tips

SEPTEMBER 1, 2023

Is inadequate software failing your team? Learn how to strategically evaluate, select, and implement tools that empower your key account managers to succeed.

Key Account Management 113

Key Account Management Account Management Management Software 113

Customer Think

AUGUST 30, 2023

Our focus in B2B is on how we design experiences that plug into positive emotions to build credibility, trust, loyalty and high lifetime value. We’ve known for years that emotion has an out-sized influence on buying decisions and customer relationships. It’s storytelling that brings out the emotions that motivates a customer. Rationality matters.

B2B 123

B2B Customer Experience 123

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members. Even if your sales team is already driving good results, establishing a sales process or improving your existing one can take your business to the next level of growth.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

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

The Center for Sales Strategy

AUGUST 30, 2023

Every sales manager has an onboarding procedure for new reps, beginning with day 1. Do paperwork, have lunch with the boss, shadow some veteran salespeople, start building a prospect list, etc. The first 30, 60, and 90 days of onboarding new sales reps are pretty standard. (Of course, we recommend that you follow the CSS Onboarding Checklist ). However, what are your plans on Day 101 for your new sales reps?

Onboarding 115

Onboarding Sales Sales Management Management 115

Force Management

AUGUST 31, 2023

Channel organizations are an often overlooked, but critical component to increasing market share for complex B2B sales organizations. During my time as VP of PTC’s Worldwide Channel Program, I leaned on a core formula : Productivity x Capacity = Growth. In this article, we will focus on capacity, but stay tuned for part two in this series for the other side of the equation: How to Increase Channel Partner Productivity.

B2B 101

B2B Organization Marketing Sales 101

Customer Think

AUGUST 30, 2023

One thing that every customer experience leader should stop doing right now--plus four honorable mentions. CX pros: What is your top thing to stop doing?

Customer Experience 126

Customer Experience 126

Hubspot Sales

SEPTEMBER 1, 2023

Train AI in sales, and you’ll join 81% of salespeople surveyed who agree that AI significantly reduces their manual tasks and data entry workload. But how do you do that ethically? There’s a lot to consider, including bias, data management, permissions, and more. Disregard ethics, and you may find unwanted consequences as severe as a lawsuit or damaged brand reputation.

Artificial Intelligence 94

Artificial Intelligence Decision-making Sales Software 94

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

The Center for Sales Strategy

AUGUST 29, 2023

In the fast-paced world of sales, where the name of the game is, well, selling, which involves sealing the deal, it seriously makes me cringe when I catch salespeople dropping their in-house lingo in front of clients. Let's talk about three power-packed words that could seriously put a wrench in your plans when you're in front of potential clients. So, do yourself a favor and ditch these words when you're chatting up a client or a promising lead.

Sales 92

Sales 92

Kainexus

AUGUST 30, 2023

Business processes serve as the backbone of an organization, defining how tasks are executed, resources are allocated, and goals are achieved. In this dynamic and competitive landscape, embracing continuous improvement through effective process improvement plans is paramount.

Organization 93

Organization 93

Customer Think

AUGUST 30, 2023

Introduction to the Call Abandonment and Misrouting Problem We’ve all been there — stuck on a phone call with an automated service, unable to reach the right department, or worse, giving up on the call out of sheer frustration. According to a recent joint study by Teneo.

110

110

Sales Gravy

SEPTEMBER 1, 2023

If You Don't Take Action, You Won't Get Results In this episode of the Sales Gravy Podcast, Jeb Blount and David Newman, author of Do It! Marketing and Do It! Selling, discuss exactly how to connect and engage with decision makers and avoid the "middle management trap". One of the most effective approaches that salespeople can leverage to close bigger deals is using interviews as a sales strategy to gather intelligence, build relationships, and connect with high-level decision makers.

Publishing 85

Publishing Marketing Sales Management 85

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

The Center for Sales Strategy

AUGUST 28, 2023

Sales meetings are more than just a routine; they have the potential to inspire, motivate, and educate your sales team. A productive sales meeting introduces your team to new information, solutions, and opportunities, ultimately driving revenue. But a poorly executed one? It can demoralize and waste precious time and resources.

Meetings 84

Meetings Sales 84

Kainexus

AUGUST 31, 2023

Business process improvement entails a systematic and intentional endeavor to identify, scrutinize, and refine the distinct stages, techniques, and interactions intrinsic to a business process. Its fundamental objective is eradicating inefficiencies, eliminating errors, amplifying productivity, and ultimately elevating an organization's overall performance and outcomes.

Organization 86

Organization Marketing Management Software 86

Customer Think

AUGUST 28, 2023

Among the various industries, restaurants are the ones that have no expiry and whose business will never stop. This industry is recognized for its exceptional food and delivering the best customer experiences. Hence, customer feedback is key to understanding diner preferences and improving overall operations. This is where restaurant feedback software comes into play.

Software 97

Software Software Customer Experience 97

Hubspot Sales

AUGUST 30, 2023

Artificial intelligence has moved beyond the hype and is now seamlessly integrated into many aspects of business operations. But what changes will it bring to the sales industry? Will it be the end of salespeople, or will it become the secret weapon to help sales reps work more efficiently? HubSpot conducted research on the “State of AI,” with over 1,350+ specialists reporting on how AI affects their business.

Decision-making 84

Decision-making Sales Profitability Artificial Intelligence 84

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

SBI Growth

AUGUST 31, 2023

Understanding the types of seller behaviors that have been most successful in today’s slow-moving market could help CEOs create value by improving the commercial productivity of their GTM teams.

Marketing 71

Marketing 71

Kainexus

AUGUST 28, 2023

When leaders consider implementing a structured business process improvement methodology , one of the challenges they often face is explaining to employees what types of opportunities to consider. Usually, there are some apparent needs that people attack immediately. Still, once those are addressed, it can be challenging to recognize the flaws in processes, especially ones you operate every day.

Innovation 81

Innovation 81

Customer Think

AUGUST 28, 2023

Waiting is another type of cost to the customer. When you make them wait, you’re charging them in their time. Companies should consider this cost when designing their experiences that require waiting. I got the idea for this topic while waiting in line at the grocery store. At my local market, a self-check-out was installed […] The post How Making Customer Wait Reveals How Internally Focused Your Organization Is appeared first on Beyond Philosophy.

Organization 80

Organization Marketing Customer Experience 80

Hubspot Sales

AUGUST 28, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Before you ever pick up the phone for prospecting , you have to determine whether the person you’re calling fits your ideal prospect profile. That starts with you understanding your company‘s value offering like the back of your hand.

Value Proposition 80

Value Proposition Decision-making Stakeholders Sales 80

Advertisement

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.

B2B