Sat.Jan 28, 2023 - Fri.Feb 03, 2023

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Is Alliance Management Common Sense?

Peter Simoons

In one of our previous Alliance Masterclasses one of the participants asked me “ Isn’t it all just common sense? ” We had just discussed the management phase of an alliance. The management phase is the phase where all of the preparation has been done, the alliance has started and is in full operation, effectively the company and their alliance partner are collaborating!

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How to Overcome a Possible Economic Recession with Continuous Improvement

Kainexus

At the outset of 2023, concerns about economic conditions and a possible worsening recession are top of mind for most business leaders. Interest rate increases, GDP shrinking, and rising inflation alongside low unemployment rates have left many uncertain about how to manage resources, retain talent, and find a way to grow during the next year.

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From Difficult Conversations to High-Value Dialogue

Vantage Partners

Even in the best of times, we sometimes need to engage in difficult conversations with important customers. In turbulent times, triggers abound that can escalate difficult conversations into a “cycle of mutual dismissal.” In this article, published in the Winter 2023 issue of SAMA Velocity Magazine, Jonathan Hughes, David Chapnick, and Ben Siddall explain how to break out of this destructive cycle and transform even the toughest ones into productive discussions.

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Adapting to a Buyer-First Mentality

The Center for Sales Strategy

Buyer-first mentality is simply defined as it’s a buyer’s world, and sellers are just living in it. In the past, traditional sellers could easily come in and build a case because they were a superstar, had great product knowledge, and were able to support the buyer’s organization. In essence, they were selling what they could accomplish for the client without ever knowing anything about them.

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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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Strategic Account Manager Training: Begin with the End in Mind and Ask the Right Questions

Strategic Account Management Association

Ask these discovery questions to train and elevate your SAMs to greatness. The post Strategic Account Manager Training: Begin with the End in Mind and Ask the Right Questions appeared first on Strategic Account Management Association.

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Relationship Mapping for Your Accounts – Strategy Guide

Upland

Typically, there can be up to 10 individuals involved in a B2B sale. Called “buying groups”, the reality of these multiple person buying committees points to the growing complexity of B2B selling motions. To handle this complexity, sellers need the right tools, strategies, and methodologies to understand the people, problems and relationships that matter within an account.

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What’s new at Nutshell?

Nutshell

As 2023 kicks off, we’re excited for the future here at Nutshell. We’ve got a long list of improvements in the works, and we’re looking forward to continuing to invest in our product, service, and customers while advancing our mission of helping businesses grow their revenue with powerful, easy-to-use sales and marketing technology. Recently, some of the big names in the CRM space have been cutting costs and announcing layoffs.

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Media Sales Report – Learning & Development with Emily Estey

The Center for Sales Strategy

This season on Improving Sales Performance, we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape. In each episode, Matt will be joined by a rolling roster of outstanding experts from our team here at The Center for Sales Strategy.

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Living and Loving With Chronic Lyme Disease

Sales Gravy

On this episode of the Sales Gravy Podcast, we are switching things up to take on a very important topic— Chronic Lyme Disease. Jeb Blount (Sales Gravy) and Fred Diamond, co-founder of the Institute for Excellence in Sales (IES) discuss Fred's latest book, Love, Hope, Lyme and his personal journey supporting a loved one with Chronic Lyme Disease. You'll learn what Lyme Disease is, the devastating effects that Chronic Lyme Disease has on hundreds of thousands of people each year, why prevention i

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How to Create a Positive Customer Experience on Social Media

Customer Think

By now, we all know that social media marketing is one of the best ways to build rapport with your audience and grow your business. Platforms like YouTube, Instagram, and Twitter have grown rapidly and are not showing signs of slowing down.

Media 118
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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 Win Big Sales Opportunities with Big Plays

RAIN Group

Too many sellers have similar problems: Bloated pipelines filled with dead wood Lack of clarity on what opportunities to focus on No plan to win their biggest, most important opportunities Losing too often to the competition

Sales 109
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Are Sales Reps Rushing Back to the Office? [New Data]

Hubspot Sales

Over the past three years, the workforce has seen a massive shift towards remote work — and the sales industry was no exception. Fast forward to today, and many sales professionals are wondering if the workforce is prime for another shift — but this time, back to the office. To find some answers, we surveyed 100+ sales professionals to uncover whether they're returning to the office or not.

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From Difficult Conversations to High-Value Dialogue

Vantage Partners

Even in the best of times, we sometimes need to engage in difficult conversations with important customers. In turbulent times, triggers abound that can escalate difficult conversations into a “cycle of mutual dismissal.” In this article, published in the Winter 2023 issue of SAMA Velocity Magazine, Jonathan Hughes, David Chapnick, and Ben Siddall explain how to break out of this destructive cycle and transform even the toughest ones into productive discussions.

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How to tie CX to business success in three simple steps

Customer Think

In 2022, the Forrester CX Index dropped for the first time in years, with nearly twenty percent of US brands seeing a drop in customer experience. Towards the second half of 2022, an increasing number of companies fear a recession an.

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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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How to Know What Type of Salespeople You Have and How to Manage Talents

The Center for Sales Strategy

Do you ever wonder if you could be getting more out of your sales team? What if you could better understand their strengths and weaknesses and coach them to reach their full potential? Understanding the talents of each person on your team and coaching to these talents allows you to grow the individual and the organization. But how can you tell how a person is wired and what their natural talents are?

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Why Networking is Important [+ How to Get it Right]

Hubspot Sales

Learning how to network effectively is one of the most important professional skills you need to master, regardless of your industry or expertise. In this post, you’ll learn why networking is important and how to network effectively based on your unique needs. Why Networking Matters 9 Networking Stats to Know Networking Best Practices Why Networking Matters Why Networking Matters Many of the benefits of networking seem obvious.

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Techniques for Combatting Each of the 7 Wastes of Lean

Kainexus

One of the core goals of the Lean improvement methodology is the reduction of any material, effort, or expense that does not ultimately add value to the customer. Practitioners have identified seven distinct types of waste and developed specific techniques to combat them. Whether your organization practices the Lean methodology or not, knowing where to look for waste and what to do when you find it is important.

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8 New Features of the Recently Launched WordPress 6.1

Customer Think

WordPress 6.1 “Misha” was launched on November 1, 2022. This is the third major release in 2022, following WordPress 5.9 Josephine and WordPress 6.0 Arturo. The latest version presents several core modifications, bug fixes, and backport changes. The WordPress 6.1 update is related to the Gutenberg project phase two.

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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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Latest Podcasts: Building From Within

Force Management

The roadmap for building effective teams begins with the leader. As sales leaders, we can only command the best possible team when we're operating at our own maximum potential. This month’s guests on the Revenue Builders podcast give insight on the essential building blocks for creating company cultures where teams thrive and exceed collective goals.

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Sales Talent Productivity Risks and Remedies for 2023

SBI Growth

Sales productivity is always a concern for CEOs and their go-to-market leadership teams. There's pressure mounting due to buyer uncertainty in a sideways market, a renewed focus on earnings versus growth, and owners and shareholders hungry for good news. Facing the background of a tight labor market, companies risk workforce burnout and missed opportunities to capture new markets.

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Maximize Sales with Minimal Headcount: 3 Strategies to Help Sales Managers in 2023

Sales Readiness Group

Despite the current economic challenges, sales leaders are still expected to increase sales revenue. While this may seem like a formidable challenge, it is possible. Take a back-to-basics approach and focus on the core activities proven to help Sales Managers drive revenue.

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When Customer Personas Meet Customer Data

Customer Think

How to manage personas in your CDP to get more personalized campaigns As a retailer, you likely have a good understanding of your target customers, including their demographics, behaviors, and preferences. This understanding can be further enhanced through customer personas, fictionalized representations of your ideal customers based on real data.

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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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7 Tips to Send Personalized Sales Emails that Convert

Nutshell

Did you know 77% of people choose, recommend, and pay more for brands that offer a personalized experience? That’s because people love an experience tailored to their specific needs and interests. So, if you want to drive more conversions for your business, you need to send personalized sales emails. But how can you do that effectively? Keep reading to find out!

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Why Networking is Important [+ How to Get it Right]

Hubspot Sales

Learning how to network effectively is one of the most important professional skills you need to master, regardless of your industry or expertise. In this post, you’ll learn why networking is important and how to network effectively based on your unique needs. Why Networking Matters 9 Networking Stats to Know Networking Best Practices Why Networking Matters Why Networking Matters Many of the benefits of networking seem obvious.

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Enriching Contact management with data

Apptivo

1. Time to add toppings! 2. Enriching contact management with data 3. Summary Time to add toppings! Cakes are great. Even a plain cake is something delectable. But if you want to really enjoy it, add icing, add toppings, and even add some fondant decorations. That would make the cake great. Customer data is like plain cake. Using them, you can get the patronage that will sustain you.

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How to influence customer loyalty with your existing customer data

Customer Think

The most effective marketing is based on data. By understanding your customers and their preferences, you can more efficiently target your marketing efforts to create loyalty. The trends toward generating customer loyalty are harder than ever, where 88% of consumers say it takes three or more purchases to build brand loyalty.

Marketing 111
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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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5 WordPress CRM Plugins That Can Help You Close More Deals

Nutshell

As you scale your business, you’ll manage more customer data and analyze more buyers’ journeys. Sounds intimidating? Fret not. Customer relationship management (CRM) software can help you close more deals and increase your revenue. You can even integrate your CRM with your WordPress website, so customer data collection becomes a breeze. With many WordPress CRM plugins available, which one should you use for your business?

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How Top Sales Teams Are Winning Deals and Growing Accounts in 2023

ProlifIQ

Hitting Revenue Targets in 2023 2023 is here, with most companies starting fiscal years at the turn of the calendar year or February 1st. Perfect timing to get deep into how sales teams can approach hitting revenue numbers in 2023, with teams looking to consolidate technology and save cash. Eddie Hanson, Josh Gregg, and Erik Dunnigan broke down how they’re leading their organizations into the current climate with a mindset of hitting the revenue number.

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Contact management Guide for sales and support

Apptivo

1. Time to upgrade your contact management! 2. Defining: Contact management 3. Why is contact management important? 4. Perks of Contact Management in Business 5. How contact management systems empower sales & support teams? 6. Choosing the best Contact Management Software 7. Summary Time to upgrade your contact management! The way King Solomon put it was, “The one who walks with the wise will become wise, but a companion of fools will suffer harm” (Proverbs 13:20 CSB).

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Quiet Quitting: It’s Beyond Time to Focus on Your Employees

Customer Think

I originally wrote today’s post for Coveo. It appeared on their site on November 9, 2022. Probably one of the hottest topics in business over the last year or so has been the Great Resignation (Reshuffle, Reset, Renegotiation, Rethink, Reimagination.

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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.