Engage Selling
APRIL 29, 2024
Landed the deal but can’t seem to grow it? You’re not alone. Discover the missing link to ‘expand’ in this simple, no-nonsense strategy. For more strategies like this, check out … The post The Secret to “Land and Expand” first appeared on Colleen Francis - The Sales Leader.
The Center for Sales Strategy
APRIL 30, 2024
I think we can all agree that securing appointments is foundational to achieving sales goals. However, findings from the recent Media Sales Report found a persistent gap between the expectations and reality of salespeople and their managers when it comes to the actual number of scheduled appointments.
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Customer Think
MAY 2, 2024
Article source: [link] Simplifying CX Design: How Leading Enterprise Tech Firms Overcome Complex Challenges Part I Seamless customer experiences and clear interfaces are two key elements leveraged by successful tech enterprise to generate adoption, with design being the key to overcoming solution complexity.
Hubspot Sales
MAY 3, 2024
When Open AI’s ChatGPT first burst onto the scene in late 2022, as a writer, admittedly, I was a little nervous. All I kept hearing was how AI was going to take my job and how human writers would go the way of the dinosaur … yada yada yada. That put a sour taste in my mouth regarding using that AI tool for my small business. And it was quite some time before I tried it myself.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Sales Gravy
MAY 2, 2024
On this episode of the Sales Gravy podcast, Jeb Blount sits down with sales coach Cheryl Parks to discuss why modern sales professionals need to shift from traditional selling to a more consultative and insightful approach that leverages business acumen, industry knowledge, and the right questions. You'll learn the keys to differentiating yourself and gaining a competitive advantage by becoming a trusted advisor.
The Center for Sales Strategy
APRIL 29, 2024
When selling a product or service, not all outreach efforts should be directed directly at the decision maker, who has the final word on what will be bought. Instead, it's more effective to engage with the people around them—influencers from whom they seek advice, people nearby who can speak favorably about your company, and sources of information they trust.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Hubspot Sales
MAY 2, 2024
Most of us have heard the phrase, “cash is king”. But for small business owners these days, payment processors are the Ace—as non-cash payment preferences continue their prolific rise. According to new research , Gartner expects that 80% of B2B sales interactions will occur on digital channels by 2025. In order to remain competitive, small business owners need an efficient, reliable way to process non-cash payments.
Brooks Group
MAY 2, 2024
Sales and emotional intelligence go together like skiing and snow. You can’t do the first well if you don’t have the second. Since the 1960s, emotional intelligence has been recognized as a critical component of both personal and professional success. Yet many sales leaders focus on building their team’s hard skills and neglect sales emotional intelligence or “ soft skills.
Account Manager Tips
APRIL 29, 2024
Think losing clients is bad for business? Think again! Find out how strategic customer churn can be a game-changer for your business growth.
Customer Think
APRIL 30, 2024
AI projects are increasingly running into a brick wall when it comes to getting meaningful, measurable results. The best way to measure impact is to understand what information is needed to support a specific process. One process or lifecycle that is important to all parts of the organization is the customer experience.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Kainexus
MAY 3, 2024
In today's fast-paced and ever-evolving business landscape, enterprise transformation has emerged as a strategic imperative for organizations seeking to thrive in the face of unprecedented disruption and uncertainty. From technological advancements to shifting consumer expectations, organizations are constantly confronted with many challenges that necessitate fundamental changes in how they operate and deliver value.
SBI Growth
APRIL 30, 2024
Many companies experienced an inconsistent and underwhelming year for business in 2023—and with promising forecasts for demand in 2024, many executive teams are eager to take their companies back on the path to rapid growth. However, the flat to declining commercial productivity among many sales teams today still poses an obstacle to that goal.
Nutshell
APRIL 29, 2024
Managing small- to mid-sized businesses (SMBs) is no small feat. Working with a lean team means you work with limited human resources. Thankfully, there’s a way to streamline your processes and improve your team’s productivity with the help of software for SMBs. In this article, we’ve listed the best small business software options and sorted them according to these categories: Table of Contents Best software for accounting and bookkeeping Best CRM software for SMBs Best small business sof
Customer Think
APRIL 30, 2024
When I sat down to write this, I was reminded of an experience I had. I was on my second call of the week with an executive interested in a B2B customer experience map. This senior exec had a mid-size B2B company and wanted to improve its customer experience.
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.
Kainexus
MAY 2, 2024
Today, more than ever, businesses are navigating a landscape characterized by rapid technological advancements, shifting consumer behaviors, and heightened competition. In this context, embracing digital transformation isn't merely an option—it's imperative for staying relevant and competitive. Digital transformation entails the strategic integration of digital technologies into all facets of a business, fundamentally altering how it operates and delivers value to its stakeholders.
SBI Growth
APRIL 29, 2024
Prospecting is a numbers game with a high rejection rate, so it is easy for reps to get discouraged. Just asking your reps to make more calls can produce a vicious cycle of poor results, discouraging reps with less prospecting and obtaining even worse results. Compounding this problem is that sales reps are busy managing existing sales opportunities and customers.
Planview
APRIL 29, 2024
Most strategies carry with them a failure rate of 60-90%. This isn’t a revelation: Organizations have been dealing with failed strategies for decades. However, this is 2024—the year AI must prove its value. If leaders want their AI bets to pay off, they need to transform strategy implementation from organizational weakness to core competency. To determine how organizations can excel at strategy implementation, Planview commissioned Economist Impact (the research arm of The Economist) to develop
Customer Think
MAY 2, 2024
What is the cornerstone of sustainable growth and competitive advantage today? The answer is that a business can benefit from technology in this digital age to attract high-quality traffic and engage customers effectively. This guide is for all executives who recognise the critical role that strategic, data-driven customer engagement plays in their company’s success.
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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.
FinListics Solutions
MAY 1, 2024
In today’s competitive sales world, readiness is no longer key – it is a MUST. Being well-prepared with a deep financial and business understanding of your customer’s needs and goals can set your sales team apart.
Engage Selling
MAY 1, 2024
I know you’re wearing a lot of hats in your role, and it’s tempting to jump in and play along with the team. But it’s creating dysfunction and animosity on … The post The Fastest Way to Anger Your Team first appeared on Colleen Francis - The Sales Leader.
Aepiphanni
MAY 1, 2024
Is your company losing money and productivity due to resource leaks? Explore practical insights and strategies to identify and rectify these leaks to boost efficiency and profitability.
Customer Think
APRIL 30, 2024
The latest edition of the International Journal of Sales Transformation focuses on the critical role that trust plays in sales. Here’s my contribution: Trust is an essential foundational element in any sales environment – and it can (and must) take many forms.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Strategic Communications
APRIL 29, 2024
You’re sitting at your desk, talking to a colleague about a trip to Spain you’re planning. The next thing you know, you’re seeing ads for Spain pop up in Google search and on Facebook. It’s not magic. It’s the power of voice search. Marketers can use your interactions with voice assistants, such as Amazon’s Alexa, along with other factors—your search history, shopping activity, visited websites, etc.
ClearPoint Strategy
MAY 3, 2024
Learn how to simplify your strategy for impactful execution. Learn how to cut through complexity, focus on what truly matters with our guide.
NG Data
MAY 2, 2024
Digital marketing skills are in high demand and can potentially be worth $1.5 trillion by 2030. A career in digital marketing can offer earnings of up to $124,000. There are several free digital marketing courses available, including LinkedIn Learning, Google Digital Garage, PPC University, HubSpot, and Meta. Source The post 5 Free Digital Marketing Courses To Study In 2024 appeared first on NGDATA.
Customer Think
MAY 1, 2024
B2B buyers are conditioned to view vendor-provided information with a healthy dose of skepticism, and this lack of trust can weaken the impact of all marketing efforts. Marketing alone can’t create buyer trust, but the right marketing approach can make it more likely trust will develop.
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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
Cranfield Executive Development
MAY 2, 2024
Cranfield Executive Development (CED) took on board their own good advice when they created and delivered an impactful development journey for their own people.
PandaDoc
APRIL 30, 2024
Regularly keeping track of incremental sales is one of the best ways of determining how best to allocate your marketing resources. In this article, you’ll find out how to calculate incremental sales for any given marketing campaign, as well as some useful tips and best practices on how to maximize this metric. Key takeaways Measuring incremental sales helps improve your marketing strategy.
NG Data
MAY 2, 2024
Local internet marketing is key for businesses to attract foot traffic and online customers. Effective local SEO and diversified online presence through directories, community engagement, and local search ads can boost your success by reaching potential local customers. Source The post Use These Digital Marketing Strategies to Increase Your Visibility. appeared first on NGDATA.
Customer Think
MAY 2, 2024
The business-to-business (B2B) revenue landscape has significantly transformed over the past two decades. Old playbooks no longer suffice; we require dynamic strategies that merge hyper-automation, personalization, AI, and digital scalability. Here’s How to Excel in Today’s B2B Revenue Ecosystem: 1.
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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