Sat.Oct 15, 2022 - Fri.Oct 21, 2022

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How To Disagree With Your Client

Account Manager Tips

Disagreeing with clients isn't a bad thing. It's healthy and can lead to great things if handled properly. Here's some tips on how to disagree constructively. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. 4 magic words to say to every client After I've said the magic words, then what? What do I do with the information?

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How to Use The Hoshin Kanri X-Matrix to Deploy Your Strategic Plan

Kainexus

Now is the time of year when many leaders turn their thoughts to crafting the strategic plan for next year. In most cases, this involves financial forecasting, resource planning, and a review of this year’s performance to date. All of that is important, but according to the book, The Balanced Scorecard by David Norton and Robert Kaplan, 90 percent of organizations fail to execute their strategies.

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3 tips for efficient and sustainable OKR results

MDI Training

3 tips for efficient and sustainable OKR results. Do you want to learn more about the basics of OKR – Objectives & Key Results? Here are 3 leadership tips for efficient and sustainable OKR results. 1. Reserve the meeting dates for a year in advance. Long-term OKR scheduling. Long-term scheduling makes it easier to adjust to spontaneous changes on short notice.

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Hooks, Headlines and Hard-Wired Words: 11 ideas for better writing

Red Star Kim

From the offices of our hosts (Thank you firm Boodle Hatfield!) we looked out at the iconic building (nicknames including The Vase, The Boomerang and The Beer Gut). Marketers from law, accountancy, engineering and property firms joined a PM Forum workshop to share ideas on how to improve our writing. We covered a lot in a short time including grammar, audience analysis, persuasion and editing.

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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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5 Secrets to Selection

The Center for Sales Strategy

Candidates are in and out of the job market quickly, particularly those with superstar talent. If you’ve adopted a “we’re always hiring” mentality to help you build and fill your talent bank, you’re likely conducting interviews more frequently. According to LinkedIn, 83% of talent say a negative interview experience can change their mind about a role or company they once liked.

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The 5 Main Sales Productivity Metrics Managers Track in 2022 [& How to Improve Yours]

Hubspot Sales

Any company's sales leadership needs to keep a pulse on how its salespeople are performing, both individually and on a broader organizational level — getting there often starts by understanding the degree of effort reps are putting in. That's where performance indicators known as sales productivity metrics come in. These figures — ones used to measure how active and engaged salespeople are day-to-day basis — are central to the success and direction of most sales orgs.

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The Factor That Will Make or Break Your Sales Initiative - and How To Get It Right

Force Management

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness. Check our blog next week for the newest installment, or subscribe for updates straight to your inbox.

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Celebrating Women In Sales Month with Guest Kim Guthrie

The Center for Sales Strategy

Women in sales have achieved great things for themselves and their organizations over the last decade. To celebrate Women in Sales Month, we’re talking with some amazing women sales leaders who share their unique insights, from offering advice for sales managers, new or more experience to discussing the anticipated landscape of sales and years ahead when it comes to improving sales performance.

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3 Ways To Make Your Recession Contingency Plans Evergreen

SBI Growth

According to SBI CEO Mike Hoffman, “leaders understand that completely abandoning recession contingencies is the wrong call. Instead, they're adapting the plans to reflect the uncertain market.” Hoffman explains that “The timing of the economic turnaround, which coincided with reaching the year's halfway point, suggests CEOs realized it was time to make decisions, reinvest and move ahead.

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Three Unexpected Benefits of Sales Training

Sales Readiness Group

Sales training is proven to help your team close more business deals, stay competitive, avoid discounting, win bigger deals, and boost productivity. A well-designed sales training program gives your team the skills, tools, and techniques they need to become top performers. And for most sales leaders, driving topline performance is more than enough justification to invest in training.

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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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7 Tips to Easily Sell Medicare Supplements Over the Phone

Crank Wheel

Check out our top 7 tips on how to sell Medicare supplements over the phone. Learn everything you need to know to take your sales to the next level today!

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7 Sales Strategy Tips from Horror Films

The Center for Sales Strategy

Horror movies are predictable and filled with clichés. Although we know a monster lurks around every corner, we squirm in anticipation of a sudden sound or blood-curdling scream that will make us fly out of our seats at any moment. It turns out horror films are filled with sales strategy lessons.

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Get Uncomfortable: Relationship Advice From A B2B Customer Experience Company

Deep Insight

Get Uncomfortable: Relationship Advice From A B2B Customer Experience Company. October 21, 2022. By. Shane O Regan. The phrase, “Get closer than ever to your customers” is famously attributed to Steve Jobs. This often-repeated mantra remains a key principle of CX in both Consumer and B2B companies. The benefits of being close to your customers are enormous, yet why do so many B2B companies struggle to do it?

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Five Helpful Chrome Browser Extensions, from an Account Manager

Texas Creative

"> I’ve always had an affinity for finding mobile apps that fulfill a niche need or offer a unique benefit. Whether it’s an app that helps manage my tasks and time, or an app that identifies birds by their call (essentially Shazam for birds), I enjoy exploring how I can enhance my phone with helpful tools. . So when it came to having a desk job, I was looking for ways to optimize my personal computer.

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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 to Screen Share with WhatsApp

Crank Wheel

Here's the easiest way to share your screen via WhatsApp

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Celebrating Women In Sales Month with Guest Stacy Kauffman

The Center for Sales Strategy

October is Women in Sales Month, and to celebrate, we recognize many talented and hardworking women who work in this industry, the valuable contributions they make to it, and their expert insights on the future. Joining this episode of Improving Sales Performance is guest Stacy Kauffman, Regional Vice President from San Francisco and Sacramento at Audacy.

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Four can’t-miss customer panels at Showpad’s TRANSFORM 2022

Showpad

Summer is officially over. And in many parts of the world, temperatures are starting to drop. That can only mean one thing: Showpad’s TRANSFORM 22, the world’s largest sales enablement event, is just around the corner. TRANSFORM 22 is coming! On November 8, over 1,000 sales, marketing, and enablement professionals worldwide will gather (virtually) for inspiring keynotes, informative breakouts, and networking sessions.

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50 sales-probing questions to better understand your prospects

Zendesk

Striking up a conversation with a stranger can feel daunting. If you’ve ever stumbled over your words asking for directions or dared to invite someone you like for a coffee, you know the feeling. For sales reps, especially those new to the game, finding the right questions to ask is half the battle. Enter the probing question—a sales tactic that will help your team seal more deals.

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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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Management Potential Guide

EcSell Institute

The talents needed for success as an individual performer may be different than those needed for management. Before promoting a team member, it is important to assess if they have demonstrated the potential to be an effective manager. Use this guide to determine if a team member is ready.

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Improving Board Engagement with Strategic Planning

Credo

The central purpose of today’s boards doesn’t differ much from what it’s been in the past. Board members are stewards of an organization’s mission and vision, tasked with ensuring that the college, university, or nonprofit’s current leaders and employees are successful in advancing each.

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5 Reasons To Rethink Your CRM

Insightly

5 Reasons To Rethink Your CRM. Technology is an incredible resource and has drastically improved the way people do business. However, it’s evolving so quickly that what was touted as a high-tech solution a few years ago might already seem obsolete — or at least slower and less intuitive than newer options. If you can relate, it might be time to rethink your CRM.

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Episode 44: Who Owns the Pipeline? Marketing and Sales Leaders Teaming Together to Drive Results

SOAR Performance Group

Who Owns the Pipeline? (A Sales Leadership Community Panel Discussion Hosted by the Atlanta Chapter) Senior executives share their perspectives about pipeline ownership of opportunities with customers and prospects. The […]. The post Episode 44: Who Owns the Pipeline? Marketing and Sales Leaders Teaming Together to Drive Results appeared first on SOAR Performance Group.

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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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Management Interview Guide

EcSell Institute

This management interview guide contains 12 behavioral questions. If a candidate can identify specific instances when they have exhibited these management behaviors in the past, they are more likely to exhibit them in the future. The quality, clarity and specificity of the candidate’s responses will help you determine if they possess the management behaviors needed for success in the role.

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Agile mindset beyond company boundaries

MDI Training

Agile mindset beyond company boundaries. In order to compete in a constantly changing market , companies must be able to react quickly to changes. Strong networking, increased knowledge exchange and an agile mindset beyond company boundaries are crucial. Leadership in times of crisis. We are in highly uncertain times – everything around us is always changing and no decision is really definite.

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Sales Playbooks Accelerate Growth

Sales Outcomes

Sales teams often face execution challenges, including: – Poor sales process adoption – Selling to accounts outside the target market or ideal customer profile – Inconsistent proactive sales activities – Lack of confidence in conducting deeper discovery conversations – Low win rates. Collectively, these challenges contribute to underperforming sales teams.

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PartnerTap’s Machine Learning Engineer Is Heading to the World Puzzle Championship

PartnerTap

There is some exciting news for us at PartnerTap. One of our engineers, Pranav Kamesh, is heading to the World Puzzle Championship in Poland this week. He’ll be representing his home country India and competing against the top puzzle solvers in the world. Machine Learning Engineer. Pranav is living in New Jersey and studying for his Master of Science in Computational Science at NYU.

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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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Sales performance management 101: Definition and strategies

Zendesk

The sales performance management market was valued at $3.1 billion in 2020 and provided an average of 204 percent ROI. The numbers don’t lie: having a thoughtful and solid sales performance management strategy is good for business. But if you’re unfamiliar with this terminology and process, it can sound like just another string of business terms. In this article, we’ll unpack what sales performance management is, why it matters, and how to successfully implement this game-changing strategy into

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Apptivo Product Updates as of October 17, 2022

Apptivo

We’re beyond thrilled to announce our new features this week! This further validates Apptivo as the go-to solution for your booming business. We’re always enthusiastic when it comes to providing our customers with the finest features and boundless services. How about getting the automated emails whenever you create a calendar event and having them accessible under the calendar event overview page, as well as in the emails app?

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What’s Happening with Sales Roles as We Look Ahead into 2023?

SalesGlobe

The Pandemic Expedited the Growth of the Hybrid Sales Professional, Highlighting New Ways of Connecting Buyers and Sellers in B2B Sales. The future of B2B sales includes a strong mix of hybrid sales professionals into the customer’s buying journey. The hybrid salesperson conducts their work and connects with their customers with a balance between face-to face and remote/virtual interaction.

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Where AI already Supports Sales Today

QYMATIX

Learn seven practical use cases where artificial intelligence is already supporting sales today. More and more companies are using AI to streamline processes in sales and hand over unpleasant tasks to algorithms. AI is therefore assistance for sales without making employees obsolete. The use of artificial intelligence (AI) is radically changing the way sales works.

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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.