Holden Advisors

JANUARY 19, 2022

In the world of sales, it’s easy to get caught up in the possibilities of an unsolicited RFP. But , if you find yourself dealing with procurement, you might want to save your energy. Some years ago, out of the blue, I was invited to participate in an RFP for a $13 billion apparel company. If you're unfamiliar, an RFP is a Request for Proposal by a company looking to hire someone to complete an important task for them.

Procurement 195

Procurement Decision-making Marketing Management 195

Software Sales Guru

JANUARY 17, 2022

The Problem with Safety Nets I was watching David Rubenstein interview Noubar Afeyan, the co-founder of Moderna, when David asked Noubar why so many start-ups were founded by immigrants. Noubar replied that if you were uprooted from your home, especially forcibly as he was from his native Lebanon, you have no sense of entitlement. He said that a sense of entitlement is only possible if.

Software 147

Software Software Sales Management 147

Customer Think

JANUARY 17, 2022

As technology advances, so does everything else. No business is immune to this, and that includes the customer service industry. Customer service roles are under much pressure these days to find new ways of dealing with complaints efficiently while still providing high-quality support. It’s also important for companies to monitor the stories being said about […].

Artificial Intelligence 145

Artificial Intelligence 145

The Center for Sales Strategy

JANUARY 18, 2022

BBQ and business acumen. Traditionally, those two items don't go together, but for this story, one is the key to the other. I started in sales in 1993, straight out of college. I didn't have a lot of work or life experiences that I could draw from as I worked with business owners helping them to improve their businesses' performance. I did my best reading the Wall Street Journal, the business section of the local paper, and reading the latest business books to help grow my knowledge of business.

Sales 122

Sales 122

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.

Engage Selling

JANUARY 21, 2022

Are you creating a clear and purposeful pathway to achieve goals? Unfortunately, this is something most salespeople fail to do. They simply set the goal, but they don’t create the pathway to achieve it. How to Create a Pathway to … Read More » The post Creating a Pathway to Achieve Goals | Sales Strategies first appeared on The Sales Leader.

Sales 115

Sales Sales Leadership Leadership 115

RAIN Group

JANUARY 19, 2022

When it comes to solving what may appear to be an intractable problem, sellers and sales managers are often at a loss for how, exactly, to lead the problem-solving process.

Sales Management 118

Sales Management Management Sales 118

The Center for Sales Strategy

JANUARY 17, 2022

We're used to hearing “ it takes a village ” when we're talking about family, but what if that “village” theory is true in business as well. Well, it sure helps! Finding the right mentor can help you navigate your career and give you a village of knowledge instead of going at it on your own.

Sales Leadership 120

Sales Leadership Leadership Sales 120

Groove HQ

JANUARY 21, 2022

Understand the role empathy plays in the workplace and how to nurture it among your team. The post Empathy Training Basics, Programs, Benefits, and More appeared first on Groove Blog.

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107

Kainexus

JANUARY 20, 2022

The PDSA cycle is a popular approach to process improvement because of its simultaneous simplicity and effectiveness. Although it started in manufacturing, the PDSA model for improvement can be applied to any process, making it applicable across almost every industry. Today, PDSA is prevalent in healthcare, hospitality, education, construction, and professional services.

Healthcare 106

Healthcare Construction Manufacturing 106

Customer Think

JANUARY 19, 2022

Last year, I made a few predictions about what to expect in the future of customer service. Although I may have had a rosier outlook about the “end” of the COVID-19 pandemic, we did see massive strides in the advancement and adoption of AI as well as the continued digital transformation of businesses across industries […].

Digital Transformation 136

Digital Transformation Digitalization 136

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

The Center for Sales Strategy

JANUARY 19, 2022

Have you ever heard a seller complain that there just isn’t enough paperwork to be completed? How about that they wish your CRM was more complex? Or that there aren’t enough departments involved in their sales? As a manager, it's likely that you have heard the exact opposite from most of your salespeople. Hunters like to hunt, but many don’t really like to cook or clean up after their kill.

CRM 114

CRM Management Sales 114

Account Management Skills

JANUARY 21, 2022

*Updated January 2022. What’s the most useful skill you need in your Account Manager role and how much formal training have you received? This was the question I posted in a LinkedIn Account Manager Group. Top 10 Skills and Expertise You Need As Account Manager. As I collated the results it struck me that while it was acknowledged by many that the role and skills required of an Account Manager vary from industry to industry and job to job, the group were fairly unanimous in what they believed th

Account Management 98

Account Management Management Communication Negotiation 98

Aepiphanni

JANUARY 18, 2022

As John Maxwell put it, “A leader is one who knows the way, goes the way, and shows the way.” Effective leadership initiates a positive domino effect that impacts every level of a company, from the C-suite at the top, trickling all the way down to the inexperienced, lower-level management, and beyond. In our experience, […].

Leadership 98

Leadership Management Communication 98

Customer Think

JANUARY 16, 2022

By Matt Heinz, President of Heinz Marketing If you missed my LinkedIn series last month, here’s a recap of all twelve B2B marketing trends, investments and focus areas I expect to see from CMOs and teams in the new year. In Summary: Change.

B2B 135

B2B Marketing Digitalization Leadership 135

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

The Center for Sales Strategy

JANUARY 21, 2022

- MOTIVATION -. "Many of life's failures are people who did not realize how close they were to success when they gave up.". - AROUND THE WEB -. > Lead, Follow or Get Out of the Way – The Great Game of Business. Are you a leader? Before you answer that question, consider … there’s a big difference between management and workplace leadership. There are dozens – heck, hundreds – of definitions of leadership.

Leadership 108

Leadership Management 108

Zendesk

JANUARY 18, 2022

While leaders navigate a constantly changing reality, they must keep thinking about how to drive their business forward. As many companies hold on deploying new initiatives until the outlook is more clear, they are eyeing where current investments can be made: such as in customer experience. Why CX? Where human interactions are concerned, it’s quality, not quantity that ultimately matters most—now more than ever before.

Customer Experience 98

Customer Experience Leadership Business Growth Prioritization 98

Strategic Planning and Management Insights

JANUARY 21, 2022

Anthony Taylor here, I'm the Managing Partner at SME Strategy. We facilitate strategic planning sessions and help teams implement their strategic plans. And today, I wanted to make a short video about best practices for implementing your strategy in 2022.

Facilitation 97

Facilitation Management Communication 97

Customer Think

JANUARY 17, 2022

Are you looking to expand your audience base? Are you wanting to turn first time customers into repeat consumers? Expanding and keeping your audience is a goal of all scale-ups and SMEs. A customer who makes repeat purchases creates sustainability for your company and having a loyal audience costs much less than only attracting one-time […].

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133

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

Aepiphanni

JANUARY 20, 2022

The beginning of the year is the time most businesses implement new strategic plans designed to successfully lead them towards their year-end goals. With 2021 having similar challenges as 2020 due to the global pandemic, all businesses seem to be including decisions around their work environments as part of their 2022 strategy. In a podcast […].

Innovation 97

Innovation Leadership 97

Sandler Training

JANUARY 20, 2022

Mike Montague interviews Paul Glynn on How to Succeed at Improving Your Personal Presence. . The post How to Succeed at Improving Your Personal Presence [PODCAST] appeared first on Sandler Training.

Communication 95

Communication 95

Help Scout

JANUARY 21, 2022

Discover 11 meaningful customer service metrics, learn how to choose the right measurements for your team, and view four example customer service reports.

101

101

Customer Think

JANUARY 21, 2022

As the new year has kicked off, many revenue organizations will look to improve their customer engagement strategies, whether it is for retention or improved customer experience purposes. According to Forrester, 56% of marketing leaders say that improving customer experience is a top priority for supporting their company’s business strategy during the next two years. […].

B2B 130

B2B Customer Experience Marketing Organization 130

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

Sales Gravy

JANUARY 18, 2022

Most sales organizations and sales enablement teams are actively seeking ways to ramp salespeople up fast on new sales technology. Likewise, many sales leaders and executives have experienced the frustration of investing in Sales Tech only to see it go unused by their sellers. If you've been there, you know that it's a huge waste of money when sales teams fail to adopt sales tools.

Sales Technology 91

Sales Technology Sales Training Sales Organization 91

Revenue Storm

JANUARY 18, 2022

Welcome to 2022! As a Sales Leader, you hopefully have your business goals mapped out, your business plan completed, and are charged up for the new year. If you do not, that is an issue, which is not part of today’s discussion! Having a specific plan to kickstart the year is important. You and your leadership team probably have spent many hours on the budget, honing PowerPoints and spreadsheets, positioning your numbers with supporting evidence, and leveraging whatever relationships you can to a

Leadership 78

Leadership Decision-making Business Planning Meetings 78

Help Scout

JANUARY 21, 2022

Learn why help desk software is essential for your ecommerce business, and consider these eight options to help you deliver standout support.

eCommerce 104

eCommerce Marketing Software Software 104

Customer Think

JANUARY 17, 2022

We are in a new digital experience frontier. In the past two years, digital customer engagement went from being a fun perk to a business critical must-have. As consumers we enjoy the benefits of early access to the sales on our favorite goods, playlists that anticipate our music interests, celebrations when we reach our 100th […].

Digitalization 126

Digitalization Sales Marketing 126

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

Sandler Training

JANUARY 20, 2022

Mike Montague interviews Jody Williamson, Sandler trainer and author from Chicago, on How to Succeed at Finding Unrecognized Pain. . The post How to Succeed at Finding Unrecognized Pain [PODCAST] appeared first on Sandler Training.

Sales 86

Sales 86

Groove HQ

JANUARY 20, 2022

Find out everything you need to know about the position and how to find the perfect role for yourself or your business. The post Top Customer Service Representative Insights, Job Description, Salary, and More appeared first on Groove Blog.

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81

Force Management

JANUARY 19, 2022

If you've ever launched a sales initiative, you know that you gain a significant return on the investment in the weeks immediately following rollout. The critical events that happen after training can make the difference between a sales initiative that moves the needle and one that falls flat. Here are a few ways to counteract the fading enthusiasm that can happen right after a sales training or a sales kickoff.

Sales Training 72

Sales Training Sales 72

Customer Think

JANUARY 17, 2022

(Our January Research Round-Up features the annual content marketing survey by CMI and MarketingProfs, a survey by Edelman and LinkedIn examining the impact of B2B thought leadership, and a customer experience update by The Harris Poll and Redpoint Global.) 12th Annual B2B Content Marketing Benchmarks, Budgets, and Trends: Insights for 2022 by Content Marketing Institute […].

Customer Experience 126

Customer Experience Leadership Marketing B2B 126

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