DemandFarm

JUNE 13, 2023

Account Planning Readiness Assessment: Developed by Forrester Assess your organization’s readiness for effective account planning with this downloadable checklist by Forrester. Evaluate crucial elements such as organizational culture, collaboration, data analytics, and customer insights. Receive actionable guidance and industry expertise to enhance your account planning capabilities and drive long-term success.

Account Planning 52

Account Planning Facilitation Prioritization Decision-making 52

Kainexus

JUNE 14, 2023

Lean Strategy Deployment, also known as Hoshin Kanri, is a systematic approach organizations use to align their annual objectives around strategy with the day-to-day activities of their teams. It originated from the Toyota Production System and has been widely adopted in various industries.

Organization 52

Organization 52

ClearPoint Strategy

JUNE 14, 2023

The gap between how your organization is performing and how you want it to perform.

Management 52

Management Organization 52

ClearPoint Strategy

JUNE 14, 2023

There are many tools out there that can help you make "strategy" a little more clear

52

52

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.

ClearPoint Strategy

JUNE 14, 2023

These three steps will help you cascade your strategy throughout your organization.

Organization 52

Organization 52

Upland

JUNE 14, 2023

What are the top challenges facing chief revenue officers and sales leaders in 2023? And how can account planning help? There’s plenty of uncertainty in the economy right now. But also, a lot of opportunity. The best chief revenue officers understand that – and they take up the challenge of driving revenue regardless of the business horizon daily.

Artificial Intelligence 195

Artificial Intelligence Digital Transformation Account Planning Supply Chain 195

Software Sales Guru

JUNE 12, 2023

The Most Powerful Sales Questions The best type of sales questions? The answer might surprise you! Open ended? Closed ended? Interrogative led? Challenging? In The Surprising Power of Questions, Harvard Business Review May-June 2018, Alison Wood Brooks and Leslie John, provide an answer that agrees with my own observation of sales game film. The Best Type of Question?

Sales 130

Sales Software Software 130

Nutshell

JUNE 16, 2023

Having oversight into your team’s actions in Nutshell is crucial for tracing how your company data is handled. The solution to uncovering your team’s actions is Audit Log, Nutshell’s newest feature. Audit Log is available to admins on Nutshell Enterprise plans and allows you to see the actions users in your business have taken with your company’s CRM data, including logins, bulk edits, and exports.

CRM 118

CRM Management Organization Sales 118

Hubspot Sales

JUNE 13, 2023

85% of salespeople using AI/automation agree it makes their prospecting efforts more effective. As prospecting is an extremely critical step in the sales process , adopting AI to help with your processes is worth considering. Read on to learn more about using AI for sales prospecting and specific use cases for generative AI. AI for Sales Prospecting Salespeople that responded to our recent AI survey said they use AI/automation in prospecting for: Lead scoring and qualifying leads Writing prospec

Artificial Intelligence 114

Artificial Intelligence Value Proposition Sales B2C 114

Red Star Kim

JUNE 12, 2023

Things continue to move at pace in the world of digital marketing and marketing automation (MarTech). It’s hard to find valuable and reliable sources of information so I wanted to share some insights from some excellent webinars I recently attended. Digital Marketing update webinars (June 2023). Digital marketing update – How to Get 100 Sales Leads in 90 Days On 20 th April there was an information-rich and insightful webinar by Steve Pailthorpe, the CEO of Iconic Digital who I had the goo

Digitalization 130

Digitalization Marketing Advertising B2C 130

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

JUNE 13, 2023

The application of artificial intelligence (AI) in healthcare has enormous potential to transform clinical procedures and enhance patient outcomes. However, several difficulties, including high prices, are involved with using AI technologies in healthcare settings. Artificial intelligence (AI) reshapes healthcare by altering how doctors identify, treat, and oversee patient care.

Healthcare 111

Healthcare Artificial Intelligence 111

Planview

JUNE 15, 2023

Juneteenth commemorates June 19, 1865. It’s the day that federal troops arrived in Galveston, Texas, to announce that all enslaved people were freed — two years after the Emancipation Proclamation officially declared the end of slavery in the United States. The message of Juneteenth honors a legacy of not giving up hope in uncertain times and strives to help hope live on.

Decision-making 98

Decision-making Leadership Organization 98

Hubspot Sales

JUNE 15, 2023

As with all fields, AI is transforming sales. Salespeople are leveraging tools that streamline processes, save time, and create a more personalized experience for leads. In this post, learn more about how B2B salespeople leverage AI, and how you can adopt it into your processes. Table of Contents How do B2B salespeople feel about AI? Top Ways B2B Sales Teams Are Using AI/automation Tips for Building a B2B Sales AI Strategy The Future of AI in B2B Sales How do B2B salespeople feel about AI?

B2B 103

B2B Artificial Intelligence Decision-making Value Proposition 103

Insightly

JUNE 14, 2023

Disruptive marketing involves using experimental tactics that challenge the status quo. Rather than following conventional marketing wisdom, disruptive marketers are constantly testing daring, new tactics that haven’t been tried before. Some work while others fall flat. And that’s ok, that’s how innovation works. Without disruption, we’d remain in a static state of stagnation and never evolve.

Marketing 98

Marketing CRM Customer Experience Media 98

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

Sales Gravy

JUNE 15, 2023

Transitioning Into A Career In Sales In this episode of the Sales Gravy Podcast, Art Munin, Ph.D. from Liaison International joins guest host Gina Trimarco, Sales Gravy Master Trainer and Director of Coaching Programs, after impressively pitching himself with a Bonjovi guitar serenade. They delve into the topic of salespeople transitioning from non-sales careers later in life, and explore a shared passion for the arts and how it influences sales success.

Sales 97

Sales 97

Flevy

JUNE 15, 2023

Providing effective customer service necessitates comprehending how the customer’s mind works and what drives their choices or actions. Measuring and improving service quality is crucial for enhancing Customer Satisfaction, Customer Loyalty , and overall business success. This involves collecting customer feedback, analyzing performance metrics, and implementing targeted strategies to enhance Customer Satisfaction and exceed their expectations.

Digital Transformation 91

Digital Transformation e-Learning Customer Knowledge Customer Experience 91

Customer Think

JUNE 11, 2023

If you haven’t already heard, AI is the key to winning customer loyalty today! At least that’s my opinion; let me know what you think in the comments. As the digital revolution transforms our business landscape, customers are demanding ever more from their interactions with companies.

Marketing 90

Marketing Digitalization Customer Experience 90

The Center for Sales Strategy

JUNE 13, 2023

Good salespeople know that you can’t close a deal without the prospect feeling good about it. What is not as obvious is that what they feel has more to do with what they say than with what you tell them. Why? Because what they really need is to feel understood, listened to, and reassured. And to do that, you have to actually listen to them. How much is too much talking versus too much listening?

Sales 76

Sales 76

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

JUNE 15, 2023

Our own Mark Graban was on this list (Top 50 thought leaders in operational excellence for 2023) along with five other thought leaders who have participated in our webinar series. Congratulations to all of them! And to everybody on this esteemed list.

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79

Strategic Communications

JUNE 16, 2023

In the digital era, social media has become an indispensable tool for marketers, consultants, and business leaders. To maximize the reach and visibility of your content, it’s essential to understand and use hashtags effectively. Here we take a look at the fundamentals of hashtags, how they function on popular social media channels, and provide best practices for using them to enhance your social media strategy.

Media 78

Media Digitalization B2B Facilitation 78

Customer Think

JUNE 14, 2023

I once wrote an article about how the future of shopping would all be automated. In this new world, we would shop online and a series of robo-delivery vehicles would whisk our products right to our front doorsteps without the trouble of leaving our homes.

Customer Experience 80

Customer Experience 80

Force Management

JUNE 15, 2023

Changing course to weather the economic storm is a little like other initiatives that require leader visibility. To pivot successfully, you’ll need to rally the troops and build buy-in around the shifted approach. But unlike a launch, your plan for steering the ship through choppy waters comes with added background noise. Tightened budgets, longer sales cycles, and “not right now”. the realities of today’s market can take a toll on morale.

Sales 71

Sales Organization Marketing Sales Leadership 71

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

Nutshell

JUNE 15, 2023

Having the right tools is a must for any company. There are countless types of software out there that can help your retail or ecommerce company drive better results, and the best strategy is to combine several of those tools in a tech stack for your business. But what tools should be included in a retail and ecommerce tech stack? Which types of software are the most useful and essential for your company?

eCommerce 62

eCommerce Retail Software Software 62

The Center for Sales Strategy

JUNE 15, 2023

Over the past several months, I've increasingly heard from salespeople and sales leaders that business has slowed. Deals are taking longer to close, and accounts are hesitant to make long-term decisions. With this shift, and the need to drive more revenue, the focus on acquiring new business has increased. While new business development is crucial for growth, many forget the importance of retaining the business they have worked so hard to acquire and develop!

Decision-making 62

Decision-making Sales 62

Customer Think

JUNE 14, 2023

What’s in this article for you? Understanding Critical Business Issues (CBIs) can make the difference between successfully closing business vs wasting your time with No Decision outcomes. Helping your prospects recognize their own CBIs can accelerate their buying processes and bolster their business cases.

Decision-making 75

Decision-making Sales 75

Force Management

JUNE 15, 2023

Changing course to weather the economic storm is a little like other initiatives that require leader visibility. To pivot successfully, you’ll need to rally the troops and build buy-in around the shifted approach. But unlike a launch, your plan for steering the ship through choppy waters comes with added background noise. Tightened budgets, longer sales cycles, and “not right now”. the realities of today’s market can take a toll on morale.

Sales 71

Sales Organization Marketing Sales Leadership 71

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

Nutshell

JUNE 14, 2023

As a tech company, you know the importance of having the right digital tools at your side. That’s the idea behind a tech stack, a collection of business tools you use to manage your company. Every business needs some kind of tech stack to function efficiently. The question, though, is this: Which types of tools should you include in your tech company tech stack?

Software 62

Software Software CRM Finance 62

The Center for Sales Strategy

JUNE 14, 2023

To build a great sales team, you need a great leader. Talented and engaged managers coach and develop their teams, always improving the standards of performance. They put their people first, but their focus on development doesn’t stop with their direct reports. Highly effective sales managers also spend time on their own growth and development, seeking opportunities to learn and improve.

Sales Management 62

Sales Management Management Sales 62

Customer Think

JUNE 13, 2023

A strange thing about corporate life is that after you get your annual spending budget approved for your department, you often still have to get approval to spend it. I have plenty of experience with this inefficient exercise in my career, and I tho.

Organization 75

Organization Customer Experience Leadership 75

Brooks Group

JUNE 12, 2023

Sales negotiation can be a source of dread for many sales professionals. It’s especially painful when a seller thinks they’ve closed a deal and then the prospect surprises them by wanting to “talk about the details.” With the right sales negotiation strategy & sales negotiation skills training, even this part of the sales process can remain warm and result in a mutually beneficial outcome for all parties.

Negotiation 61

Negotiation Sales Decision-making Suppliers 61

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