Customer Think
JUNE 6, 2023
Solid consumer engagement is the ultimate prize for marketers because engagement improves brand, which leads to greater lifetime customer value (LCV) and loyalty. But an overabundance of bland messages makes it difficult for brands to connect meaningfully with consumers.
Hubspot Sales
JUNE 7, 2023
Every step of your sales process is a struggle in its own right, so by the time you reach the negotiation stage, it can feel like you've run a marathon — but you still have a ways to go. Landing on agreeable terms that sufficiently suit your interests is a finicky, often frustrating process that can go south on a dime. Winding up on the wrong side of a slanted deal or losing out on a potential agreement entirely are possibilities in every negotiation — and you need to know how to steer clear of
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Red Star Kim
JUNE 7, 2023
I was delighted to return to Dublin to lead an in person training workshop for PM Forum Ireland on “ Being more strategic” with delegates from law, accountancy and consultancy firms. We considered strategic thinking, business strategy and marketing and business development strategy. So there should be something for everyone – a summary of the workshop discussions, examples of notable UK and Irish professional service firm strategies and some strategy insights.
Account Manager Tips
JUNE 8, 2023
Don't let careless communication put your business at risk! Our guide will give you the tools and techniques to ensure that sensitive information stays private.
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.
Customer Think
JUNE 6, 2023
In the fast-paced digital era, traditional software development is being disrupted by a groundbreaking phenomenon: no-code solutions. With benefits that range from accelerated development cycles to cost-effective resource allocation, the no-code movement is revolutionizing industries across the globe. Some of the benefits are: Shorter development cycles.
Upland
JUNE 7, 2023
I’ve lost count of how many times I’ve heard sales and revenue leaders use the terms, “sales process” and “sales methodology” interchangeably and incorrectly. While the difference can be confusing, not knowing precisely what that difference is can be a costly mistake. An organization can make a considerable investment in a methodology, only to discover that it was not effective because there was no sales process to support it.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
The Center for Sales Strategy
JUNE 6, 2023
As we continue to navigate 2023, it becomes crucial for sales professionals and organizations to stay ahead of the curve by embracing emerging trends that can enhance their sales strategies and drive sustainable growth. In this article, we explore five key trends that are revolutionizing the B2B sales landscape, providing valuable insights and practical tips to help you navigate and thrive in this competitive environment.
Customer Think
JUNE 9, 2023
Thanks to investments in process, data capabilities, advanced analytics and new generation channel technologies, digital touchpoints are becoming more integrated and ubiquitous than ever before. Brands have never had more opportunities to engage with consumers in a meaningful, relevant, timely and targeted way.
Hubspot Sales
JUNE 9, 2023
If you’re looking to get into sales, not having a college degree can feel like a huge barrier to your career. But what if I told you that a degree isn't always required for a sales job? “Even though disciplines like medical sales may need a degree, there are many other sales jobs that don't require one,” says Doug Brown, CEO of Sales Strategies. In this guide, we’ll explore how you can get into sales without a degree.
Vantage Partners
JUNE 8, 2023
Over the course of our 25 years in the business, we've realized that when a life sciences company launches a complex alliance, the plan tends to gravitate towards two simultaneous paths: one focused on getting the work done and achieving specific milestones, and the other focused on setting things up (e.g., establishing decision-making processes, communication plans, and governance structures).
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
The Center for Sales Strategy
JUNE 7, 2023
The future of sales forecasting with AI is set to transform how businesses approach sales strategies. The power of AI will help businesses achieve more accurate, personalized, and timely insights into customer behavior and market trends.
Customer Think
JUNE 3, 2023
Eight in 10 retailers have said they plan to sell their goods through additional digital channels in 2023. Leave it to Amazon to level it up to a channel few likely considered: Anywhere.
Hubspot Sales
JUNE 8, 2023
AI email assistants are here to help you manage your emails and drastically reduce time spent in the inbox. Can I get a hallelujah? Emails are essential in business, but we can all agree that email management is a time suck. Plus, with 347.3 billion emails sent daily , it’s fair to say that not all are important. Emails take up a lot of unnecessary time.
Strategic Planning and Management Insights
JUNE 6, 2023
Have you ever needed to secure buy-in from a board member or a potential employee in order to have them join your team or gain their support for a project? How did you handle the situation, and what insights did you gain from it? In this interview, we have the privilege of talking to Alastair Wood , Vice-President & General Counsel at Rhino , a New York-based real estate startup that aims to bring greater financial freedom to renters everywhere.
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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.
The Center for Sales Strategy
JUNE 5, 2023
A great coach can impact the outcome of a game more than any player. This is why we revere great coaches like Belichek, Walsh, and Landry. Their greatness stems from their ability to transfer knowledge beyond themselves by inspiring their players to become more than the sum of their parts! As the sales leader in your organization, you are the coach of a high-performance sports team.
Customer Think
JUNE 3, 2023
Technology has greatly advanced over the years, especially in the translation industry. The Global News Wire reported that by 2030 the market size of global machine translation and translation technologies would be around 4,069.5 Million USD, having a 19.9% CAGR between 2022-2030.
Zendesk
JUNE 5, 2023
Key takeaways: Zendesk messaging is HIPAA-enabled, meaning healthcare organizations can manage their conversations at scale. Messaging allows healthcare organizations to do things like schedule appointments, send reminders, and provide virtual care while protecting patient data. With a unified agent workspace, healthcare workers can maintain a full view of the patient experience.
Vantage Partners
JUNE 8, 2023
We’ve identified a number of deliverables that typically must be created in the first 100 days of a life sciences alliance launch.
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.
The Center for Sales Strategy
JUNE 8, 2023
Scenario: A team member comes to you, excited because a former coworker, a Top Performer, has just let them know that they are looking for a new position. They are perfect for an opening on your team! You become excited because that opening has been hard to fill. Finding quality candidates has been hard and the competitive job market brutal. So you can’t wait to hire this person.
Customer Think
JUNE 4, 2023
The 2022 holiday season is done, but don’t close the books on it just yet. Retailers often see higher chargeback rates on holiday season orders, which can lead to elevated chargeback ratios that affect processing fees for months to come.
Kainexus
JUNE 8, 2023
Companies dedicated to the practice of continuous improvement invest a lot of time and resources into training their employees and creating a culture centered around positive change. One way to make this easier and to smooth the path to improvement is to hire people who already have the right mindset. Bringing up continuous improvement during the initial interview and throughout the hiring process lets the applicant know how important it is to your organization, and helps you weed out people who
Force Management
JUNE 8, 2023
We’ve talked a lot in blogs and other content about the importance of negotiating early and often. Negotiation isn’t an event that happens with procurement at the end of a deal, but a process of establishing and validating the value of your solution throughout the life of a deal. How does that process change in today’s environment, where buyers are hyper-focused on cost and sales teams are struggling with reduced pipeline?
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.
RAIN Group
JUNE 6, 2023
I received a call the other day from someone selling website tracking software. We already use a marketing automation tool like this. I mentioned it to the seller, who went on a rant about how he visited our website, recognized the tool we use, and how we weren't doing it right. I didn’t know this guy. He knew nothing about our marketing and sales process or the types of customers we're trying to reach.
Customer Think
JUNE 3, 2023
While Elon Musk and other experts have called for a pause in AI development, businesses are showing no signs of stopping. According to Statista, the AI software market will reach $126 billion by 2025, and 57% of companies already use AI to improve the services they offer.
Nutshell
JUNE 7, 2023
When your company invests in new software or equipment, you want to be sure that it functions as it should and brings value over time. The same is true for your customer relationship management platform (CRM). CRMs are systems for managing customer data and strengthening relationships with leads to close more deals. A CRM is an essential business tool for making more sales and improving customer relationships.
The Great Game of Business
JUNE 8, 2023
Everyone knows trust is a fundamental part of any relationship. But what does trust mean in the workplace, and more importantly, why should leaders care, and how can they build it?
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.
SBI Growth
JUNE 7, 2023
The most successful sales organizations are driven from the top down. And that includes CEOs, especially during critical growth periods.
Customer Think
JUNE 3, 2023
The world is tired of the annual “Do you love us?” survey which starts, “Everything is ok, isn’t it?” as well as the blizzard of transaction surveys we all now receive. Ironically, at the same time, CCMC’s 2023 National Rage Study (ragestudy@customercaremc.
Nutshell
JUNE 7, 2023
Every business needs to keep track of their sales pipeline , which is a representation of how leads move toward becoming customers. But you might be wondering how to manage a sales pipeline for a roofing company. Navigating a roofing sales pipeline can seem complex, but it doesn’t need to be. In this blog post, we’ll cover six tactics for improving your pipeline management, including: Define your roofing sales pipeline stages Use lead scoring to prioritize your leads Make sure to follow up with
Brooks Group
JUNE 7, 2023
This article is part of our Key Fundamentals of IMPACT Selling ® series. The First Rule of IMPACT Selling® Is… We’ve previously discussed the role the value formula plays in identifying and structuring communication of the benefits a customer gains in a salesperson’s solution. There can be major consequences associated with incorrect decisions when making certain larger purchases, and a buyer might not feel comfortable spending money with you until they are fully convinced that your solution ca
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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.
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