Sat.Jan 27, 2024 - Fri.Feb 02, 2024

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How to Leverage Tools for Seamless Strategy Execution

AchieveIt

We’re seeing many organizations begin to change their approach to strategy execution. They’re finding that the traditional methods are not nearly as effective as they once were, and to not fall behind, they’re embracing fresh and inventive strategies. In this digital era, successful strategy execution relies on leveraging technology and tools to drive companies towards their strategic objectives.

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What’s In A Name? Turns Out — Everything!

Strategic Account Management Association

LP Building Solutions, SAMA Excellence Award winner for Outstanding Young Program of 2023, outlines its blueprint for SAM success. The post What’s In A Name? Turns Out — Everything! appeared first on Strategic Account Management Association.

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Navigating Change: A Blueprint for Taming Strategic Drift 

Planview

What’s old is new again. As organizations rush to capitalize on AI strategies, many of them meet the same challenge they’ve met before – strategic drift. Wayfaring strategies aren’t uncommon. In fact, studies show that strategy implementation failure rates can reach as high as 60% to 90%. The consequences reach everyone in the company’s orbit, from employees and executives to stakeholders and customers.

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Account-Based Marketing Strategies: Essential Questions (and Answers)

Arpedio

When it comes to digital marketing, where trends and tactics evolve rapidly, the pursuit of strategies that consistently yield impactful results is both a challenge and a necessity. Account-Based Marketing (ABM) has emerged as a powerful and targeted method to engage with high-value accounts, gaining significant traction in the process. In the following, we’ll uncover the intricacies of ABM by answering all your most essential questions.

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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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Mastering Influence: Lessons and Strategies from 'Influence: The Psychology of Persuasion'

The Center for Sales Strategy

In the intricate dance of human interaction, understanding the underlying psychology that governs why people say "yes" can be a powerful tool. Robert B. Cialdini's groundbreaking work, "Influence: The Psychology of Persuasion," dives deep into the psychological principles that drive decision-making and provides invaluable insights on ethical persuasion.

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How to Boost Sales Productivity with Account Planning

Upland

Let’s face it, B2B sales can’t happen without good leads. Winning sales teams know strong leads must be converted into successful sales transactions. Sales productivity involves how efficiently and effectively a sales team can generate revenue—while managing costs and resources, building customer relationships, and staying competitive in the market.

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International Marketing Benchmark 2024 from Meridian West – AI dominates the agenda

Red Star Kim

At the end of January, I attended a PM Forum (with Icon and Managing Partners Forum ) webinar where Alastair Beddow | LinkedIn of Meridian West presented the latest international benchmark results. In its 12 th year – it obtains the opinions of around 100 CMOs from professional service firms. The panel discussion that followed commented on: huge pockets of difference in sentiment, lots of unknowns across the board, the need for martech to be used beyond the MBD team, the need for everyone to ski

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7 Focus Areas to Secure a Fast Start to 2024

SBI Growth

The transition into a new calendar year can create a period of adjustment that negatively impacts a company’s productivity and their growth trajectory if not managed well. In 2023, up to 49% of companies were adjusting their growth projections as early as the beginning of March. Q1 underperformance can often set the tone and momentum for the rest of the year if left unchecked.

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Negotiating: Use Your Power for Good, Not Evil

The Center for Sales Strategy

Negotiation is an art, often perceived with a mix of hesitation and intrigue. It's a dance that occurs in various aspects of life, from buying a car to brokering major business deals. Especially in sales, negotiation is not just a skill; it's a necessity. But the essence of effective negotiation lies in the approach: it's about collaboration, not confrontation.

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How To Use Trello For Task Management

Account Manager Tips

If you're struggling to say organised and on top of your workload, Trello could be the answer. Here's how to use Trello for task management.

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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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Leadership, emotional intelligence and teams in change management

Red Star Kim

Last week I was excited to lead an MBL session on “Tackling Change Management – A Workshop for Professional Firms”. Having facilitated this session many times in the past in face-to-face workshops, it was exhilarating to experience the change in running it on-line for the first time. We welcomed delegates from legal, accountancy and financial services firms.

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CEOs Discuss: Top-Line Growth and Opportunities in 2024

SBI Growth

Good CEOs plan to create value for the quarter; great CEOs create sustainable models for the years to come. For many companies, it is top-line growth that sets the precedent for growth projections in 2024. But how can top-line growth meaningfully impact the value created? And crucially, what should leaders do to keep their growth sustainable?

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The Quest for 100% Superstars: Rethinking Recruitment and Training

The Center for Sales Strategy

Every sales organization dreams of having a team composed entirely of superstars. Imagine a workforce where each member consistently exceeds targets, possesses exceptional communication skills, and demonstrates unwavering dedication. While building an entire team of superstars may seem ambitious, it's a goal worth pursuing.

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24 Ways 2024 Customer Experience is Smarter: CX Metrics (Part 2 of 4)

Customer Think

CX Metrics are a big part of new CX wisdom for 2024. In the past year, at least 24 new discoveries were made in the immature field of Customer Experience Management (CXM).

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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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Latest Podcasts: Building Culture As a Leader

Force Management

Whether you're leading an early-stage startup or an established organization, one of the most important things a leader can do is to cultivate a culture of accountability, curiosity and excellence. This month, our guests on the Revenue Builders podcast offered some insightful perspectives on building a successful sales culture. These leaders have spearheaded culture transformations and spurred massive growth at some of the most influential sales organizations of our time.

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How to Plan Engaging Sales Meetings that Motivate Your Team

SBI Growth

If you have ever run a sales meeting, you know that most salespeople aren’t thrilled to attend and prefer to spend time selling. However, with the right approach, sales meetings are an excellent opportunity to transform your team into high-performers fueled by a shared vision of success. Let’s look at what you can do as a sales manager to create an environment where your team actively participates, embraces new ideas, and emerges with a renewed sense of purpose.

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The Ripple Effects of Sales Team Turnover: A Deep Dive into Short, Mid, and Long-Term Impacts

The Center for Sales Strategy

Employee turnover is an inevitable reality. However, underestimating the far-reaching consequences of losing experienced sales representatives can have detrimental effects on a company's overall growth and profitability. The ripple effects of sales team turnover extend far beyond the immediate vacancy, creating a wave of challenges that can impact an organization in the short, mid, and long term.

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6 Sales Trends That Could Fizzle This Year [New Data]

Hubspot Sales

Sales trends come and go. Some stick around for a while, while others see themselves out rather quickly. Since we just started a new year, is it time for some goodbyes? In this post, I’ll review some sales trends we could see fizzle out throughout the year based on findings from our 2024 State of Sales Report. 6 Sales Trends That Could Fizzle This Year 1.

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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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The Art of Storytelling and its Impact on Marketing

Customer Think

When it comes to marketing, algorithms, and analytics often take center stage. And in such a scenario, it’s often easy to overlook the timeless power of storytelling. As businesses strive for conversions, sales, and a robust marketing strategy, they sometimes forget that behind every click, purchase, or engagement is a human being.

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4 Ways to Ramp Sales Reps Faster with a Common Language

Brooks Group

Ramping new sales reps quickly is a pivotal factor separating successful sales organizations from those that underperform. Data from our 2024 Sales Leader Trend Report shows that 87% of successful teams have extensive, structured onboarding. But actually getting new salespeople performing at their highest potential is easier said than done, with one in three salespeople lacking proficiency in about a dozen skills by the time sales onboarding is complete, according to the research from The Sales

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Building trust and security at the intersection of AI and CX — with Zendesk’s Joey Edwards-Lebair

Zendesk

Welcome back to part two of our conversation with Joey Edwards-Lebair, Zendesk’s Senior Customer Insights Manager and lead researcher for our annual CX Trends report. This week, Edwards-Lebair joins host Nicole Saunders to take a deeper look at more of the trends shaping the future of customer experience and shares what excites him most about the future.

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Africa’s Getting Younger — 3 Reasons Why That’s Exciting for Entrepreneurs

Hubspot Sales

Young Africans are about to become a major topic of conversation. Why? Because this demographic is undergoing a massive boom. ? Africa is the Benjamin Button of population demographics. Source: Our World In Data Here are some of the most impressive stats: Nearly 60% of Africans are under the age of 25, compared to 27% of Europeans. The median age across Africa is 18 , compared to 35 in North America.

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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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Navigating Customer Survey Program Costs: The Ultimate Guide

Customer Think

What are typical customer survey program costs? Clients ask this question all the time. Unfortunately, it’s like asking how much a dress costs. A beach coverup from Target is $20; a couture gown from Chanel could be $200,000. With customer survey programs, as with dresses, there is an enormous range.

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Why Business Reporting Software is Your Secret Weapon for Business Intelligence (BI)

ClearPoint Strategy

Unlock the potential of business reporting software as your secret weapon for business intelligence (BI). Discover how this tool can drive your success.

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5 Key Takeaways and Next Steps from Local Government 2030: Action for the Future

Envisio

Last week, I had the pleasure of joining the final convening of Local Government 2030 for two days in downtown Phoenix. This was an extraordinary couple of days. Seated in rows, lecture-style, in a sunny room on the ASU campus, around seventy-five people from across different levels of government and industry sectors learned about three initiatives.

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5 Pieces of Terrible Sales Advice (& What to Do Instead), According to Coursedog's Director of Sales

Hubspot Sales

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. As a salesperson, you've probably gotten your fair share of career advice — and it goes without saying that some of those tidbits have definitely been more valuable than others. Sometimes, the insight you get can help you shape more sound, thoughtful sales efforts — giving you a framework to help you better understand your prospects and how to cater to them.

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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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Navigating Customer Experience Maturity: The Road to Success

Customer Think

Customer experience (CX) has become a pivotal differentiator. Delivering exceptional CX is no longer a nice-to-have; it’s a must-have to build customer loyalty and drive revenue growth. Yet, few organizations have matured to the point where they can consistently deliver that great experience and realize the benefits.

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8 Game-Changing Benefits of Account-Based Selling

Arpedio

8 Game-Changing Benefits of Account-Based Selling Explore ARPEDIO's Account-Based Selling Platform ← Back to blog In the world of sales, where personalization is paramount, it is almost impossible to overlook the significance of Account-Based Selling (ABS). Stretching way beyond being just a trend, ABS has proven to be a transformative force, reshaping the dynamics of client engagement.

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Do Banks That Outspend Their Peers on Marketing Grow Faster?

NG Data

The study analyzed marketing spending by banks with $2 billion to $10 billion of assets and found that banks reporting marketing expenses grew more than those that did not. The study provides insight into marketing spending across all institutions and offers a basis for assessing trends. Source The post Do Banks That Outspend Their Peers on Marketing Grow Faster?

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6-Step AI Transformation Workshop 

OnStrategyHQ

Artificial intelligence (AI) has become the buzzword in today’s ever-changing world—it is everywhere. From supply chain optimization to Large Language Models and predictive analytics development, AI offers new ways for organizations and businesses to gain a competitive edge, improve efficiency, and change how they create value. As more organizations realize the importance of AI adoption, having a well-defined AI transformation strategy may be the most important thing you can do in 20

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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.