Sat.Sep 25, 2021 - Fri.Oct 01, 2021

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How to Scale Your Sales Team Effectively, According to AWS' Startup Advocate

Hubspot Sales

Business growth can be an incredibly exciting and exhilarating time at your company. But it can also be stressful, challenging, and messy. Scaling effectively is vital for long-term business success. Consider, for instance, how half of all startups fail within the first five years. While there are many reasons why a business fails, one major one is the inability to sustain successful processes as your organization grows rapidly.

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Stop Trying to Persuade; Facilitate Congruent Decision Making Instead

Customer Think

I recently heard a project manager in a software services company mention a ‘very important’ book on persuasion that she passed on to her team. I was curious why she liked it. S: It’s vital we persuade our clients. My team must learn to use the right words to convince them they’re wrong, and get […].

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15 essential sales skills and qualities, according to experts

Zendesk

The pressure is on as a sales professional. You must keep up with constant changes in buyer behavior while connecting with potential customers, nurturing leads, and closing deals—all in hopes of hitting your sales targets. Handling so many tasks at once certainly isn’t easy, but you can thrive with the right set of sales skills and qualities in your arsenal.

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Why Pricing Is So Hard and Why Most Companies Mess It Up

Holden Advisors

Why is pricing so difficult? And why do so many companies get it wrong? It often comes down to organizations not being clear on pricing purpose. Just think—what are some of the pricing purposes we hear in big organizations? One of them we hear a lot is “price to cover cost.” The biggest problem with that? Customers don't care about your cost, and they'll gladly tell you so in a negotiation.

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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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Close the Door on the Close

Software Sales Guru

Close the Door on the Close One of the reasons salespeople get a bad rap is because most people associate sales with a hard close. No one wants to be manipulated or pressured into making a decision that they may come to regret. Buyers don’t like a hard close, and the truth is salespeople don’t either. I’ve heard countless people say that they aren’t cut.

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Top Use Cases of AI/ML in the Fintech Industry

Customer Think

AI has progressed significantly since then, and it is now employed in a wide range of applications. FinTech are particularly interested in it, either to develop it or to utilise it themselves, because it has so many useful applications. Traditional financial services have traditionally dealt with huge amounts of data that must be processed with […].

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What Every B2B CMO Should Know Today

SBI Growth

With executives facing the same challenges and experiences, and in this unique time, on a level playing field. Clarity is needed for the C-Suite in terms of Marketing. Many CEOs have placed digital investments on the back burner and now.

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Leveraging Conversation Intelligence to Improve Sales Coaching

Sales Readiness Group

In our research report 5 Hallmarks of High-Impact Sales Organizations , we identified sales coaching as the top sales management action to improve sales team performance. One of the key benefits of sales coaching is that it helps managers transition from chief problem solvers to sales team enablers. This force multiplier is particularly powerful as sales reps improve selling skills and learn techniques to advance sales opportunities.

Sales 110
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How to Use Voice AI to Empower Live Agents

Customer Think

Your call center agents are the lifeblood of your contact center. They have a huge responsibility to represent your brand during a customer’s time of need and frustration, all while actually solving a customer service issue in real-time. Now that’s a tall order. Whatsmore, positive and negative experiences with your call center agents have a […].

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Artificial Intelligence (AI) Strategy: Top Priorities

Flevy

Artificial Intelligence (AI) is one area considered by many executives to enable Automation and steer positive growth. A couple of years ago, most executives thought that deployment of Artificial Intelligence isn’t a big deal. However, revamping traditional systems, implementing AI, and scaling it, in reality, is not as simple as it seems. A survey by PwC Research in 2020, which gathered responses of 1062 business leaders, validates that scaling and industrializing AI is not straightforward a

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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 to Practice Active Listening in Sales

The Center for Sales Strategy

Is it possible to sell faster by talking less? Absolutely. When sellers rely more on listening — active listening to be specific — their ability to understand client needs throughout the sales process accelerates. This not only gives sellers an edge in crafting unique solutions for each client, but it also helps sellers discern early on if a client is the right fit for their product before investing large amounts of time with them.

Sales 105
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23 Real Estate Automation Ideas to Close More Deals

Hubspot Sales

You might have heard that automation is one of the best ways to improve your business operations, marketing, and sales. But what really is automation, why should you use it, and how can you automate your work as a real estate professional? If you’re asking yourself these questions, you’re in the right place. Here’s our go-to guide for getting started with real estate automation and achieving the results that are possible for companies like yours.

CRM 106
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How to Prepare Your Digital Marketing Strategy for 2022

Customer Think

It feels like we just started planning our marketing strategy for 2021, but here we are, getting ready for 2022. If you’re like most people, your goal is to start the new year strong with robust marketing strategies designed to help you secure more leads, sales, and engagement. The various evolutions in technology, business models, […].

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How to Succeed at Overcoming the Imposter

Sandler Training

Mike Montague interviews Kris Kelso on How to Succeed at Overcoming the Imposter. The post How to Succeed at Overcoming the Imposter appeared first on Sandler Training.

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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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Weekly Roundup: Secrets to Survival, Sales Analytics + More

The Center for Sales Strategy

- MOTIVATION -. "Earn your leadership every day.". - Michael Jordan. - AROUND THE WEB -. > 4 Secrets of Survival You Should Learn from ESOPs – The Great Game of Business. Research shows that companies who share ownership widely with employees survive recessions better than ones that do not. They lay fewer people off, they recover faster, and they often end up able to buy other companies who have not done as well.

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Reimagining Events in a Hybrid World

SBI Growth

A hot topic on the minds of executives, validated by SBI’s Growth Advisory Board Program, is what the future of the workplace looks like and how to create an impactful EX and CX in a hybrid environment. Executives are looking.

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Your Guide to Improving and Measuring Customer Experience

Customer Think

The saying “The customer is always right” remains true; Keeping customers happy is a crucial part of any business. One of the best ways to stay in tune with your customers is by nurturing the customer experience. Understanding customer experience can be a transformative tool that will help you cater to your customer’s needs. Customer […].

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Project Management In Healthcare

ClearPoint Strategy

Healthcare project management can be intense. Why? Because the stakes are higher. Like other organizations, hospitals that practice effective project management will benefit from lower costs and improved outcomes. But patient well-being is also a factor, which makes project management in healthcare more complex—and very important. It’s worth the investment and effort to make sure it’s done right because the hospital and patients will always benefit.

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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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7 Unexplored Merits of Investing in Employee Experiences

The Center for Sales Strategy

Great business leaders have a knack for leveraging all plausible merits of different business tactics. What enables them to do so is their incredible vision to innovate and drive exceptional outcomes from usual scenarios. It's commendable and inspiring how you always look at the brighter side of things and align them to the success of your business.

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The New Era of Hybrid Working – Dealbreaker & Gamechanger

MDI Training

For most companies, the new “hybrid” reality means increasing flexibility of workspace and working hours coupled with a lot of change and new organizational models. But the work performance results currently speak for themselves, as many employees work even more productively from home. Hybrid Work - how much flexibility can your Organization tolerate?

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Enhancing Your SEO – 3 Step Guide

Customer Think

People searching for keywords and phrases related to your website or business on Google are potential buyers who are looking for solutions. Thus, having a robust SEO strategy to derive traffic to your site is a must. More than 65% of the buyers or customers don’t go past the first 5 Google search results and […].

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4 customer service challenges (and how to solve them)

Insightly

4 customer service challenges (and how to solve them). This is part 2 of a customer service blog series based on conversations with members of Insightly’s client services and customer success teams. In part 1 of this customer service blog series, we discussed five important skills for building great relationships. Continuing on with my discussion with Zeke Silva, Sr.

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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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How to Scale Customer Support Without Compromising Service

Help Scout

It’s possible to deliver higher volumes of customer service at a consistently high level of quality — here's how.

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How to Leverage Segmentation to Boost Cold Emailing

Hubspot Sales

An outreach campaign can be a double-edged sword. When you dedicate the time and effort to prepare them properly, cold emails can be a valid and effective method for connecting with new people within an industry or sector. However, if you don’t apply the right formula, you can end up in the spam bin and your reputation can suffer. Segmentation is key when trying to achieve the right formula for outreach campaigns.

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Why “customer delight” programs fail

Customer Think

Over the past ten or so years, the term “customer delight” has become ubiquitous in customer experience and service organizations. Take a look at this very site: “Delighting the customer,” or some variation of those words, shows up in literally hundreds of CustomerThink articles. I remember one client who said, “If I want to be […].

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Partner of Choice or Excellence in Partnering?

Peter Simoons

Many organisations want to be a Partner of Choice; the de facto organisation others turn to for a specific challenge. You probably recognise situations in your own personal environment. Do you have your favourite shop for groceries, a preferred garage for your car, a default local plumber when something needs to be done in the house? They are all, somehow, your Partner of Choice.

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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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Pick Up the Phone and Sell

Sales Gravy

On this episode of the Sales Gravy podcast, Jeb Blount, Jr makes his debut with discussion about leveraging the telephone with Alex Goldfayn who is author of the new book, Pick Up The Phone and Sell. In this insightful conversation, JBJ and Alex make the case that you should pick up the phone and sell because picking up the phone proactively can help you quickly double your sales.

Sales 95
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Uncovering the Secret to Clean Data

SBI Growth

In today’s world, CEOs are having to make critical business decisions while being saturated with data, trends, and ever-changing technologies. With all of this conflicting or faulty information, how can you make sound judgments for your organization without the threat.

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Brand Trust Can Make or Break a Business – How to Build and Maintain

Customer Think

Brand trust is something that a business cannot simply purchase and is built throughout a company’s interactions with its consumers. Everything from the first website or store visit to customer service requests has an effect on brand trust and how a consumer views a company. Solid brand trust is one of the most important aspects […].

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What is a Franchisee vs. a Franchisor?

Hubspot Sales

For individuals who dream of owning a business, becoming a franchisee is a good place to start. For people who already own a business, taking on the role of a franchisor can help expand and grow your operations into new locations. But when it comes to franchisee vs. franchisor, what are the terms of ownership? Who’s responsible for marketing materials?

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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.