AchieveIt

JULY 13, 2023

Business leaders spend months ideating and developing the perfect strategy—but when it comes time to operationalize, companies often back down, tucking the corporate strategy away until the following year. On the premiere episode of The Strategy Gap, we spoke with Candice Williams , Strategy Manager at the Development Bank of Jamaica who dived into her hands-on experience in designing and successfully implementing organizational strategies.

Banking 52

Banking Government Organization Account Strategy 52

Red Star Kim

JULY 13, 2023

Thanks to the Managing Partners’ Forum Strategy Summit at haysmacintyre earlier this week. My takeaways from the insightful facilitators and panellists were: Recruitment of lawyers is down on previous years whereas business support is up Increase in tax hires in law firms Increase in marketing roles (exceeding 2019 numbers) Whilst training/learning roles shrunk compared to 2019 there was an increase in employee relations roles Legal sector recruitment is higher in the regions than in Lond

Management 130

Management Remote Working Acquisition Finance 130

ClearPoint Strategy

JULY 11, 2023

Success isn't achieved by chance. Stay ahead of the competition.

52

52

Brooks Group

JULY 14, 2023

In today’s marketplace, consultative selling is a critical differentiating factor. Competition is fierce and buyers have endless options and information available at their fingertips. Having a good product or service is no longer enough to stand out. To stay relevant and get ahead of the competition, your salespeople must be capable of selling not only your offering but also of selling themselves as strategic advisors capable of helping solve their prospects’ and customers’ business problems.

Sales 71

Sales Sales Training Brainstorming Communication 71

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

JULY 10, 2023

You’ve invested significant time and resources in developing a strategic plan, and now you’re eager to track its progress and evaluate its impact. Naturally, you want to keep a close eye on the execution and measure the results. Quarterly tracking seems like a reasonable approach, giving you enough time to assess performance and make the necessary adjustments.

Decision-making 52

Decision-making Stakeholders Meetings Facilitation 52

Upland

JULY 12, 2023

MEDDIC is not actually a healthcare term. It’s a sales acronym. And it’s all about deal qualification MEDDIC – a deal qualification framework Many think that MEDDIC is a sales process , but it’s really a deal qualification framework with multiple processes for decision criteria, decision process, etc. aimed at helping sales teams assess the viability of a sales opportunity.

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

Customer Think

JULY 14, 2023

In today’s digital world, email marketing continues to be a vital tool for businesses to connect with their audience. However, simply sending out generic emails to your entire contact list is no longer effective or efficient. This is where email marketing automation comes into play.

Marketing 98

Marketing Digitalization 98

PartnerTap

JULY 11, 2023

Sourcing new logo accounts is a top priority for every enterprise partnership. Each year companies spend weeks (if not months) preparing for and working with their partners on Quarterly Business Reviews (QBRs). Unfortunately, the bulk of those meetings end up being spent identifying which accounts to target. These efforts are often highly manual and very tactical.

CRM 98

CRM Account Growth Software Software 98

Zendesk

JULY 12, 2023

The pandemic had a profound impact on people and industries across the world, with lasting changes to the way many people work and travel. Travel has now rebounded and, in some cases, even exceeded pre-pandemic levels. Most hotels and resorts worldwide have now reached or exceeded 100% of 2019 occupancy. That said, hospitality brands continue to face challenges that impact their ability to consistently deliver a high level of service to their guests, including: Labor shortages: Like most industr

Supply Chain 93

Supply Chain Digital Transformation Innovation Management 93

The Center for Sales Strategy

JULY 12, 2023

Training. It is usually something that we undergo when we begin a new position or new company, but the best sales organizations, like the best sports teams, are constantly training all of their people. Simply put, well-trained salespeople drive more revenue. Training should be seen as an essential ongoing investment designed to develop and help each of your salespeople grow.

Sales Training 88

Sales Training Sales Organization 88

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

Customer Think

JULY 14, 2023

Launching or expanding a print business can be scary but; with the rise of excellent eCommerce platforms, such as WooCommerce, and innovative web-to-print product designer plugins, setting up your print-on-demand store has never been easier.

eCommerce 94

eCommerce Innovation Digitalization Marketing 94

PartnerTap

JULY 10, 2023

Marketing Development Funds (MDF) are a powerful force within partner ecosystems. MDF investments are how you spread the word about your products and drive demand with and through an extended army of partner marketing teams. MDF allocations boost the marketing budgets for your partners in exchange for a promise that they will drive awareness and demand for your joint or complementary solutions.

Prioritization 96

Prioritization CRM Decision-making Marketing 96

Hubspot Sales

JULY 12, 2023

Building rapport is central to any successful sales effort. It makes your interactions feel more human, frames you as a consultative resource, puts prospects at ease, and ultimately helps you develop trust on a limited timeline. But ineffective rapport building can read as sleazy, disingenuous, or flat-out strange. And if you exhibit any of those qualities, you're going to have a hard time sustaining productive conversations with prospects — let alone closing deals.

Sales 91

Sales 91

Kainexus

JULY 13, 2023

Organizations implement process improvement initiatives, using various process improvement tools, to drive operational excellence, enhance customer value, achieve cost savings, and remain competitive in their respective industries. By continuously evaluating and improving their business processes, companies can continuously evaluate and improve their processes to adapt to changing market dynamics, deliver superior products or services, and achieve sustainable growth.

Customer Value 81

Customer Value Organization Marketing Software 81

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

Customer Think

JULY 8, 2023

In my last column article Generative AI: What’s Next and How to Get the Payoff, I concluded with a recommendation and decision tree for selecting a generative AI tool — or should I say “toy” — looking at the still ongoing hype?

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The Great Game of Business

JULY 13, 2023

Every business goes through its highs and lows. But what if I told you that your highs could be even higher and that you could avoid some of your lows altogether? Whether you are just starting your company or have been leading your team for decades, your business can benefit from having accurate economic foresight in its planning. With the right data and tools at your disposal, you can take your business to much greater heights than you thought possible!

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Hubspot Sales

JULY 13, 2023

AI is increasingly becoming a natural addition to daily workflows across sales and revenue departments. 79% of sales professionals who use AI say AI tools are an important addition to their overall sales strategy, according to our State of AI survey. Conversely, there are endless dilemmas about how AI will shape reality, raising serious concerns. So, let’s explore what sales leaders think about AI-powered solutions and what they do to overcome AI fears.

Leadership 74

Leadership Sales Cybersecurity Government 74

The Center for Sales Strategy

JULY 11, 2023

Sales management is a tough job. I googled why sales managers fail and got “About 206,000,000 results (0.40 seconds).” “About 60% of new managers fail within the first 24 months in their new role”, according to research from CEB Global. Why? There are a lot of reasons (just ask Google), but it often comes down to not knowing how to manage people effectively and not being able to implement changes and improve the selling process.

Sales Management 75

Sales Management Management Sales 75

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

Kainexus

JULY 10, 2023

The following is excerpted and adapted from my book, The Mistakes That Make Us: Cultivating a Culture of Learning and Innovation. I admire the culture that KaiNexus leaders have been cultivating -- as with a garden, tending to the culture is a never-ending process.

Innovation 71

Innovation Leadership 71

Customer Think

JULY 11, 2023

One of the most crucial metrics to monitor in the RV industry is market share. What is Market Share? Market Share refers to the portion of the market that a specific company or product controls. Within the RV market, this can be further divided into: Unit Market Share and Revenue Market Share.

Decision-making 75

Decision-making Marketing 75

SBI Growth

JULY 13, 2023

SBI research indicates that 44% of satisfied A-player sellers are pursuing new roles. These are the people who claim to be happy and good at their work. Given the uncertain market, this signals a feeling of insecurity and untapped potential.

Marketing 62

Marketing 62

Sales Gravy

JULY 14, 2023

On this episode of the Sales Gravy podcast, Sales Mastermind Group "Awesome" asks Jeb Blount sales questions. If you've ever had a question you wanted to ask Jeb then you'll love this episode. It's free flowing, insightful, and informative. Mastermind Groups: A Powerful Way to Start Selling and Leading Better A Mastermind Group is a peer-to-peer mentoring group where individuals come together to help each other solve their problems and improve their lives or businesses.

Brainstorming 67

Brainstorming Facilitation Construction Sales 67

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

Kainexus

JULY 14, 2023

Business process improvement (BPI) is the systematic approach of analyzing, optimizing, and enhancing existing business processes to achieve better efficiency, effectiveness, and overall performance. It involves identifying areas for improvement, implementing changes, and monitoring the outcomes to drive positive results within an organization. The goal of business process management is to streamline workflows, eliminate inefficiencies, reduce costs, enhance quality, and improve customer satisfa

Organization 68

Organization Management 68

Customer Think

JULY 14, 2023

Connected to the company's acquisition of Thankful, Gladly Sidekick helps brands save money, deliver personalized customer service at scale, and build lifelong customer loyalty

Acquisition 52

Acquisition 52

Brooks Group

JULY 14, 2023

I have been thinking a lot about sales questions lately also referred to as question-based selling. Overall, asking the right kind of sales questions empowers you to effectively understand your customers, tailor your approach, address objections, and guide the sales process. Probing for the right answers improves your chances aligning to the buyer’s pain points and providing a solution that meets the buyer’s needs and increases the likelihood of successful sales outcomes.

Sales 52

Sales Sales Training Decision-making Prioritization 52

DemandFarm

JULY 14, 2023

New York, 14th July 2023, DemandFarm, a leading player in account-based sales solutions, is proud to announce its recognition in the Forrester Research report “ The Account-Based Selling Technologies Landscape, Q2 2023.” The report evaluated over 30 account-based selling technology providers and highlighted DemandFarm’s ability to help companies achieve their account-based goals by providing a comprehensive suite of features that enable them to align their sales, marketing, and customer s

Artificial Intelligence 52

Artificial Intelligence Account Planning Government Stakeholders 52

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

OnStrategyHQ

JULY 14, 2023

Play Watch the video Q: How much time should I spend measuring and communicating my progress? A: Surprisingly, not much! Capturing and reporting your numbers should only take 30 minutes each month, tops! BUT, creating the narrative surrounding your numbers and strategy takes more time and is much more valuable to your strategic management process. Great question!

Communication 52

Communication Stakeholders Prioritization Decision-making 52

Customer Think

JULY 14, 2023

In today’s uber-competitive business environment, every cent counts. The more revenue your business generates, the more your business can grow. However, a growth killer lurks unseen in virtually every business’s sales pipeline: revenue leakage. This unintended and often invisible loss of revenue harms all businesses.

Sales 52

Sales 52

Brooks Group

JULY 14, 2023

In a rapidly changing world, the success of your business may depend on one key factor: how effective the company’s sales leaders are. Good sales leaders (vice presidents of sales) are simply more effective. In fact, high-performing sales leaders reported an overall average annual quota attainment of 105% compared to 54% for underperforming leaders, according to Harvard Business Review.

Sales Training 52

Sales Training Virtual Selling Sales Decision-making 52

Planview

JULY 13, 2023

According to a recent survey conducted by Deloitte, which involved more than 1,300 C-suite executives across North America, Asia Pacific, and Europe, the top priority identified by these leaders is driving innovation. The survey also revealed that conflicting priorities pose the greatest obstacle to innovation, and when the goal line is constantly shifting, it becomes the most effective way to impede team productivity In the United States alone, boosting productivity represents a $10 trillion op

Digitalization 52

Digitalization Innovation Software Software 52

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