ProlifIQ

APRIL 5, 2023

Account Planning Best Practices Sales account planning is a critical aspect of any business that seeks to manage its customers effectively and generate more revenue. An action plan that outlines the sales account planning process is crucial for any company that wants to succeed. Mostly in growing and closing large enterprise accounts. The goal of sales account planning is to develop a customized selling approach that maximizes each customer’s potential and builds strong relationships.

Account Planning 52

Account Planning Value Proposition Account Management Key Account Management 52

Upland

APRIL 5, 2023

With an ever-evolving buying journey, businesses need a revenue team behind them to create the best experiences for customers, build key relationships that matter, and grow and retain revenue in accounts. We’ve seen the era of lone wolf sellers come and go. Those sellers are quickly seeing the rug pulled out from under their feet as buyers are looking for the human touch to help guide them through big B2B purchases.

Account Planning 195

Account Planning Customer Success B2B Decision-making 195

Customer Think

APRIL 4, 2023

Hiring in today’s market can feel like an uphill battle, but many leaders believe they must keep at it to ensure their businesses’ success.

Client Relationships 112

Client Relationships Marketing 112

Account Management Skills

APRIL 3, 2023

Welcome to Episode 84. If you’re interested in the fast-changing world of generative AI, and how clients and agencies are using it, then you will love this conversation. Roy Murphy is the founder of Synthetic , an agency specialising in emerging technologies. Roy shares with me: – the main pain points that generative AI is solving for clients, and how he’s currently advising his clients. – what you need to know right now as an agency account manager about the AI industry

Co-Creation 52

Co-Creation Account Management Procurement Management 52

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.

Insightly

APRIL 4, 2023

Whether you own a business, or you’re working in marketing or in a customer success or support role, you know the importance of having great customer relationships. You’re likely already thinking about how you can improve their experience with your company throughout their customer journey, or customer life cycle with your business. Customer life cycle management has become increasingly important for businesses to stay competitive and retain customers.

Customer Life Cycle 52

Customer Life Cycle CRM Manufacturing Advertising 52

Sales Readiness Group

APRIL 5, 2023

The “sell me this pen” test is a classic go-to question for sales managers interviewing sales candidates, and it’s easy to see why. This one simple, industry-neutral example can quickly test whether a salesperson knows how to sell. Here are three ways to use this timeless question in your hiring process.

Sales 127

Sales Sales Management Management 127

Red Star Kim

APRIL 5, 2023

I regularly review and summarise benchmark reports for law, accountancy, property and consultancy businesses. So here are two 2023 benchmarks for law firms: The Law Society/Hazelwoods and the Institute of Legal Finance & Management (ILFM)/Crowe. It’s interesting to compare the results from the two benchmarks. The Law Society and Hazelwoods Law firms show resilience despite difficult times, Financial Benchmarking Survey shows | The Law Society (10 March 2023) Resilient law firms reported a st

Finance 130

Finance Profitability Management Remote Working 130

Hubspot Sales

APRIL 5, 2023

There are many things to consider if you are interested in starting your career in sales. Choosing the right position based on your personality, likes, and dislikes can ensure you thrive in your new career. You’ll also need a thorough knowledge of sales trends and stats to succeed. You may have heard negative things over the years about salespeople, such as stereotypes that depict salespeople as pushy or aggressive.

Software 111

Software Software Sales Meetings 111

Sales Readiness Group

APRIL 3, 2023

Once celebrated in movies, the lone-wolf style of sales is no longer an effective approach in today's complex buying atmosphere. So how can sales teams become more successful and add value to their companies?

Sales 127

Sales 127

The Center for Sales Strategy

APRIL 3, 2023

Finding the right talent for your company is vital to its success. A comprehensive recruitment process is essential to attract, select and retain the best employees. However, many companies struggle to create an efficient and effective recruitment process. But there is hope. From creating a job description that accurately reflects the position to utilizing modern recruitment tools, these steps can help you attract and retain the best employees.

99

99

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

Strategic Planning and Management Insights

APRIL 4, 2023

What does healthy Leadership Communication look like and how can you become better at it? In this Strategy and Leadership podcast episode , Anthony Taylor interviews Erin Marcus , founder and CEO of Conquer Your Business. We learn about the importance of having uncomfortable conversations in the workplace. When managers are unhappy with their team's performance but are uncomfortable having a conversation about it, it can lead to resentment and the firing of team members, which is expensive and d

Leadership 98

Leadership Communication Management 98

Hubspot Sales

APRIL 7, 2023

What do ebooks, graphic design software, and online courses have in common? They're all digital products. These products aren’t tangible, but they play a role in our daily lives and are no less valuable than physical products. Because digital products are so ubiquitous, selling them can be profitable for your business. Doing so comes with some unique benefits like low overhead costs and not having to worry about storing inventory.

Digitalization 104

Digitalization Computers and Electronics Media Brainstorming 104

PandaDoc

APRIL 3, 2023

As your company grows, you may find you have less resources available for closing each opportunity. Your company’s sales managers only have a select number of sales reps to work with, and those reps only have a limited amount of time to close deals. A good sales pipeline management strategy is essential because every potential opportunity uses up your most valuable resource — time.

Prioritization 98

Prioritization Sales Decision-making Government 98

The Center for Sales Strategy

APRIL 5, 2023

If you're looking to grow your business, prospecting is a crucial part of the process, as it allows companies to identify potential customers and clients and generate new business opportunities. However, many companies make mistakes when prospecting that can hurt their chances of success. Let's talk about some of the most common mistakes companies make when it comes to prospecting and how to avoid them.

Sales 97

Sales 97

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

Zendesk

APRIL 3, 2023

The world of retail is in a time of change. It’s no longer enough to simply offer a great product—your customers demand much more. In the flooded market with almost endless options, many retailers are competing on the quality of their service. This is where retail customer engagement plays a vital role. In this guide, learn more about customer engagement and its benefits, discover strategies for success, and see real-life examples.

Retail 98

Retail eCommerce Digitalization Artificial Intelligence 98

Hubspot Sales

APRIL 6, 2023

If you’re a B2B company, ecommerce is a necessity for your business. As a McKinsey & Company study found, 65% of B2B companies sold exclusively online in 2022. B2B ecommerce strategies also differ greatly from B2C (business-to-consumer) ecommerce. In B2B, transactions involve two businesses, while in B2C, businesses sell directly to consumers. To stay on top of the ever-evolving B2B ecommerce game, you need to pay attention to trends.

eCommerce 99

eCommerce B2B B2C Retail 99

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. Instead of focusing on assigned reading and sporadic training sessions, concentrate on effective sales training techniques that stick.

Sales Training 98

Sales Training Management e-Learning Construction 98

The Center for Sales Strategy

APRIL 6, 2023

So, what is the line between persistent and pest when it comes to securing appointments? Two calls? Three calls? Six? A national study published in the Harvard Business Review recommends at least six approaches. After six approaches are when 90% of appointments are set. So, how many salespeople make six approaches? About 4%. Yes, 4%. The majority of salespeople give up after two.

Publishing 92

Publishing Sales 92

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

RAIN Group

APRIL 5, 2023

You’d be hard-pressed to find an organization that didn’t want its sellers and sales teams to meet their goals in the face of challenging conditions and do so with high win rates and strong pricing. Sales training is one obvious way for organizations to build such teams. While sales training often fails to meet its promise, our research shows that highly effective sales training is correlated with higher win rates, sales goal attainment, and premium pricing.

Sales Training 93

Sales Training Sales Meetings Organization 93

Hubspot Sales

APRIL 4, 2023

When people think of consulting interviews, they immediately think of case study questions. You know the ones: you're given a hypothetical problem and asked to analyze the situation and recommend a solution. However, solving cases is only half the battle. You also need to answer behavioral questions that assess your experience, skills, and fit for the job.

Supply Chain 95

Supply Chain Leadership Construction Artificial Intelligence 95

Kainexus

APRIL 4, 2023

Taiichi Ohno, the father of the Toyota Production System, once said, “Without Standard Work, there is no Kaizen.” That’s a pretty bold statement, but when you think about the continuous improvement cycle, it makes a lot of sense. How can you move from the current state to the desired state if the current state is a moving target? Standard Work , which documents the current best practice for performing a task or process, and ensures that everyone is applying it, is a prerequisite for improvement.

Organization 88

Organization 88

The Center for Sales Strategy

APRIL 4, 2023

Culture is defined as a way of life for a group of people. When in doubt about what to do, the members will fall back on what they have learned from their culture. They don’t even think about it—they know what their culture would tell them to do. Business organizations all have a culture, and when you walk into a business and take an instant like or dislike to being there, you are experiencing their culture.

Sales Management 82

Sales Management Management Sales Organization 82

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

Brooks Group

APRIL 5, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. Mental Models, Cognitive Tunneling, and the Crisis of Qantas Flight 32 On November 4, 2010, Captain Richard Champion de Crespigny entered the cockpit of an Airbus A380 headed from Singapore to Sydney, Australia. Qantas Flight 32’s routine takeoff quickly escalated into an emergency that de Crespigny, his 29-person crew, and 440 passengers will never forget.

Sales Training 87

Sales Training Decision-making Sales Environment Onboarding 87

Customer Think

APRIL 7, 2023

The CRM Value Chain is made up of three Core Processes supported by five Enablers, all of which contribute to the goal of driving up customer profitability. We explored the idea of customer profitability in our first article. In this second article, we dig deeper into the three Core Processes.

CRM 83

CRM Profitability Digitalization Marketing 83

Force Management

APRIL 6, 2023

As leaders, we serve as guides for our teams through challenging times. In the current economic landscape, when the challenges are unpredictable, it helps to have guides of our own. Last month on the Revenue Builders Podcast, we talked to multiple leaders who have guided teams successfully through crises. They spoke to the power of gratitude, communication, culture, and humility.

Communication 79

Communication Sales 79

Corporate Visions

APRIL 4, 2023

What if there was a way to track individual sales performance deal-by-deal—uncovering hidden gaps in sales skills and offering tailored training to optimize results going forward? Introducing the fitness tracker for sales.

Sales 64

Sales 64

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

Envisio

APRIL 6, 2023

We love libraries and the people that make them work. Beyond simply being a place where the free books are (which, don’t get me wrong, is GREAT), libraries provide a number of critical services. From literacy programs to childcare programs, to employment training hubs, to community workshops, libraries are one of the few remaining spaces where public life is highly visible, diverse, and where people can simply … exist.

Government 52

Government Digitalization Stakeholders Software 52

Customer Think

APRIL 6, 2023

In a 2021 paper published by The B2B Institute, Professor John Dawes, Associate Director at the Ehrenberg-Bass Institute for Marketing Science, described what has come to be called the 95:5 rule. The rule states that up to 95% of business buyers aren.

B2B 78

B2B Marketing Publishing Digitalization 78

The Congruity Group

APRIL 6, 2023

Excerpt from “The Rarest Advantage – How to Co-Create Strategic Value to Retain and Expand Your Key Customer Accounts” by Betsy Westhafer and Tony Bodoh. Our client had a strategic account that was in jeopardy, yet they were woefully unaware. The challenges in the relationship that were being felt by this customer flew under the radar because overall, our client was thriving.

Co-Creation 52

Co-Creation Retail e-Learning Meetings 52

Zendesk

APRIL 7, 2023

Lots of companies have asked us: Why should we buy a CX solution when we could work with in-house developers to build our own? Building your own CX solution is time- and labor-intensive, and it requires an ongoing investment of developer resources to maintain. Many of our customers started with homegrown solutions only to realize that their systems couldn’t meet their needs or deliver the ease and efficiency that Zendesk can.

Healthcare 52

Healthcare Innovation Government Software 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