Red Star Kim

FEBRUARY 8, 2024

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.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

SBI Growth

FEBRUARY 8, 2024

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.

Sales 127

Sales Marketing 127

The Center for Sales Strategy

FEBRUARY 5, 2024

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.

Onboarding 122

Onboarding Management 122

Customer Think

FEBRUARY 8, 2024

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.

Customer Experience 116

Customer Experience 116

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.

RAIN Group

FEBRUARY 7, 2024

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?

Artificial Intelligence 109

Artificial Intelligence Media Sales Organization 109

SBI Growth

FEBRUARY 5, 2024

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.

B2B 118

B2B Marketing 118

Customer Think

FEBRUARY 4, 2024

Employee experience. Employee engagement. Employee retention. Candidate experience. I’ve written many times about those topics in the past. Your employees should be your top priority, your hottest topic – right now. (Actually, always. Employees should always be more first.

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Hubspot Sales

FEBRUARY 5, 2024

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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Sales Decision-making 94

Sales Gravy

FEBRUARY 4, 2024

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.

Prioritization 81

Prioritization Innovation Sales 81

The Center for Sales Strategy

FEBRUARY 7, 2024

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.

Media 92

Media Sales 92

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

Customer Think

FEBRUARY 4, 2024

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.).

Customer Experience 81

Customer Experience Management 81

Groove HQ

FEBRUARY 8, 2024

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.

Profitability 70

Profitability 70

Nutshell

FEBRUARY 6, 2024

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.

CRM 62

CRM Sales Prioritization Decision-making 62

The Center for Sales Strategy

FEBRUARY 7, 2024

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.

Media 71

Media Sales 71

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

Customer Think

FEBRUARY 4, 2024

Do you want to learn how to create blog posts that resonate with your customers? If so, you’re in the right place! Blogging is one of the best ways to improve brand awareness, build customer loyalty, and win over new visitors.

Management 111

Management Digitalization Marketing 111

ClearPoint Strategy

FEBRUARY 6, 2024

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

Government 81

Government 81

Groove HQ

FEBRUARY 6, 2024

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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Zendesk

FEBRUARY 6, 2024

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.

Artificial Intelligence 59

Artificial Intelligence Finance Prioritization Innovation 59

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

Customer Think

FEBRUARY 6, 2024

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.

Marketing 78

Marketing Management 78

Strategic Communications

FEBRUARY 6, 2024

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!

Advertising 59

Advertising B2B Publishing Communication 59

Force Management

FEBRUARY 8, 2024

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.

Sales Training 55

Sales Training Organization Sales 55

Strategic Planning and Management Insights

FEBRUARY 5, 2024

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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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

Customer Think

FEBRUARY 6, 2024

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.

Marketing 75

Marketing Organization 75

Showpad

FEBRUARY 9, 2024

Content is the fuel that empowers every buyer interaction. And the most impactful content is tailored based on the unique needs of each customer. Personalized content is no longer a nice-to-have. It’s a must-have — because 57% of B2B customers expect content that is tailored to their unique needs (Forrester Personalization At Scale 2022 ). Sellers can no longer rely on the standard, one-size-fits-all pitch.

Account Management 52

Account Management Decision-making B2B Marketing 52

Arpedio

FEBRUARY 8, 2024

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

Sales 52

Sales Onboarding Account Management Innovation 52

Zendesk

FEBRUARY 7, 2024

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.

Decision-making 52

Decision-making Prioritization B2C Profitability 52

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

Customer Think

FEBRUARY 6, 2024

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.

Marketing 72

Marketing Digitalization 72

NG Data

FEBRUARY 7, 2024

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.

Customer Experience 52

Customer Experience Marketing 52

AchieveIt

FEBRUARY 7, 2024

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.

Communication 52

Communication Management Meetings 52

QYMATIX

FEBRUARY 5, 2024

Generative Artificial Intelligence (AI) has made fantastic progress in recent years and is increasingly influencing various aspects of our lives. But how to use it in the business world? Even before ChatGPT, there were impressive generative AI models. For example, AI entered our everyday lives in 2011 with Apple’s “Siri” launch. Also, in 2011, the computer program “Watson” beat human players in an American quiz show.

B2B 52

B2B Artificial Intelligence Manufacturing Innovation 52

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