Sat.Mar 23, 2024 - Fri.Mar 29, 2024

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15 Best Books Every Key Account Manager Should Read

Account Manager Tips

Unlock the secrets of key account management with must-read books that reveal how to master every challenge. To be the best, you have to learn from the best.

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The Definitive Guide to Client Onboarding and Positive Customer Experiences

Nutshell

Regardless of your business type or industry, a well-thought-out and structured client onboarding process is the secret to long-term customer retention. It’s where the rubber meets the road, and the initial relationship you’ve built with your customer before their purchase is put to the test. You may think that your welcome and monthly check-in emails are enough to keep your clients satisfied.

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Renewal Realities: Navigating the Challenges of Client Retention

The Center for Sales Strategy

The 5th Annual Media Sales Report asked salespeople where their jobs are getting easier and where they are harder. 31% of salespeople responded that renewing clients is more challenging than ever before. It's indeed crucial to recognize the evolving dynamics of client renewals in today's market landscape. With the increasing options available to clients, retaining them has become more challenging and important than ever before.

Media 111
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QuickBooks or a CRM? Why SMBs need to consider both

Customer Think

Integrating a customer relationship management (CRM) system with QuickBooks, an accounting solution, can greatly benefit small and medium-sized businesses (SMBs). The integration can provide a centralized platform to manage customer relationships and sales processes, track expenses and generate financial reports.

CRM 105
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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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Thrive in the Downturn: Essential Key Account Growth Strategies

Account Manager Tips

Discover how to achieve exceptional account growth with proven strategies, even in economic downturns. Transform challenges into opportunities.

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Maximizing Sales Potential: A Roadmap to Your Ideal Sales Enablement Software

Revegy

In today’s competitive business landscape, optimizing sales processes is essential for driving revenue and sustaining success. Sales enablement software offers a strategic advantage by empowering businesses to streamline operations, track performance, and make data-driven decisions. However, with a myriad of options available, finding the right solution can be daunting.

Software 105

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8 of the Most Difficult Types of Prospects (& How to Deal With Them), According to Real Sales Leaders

Hubspot Sales

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Want more content like this? Subscribe to our newsletter! Are you ready for a shocking, next-level revelation that's going to turn your world upside down? Here it is: Prospects aren't always easy to deal with. Boom! That's the kind of astute, game-changing insight you can only find here at The Pipeline , baby.

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IMPACT Selling®: How to Unleash Revenue Potential with Sales Team Training

Brooks Group

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. The data backs this up. Research shows that sticking with a sales process correlates with success.

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How Continuous Improvement and Customer Feedback Drive Business Success

Customer Think

In my last article (Harnessing the Power of Customer Feedback to Win Hearts and Cultivate Loyalty) I spoke about the importance of actioning customer feedback. I want to continue this topic now by focusing on using the information for continuous improvement of the brands and services you offer.

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Boost Your B2B Revenue: Strategic Marketing Approaches for Growth

SBI Growth

The marketing engine is a crucial part of a B2B organization’s branding and pipeline. While CMOs invest heavily into enhancing the customer experience and moving prospects down the funnel, their spending is often scrutinized by other functions, questioning marketing’s contribution to the company’s revenue. As a result, CMOs frequently find themselves defending their investments and share of funding.

B2B 71
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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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How to Manage a Sales Pipeline for a Consulting Firm

Nutshell

Consulting firms need a great sales pipeline to attract leads and close deals, as well as generate recurring revenue from clients and referrals. Read on to learn tips and best practices for managing an optimized sales pipeline for consulting firms. Table of Contents The unique role of sales pipelines for consulting firms 6 best practices for managing a consulting firm’s sales pipeline Define your consulting sales pipeline stages Standardize your sales process Automate as much as possible Regular

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How Customer Retention Drives Revenue Growth feat. Barry Klein

Sales Gravy

On this episode of the Sales Gravy Podcast, Jeb Blount, the author of People Love You: The Real Secret to Delivering a Legendary Customer Experience, sits down with Talroo's Vice President of Success and Enablement Barry Klein to discuss why a focus on customer retention is crucial for revenue growth. Jeb and Barry explore and focus on the strategic importance of customer success, the value of human interaction, and the role of company culture in shaping customer experiences and relationships.

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Want to Build A Subscription Business? Ask Yourself These 3 Questions

Hubspot Sales

Anyone not living under a rock knows that subscription businesses are huge these days: The global subscription market is projected to reach $1.5T next year Three in four D2C companies have some form of subscription offering The combined market cap of all digital subscription companies has reached $14T (with new entrants still jumping in ) Source: UBS But making a buck isn’t as easy anymore, especially since consumers today paying $1k per year on subscriptions seem to be outgrowing this model.

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Valuable Insights from SBI’s Executive Growth Forums

SBI Growth

Every quarter, SBI hosts a series of Executive Growth Forums where leading executives (CEOs, CROs, Presidents, CCOs, COOs, and more) are invited to a dynamic roundtable discussion to share ideas and perspectives on the future of B2B go-to-market (GTM) strategy. In these forums, we also share insights gathered from SBI’s quarterly CEO surveys, which are valuable to help executives stay ahead of developing market trends.

B2B 71
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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 Manage a Sales Pipeline for a Startup

Nutshell

As a startup, having a well-running sales pipeline is vital to facilitate sales actions and help your team close deals faster. Read on to learn more about the importance of sales pipelines for your business and how to manage a sales pipeline for your startup. Table of Contents Why is a sales pipeline important for a startup? What is a sales pipeline?

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GenAI Language Models: Scope and Typical Use Cases

Customer Think

After writing a good number of times about how to responsibly use AI, especially generative AI and how to find the first use cases and right models to work with, it is now time to have a deeper look into making sense of the whole AI story again.

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Finding the Perfect Fit: Identifying Prospects That Will Skyrocket Your Sales

FinListics Solutions

Identifying the right prospects isn't just a part of the process in the quest for sustainable growth—it's an art. It's the crucial first step that separates the leaders from the followers in the enterprise sales landscape. The best-performing sales organizations, those achieving a 21% revenue gain from new customers, understand this art perfectly. They don't just chase leads; they seek out organizations where their solutions can take root and flourish.

Sales 79
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Selling to the C-Suite: Strategies for Reaching Executive Decision Makers

Brooks Group

Why is selling to the C-suite so critical? As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Gone are the days when you could simply sell to a mid-level manager. Today’s major purchasing decisions often involve cross-functional buying committees that include executives from the C-suite.

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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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Unleashing Growth: Navigating Retail Success with Continuous Improvement

Kainexus

Staying ahead of the curve is paramount to success in the ever-evolving retail landscape. With consumer preferences, market trends, and technology constantly shifting, retailers must adapt and innovate continuously to remain competitive. This is where the concept of continuous improvement becomes invaluable. By fostering a culture of constant improvement, retail organizations can not only meet the changing demands of consumers but also drive operational efficiency, enhance customer experience, a

Retail 69
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Leveraging a Design, Build, Deliver Approach to Achieve CX Excellence

Customer Think

Customer experience (CX) is one of the most critical success factors for consumer-facing businesses. Unfortunately, many organizations’ CX offerings fall short of their customers’ growing expectations, leaving them frustrated, dissatisfied and looking to other brands for better options.

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13 Customer Service Email Tips (and Example)

Groove HQ

A well-written customer support email can make all the difference between refund and a cross-sell (or long-term customer loyalty.) While you will of course have your own special style, in this post, we will cover tips that you should keep in mind for your Expressing Gratitude and Empathy In customer service, your words can shape […] The post 13 Customer Service Email Tips (and Example) appeared first on Groove Blog.

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Using End-to-End Visibility to Scale and Streamline Automotive Production

Planview

The traditional paradigms of automotive manufacturing are evolving, driven by the imperative to integrate cutting-edge software solutions seamlessly with hardware production. As automotive companies navigate this transformative landscape , the need for end-to-end visibility in production processes becomes increasingly evident. This blog discusses the critical role of end-to-end visibility in scaling and streamlining automotive production.

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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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The Future of Healthcare: Innovations in Provider Strategy

ClearPoint Strategy

Gain insights on the latest trends shaping the healthcare industry, and how strategic planning, quality improvement, and innovative technology help to navigate it.

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How to Improve Your Customer Journey: 7 Useful Tips

Customer Think

A customer journey represents individuals’ interactions with brands or their preferred solutions. It encompasses different phases, from brand awareness to the conversion stage and beyond. A customer journey showcases the experiences a brand offers to its current and potential customers.

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How to Create a Helpful Frequently Asked Questions Section

Groove HQ

Every customer is unique, but sometimes there are common denominators. In the case of customer support, they are in the form of questions that everyone asks, or at least a notable majority do. Even if the information is in onboarding, or seems obvious to the product team it might a perfect case for your FAQ […] The post How to Create a Helpful Frequently Asked Questions Section appeared first on Groove Blog.

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Eliminate the Disconnects that Undermine Your PMO’s Value

Planview

We talked about how the PMO can be one of your organization’s greatest strategic value drivers. But how do you ensure your PMO is actually equipped and capable of achieving your desired business outcomes? In this post, we will discuss how you can get the most value from your PMO. And it starts with understanding the purpose they play in your organization.

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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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Help Scout’s Shopify Integration: More Functionality At Your Fingertips

Help Scout

From accessing order details to processing refunds and cancellations all in one place — learn how to spend less time switching systems and more time taking care of customers with Help Scout's Shopify integration.

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Are Customers Telling Brands About Their Experiences?

Customer Think

Earlier this week, Marketing Charts shared the results of a study conducted by Qualtrics XM Institute that looked at whether or not customers shared feedback about their experiences – and with whom or how they shared that feedback.

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How to maximize your deal desk process flow

PandaDoc

A deal desk streamlines deal management and enhances win rates — if the process flow is set up correctly. This article outlines steps to establish and optimize a deal desk process flow with your team to help advance your sales strategy. Key takeaways A deal desk is a cross-functional team assembled to oversee opportunity qualification, solution and proposal development, and negotiation stages of a sales process.

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Successful Team Building for Boehringer Ingelheim RCV

MDI Training

Successful Team Building for Boehringer Ingelheim RCV Do you prefer to listen to this article? Click below to access our AI-generated audio version: Successful Team Building for Boehringer Ingelheim RCV In the interview with our MDI trainer and partner, Anita Berger On June 29, 2023, around 85 participants gathered at the Casino Baden to participate in a team-building event for Boehringer Ingelheim RCV under the management of Csilla Ponner.

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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.