Strategic Planning and Management Insights

OCTOBER 5, 2022

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Account Manager Tips

OCTOBER 6, 2022

When it comes to managing my time, sometimes it feels like I'm losing the battle, the war and maybe even the will to live. Still, it doesn't have to be like this. So I decided to share my favourite calendar management tips. Sure you'll still have your bad days, but follow even a handful of these tips and I promise you'll be in charge of your schedule, manage your time and smash your goals.

Management 246

Management Meetings Decision-making Brainstorming 246

The Center for Sales Strategy

OCTOBER 5, 2022

Increasing productivity and promoting teamwork in a hybrid workplace can be challenging, but a few simple changes can help people feel connected and allow them to contribute in a more meaningful way. As more companies move to remote and hybrid work, creating an environment that fosters teamwork is especially difficult, and many employees can feel disconnected and unmotivated when they’re not in the office.

Communication 112

Communication 112

SBI Growth

OCTOBER 5, 2022

For the last few weeks, SBI has shared a framework for focused annual revenue planning, with near and long-term value creation planning being top-of-mind for CEOs. A focused growth strategy benefits the commercial ecosystem tremendously. Broad agreement on prioritized markets, products, customer segments, and targeted deployment of those resources create the conditions for growth in challenging economic environments.

Prioritization 62

Prioritization Marketing 62

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.

Mike Kunkle

OCTOBER 2, 2022

We’re all in sales, right? Well, maybe. I think the answer depends on what you mean by that (intent) and how you define “sales.” What is Modern, Professional B2B Selling All About? I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. I view it a bit differently, though, and potentially, see this as a problem about how we view and define selling.

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Red Star Kim

OCTOBER 3, 2022

Last week there was a mixture of legal and accounting firms – and M&BD people as well as fee-earners – at the MBL workshop on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders”. I’m delighted that this session received 100% on “Very satisfied” ratings for both the overall rating and quality of the speaker. There was also this fabulous comment “Kim had so much in-depth knowledge.

Decision-making 130

Decision-making Communication Meetings Marketing 130

Zendesk

OCTOBER 6, 2022

Examples of bad customer behavior are typically what make for breaking news in the world of customer service. These are the kind of stories we’ve seen more frequently throughout the past few years as staffing and supply shortages mount and consumer stress levels run rampant. More than a lack of gratitude or a bit of unpleasantness, many frontline customer service agents have faced truly difficult scenarios.

Digitalization 98

Digitalization Customer Experience Organization Management 98

Apptivo

OCTOBER 3, 2022

Introduction. Who is a buyer and who is a customer? And, when and how does a buyer become a customer? The difference is, with the first sale, the business has got a buyer, and when the business makes the buyer come back and buy more, they have got themselves a customer. A customer is one who has made it his/her custom to buy at the business. Lifecycle marketing is the holistic approach of getting new buyers and converting them to be customers.

Marketing 98

Marketing Value Proposition CRM Publishing 98

Hubspot Sales

OCTOBER 3, 2022

When I first sat down with David Stafford , Dropbox's Head of Customer Solutions, to discuss BATNA, he admitted what I'd also been thinking. "I'm going to be honest — I'm familiar with BATNA from business school and from a textbook point of view. But I never knew it as BATNA. So, this morning, I had to Google it.". I'd also spent the morning reading up on BATNA, so I could relate.

Negotiation 87

Negotiation Software Software Construction 87

The Center for Sales Strategy

OCTOBER 1, 2022

Unprecedented times call for different strategies. While there’s no real consensus as to what state the economy is in currently, signals point towards a potential economic slowdown either on the horizon or seeping its way into your industry. The disparate nature in impact on different sections of the economy makes for truly interesting (but mostly frustrating) times.

Sales 104

Sales 104

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

Sales Gravy

OCTOBER 6, 2022

On this episode of the Sales Gravy Podcast, Jeb Blount and Jennifer Smith, CEO of Scribe, give you tips and tactics for working smarter, dealing with repetitive tasks that slow you down, and getting more done in less time with better outcomes. You must protect your prime selling time at all costs. Time is your most precious resource. You cannot make more, add more, or find more.

Sales 87

Sales 87

Brooks Group

OCTOBER 5, 2022

Overcoming Economic Challenges Since 1977. The simplicity of IMPACT will teach your sales team to sell their way through any economic event the world throws at them. This is because IMPACT is a sequential selling system that salespeople can quickly learn, implement, and follow to give them a greater chance of closing sales. Bill Brooks , the founder of the Brooks Group, discovered that when a salesperson followed a linked sequential sales process (selling system), they had a 93% chance of closin

Manufacturing 88

Manufacturing Value Proposition Sales Training Facilitation 88

Crank Wheel

OCTOBER 6, 2022

It's easy to share your screen to a Tesla without needing to install anything in the car. The viewer can even take control of the session.

98

98

Force Management

OCTOBER 6, 2022

At some point, every leader will have to guide their team through some level of change. Our guests this month on the Revenue Builders Podcast are familiar with that task. Tune in to these eye-opening episodes for lessons on leading with confidence, building connections and building the leaders of tomorrow. Whether it's building a company from the ground up, tracking our ever-shifting economy or even building a grassroots movement, the insights shared this month are highly relevant and actionable

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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

Hubspot Sales

OCTOBER 1, 2022

You open up your banking app and see a strange deposit marked “ACH credit.” Are you being scammed? Can you keep the money? And do you need to do anything special to get it? Take a deep breath. Though you might not recognize the name, an ACH credit is actually one of the most common forms of electronic funds transfer in America. In fact, yours is one of 29.1 billion payments made on the ACH network per year , according to Nacha.

Banking 74

Banking Software Software 74

Insightly

OCTOBER 7, 2022

ERP vs. CRM – What’s The Difference? ERP and CRM systems are both incredibly useful tools for businesses. They have a lot of similar capabilities and help business owners manage their data and processes more effectively. However, there are some key differences in what they’re designed for, and using the right tool for the job is essential.

CRM 52

CRM Supply Chain Software Software 52

Zendesk

OCTOBER 7, 2022

To survive and thrive in a crowded landscape, software and cloud services companies need to be hyper-focused on one key metric: customer retention. To accelerate net retention, you need to be highly attuned to your customers’ needs and exceed their expectations. Zendesk makes this easier with process automation and AI-powered conversation flows, so you deliver exceptional experiences while remaining profitable.

Software 52

Software Software Profitability 52

Credo

OCTOBER 5, 2022

Wherever there’s smoke, there’s fire—and whenever an organization embarks on a strategic plan , there’s bound to be change. In many cases, organizational change is approached in a heavy-handed way, from the top down, and unsurprisingly end in stagnation and disappointment. To use another adage: You can bring horses to water, but you can’t make them drink.

Organization 52

Organization Leadership 52

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

FinListics Solutions

OCTOBER 5, 2022

A prospect’s business goals and strategies are at the root of their decision-making process. Therefore, your sales team’s focus must be to help the executive buyer meet their objectives and execute their strategies. If your team is still focusing on your product’s features and “bells and whistles”, now is the time to change tactics.

Decision-making 52

Decision-making Sales Meetings Sales Training 52

SalesGlobe

OCTOBER 4, 2022

The Performance Review (Review). Mark Donnolo. Welcome to the Rethink Sales Podcast I’m Mark Donnolo. Michelle Seger. And I’m Michelle Seger. Mark Donnolo. And today, Michelle, we’re going to be talking about some current events and news items that are just near and dear to our hearts and emotions and minds. Michelle Seger. Oh, yeah, we’re gonna be talking about coming back to work.

Performance Review 52

Performance Review Sales Value Proposition Organization 52

Zendesk

OCTOBER 4, 2022

It’s Cybersecurity Awareness Month! Since its start in 2004, this monthlong initiative has continuously picked up steam year-over-year—matching the corresponding rise in cyber attacks. But what started as an effort to educate the general public about the changing technological landscape and its related security risks has now become a critical reminder for all organizations to remain vigilant about their security posture.

Cybersecurity 52

Cybersecurity Onboarding Prioritization Organization 52

Strategic Communications

OCTOBER 4, 2022

It seems that more and more businesses—large and small—are looking to the media (including social media) to generate awareness for their businesses and their products. Makes sense. Media coverage, whether traditional or online, can be a great source of exposure, not only because of its cost-effectiveness but also because the things that others say about us tend to hold more credibility than the things we say about ourselves (e.g. our advertising messages).

Media 52

Media e-Learning Communication Advertising 52

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

Planview

OCTOBER 4, 2022

For more than a decade now, The Planview Vision Awards strives to recognize a handful of forward-looking organizations that have excelled at achieving their strategic goals by leveraging Planview solutions. This year, we were thrilled to honor a few select customers during the 26 th Annual Planview Accelerate Customer Conference on September 13 th – 14 th.

Banking 52

Banking Innovation Manufacturing Leadership 52

Sales Outcomes

OCTOBER 4, 2022

Front-line sales managers are the key to enabling behavior change in salespeople. To that end, changes in sales manager behavior must come first; however, front-line sales managers live in a hectic environment – pressures from leadership, their teams, and other functions such as marketing, sales operations, HR, etc. When sales organizations embark on significant change or restructuring, the sales manager’s responsibilities also expand significantly.

Account Planning 52

Account Planning Sales Sales Leadership Leadership 52

Zendesk

OCTOBER 3, 2022

The banking industry is by necessity very conservative, but with changing consumer tastes and expectations, financial institutions are striving to modernize the way they communicate with customers. Neo Financial aims to do just that by disrupting the finserv industry in Canada. Based in Calgary, Alberta, Neo Financial was founded in 2019 by startup veterans Andrew Chau and Jeff Adamson.

Banking 52

Banking Decision-making Financial Services Digitalization 52

Apptivo

OCTOBER 3, 2022

Apptivo is back to set up your business on high with some advanced features! Today marks a significant change in our journey as we have introduced modern authentication for all Microsoft users. Now, users have to reauthenticate with Microsoft to enable email Sync and email to case features with modern authentication. And, the Import feature for workorders is available, get the records in apptivo by importing all at once!

CRM 52

CRM 52

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

Farland Group

OCTOBER 4, 2022

Client Advisory Councils can be incredibly powerful vehicles to gain real insight, embed clients in your strategy and deepen important relationships. But, if it is not the right time, and the foundation is not in place, you can lose ground and waste valuable resources trying to make it work. Here are some things we have learned need to be in place to get a Council off the ground.

Co-Creation 45

Co-Creation Decision-making Prioritization Leadership 45

QYMATIX

OCTOBER 4, 2022

What is customer attrition in the subscription industry? What is an average churn rate? B2B companies can expect an average annual customer churn rate of around 11%, a recent study found. This cancellation rate fluctuates between countries and industries. Customer attrition can represent a 24 % average in office supplies, 16 % in the insurance industry and 13 % in banking.

Suppliers 52

Suppliers B2B Manufacturing Sales Analytics 52

Cranfield Executive Development

OCTOBER 4, 2022

Meetings at the top of the corporate ladder are often characterised by conflicting agendas, diverse opinions and strong personalities rather than simply rational debate.

Leadership 40

Leadership Management Meetings 40

Crank Wheel

OCTOBER 2, 2022

An expert guide on how to successfully collect, convert and retain insurance leads.

Insurance 52

Insurance 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