Sat.May 06, 2023 - Fri.May 12, 2023

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Hidden Agendas: Uncovering What Clients Keep From Their Suppliers

Account Manager Tips

Are you curious about what your clients are really thinking? Wonder if they're hiding anything from you? They are. Discover the 13 things they won't tell you.

Suppliers 100
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4 Types of Stakeholders Who Will Sabotage Your Deal (& How to Counter Them)

Hubspot Sales

The more people involved in a buying decision, the less likely you are to close. Getting multiple stakeholders to arrive at a consensus is hard enough on its own, and bringing an additional decision-maker into the fold means adding a potential detractor to the mix. As you’ve probably seen first-hand, there’s normally at least one blocker in every company — and they can do a lot to sabotage your sales efforts.

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Why Key Account Management is Essential for Business Success ?

Arpedio

Why Key Account Management is Essential for Business Success ← Back to blog In today’s fast-paced business world, simply acquiring new customers isn’t enough – you need to keep them coming back for more. That’s where Key Account Management (KAM) comes in. By focusing on your most important customers and developing customized strategies to meet their needs, you can build strong personal relationships and increase revenue and profitability.

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Developing Future Leaders: An Experience Framework for Career Mobility

Vantage Partners

Originally published in February 2023 by Training Industry Magazine Offering internal career mobility retains employees who otherwise might depart to pursue their professional growth and advancement. But with limited rungs on the company ladder, how much career mobility can a company offer? A lot, it turns out, if we replace the ladder with a lattice—an experience framework for enabling employee mobility.

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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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How Do You Communicate With Your Partners?

Peter Simoons

Communication is one of the key success factors in alliances and partnerships. Clear communication helps to build trust and understanding between partners. As such, we might even regard communication as the key factor in any relationship; political, personal, professional or friendly. Whatever the relation type is, communication is the cornerstone. Why Are We Poor At Communication?

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Revolutionizing Customer Experience with Digital Transformation

Customer Think

The era has turned digital. So, enterprises around the globe are using digital transformation to drive business success. With the advancement in technology, companies can now engage with customers in more ways than ever. Digital transformation has become the key to improving customer experience.

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Growing And Managing Global Customers With Noel Capon

The SAMA Podcast

In today's interconnected global economy, organizations need to move beyond the geographic-area model that is proving inadequate for customers that operate globally. To address this challenge, organizations must design an organizational structure that interfaces more effectively with their global accounts, including providing support to global account managers (GAMs).

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AI for Sales: How Artificial Intelligence Is Revolutionizing Sales Processes

Nutshell

It seems everywhere you turn these days, you hear something about artificial intelligence (AI)—how it’s disrupting industries, helping people be more efficient, and sometimes causing controversies. One thing’s for sure: It’s quickly becoming more advanced and widely available. You might be wondering, can you use AI for sales? And if you can, should you?

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Five Ways to Make Your Email Marketing More Personal

Customer Think

Source: Canva The more you understand email marketing, the clearer picture you see that it’s really about personal connections. Whether a list is small or massive, your most imperative task is strengthening the relationship with your subscribers. You’ll please your customers, and you’ll enjoy more effective marketing.

Marketing 133
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Revolutionizing Sales Coaching: AI and Chatbots for Better Performance

Sales Readiness Group

Sales coaching is a critical aspect of improving the performance of sales teams. It involves various activities, from providing feedback and training to helping sales reps develop their skills and close more deals, making it a time-consuming process. But by leveraging the power of artificial intelligence and chatbots, sales managers can access a powerful tool to improve their coaching capabilities.

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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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6 Ways to Communicate Impact in Sales

RAIN Group

You’ve worked on building rapport with your prospect and you’ve uncovered their aspirations and afflictions. The question then becomes, "So what?" If your afflictions don't get solved, so what? What won’t happen? Will they get worse? How will they affect the bottom line of your company, division, or department? How will they affect your life?

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20 Executive Assistant Interview Questions

Hubspot Sales

How do you prepare for a test when you don’t know what questions they’ll ask? Preparing for a job interview is somewhat of a guessing game. Fortunately, most hiring managers stick to many of the same executive assistant interview questions and themes. An executive assistant (EA) is by nature a personal job where fit is essential — I know because that was my first job out of college.

Software 102
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“Phygital” Isn’t Just a Strategy, It’s the Only Strategy for Retailers

Customer Think

The fully integrated commerce future is here. A recent study showed over 27% of millennials will increase their online spending in 2023, while half of Gen Z shoppers, who spend more time on digital channels than perhaps any other age group, favor in-store shopping.

Retail 119
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Developing Future Leaders: An Experience Framework for Career Mobility

Vantage Partners

Originally published in February 2023 by Training Industry Magazine Offering internal career mobility retains employees who otherwise might depart to pursue their professional growth and advancement. But with limited rungs on the company ladder, how much career mobility can a company offer? A lot, it turns out, if we replace the ladder with a lattice—an experience framework for enabling employee mobility.

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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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How tech companies are using AI to control costs amidst “year of efficiency”

Zendesk

In response to macroeconomic pressure, technology companies of all sizes have been tightening their belts and flattening their org structures. Meta CEO Mark Zuckerberg has called it the “ year of efficiency ,” while others have called it the end of the tech boom. But despite budgetary challenges, tech companies have reason to hope. With the surge of generative AI tools coming on the market, software companies can keep pace and scale to support more customers without adding more headcount.

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The Sales Blitz: How it Works and What It Can Do for Your Team

Hubspot Sales

In business, you may have thought that marketing is solely responsible for attracting customers. But what if we told you that sales can work together with your marketing team to boost your customer base? This is where the sales blitz comes into play. Through a sales blitz, your team can accelerate the time needed to convert leads into customers by adopting a tailored strategy.

Sales 99
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WhatsApp is Ready to Enter the Game

Customer Think

As the two galactic superstars (and PSG teammates) Lionel Messi and Kyrian Mbappe traded goals and impressive moves during the World Cup final in December, the world was glued to televisions to see how it would end. They also were glued to their phones, sharing memes, predictions, and running commentary on the match.

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The Role of Talent Assessments in Identifying Sales Superstars

The Center for Sales Strategy

Wouldn’t it be lovely if each sales candidate that you interviewed came holding a sign? “I’m Coachable.” “I’m a Hard Worker.” “I’m disorganized.” “You can’t trust me!” Think of the time savings if everyone summed up their best strengths and their worst weaknesses for you and handed them over before an interview. You could come prepared with questions to find out how those strengths work for them (or trip them up) and if/how they work around those weaknesses.

Sales 90
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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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Building Your Pipeline in a Challenging Economy

Sales Readiness Group

With many companies facing economic headwinds, sales leaders are looking for ways to grow revenues without adding headcount. This reality has resulted in a consistent message from sales leaders: “We need our sales representatives to become much more self-sufficient in building their own pipelines.

Sales 71
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Are Salespeople Sending AI-Generated Emails and Messages [New Data]

Hubspot Sales

Salespeople have a tough job juggling in-person interactions, phone conversations, and email communication with multiple prospects and customers. The field is a buzzing industry that can benefit from artificial intelligence. Since generative AI tools are becoming more popular and salespeople perform many demanding tasks, AI-generated sales emails and messages might become a new norm.

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The Little Known Disadvantages of a Customer-first Strategy

Customer Think

The business world has significantly shifted in recent years, and I, for one, am excited to see so many companies adopting a customer-first strategy. However, like any strategy, a customer-first approach has pros and cons. Therefore I thought it would be helpful to consider both the advantages and disadvantages of a customer-first plan.

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A Sales Strategy to Double Time Spent Selling

The Center for Sales Strategy

When a colleague conducted a "time spent selling audit" for one of her clients, the data showed the organization's best sellers spent slightly over 20% of their time actually selling. Keep in mind the audit included the best sellers in the organization! Here are five reasons why this happens.

Sales 80
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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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Top 11 Best Lean Tools For Continuous Improvement | KaiNexus

Kainexus

Lean continuous improvement is a systematic approach to perfecting business processes and operations by eliminating waste, increasing efficiency, and delivering more value to customers. The "lean" philosophy emphasizes eliminating non-value-added activities and processes to create more value with fewer resources. Lean is built on best practices for continuous improvement , including employee engagement and focusing on creating a culture that supports positive change.

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Ensuring Data Quality and Accuracy in Your CRM

Nutshell

The data in your CRM provides critical insight into your customers, leads, and sales. Having the ability to document your team’s communications with contacts, automate sales processes, and track leads through your pipeline is vital for implementing successful business strategies. Trying to accomplish those same goals without high-quality data may feel like working with one hand tied behind your back.

CRM 62
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Grow Revenue During a Recession by Being Counter-Intuitive

Customer Think

All the requirements have been met. We have already seen these factors occur across the board: Low QoQ GDP. High interest rates. Massive layoffs. Inflation. Stock Market down. Cost-cutting. We are now seeing these events in sales or.

Marketing 111
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Why you may already have the BEST sales team right now… and not even know it.

SBI Growth

Where does talent really come from? It’s a simple equation: Talent = Sales. And the more talent your organization has, the more sales you’ll get. But while it’s a simple equation, it’s not necessarily easy to achieve. It’s the reason why so many sales leaders take a risk-averse approach to managing their sales talent. This is especially true in today’s uncertain economic climate.

Sales 62
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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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Consumers expect AI to radically transform service

Zendesk

It’s clear that we’ve entered a new era in artificial intelligence, and companies around the world are grappling with how to respond to this constantly evolving technology. Zendesk research indicates that AI will affect every customer touchpoint, and businesses that want to remain competitive must have a thorough understanding of what consumers want and expect from the technology.

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Nutshell Announces VisitorIQ

Nutshell

Imagine this: you know people are visiting your company’s website, but you don’t know who they are unless they fill out a form. If only there was a tool you could use to see who’s making their way to your site so you could focus your efforts on people who are already interested in your products and services. Enter Nutshell’s most recent product update, VisitorIQ.

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Generative AI: What’s Next and How to Get the Payoff

Customer Think

Do you know what is the application with the fastest-growing user base ever? Hint: it is not TikTok. This social media phenomenon was relegated to second place earlier this year by ChatGPT. ChatGPT achieved the milestone of 100 million monthly active users in a mere two months, while TikTok needed then record-breaking nine months.

Media 90
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Convert More High-Value Leads with Sales and Marketing Alignment

Force Management

Recent economic uncertainty has forced many sales teams to dig deeper into their territories for potential pipeline and put a critical focus on effectively maximizing every lead. As buyers become more budget-conscious and develop more stringent criteria, it’s never been more important to communicate value from the very first interaction.

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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.