Sat.Jun 08, 2024 - Fri.Jun 14, 2024

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Can a salesperson achieve a Work/Life Balance?

Software Sales Guru

Can a salesperson achieve a Work/Life Balance? Common wisdom suggests that if you want to succeed as a salesperson, you must be working 24/7. Prospect wants to talk at 8:30 on Friday night? You better take that call! But the truth is most top performers are not workaholics. They squeeze more out of the same 24 hours we all have. I’ve interviewed many top software.

Software 130
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The End Of Competitive Advantage With Rita McGrath

The SAMA Podcast

Joining today’s episode is Rita McGrath, a bestselling author and distinguished faculty member at Columbia Business School, where she’s the Academic Director in Executive Education. Rita's groundbreaking book, The End of Competitive Advantage, challenged traditional thinking and offered a new playbook for navigating the ever-shifting business landscape.

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CX ROI Handbook: Connecting Customer Experience and Employee Experience ROI

Customer Think

What is the employee experience and customer experience ROI connection? Let’s take a look at all the players and definitions. Business value is: — Created primarily by ALL non-customer-facing employees and suppliers. — Communicated by Marketing and Sales employees. — Fulfilled by Operations and Service Delivery employees and partners. — Rescued by Service Recovery employees.

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Improving Sales Performance: Are You THAT Kind of Coach?

The Center for Sales Strategy

Professional athletes have coaches. Oscar-winning actors have coaches. Pop icons have coaches. Wait!? Even people who have been in the business for a long time? Why do they need coaches? That’s easy! Top performers, whether they are professional athletes, Oscar-winning actors, pop icons, or sales professionals, are not content with just being good. They strive to maintain their edge, stay on top, and climb even higher.

Sales 117
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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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How to Resolve 7 Sales Team Issues

Brooks Group

Even the most cohesive organizations can experience sales team issues. Sales professionals (in general) tend to be confident, extraverted, and opinionated. Although some of these subjects might seem mundane to those who aren’t in a sales career , there are several topics sales professionals often have strong opinions about. Anything that directly impacts prospecting , presenting, closing , and compensation can turn into an impassioned debate among members of the profession.

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From Typewriters to AI: Leadership Over the Past 60 Years

MDI Training

Photo credits: Jenny Theolin From Typewriters to AI: Leadership Over the Past 60 Years This was our Leadership Horizon Conference of 2024! Click here and immerse yourself in the Highlights. From Typewriters to AI: The Evolution of Technology and Leadership Over the Past 60 Years As we stand on the brink of a new era in technology and leadership , it’s crucial to reflect on the journey that has brought us here.

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10 Strategies for Breaking Through to Unresponsive Decision-Makers

The Center for Sales Strategy

You’ve worked with your marketing team to develop your Ideal Customer Profile (ICP). You’ve built a database of target companies that match your ICP characteristics. You’ve researched to identify the key decision-makers of your target prospects. You have a great solution that has helped other similar companies. You have a great story to tell. Now you have one last problem.

Marketing 108
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How to Write Effective AI Prompts for B2B Sales

Force Management

Whether you’re a sales leader, manager, or seller, we’ve all been hearing a lot about the potential of AI for sales. You may already be incorporating some AI-powered tools in your sales stack. Like any new technology, generative AI tools require a learning curve to be most effective. Generative AI tools like ChatGPT, Microsoft Copilot, Google Gemini or Claude in particular can give very different quality outputs depending on the input they’re given.

B2B 88
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How a Lean Transformation and Framework Facilitate Innovative Business Strategies

Kainexus

In an era where efficiency and agility are paramount, Lean business transformation has emerged as a pivotal strategy for organizations aiming to streamline operations and enhance value creation. By adopting Lean principles, companies can significantly reduce costs, improve quality, and accelerate time-to-market. In today's dynamic business environment, the Lean method is prized for its adaptability across various industries, from manufacturing to services, and its ability to ensure that business

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Is Your Sales Team Operating at Just Half Their Potential?

SBI Growth

Based on SBI’s observations, most Sales teams operate at just half of their potential—and yours could be one of them. Data from our Q1 2024 CEO Survey found a significant gap in the percentage of CEOs who deemed talent factors critical to their value creation goals compared to their level of confidence in the ability of their commercial talent to deliver on those goals.

Sales 77
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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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Coaching for Career Development and Retention of Top Talent

The Center for Sales Strategy

It’s a fact that everyone wants the “best of the best” talent at their organization. Much attention, effort, and investment of significant time and money is given to finding and recruiting high performers. Sadly, what often follows is the common scenario in which business leaders hire people they believe in and then sit back to see what they can do.

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Digital Marketing Statistics 2023: How Your Strategy Measures Up

NG Data

Digital marketing has seen substantial growth, with ad spending projected to increase from $522.5 billion in 2021 to $835.2 billion by 2026. Mobile marketing, a significant component, is expected to grow from 13.7% to 16.9% of marketing budgets in the US by 2023. Social media advertising, a key driver, is predicted to double its global spending to $262 billion by 2028.

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7 Deadly CX Sins Revisited

Customer Think

Years ago – actually nine years ago, in February 2015 – I wrote about The 7 Deadly Sins of Customer Experience. I shared that article on LinkedIn recently and recognized that the sins may need some updating.

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Accelerating Sales with AI: Transforming the Sales Process

SBI Growth

In addition to uncertain economic conditions, the rise in the number of stakeholders and the complexity of buying decisions have introduced new challenges and friction for sales professionals. According to SBI’s recent research report, " Revive Commercial Productivity by Easing Buying Friction, " overcoming this buyer friction requires sellers to demonstrate their organization’s ability to understand and evolve with buyers as their conditions change.

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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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Strategy vs. Tactics: What’s the Difference?

Nutshell

When it comes to setting goals for your business, it’s important to have sound strategy and actionable tactics. Now, that may sound like I’m being redundant, or I’m just filling the air with fancy business jargon. Aren’t strategies and tactics basically the same thing, just different wording? Actually, they have completely different meanings. At this point, you may lean toward one side of the strategy vs. tactics debate.

CRM 71
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Ten Reasons Why Our Sales Training Is Different

Force Management

There are a lot of sales training organizations out there. It can be difficult to cut through the noise and find the solution that is right for your company. IIn case we haven't worked together yet, here's a look at how the Force Management approach is different and drives success and immediate impact for our customers.

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How Much is Too Much? Navigating the Fine Line With AI-Driven Personalization

Customer Think

Generative AI (GenAI) has heralded a new era of personalized CX, but brands must be careful about where and how they use it. Too much personalization may feel intrusive to some, while too little can result in your brand missing opportunities to engage and connect with consumers.

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Operational Excellence Examples for Business Growth

Kainexus

Operational excellence is the continuous pursuit of improvement in an organization's processes and systems to achieve efficiency, effectiveness, and agility. It involves streamlining operations, reducing waste, optimizing resources, and enhancing productivity to deliver high-quality products or services at lower costs and faster speeds. The impact of operational excellence on business growth is profound.

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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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Introducing Company Hierarchy in Nutshell

Nutshell

Does your company need to track leads across a large organization with multiple child companies? Introducing company hierarchy in Nutshell! Now you can create a company hierarchy and designate multiple child companies within a larger organization’s structure. This new feature simplifies lead and sale tracking, giving you better insight into your leads across subsidiaries of a parent company.

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Elevating Sales Performance with Executive Insights

FinListics Solutions

Perfecting executive sales meetings and calls is an ongoing and evolving skill. From changing clients' needs and goals to shifts in the markets, navigating sales conversations requires you always to be ready, have confidence, and tailor your approach so you can be impactful and set yourself apart.

Sales 73
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Power up Your B2C Marketing Strategies with Surprising B2B Secrets

Customer Think

As has been claimed for decades, there are differences between B2C marketing strategies and those of business-to-business (B2B). However, as companies continue to evolve in an increasingly digital landscape, these disparities, while significant, share the underlying goal of establishing meaningful connections with the people who buy their products and services.

B2C 78
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Help Scout Works Best When

Help Scout

While you’re the only one who can decide if Help Scout is the right tool for you, here’s the advice our support team would give someone trying to make that decision for their business.

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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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Breaking Down Different Types of Business Transformation Strategy -- and Why It Should Matter to You

Kainexus

In the increasingly complex and rapidly evolving world in which we operate, business transformation has become crucial for organizations striving to stay competitive and relevant. Business transformation refers to the fundamental and profound changes an organization undergoes to adapt to new market conditions, technological advancements, or shifts in consumer behavior.

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Why AI-Generated Content is Likely to Miss Emerging Trends

Strategic Communications

I was writing a trends piece for a client recently and, as I often do, I posted a call for input on sites like SOS (formerly HERO), Connectively , Qwoted , and Help a B2B Writer. I received close to 200 responses! To help me sort through the input and get a sense for what the top trends were based on this expert input, I did a simple tally. And I started to notice something interesting.

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The Hidden Heroes of Customer Experience

Customer Think

Photo credit: Ron Lach (Pexels) Every member of your team contributes significantly to the creation of lasting memories. It is my belief that employees generally fit into one of three critical categories: the wounded victim, the hostile villain, or the overlooked hero.

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Developing Strategic Thinking in SAMs

Whetstone

The Importance of Developing Strategic Thinking in Strategic Account Managers In our fast-paced business environment, Strategic Account Managers (SAMs) face a myriad of challenges that require them to go beyond routine selling and service tasks. While many SAMs are aware of their responsibilities, the traditional “check the boxes” approach to cover all the bases is no longer sufficient.

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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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The Power of Product-Based Thinking in Customer-Centric Innovation

Planview

The landscape of digital transformation and technology management is undergoing a significant transition as enterprises transition from project-based to product-based management driven by customer-centricity, cost optimization, and cultural shift. Leading organizations now prioritize long-term customer value, using real-time feedback for continuous improvement and use an incremental funding approach based on results to reduce technical debt.

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CRM for Coaches that Helps your Practice to Reach Better Results for more Clients Faster

Nimble Business Success

The coaching industry has been growing exponentially, going from $2.3 billion in global revenues and 53K professionals in 2015 to $15 billion and 104K coaches in 2019. This skyrocket expansion of the industry has been accompanied and expedited by the evolution of software: industry-specific as well as CRM systems for coaches. Business coaching, life mentorship, […] The post CRM for Coaches that Helps your Practice to Reach Better Results for more Clients Faster appeared first on Nimble Blo

CRM 55
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Foundation For First Principles Based Leadership

Customer Think

Premise: One of the foundations for First Principles Based Leadership is for leaders to be aware. Leaders need to work on their awareness on five different levels. 1. Self Awareness: First and foremost is for us, as leaders, we need to work on improving our self awareness.

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Digital Health Industry Value Chain: Deep Dive

Flevy

The Digital Health industry is at the forefront of transforming healthcare delivery by integrating cutting-edge technology with traditional healthcare practices. This sector encompasses a wide range of solutions, including telemedicine, mobile health apps, wearable devices, and AI-driven diagnostics. According to McKinsey, the global digital health market is expected to reach $500 billion by 2025, driven by increasing demand for remote healthcare services and advanced health technologies.

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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.