Account Manager Tips

AUGUST 15, 2023

Struggling to quickly connect with prospects? Discover proven tactics to establish instant rapport, trust, and loyalty in your sales relationships.

Sales 100

Sales 100

Customer Think

AUGUST 12, 2023

Adopting Artificial Intelligence (AI) presents tremendous potential for businesses and society. However, it raises legitimate concerns about ethics, trust, data security, workforce impact, and regulatory challenges. In this blog, we will delve into these top concerns surrounding AI adoption, provide practical examples for each concern, and outline strategies to overcome them.

Artificial Intelligence 52

Artificial Intelligence 52

Apptivo

AUGUST 16, 2023

1. What Is Predictive Analytics? 2. How Does Predictive Analytics Work? 3. Predictive analytics and other types of business analytics 4. Examples of Predictive Analytics 5. Predictive Analytics Empowers CRM 6. How CRM Predictive Analytics Can Improve Your Business 7. Final notes In the world of customer relationship management (CRM), the age-old wisdom “forewarned is forearmed” holds truer than ever.

CRM 52

CRM Energy and Utilities Supply Chain Healthcare 52

QYMATIX

AUGUST 14, 2023

Creating and using sales forecasts is essential for any B2B company. It is also one of the most important tasks for sales managers who use sales forecasts for sales planning and strategy. There are many ways to create sales forecasts. From sales rep surveys and estimates of future sales to rule-based Excel calculations or business intelligence applications.

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Artificial Intelligence B2B Sales Sales Analytics 40

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.

Kainexus

AUGUST 15, 2023

The future of excellence is where proven continuous improvement methods and mindsets meet cutting-edge technology, propelling your organization to new heights of efficiency and innovation. Embracing the philosophy of continuous improvement means committing to an ongoing journey of refinement and innovation, empowering all people in our organizations to adapt, evolve, and excel amidst ever-changing market dynamics and customer demands.

Innovation 84

Innovation Meetings Organization Marketing 84

Upland

AUGUST 18, 2023

Are you attending Dreamforce 2023 ? If you’re reading this, chances are you will be there. Whether you are exhibiting at a booth, or simply attending the conference, there are a bevy of options for you when it comes to hotels, places to eat nearby, as well as things to do both at the show, after the show, and in the city that’s so wonderful it led the late and great Tony Bennet to leave his heart there.

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Artificial Intelligence Account Planning Innovation Digital Transformation 195

Software Sales Guru

AUGUST 14, 2023

Pain Drives Sales We’ve all heard the advice to focus on a customer’s pain points, but I recently had an experience that drove the point home for me. I was in a Pilates class and realized that everyone in the class, including the instructor, had started Pilates to recover from an injury. I had been hearing about the value of Pilates for years, but like.

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Sales Software Software 130

Hubspot Sales

AUGUST 14, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes.

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Negotiation Value Proposition Meetings Procurement 120

The Center for Sales Strategy

AUGUST 15, 2023

In this episode, we’re wrapping up our season-long coverage of The Center for Sales Strategy’s latest Talent Magazine. Today, we’re taking some time to discuss a group of people who too often get the short end of the “development stick.” That’s right; we’re talking about leaders. Joining Matt to uncover the ways in which leaders can most effectively tap into their innate strengths is Beth Sunshine.

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Management Sales 105

Customer Think

AUGUST 18, 2023

The concept of home automation solutions, once considered a distant futuristic vision, has now seamlessly woven into our daily lives. With the advent and ascendancy of the Internet of Things (IoT), the very definition of our living spaces has been redefined, evolving into intelligent ecosystems that respond, adapt, and anticipate our needs.

Internet 98

Internet 98

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

Flevy

AUGUST 13, 2023

In today’s business environment, there are many startups that have not yet reached the level of being fully established companies. This situation can be attributed to various factors, including ideas that do not gain traction, insufficient funding, and inadequate customer analysis. During their initial stages, startups make speculative assumptions concerning their Business Model.

Digital Transformation 81

Digital Transformation Construction Acquisition Facilitation 81

Sales Gravy

AUGUST 18, 2023

Curiosity Is Your Key To Effective Cold Calling On this episode of the Sales Gravy podcast, Ulysses Price, filling in for Jeb Blount, interviews Chris Beall, CEO of ConnectAndSell. ConnectAndSell is a software service that helps salespeople initiate conversations with prospects. Beall explains how market dominance and the humble cold call are connected.

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B2B Decision-making Software Software 79

The Center for Sales Strategy

AUGUST 16, 2023

Few things in business these days are more important than finding , and retaining , the right talent. Without talent , companies can quickly lose their competitive edge. But while most companies are focusing heavily on the recruitment side of the equation, many are ignoring the equally important job of retention. All the while t he job market continues to become more competitive, and employe es have increasing ly specific preferences and expectations around how they want to work.

Marketing 102

Marketing 102

Customer Think

AUGUST 15, 2023

Finance is a sector of the economy that’s poised to benefit greatly from the adoption of AI, especially when it comes to Financial Technology or FinTech.

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Artificial Intelligence Finance Investors Management 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

Force Management

AUGUST 17, 2023

The buying committee is changing. The average buying committee is now between 8 and 10 decision-makers. This means the sales process is more complex than ever, and ongoing budget concerns add another layer of challenges for your sales team. When you're putting time and resources into sales cycles that last an entire quarter or much longer, the last thing you want is for an unexpected requirement, budget allocation or a last-minute stakeholder interjection to throw a wrench in your plan and stall

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Stakeholders Sales 77

The Great Game of Business

AUGUST 17, 2023

The list of challenges faced by CEOs in the construction industry is long indeed. However, these hurdles can be overcome through the employee-first business philosophy of the Great Game of Business.

Construction 69

Construction 69

The Center for Sales Strategy

AUGUST 17, 2023

Are you tired of traditional recruiting methods that don't seem to work for finding top-performing salespeople? It's time to shake things up and think outside of the box. With Millennials and Gen Z not as interested in traditional sales roles, relying on hiring retreads from your competition is no longer a viable option. It's time to get a little crazy in your search for your next sales superstar.

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Sales 96

Customer Think

AUGUST 15, 2023

Having a loyal customer base is a dream come true for any business. A loyal customer not only sticks with you through thick and thin but also helps you attract new leads and paves the way for you to grow your business.

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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

SBI Growth

AUGUST 16, 2023

Over the past year, CEOs have been hunkering down, preparing their organizations for a recession that never came. Even though this air of uncertainty remains in the market, business leaders know that they can no longer afford to wait and see what happens next.

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Marketing Organization 62

The Great Game of Business

AUGUST 14, 2023

The healthcare industry is in high demand, yet many providers face challenges with staffing levels and burnout. Business coaching can help!

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Healthcare 69

The Center for Sales Strategy

AUGUST 14, 2023

A few years ago, the idea of hiring a candidate without an in-person meeting seemed ridiculous. Since hiring the right person is vital to a team's success, the idea of not being in the same room, shaking hands, and making an in-person connection was, at best, a last resort and, at worst, unthinkable. But whether you embraced video conferencing or were dragged into it kicking and screaming, over the last three years we have developed the technology, know-how, and experience to conduct most intera

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Meetings Sales 86

Customer Think

AUGUST 15, 2023

Note - this story is a sample from the freshly released Third Edition of Great Demo!Too Complicated – A Demo Horror StoryOrSnatching Defeat from the Jaws of VictoryA few years ago, while teaching a Great Demo! Workshop, I presented a slide that l.

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Sales 97

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

SBI Growth

AUGUST 16, 2023

It seems you can’t open your news feed these days without seeing an article about how AI will transform the workforce. But while getting overwhelmed by the sheer volume of information is easy, it shouldn’t be an excuse to sit on the sidelines. Let’s see what sales managers can do amidst this revolution to merge the gap between humans and technology.

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Sales Sales Management Marketing Management 62

FinListics Solutions

AUGUST 18, 2023

Communicating a solution’s value proposition to a customer requires building a narrative that addresses your customer’s top priorities and describes potential financial benefits. Simply covering the solution’s features and functions has long been inadequate. Because buyers are more informed on available products and services than in the past, your sales team’s tactics must evolve.

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Value Proposition Marketing Communication Sales 52

Envisio

AUGUST 18, 2023

Having a thriving arts, culture, and tourism scene is an important part of a city’s character, history, and economy. Art and entertainment should be a significant pillar of any local government’s strategic plan: the arts economy in 2021 represented 4.4 percent of the United States of America’s GDP , just over $1.0 trillion! This number is only expected to get bigger as mega celebrities announce huge, global tours.

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Government Transportation Logistics Energy and Utilities 52

SOAR Performance Group

AUGUST 18, 2023

In my conversations with chief revenue officers (CROs), a recurring theme is emerging. They tell me: “John, we just aren’t effectively articulating our value and differentiation.” While this has […] The post Ask These Five Questions to Improve Your Value Articulation and Differentiation appeared first on SOAR Performance Group.

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Value Selling Account Management Customer Success Leadership 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

Customer Think

AUGUST 18, 2023

How many $4 fees add up to a $139 privilege? Amazon is about to find out. The online retailer and owner of Whole Foods and other physical stores has extended access to its Fresh grocery deliveries to non-Prime members, the Verge reports (citing Bloomberg).

Retail 52

Retail 52

FinListics Solutions

AUGUST 18, 2023

Communicating a solution’s value proposition to a customer requires building a narrative that addresses your customer’s top priorities and describes potential financial benefits. Simply covering the solution’s features and functions has long been inadequate. Because buyers are more informed on available products and services than in the past, your sales team’s tactics must evolve.

Value Proposition 52

Value Proposition Communication Sales Sales Training 52

Planview

AUGUST 18, 2023

Effective strategic portfolio management (SPM) can increase revenue, market share, and speed of innovation – especially when paired with the right SPM software. Strategic portfolio management is designed to drive today’s complex, cross-functional initiatives. It can be a great equalizer, enabling the organization to operate as a dynamic entity rather than a collection of silos.

Management 52

Management Prioritization Software Software 52

LinkedFusion

AUGUST 18, 2023

The best online networking and business relationship-building tool is LinkedIn. You can connect with and communicate with lots of other people in your professional network, which makes it simple to grow your influence and locate the best clients. New features have been introduced as the platform’s popularity has increased, bringing it closer to other social networking platforms. “Read receipts” was one 2017 addition.

Communication 52

Communication Facilitation Customer Experience Sales 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