Sat.Feb 03, 2024 - Fri.Feb 09, 2024

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Sales Targeting Toolbox for Professional Services Firms

Red Star Kim

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. I’ve summarised the key points here as a supplementary learning resource for the delegates. And I’ve noted the highlights of the sessions by other speakers (How the BD function can be more influential, Rethinking your online strategy, Digital marketing maturity and Best practice for KAM) below.

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Leaders: Here’s How to Drive Seller Productivity in 2024

SBI Growth

Sellers today have an unenviable job: buyers are increasingly conservative, and deals are taking longer to close. A survey from SBI in Q3 2023 shows that commercial leaders are feeling the effects, with a staggering 69% of CEOs seeing lower seller productivity. For sales leaders seeking to escalate growth projections in 2024, it’s time to rethink how sales enablement should be done.

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How to Win Over New Employees in Their First 30 Days

The Center for Sales Strategy

Your next hire is important! Right? It’s probably one of the top reasons managers tell me their job is hard. Finding talented people is difficult, and once you find them, hiring them and getting them onboarded is time-consuming and stressful. You have a lot to do, but investing time and energy in a few important onboarding disciplines can give you and your new hire a better chance for success.

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15 Customer experience predictions for 2024

Customer Think

For the last five years, around this time, I’ve compiled a set of customer experience-related predictions for the coming year. For each article, I gather together a set of predictions that have been sent to me over the preceding month.

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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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An Introduction to Using AI in Sales Prospecting

RAIN Group

Unless you’ve been on an extended media break, you’re aware that artificial Intelligence (AI) is making a splash across all industries of business. I’ve seen this as a practitioner. I work closely with client organizations and collaborate with senior executives, and I’ve been getting a lot of questions lately about AI. What’s RAIN Group’s position on AI?

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10 Tips for B2B Marketers to Get Ahead in 2024

SBI Growth

The marketing landscape is ever evolving, and it could take market leaders considerable effort to keep up with every shift and development. To help marketing leaders maintain their competitive advantage in 2024, SBI has compiled 10 key predictions for what B2B marketing will look like in the year ahead.

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4 Selfish Sales Tactics That Could Be Costing You Sales, According to Databox's CEO

Hubspot Sales

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Every time you use a selfish sales tactic, you’re destroying the trust between you and your buyer — but you’re not just hurting yourself. When a salesperson uses a slimy sales tactic, the entire sales profession takes one step backward.

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Sell More by Putting Buyers First feat. Carole Mahoney

Sales Gravy

On this episode of the Sales Gravy podcast Jeb Blount and Carole Mahoney, author of the hit new book Buyer First, underscore the importance of putting buyers first and aligning with the buyer's journey. They dive into the power of empathy, the art of listening, and innovative ways of selling that prioritize the buyer's needs and experiences to increase closing ratios.

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Customer Experience ROI Handbook: What is CX ROI?

Customer Think

What is Customer Experience ROI? This is a question with a hundred different answers, inaccurately. It’s not that complicated, but CX ROI advice is typically based on: — Inside-out viewpoints rather than outside-in perspectives. — A portion of customer experience management (selling, referrals, service, etc.).

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11% of Salespeople Have Never Received Feedback Regarding Their Sales Talents

The Center for Sales Strategy

The good news: most of the sellers surveyed for the 5th Annual Media Sales Report knew what their sales talents were and how to put them to use. The bad news: 11% reported that they had NEVER received feedback on their sales talents. Think about it. Those 11% are at an automatic disadvantage. When projects come up, they may not know if those projects suit their talents.

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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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Better Customer Relations = Profit Growth

Groove HQ

Improving your customer relations can be business-changing. Lower churn, higher LTV and more raving fans! The post Better Customer Relations = Profit Growth appeared first on Groove Blog.

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What is next-action-based selling? How to get started with activity-based sales

Nutshell

When you’re in the depths of the sales process, how do you know what step to take next? How do you know what action will be most effective for moving a lead toward becoming a loyal customer? Just focusing on the desired outcome—a new sale—won’t get you there. So many factors go into a successful won deal. You need an actionable plan to deal with the uncertainty and figure out what works.

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The Critical Role of Enterprise Data in Generative AI

Customer Think

A huge number of Gen AI-based tools and applications have flooded the market. Some of these applications are clever and creative but they are mostly wrappers for the large language models (LLMs) behind applications such as ChatGPT.

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How to Improve a Salesperson's Performance in Less Than 30 Minutes

The Center for Sales Strategy

The good news: most of the sellers surveyed for the 5th Annual Media Sales Report knew what their sales talents were and how to put them to use. The bad news: 11% reported that they had NEVER received feedback on their sales talents. Think about it. Those 11% are at an automatic disadvantage. When projects come up, they may not know if those projects suit their talents.

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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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Customer Journey Map: Boost Loyalty and Cut Churn!

Groove HQ

Keeping your customers happy should be key objective, create a map to help you achieve that. The post Customer Journey Map: Boost Loyalty and Cut Churn! appeared first on Groove Blog.

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ClearPoint Introduces Workspaces and Dashboards for Premier Local Government Strategy Execution

ClearPoint Strategy

Discover ClearPoint's Workspaces & Dashboards: Key to efficient government strategy execution, enhanced collaboration, and real-time data insights.

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Market Research is Key to Understanding Customers Like Never Before

Customer Think

Market researchers and marketers have always maintained that understanding customer attitudes, behaviors, and unmet needs are critical for business success. In the past, this was simpler. There were fewer ways organizations engaged with customers and fewer ways customers engaged with organizations.

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Enhancing the agent experience with Tymeshift’s newest features

Zendesk

Artificial intelligence has the potential to not only improve the customer experience but also drastically improve the admin and service operations experience. We believe AI can make service operations much faster and more efficient, allowing service teams to focus on delivering better CX instead of being bogged down by time-consuming admin work. As such, we acquired Tymeshift in June 2023 to give organizations using Zendesk an easier way to manage their teams.

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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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Super Bowl LVIII Ad Anticipation: It’s All About Entertainment!

Strategic Communications

This year’s Super Bowl LVIII will be held in Las Vegas on February 11 between two teams, that according to a number of online memes hardly anybody except fans in their states want to win. I’d have to agree. Unless my team (Green Bay Packers) is in the Super Bowl, I really don’t have much interest in the game. I do, though, have a lot of interest in the commercials!

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Eight Ways to Get More Out of Ascender Plus

Force Management

If you want to lead a top-performing organization, you need a way to equip the daily grind of sales. Training programs are effective, but what happens after the training stops? You need an enablement engine with content, curriculum and community. That's the power of our platform Ascender™. Right now, we’re working with sales leaders who have seen measurable improvements in quota attainment and forecast accuracy leveraging Ascender.

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Leverage Buyer Goals to Drive Breakthrough Marketing Results

Customer Think

Source: Shutterstock I’ve always been skeptical of claims that using any one technique or tactic will consistently result in superior marketing performance. Simple, “silver bullet” solutions for big, complex challenges are incredibly rare in the real world.

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The Story Of 1906 With CEO Peter Barsoom

Strategic Planning and Management Insights

1906 is making microdosing more accessible and legal, opening the door to a new era of wellness. We hear how cannabis exec Peter Barsoom leads the charge.

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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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Good Morning, Sales – March 2024

Arpedio

What to Expect Event Details Speakers Sign Up March 14, 2024 | 8.45 AM | Copenhagen Customer Insights and Tech Empowerment at Maersk Join us for the upcoming session in our insightful event series, 'Good Morning, Sales,' hosted by ARPEDIO and Salesforce. Sign up here What to Expect We are excited to introduce Mireille Patoine , Strategic Insights Lead at Maersk, and Alexandre Audi , Senior Sales Enablement Strategy Manager, for a captivating discussion guided by Morten Junge at the headquarters

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Customer win-back campaigns: How to build one + 10 templates

Zendesk

What are customer win-back campaigns? Customer win-back campaigns are marketing efforts designed to reengage inactive or churned customers. Businesses typically execute these campaigns through email, although they can also use other channels like messaging and direct mail. The goal is to win back the loyalty of these individuals through targeted messages, special offers, personalized discounts, and more.

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Successful Software Monetization Requires a Customer-Centric Approach

Customer Think

New software, new features, new deployments, and new monetization models are the norm for technology companies today. Companies and their companies are rapidly embracing the subscription monetization model, in which customers pay monthly or yearly for software use.

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CDPs with AI: The Smart Marketer’s Customer Experience Tool

NG Data

Generative AI is a valuable tool for marketers, helping to streamline or automate the creation of all sorts of content. It can be used to write marketing copy, generate ideas, and create visuals, videos, and music. It can also analyze sentiment, create highly targeted campaigns, and personalized customer experiences. Generative AI is faster, easier, and cheaper than traditional methods and can create a significant wow factor.

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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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Stop Team Turnover: Expert Strategies for Team Building and Retention

AchieveIt

Have you been looking to uncover the secrets of successfully building and maintaining an all-star team? If so, you’re in luck! Eric Patten , EVP of Operations at Kingstree , talks through his personal approach to team building and increasing productivity. In his unique role, Eric’s 31 years of experience in nursing helps with building effective teams and creating long-term relationships with clients.

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Why Sales Process Adherence Means Better Performance

Brooks Group

Does your team have a sales process? If yes, great. That’s an important first step. But do your sellers follow it consistently? If not, you may see confusion, lackluster sales performance, and missed quotas. That’s because sticking with a sales process correlates with success—and lack of adherence is a problem at many organizations. New data from our Best Practices of High-Performing Sales Teams research report shows that 95% of teams who met or exceeded revenue goals followed their sales proces

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The Future of CX in Retail

Customer Think

As 2024 unfolds, the dynamic landscape of retail invites the evolution of how retailers approach customer experience (CX). Businesses are eager to provide customers with heightened shopping experiences to meet their distinctive buying behaviors and expectations.

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Panning for data gold in small- and medium-size business transactions

NG Data

Banks use data to attract and retain B2B customers by analyzing SMB interactions and creating client profiles. Marketing teams augment first-party data with third-party sources like LinkedIn and intent data to gain insights into company status. Source The post Panning for data gold in small- and medium-size business transactions appeared first on NGDATA.

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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.