Sat.Aug 28, 2021 - Fri.Sep 03, 2021

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Customer Retention and Strategies That Work

Customer Think

When you have invested the time and money to acquire a brand-new customer, you lose on the full revenue capacity of that individual if they leave, or churn, earlier than preferred. By minimizing the rate of churn, companies prosper and grow quicker. When most companies think about how to speed up growth, generally their first […].

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Staying Ahead of the Curve: How to Identify Skills Gaps

Strategic Planning and Management Insights

Skills gaps are gaps that exist between employees’ current skills and the skills they are growing for a company to reach its goals. Not all of your employees have the same skills, while others have skills that overlap. Doing a skills gap analysis can help you identify skills gaps so you know what positions you need to hire for. Here’s how you can perform a skills gaps analysis.

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8 Best Strategies for Successful Key Account Management

Scovel

“Nothing is more important than the customer relationship.”Most businesses will have a customer base and it is very important to value them as an asset.The sales process does not stop when the purchase is done. There are many chances of losing customers even after-sales. As most of the sales come from the existing customers, businesses should properly pursue a record for the existing customers.

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This is a Sales Call

Software Sales Guru

This is a Sales Call It’s no secret that most people want to avoid sales calls. Once people figure out they have a salesperson on the line, they can’t wait to get off the phone. Traditional sales advice is to cajole them to staying on the phone. But forcing someone to give you their time is unlikely to bring about a positive response. Instead, when.

Sales 130
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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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5 Ways to Increase Customer Engagement using Artificial Intelligence (AI)

Customer Think

The AI market is growing at a rapid rate, with experts claiming that it will snowball to reach a market value of $190.61 billion by 2025. Research also indicates that the forecasted AI annual growth rate will reach 33.2% between 2020 and 2027. And if you think that AI is primarily being used to drive […].

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No longer just a nice-to-have: Sustainability for SAMs

The SAMA Podcast

A post written by Ed for the SAMA blog Short videos and articles about sustainability aimed at the sales and marketing profession A good introduction to ESG and how to measure it A great book on how we need to rethink the world linkedin.com/in/edmundbradford Sustainability (and, more generally, ESG – Environmental, Social and Corporate Governance) are top-of-mind inside your customer's C-suite.

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Loyalty Is Your Job, Not Theirs

Engage Selling

“Buyers have changed and loyalty’s dead now. Customers don’t care about the relationship anymore!” I’ve been hearing that whine a lot from sellers. Most recently, it was from a client of mine, saying: “I’ve been supplying my long-time customer with … Read More » The post Loyalty Is Your Job, Not Theirs first appeared on The Sales Leader.

Sales 116
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How Is Data Analytics Reshaping Construction Data?

Customer Think

We live in an increasingly connected world, and we’re using more data than ever before to solve problems and understand the world around us. The same is true of the construction industry, which relies on data analytics platforms like ITLytics to make design decisions, improve efficiency, and even prevent accidents. From crowd-sourced design software to […].

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Sandler Research Center Report: What Buyers Want Now

Sandler Training

Within the professional buyer/seller environment, preferences and practices have altered dramatically since the spring of 2020. The post Sandler Research Center Report: What Buyers Want Now appeared first on Sandler Training.

Sales 118
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What Is Insight-Based Selling?

RAIN Group

Insight selling is the process of creating and winning sales opportunities and driving change with ideas that matter. There are two applications of insight selling: interaction insight and opportunity insight.

Sales 116
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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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Kaizen: The Japanese Approach to Continuous Improvement

Kainexus

In the business management context, continuous improvement means a never-ending effort to identify and eliminate the root causes of problems that produce errors or diminish customer value. Most often, it consists of many incremental improvements rather than one drastic change. Continuous improvement is an integral part of Japanese culture, which endeavors to improve on an ongoing basis.

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Business Communication: What You Need to Know About VoIP Security

Customer Think

Have a business VoIP phone system but worried about VoIP security? Here is a detailed post to help you understand how to best keep your voice over IP phone system safe and secure. How to Protect a VoIP Phone System? To protect your voice over IP phone system, you must first understand the common threats […].

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6 Ways to Improve Your Sales Outreach Strategy

The Center for Sales Strategy

You know those pesky phone calls you sometimes get from people trying to sell you something you absolutely don't need? You don't want that to be your strategy. Luckily, there are other options. Sales outreach has come a long way from pure cold calling. And as the field continues developing, you need to keep up with it. With the help of modern technology and new tactics, you can improve your sales outreach strategy and make it more effective.

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How to Write a Tier 2 Support Job Description + 5 Examples

Help Scout

Tier 2 support team members are the folks responsible for handling technical escalations and more advanced inquiries that are beyond the skills or knowledge of your first level customer service representatives. When supporting a highly technical product, a tier 2 team may handle implementation and core product guidance. In contrast, the tier 2 team supporting a retail product may handle lower priority bugs, dispute resolutions, or triage, as their skills are less about product knowledge and more

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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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Our 15 Favorite Management Charts (With Examples)

ClearPoint Strategy

Whether you’re responsible for charting data at your company or you just need to capture the essence of one particular measure, using the right performance management chart is key to getting your message across accurately. But when you get in a routine, it can be easy to stick with what you know instead of trying something new. We’re here to help with that!

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5 Powerful Marketing Trends to Keep You Ahead of your Competitors

Customer Think

Digital marketing has advanced a lot in the last few years. And with the outbreak of the pandemic and the mandatory isolation it brought along, the internet and digitization became an indispensable part of our lives. Unlike ever before, 2020 saw a massive leap in digitalization. Everything went online. Working from home became the new […].

Marketing 132
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How to Improve Your Workflow With Limited Staff

The Center for Sales Strategy

Improving your staff's productivity and efficiency is difficult when there are so few of you. That doesn’t mean it isn’t impossible to delegate work in a way that compensates for being short-staffed, but sooner or later, you’ll need to find the right sales structure for balance or hire more employees, or you risk burnout. Hiring employees may be the best option if you’re experiencing a sudden influx of work.

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Three Leadership Lessons from a 900km Walk

Peter Simoons

In 2013, I walked 900km (560ml) through Spain, along the Camino to Santiago de Compostela. It is in this city in Spain where the remains of Saint James the Greater were discovered in the year 813. Since then, people have undertaken a pilgrimage to visit the grave of Saint James. . I was fascinated by this ancient route. It had been on my bucket list to walk it for a long time.

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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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Top 12 Performance Management Goals & Objectives

ClearPoint Strategy

Goal-setting is crucial for all organizations. Not only do goals define what your version of success looks like, but they also provide direction for your day-to-day operations, and align resources with priorities. Absent a set of clear goals, your organization is operating without purpose. Your performance management goals—those that define what your organization wants to achieve over the next three to five years—should be based on your overall strategic plan.

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How to Use Reciprocity Marketing to Boost Customer Engagement And Sales

Customer Think

You reap what you sow. You get what you give. Do good things, and good things will happen to you. These old adages have been moral guidelines for centuries, but it turns out that karma is also a pragmatic business approach. In a classic study by behavior expert Robert Cialdini, restaurant diners who were given […].

Marketing 131
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Weekly Roundup: Close Out 2021 Strong, Top Growth Categories + More

The Center for Sales Strategy

- MOTIVATION -. "Don't watch the clock; do what it does. Keep going.". - Sam Levenson. - AROUND THE WEB -. > Close Out 2021 Strong – LinkedIn. Suddenly, somehow, we’re two-thirds of the way through 2021. If 2020 was the Year that Time Forgot, 2021 is the Year of How Is It This Late Already? And we’re only going to accelerate, as the end of the year speeds through September and October on a crash course with January 1st, 2022.

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Do-not-reply emails: Pros, cons, and best practices

Zendesk

Anyone on a support team will tell you that responding to every customer inquiry is tough, especially if you’re working for a small business with limited resources. Using a do-not-reply email—a special type of account that’s unable to receive incoming messages—may seem like a tempting way to lessen that volume. It’s true that do-not-reply emails have their perks, and they may have a place in your business model.

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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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Salesforce Consulting – Student Assistant

Arpedio

careers. Salesforce Consulting - Student Assistant. Careers. Salesforce Consulting - Student Assistant?. ? Back to careers. We are looking for two talented student assistants to join our growing Consulting team. You will be working in project teams with experienced Salesforce consultants and client representatives. Your tasks will vary from project to project, and may include: Support with migrating data from legacy systems into Salesforce Execute adoption readiness surveys among end-users and a

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Are You Positioned for the Next Wave of the Gig Economy?

Customer Think

While the “gig economy” surfaced several years ago, it’s becoming increasingly relevant in today’s post-pandemic world. A Gartner analysis showed that organizations will continue to expand their use of contingent workers to maintain more flexibility in workforce management post-COVID-19. Here’s a look at how this gig economy evolution is likely to pan out as it […].

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Hey, Media Consultant. For Whom Do You Sell?

The Center for Sales Strategy

Recently, Borrell and Associates, a leading media research firm, conducted their annual survey among those people who buy advertising for their businesses and asked them what traits they seek from media salespeople. Here are the top four results.

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A New Developer Experience for our Live Apps Community

Quip

We have dramatically improved our developer experience for building and releasing live apps. If you are new to live apps, they are new components developers can build to integrate Quip with third party services, and to add new types of content to Quip documents. Live apps are built as self-contained web apps using the React framework, plus our very own Live Apps API to sprinkle some Quip magic all over the new component.

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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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Personal selling 101: What it is and how to do it well

Zendesk

Customers love to feel special and understood. According to research from Epsilon, 80 percent of customers say they’re more likely to do business with a company if it offers personalized experiences. Additionally, 90 percent indicated they found personalization appealing. Personalization often begins long before a consumer even considers making a purchase.

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5 Challenges Faced During Custom Software Development and Their Solutions

Customer Think

The IT industry is very vast, complex and dynamic. Software development is an integral aspect of the industry. It is influenced by numerous factors, including market conditions, growing complexities, changes in technology trends, and growing challenges faced during software development. Software developers from different business landscapes and domains face different challenges.

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How to Improve Employee Morale and Motivation [Without Raising Costs]

CMOE

Bolstering employee morale and unleashing motivation does not necessarily require offering expensive incentives or the implementation of big programs. There are cost-effective but tangible ways for organizations and team leaders to excel in these two areas. As a team leader, you play a central role in helping your team members and organization reach their full potential.

Banking 97
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Customer Support Rep Job Description: Template and Examples

Help Scout

Customer support representative is one of the most common jobs on the market for individuals looking to work in technology, so the job description you write for your open role needs to be exceptional in order to attract applications from exceptional candidates. It’s important for your job description to clearly reflect your company’s needs and the requirements of the role.

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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.