Sat.Nov 04, 2023 - Fri.Nov 10, 2023

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How to Plan a Successful 2024 Strategy: Expert Advice

AchieveIt

Strategy leaders enter a critical phase every fourth quarter as one year winds down and another one approaches. This is when past achievements intersect with future ambitions, requiring careful planning and insight. We sat down with Joe Krause , Vice President of Customer Engagement at AchieveIt, to gather expert advice on effective preparation for 2024.

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Integrating Innovation into Strategy Frameworks

AchieveIt

How can the path least taken spur innovation in a career? And can it help in strategic planning at the operational level? Alanna Hughes , Head of Innovation at Per Scholas , discusses her successful career in international development and consulting. which has led her to take on leadership roles in nonprofit organizations. Alanna shares her valuable skills and experiences that have helped her drive innovation, emphasizing the importance of diverse learning approaches, embracing experimentation,

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14 Phrases That'll Instantly Sabotage Your Negotiation

Hubspot Sales

A successful negotiation is like a tango. Both involve coordination, finesse, some degree of grace, and a reasonable amount of back-and-forth. Also — and perhaps most importantly — both can also easily be derailed if one of the people involved says something really off-putting or stupid while it's happening. Nothing ruins a good tango like one of the dancers saying something like, “You dance just like my mom.

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Strategic Opportunities to Create High Business Value with Generative AI

Customer Think

So far, I have dealt with how to safely and securely implement and leverage AI — in particular generative AI — technology. So, there shouldn’t be many questions open regarding how to get a trustworthy, efficient, and effective AI implemented in any organization.

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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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Virtual vs. In-Person Training: Pros & Cons of Each [New Data]

Hubspot Sales

The training industry went through massive changes in 2020. Almost every form of education went virtual, from workplace training to recreational courses. Now that we have two forms of training available, it begs the question: What are the real advantages and disadvantages of in-person and virtual training? While choosing between online and in-person training may sound as simple as choosing Door A or Door B, it’s a watershed moment that opens organizations and potential learners up to a variety o

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45 Best Questions To Ask Your Client to Get to Know Them

Account Manager Tips

Get the conversation started with the 45 best questions to ask your client to get to know them, reveal new opportunities and hidden risks.

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The Real Value of Journey Mapping

Customer Think

Customer journey maps are a key component of customer experience strategy and planning. But what are they? What information do they provide? And, how should they be used? Depending on who you ask, a customer journey map is a process or a visual tool.

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How to Be a Good Sales Manager, According to Leaders With High Attainment & Low Turnover

Hubspot Sales

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Transitioning into a leadership role requires a whole new set of skills and strategies. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. In this blog post, we'll explore 14 essential best practices and tips from experienced sales managers at HubSpot.

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45 Best Questions To Ask Your Client to Get to Know Them

Account Manager Tips

Get the conversation started with the 45 best questions to ask your client to get to know them, reveal new opportunities and hidden risks.

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Sales Roadblocks: The Power of Diagnostic Assessment

The Center for Sales Strategy

The path to sales success is rarely a straight line. But what if I told you that there's a way to navigate this winding journey with a bit more clarity? Enter the world of diagnostic assessment. It's not a magic wand, but it's pretty darn close. Let's dive in.

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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 Lean Agile Methodology Can Help You Avoid Waste

Kainexus

Waste in project management refers to any resource or effort expended without adding value to the project's ultimate goals and objectives. Waste can manifest in various forms throughout the project lifecycle and significantly impact a project's success. Adopting Lean Agile project management principles, which maximize value while minimizing waste, is essential to mitigate waste in project management.

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Bridging the AI Gap in Sales: Is Your Organization Ready?

SBI Growth

It turns out, AI has already taken over. No, not in a dystopian sense, but certainly in the content of our news feed and in the battle for our attention. Practical AI tools for businesses are booming, showing incredible promise to revolutionize commercial applications. Business leaders are now realizing that AI-driven sales processes may hold the key to future commercial success, driving peak productivity and organizational effectiveness.

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Building a Successful Sales Strategy: 4 Key Action Steps

Brooks Group

A sales strategy is the answer to a simple question: ‘Why am I doing the things I’m doing?’ Once you define the big picture, you can work backward from there to design your action plan. In sales, your goal may be to own a certain share of the market. To do that, the company needs to win a set percent of deals in the sales pipeline. And to win those deals, you need to coordinate the best mix of inbound and outbound sales tactics.

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Double Your Talent Pool by Doing This

The Center for Sales Strategy

In today’s competitive job market, organizations are constantly looking for ways to find and secure top talent. Building a strong talent pool is the foundation of any successful company, and doubling that pool can be a game-changer for your organization. With employers finding it difficult to fill positions, it’s even more important to have a talent bench to turn to when you have an open position.

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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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What Is Lean Portfolio Management? A Quick Guide

Kainexus

Picture this: A company overwhelmed by a sea of projects, each vying for attention, resources, and precious time. Now, imagine a systematic approach that aligns these projects with organizational goals, ensures efficient resource allocation, and maximizes return on investment. How can Lean Portfolio Management (LPM) help this company survive and thrive in a world of ever-increasing complexity and competition?

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Manage EBITDA, But Don’t Neglect Commercial Productivity

SBI Growth

The beginning of 2023 marked the start of more conservative spending for CEOs, which is likely to continue until the year ends. But expense management is only one part of the equation: leaders must look elsewhere if they want to hit their financial targets. Based on SBI’s survey data, revising how productive their go-to-market (GTM) teams are and finding solutions to raise that benchmark is what’s going to make the difference here.

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Driving Behavior Change: Skillsoft's Global Sales Initiative

Force Management

When a growing EdTech firm set assertive revenue targets, it partnered with Force Management to help create the transformation necessary for reaching those goals. Skillsoft is a global leader in corporate training and enterprise learning experiences. Together, we implemented a multi-phase engagement to redefine their selling motion and align teams worldwide around the new, customized approach for driving consistent revenue.

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Why B2B Marketers Need to be Careful With Purpose Marketing

Customer Think

Many marketing pundits argue that companies should make environmental and social “purpose” an integral part of marketing communications. Read on to learn why you should approach purpose marketing cautiously. Purpose marketing can be defined as the use of messaging in external communications that expresses a company or brand’s core mission and values.

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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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Navigating the Shift from Project to Product: A Map for Success 

Planview

In the dynamic world of technology, where the pace of change is relentless and the demand for agility is non-negotiable, how do enterprises ensure they’re on the path to success? The secret lies in transitioning from a project-oriented management approach to a product-centric model. It’s a paradigm shift that promises reduced time-to-market, heightened agility, and an unwavering focus on delivering value.

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CEOs See Optimistic Demand but Worrying Pipelines in Q4 2023

SBI Growth

The first half of 2023 has not been smooth sailing for many businesses but based on responses to SBI’s CEO survey for Q3 2023, we may be seeing market demand finally moving in an encouraging direction. However, worrying trends in slower deal cycles, smaller deal volumes, and stagnating sales productivity means CEOs need to proceed carefully to turn things around.

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How to Use a Field Advisory Board in Your Sales Enablement Strategy

RAIN Group

In the competitive landscape of B2B sales , organizations are constantly seeking ways to improve their sales training to drive better results. One highly effective approach we’re seeing gain traction among our clients is the establishment of field advisory boards.

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Coconut Flakes Help to Improve Sales Effectiveness

Customer Think

Most salespeople can improve sales effectiveness by changing their beliefs and moving out of their comfort zone. My wife took me to a Vegan restaurant for lunch and I ordered a sandwich that consisted of coconut, lettuce and tomato on multi-grain bread. I not only didn’t hate it, I liked it.

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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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Revolutionizing Sales Connections: Navigating the Modern Sales Landscape

SalesGlobe

I can’t recall in my lifetime that I’ve ever experienced so much change compressed into such a short period of time. It seems that the phrase “since the pandemic” has become ubiquitous when talking about habits, behaviors and how we engage with one another as a society. And it’s the same for sales. As I was preparing to speak at a conference on “Building a Modern Sales Structure, from KPIs and What Matters Most” I kept shifting my thinking to “what matters most”.

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Improving Sales Efficiency: How to Accelerate Sales Cycles

Brooks Group

Sales leaders, the driving force behind a company’s revenue generation, understand that time is of the essence. The longer it takes to close a deal, the more resources are invested, and the more opportunities for competitors to swoop in. At the same time, deals take longer to make their way through the sales process than they used to. According to the 2023 GTM Survey by Theory Ventures , the average start-up saw a 24% increase in the sales cycle from early 2022 to 2023, with an average 60-

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Mastering quote management from CRM integration to automation

PandaDoc

In this article, we will explore the process of mastering quote management. You’ll learn its fundamentals, define the benefits of streamlined quoting software, and take a look at how to implement an efficient quote management workflow. Key takeaways Quote management is a systematic approach that empowers businesses to create, send, track, and manage price quotations throughout the sales cycle.

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The Future of CRM: Key Trends and Innovations for 2024

Customer Think

You could be looking to brush up on your knowledge of or gain a deeper understanding of several terms and phrases that are used frequently in business contexts these days. CRM is usually one of them for most of us. CRM or “Customer Relationship Management,” is an essential component of any successful business.

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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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A St?p-by-St?p Guid? to P?rforming Sal?s Analysis: Key methods and Metrics

Apptivo

1. Mеaning of Salеs Analysis 2. Why is Salеs Analysis Important? 3. Ways to Conduct a Salеs Analysis 4. Typеs of Salеs Analysis 5. Bеnеfits of Salеs Pipеlinе Analysis 6. What is a Salеs Analysis Rеport? 7. How to Usе Salеs Analysis Data? 8. Improvе Salеs Analysis and Forеcasting with Apptivo CRM In thе dynamic rеalm of businеss, staying ahеad of thе competition requires morе than just a great product or sеrvicе, it dеmands a keen undеrstanding of your salеs pеrformancе management.

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Transforming the customer service landscape with generative AI

Zendesk

Over the last year, there’s been a lot of talk around generative AI and its potential to improve the customer experience (CX). In fact, two-thirds of consumers believe that generative AI will soon become an important part of their service experiences. Generative AI refers to an AI model that returns or generates outputs based on prompts—these outputs can include text, images, videos, code, or audio.

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Are You Working on the Right Things? The Power of Collaborative Channels

Planview

One of the most important decisions people in organizations make on a daily basis at all levels is choosing how to spend resources. The principal question they must ask themselves: Are we spending time on the most beneficial improvement opportunities? Intelligent use of resources manifests in improved internal functions, delightful customer experiences, productive partnerships, winning competitive strategies, and other areas.

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S@*#!$%: The One Word to Scrub from Your Email Subject Lines for Surveys

Customer Think

Stop using the s-word! As soon as we see it in email subject lines for surveys, most of us hit the delete button. Of course, Read more The post S@*#!$%: The One Word to Scrub from Your Email Subject Lines for Surveys appeared first on Interaction Metrics.

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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.