Crank Wheel

AUGUST 25, 2021

What is a hybrid sales strategy and how to implement it into your sales team?

Sales 98

Sales 98

Strategic Account Management Association

AUGUST 24, 2021

This blog post is based on a keynote presentation from the 2021 SAMA Annual Conference. The session was moderated by Jim Ford, Chief Commercial Officer, Solecta and SAMA Chairman of the Board. Panelists’ remarks have been paraphrased for this blog post. . The future is now. After 14 months of chaos, now is the time for SAMs to learn from the past and prepare for the future.

Stakeholders 520

Stakeholders Supply Chain Digitalization Shareholders 520

SmartKarrot

AUGUST 24, 2021

Let’s face it. Your customers get you your bread and butter. You might have an awesome product, you may have industry leaders from the top B-schools of the town, and you might have great employees too – but all of that simmers into nothingness if you haven’t learned the art of effective communication yet. If you wish to ensure the best for customer success, you must hone up your communication skills.

Communication 17

Communication Customer Success B2B Organization 17

Customer Think

AUGUST 27, 2021

Identity fraud is a very real threat facing businesses today. A breach can quickly result in devastating financial loss for your customers and your organization. A 2021 study by Javelin Strategy & Research has revealed that identity theft cost Americans around $56 billion last year, impacting as many as 49 million customers. While there’s a […].

Customer Experience 141

Customer Experience Organization 141

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.

The Center for Sales Strategy

AUGUST 25, 2021

Building trust virtually, finding qualified leads, getting in front of the decision-makers — these are all challenges that salespeople face. And as a sales manager, you’re finding innovative ways to address these issues. However, to become more effective in your role and provide a better overall direction for the entire team, it’s important to know the current challenges that sales managers face as well.

Sales Management 130

Sales Management Management Sales Innovation 130

SBI Growth

AUGUST 24, 2021

An effective go-to-market model has three primary benefits for a company. First, it supports a more efficient motion that minimizes your cost of new customer acquisition. Second, it enables your commercial team to capture greater wallet share from existing customers and grow their lifetime value. And third, it helps manage the expense-to-revenue (E:R) ratio of the business and ensure spend per segment is optimized.

Acquisition 118

Acquisition Marketing Management 118

Customer Think

AUGUST 23, 2021

The CRM (Customer Relationship Management system) has grown substantially in recent years to provide value for everyone in a business instead of just being a tool for customer relationship management. In today’s customer-driven environment, the only option for businesses to differentiate themselves is to improve their customer experience journeys.

CRM 134

CRM Software Software Customer Experience 134

The Center for Sales Strategy

AUGUST 26, 2021

If you think cold emailing is dead, you're wrong. 59% of B2B companies say email is the most effective channel for generating revenue. It's one of the most cost-effective forms of outreach that there is. At the same time, you need to realize that you're not the only one sending emails. HBR reports that on average, professionals have more than 200 emails in their inbox and receive 120 new ones each day but respond to only 25% of them.

B2B 124

B2B Sales 124

Nimble Business Success

AUGUST 24, 2021

Don’t sweat it if you missed our webinar featuring Wes Schaeffer— we’ve got you covered! In this Webinar Replay, we’ll be going over Wes Schaeffer’s military secrets that you can apply to grow your sales. Nimble CEO Jon Ferrara was inspired by Wes’s willingness to speak the truth and his ability to deliver knowledge to […]. The post Improvise, Adapt, and Overcome: Sales Growth Tips from an Air Force Vet appeared first on Nimble Blog.

Sales 107

Sales Marketing 107

Help Scout

AUGUST 24, 2021

We all know the old axiom “knowledge is power.” And though it’s true, there’s a caveat: In order to unlock the power of any knowledge, people first need access to it. Access to knowledge is an issue many businesses face. They have information to share with customers, but they don’t always have an effective means by which to share it. Luckily, there’s a tool that addresses that very issue: knowledge base software.

Software 106

Software Software Decision-making Management 106

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

Customer Think

AUGUST 27, 2021

In 2020, there were 31.7 million small businesses in the United States, accounting for 99.9% of businesses in the nation. However, despite ownership of such a significant proportion of the U.S. economy, nearly 60% of small businesses do not have a succession plan in place, and family-owned businesses in particular lack these plans. According to […].

Small Business 130

Small Business Leadership 130

The Center for Sales Strategy

AUGUST 24, 2021

The prospecting challenge is real. Sellers face it every day when making the choice to go after prospects that appear to be low-hanging fruit or quick sales — or pursue prospects with greater spending potential that will take longer to close.

Sales 113

Sales 113

Sandler Training

AUGUST 27, 2021

Mike Montague interviews Emily Yepes on How to Succeed Through Supply Chain Challenges. The post How to Succeed Through Supply Chain Challenges [PODCAST] appeared first on Sandler Training.

Supply Chain 105

Supply Chain Communication Sales 105

Hubspot Sales

AUGUST 27, 2021

It might go without saying, but owning a franchise doesn't come cheap. Franchisees aren't allowed to just buy a retail space, decorate it with a franchise's branding, serve its products, and tack a sign on the door with the franchise logo. The rights to do any of that comes at a price — a price that's most commonly referred to as a franchise fee. Here, we'll take a closer look at what a franchise fee is, review what it typically covers, see what it usually costs, and go over some caveats and sim

Construction 104

Construction Profitability Retail Advertising 104

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

Customer Think

AUGUST 23, 2021

There’s a reason gamification has continued to be one of the marketing buzzwords you’re seeing everywhere. Because it works. Gamification involves applying game mechanics, as easy as challenges, bingo cards, memory games, scratch-off, or spin-to-win, to marketing-driven outcomes such as visiting a website, watching a video, or interacting on a platform.

Marketing 130

Marketing 130

SBI Growth

AUGUST 24, 2021

An effective go-to-market model has three primary benefits for a company. First, it supports a more efficient motion that minimizes your cost of new customer acquisition. Second, it enables your commercial team to capture greater wallet share from existing customers.

Acquisition 131

Acquisition Marketing 131

Apptivo

AUGUST 25, 2021

Sales have a primary role in businesses in building brand awareness and increasing the customer retention rate. Sales teams act as a bridge between the customers and the business. For this purpose, companies invest a huge amount in optimizing the performance of the sales teams. Salespeople follow up right from capturing a lead, converting it to sales qualified lead, moving it into pipeline opportunities, and improving the customer conversion rate.

CRM 98

CRM Decision-making Negotiation Value Proposition 98

ClearPoint Strategy

AUGUST 24, 2021

Key performance indicators (KPIs) play a role in nearly every organization. Any successful company wants to be able to meet their organizational objectives successfully—but that can be easier said than done. Not only do you have to select the KPIs that are appropriate for your industry (i.e., municipal KPIs aren’t going to work in the financial sector), you also have to figure out how to report on them appropriately and accurately.

Healthcare 98

Healthcare Government Finance Construction 98

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

Customer Think

AUGUST 24, 2021

The pandemic might’ve expedited the process, but the future of B2B sales has always been virtual. Now that we’ve settled into the age of video conferences and Zoom meetings, the next step is figuring out how to successfully sell virtually. The good news is that if you’re an effective seller in person, you’ll probably be […].

Virtual Selling 129

Virtual Selling B2B Meetings Sales 129

Account Management Skills

AUGUST 24, 2021

? ?. Welcome to Episode 44. In this episode, I talk to Alex Raymond from Kapta about everything to do with account management processes. Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships. Kapta is a key account management platform.

Account Management 98

Account Management Management Account Planning Co-Creation 98

Force Management

AUGUST 25, 2021

In the flurry of SKO planning, it’s easy to get bogged down on the details. You and your enablement team are making a slew of decisions — who’s presenting, where are you doing it, what’s the agenda, etc. While those details are important to your overall success, don’t lose focus on your most important asset, your salespeople.

Decision-making 98

Decision-making Sales 98

Kainexus

AUGUST 24, 2021

One of the most critical responsibilities of leadership teams in organizations of all types and sizes is to set the strategic direction and develop an executable plan to achieve the most important key performance indicators. Unfortunately, until recently, the data used to drive strategy execution was limited to lagging indicators like financial performance and customer satisfaction ratings.

Software 98

Software Software Leadership Organization 98

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

Customer Think

AUGUST 27, 2021

That an organization maintains communication with its consumers before, during and after the purchase, is vital to build a good relationship with them. Using apps to improve customer service allows you to create a link and strengthen the user experience. Mobile applications make interaction with the brand immediate, becoming a comfortable digitization tool that is […].

Digitalization 124

Digitalization Communication Organization 124

Apptivo

AUGUST 23, 2021

Welcome back to the latest edition of Apptivo’s product updates. Apptivo goes through constant update on the current features and releases new functionalities almost every week. In this release, we have mainly focussed on the new feature enhancements and introduced new functionalities to accelerate the old features. Let’s go through the short note of the updates.

Suppliers 98

Suppliers Organization Management 98

Peter Simoons

AUGUST 23, 2021

Tip 17: Communicate, Communicate, Communicate. Communication is perhaps the most essential element towards building a successful partnership or alliance. George Bernard Shaw once said: “The single biggest problem in communication is the illusion that it has taken place.” He has a point. Communication is one of the key success factors in partnerships and alliances.

Communication 98

Communication Publishing Meetings 98

Engage Selling

AUGUST 27, 2021

As you may know, I like to keep up on the state of the current buyer: what’s going through their minds, how are they behaving, and how are they rewarding or not rewarding sellers like us? In particular, one important … Read More » The post Align to the Buyer’s Goals and Be Rewarded | Sales Strategies first appeared on The Sales Leader.

Sales 90

Sales Customer Success 90

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

Customer Think

AUGUST 23, 2021

The outsize popularity of dystopian TV shows aside, there’s no firm consensus on what AI technology will mean for our future on the planet. What is certain is that the triumph of machine learning is a boon for forward-thinking companies. At the most fundamental level, AI solutions free up employees to focus on tasks that […].

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122

Crank Wheel

AUGUST 24, 2021

Getting customers to contact you on their own is every entrepreneur’s dream, but it doesn’t just happen overnight. There are certain steps you need to take to fine-tune your inbound sales process for success.

Sales 93

Sales 93

FinListics Solutions

AUGUST 24, 2021

When we talk to salespeople about finance, we like to start the conversation with the question “How many of you took finance in school?”.

Finance 98

Finance 98

Farland Group

AUGUST 23, 2021

Explaining to family and friends what my job entails around customer advisory board work is complicated. When people ask about what I do, I find myself using long-winded sentences that sometimes trail off into the sunset as I provide every little detail. Because what we do at Farland Group involves many different puzzle pieces. Those closest to me have various answers when asked about my work.

Innovation 81

Innovation Meetings Organization Marketing 81

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