Sat.May 04, 2024 - Fri.May 10, 2024

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What Global Brands Get Wrong About the Customer Experience

Customer Think

There’s a universal truth the world over — bad experiences turn customers away. But the rate of churn after a disappointing encounter isn’t equal across the globe. Customers in some regions are less forgiving after a poor interaction.

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3 ChatGPT Prompts for Supercharging Stakeholder Engagement

Account Manager Tips

Struggling with stakeholder engagement? Follow this easy ChatGPT prompt guide to develop your strategy and forge stronger connections in less time.

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Optimizing Your Omnichannel Experience for Better Sales Performance

The Center for Sales Strategy

An effective omnichannel strategy integrates various channels, ensuring a consistent and personalized customer journey that leads to better brand recognition, customer satisfaction, and increased conversions. As sales cycles embrace a hybrid model, the buyer's journey now spans multiple physical and digital touchpoints before making a purchase. To optimize the omnichannel experience and foster customer retention, it's crucial to understand customer expectations, map their journey, leverage data

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How MEDDICC Helps Win with Decision-Makers

Force Management

MEDDICC is an industry standard for determining the strength of a deal and charting the path to get the deal closed. Many times, deal qualification can hinge on whether your team can identify the Economic Buyer and build enough influence in the organization to both access and evangelize them. But the power of MEDDICC for influencing deal decision-makers extends far beyond the “E” in the acronym.

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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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Entrepreneurial Competency: What it Is & Why it Matters

Hubspot Sales

Let’s talk about emotional resilience — that’s the ability to respond to stress, unpredictable outcomes, and setbacks. Why do I bring this up in the context of entrepreneurship? Sometimes, life just happens. No matter your niche, product, or service, and no matter how prepared you are, your business will throw you a curveball. That simple fact makes emotional resilience a cardinal competency to master as an entrepreneur.

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Are Your Sales Strategies Outdated? Here's How to Win

FinListics Solutions

Today’s market is unforgiving. Sales teams that lack a profound understanding of their customers’ industries, key metrics, and financial priorities are not just at a disadvantage, they're at risk of being left behind. Without a strategic grasp of how to proactively showcase how their solutions positively impact a customer’s financial goals and add value, many sales organizations are not just struggling, they're sinking.

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The Generative AI landscape: The good, the bad and the boring – Interview with Don Schuerman of Pega

Customer Think

Today’s interview is with Don Schuerman, the CTO and Vice President of Product Strategy and Marketing at Pegasystems. Don joins me today to talk about the upcoming PegaWorld iNspire 2024 (PegaWorld is taking place at the MGM Grand in Las Vegas from June 9th to the 11th and there is a money back guarantee!

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Latest Podcasts: Connecting with Buyers to Drive Greater Influence

Force Management

This April, on the Revenue Builders Podcast, we shared wisdom from hosts John Kaplan and John McMahon along with their world-class guests. The result was some of our best insights yet on leading a relationship-based sales motion that helps sellers connect with buyers and have greater influence. We dove into how new technologies are changing the sales process in The Impact of AI on Sales with James Underhill, and discussed where many B2B Sales startups go wrong in defining and connecting with the

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Growth Risks for 2024: Getting Your Talent Right

SBI Growth

2024 has all the signs of a prosperous year for CEOs: 52% of surveyed leaders report accelerating demand into the start of the year, with many more prioritizing growth as a core element of their value-creation strategy. However, meeting these goals will require more than just a robust plan; CEOs need a go-to-market (GTM) team that can execute it effectively.

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Announcing PeopleIQ

Nutshell

Have you ever wanted to learn more about the people working for your customers so you could find the right point of contact? Introducing PeopleIQ , the ultimate solution for getting in front of the right people. PeopleIQ is a new Nutshell add-on that allows your team to proactively identify the people who work for the companies/customers you already have in Nutshell.

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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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Is problem knowledge more important than product knowledge?

Customer Think

This article was first published in the May edition of Top Sales Magazine. You can subscribe by clicking the link at the bottom of this article. It’s a fairly basic principle that in order to be able to sell something, we need to know something about what we’re selling.

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Traits of Startup Unicorns in 2024 [Data + Expert Insights]

Hubspot Sales

Unicorns are all around us — unicorn companies , that is. Your favorite graphic design software or AI tool may just be a unicorn startup dazzling in plain sight. The term unicorn refers to a company that‘s been given a shiny billion-dollar valuation, and the public can’t help but stare at these mystical creatures. Since the term‘s inception in 2013, they’ve attracted immense attention and praise; there's even a reality television show called Unicorn Hunters that capitalizes on this public fascin

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Report: CEOs Are Concerned About Their GTM Talent

SBI Growth

To make 2024 a significant year for growth, CEOs have many factors to consider before making their next move. Yet from our observations, it seems like CEOs have gotten their strategy, operating model, and product fit right, providing them with the perfect opportunity to capture their value creation goals. But one part of the plan is still uncertain: CEOs still believe that their GTM talent is holding them back from success.

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How to Measure and Maximize Trade Show Return on Investment

Nutshell

Trade shows can be powerful platforms for showcasing your products, growing your brand, and winning new customers. However, figuring out how much your business actually benefits from attending trade shows can be challenging. To make the most of these events, you’ll need to measure the return on investment, or ROI, of the trade shows you attend. When you understand your ROI, you understand how much each trade show is worth to your business and get insights on how to improve your trade show perfor

CRM 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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The Power of AI in Enhancing Customer Experience

Customer Think

Today’s post, which I wrote for NICE, covers the power of artificial intelligence when it comes to delivering a great customer experience. In today’s fast-paced and highly competitive business landscape, designing and delivering an exceptional customer experience is crucial for building brand loyalty and driving growth.

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From Prospect to Profit: Why You Should Stop Avoiding Follow-Ups — Nimble

Nimble Business Success

Let’s face it, it’s very rare for any sale to happen without a timely follow-up. How many times have you heard that 80% of sales require 5 follow-up calls but 44% of salespeople give up after just one follow-up? You’d think that if we knew that getting to “yes” during the sales process was simply […] The post From Prospect to Profit: Why You Should Stop Avoiding Follow-Ups — Nimble appeared first on Nimble Blog.

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The Ultimate Guide to Building Sales Relationships

SBI Growth

When you have a strong relationship with a buyer, you tend to have more influence with that buyer. That means the buyer respects your experience and advice, they're more likely to value your contribution to the decision process, and there is a greater chance of such buyer becoming a “long-term” customer. Follow these four strategies to build a strong relationship with your buyer, and you'll go a long way towards having an easier time closing more business.

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How To Handle Customer Complaints Effectively (In 6 Steps)

Groove HQ

Have you ever encountered a customer complaint that irreversibly damaged their relationship with your company? Sometimes there’s nothing you can do to turn things around with an unhappy buyer. However, the above scenario can often be prevented, and in some cases a complaint can be turned into a positive experience that increases customer trust.

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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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The Power of Psychology: Effortless Ways to Build Customer Loyalty

Customer Think

Listen to the podcast: One of our podcast listeners stumped me a bit with a recent question. Sonia Montella asked for a detailed explanation of customer loyalty and why we need it. I decided that such a good question deserved a good answer or, at least, the best possible answer I had.

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How to Run a Successful Sales Discovery Call

RAIN Group

For consultative sellers , having successful sales discovery calls is essential because they underpin the entire sales process. These calls provide sellers with an opportunity to deeply understand their buyers' challenges, objectives, and operating environment. In turn, this in-depth knowledge of the buyers’ needs allows sellers to design solutions that are tailored to fit the unique circumstances of each buyer.

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The best org chart tools for relationship mapping

DemandFarm

Have you ever walked into a company’s headquarters and seen a wall filled with employee photos, names, and titles connected by lines that map out who reports to whom? That’s an organisational chart, and while it might look straightforward, creating and maintaining one in a workplace can be anything but simple. Imagine you’re a key account manager at a multinational corporation.

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The Customer Is Always Right: Or Are They?

Groove HQ

If you cringe when you hear the phrase ‘the customer is always right’, you’re not alone. It’s a pillar of classic customer support philosophy, and there’s certainly a kernel of truth to it. At the same time, you’ll encounter plenty of customers who make you question this aphorism. Whether they’re aggressive, unreasonable, or have unrealistic […] The post The Customer Is Always Right: Or Are They?

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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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From Boring to Brilliant: 7 Pro Tips to Create Engaging Explainer Videos

Customer Think

If we are talking about marketing through video, one of the most powerful tools you can have in your arsenal is an explainer video optimized to communicate complex ideas or concepts in a way that is simple, engaging, and easy to understand. But making a video like that is no easy feat!

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Sales velocity – a guide to what it is and how to calculate it, with formula and examples

PandaDoc

Sales velocity is a robust metric used by sales managers for good reason. It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. Key takeaways Sales velocity measures the rate at which your sales force generates revenue. The four factors of sales velocity are number of opportunities, average deal value, win rate, and sales cycle length.

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Why should B2B organizations adopt KAM Technology

DemandFarm

Why should B2B organizations adopt KAM Technology With recent economic headwinds tightening everyone’s purse strings, driving growth from existing customers is in vogue. As acquisition becomes increasingly expensive, cross-sell and up-sell initiatives are the latest poster child(ren) of B2B revenue growth. Why? 1. Gartner research has shown that account-based upsell campaigns have increased Lifetime Value by 150%. 2.

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Best Performing Banks in 2024

NG Data

The annual list of independent bankers' best-performing community banks showcases the success achieved by these banks through their hard work, flexibility, and expertise. The right employees, mindset, and offerings have been identified as vital factors in the success of these community banks, as they continue to hit their stride in 2024 and intend to maintain their momentum.

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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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How Overall Customer Experience Shapes Customer Support Satisfaction

Customer Think

Almost everything in your business plays some role in shaping customer experience. The aesthetic choices of your installations, your welcoming communications, and the quality of your products all influence how your customers think about your brand. But how does that customer experience shape customer support satisfaction?

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SMB sales playbook — tips, tools, and strategy to increase your wins

PandaDoc

Thousands of small and midsize businesses (SMBs) are joining the market every week. In the U.S. alone there are about 33.2 million small businesses , which constitutes up to 99.9% of all the businesses across the country. Such huge numbers equate to huge revenue potential in terms of SMB sales. Which approach and tools should you implement to make the most of this potential?

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6 productivity and time management tips for entrepreneurs

ACT

Do you know the biggest trait of successful entrepreneurs and business owners ? They ruthlessly guard their time and focus on their goals while multitasking and getting things done. But, running a business means you can’t completely escape daily administrative and repetitive tasks. Add to that the constant barrage of phone calls , social media updates, and smartphone notifications , and achieving peak productivity can feel like a distant dream.

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Are Community Banks Getting Squeezed Out Of Existence?

NG Data

The "Main Street" banking model is being squeezed due to various factors, including changes in the definition of community, generational changes, product pricing, the economics of talent, and government regulations. These factors have been years in the making and are only exacerbated by current economic conditions. However, small businesses may help save community banking in the long run.

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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.