AchieveIt
JANUARY 29, 2024
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.
Strategic Account Management Association
FEBRUARY 1, 2024
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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Planview
JANUARY 30, 2024
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.
Arpedio
JANUARY 31, 2024
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.
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.
The Center for Sales Strategy
JANUARY 29, 2024
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.
Upland
JANUARY 29, 2024
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.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Red Star Kim
FEBRUARY 1, 2024
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
SBI Growth
FEBRUARY 1, 2024
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.
The Center for Sales Strategy
FEBRUARY 1, 2024
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.
Account Manager Tips
FEBRUARY 1, 2024
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.
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
Red Star Kim
JANUARY 28, 2024
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.
SBI Growth
FEBRUARY 2, 2024
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?
The Center for Sales Strategy
JANUARY 30, 2024
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.
Account Manager Tips
FEBRUARY 1, 2024
How to stop saying um and other filler words? Especially after a lifetime of using them. Here's some advice on how to banish um for good.
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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.
Customer Think
FEBRUARY 1, 2024
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).
SBI Growth
JANUARY 28, 2024
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.
The Center for Sales Strategy
JANUARY 31, 2024
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.
Force Management
FEBRUARY 1, 2024
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.
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.
Hubspot Sales
JANUARY 30, 2024
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.
Customer Think
FEBRUARY 2, 2024
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.
Brooks Group
FEBRUARY 1, 2024
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
Planview
JANUARY 31, 2024
Organizations put a lot of effort into devising robust strategies and plans to achieve their targeted business outcomes. Yet, the pivotal challenge lies in bridging the divide between strategic intent and actual delivery. The disconnectedness between strategy and delivery isn’t due to a scarcity of innovative ideas or thorough planning. Instead, it stems from the lack of efficiency and effectiveness in implementing and executing these strategies.
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.
Hubspot Sales
JANUARY 30, 2024
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.
Customer Think
JANUARY 28, 2024
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.
Zendesk
JANUARY 31, 2024
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.
ClearPoint Strategy
JANUARY 30, 2024
Unlock the potential of business reporting software as your secret weapon for business intelligence (BI). Discover how this tool can drive your success.
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.
Hubspot Sales
JANUARY 29, 2024
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.
Customer Think
FEBRUARY 1, 2024
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.
Envisio
FEBRUARY 1, 2024
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.
Arpedio
FEBRUARY 2, 2024
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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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.
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