Sat.Oct 21, 2023 - Fri.Oct 27, 2023

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5 Tips to Build Stronger Relationships in Account Planning

Janek Performance Group: Account Planning

In B2B selling, we often focus on new accounts. These build business and increase revenue. With that, it’s easy to neglect existing clients. We assume, if they’re buying, they don’t need attention. However, according to Altify: Companies receive 60 percent of their sales revenue from existing customers. When selling to existing customers, 56 percent achieve win rates greater than 50 percent.

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The Strategic Account Manager’s Playbook: A Guide to Long Term Success

SmartKarrot

In the dynamic world of business, the role of a Strategic Account Manager (SAM) goes beyond onboarding and tracking usage. A SAM is crucial for nurturing key relationships, ensuring customer satisfaction, and driving growth. As a result, having a robust playbook at your disposal is pivotal for achieving long-term success. In this blog, we’ll break down the core components of having a strategic playbook and how having one will ensure client retention and advocacy.

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What’s wrong with agency new business and how to fix it, with Benjamin Dennehy

Account Management Skills

  Welcome to Episode 95. This episode is particularly relevant for you if you’re responsible for agency new business. I’m joined by Benjamin Dennehy, UK’s Most Hated Sales Trainer, and I hope by the end of listening to our chat it might just change your thinking about how you currently qualify prospects and sell your agency’s services, particularly if you’ve never received any professional sales training.

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The Crucial Role of Governance in Determining Alliance Success

Peter Simoons

The difference between alliance success and alliance failure can be attributed to various factors. Yet, when we distil it to the most crucial elements of alliance success, governance emerges as one of the seven elements that often makes the decisive difference. A robust governance system is cultivated with an emphasis on continuity and the facilitation of partnerships.

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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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Key Account Management Playbooks: Your Secret Weapon for Proactive Risk Mitigation

SmartKarrot

In the ever-evolving realm of business, Key Account Management (KAM) remains a pivotal aspect of sustaining and nurturing crucial client relationships. The stakes in managing key accounts are high; these are typically the clients that account for a significant portion of revenue. Therefore, understanding and mitigating the risks associated with Key Account Management is crucial.

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System review: CogniClick for instant, personalised research reports using AI

Red Star Kim

CogniClick is a nifty system (backed by an expert team) to enable you to conduct fast, quick polls and pulse surveys amongst your clients and stakeholders and to also develop maturity assessments and similar thought leadership content. It has the potential to transform client communications, fast-track the generation of research and thought leadership and fuel content management campaigns.

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6 Phrases That Will Kill Your Sales Deal, According to HubSpot's Sales Director

Hubspot Sales

Welcome to “The Pipeline” — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders Top salespeople are successful because they sweat the details. They probe for pain, help their prospects, and run effective sales calls. They listen closely to what their prospects say, effectively determine the right solution, and ask for help when they need it.

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The Kraljic Matrix

Flevy

The procurement function in most organizations deserves more attention than it gets. Most executives associated with procurement lack the competencies and perspectives required to identify gaps and effectively manage the function. This paucity of attention and capabilities is a certain path to extinction in this age of abrupt supply and demand shifts, intense competition, material and resource scarcity, and political turmoil.

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4 Key Traits Of The Most Successful Sales Leaders

Sales Gravy

The Best Sales Leaders Share These 4 Traits On this episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams talks with Learnit CEO Damon Lembi about maintaining authenticity and integrity as a sales leader. They discuss the importance of doing the right thing, the four key traits for successful leadership (humility, curiosity, integrity, and courage), the significance of continuous learning and sharing knowledge with the team, and why organizations should invest in

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Sales Training Tips to Help You Reinforce MEDDICC

Force Management

It’s easy to find a sales training company to help you enable your teams. Google it and you’ll find plenty of options that run the gamut of experience and cost. The challenge lies in finding the right sales transformation solution to help you solve the challenges you’re currently facing and drive the outcomes you need.

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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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A Sales Managers' Role in Discovery Meetings

The Center for Sales Strategy

Discovery meetings are a vital tool for uncovering new business opportunities. In these conversations, sales managers and sellers have a unique chance to learn about potential clients, understand their challenges, and present solutions tailored to their needs. The key to an effective discovery meeting lies in the ability to ask thoughtful questions, actively listen, and establish genuine rapport.

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The Secret to AI is the Key to Better Sales Calls

Customer Think

In early 2023, sales professionals worldwide logged into ChatGPT for the first time with the expectation that they’d never have to write sales messaging themselves again.

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I Debated ChatGPT: 'Commission Should Be Done Away With'

Hubspot Sales

Last month, I debated ChatGPT about whether AI will replace conventional salespeople. We had a constructive conversation, learned more about each other and ourselves, and contributed to its ever-expanding bank of insight that might ultimately doom humanity — so I'd say it was mostly productive. The piece got decent traction, was fun to write, and produced some interesting perspectives on both sides of the argument — so I figured it might be worth it to try the process again with another hot-butt

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Remove Negativity From Your Life In 90 Days

Sales Gravy

This 90-Day Negativity Fast Will Change Your Life On this episode of the Sales Gravy Podcast, Anthony Iannarino discusses the importance of avoiding negativity and engaging in positive thinking. He suggests leaving phones behind to have meaningful conversations, consuming positive content, and practicing forgiveness to let go of anger and resentment.

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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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#WomeninSalesMonth 2023 with Stephanie Slagle

The Center for Sales Strategy

We’re so proud to be celebrating Women in Sales Month once again. For each week in October, we have an amazing slate of women sales leaders who will be sharing their unique insights. Today, our guest is Stephanie Slagle, Vice President and Chief Innovation Officer at Graham Media Group.

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Optimize the Experience with Negative Personas

Customer Think

Customer understanding is a critical piece of designing and delivering a great customer experience. Employee understanding is just as important to designing and delivering a great employee experience. That understanding work includes three important tools: (1) feedback and data, (2) personas, and (3) journey maps.

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34 Interview Tips — What to Say to Land a Job Offer

Hubspot Sales

Interview anxiety is real and can easily shake your confidence. To help you ace your interview, we’ve curated this massive list of interview tips to win over your interviewers with a smile and a stellar conversation. In this article, we’ll break down actionable interview preparation tips and cover: 6 Interview Preparation Tips to Ace Your Interview 10 Key Tips for Acing Zoom Interviews Like a Pro 18 Tips for Perfecting In-Person Interviews tips What to Do After the Interview How to Prepare for Y

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Sales Interview Questions To Elevate Your Recruiting

RAIN Group

TL;DR? Download a PDF of these questions to use in your sales interviews. As a sales leader or sales enablement executive, you know just how important it is to hire the right sales reps for your team. The key to raising your hiring success rate, as we’ve written elsewhere , is to follow a process built on strategy, sourcing, screening, scoring, and selling.

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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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How to Reinforce Sales Training to Maximize Your ROI

Brooks Group

A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. The question is, will the training program result in permanent behavior change and lasting sales performance improvement, or will it be a “flavor of the month” that your sales team abandons a few weeks after the experience? With over 45+ years of experience creating and delivering sales training programs, we’ve learned that the ROI for a sales training initiative is greatest whe

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Sales Skills to Help Your Team Effectively Cross-Sell and Upsell

Force Management

In today's economic climate, cross-selling and upselling have become more challenging due to the budget constraints of customers. While gaining new customers is always a positive outcome for any organization, the ability of your sales representatives to sell additional products or services to existing customers is often the key to meeting your revenue targets consistently.

Sales 72
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Transforming customer service: The impact of AI

Zendesk

Artificial intelligence is transforming customer service by taking on simple, repetitive tasks and freeing up human agents for higher value work. Generative AI promises to push this transformation even further, with early iterations offering huge opportunities for customer-facing enterprises. But these technologies also carry risks. To explore how advances in technology will and already are changing the way that customers interact with businesses, Economist Impact convened a roundtable discussio

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Why Automation is an Essential Customer Experience Tool

Customer Think

In today’s tech-centric environment, automation is no longer standing on the sidelines, hoping to be a part of the conversation. Instead, automation is the subject and main character of every conversation in business and marketing.

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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 Wall Street Trader To Inc 500 Fastest Growing Company

Strategic Planning and Management Insights

Jeremy Delk shares his entrepreneurial journey, from Wall Street trader to CEO of an Inc 500 fastest-growing company. Learn how to achieve business success.

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Mastering Challenger Selling: Strategies for Building a Robust Enterprise with the Challenger Sales Model

Revegy

In a lively conference room at the CEB Sales and Marketing Summit, industry experts, including top sales leaders from Shell Oil Company, Kerry Inc., and Charles River Laboratories, gathered to reshape B2B sales. They spotlighted the shifting world of enterprise sales, highlighting the fading usefulness of old models and introducing the Challenger Sales Model as […] The post Mastering Challenger Selling: Strategies for Building a Robust Enterprise with the Challenger Sales Model appeared fi

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Revolutionizing sales with data: Atrium’s success with co-founder Pete Kazanjy

Zendesk

Atrium offers an AI sales management solution that helps sales organizations become more data-driven and efficient. It does so by continuously monitoring sales teams’ performance and alerting sales leaders and managers about any issues, so they can be addressed early. Pete Kazanjy, co-founder of Atrium, shares his tips on how to build a successful business and discusses how he formed a 35,000-member sales community by creating top-tier content.

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The Power of Revenue Operations and Intelligence

Customer Think

Companies don’t hire sales reps because they have core competencies of administrative work and manually updating prospect lists. So why, when sales is under tremendous pressure to win new business, fend off competitors and grow existing customer revenue, do some companies burden their teams with time-killers like outdated tools and legacy processes?

Sales 91
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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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Six Steps to Curing a Seller’s Fear of Finance

FinListics Solutions

The enterprise B2B selling environment continues to evolve in complexity, and increasingly, customer executives are expecting sellers to know how their company is performing financially and how their solutions enhance performance. At the recent Sales Enablement Society (SES) Conference, our survey of sellers’ financial competencies was taken during the “Seven Steps to Creating a Customer-First Revenue Organization” breakout session.

Finance 59
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Revenue Kickoff Events: Catalyst or Catastrophe?

SOAR Performance Group

Do you believe Revenue Kickoff (RKO) events are a critical catalyst for a great sales year? Most revenue leaders see RKO as an opportunity to: celebrate successes in the […] The post Revenue Kickoff Events: Catalyst or Catastrophe? appeared first on SOAR Performance Group.

Sales 59
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How Implementing a Customer Data Platform for Your Business to grow exponentially?

Apptivo

1. what is customer data platform? 2. Why a CDP is Essеntial for Businеss Growth 3. How a CDP Works in Rеal Lifе 4. Thе Nuts and Bolts of Implеmеnting a CDP 5. Challеngеs to Watch Out while implementing CDP Today, wе’rе diving into a gamе-changing topic that can propеl your businеss to nеw hеights: “Thе implеmеntation of a Customеr Data Platform (CDP). ” Picturе this: you havе a trеasurе chеst of valuablе customеr data just waiting to bе unlockеd, and a CDP is thе kеy.

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6 Reasons Shoppers Abandon Their Cart (+ How to Stop it from Happening)

Customer Think

Are you wondering why people add your products to their cart and then leave without checking out? If so, you are far from alone! Cart abandonment is a major issue that business leaders and marketers across all industries have to deal with regularly.

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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.