Sat.Nov 27, 2021 - Fri.Dec 03, 2021

article thumbnail

Get more sales references without a traditional program

Upland

Get more sales references without launching a traditional reference program. Even when organizations acknowledge their sales reference processes could be better, it can be an overwhelming problem to confront. Will it require new hires? New software? A big investment of time or resources? A well-oiled, traditional customer reference or advocacy program can be an organization’s strongest asset, but launching, revamping, or expanding a traditional program isn’t right for every organization.

Sales 195
article thumbnail

Our Competition is Beating Us Despite the Fact We Are Better Than Them

Customer Think

One of our podcast listeners, Jeanne-Claude, wrote about a problem he was having for a recent episode. I am writing about it here today because it is likely a problem some of you share. Jeanne-Claude’s problem is that his company offers a complicate.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Trending Sources

article thumbnail

Four Risks Growth Leaders Must Consider for 2022, Part Four: Too Much Agility

SBI Growth

While the current macroeconomic environment presents growth leaders with considerable opportunity, CEOs will benefit from showing commitment to the shortlist of growth initiatives that matter most to their annual plans as opposed to shifting gears with the market. SBI Research found that lower-growth companies are 250% more likely to take an agile approach to 2022 planning than their peers.

Marketing 121
article thumbnail

CRM Strategy: Why You Need One and How to Develop It

Hubspot Sales

When you first start out in business, you can probably manage to keep all of your customers or clients top-of-mind … because you don’t have that many. At this stage, sticky notes are your best friend. As you become more established, your customer base grows. It becomes harder to keep every customer and prospect straight. Contacting them at regular intervals to follow up on something they plan to buy or have already bought gets trickier.

CRM 122
article thumbnail

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.

article thumbnail

Do you know how your sellers really get references?

Upland

Struggling to get quality references is an all-too-common problem for B2B sellers. But the first step to a better sales reference future is acknowledging that the old way is broken. Getting relevant sales references on tight deadlines isn’t easy. Many organizations don’t have formal customer reference or advocacy programs at all. And for companies that do, these programs often can’t move or scale quickly enough to fulfill every sales reference request before prospects’ deadlines.

B2B 195
article thumbnail

How AI-enabled Chatbot Enhances Customer Experience?

Customer Think

Artificial Intelligence is a powerful tool and ignoring its implications is next to impossible in today’s digital world. AI is vital to understanding how modern organizations work and function. AI is truly a gamechanger for organizations Various organizations across the globe a constantly leveraging the potential of AI and ML to enhance interactions, profits, relationships, […].

More Trending

article thumbnail

Key Performance Indicators (KPIs): The Ultimate Guide

ClearPoint Strategy

KPIs are a much talked-about but frequently underutilized business tool; few companies implement them with the level of rigor required to produce good results. Choosing the right KPIs and implementing a KPI tracking process requires dedication and commitment on everyone’s part. We put together this guide to help organizations like yours get more out of their KPIs.

article thumbnail

Win more deals with your sales reference pool

Upland

Key traits of a winning sales reference pool. Prospective customers are in control of more of the B2B sales cycle than ever before. Contacting an enterprise sales rep is no longer a prospect’s first stop on the long road to making an important business purchase. In fact, Forrester reports that an average buyer completes about 70% of a B2B purchasing decision before ever contacting sales.

Sales 195
article thumbnail

7 Ways to Increase the Organic CTR of Your WordPress Site

Customer Think

Website builders who are familiar with CMS tools like WordPress can easily develop professional online pages, but sometimes the effort and talent invested in these projects don’t correlate with their success or ad revenue. Though creating high-quality online content is the main goal of any web designer, the harsh reality of the digital industry tells […].

article thumbnail

Weekly Roundup: Always Be Closing, Struggling with Employee Retention + More

The Center for Sales Strategy

- MOTIVATION -. "Today is always the most productive day of your week.". - Mark Hunter. - AROUND THE WEB -. > Always Be Closing? Yes – But Without Slamming the Door | The Evolution of Sales (Past, Present & Future) – Allwork. For many years, “Always Be Closing” (ABC) was the go-to sales technique. Today, however, most experts believe it’s not effective.

Sales 107
article thumbnail

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

article thumbnail

The gift of new integrations

Zendesk

Here are the newest integrations from Zendesk to help your team provide great experiences. Square by ChargeDesk. Square by ChargeDesk (Support) (Chat) (Sell) lets you instantly view every customer’s billing history next to support tickets, chat conversations, and Zendesk Sell information. It also performs key actions such as refunding orders and cancelling subscriptions.

CXM 105
article thumbnail

How to Increase Profit Margin: 5 Strategies for Any Business

Hubspot Sales

Businesses exist to make money. That's not a particularly shocking or controversial statement, but it still bears repeating. Every company has its eyes on its bottom line and, in turn, is mindful of its profit margin — the most definitive metric of how successful your sales efforts are, relative to your expenses. Here, we'll take a closer look at how to increase profit margin, go over what typical profit margins look like by industry, and see how you can gauge how solid yours is.

article thumbnail

You have loyal customers; now what?

Customer Think

Five key steps you need to keep building customer loyalty Loyal customers are your most profitable clients and the most effective advertisements you can have for your brand- this is an even greater trend after the pandemic. Things have certainly gone digital, but how we learn and trust products may be more similar. Source: Canva […].

article thumbnail

Sales Leaders’ Challenges: Motivation and How to Motivate Your Team

The Center for Sales Strategy

Working in sales isn't getting any easier. In 2020, the majority of sales reps weren't expected to meet their sales quotas. As the leader of your sales team, it's up to you to motivate your team to reach their targets and more. But that's easier said than done. We've created a guide with 7 sales team motivation strategies that you can use to overcome the sales leaders' challenges you encounter as the face of your team, whether you're new to the position or on your way to becoming an expert.

Sales 105
article thumbnail

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.

article thumbnail

Are you Arpedio’s new Sales Development Representative? (Swedish-speaking)

Arpedio

careers. Are you Arpedio’s new Sales Development Representative? (Swedish-speaking). careers. Are you Arpedio’s new Sales Development Representative? (Swedish-speaking). Careers. Are you Arpedio’s new Sales Development Representative? (Swedish-speaking). ? Back to careers. Are you an aspiring future Account Manager and have a passion for sales? Do you want to help drive sales processes from start to end and prepare the business for continued growth and further international roll-out?

article thumbnail

What Is Revenue? A Quick Refresher

Hubspot Sales

Revenue is the first metric that appears on an income statement, and for good reason. It's the starting point for calculating profit, and generating enough of it means your business can cover operating expenses and stay afloat in the long run. Yet, despite revenue's importance, there's a lot of confusion around it. What does (and doesn't) count as revenue?

article thumbnail

How to Take Your Video Marketing Strategy to the Next Level

Customer Think

Are you thinking about adding videos to your marketing strategy? If so, you’re in the right place. Videos are an excellent way to generate leads, build trust with your audience, and secure more sales. You may be shocked to learn that despite the explosion of visual content over the last several years, 43% of shoppers […].

Marketing 130
article thumbnail

How marketers can work more effectively with sales

Insightly

Sales and marketing teams have the same ultimate goal: revenue generation and growth. Despite this, marketing and sales do not always spend enough time aligning on goals. Sometimes marketing teams measure success by the volume of leads generated, while sales may be less concerned with volume and more concerned with quality, or the likelihood these leads will convert into paying customers. .

article thumbnail

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.

article thumbnail

Access OnStrategy Where You Spend Most of Your Time!

OnStrategyHQ

More of our daily work, project tracking and team communication is being done in Microsoft Teams or Slack. So we figured we’d make managing and reporting on your strategic plan easier and more part of your day-to-day by integrating the OnStrategy App with these two applications. Ta-Dah! We’re excited to announce pre-built integrations to connect OnStrategy into Microsoft Teams and Slack.

article thumbnail

11 best Contact Us page examples (+ how to create your own)

Zendesk

A Contact Us page isn’t just another page on your website. In fact, it is one of your most valuable pages—and should be treated as such. A contact page provides guidance for existing customers and offers an overview of your brand for new visitors. But contact pages aren’t always crafted with care. They might be missing a phone number or links to social channels, or they may be totally outdated or tricky to navigate—all of which makes for a bad customer experience.

article thumbnail

What should B2B sales leaders be prioritising in 2022?

Customer Think

I was delighted to be asked to contribute the following article to the International Journal of Sales Transformation's special report on "Emerging from the Pandemic". I chose to focus on issues that I believe B2B sales leaders should be prioritising in.

B2B 128
article thumbnail

How Leea Huffine at Atlas Copco enables the sales team | Building Modern Sellers Blog Series

Showpad

Technology Leea uses: Showpad, Outreach, and ZoomInfo. Meet Leea Huffine, Creative Marketing and Communications Manager at Atlas Copco. In this interview, Leea shares with us how she’s implemented marketing automation, digital deal rooms, and digital media content to support the sales team in a hybrid sales environment. . “We had to adapt in a very short period of time to our new normal,” Leea said.

article thumbnail

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.

article thumbnail

Measure and Evaluate Alliance Performance

Peter Simoons

Tip 24: Measure and Evaluate Alliance Performance. An airplane is off its course most of the time. Wind, turbulence and air traffic are all factors why an airplane can’t fly in a straight line from Airport A to Airport B. Yet it arrives at its destination thanks to constant corrections along the way. An airplane only reaches the right destination because of measurements and evaluations of the data acquired, upon which the pilot or the autopilot adjusts the airplane’s course.

article thumbnail

5 Ways To Improve Your Customer Retention Rate

Apptivo

As quoted by Shep Hyken, “ A brand is defined by the customer’s experience. The experience is delivered by the employees ”. This statement is a powerful one that defines the complete relationship between a company’s employees and their customers. Employees bridge the gap between customers and a business. They connect the dots, assist in overcoming the drawbacks associated with a product, and convey the message of the management or the customers to the counterpart.

CRM 98
article thumbnail

‘Tis the Season: Three Ways Companies Can Meet Their Holiday Hiring Needs

Customer Think

Most companies face hiring and staffing challenges ahead of the holiday season, but the past two years have been especially difficult with the pandemic’s ripple effect creating the toughest hiring seasons on record. For instance, reports from the U.S. Labor Department indicate nearly 4.3 million workers voluntarily quit their jobs this past August. Despite there […].

Meetings 116
article thumbnail

How marketers can work more effectively with sales

Insightly

Sales and marketing teams have the same ultimate goal: revenue generation and growth. Despite this, marketing and sales do not always spend enough time aligning on goals. Sometimes marketing teams measure success by the volume of leads generated, while sales may be less concerned with volume and more concerned with quality, or the likelihood these leads will convert into paying customers. .

article thumbnail

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.

article thumbnail

2022 Q1 Sales Execution Tips

Sales Outcomes

2022 Q1 SALES PLAN EXECUTION TIPS. Prioritize. Make Action Plans. Weigh Yourself Often (Metaphor). This is my last 2-Bullet Tuesday for 2021, so you can focus on finishing out the year strong. We’ll be back the second week of January. Until then, I am wishing you and yours a happy, safe, and restful holiday season – KEEP READING FOR THE THREE TIPS!

Sales 94
article thumbnail

Graduate From Trusted Advisor to Object of Interest | Sales Strategies

Engage Selling

When I started selling decades ago, we were told that we wanted to be the trusted advisor or partner of our customer. To this day, I still hear people saying that. However, it’s an outdated cliché. Customers don’t want trusted … Read More » The post Graduate From Trusted Advisor to Object of Interest | Sales Strategies first appeared on The Sales Leader.

Sales 88
article thumbnail

How to Grow Your eCommerce Using Custom Audiences

Customer Think

Social media has become one massive advertising field since the pandemic. And digital advertisers are estimated to burn up to $100 million a day in the next five years because of advertising fraud. Companies heavily invest in online ads since it has become the main platform in getting their products out to the market. Instagram’s […].

eCommerce 111
article thumbnail

The 11 Best Help Desk Software for 2022 [Ranked & Rated]

Help Scout

Managing customer requests is a hassle without the right tool. These 11 help desk software options will help you get things under control.

Software 105
article thumbnail

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.