Upland

MARCH 12, 2024

We’ve written several guides on AI and the potential it holds for sellers. Now, after being broadly available for a substantial amount of time, we’re starting to get a better idea of how exactly sellers can use AI to do their jobs better. According to a recent and comprehensive study conducted by HubSpot, a staggering 70% of sales professionals agree that AI tools will make them more productive at work — enabling them to work smarter, faster, and more efficiently than ever before.

Artificial Intelligence 195

Artificial Intelligence Sales B2B Organization 195

Software Sales Guru

MARCH 11, 2024

Is sales success in the DNA? For years I have assumed great sprinters just had DNA that I did not have. While there certainly is truth to this, it’s only a partial truth. In recovering from a recent injury, I trained under Tony Santos who has worked with the Washington Commanders, the Wizards, and several current college stars. He pointed out to me that the.

Sales 130

Sales Software Software 130

Zendesk

MARCH 13, 2024

Zendesk announced today that it will acquire Ultimate, an industry-leading provider of service automation, to deliver the most complete AI offering for customer experience (CX) in the market. The latest CX Trends data shows that unprecedented demand for AI is driving up the speed and frequency of customer engagement. In this new era of AI-powered CX, AI agents can push beyond traditional bot capabilities to help brands transform service into a competitive advantage.

Acquisition 138

Acquisition Customer Experience Innovation Business Growth 138

SBI Growth

MARCH 10, 2024

In today's dynamic commercial environment, accelerating the sales cycle is not just a goal but a necessity for thriving in a competitive market. The landscape has evolved, with buying behaviors becoming increasingly conservative and consensus requirements reaching new heights. The challenge? Many sellers find themselves poorly equipped to navigate these changes effectively.

Sales 118

Sales Marketing Sales Training 118

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

MARCH 13, 2024

Think for a minute about the very best leader you ever had. Then, think about the worst. Likely, you have definite feelings on both. How did you feel when you moved on from the job with that very best leader? You probably had second thoughts and wondered if you could have made that position work for you despite changing circumstances. What about that worst manager?

Sales 116

Sales Management Leadership 116

Customer Think

MARCH 13, 2024

Despite living in an era data is heralded as the new currency, a counterintuitive movement is gaining momentum among forward-thinking marketers and CX professionals: data minimization.

Marketing 119

Marketing 119

Hubspot Sales

MARCH 11, 2024

Time is money, and that’s doubly true when you work with customers. For the last six years, I’ve been an avid user and champion of using async video in my day-to-day as a seller — well before joining Loom to lead its Sales and Customer Success teams. I’ve seen the benefit of async video messages to close deals and build prospect relationships as both a quota-carrying seller and a sales team leader.

Sales 105

Sales Meetings Stakeholders Customer Success 105

The Center for Sales Strategy

MARCH 11, 2024

The word “superstar” has a wide range of meanings for all of us. It might bring to mind a famous athlete or celebrity or someone we consider at the top of their game and well-known for their track record of success. But if there is one common thing every organization needs for success, it’s to have at least one sales superstar on their team. These are the sales stars who not only meet targets but also exceed them.

Sales 116

Sales Meetings Organization 116

Customer Think

MARCH 11, 2024

In talking to fellow customer marketers at the recent CustomerXCon 2023 conference held in Boston, it became clear that our charters and roles as marketers continue to evolve and change.

Prioritization 119

Prioritization Marketing 119

Force Management

MARCH 14, 2024

If you’re leading an organization that’s selling a solution, whether in an established market or a new vertical, you’re competing for your buyers’ attention. The competition is high – we are all faced with hundreds of sales messages each day. Successful sales organizations know how to consistently rise above the noise and command greater market share.

Communication 101

Communication Organization Marketing Sales 101

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

FinListics Solutions

MARCH 11, 2024

Continuing our exploration of goal setting and executive compensation in our last blog, let’s delve deeper into FinListics’ Seven-Step Process for Developing Client Insight, that is reshaping enterprise sales.

Stakeholders 102

Stakeholders Sales 102

The Center for Sales Strategy

MARCH 12, 2024

Do you know where 80% of your revenue comes from? Most businesses would say they have a way they manage and prioritize their accounts, but few of them do it in a way that is strategic, consistent, and is woven into every sales decision they make.

Management 112

Management Prioritization Decision-making Sales 112

Customer Think

MARCH 15, 2024

When I was an undergrad at The University of Colorado Boulder, I went back and forth when it was time to declare a major. I was one of the many students who selected undecided at the beginning of my freshman year. That said, my favorite class freshman year was Macro Economics.

Sales 104

Sales 104

MDI Training

MARCH 14, 2024

Creating Connectedness in a Hybrid Environment Prefer to listen to the article? Click below to access our AI speech-generated audio. However, if you want to read it as usual, keep scrolling. Creating Connectedness in a Hybrid Environment In his new Rise Course, our trainer and partner Peter Grabuschnig shares all his knowledge on Hybrid Leadership. It offers a reflective look at your leadership behavior in times of new work, work location, and increasing flexibility.

Digital Transformation 97

Digital Transformation Leadership Digitalization Artificial Intelligence 97

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

Sales Gravy

MARCH 9, 2024

On this fascinating episode of the Sales Gravy podcast, master sales trainer Jessica Stokes spends time with Steven Farber of Take Flight Learning discussing why it is important for salespeople and leaders to understand and adapt to different personality styles. You'll learn the significance of how understanding personality styles will elevate your sales skills, help you build deeper relationships, and improve your closing ratio.

Decision-making 95

Decision-making Communication Sales 95

The Center for Sales Strategy

MARCH 14, 2024

In this episode, we’re continuing our exploration of the recently published Media Sales Report by looking at what sellers and managers say about their company’s marketing strategy. Here to help Matt investigate why so many are dissatisfied with their organization’s current marketing plan is Dani Buckley, VP/General Manager at LeadG2. Dani, as always, offers some amazing points to think about, like: Why, when sellers aren’t happy with their company’s marketing efforts, often its a lack of sales a

Media 95

Media Marketing Publishing Sales 95

Customer Think

MARCH 13, 2024

Safeguarding sensitive data and ensuring seamless access to resources for the workforce has long been a struggle for businesses. Digital transformation, increasing complexity of IT environments, and the frequency and sophistication of cyber threats, has only made this worse.

Digital Transformation 98

Digital Transformation Government Digitalization 98

Vantage Partners

MARCH 11, 2024

Retaining clients you have already won is critical to any successful growth strategy. But it can be a challenge, even for the best of us.

Account Management 83

Account Management Management Sales 83

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

SBI Growth

MARCH 14, 2024

For many commercial leaders, helping sellers to be more effective poses significant challenges. Despite innovative methods constantly being introduced into the sales process, commercial leaders often find their sellers relying on ineffective approaches that aren’t tailored for today’s buyers. Then, how do you scale up any improvements made across the sales organization?

Innovation 77

Innovation Sales Organization 77

The Center for Sales Strategy

MARCH 12, 2024

The book "Leaders Eat Last" by Simon Sinek offers profound insights into what it truly means to be a great leader. It challenges traditional notions of hierarchy, rank, and privilege and instead emphasizes the importance of building trust, safety, and purpose within a team. Here are seven key lessons from the book.

Leadership 92

Leadership 92

Customer Think

MARCH 15, 2024

Value. It’s become a buzzword of little…value. What does it mean to B2B buyers? Often, companies think of value in relation to their business — more so than for their customers. They think it lives within the features of their products. As marketers, we’re told our content and buyer experiences must deliver value.

B2B 84

B2B Marketing Digitalization 84

The Great Game of Business

MARCH 12, 2024

2023 was the year ChatGPT and AI took the workplace by storm. Beyond that, it forced employers to look at their balance of technological tools that help current employees do their jobs better while seeking ways to invest in technology to reduce their overall costs.

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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

Nutshell

MARCH 15, 2024

Qualifying leads before sending them through to your sales team lets you learn more about your prospects and build deeper connections with them, which often results in more deals. Developing a sound lead nurturing strategy is the best way to achieve this and, when done right, can lead to future upsells, long-term customer loyalty, and brand advocacy.

CRM 71

CRM Software Software Communication 71

SOAR Performance Group

MARCH 15, 2024

Register For Webinar Join us Thursday, April 11, 2024 at 11:00am ET/10:00am CT for a presentation of research on Sales Analytics and AI from experts at the University of Houston. Carl […] The post Sales Analytics and AI appeared first on SOAR Performance Group.

Sales Analytics 64

Sales Analytics Sales Meetings Sales Leadership 64

Customer Think

MARCH 12, 2024

Listen to the podcast: You have a hidden impact on your return on investment for your customer experience management programs. This hidden impact kicks in between a given moment in your customer process and the customer behavior that results from it.

Customer Experience 75

Customer Experience Organization Management 75

Planview

MARCH 15, 2024

With a rapidly evolving digital landscape that continues to introduce waves of uncertainty, companies and organizations alike struggle for clarity and cognizance in organizational delivery for customer value. It’s no surprise the abundance of moving parts contributes to an ever-ambiguous world for software delivery. With a multitude of products and services that companies serve to customers, the recognition of Value Stream Management (VSM) in modern software delivery has never been stronger.

Management 64

Management Artificial Intelligence Decision-making Software 64

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

Groove HQ

MARCH 13, 2024

Customer satisfaction’s importance can not be overstated. It gives you potential referrals, decreases churn, and increases LTV. While in the past it was enough just to have a FAQ and a support email, those times are long gone. With the wide range of competitors to choose from, customers are expecting to solve their problem immediately, […] The post Omnichannel Customer Support: Why Do You Need It?

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AchieveIt

MARCH 15, 2024

A strategic plan often shimmers, at first, with the promise of success and progress. However, the road between intention and impact can be long and unpredictable. While strategic plans themselves outline the desired direction, they often lack the gears to propel the organization forward. The crucial missing piece lies in strategy implementation. Without a clear roadmap for translating lofty goals into actionable steps, even the most well-crafted plans risk gathering dust on a shelf.

Decision-making 52

Decision-making Stakeholders Prioritization Communication 52

Customer Think

MARCH 15, 2024

Telling your prospects to buy from you is like trying to take a cat for a walk. They’ll stay rooted in position and won’t budge and the more you try to push them towards you, the more intractable your prospects will be.

Finance 72

Finance Digitalization Marketing Sales 72

Arpedio

MARCH 15, 2024

In today’s competitive business landscape, mastering the art of strategic selling is essential for sales professionals looking to drive revenue growth and outperform their competition. But what exactly is strategic selling, and why is it so critical in modern sales? In this comprehensive guide, we will delve into the principles, strategies, and techniques behind strategic selling and explore how it can significantly impact sales performance and success.

Value Proposition 52

Value Proposition Negotiation Stakeholders Sales 52

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