Sales Readiness Group

JULY 4, 2023

Sales and account management are vital in driving revenue growth and cultivating strong customer relationships. Although these functions may overlap in some ways, there are distance differences in their objectives, responsibilities, and skillsets. Let's take a closer look at the differences between sales and account management and how to leverage them to optimize sales strategies, train teams, and effectively nurture the existing client base.

Account Management 127

Account Management Management Sales Sales Management 127

Upland

JULY 3, 2023

While AI has been evolving for years, ChatGPT has recently burst onto the technology scene, and it’s not going anywhere anytime soon. Everyone is figuring out what it is, how to use it and what it can and can’t do. By leveraging the power of ChatGPT alongside established sales platforms like Altify, however, organizations can unlock new opportunities to drive revenue growth and build stronger customer relationships.

Facilitation 195

Facilitation Customer Success Innovation Customer Experience 195

Red Star Kim

JULY 3, 2023

I’ve just listened again to a podcast about the top six leadership qualities which is included in the Level 6 Marketing Manager Apprenticeship. The podcast was produced by Cambridge Marketing College where Kiran Kapur interviews Daryl Fielding – formerly a senior marketer at Vodafone and now a portfolio Non-Executive Director. Daryl Fielding | Sales & Marketing Speaker | Booking Agent (champions-speakers.co.uk).

Leadership 130

Leadership Emotional Intelligence Digital Transformation Communication 130

SBI Growth

JULY 5, 2023

Every viable company has a unique growth thesis with seemingly endless paths to create value. The challenge that many companies face, however, is how to choose the right initiatives to focus time and efforts towards.

Marketing 62

Marketing 62

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.

ClearPoint Strategy

JULY 7, 2023

The accreditation process is complex. See how yours could be simple with software.

Software 52

Software Software 52

Customer Think

JULY 7, 2023

Is customer experience maturity the priority in your Chief Customer Officer Playbook? In all team sports, maturity is paramount. In rowing or crew, for example, immaturity means lack of synchronization. The lowest common denominator spells the team’s success. In fact, lack of synchronization is at the heart of any sports team’s maturity and success.

Customer Experience 130

Customer Experience 130

The Center for Sales Strategy

JULY 5, 2023

The influence a manager has on your culture and the engagement of those they manage is enormous. According to a Gallup study, 70% of the variance in team engagement is determined solely by the manager. Knowing this, the time and investment you make in your management team is important to your company’s success. Having a plan for their development (or yours) needs to be a priority.

Leadership 115

Leadership Sales Management 115

Hubspot Sales

JULY 7, 2023

As technology advances and becomes more accessible, businesses are leveraging artificial intelligence (AI) to improve their sales processes. AI has the potential to revolutionize the way sales teams operate, giving them valuable insights and predictive analytics to drive more revenue. However, not all sales teams are investing in AI, as many people have mixed feelings about incorporating the newfound tech.

Artificial Intelligence 110

Artificial Intelligence Emotional Intelligence Sales Decision-making 110

Customer Think

JULY 7, 2023

Sow seeds in the community While there are many profitable business ideas and avenues to successful business growth that get greater attention, a too-often overlooked approach is that of focused community engagement.

Business Growth 124

Business Growth Profitability 124

Peter Simoons

JULY 2, 2023

“ Trust arrives on foot, but leaves on horseback ” – this saying, attributed to Johan Thorbecke, the Dutch politician who played a role in establishing our country’s first constitution in 1848, encapsulates the essence and fragility of trust. Although the quote originates from a different era, where travel methods weren’t the same as those used nowadays, it remains relevant in today’s fast-paced environment.

Communication 98

Communication Meetings 98

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

The Center for Sales Strategy

JULY 6, 2023

Between vacations and spending time with family to more distractions and slower sales cycles, summer is often difficult for sales leaders since keeping their sales teams engaged and energized. Here are some great strategies for sales executives to encourage and energize their sales staff during the summer.

Sales 86

Sales 86

Sales Gravy

JULY 7, 2023

When They Say No: Overcoming Rejection And Shifting Your Mindset Introduces Andrea and Richard's new book, When They Say No, and provides valuable insights on overcoming rejection in sales. The fear of rejection has evolutionary roots, but it can be reframed to reach positive sales outcomes. Breaking the negative thought spiral that follows rejection is crucial and should be given due importance.

Sales 87

Sales 87

Customer Think

JULY 5, 2023

Image Source: Wikipedia Data has become the lifeblood of modern marketing. It now touches almost every aspect of the marketing function. But using the wrong data (or the right data in the wrong way) can lead to ineffective and costly de.

Marketing 111

Marketing B2B Digitalization 111

Kainexus

JULY 6, 2023

The concept of continuous improvement is rooted in the philosophy of Kaizen, which originated in Japan and gained popularity worldwide. It emphasizes that small, incremental changes can lead to significant improvements over time. Continuous improvement companies, such as the ones we will highlight, exemplify this philosophy by consistently striving for excellence and innovation.

Brainstorming 86

Brainstorming Innovation Organization 86

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

Brooks Group

JULY 7, 2023

Sales training can be one of the most critical investments you make for your team. It can also be one of your biggest headaches. Salespeople often resist training, viewing it as a hassle that takes them away from their work. In fact, according to Training Industry , more than a quarter of salespeople feel that their sales training is ineffective. To make matters worse, most training is disconnected from the sales team’s daily life and unique needs.

Sales Training 69

Sales Training Shareholders Sales Sales Management 69

Planview

JULY 7, 2023

The adoption and application of AI/ML technologies and capabilities are becoming more commonplace and widespread throughout all industries. Since 2017 this has become especially true in product-driven organizations. For those who may have been slow to catch on or perceive significant skill gaps in AI/ML, scrambling to keep pace might be a scary place to be.

Decision-making 52

Decision-making Manufacturing Innovation Construction 52

Customer Think

JULY 7, 2023

In today’s fast-paced and customer-centric business environment, gathering real-time customer feedback and engaging in social media conversations are both vital practices. These approaches enable organizations to gain valuable insights, enhance their products/services, and deliver the exceptional experiences our customers have come to expect.

Media 106

Media Meetings Organization Customer Experience 106

Kainexus

JULY 7, 2023

In today's dynamic business landscape, adapting quickly is vital. Continuous improvement processes enable organizations to proactively respond to changes in the marketplace, customer demands, and industry trends. By continuously monitoring and evaluating their operations, businesses can identify emerging challenges and opportunities, adjust strategies, and make informed decisions.

Decision-making 82

Decision-making Organization 82

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

Zendesk

JULY 7, 2023

Zendesk, Inc. announced its completed acquisition of Tymeshift, an AI-powered modern workforce management (WFM) solution. Built exclusively for Zendesk customers, Tymeshift simplifies the management of complex customer experience (CX) workloads. “Companies of all sizes benefit from WFM tooling, so Tymeshift was a natural choice when looking to expand our product portfolio.

Telecommunications 52

Telecommunications Management e-Learning Acquisition 52

OnStrategyHQ

JULY 7, 2023

Play Watch the video Q: How do you choose a strategic framework? A: Ultimately, regardless of what framework model you choose to use. 1. Be consistent in your language, 2. Embrace the collaborative and iterative nature of the process, 3. Make it your own, 4. Just do it! Great question! Here are a few of the best answers from our Strategy Collaborative Q&A Session!

Finance 52

Finance Strategic Thinking Facilitation Prioritization 52

Customer Think

JULY 5, 2023

There has been much hand-wringing about ChatGPT recently and how it might enable a generation of students to simply cheat their way through school. If you’ve been around long enough, you may remember the same worries about the use of handheld calculators in schools.

Artificial Intelligence 105

Artificial Intelligence 105

Kainexus

JULY 7, 2023

Masaaki Imai, author of books including KAIZEN, passed away recently at age 92, as announced by the organization he founded, Kaizen Institute. Mr. Imai was deeply influential on Mark Graban and Greg Jacobson, MD, a co-founder and CEO of KaiNexus.

Organization 79

Organization 79

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

Zendesk

JULY 7, 2023

It’s time to give your ticketing system a facelift. This guide takes a deeper look at Zendesk’s adaptable Agent Workspace, which is the interface customer service agents use to manage customer conversations across all channels. Customer service software cannot be a one-size-fits-all solution, and Agent Workspace allows businesses to customize their agent-facing interface to their own specific needs.

Software 52

Software Software Management 52

Mercuri International

JULY 6, 2023

At Mercuri International, we’re fascinated about the possibilities that AI holds for business – whether it be marketing, sales or people management. But as the holiday season draws near, maybe we can take a (well deserved) break from trying to get our heads around AI’s work possibilities and use it for something more…relaxing… Can AI really make my holiday more enjoyable?

Marketing 52

Marketing Management Sales 52

Customer Think

JULY 4, 2023

In a time of rapid change and intense competition, it is crucial for companies to adapt to the digital revolution, and manufacturing companies are facing significant transformations. The importance of embracing digitalization and automation for manufacturing companies to survive and thrive in the modern business world has never been bigger.

Digitalization 98

Digitalization Manufacturing Leadership 98

Apptivo

JULY 6, 2023

Sales prospecting can makе or brеak a businеss’ succеss. Thе art of salеs prospеcting is a critical componеnt of any salеs stratеgy, and whеn donе propеrly, it can hеlp businеssеs grow exponentially. In this ultimatе guidе, we’ll takе a closеr look at salеs prospеcting, its importancе, and the strategies and tеchniquеs that can bе usеd to create an effective sales prospecting plan.

Sales 52

Sales CRM Healthcare Prioritization 52

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

Brooks Group

JULY 5, 2023

Sales conversations can be tough. It’s easy to assume you know what the customer wants and rush the close. But if you’re not asking the right questions and probing deeply , you’re only doing half the job. Sales conversation strategies are absolutely essential for achieving sales success. By understanding and implementing effective communication techniques, sales professionals can build stronger relationships with prospects, overcome obstacles and customer objections, and ultimately close more de

Sales 52

Sales Sales Training Value Proposition Decision-making 52

Strategic Communications

JULY 5, 2023

AI-driven content-generation tools are nothing new. But if the hype around the release of ChatGPT is to be believed, this new offering is something special. It is purported to have a heightened ability to create quality content for a variety of applications, including social media posts, marketing copy, business reports, customer-facing documents, and a variety of other written materials.

Co-Creation 52

Co-Creation Supply Chain Publishing e-Learning 52

Customer Think

JULY 7, 2023

The key to successful customer engagement is providing your customers with an incentive to remain loyal to your brand. A loyalty program is a perfect way to do this, as it encourages customers to keep coming back and make purchases from you in order to earn rewards.

72

72

Apptivo

JULY 4, 2023

1. 10 Sales KPIs 1.1 New leads 1.2 Revenue 1.3 Monthly Sales growth 1.4 Conversion rate 1.5 Average deal size 1.6 Customer Lifetime Value (CLV) 1.7 Sales pipeline 1.8 Sales cycle length 1.9 Sales closed-won vs closed-lost opportunities 1.10 Net Promoter Score (NPS) 2. Footnotes A company sets its sights on expansion, ready to conquer new horizons. But to ensure they’re heading in the right direction and making the most of their sales efforts, they need a compass, a guiding light.

Sales 52

Sales Profitability Sales Management Sales Training 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