Vantage Partners

DECEMBER 8, 2022

Management 83

Management Leadership 83

Strategic Planning and Management Insights

DECEMBER 7, 2022

SME Strategy is a strategy consulting company that specializes in aligning teams around their vision, mission, values, goals, and action plans. Learn more about how we can help you and your team create a strategic plan with our strategic planning and implementation services.

Facilitation 98

Facilitation Leadership 98

Account Management Skills

DECEMBER 5, 2022

Welcome to Episode 76. This is part two of a two part episode about raising your account management game. If you haven’t listened to part one, I’d recommend you go back and give it a listen, it’s episode 74. This two part series is relevant for you if you’re in a more senior account manager role, and you want to either be promoted to account director, and you need to know what you need to do to get there, and you don’t understand what tasks you need to do, how you n

Management 52

Management Account Management e-Learning Client Relationships 52

ProlifIQ

DECEMBER 8, 2022

Opportunity management – a term thrown around by sales and operations professionals with vastly different meanings depending on the company. Sales teams have a lot to juggle when it comes to managing their pipeline. How do you ensure your reps are building support within the account and getting wide enough to ensure a higher level of success? How do they navigate blockers?

Management 52

Management Stakeholders Prioritization CRM 52

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.

Software Sales Guru

DECEMBER 5, 2022

A Lesson from a Sales Split Test: We Benefit from More Structure than We Like The Accidental Sales Split Test I started a call recording and coaching program with a client who had two sales teams. After the initial training, one of the team leaders created a checklist for a discovery call and required her team to check the boxes as they made their calls.

Sales 130

Sales Software Software 130

The Center for Sales Strategy

DECEMBER 7, 2022

If you are like me, the idea of your sales team working remotely was beyond your imagination. Every once in a while, you might hear a rumor about a salesperson that worked from home a couple of days of the week, but they were more like myths than reality. Oh, sure, they are "working from home," and I saw "Big Foot" run across my backyard. However, with the pandemic, the world changed seemingly overnight.

Sales Management 153

Sales Management Management Sales Leadership 153

Flevy

DECEMBER 9, 2022

A business remains viable as long as it keeps growing. However, forecasting how much the business will grow in a year, or in a certain period of time, is a difficult proposition for any business leader. Likewise, it isn’t easy for the leaders to envisage the following scenarios: How much growth is necessary for their business? Should we settle for revenue growth or margin improvement?

Supply Chain 114

Supply Chain Value Proposition Digital Transformation Profitability 114

Hubspot Sales

DECEMBER 6, 2022

Sales teams are always looking for an edge. One of the best ways to outsell the competition is by leaning into your business ecosystem. Sales teams that leverage their business ecosystem close larger deals faster and more frequently. But what is a business ecosystem? And how can it help you close more deals? To help answer those questions, we've put together a comprehensive guide.

Onboarding 99

Onboarding Decision-making Organization CRM 99

Apptivo

DECEMBER 7, 2022

The magic of Automation. 1. Manage leads from forms and registrations. 2. Use surveys to nurture leads and customers. 3. Nurture mailing list subscribers. 4. Follow up with event attendees. 5. Automate email responses. 6. Scale lead nurturing and lead management with Apptivo CRM. “The first rule of any technology used in a business is that automation applied to an efficient operation will magnify its efficiency.” – Bill Gates once wrote.

Management 97

Management eCommerce CRM Decision-making 97

Customer Think

DECEMBER 4, 2022

Business-to-business (B2B) sales prospecting is a process that requires a lot of time, effort, and energy. You are constantly trying to find new leads and reach out to them in the hopes of converting them into customers. And even when you do manage to get in touch with a potential customer, there is no guarantee […].

B2B 125

B2B Sales Management Digitalization 125

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

Flevy

DECEMBER 8, 2022

A “megatrend” is a large-scale pattern or movement that has a major, long-lasting impact on business and society. Examining Megatrends to interpret global intricacies has a long history that goes back to mythology. Megatrend was not a term used before 1982; John Naisbitt came up with the term in his 1982 book by the same name. Modern times have seen experts such as the Tofflers, Naisbitt, and Drucker trying to decipher change in large-scale trends.

Energy and Utilities 111

Energy and Utilities Digital Transformation Government Internet 111

Crank Wheel

DECEMBER 7, 2022

It’s great to establish a good relationship with a lead but the real moment of truth is when they agree to sign up for or purchase a product or service, but what is the best way to get to that final point of the sale?

Sales 97

Sales 97

Hubspot Sales

DECEMBER 8, 2022

One of my first customer visits as a young sales manager was in support of a salesperson — with a client I hadn't met before. Prior to the visit, we had done a lot of technical work for the client's company, substantially improving its product. However, being a supplier offering significant technical service, our product's price wasn't exactly cheap.

Sales Management 77

Sales Management Management Decision-making Negotiation 77

Customer Think

DECEMBER 6, 2022

In an article for Computer Weekly titled Efficiency to Empathy: Customer Experience in Cost-of-Living Crisis, Madeline Bennet encourages urgent action to improve customer experiences. Madeline writes: A recent survey of 2,000 shoppers from customer eng.

Customer Experience 122

Customer Experience 122

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

Force Management

DECEMBER 8, 2022

It's been another year full of unexpected challenges, big wins and learning opportunities. Now is a time to congratulate yourself on this year's journey and gear up for more growth. As we look forward to 2023, we're taking a look back on some of the most powerful lessons we've shared this year.

Sales 77

Sales Sales Leadership Leadership 77

Kainexus

DECEMBER 7, 2022

This blog was written by Stephanie Hill, Sr. Lean Strategist on the KaiNexus Lean Strategy Team. In this blog, Stephanie shares her experience learning the importance of proving impact as a Lean professional.

Leadership 76

Leadership 76

Nutshell

DECEMBER 7, 2022

At tech companies, sales and customer experience teams have an advantage—they’re talking to customers every day of the week. Customer conversations are part of the job, but tech leaders are now recognizing that it’s important for everyone at the company to pick up the phone.“ Customer needs and wants continuously change over time, says Sabrina Parsons, CEO of Palo Alto Software.

Media 62

Media Customer Experience Software Software 62

Customer Think

DECEMBER 8, 2022

Not All Customers Want to Help Themselves Self-service is an increasingly sought-after offering, as digital-native consumers now expect to troubleshoot issues on their own before reaching out to a representative. This should come as no surprise, as consumers have always demanded the breadth of options that comes with sophistication and personalization.

Digitalization 121

Digitalization Customer Experience 121

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

ACT

DECEMBER 9, 2022

Email marketing is invaluable for helping financial advisors cultivate long-term clients and provide them with lasting, tangible value. But how can you ensure your emails are read and don’t disappear into the dreaded spam folder or promotions tab? . This article explains how to set up and run a successful email marketing strategy that is unique, impactful, and useful for your clients.

Marketing 52

Marketing Financial Services CRM Software 52

Strategic Communications

DECEMBER 9, 2022

Most people think “advertising” when they hear the word marketing. That’s understandable because much of what we see/hear as consumers involves traditional advertising activities—newspaper ads, television commercials, billboards, etc. These media ads are the most visible and “in your face” marketing activities, so it’s not surprising that most of us think that these ads are marketing.

Advertising 52

Advertising Marketing Shareholders Publishing 52

PandaDoc

DECEMBER 9, 2022

Pricing is a major force that impacts all facets of your business operations. No company will ever get it right all at once, which makes it so important to iterate and experiment with various approaches. In this article, we go over the main pricing mistakes you should steer clear of in your efforts to optimize pricing and generate more sales. At its core, there is a huge benefit in making your pricing strategy more dynamic and value-focused for a more interactive relationship with markets.

Profitability 52

Profitability Decision-making e-Learning Retail 52

Customer Think

DECEMBER 8, 2022

Your brand reputation matters. With a better brand reputation, people will be more likely to make purchases with your company. Your existing customers will be more loyal, and your competition will be less threatening. Additionally, brand visibility may increase, which means you’ll have a chance to reach more people than ever before. So, how do […].

Digitalization 120

Digitalization Marketing 120

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

Arpedio

DECEMBER 8, 2022

Podcast: The Guide to Account-Based Selling. ← Back to blog. Together with GetAccept , our CEO, Ulrik Monberg, sat down to discuss everything related to account-based selling, including: What is account-based selling? Why is account-based selling important in a recession or economic downturn? How do account-based selling and account-based marketing play into each other?

Account Management 52

Account Management B2B Innovation Management 52

SalesGlobe

DECEMBER 8, 2022

A Way to Look at Performance Measures to Achieve Your Business Goals. We’re entering 2023, and organizations are navigating the post-Covid effects on sales, supply chain, and how we work. Despite recent corporate layoffs, the war for sales talent is raging on. I will walk you through what organizations are doing to retain and attract talent with statistics from SalesGlobe’s 2022 Sales Role and Compensation Practices survey conducted with WorldatWork that included approximately 700 companies.

Organization 52

Organization Healthcare Value Proposition Supply Chain 52

Brooks Group

DECEMBER 8, 2022

Improve Your Sales Process. In the sales process, it’s critical to concentrate on the customer. Solution selling is an art that considers the customer’s needs above all, putting the problem of the target audience first instead of focusing on the product or service. . In this article, we will cover everything you need to know about solution selling and give you a new prospect for the sales pitch approach.

Sales Training 52

Sales Training Value Proposition Banking Internet 52

Customer Think

DECEMBER 4, 2022

Photo by Christian Velitchkov on Unsplash Companies around the world strengthen their email marketing during the holidays. Not only is there amplified potential but also, it’s the most competitive season. According to data published by the NFIB, one-third of small businesses report that the fourth quarter is their most profitable. Some approaches are obvious, like […].

Small Business 119

Small Business Publishing Profitability Marketing 119

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

Crank Wheel

DECEMBER 8, 2022

Small business owners are the backbone of the economy, but they often face unique challenges when it comes to sales. Selling Software as a Service (SaaS) to small and medium-sized businesses (SMBs) can be a daunting task, but with the right approach, it can be a highly profitable venture.

Small Business 52

Small Business Profitability Software Software 52

Outbound Engine

DECEMBER 8, 2022

What’s in a subject line? A lot, actually. If you’ve ever spent time in the world of email marketing, you already know that a great subject line can be the difference between a campaign that drives results and one that flops. The best subject lines are usually short, pithy and promising something valuable inside the email (without misleading the reader).

Insurance 52

Insurance Small Business Marketing 52

Zendesk

DECEMBER 7, 2022

What is the difference between energy consumed in an office for 1,000 employees vs. energy consumed by 1,000 remote workers in their homes? It’s complicated. Companies that have performed a sustainability audit probably know how much power the office consumes. They may have designed the building to run on renewables or to conserve energy. They may have tracked recycling and composting.

Remote Working 52

Remote Working Decision-making Digitalization Organization 52

Customer Think

DECEMBER 6, 2022

It's almost an article of faith among marketers that delivering personalized content and experiences to customers and potential buyers will improve business results. The value of personalization has gone largely unquestioned for nearly two decades. M.

Marketing 88

Marketing Digitalization 88

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