Sat.Aug 07, 2021 - Fri.Aug 13, 2021

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How To Identify External Factors That May Affect Your Strategic Plan

ClearPoint Strategy

Did you ever think you had the perfect business plan and strategy, only to be blindsided by an increase in tariffs or a new environmental regulation? This article will help you discover how to think about and manage external factors that can cripple your strategic plan (or open up new opportunities). If you don’t do it already, you need to learn how to conduct an environmental scan and adapt your performance management process accordingly.

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The Five Common Misconceptions of Sales Talent

The Center for Sales Strategy

You know the feeling of an ah-ha moment…. When you're talking about something you passionately believe in and then — BAM — you can practically see the light bulb go off for the other person. It's a highlight for anyone who passionately loves what they do.

Sales 118
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Are You Coachable? | Sales Strategies

Engage Selling

Sales leaders spend a great deal of time talking to managers on how to be effective coaches. However, it’s important for salespeople to realize that they need to be coachable as well. When it comes to coaching success, half of … Read More » The post Are You Coachable? | Sales Strategies first appeared on The Sales Leader.

Sales 125
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Help: How Do I Ask For Referrals From Existing Clients?

Account Manager Tips

Build your business with client referrals Client referrals are a powerful business growth strategy. You ask your clients to recommend you to people they know. How hard could it be? Really hard. So if the idea of asking for a client referral scares you even just a little, you're not alone. Follow this step-by-step guide on how to ask, and get your clients to say "Yes," to a referral.

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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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Get Busy Growing or Get Busy Dying: How to Evaluate Growth Levers for 2022

SBI Growth

Is your company enjoying the economic boom the economy is experiencing? 2021 has been a good year for the market with major stock markets up 15-18% year-to-date. This momentum has resulted in companies making bold moves to capture the opportunity.

Marketing 146
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Explore the Benefits of Leveraging Artificial Intelligence Development

Customer Think

AI is becoming common in many services and products. A large amount of data is trained and analyzed for the machine to understand. The machine identifies patterns and co-relations to make predictions about upcoming situations. AI development firms work with businesses to develop machine learning-based AI software development intended specifically for their needs.

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SAMA releases Biannual 2021 Compensation Report

Strategic Account Management Association

SAMA just released its biannual report on SAM and KAM compensation trends and practices. Chad Albrecht, Managing Principal of ZS Associates, and Joel Schaafsma, SAMA’s Research General Manager, have offered us a sneak preview of some key findings. As an added bonus, they also shared some levers best-in-class companies are using to incentivize SAMs in today’s world.

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Sales Leadership Series with Jason Randall, CEO of Questco

The Center for Sales Strategy

Throughout the entire third season of the Improving Sales Performance series, host Matt Sunshine will talk to leaders, CEOs, Executives, and authors about their businesses and how they improve revenue performance. The series kicks off a Sales Leadership Series where Matt Sunshine discusses sales and executive leadership tips with Jason Randall, CEO of Questco and author of, " Beyond The Superhero: Executive Leadership For The Rest Of Us.".

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9 Top Chatbot Trends That Will Take 2022 By Storm

Customer Think

The chatbot market is expected to grow from $703.3 million in 2016 to a whopping $3,172.0 million by 2021, according to a research by MarketsandMarkets. Intelligent chatbots are widely being adopted across all types of companies — from the Fortune 500 to upcoming startups, in order to gain pace and efficiency. With rising chatbot trends, […].

Marketing 145
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7 sales prospecting techniques you need to succeed in 2021

Zendesk

The global pandemic made staying home and going online a necessity. But what started as an emergency order quickly became the new way of life, giving rise to a truly digital-first marketplace. In fact, the Zendesk Customer Experience Trends Report found that ecommerce sales increased by 30 percent in 2020. Today’s customers also care about different things than they did pre-pandemic.

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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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How to Succeed at Taking a Day Off [PODCAST]

Sandler Training

Mike Montague interviews Susan Sykes on How to Succeed at Taking a Day Off. The post How to Succeed at Taking a Day Off [PODCAST] appeared first on Sandler Training.

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Outside The Box Ideas for Better Client Retention

The Center for Sales Strategy

Client retention is and will always be pivotal for the success of businesses. In fact, client retention is a true measure of the experiences an organization delivers to its clients. Based on these experiences, clients or customers decide if they want to continue business with a given firm or not. In other words, a company’s ability to retain its customers has a huge impact on revenue generation and profitability.

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5 Evolving Contact Center Technologies and Where the Next Year Will Take Them

Customer Think

by Mike Hasler in Contact Center Technology, Customer Service Trends, Mike Hasler For all the grief, losses, and setbacks the pandemic unleashed, there is a general consensus that it also sparked a revolution on the technical front. The adoption rat.

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MQLs: Understand them to boost your bottom line

Zendesk

Imagine someone has shown interest in your brand by browsing your website and filling out an online form. Some marketing teams would treat that person like any other potential customer who lands on your site—but that’s a huge mistake. Consumers who explicitly express interest in your brand are worth more time and effort than someone who casually clicks on a social media ad.

CRM 98
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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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Best ways to improve sales lead

Crank Wheel

Before you get into the actual business, what is the first step? Lead generation. No matter what, but a large part of the organizational success depends on quality leads. But, the question for many is, ‘How can I generate sales leads?

Sales 97
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Weekly Roundup: Terrible Advice, A Day In The Life Of A Successful Salesperson + More

The Center for Sales Strategy

- MOTIVATION -. "The function of leadership is to produce more leaders, not more followers.". - Ralph Nader. - AROUND THE WEB -. > 'Be Humble,' and 5 Other Pieces of Terrible Advice – OpenView. There’s no shortage of terrific tips and inspirational advice out there for every situation imaginable. But what about the bad stuff—specifically, bad career advice?

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Digital Transformation: The Importance of Culture in Enhancing Customer Satisfaction

Customer Think

The principal reason for embarking on digital transformation is to improve customer experience, which goes a long way to assure brand loyalty; if the right culture is missing, the whole project will end in a colossal failure. Sometimes, the bottleneck brands have in ensuring digital transformation may not be the technical input, this may be […].

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Why Cloud 100 startups are investing in CX

Zendesk

With so much still uncertain and a new variant delaying some companies return-to-work plans , we are more reliant than ever on cloud solutions that allow us to connect and collaborate remotely. SaaS startups have a real opportunity to capitalize on the shift to a truly digital-first world, and among the top cloud companies named in the Forbes Cloud 100 this year, the vast majority are using Zendesk to give their customers a great experience.

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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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Convert more sales leads by adding visual elements to calls

Crank Wheel

So many sales conversations are happening over virtual sales platforms right now. CrankWheel is one of those solutions that experienced a surge in use in 2020.

Sales 98
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The Ultimate Guide to New Employee Onboarding

The Center for Sales Strategy

If new employee onboarding procedures are insufficient, it can take up to 12 months for new hires to reach max productivity. In a world where employees don't stay at jobs for the entire duration of their career, this is horrific. New employee onboarding has always been an issue. There are always holes in an onboarding process, and some companies seem better at it than others.

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Best Practices for Customer Success Coming from the Pandemic

Customer Think

Historically Software-as-a-Service (SasS) companies were led by the sales function. As the business model evolved, product teams took the lead. But today, successful SaaS companies are truly built out to be customer-led. The COVID-19 pandemic has accelerated this change in cultural philosophy, and ultimately both the customer and the organization reap the benefits.

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What’s the Best Time of Day and Week to Make Cold Calls? | #AskJeb

Sales Gravy

On this #AskJeb, Jeb Blount takes a question from Jennifer who is looking for the best times of the day or week to make outbound cold calls. Jeb offers three of his best Fanatical Prospecting tips for timing prospecting calls. You may be surprised at his answer. Listen above or watch the video below. Pro Tip: Play this at your next weekly sales meeting.

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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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Want to Buy Some…Digital Transformation?

Revenue Storm

Almost every technology company and salesperson on the planet is selling some form of Digital Transformation today. As much as we would like to think those words enchant and motivate our clients to buy, typically what they think is “expensive, long cycles, risk, and potential failure.”. The sad truth is everybody selling Digital Transformation sounds the same.

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Get Busy Growing or Get Busy Dying: How to Evaluate Growth Levers for 2022

SBI Growth

Is your company enjoying the economic boom the economy is experiencing? 2021 has been a good year for the market with major stock markets up 15-18% year-to-date. This momentum has resulted in companies making bold moves to capture the opportunity. Those who successfully execute a growth strategy will increase enterprise value and be rewarded. Is your company executing a revenue growth strategy, or are you falling behind the competition?

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Connecting Dashboard Dots for a Better Customer Experience

Customer Think

In 2013, Oracle conducted a research study among executives regarding the state of their customer experience initiatives. The study found that while 91% of the respondents wished to be a CX leader in their industry, only 37% said they were just getting started with a formal CX initiative and 20% considered their CX initiative, “advanced”. […].

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Inside Drift: Meet Miles Kane, Director, Enterprise Sales

Drift

Welcome back to Inside Drift, where we introduce you to the fantastic people on our team that make Drift a great place to work. So far you’ve met Shannon Donovan, Mary Mitchell, Catherine LaMacchia, Nadine Shaalan, Kahlil Trocmé, Britnee Laughlin, Allison Betito, Carolina Caprile, Michelle Ai, Frank Schepps, Tate Knapp, Alexa Nguyen, Zareena Javed, Chrissie Cronin, Jason Richman, Stacy Chen.

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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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Get Started with Account-Based Sales [Infographic]

Revegy

We have entered an era of account-based everything. Fundamentally, account-based sales is a fancy term for GETTING TO KNOW YOUR CUSTOMERS and leading with relevancy. While it feels and sounds simple enough, we know that it takes some time to encourage reps to rethink their sales strategy. Previously, sales was all about, “Look my shiny […].

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Tackling the Special Challenges of Building and Sustaining Strong Service Brands

Strategic Communications

Much of my work over the years has been with “service brands”—brands that are not tied to a particular product , but to the delivery of some type of service— educational services, healthcare services, energy services, engineering services, consulting services, etc. Developing and maintaining a strong brand for a service is, in my opinion, significantly more challenging than developing and maintaining a strong brand for a product.

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An Entrepreneur’s Guide to Avoiding Marketing Mishaps

Customer Think

20 Years is Not Enough Time to Know It All This much became clear to me, after launching the marketing- and loyalty-services company Incendio. I struck out on my own six years ago and became the “chief accelerant” following more than 20 years in the loyalty and customer engagement industry – many of those years as […].

Marketing 132
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Building Your Team Using the Clifton's Strengths Finder w/Micah Lorenc Ep.114

Strategic Planning and Management Insights

Micah Lorenc works with individuals on career, leadership, small business, and relationship coaching. He also works with teams in the workplace who are interested in creating a strengths-based culture in their organization using the Clifton Strengths.

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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.