Sat.Dec 31, 2022 - Fri.Jan 06, 2023

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Understanding the Hidden Needs of Key Accounts for Sustained Growth

Strategic Account Management Association

The ever-shifting landscape of the digital economy has created a new demand for solutions to emerging problems, representing both a threat and opportunity for strategic account managers. The post Understanding the Hidden Needs of Key Accounts for Sustained Growth appeared first on Strategic Account Management Association.

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Referrer Management Strategies – Rationale and Challenges

Red Star Kim

At the MBL online workshop “Developing more work from referrers and intermediaries” just before Christmas all delegates were from law firms (specialisms included employment, employee share ownership, media litigation, commercial litigation and family law and one firm was offshore), and most were in client service delivery roles. The delegate poll results are shown below.

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What Are the Most Popular Methods for Managing Continuous Improvement?

Kainexus

Organizations that embrace the continuous improvement approach to business have many great tools and techniques from which to choose. Some organizations use them as part of a structured methodology like Lean, Six Sigma, or Toyota Kata. Others leverage them on their own. Every organization has unique needs and will need to adjust each method for their own environment, but the most popular techniques are flexible enough to be used by organizations of every size and in every industry.

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Enhancing your soft skills in 2023?

Red Star Kim

Where did 2022 go? It seemed to fly past. So now we are looking at how we might do things differently and better in 2023. One task will be to plan your self-development – particularly with regards to enhancing your soft skills in 2023. Here’s some inspiration to get you started: This article – an update on soft skills (following the book I wrote in 2020 Essential soft skills for lawyers (kimtasso.com) ) and news of a new leadership skills project at the Managing Partners’ Forum – was published i

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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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IoT and IIoT in supply chain management and global logistics

Customer Think

When mobile phones and computer-based communications first surprised people barely 50 years ago, it was only the beginning of a new transformation and the fourth revolution. The third was the realization of digitalization, which altered how the world is connected thanks to the internet, computers, and mobile phones. However, the fourth revolution, which transformed how […].

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How to Use Employee Training And Development To Improve Sales Motivation

The Center for Sales Strategy

It’s hard to recruit the right employees or find great people willing to invest time in their careers. We’re facing a talent shortage, but it isn’t like employers are doing themselves any favors. A bad candidate experience mixed with a lack of feedback once hired leaves employees unmotivated and disconnected. Improving sales motivation is hard-earned but definitely worth it in the end.

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Reality Testing Sales Pipeline Opportunities

Sales Gravy

On this episode of the Sales Gravy Podcast, Jeb Blount and Colleen Stanley discuss the importance of Reality Testing sales pipeline opportunities. **Please note that this episode was recorded in a restaurant in Milan Italy. The content quality is excellent. The sound quality not so much. Reality testing sales pipeline opportunities is an important step in ensuring the success of your sales efforts and the effective use of your time.

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What the Rise of Blockchain and the Metaverse Means for Customer Experience

Customer Think

The metaverse concept has captured the imagination of futurists for decades. With the advancement of blockchain technology, developing a fully-realized metaverse is becoming increasingly possible. The merger of these technologies has the potential to significantly impact the future of customer experience (CX). They can transform how businesses interact with their customers, creating more personalized, immersive, […].

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Start the Year Strong: What Sales Leaders Are Doing Now

Force Management

As we close out a year of widespread economic uncertainty, many leaders are looking for ways to boost morale and prepare their teams to maintain or even recover revenue in a competitive market. The start of the year is an opportunity to capitalize on the mindset of a fresh start. Your sales team is setting goals and habits for the new year, and SKOs and strategy sessions are shifting their approach.

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ROI: Financial Benefits of Business Process Improvement

Kainexus

Organizations that successfully instill a culture of continuous improvement constantly outperform the competition, regardless of size or industry. From healthcare to manufacturing and construction, and beyond, the effort and energy put into business process improvement is directly related to measurable results and financial benefits.

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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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Corporate Culture: How To Instill A Positive Organizational Mindset

SBI Growth

As CEO, my job is to help all the people on my team realize their full potential. Everyone comes to work with varied strengths and aptitudes. Given a person’s natural talents, different parts of the job are easier or harder. My job is to help people develop the ability to win, even when the path is winding and obscure. To do this effectively, CEOs need to establish the right environment, which means playing the additional role of chief culture officer.

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How Digital Transformation is Driving Retail Customer Experience

Customer Think

Digital transformation is the strategic adoption of various digital technologies, used for improving processes, productivity, enhancing customer care, improving employee experience, managing business risks and helping control costs. It is used to represent various tools, solutions and processes for developing customized, effective digital strategies for different organizations, and is essential for an organization to stay […].

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Increasing Your Commitment and Capacity to Lead with Empathy: 3 Best Practices

CMOE

In a growing number of organizations, there is an uptick in the level of employee stress due to work-life imbalance, remote work, and blurred lines between people’s personal and professional lives. The pandemic certainly didn’t help matters either; a recent global study by Qualtrics revealed that 67% of people are experiencing increases in stress, while 57% have increased anxiety and 54% are emotionally exhausted.

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Quarterly Business Review (QBR) – Reporting on Customer Performance

Arpedio

Quarterly Business Review (QBR) – Reporting on Customer Performance. ← Back to blog. If you’re in business leadership, this is old news, but to loop in everyone else: QBR is short for ‘Quarterly Business Review’. QBRs are your opportunity to sit down with your customer to review your contribution to their success. Keep reading for the only guide to QBR you’ll ever need.

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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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Mergers and Acquisition Series Part 1: Role Definition and Alignment

SalesGlobe

Demonstrating Success in the Midst of Uncertainty. 2021 was the year of unprecedented M&A activity (over $4 trillion) globally and although we have seen a slowdown in 2022, it is shaping out to equate to pre-pandemic levels, which is to say- it’s time to roll up our sleeves and get to work. And it’s not going to be easy. In the current economic environment, we are seeing companies beginning to pull back on expenses, continued layoffs are looming, and yet there is a level of investment that

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23 Ways to Create an Amazing Experience In 2023

Customer Think

Happy New Year! I’m not one for New Year’s resolutions, which are often broken. Instead, I like setting and resetting my goals for the year, and in my world, those goals focus on delivering an amazing customer service experience. So, I’ve created a list of simple ways to deliver the experience that everyone wants. Here […].

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Science-based targets are the key to sustainable business

Zendesk

Reports from the Intergovernmental Panel on Climate Change (IPCC) have been increasingly urgent: Humans aren’t reducing CO2 emissions sufficiently to keep the warming of the planet below 1.5°C. If we don’t ramp up our efforts to reduce emissions exponentially, entire regions could become deserts, coastal cities could plunge below water, and famine and epidemics could occur in the future—the predictions are terrifying.

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5 Things To Keep in Mind When Writing a Prospect Email

Brooks Group

If you work in a sales capacity, you know that cold outreach and prospect emailing takes up a lot of your time. You also know that it can take a lot of work to get a response from potential leads, no matter how good your offer is or how strong your pitch may be. Even so, Freshworks reports that 91 percent of sales emails are left unopened. So, how can you change this?

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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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Enhancing Customer Experience Through Help Desk

Apptivo

1. Proven Ways to enhance customer experience through Help desk software. 2. Provide great customer service experiences with Apptivo Help desk software. “Exceptional customer experiences are the only sustainable platform for competitive differentiation.” – Kerry Bodine. Delivering seamless customer experience is something that all businesses, whether they are new or well-established, are battling tooth and nail for.

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Wow! It’s Been an Interesting Year! This is What We Have Learned

Customer Think

As 2022 draws to a close, I like to reflect on the year and what I have learned. I shared them on a recent podcast and thought I would share them here with you, too. Lesson #1: You can never go back to the way things were. You can only progress.

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Looking Back to Improve the Future

Peter Simoons

The beginning of the New Year is always a good moment to reflect, by looking back and learning lessons from the past to bring them forward into the upcoming year. When you do so, think about what went well and what didn’t go so well. Or, in other words, what were your successes and failures? Personally, I’m not a fan of the word failure, because of its negative connotation.

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The Importance of Recommendation Systems Nowadays

QYMATIX

How do recommendation systems work and why are they important for B2B companies? In recent years, the rapid use of the internet has made it clear that it is the most popular for communication and product purchases. As a result, the amount of available digital information has been increased. This situation has created the challenge of information overload which hinders timely access to items of interest on the Internet.

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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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31 Books We Read in 2022 For Personal Development

The Center for Sales Strategy

At our company, our employees crave growth and development. One way we add to this focus is through our quarterly book club. Our business book club is different from most, as we all read a book we are interested in, not one we all read together. Having a book club where we all read different business books exposes us to a huge library to explore that we may not have thought of before.

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How to Use CX to Supercharge Your Customer Lifetime Value

Customer Think

We’ve all heard the business mantra that it’s more expensive to land a new customer than to keep an existing one—I’m betting you thought something along those lines as you clicked to read this article! But as every customer experience (CX) professional out there knows, just because retention is easier than acquisition doesn’t mean that […].

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Jan 06 – Customer Success Jobs

SmartKarrot

Role: Head of Customer Success Location: San Jose, CA, United States Organization: Resolve Biosciences As a Head of Customer Success, you will recruit, manage, and develop the team of CTAs and DSAs. Act as the main global technical leader for the company accountable for customer success. Optimize and communicate sample preparation guide to the customer base while working with the internal applications team to expand the set of available protocols and use cases on the platform.

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What You Need To Know: A Comprehensive FAQ On Video Conferencing Software

Agile CRM

Video conferencing software has grown in importance as a business, educational, and personal tool in recent years. The need for video conferencing software has only grown as a result of the COVID-19 pandemic forcing many people to work and study from home. However, choosing the best video conferencing software for your purposes might be overwhelming given the abundance of possibilities.

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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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9 Tips to Lead Your Sales Team in 2023

The Center for Sales Strategy

As a sales leader, it’s your job to analyze the market and make decisions based on the data available. You must then pass your wisdom and experience to your sales team to develop their skills and motivate them toward success. Sales leaders must understand product fit, as well as the company vision, mission, and culture, to lead their teams to success.

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How to Help Customers Understand Price Increases

Customer Think

Occasionally, your brand may be forced to increase the prices of your core products and services. Even your most loyal customers may be disappointed by this, especially if they chose your brand specifically because it had some of the lowest prices available. So, how do you explain this without alienating your best customers? Pricing Dynamics […].

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Jan 05 – Customer Success Jobs

SmartKarrot

Role: Customer Success Lead Location: Sydney, New South Wales, Australia (Hybrid) Organization: Instant As a Customer Success Lead, you will serve as the primary point of contact for existing customers, driving satisfaction. Manage all post-sales activity and enterprise customers through strong relationship-building, product knowledge, planning and execution of their bespoke customer success plan.

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Why great CX is the doorway to success with open banking for financial services firms

Zendesk

Open banking allows non-banking organizations to offer financial services to customers via application programming interfaces (APIs). And since its inception in 2018, it’s been changing the way people manage their money. From personal money management apps and price comparison services to accounting apps for businesses, millions of companies and consumers use open banking to stay on top of their everyday finances.

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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.