Strategic Planning and Management Insights

APRIL 13, 2023

How do you valuate a small business?

Small Business 98

Small Business Business Planning Management 98

Nutshell

APRIL 11, 2023

Key performance indicators (KPIs) are metrics that help you evaluate the progress your company is making. You can use KPIs across many different aspects of your business, including your customer relationship management (CRM) platform. CRM KPIs are important because they help you evaluate your success in generating and retaining customers. By tracking these metrics and evaluating them, you can figure out which parts of your marketing and sales need improvements, as well as how you can optimize yo

CRM 62

CRM Stakeholders Government Acquisition 62

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. I’ve been part of delivering these results, multiple times in my career, for both employers and clients.

B2B 211

B2B Decision-making Sales Stakeholders 211

Red Star Kim

APRIL 11, 2023

In early April I facilitated another of MBL’s training workshops on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders” for legal and accounting firms. Whilst these sessions are typically attended by fee-earners hoping to improve their pitch confidence and success, on this occasion the delegates were mostly from Marketing & Business Development (M&BD) teams.

Government 130

Government Innovation Meetings Finance 130

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.

The Center for Sales Strategy

APRIL 13, 2023

Accountability falls under two categories: the things we do and the things we do not do. We often discuss accountability related to what’s accomplished, but do you truly take the time to hold yourself accountable for what doesn’t get done? As a leader, accountability begins with you. You set the example. So, do you hold yourself accountable as often as you hold your team accountable?

Sales Leadership 91

Sales Leadership Leadership Sales 91

Strategic Account Management Association

APRIL 10, 2023

Dayton, OH, April 3, 2023 – The Congruity Group announced today that they have formalized a partnership with the premier association for strategic account management. “We could not be more excited to partner with SAMA,” said Congruity CEO Betsy Westhafer. “Throughout my career, I have had exposure to many professional associations, but I have yet to … Continue reading Strategic Account Management Association (SAMA) Formalizes Partnership with The Congruity Group The post Strategic Account

Account Management 520

Account Management Management 520

Red Star Kim

APRIL 12, 2023

Just before Easter I spent a day facilitating the popular PM Forum training workshop “The Proactive M&BD Executive”. With a full house of marketing and business development executives from legal and accountancy firms across the UK it was an interactive, valuable and fun day (Thank you delegates for your spirited engagement and thanks to Morag Campbell for your superb technical hosting!).

Media 130

Media Marketing B2C Stakeholders 130

Hubspot Sales

APRIL 12, 2023

When assessing your team’s performance, sales activities offer crucial metrics. That includes the number of sales calls, VP-level meetings, new qualified opportunities, and so on. With proper sales activity management, you can influence sales objectives and business results. When building your strategy, you’ll need to set sales activities goals and track how your team measures up.

Management 118

Management CRM Sales Software 118

Customer Think

APRIL 11, 2023

Depending on the industry, “digital transformation” might signify many things. Delivering customer-facing mobile experiences may be a priority for certain businesses as they modernize their core systems to increase efficiency. A digital transformation journey, however, is a complex procedure with a beginning and an end.

Digital Transformation 115

Digital Transformation Digitalization 115

The Center for Sales Strategy

APRIL 12, 2023

Are you looking to stay on top of the latest trends and strategies within the sales industry? It’s no secret that successful businesses need a strong sales department in order to be competitive. To give your team members an edge, it pays off to follow leaders in the field who have proven themselves as thought leaders: those individuals who can share insights and advice with inspiring stories, passion, and expertise.

Sales 95

Sales Leadership 95

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

Zendesk

APRIL 12, 2023

Even if you’re not familiar with generative AI or large language models (LLMs), you’ve probably heard of ChatGPT, the remarkably human chatbot that can generate surprisingly conversational answers, passable college essays—even dad jokes. While generative AI and LLMs aren’t exactly new, the excitement around ChatGPT has catapulted them to the forefront of global consciousness, launched an R&D “space race,” and sparked frenzied discussion about their potential impacts on information discovery

Internet 98

Internet Government Customer Experience Communication 98

Hubspot Sales

APRIL 11, 2023

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. Your seasoned, super-star reps lead the way. If any of your top salespeople leave your company, you may fall behind. So should you be worried about churn in your sales department? In short, yes. Sales teams have higher-than-average turnover rates than other business units.

Sales 114

Sales Brainstorming Leadership Insurance 114

Customer Think

APRIL 13, 2023

With the average B2B purchasing journey taking approximately 350 days, it’s no wonder it is synonymous with being both long and laborious. But it doesn’t need to be. And the complexities that may at first seem like bumps in the road, should instead be viewed as opportunities to create a better experience.

B2B 115

B2B Digitalization Marketing 115

The Center for Sales Strategy

APRIL 11, 2023

As a sales manager, you understand the benefits of sales coaching. Not only does it help your sales reps close more deals, but it also improves communication, builds confidence, and enhances teamwork. With so many different coaching styles and techniques, how do you know what's effective in today's fast-paced, ever-evolving sales environment? Here's what effective sales coaching looks like today and how to implement it in your sales organization.

Sales Environment 92

Sales Environment Sales Communication Sales Management 92

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

Zendesk

APRIL 13, 2023

Designing the best customer experiences and providing customer service is a day-in and day-out job. Building relationships, practicing patience, righting a wrong, and figuring out how to streamline operations all represent the hard work that our customers do again and again with their customers. (This remains true with the advent of ChatGPT and generative AI.

Customer Experience 98

Customer Experience 98

Showpad

APRIL 10, 2023

Market conditions in today’s global landscape are constantly changing and difficult to predict. The uncertainty surrounding inflation, recession, and supply chains have caused ripple effects in businesses across industries: 81% of sellers say deals have been lost or stalled in the past year due to a key stakeholder’s departure from a client or prospect company. 57% of buyers say sellers lack knowledge of their unique business needs. 46% of sellers feel fatigued when thinking about facing another

Supply Chain 91

Supply Chain Sales Communication Organization 91

Customer Think

APRIL 11, 2023

When creating and designing a customer advisory board (CAB) initiative, one aspect that tends to get overlooked or undervalued by CAB managers and executive sponsors is the creation of the program theme.

Management 105

Management 105

Revenue Storm

APRIL 11, 2023

The first call, whether face-to-face or virtual, with ANY new contact, regardless of where you are in the sales cycle, is the most important because it determines if there will be a second. I coached an initial call recently, where a senior-level contact asked for a 15-minute meeting to discuss some specific things they had seen on my client’s website.

Sales 78

Sales Leadership Meetings Media 78

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

RAIN Group

APRIL 12, 2023

People often ask us, “What should we do to drive sales success?” It’s a complicated question.

Sales 110

Sales Organization 110

Nutshell

APRIL 11, 2023

Customer relationship management (CRM) software is one of the most important tools for you to have in your marketing and sales arsenal. It gives you the power to uncover deep insights about your audience so you can drive more revenue. That’s why choosing the right CRM software is so vital. But the question is, how can you do that? How should you go about choosing a CRM?

CRM 62

CRM Software Software Marketing 62

Customer Think

APRIL 11, 2023

Our brains make it difficult, if not impossible, to fully or accurately comprehend what our Communication Partners wish to convey.

Communication 118

Communication 118

The Great Game of Business

APRIL 14, 2023

As businesses operate in a fast-paced and ever-changing landscape, the ability to plan for the future becomes paramount. Financial forecasting is crucial for companies of all sizes to navigate uncertainties, make informed decisions, and unlock success. In today's dynamic business environment, companies that embrace financial forecasting are better equipped to navigate uncertainties, capitalize on opportunities, and achieve long-term success.

Prioritization 52

Prioritization Decision-making 52

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

Zendesk

APRIL 14, 2023

Building a team of talented employees is already a challenge. The last thing you want is to lose them because of internal issues. You can avoid this by investing in your employee experience management. Having a dedicated representative focus on treating employees like they’re valued customers can have far-reaching effects. Improving processes, like streamlining workflows and implementing new tools, can reduce employee turnover and improve productivity.

Management 52

Management Onboarding Decision-making Communication 52

Nutshell

APRIL 11, 2023

One of the main features of a customer relationship management (CRM) platform is sales automation. CRMs can automate tasks like: Data importation Data categorization Email marketing Sales reports And more! Of course, your CRM won’t automate all your sales tasks. Your team will also need to perform certain activities in your CRM, and it’s up to you to figure out which ones and how they’ll perform them.

CRM 62

CRM Small Business Marketing Sales 62

Customer Think

APRIL 11, 2023

Decades-high inflation and concerns of a recession have business leaders looking for ways to pursue cost-efficient growth in 2023. AI-driven automation can be a solution. Specifically, utilizing AI automation platforms in contact centers can drive down costs and improve customer experiences.

Customer Experience 98

Customer Experience 98

CMOE

APRIL 14, 2023

Investing in your human capital is more crucial than ever as organizations continue to transition or adopt hybrid or remote work environments. This process leads to the need for executing effective virtual facilitation strategies for remote participants and inevitable challenges as participants and facilitators adapt to the virtual environments. Meeting facilitators and Learning & Development professionals must evaluate these challenges and identify the best practices to overcome them to cre

Facilitation 52

Facilitation Energy and Utilities Remote Working Brainstorming 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

Planview

APRIL 14, 2023

When it comes to resource management, what do you find to be your biggest challenge? Is it balancing capacity, tackling bottlenecks, or even dealing with limited resource forecasting? In a recent webinar , 37% of attendees said their number one challenge was balancing capacity for supply and demand on their projects. Finding harmony between supply and demand and allocating resources based on this balance is one of the most important — and difficult — tasks for any product or project management t

Management 52

Management Prioritization Decision-making Organization 52

Nutshell

APRIL 11, 2023

The last thing your business wants is inaccurate data. Customer data can teach you a lot about your audience, giving you a better sense of who they are and what they want. That, in turn, will enable you to significantly improve your sales and marketing efforts. But all that is a moot point if the data in your customer relationship management (CRM) platform isn’t accurate.

CRM 62

CRM Decision-making Marketing Management 62

Customer Think

APRIL 13, 2023

Source: "The CMO Survey" (Christine Moorman, 2023) (This month's Research Round-Up is devoted entirely to the March 2023 edition of "The CMO Survey." This research has been conducted semi-annually since 2008, and it consistently provides.

B2B 75

B2B Digitalization Marketing 75

LinkedFusion

APRIL 13, 2023

Investing in scalable marketing strategies is one of the best ways to grow their business’s prospects and reach the right people. However, there are many different marketing strategies, so it can be confusing which is best for your business. If you are considering adopting a marketing strategy, one marketing strategy worth considering is account-based marketing.

Marketing 52

Marketing Advertising Media Digitalization 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