Sat.Apr 06, 2024 - Fri.Apr 12, 2024

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How to Conquer Imposter Syndrome as a Key Account Manager

Account Manager Tips

Ever feel like a fraud as a key account manager? You're not alone. Get help with this guide to conquering imposter syndrome and banishing self-doubt for good.

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Data: The Secret Weapon in Winning the Battle for Consumer Attention

Customer Think

It is both intriguing and worrisome that our attention span has diminished to just eight seconds, which is even shorter than that of a goldfish. Over the past two decades, we’ve seen a 30% decline in our ability to focus. In our fast-moving world, advertisements hold our attention for merely 1.

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[INFOGRAPHIC] Key Takeaways From The 5th Annual Media Sales Report

The Center for Sales Strategy

According to the 5th Annual Media Sales Report , a staggering 81% of sales managers indicated that meeting their targets has become harder compared to the previous year. While the goals may not be out of reach, the path to success requires concerted effort. This doesn't mean that the goals are not achievable. It just means that our work is cut out for us.

Media 116
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Top Tactics for Selling to a Buying Committee

Brooks Group

Finance, operations, and management, oh my! The B2B buying journey is getting longer and more complex. The average B2B buying committee size is now seven , but groups as large as 20 are not unheard of. Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group.

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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

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How to Conquer Imposter Syndrome as a Key Account Manager

Account Manager Tips

Hey there, fellow Key Account Manager! I want to let you in on a secret. Even the most successful people in our field have moments where they feel they’re not good enough. It’s called imposter syndrome and it can hit you like a ton of bricks when you least expect it. I know from personal experience.

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New Report: Key Trends in B2B Content Consumption

Customer Think

The lead generation experts at NetLine just released their “2024 State of B2B Content Consumption & Demand Report,” a meaty 38-page guide based on data from more than 6 million content registrations.

B2B 119

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Highly Effective Prospecting Techniques for Your Sales Team

Brooks Group

In baseball, “keep your eye on the ball” means watch where the ball is at all times. In sales, it means staying focused. But it’s tough. In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving.

Sales 102
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The Ultimate One Page Key Account Plan Template

Account Manager Tips

Simplify your key account management with our quick 7-step one page key account plan template. Designed for maximum impact without the time sink!

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Continuous Improvement vs Operational Excellence | KaiNexus

Kainexus

We are often asked if continuous improvement and operational excellence are the same. They are not, but they are closely related. Continuous improvement involves constantly improving your business processes to reduce waste, cut costs, improve quality, and maximize human potential. It focuses on making each existing process perfect. Operational excellence goes further.

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Beyond Orientation: Strategies for Continuous Support in the Early Days

The Center for Sales Strategy

Congratulations! You’ve just made an amazing new hire with talent, experience, and skills who aligns well with you, your team, and your organizational culture. With all that in place, it’s safe to assume that all will be smooth sailing toward a future of success, right? Unfortunately, things don’t always turn out as we assume. Nearly a third of new employees leave within 90 days of getting hired.

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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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Making a Memorable Entrance: The Art of the First Meeting

FinListics Solutions

The initial meeting with a potential client is your opening act, and as with any performance, preparation is key. But how do you prepare for a meeting that's not just good, but great? It begins with a deep understanding of the client's business and financial landscape.

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How Do You Stack Up against Your Competitors in the IT Services Market?

Vantage Partners

Driving revenue and margin growth in the fast-moving IT Services market requires providers to harness the right mix of talent, industry and technical expertise, and intimate client knowledge. Add to that a fine-tuned set of internal processes and expert approaches to negotiation and competitive intelligence. All these factors must come together to deliver value and innovation to clients, which translates to increased loyalty, revenue, and profitability.

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Process Improvement Techniques for Operational Excellence

Kainexus

Leaders who want to develop a culture of rapid continuous improvement have many tools at their disposal. So many that it can be challenging to keep them all in mind when deciding how to execute an opportunity for improvement or address a difficult challenge. Most organizations don't use all of these techniques simultaneously, but each can be remarkably effective when applied to the right situation.

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How Sales Enablement Supports Customer Experience

Customer Think

As customers become more informed, businesses must shift from selling to enhancing customer experience. This needs quality offerings and the ability to provide seamless, personalized experiences. This is where sales enablement comes into play.

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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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CEOs Discuss: Marketing as a Key Revenue Driver

SBI Growth

Marketing is an integral part of any successful go-to-market model, yet they are typically the most misunderstood, with many relegating them to the role of cost-center. What roles do they play in a B2B environment, and how can leaders transform marketing into a key revenue driver for their organization?

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9 Customer Experience KPIs to Track for Better Business Outcomes

Help Scout

Learn what customer experience KPIs are, plus nine we think are worth tracking for almost any team.

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The Ultimate Content Calendar and How to Use It

ACT

If you want to take your content marketing strategy to the next level, you’ll need a plan. A key part of any content marketing plan is a content calendar. This tool helps your business manage all its content marketing efforts. Using a content calendar doesn’t have to be complicated. You just need it to contain the information necessary to put your strategy into action.

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Is AI Right for Your Company?

Customer Think

There’s been so much written extolling the uses of AI. Certainly, it’s exciting – filled with possibility and mystery, similar to the early days of the World Wide Web.

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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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Report: Four Steps to Revive Commercial Productivity

SBI Growth

Buyers today face a lack of consistency: from rapidly shifting priorities to uncertain regulatory environments, every step in the purchasing journey is plagued with second-guessing and hesitation. The main issue for commercial teams? Reset buying, where just as everyone in the buyer decision team gets agreement, changes happen and reset the progress that sellers have made thus far.

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The Benefit Of Tracking White Space In Your CRM

ProlifIQ

Upsell & Cross-Sell From Your CRM Implementing effective cross-selling and upselling strategies can provide tremendous benefits for growing your business revenue and building customer loyalty. By offering customers additional products or services that complement their original purchases, you can increase the revenue earned per customer, improve customer lifetime value, drive higher profit margins, and strengthen customer relationships.

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The Ultimate Content Calendar and How to Use It

ACT

If you want to take your content marketing strategy to the next level, you’ll need a plan. A key part of any content marketing plan is a content calendar. This tool helps your business manage all its content marketing efforts. Using a content calendar doesn’t have to be complicated. You just need it to contain the information necessary to put your strategy into action.

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Overcoming Generative AI Limitations To Maximize Call Center Excellence

Customer Think

Generative AI models are quickly making their way into call center operations. And it makes sense. Their ability to enhance customer interactions, streamline processes, and glean deeper insights into customer behavior are an attractive proposition for the industry.

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How to Prove Marketing Value: Demonstrate Content ROI and Contribution to Sales

Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten

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Improve Your Email Prospecting with the HERO Framework

SBI Growth

Prospecting has evolved as automation has made creating, sending, and tracking multi-email sequences to prospects easy. Unfortunately, while sales enablement technology has dramatically increased the volume of prospecting emails you can send, it hasn't improved their effectiveness. Here is how you can increase your email prospecting odds using the HERO framework.

Sales 71
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How SMP Increases Enterprise Value for IMARK Distributors

Sales Management Plus -- SMP

The most common determination of enterprise value in wholesale and durable goods distribution is a long-term track record of profit and sales growth. Shareholders, financing partners and potential acquirers of your business see through short-term strategies to boost profits. You cannot cut your way to real value. What makes your company attractive and valuable is proof of a reliable system for driving profit through sales growth.

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Remembering The Fundamentals Of Marketing In A Digital Age

NG Data

Personalized experiences drive sales. The four P's (product, price, place, and promotion) and the three P's (process, physical evidence, and people) are necessary building blocks of marketing that should be adapted to the latest technological innovations. Understanding the customer brief is crucial to avoid misalignment between the campaign created and the customer brief.

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AI Image Generators for B2B: Do they pass the subject matter expert test?

Customer Think

Like everyone else in the world right now, I’m finding ways to use AI, the latest greatest shiny object. One of the more impressive types of AI generative tools are those that create sophisticated graphics on demand.

B2B 72
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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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Six Effective Sales Prospecting Strategies to Get Around Resistance

SBI Growth

If you sell for a living, hearing “no” is a part of your career. This is particularly true in prospecting, where prospects offer all types of resistance. However, this resistance typically doesn’t indicate that the prospect is interested in your solution. With these six effective sales prospecting tactics, you can manage common forms of prospecting resistance and book more appointments.

Sales 54
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Should You Brand Your Small Business or Solo Practice? Of course—before someone else does…

Strategic Communications

I tend to be passionate about some odd things (I can tell by the way people look at me sometimes…) One of the things I’ve been passionate about for a number of years is effective branding. It’s an issue that I find that many people—even very smart business people and sometimes even extremely smart communication professionals, don’t really fully understand.

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How Should Regulations Evolve to Keep Up with the Banking Industry?

NG Data

The US experienced major bank failures last year, driving the need for regulatory responses. To reduce the risk of destabilizing bank runs, Brookings recommends strengthening liquidity regulations and modifying the Liquidity Coverage Ratio. The banking industry has changed significantly over the past 25 years, with traditional banks delivering less credit to nonfinancial corporations.

Banking 52
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Finding Subscription Success: Three Strategies for Grocers and Omnichannel Retailers

Customer Think

Can a retailer’s loyalty program drive customer loyalty and become a source of revenue? Some retailers and grocers are already leveraging the idea of augmenting a loyalty program with a paid membership, and, by the numbers, they have very good reason for doing so.

Retail 72
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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.