Sat.Jun 01, 2024 - Fri.Jun 07, 2024

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SAMA Honors Professor Noel Capon with Lifetime Achievement Award

Strategic Account Management Association

The Strategic Account Management Association (SAMA) honored Professor Noel Capon with a lifetime achievement award at the 2024 SAMA Annual Conference. The award recognizes Capon’s unparalleled legacy and his enduring commitment to transforming the practice of strategic account management. The post SAMA Honors Professor Noel Capon with Lifetime Achievement Award appeared first on Strategic Account Management Association.

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How to Develop a Comprehensive Employee Experience Program to Boost Your Company

Customer Think

Image source ECXO.org How to Develop a Comprehensive Employee Experience Program to Boost Your Company “Start with the needs of employees first. They may not stick around for long“ The article source: – [link] Introduction Developing a comprehensive Employee Experience program is essential for driving positive business outcomes.

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Can My Top-Performing Salesperson Become a Top-Performing Manager?

The Center for Sales Strategy

We know that top-performing salespeople are extremely driven to meet and exceed their goals. With that drive also comes the desire to continue to move up the ladder. As a leader, it’s natural to have these salespeople “next on this list” to move up when a position becomes available. But are all top-performing salespeople destined to become top-performing managers?

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Latest Podcasts: Scaling Sales Teams

Force Management

This month's Revenue Builders Podcast guests shared the kind of lessons you can only learn from experience. From startups to enterprise, these leaders have failed and iterated to find what works - and they joined John Kaplan and John McMahon to share the wealth. Dig in below for stories about founding and scaling startups, growing as a sales leader, hiring and implementing new product models, and establishing a winning sales discipline.

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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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Mastering Executive Sales Conversations: Be Ready to Crush Your Sales Meetings with Insights from Industry Experts

FinListics Solutions

Stephen Timme and Ben Cagle joined The Cringe Podcast to tackle how to handle executive sales meetings head-on with host Adam Clay, CEO of RNMKRS.

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Unveiling the Mechanics of B2B Buying Triggers

Customer Think

A recent LinkedIn post by Dale W. Harrison ignited a lively debate about whether marketing can “create demand.” The post has received nearly 500 comments, and there are thoughtful views on both sides of the issue. Harrison observed that there’s an “almost universal” belief that marketers can create demand “out of thin air.

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Delivering More Customer Delight, Not More AI Hype

Help Scout

Today we’re announcing two brand new AI features from Help Scout: AI drafts and AI answers. We’re so excited for you to try them, but it’s also important for us to keep it real about what they’ll change and what they won’t.

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How GTM Strategies are Changing with B2B Buying in 2024

SBI Growth

For commercial leaders looking to make the most of 2024, Q2 seems to be the perfect time to accelerate growth. However, based on our findings, many companies are also concerned about the changing state of B2B buying ­– buyers today are increasingly unfamiliar with their processes, slowing down deals and delaying decision-making. Commercial leaders need more than just positive demand to take the lead; they must make the right business decisions to ensure sustainable growth in 2024.

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Debunking 6 Generative AI Myths Including “Bigger is Better”

Customer Think

By now it has probably been said a gazillion times that generative AI has taken our world by storm. What hasn’t been said that often is that this storm has found almost every business software vendor flat-footed and utterly unprepared.

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From Stagnant to Stellar: A B2B Sales Leader's Guide to Growth

The Center for Sales Strategy

As a B2B senior sales leader, you know the pressure of driving consistent growth. But what happens when your once-thriving sales organization stalls? Stagnant sales pipelines and flat revenue can be a symptom of deeper issues. This is a roadmap that equips you with insights, action items, and a clear path to transform your team into a growth machine.

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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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9 Continuous Improvement Methodologies to Enhance Your Improvement Program

Kainexus

Organizations that embrace the continuous improvement approach to business have many great tools and techniques from which to choose. Some organizations use them as part of a structured methodology like Lean, Six Sigma, or Toyota Kata. Others leverage them on their own. Every organization has unique needs and will need to adjust each method for their own environment, but the most popular techniques are flexible enough to be used by organizations of every size and in every industry.

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Why White Space Analysis is Critical to Account Growth

SBI Growth

Boost revenue by using white space analysis to identify unmet demand in existing accounts. Selling to current customers has a 60-70% success rate.

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Why interactive solutions are the key to a revolutionary customer experience

Customer Think

In today’s fast-paced world, consumers expect instant gratification and seamless experiences when interacting with businesses. This is where omnichannel and interactive solutions come into play – they offer a revolutionary approach to customer engagement that can significantly boost a company’s bottom line.

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How to Develop Farmers and Hunters to be More Effective

The Center for Sales Strategy

There is a hierarchy in the sales world. Most sales leaders come from the days when salespeople were responsible for every step in the sales process. You had to find your leads, get an appointment, and ultimately close the deal. You only ate what you killed. We were hunters, so we tend to favor and even value hunters more than farmers. When I say farmers, I mean salespeople who spend most of their time nurturing clients, building relationships, and growing them.

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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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Aerospace and Defense Industry Value Chain: Deep Dive

Flevy

The Aerospace and Defense industry stands as a pillar of innovation and security, vital to national defense and global technological advancements. This sector encompasses the development, manufacturing, and maintenance of aircraft, spacecraft, and defense systems. It’s marked by intense competition and rapid technological evolution. The industry plays a crucial role in national security, commercial aviation, and space exploration, demanding continuous innovation and adherence to stringent

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Why do your clients really buy your agency services?

Account Management Skills

Everyone in agency new business and account management needs to know this Most agencies want to understand what clients think. And it turns out prospective clients and existing clients are thinking different things. Tim Riesterer tests sales messages with B2B buyers (your prospects and clients) with a team of cognitive neuroscientists. His company ‘B2B Decision Labs’ is the research arm of Corporate Visions and clients include IBM and Deloitte.

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Three Ways to Make Your Emails More Effective

Customer Think

Image source The most profitable email marketing campaigns succeed because of effective emails. Compelling copy and design that’s pleasing to the eye matter to every recipient. But experienced email marketers know that an invisible factor directly affects email ROI: email deliverability.

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Join Envisio at the 118th Annual GFOA Conference in Florida

Envisio

Hey finance folks! Are you ready for the 118th Annual Government Finance Officers Association (GFOA) conference? We sure are! This year, sunny Orlando will play host to the GFOA, and we are excited to be part of the action. Last year was filled with so many takeaways ; from aligning budget with community outcomes and strategy, to the importance of transparency.

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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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How Employee Engagement Builds High-Performing Teams: 5 Insights

CMOE

Employee engagement is the connection that a worker feels to the job. It’s about how enthusiastic a person feels toward the work and the objectives the team and organization are trying to meet. An employee’s level of engagement influences their dedication to the team and organization. Do the employees care about the work? Are they interested in the performance of the team or organization as a whole?

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How one company justified a million-dollar logo redesign inspired by the Mona Lisa

NG Data

Pepsi has launched its first significant logo redesign in 14 years, aiming to blend modern aesthetics with nostalgic elements. The updated visual identity features a striking electric blue and black palette while reintegrating the Pepsi name within the iconic globe, a change driven by consumer feedback. This redesign is intended to evoke the “ripple, pop, and fizz” that defines the brand's essence.

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Customer Service in the Age of 24/7

Customer Think

The rise of disruptive technologies like artificial intelligence (AI), coupled with a 24/7 societal mentality brought on by rapid digital transformation, has made the demand for immediate responses in customer service skyrocket.

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Finding the Right Balance Between Standard Processes and Variation

Strategic Communications

I was playing Solitaire on a flight recently night and was struck by how much I like developing and following standardized processes, yet how likely I am to vary from a process when I think it’s appropriate. The trouble is this tendency can be particularly confusing and frustrating to others—especially employees! “Hey! You told me to do that, and I did it, and now you’re telling me I should have done…” or “Hey!

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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.

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How to calculate and increase return on sales with predictive analytics?

QYMATIX

How can B2B manufacturing and distribution increase return on sales (ROS) using strategic sales controlling and predictive sales? Is there a sales and marketing KPI that manufacturing and industrial distribution companies can use to measure the efficiency of their teams? Yes, there is, The Return on Sales or ROS. Sales executives also define ROS as a net profit rate.

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Digital Marketing Is Still Falling Short, But How to Do Better Is Clear

NG Data

Digital marketing maturity in the banking industry continues to lag due to regulatory compliance, legacy technology, and a lack of expertise. Banks and credit unions need to invest in digital channels, especially mobile apps, which offer personalized services and targeted notifications. Encouraging innovation and experimentation is essential. By leveraging digital marketing tools, financial institutions can enhance customer experience, drive growth, and gain a competitive edge.

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Nine Ways to Accidentally Create Tragic Customer Outcomes

Customer Think

No executive or CX professional sets out to create a poor experience for their customers or team members. No one wants to make repeated bad impressions, or for customers to leave 1-star reviews, but it happens. In this blog, I’ll explore nine ways companies inadvertently create tragic customer outcomes and how to avoid them. 1.

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Why selling to prospects and clients is different, with Tim Riesterer

Account Management Skills

If you’re in agency new business or account management and responsible for contract renewals and account expansion, you’re in for a huge treat because Tim Riesterer, author of ‘The Expansion Sale’ (Four Must-Win Conversations to Keep and Grow Your Customers), joins me. Tim is a powerhouse and working with huge enterprises in this area, but he also has a background working in agencies.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.

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Remember to Look Back: The Importance of Reflection

Peter Simoons

When you step off the train in St Jean-Pied-de-Port, the imposing sight of the Pyrenees mountain peaks envelopes you. Starting your Camino to Santiago de Compostela from this point means you must cross these towering mountains on the very first day of your journey! On the evening before I set off on my first Camino, the host at the Alberge in St Jean-Pied-de-Port gave me a piece of excellent advice that stayed with me, “Remember to look back, many of the most beautiful views are behind you.

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‘Never Let Yourself Feel Comfortable,’ CU EVP Advises His Younger Self

NG Data

Justin Hendrickson, EVP of First Harvest CU, advises his younger self to embrace discomfort for growth. He emphasizes the importance of continuous learning and adaptation in the credit union industry. Hendrickson believes in pushing boundaries to achieve a truly member-centric approach, advocating for innovation and resilience in facing industry challenges.

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How the Mind-Brain Connection Generates Change and Decision Making

Customer Think

I’ve been hearing a lot lately about how hard ‘change’ is. Take heart! Change only seems hard because of the way we’re going about it. I’ve been developing systemic brain change models for decades and I’d like to offer my two cents to explain the reasons there’s so much unnecessary failure.

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Executive Development: Why impact tracking is so important

Cranfield Executive Development

Cranfield creates an innovative and bold new programme to reset the direction of executive education - THRIVE: Passion, Purpose, Performance.

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Contact vs. Company Intent Signal Data

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.