Holden Advisors

FEBRUARY 18, 2022

Want to negotiate a winning deal? Learn the four basic buyer types and leverage the Customer Experience Pyramid to give yourself the winning edge. The Customer Experience Pyramid. Companies spend $8.7B annually to improve their customer experience, but they don't always see the results they want. This even occurs when companies develop their process and systems to the point that a customer should have a positive feeling by the end of the transaction/negotiation.

Customer Experience 195

Customer Experience Negotiation Decision-making Small Business 195

SBI Growth

FEBRUARY 17, 2022

Private equity-backed companies are served with high expectations for accelerated growth. CEOs are operating in months, not years, and are challenged with generating revenue faster and in a variety of forms.

126

126

Hubspot Sales

FEBRUARY 16, 2022

As a writer, I know all about the importance of great hooks. A good hook is imperative for holding your audience's attention, and ultimately convincing your audience that you're worth hearing out. In sales, it's no different. A good sales hook can prevent your prospect from hanging up the phone, or deleting your email entirely. And a great sales hook can start your entire conversation off on the right foot.

Sales 129

Sales e-Learning Media B2C 129

Groove HQ

FEBRUARY 18, 2022

It's cheaper to keep an old customer than to acquire a new one—with that in mind, we'll walk you through customer retention strategies and ideas. The post Guide to Customer Retention (Definition, Rates, Strategies & More) appeared first on Groove Blog.

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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.

Drift

FEBRUARY 16, 2022

Welcome back to another edition of Inside Drift, where we introduce you to all of the people that make Drift such a great place to work. So far you’ve met Shannon Donovan, Mary Mitchell, Catherine LaMacchia, Nadine Shaalan, Britnee Laughlin, Carolina Caprile, Michelle Ai, Frank Schepps, Tate Knapp, Zareena Javed, Jason Richman, Stacy Chen, Lillian Frost, Josh Moody, Miles Kane, Lorraine Chon-Qui.

Meetings 118

Meetings Sales 118

RAIN Group

FEBRUARY 16, 2022

You can be spot-on building rapport with your buyers and uncovering their needs, but without communicating the impact of what you’re selling, you—and your initiative—won’t be a priority. When you’re able to understand and articulate the impact of your solutions, you can help buyers start thinking differently.

Sales 120

Sales Communication Management 120

The Center for Sales Strategy

FEBRUARY 14, 2022

Almost 60% of all businesses lack strong leadership , causing a ripple effect that leads to 37% of workers leaving their jobs. Those who stay are less likely to be motivated or productive. For these reasons, your employees need effective business leaders who encourage continuous and stable growth in the workplace. Leaders can accomplish this by constantly evaluating their team, acknowledging their strengths, and investing in ongoing development and support.

Leadership 114

Leadership Sales 114

Drift

FEBRUARY 14, 2022

Misalignment between marketing and sales isn’t just costing you sleepless nights. It’s a trillion-dollar problem. If that price tag doesn’t get you thinking, then consider this ?? Historically, marketing is responsible for leads while sales handles revenue. With these teams working towards two separate goals, companies end up with a disjointed buying experience.

Marketing 111

Marketing Sales 111

Flevy

FEBRUARY 17, 2022

Due to organizations having limited resources (e.g. talent, capital, time, etc.), the focus of Strategy Development is often the optimization and prioritization of said resources to maximize the potential to reach its strategic objectives. But what if that weren’t the case? This is the thinking behind Blank Check Strategy. The blank check approach takes a contrarian viewpoint.

Prioritization 111

Prioritization Profitability Business Planning Organization 111

Help Scout

FEBRUARY 18, 2022

Online customer service is one of the most important functions at any company. Here’s how to get started with it and continue improving it as you grow.

117

117

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

The Center for Sales Strategy

FEBRUARY 18, 2022

- MOTIVATION -. "Great leaders don't tell you what to do. They show you how it's done.". - AROUND THE WEB -. > Bring Up Your Competitors When Selling? This Sales Leader Says Yes – LinkedIn. How’s this for a sales technique – proactively bringing up your competition in a prospecting call. I know, I know; it sounds counter-intuitive, presumably self-defeating.

Management 104

Management Sales 104

Insightly

FEBRUARY 18, 2022

What is a Single Customer View or SCV? Single customer view (SCV), also called a unified customer view, is the process of presenting a single, accurate record for each customer. SCVs allow cross-functional teams and organizations to use aggregated data to drive higher value business outcomes and provide high-quality customer experiences. Single customer views are imperative for organizations looking to maintain a competitive edge and provide superior customer experiences.

CRM 98

CRM Decision-making Client Onboarding Customer Experience 98

Flevy

FEBRUARY 15, 2022

Humans inherently connect to each other in an indigenous context, generate knowledge, and develop a product to be disseminated by way of commerce. Traditionally, Global Innovation practice has seen assembling of people with vital capabilities and essential knowledge via co-location. . Co-location is the gathering of Innovation specialists into a handful of Innovation centers, domestically and in prime markets.

Innovation 111

Innovation Banking Communication Marketing 111

Help Scout

FEBRUARY 18, 2022

You have identified a small change that you’re convinced would really improve your customer service quality, but you’re having trouble persuading your team to change their behavior. Here’s one quick tip to make it happen.

104

104

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

Zendesk

FEBRUARY 17, 2022

Consumers aren’t always willing to make a purchase on a whim. It can take days, weeks, or even months of careful thought before they commit to buying. And if you wait to interact with them until the end of their decision-making process, you’re missing out on profitable sales opportunities. That’s where the buyer’s journey comes in. What is the buyer’s journey?

Decision-making 98

Decision-making Media CRM Software 98

Apptivo

FEBRUARY 13, 2022

Inventory management is an essential process for the successful management of the supply chain. Unless the process is organized, it is difficult for the supply chain teams and employees to achieve the desired results within the stipulated time. It is essential to learn to manage the inventories to run a successful business. It is well known that stocks should be given more importance while running any business regardless of its size.

Supply Chain 98

Supply Chain Management Software Software 98

Flevy

FEBRUARY 17, 2022

Due to organizations having limited resources (e.g. talent, capital, time, etc.), the focus of Strategy Development is often the optimization and prioritization of said resources to maximize the potential to reach its strategic objectives. But what if that weren’t the case? This is the thinking behind Blank Check Strategy. The blank check approach takes a contrarian viewpoint.

Prioritization 98

Prioritization Profitability Business Planning Organization 98

Peter Simoons

FEBRUARY 13, 2022

In our Alliance Masterclasses we like to keep it very practical, in the sense that what we discuss in class can directly be applied to a participant’s situation. In between each lesson, we assign homework to apply the learnings to each individual situation and in the following lesson we will solicit feedback. Of course, we would like to know about our participants’ experience, but especially we are looking for learning points and areas that need further clarification.

Management 98

Management Value Proposition Stakeholders Onboarding 98

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

Zendesk

FEBRUARY 14, 2022

2001: A Space Odyssey is a cult classic; the quintessential “evil robot takes over” science fiction tale featuring a soft-spoken killer robot with the neighborly name of HAL. Arthur C. Clarke, who wrote the story that the 1968 movie was based on, went through several creative bot names before landing on HAL (Heuristically Programmed Algorithmic computer).

Artificial Intelligence 98

Artificial Intelligence Internet Media Software 98

ClearPoint Strategy

FEBRUARY 15, 2022

Mistakes early on in your strategic plan can have major negative impacts and consequences later. You could need to redo your plan after eighteen months, lose staff buy-in, or fail to implement the strategic plan altogether. You don’t want to be left asking yourself, “What is a strategic plan really, and is ours any good?” months after you’ve implemented one.

Decision-making 98

Decision-making Government Performance Review Communication 98

OnStrategyHQ

FEBRUARY 18, 2022

What is a Vision Statement? A Vision Statement defines your desired future state and provides direction for where you are going as an organization. Vision statements are 5-10 years in nature and clearly describe what success looks like and what you’re seeking to achieve. Vision Statements Clearly Define Your Future. Visioning is all about creating the future.

Organization 97

Organization Stakeholders Innovation Communication 97

Hubspot Sales

FEBRUARY 18, 2022

Successful lead generation is, at once, one of the key marks of effective marketing and the fuel for productive sales efforts. That's why understanding how efficient your lead generation efforts are is pivotal when it comes to having a feel for the health of both departments and finding areas for improvement. One of the most important metrics for gauging that efficiency is known as cost per lead (CPL).

Acquisition 96

Acquisition Media Marketing Sales 96

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

Revenue Storm

FEBRUARY 15, 2022

For 20 years, I had a monthly sales quota. Even when I was leading a $400 million global accounts organization. Rather than start the year 20 times, I actually started the “year” 240 times. Each and every month, I learned there are some critical actions every sales leader should be taking as we head towards the end of the first quarter. Start with the numbers.

Value Proposition 78

Value Proposition Global Accounts Sales Account Management 78

Help Scout

FEBRUARY 18, 2022

If you’re looking for a dedicated support tool, Crisp may not be your best option. Check out our list of seven Crisp alternatives.

102

102

Force Management

FEBRUARY 16, 2022

Lasting SKO success takes more than a well-thought-out event. There are five actions successful sales leaders take to drive immediate and lasting results after the launch of a sales kickoff or training initiative. Actions that help sales teams start strong, finish ahead and accelerate revenue growth.

Sales 78

Sales Sales Leadership Leadership 78

Hubspot Sales

FEBRUARY 16, 2022

Any functioning business needs to keep careful tabs on its expenses. Tracking, documenting, and ultimately reporting how the company spent money in a given year is central to understanding its long-term viability and financial wellbeing. Some expenses are relatively consistent — the ones that go into funding the organization's ongoing, day-to-day operations.

Leadership 81

Leadership Organization Marketing Sales 81

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

Kainexus

FEBRUARY 15, 2022

To succeed in today's hyper-competitive environment, organizations must strive to improve continuously. But, because that's easier said than done, forward-thinking business leaders have developed several structured improvement methodologies over the years. One of the most widespread is an approach that grew out of the Japanese automotive industry, Lean manufacturing.

Healthcare 77

Healthcare Construction Manufacturing Software 77

Sales Readiness Group

FEBRUARY 14, 2022

Sitting next to me, collecting dust, is a relic of a by-gone era: my desk phone. My company recently moved away from a stand-alone office phone system to an integrated platform that combines virtual meeting functionality with chat and telephony.

Virtual Selling 62

Virtual Selling Meetings 62

ACT

FEBRUARY 15, 2022

As much as we all want to kick off 2022 on the right foot, many small businesses (SMBs) still face some tough hurdles. If you’re struggling with sluggish business performance, you’re not alone. Start-ups and entrepreneurs of all types have been feeling the pinch on several fronts, but key growth strategies can help you reinvigorate sales and drive growth. .

Business Growth 59

Business Growth Supply Chain Small Business Construction 59

Groove HQ

FEBRUARY 16, 2022

Compare the top live chat apps for Shopify to choose the best tool for your store. The post 20 Best Shopify Live Chat Apps to Supercharge Your Store appeared first on Groove Blog.

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57

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