Sat.Jan 13, 2024 - Fri.Jan 19, 2024

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9 Reasons Your Strategic Planning Process Fails

ClearPoint Strategy

Worried that your strategic planning is on shaky ground?

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Procurement & Sales: A Complex Relationship

Strategic Account Management Association

The relationship between procurement and sales teams has always been something of a power struggle. Here, Harvey Dunham and Christopher Jensen of the Strategic Account Management Association, give the sales slant on how procurement can genuinely become a customer of choice. The post Procurement & Sales: A Complex Relationship appeared first on Strategic Account Management Association.

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Does Your Strategic Planning Process Incorporate Customer Value?

Luminas Strategy

Strategic planning is a common organizational practice that, when done properly, will increase the likelihood that an organization will meet its goals. The following Harvard Business Review article, “The Hard Questions to Ask When Planning Your Strategy” provides an interesting perspective on conventional strategic planning and the importance of being realistic about the value that your organization creates.

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An AI Prompt Guide to CREATE a Great Strategic Plan

OnStrategyHQ

This is the age of Artificial Intelligence – and as the world grapples with using generative AI models contextually inside their organizations, we’re here to help explore how to use AI practically and incorporate it into your next strategic planning process. ChatGPT and other generative AI tools have one thing in common– they are only as strong as the AI prompt you put into it.

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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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Strategic Planning: A Guide on How to Develop a Strategic Plan

ClearPoint Strategy

Master the art of strategic planning with our guide. Learn how to develop a strategic plan that aligns with your goals and drives measurable results.

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Don’t Give Away the Deal at the End

Software Sales Guru

Don’t Give Away the Deal at the End Salespeople can invest months building value slowly with a customer, only to give it away in an instant at the end of the sales cycle when a savvy buyer flinches at the price tag. If a salesperson believes the buyer has the money, and thus all the leverage, they offer unilateral concessions in order to get a.

Software 130

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4 Reasons Your Prospects 'Ghost' You & What You Can Do About It, According to Spiro.ai's CEO

Hubspot Sales

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Many moons ago, I was pitching a huge deal to Sony Pictures. It was all going according to plan — we had a great initial call, flew to Los Angeles to demo the product, and nailed it. Things were looking good. We sent them a proposal and even flew out for a second in-person follow-up.

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The 6 Buyer Personas (and How to Sell to Them)

RAIN Group

Every buyer has personal preferences for how they like to buy. There are multiple buying styles and preferences to consider, but the number isn't infinite. It’s six.

Sales 112
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What Business Leaders Should Know Going Into 2024

The Great Game of Business

What Business Leaders Should Know Going Into 2024 Another year is in the books. As we set our sights on 2024, many businesses are starting to feel the effects of the slowing economy. To help you and your team find success through this time, ITR Economics and The Great Game of Business are teaming up to provide you with insight into some essential information all business leaders should know going into 2024.

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If You Aren’t Growing, Where Are You Going? The Secret to Continued Success!

The Center for Sales Strategy

Developing sales leaders is not just about their individual growth; it’s the secret to the continued success of the organization. Sales leaders play a pivotal role in coaching teams, driving revenue, and creating a positive culture. With all of this responsibility, it is often difficult for leaders to find time to focus on their own development. Yet, there are many proven benefits to providing leaders with growth opportunities, including increased productivity and performance, better recruitment

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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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Biopharma M&A in 2024 — Five Considerations for Deal Execution

Vantage Partners

It’s no great secret that M&A activity in bipoharma has been on the rise over the past 12 months. Analysis from EY found that life sciences M&A spend was up 34% last year relative to 2022, despite a reduction in deal volume. Activity among Big Pharmas in 2023 ( Merck + Prometheus ; Pfizer + Seagen ) dominated headlines, and major deal announcements around this year's JPM Healthcare conference (including Merck's acquisition of Harpoon Therapeutics , J&J's acquisition of Ambrx , and GS

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Start the Year Strong: Resolutions for Each Member of Your Revenue Team

Force Management

There’s no doubt that the way sales organizations and their customers interact has shifted in the past few years. From a new remote-first approach to rapid digital technology advancement, the customer journey is new and requires active participation from more than just your sales team. The companies that succeed in 2024 will be those who adopt a cross-functional revenue mindset , equipping every customer-facing role to articulate and negotiate on the value of their solution.

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How Do Buyers Prefer to Interact With Sales Reps? [New Data]

Hubspot Sales

Confession time: I've been in the market for a new car for months now, but the thought of stepping onto a car lot and negotiating prices with a car salesperson is about as exciting as getting a root canal. Luckily for me, the Internet exists, and I can do quite a bit of research on my own. I can pinpoint the exact value of my current car, compare prices, and find the right car for me.

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5 Ways Your Organization Can Deliver a Higher Renewal Rate

The Center for Sales Strategy

As businesses focus on attracting new customers, they often overlook the importance of nurturing existing relationships to boost their bottom line. Don't let your hard-earned customers slip away. Read on to discover five powerful ways to elevate your organization and achieve a higher renewal rate.

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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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Artificial Intelligence: The Business Applications

Customer Think

Artificial Intelligence: An Overview and Evolving Responsively Artificial Intelligence (AI) involves creating intelligent computer systems that operate autonomously. These systems possess the ability to learn, adapt, make decisions and act in a manner similar to the human brain, utilizing advanced techniques such as Large Language Models (LLMs) and Generative AI.

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How to Align Multiple Functions Around Your Sales Negotiation Strategy

Force Management

Many companies mistake sales negotiation as a function conducted exclusively by sellers. We consider negotiation a team effort. In a complex B2B sales environment, it is rare for an individual seller to negotiate an entire deal on his/her own without the support, guidance and active participation from the rest of the organization. There are multiple functions and teams involved in negotiation alongside the sales team.

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The 7 best free invoicing apps for your business

Nutshell

At the end of the day, the goal of every business is to win sales and earn revenue. But when people buy from you, you need a way to bill people for your services and accept payments. That’s where invoicing software comes into play. On this page, we’ll be covering some of the best free invoicing apps. Of course, some of the free apps listed here include paid versions.

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The CEO’s Guide to Successful Turnarounds

SBI Growth

When organizational growth stagnates and prospects decline, company boards might bring in new talent to revamp the company’s trajectory. For the new CEO brought in to turn things around, it might seem a daunting task: conflicting opinions, time pressures, and a lack of background info are all challenges the new CEO must overcome. The first step in going forward?

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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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9 Steps to Do Customer Journey Management Right

Customer Think

I originally wrote today’s post for Measures Consulting. It appeared on the Enghouse Interactive blog on September 7, 2023. Customers’ expectations about their experiences during every stage of the relationship with the brands with which they interact have evolved greatly over the last few years.

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Gemba Walk Checklist for Manufacturing [How To] | KaiNexus

Kainexus

The term "Gemba" comes from Japanese and is widely used in various industries, particularly in lean manufacturing practices (or lean in other settings). "Gemba" (現場)—sometimes spelled "Genba"—translates to "the real place" or "the actual place" in English. In the manufacturing context, it refers to the place where value is created, where the actual work happens, such as the shop floor or production line.

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The 5 best eSignature apps for your business

Nutshell

Back in the days when documents existed only in physical, printed copies, people would always sign those documents using pens. But today, so many documents are purely digital. As a result, it’s common for people to use electronic signatures (eSignatures) to sign documents. Doing this, though, requires specialized apps to ensure security and authenticity.

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Unlocking the power of intelligent CX with Zendesk’s Joey Edwards-Lebair

Zendesk

As Zendesk unveils its sixth CX Trends report, it’s become clear that the CX landscape is undergoing sweeping changes. And as Zendesk’s Joey Edwards-Lebair explains in this latest episode of Conversations with Zendesk, businesses and their customers are entering the era of intelligent CX. “What sets this moment in time apart is really the convergence and synergies of capabilities and technologies coming together,” Edwards-Lebair said.

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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 a Knowledge Base Can Improve Customer Satisfaction

Customer Think

Are your customer service staff spending too much time answering repetitive questions? Do you want to improve customer satisfaction and reduce your support team’s workload? Then, it’s time to consider implementing a knowledge base.

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PHAB Accreditation: What it is and Why it Matters

ClearPoint Strategy

Discover the essentials of PHAB Accreditation in our guide: Uncover what it is, why you should care, and why it matters for public health performance.

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Why CRM in Project Management Is Important for Business Growth

Nutshell

Every project management team needs critical customer information and collaboration from other departments to be successful. But getting the relevant departments to play ball is sometimes easier said than done. Using a CRM in project management could be the answer you need for ultimate inter-departmental cohesion. Bringing sales, marketing, customer success, and project management teams together with a solid CRM software integration improves company-wide success and growth.

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Why is Process Improvement Important? | KaiNexus

Kainexus

In the competitive landscape of today's business world, organizations face constant pressure to deliver superior products and services while optimizing operational efficiency. Continuous process improvement (CPI) contributes to success by providing a framework for organizations to regularly evaluate and refine their processes. This leads to cost savings and improved productivity, allowing businesses to meet or exceed customer expectations.

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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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The 2 Most Common Mistakes in Partner Recruitment Campaigns

Customer Think

Like many B2B marketing agencies, even though we’re a professional services business and don’t sell or re-sell technology, our firm gets marketed to regularly by companies looking to recruit us as a channel partner.

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3 Rapport-Building Skills to Help Your Gen Z Sales Reps

SBI Growth

Generation Z is all about tech. However, when building relationships with customers, they might struggle a bit compared to older generations. To close this gap, you must teach your Gen Z reps some key rapport-building skills that will position them as trusted partners despite age differences.

Sales 62
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10 Best Review Apps for 2024

Nutshell

Customer reviews are a valuable asset to your business — the good and the bad. From improving your sales processes to using positive reviews for peer-driven marketing, customer reviews are your golden ticket. The key to making the most of your customer feedback? Collecting and managing it, and the best way to do so is with customer and product review apps.

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DMAIC: Framework and Approach to Continuous Improvement | KaiNexus

Kainexus

Continuous improvement is a systematic and ongoing process to enhance the efficiency, effectiveness, and overall performance of an organization, product, or process. Rooted in the philosophy of incremental progress, continuous improvement involves identifying and implementing small, ongoing changes to achieve greater productivity, quality, and customer satisfaction over time.

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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.