Account Manager Tips
MARCH 20, 2024
Transform your time management in just 30 days! Get actionable steps to enhance productivity, prioritize effectively, and achieve work-life balance for key account managers.
The Center for Sales Strategy
MARCH 21, 2024
In this Quick Take episode, Matt wraps up our coverage of The 5th Annual Media Sales Report by spending a few minutes thinking about what this year’s findings can tell us about the future of the media sales industry. In short, you’ll find that while obstacles are ever-present and, in many cases, more difficult than ever, media sales managers and salespeople alike seem to be up to the challenge.
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RAIN Group
MARCH 20, 2024
Selling is about the whole experience from the first conversation to signing on the dotted line. One wrong move or poor interaction can drive buyers away. The best sellers strive to deliver value in each interaction, leaving the buyer wanting more and turning to them for advice. What’s more, the best sellers tend to have strong skills across the sale cycle.
Strategic Planning and Management Insights
MARCH 19, 2024
What factors are really holding women back from moving forward in their careers? More importantly, what can you do about it if you find yourself in that position? We talk about all these things and more with our high-caliber guests who promise to deliver nothing but goodness. PepsiCo COO Grace Puma and former Nike President of Consumer Direct Christiana Smith Shi are the authors of the book, Career Forward: Strategies from Women Who’ve Made It.
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.
Hubspot Sales
MARCH 18, 2024
Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable insight from real sales leaders. This week's installment comes from Arash Asli, CEO of Yocale. Want more “Pipeline” Content? Subscribe to our newsletter. Research shows there is a weapon you can use to increase your sales performance — a sales strategy that's effective no matter where you work or what you sell.
The Center for Sales Strategy
MARCH 20, 2024
We can all agree that finding top talent is a daunting task. It's essential for organizations to adopt innovative recruitment strategies to attract candidates. Leaders who create a recruitment strategy and think beyond the traditional approaches have been able to attract more top performers and build stronger talent banks.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Strategic Planning and Management Insights
MARCH 22, 2024
Incorporating OKRs in strategy planning provides an effective framework that drives growth, aligns your goals, and tracks your progress.
The Great Game of Business
MARCH 19, 2024
Whispers of a looming economic downturn akin to the Great Depression of the 1930s grow louder. Yes, we’re in a time of economic prosperity right now as the stock market climbs higher, people are finding great jobs, and businesses continue to earn more profits.
The Center for Sales Strategy
MARCH 18, 2024
The cultivation of open communication and a robust feedback culture is pivotal for sustained growth and success. Like many tactics for organizational growth, it sounds simple, but it is not always easy. Let’s explore some actionable strategies aimed at empowering managers to actively seek and embrace feedback within their teams.
Brooks Group
MARCH 21, 2024
A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. Asking effective sales questions correlates with success, according to new research : 51% of successful sales teams are effective at sales discovery and questioning. Only 41% of underperforming teams are effective at sales discovery and questioning.
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
Kainexus
MARCH 21, 2024
I recently watched a video on our KaiNexus YouTube channel with our co-founder and CEO, Greg Jacobson, and our Chief Revenue Officer, Jeff Roussel. I loved it so much that I wanted to share it here with some highlights and thoughts. You can also watch "Shorts" video clips via this playlist and share them with your team and fellow leaders!
Nutshell
MARCH 20, 2024
Your business needs leads to continue growing and thriving. Without leads, you can’t make sales, and if you can’t make sales, you won’t generate revenue. So, how do you ensure you’re always bringing in fresh leads for your business? It’s simple — lead generation software. Choosing lead generation software can be tricky, though, with so many tools to choose from.
Customer Think
MARCH 20, 2024
Source: Shutterstock (This year, I’m devoting some of my Research Round-Up posts to academic research papers relating to the use of artificial intelligence for marketing purposes. This post features an unpublished paper that compares the performance of AI-generated vs. human-made images across three marketing use cases.
Force Management
MARCH 19, 2024
When one deal slips, that’s a deal problem. Nobody likes a missed opportunity, though sales professionals accept that some slippage comes with the territory. But when slipped deals are a consistent end-of-quarter occurrence, that’s an organizational problem with serious negative consequences. Companies that can’t rely on forecasts feel ripple effects across the organization, impacting manufacturing, delivery, operations, and finance.
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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.
SBI Growth
MARCH 22, 2024
Recruitment is a key component of any company’s initiative to build up talent in their organization, but without any clear guidance, leaders may end up overpaying for things that don’t make better sellers. What competencies should companies look out for in prospective sellers, and how can leaders leverage recent developments in generative AI to help them build their talent up?
FinListics Solutions
MARCH 22, 2024
Rounding out this series on our Seven-Step Developing Client Insight Process, we will shift focus to the critical concluding steps: Solution Mapping and Developing a Point of View. As the culmination of our insights journey, these stages ensure our strategies are not only aligned with client needs but also advocate a forward-thinking approach that positions us as essential to their success.
Customer Think
MARCH 20, 2024
Despite what many brand executives think, most consumers who interact with the digital world would argue with the claim that, in this day and age, most brands have mastered personalization. In the 2010 article, The Pants that Stalked Me On The Web, Michael Learmonth asked us to imagine, “persistent, pestering ads that just won’t quit.
Nutshell
MARCH 19, 2024
As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. When you can pinpoint dips in productivity and identify the elements that contribute to slower workflows, you can make the changes needed to support your sales team.
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.
SBI Growth
MARCH 18, 2024
For many firms, marketing is often relegated as a cost center, and marketing leaders often find themselves competing for a voice at the strategy table. Despite significant investments into MarTech, CMOs often struggle to demonstrate how they contribute to the company’s bottom line, unlike sales. This causes a funding gap between both departments and intense competition for attribution.
Zendesk
MARCH 18, 2024
In the current landscape of customer service, expectations are skyrocketing, with demands for faster and higher quality service experiences becoming the norm. Zendesk’s Workforce Engagement Management (WEM) solution is best positioned to help companies navigate these challenges. Our AI-driven capabilities in workforce management (WFM) and quality assurance (QA) are tailored to optimize service operations, enabling organizations to not only meet but exceed customer expectations with better
Customer Think
MARCH 19, 2024
The role of CCO has historically been viewed as a bridge between the customer and the business, primarily focusing on customer service and corporate feedback. However, the digital revolution and subsequent acceleration of consumer expectations have expanded the CCO’s role to include not just customer service but also experience (CX), loyalty, and long-term engagement strategies.
Nutshell
MARCH 18, 2024
Customer relationship management (CRM) systems have become vital in managing customer data, creating effective sales processes, and boosting sales team efficiency. However, one of the obstacles to implementing these crucial but advanced systems is a low CRM adoption rate from the team that needs to use it. So, how do sales managers and their teams overcome this challenge?
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.
SBI Growth
MARCH 18, 2024
2023 presented a unique set of challenges for sales managers. Economic uncertainty, cautious buyers, and reliance on existing customers contributed to longer sales cycles and pipeline woes. However, 2024 brings new opportunities, and with these five lessons, sales organizations can get on track for a fast start in 2024.
Groove HQ
MARCH 21, 2024
“The best customer service is if the customer doesn’t need to call you, doesn’t need to talk to you. It just works.” Jeff Bezos The reality is of course very different. Particularly when you are growing your business and establishing your processes, customer can run into problems that you did not even know existed. This […] The post How To Improve Your Customer Care?
Customer Think
MARCH 19, 2024
One of the biggest asks that CX leaders (still) have to deal with to get executive commitment and engagement – and for the rest of the organization to feel that there’s meaningful impact as a result of changes being proposed/made – is showing ROI.
The Great Game of Business
MARCH 20, 2024
What would happen if you treated every decision like it’s a million-dollar bet?
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.
May Phoo Pan
MARCH 22, 2024
Customer enthusiasm peaks immediately after a purchase, making the onboarding phase critical. Proper onboarding sets the tone for the relationship, impacting satisfaction. It involves providing value, reinforcing the purchase decision, and guiding the customer towards maximizing product benefits. Onboarding can take various forms, from live interactions to digital communication, but the goal remains the same: ensuring customer success.
Groove HQ
MARCH 19, 2024
“Customer service shouldn’t just be a department, it should be the entire company.” – Tony Hsieh Amongst the rising wave of new competitors that can offer similar services (or products) for comparable prices, importance of customer service can not be stressed out enough. In this post, we will go over the main points to have […] The post How To Start: Customer Service Management appeared first on Groove Blog.
Customer Think
MARCH 20, 2024
More than nine in ten leading businesses have ongoing investments in artificial intelligence (AI), including non-tech giants like McDonald’s, CVS Health, and Pfizer. More than 90% also report increasing their investment and incorporating AI into more of their processes.
PandaDoc
MARCH 22, 2024
Due diligence is an in-depth examination of a target company’s financial, legal, and operational aspects. It provides decision-makers with empirical insights to navigate through mergers and acquisitions (M&As) and other business transactions. To keep all your assets safe and sound during due diligence, you need a robust solution for secure document management.
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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.
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