Sat.Oct 19, 2024 - Fri.Oct 25, 2024

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The Art of the (Internal) Deal: Building Cross-Functional Alignment

Vantage Partners

A great way to start soft skills programs is with a simple question: What is more challenging? Is it building alignment with external stakeholders (such as customers, suppliers, healthcare professionals) or building alignment with internal stakeholders (like leadership, learners, team members)? About 70% of participants share that it is more difficult to gain agreement from their internal stakeholders.

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Spotting Coaching Abilities in Your Sales Management Candidates

The Center for Sales Strategy

Think for a moment about a manager in your career who made you a better professional. What was it about them that helped you grow and uplevel? While they surely had some expertise to share, no doubt it was their ability and commitment to give you their attention and coaching.

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How to Build an Effective Sales Meeting Agenda

RAIN Group

Ask your sellers if they enjoy attending sales team meetings and you may hear things like, “They’re a waste of time,” “The meetings are monotonous,” “I’m sick of being talked at,” and “I don’t understand why I have to attend.” Most sales team meetings miss the mark.

Meetings 104
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Boosting Sales with Pipeline Velocity feat. Amy Franko

Sales Gravy

On this episode of The Sales Gravy Podcast, JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity, qualifying deals, and the importance of asking the right questions in sales. Amy shares her insights on how to overcome common sales obstacles and provides practical advice for improving sales performance.

Sales 90
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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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Change Is the Only Constant

Vantage Partners

British statesman and former Prime Minister Harold Wilson once famously said amidst the social and political turbulence in '60s and '70s Great Britain, “He who rejects change is the architect of decay.

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Increase Lead Engagement With Nutshell SMS

Nutshell

Leveraging text messaging is a great way to stay better connected with leads throughout the sales process. And with native texting in your CRM, you get the full picture of how text conversations are driving revenue and strengthening relationships. Now introducing Nutshell SMS—no integration needed! With SMS, your team can have text conversations with your Nutshell contacts, track text history in your timelines, and use texts in your sales automation process to engage your leads.

CRM 77

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Building Relationships on LinkedIn: Engage, Don’t Pitch feat. Brynne Tillman

Sales Gravy

In this episode of The Sales Gravy Podcast, host Jeb Blount Jr. sits down with LinkedIn expert and OutBound speaker Brynne Tillman to discuss the keys to leveraging LinkedIn for sales success. Brynne shares essential information on avoiding common mistakes like the dreaded "pitch slap," the importance of personalization over automation, and how to truly engage with prospects on LinkedIn.

Sales 71
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Retail Banking Industry Value Chain: Deep Dive

Flevy

Retail banking is undergoing one of the most significant transformations in its history. As customers shift toward digital banking and self-service channels, traditional banks are forced to rethink their value proposition. Customers now expect seamless, personalized experiences , but they also demand robust security and trustworthiness. In a highly competitive market, banks must balance customer expectations with regulatory requirements and risk management, all while ensuring profitability.

Banking 52
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Researh.com Names Nutshell a Top CRM

Nutshell

Nutshell has recently been recognized by Research.com as one of the top CRM software companies providing B2B solutions, solidifying its place among the industry’s best. This acknowledgment highlights the platform’s ability to deliver powerful, user-friendly tools tailored to the unique needs of B2B organizations. Research.com is a trusted platform known for its thorough research and software reviews, offering valuable solutions for both business and academic sectors.

CRM 71
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The Relentless Pursuit of Winning Mindset

Aepiphanni

Discover how adopting a relentless pursuit of winning mindset, grounded in clear goals, performance tracking, and team collaboration, can drive sustainable business success.

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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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A Practical Approach to AI Transparency

Help Scout

Uncover the critical role of AI transparency in customer service. Learn why it matters and how to implement it for maximum customer trust and compliance.

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5 ways a new client services director can transform your agency

Account Management Skills

I first met Emily Brown when she was a few months into her new role as head of client services at digital marketing agency Receptional. She ended up signing up for my one year Account Accelerator training and coaching programme. 16 months later and the impact she has had on the agency has been profound and as Matt Loughlin, Receptional’s Commercial Director says “transformational”.

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SPIFFs: A Sales Leader’s Guide to Strategic Incentives

DemandFarm

Moving the needle on key metrics often requires more than just quotas and commissions. Many organizations struggle to keep their sales teams consistently motivated, especially when they need to push specific products or meet urgent targets. This is where SPIFFs—short-term sales performance incentives—come into play. But why are SPIFFs so effective? 75% of sales leaders say they drive results when implemented strategically.

Sales 52
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What Is Win-Loss Analysis? A Complete Overview

Corporate Visions

What is win-loss analysis? How does it work? And why does it matter for B2B revenue teams? Get the complete overview to understand your buyers' decisions.

B2B 52
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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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Insurance Industry Value Chain: Deep Dive

Flevy

The insurance industry is one of the bedrocks of economic stability, enabling businesses and individuals to manage risk, preserve capital, and navigate uncertainty. As digital transformation continues to reshape industries, the insurance sector faces both tremendous challenges and opportunities. Insurers are shifting to customer-centric models , leveraging advanced data analytics to offer personalized policies, and adopting cutting-edge technology to streamline operations.

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Cross-Selling Explained: Techniques to Elevate Your Sales Game

Nutshell

Cross-selling is more than just another sales technique. It’s about understanding your customers’ needs and offering complementary products and services that enhance their overall experience and satisfaction. In this blog post we will explore what cross-selling is, why it’s important for your business, and how to effectively implement various cross-selling techniques.

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An Introduction to Enterprise Sales for Key Account Managers

DemandFarm

A multinational software company might spend nearly a year negotiating a $5 million deal with a Fortune 500 company. This process involves multiple product demonstrations, engaging with IT, procurement, and finance stakeholders, and significant customization to meet the client’s needs. Ultimately, the software company signs a long-term deal that will generate millions in revenue.

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The Ultimate Guide to LinkedIn Polls: Effective Social Media Content & Marketing Strategy

LinkedFusion

The post The Ultimate Guide to LinkedIn Polls: Effective Social Media Content & Marketing Strategy appeared first on Linked Fusion | LinkedIn Automation Tool.

Media 40
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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 a new head of client services impacts the agency, with Emily Brown & Matt Loughlin

Account Management Skills

Welcome to episode 124. This will be particularly interesting for you if you want to know how much the head of client services role can impact the agency’s business. Listen in if you don’t currently have a client services team and you’re perhaps thinking about having one, or your client services function isn’t performing as you’d like it to and you’re exploring options for perhaps bringing in a head of department.

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An AI-Driven Framework for Accelerating Software Development

Planview

Software development teams face increasing pressure to deliver high-quality products faster than ever. To meet these demands, organizations are turning to Artificial Intelligence (AI) and Value Stream Management (VSM) as powerful solutions that can streamline their processes and enhance productivity. By integrating AI capabilities into VSM practices, businesses can unlock new levels of efficiency, decision-making agility, and continuous innovation.

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SPIFFs: A Sales Leader’s Guide to Strategic Incentives

DemandFarm

Moving the needle on key metrics often requires more than just quotas and commissions. Many organizations struggle to keep their sales teams consistently motivated, especially when they need to push specific products or meet urgent targets. This is where SPIFFs—short-term sales performance incentives—come into play. But why are SPIFFs so effective? 75% of sales leaders say they drive results when implemented strategically.

Sales 40
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Sales Manager Training: How is it Different from Leadership Training?

SBI Growth

Leadership training is a core part of professional development in many organizations. It teaches leaders across departments how to manage teams, foster collaboration, and achieve business goals. But when it comes to front-line sales managers, general leadership training often falls short. Sales managers face unique challenges that require specialized training tailored to their roles.

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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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How to Manage Multiple LinkedIn Accounts Like a Pro in 2024: Multiple LinkedIn Profile Hack

LinkedFusion

Learn how to manage multiple LinkedIn profiles for clients, lead generation, and outreach efficiently. Managing multiple LinkedIn accounts might seem overwhelming, but with the right strategies, you can handle them like a pro! Whether you’re a freelancer, agency, or social media manager, knowing how to manage multiple LinkedIn accounts is crucial.

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Leveraging Industrial DevOps: Insights from Dr. Suzette Johnson and Robin Yeman 

Planview

What if a simple shift in your operating model could lead to significantly higher returns and improved operating margins for cyber-physical systems? In the latest Mik + One podcast, Dr. Mik Kersten, Chief Technology Officer at Planview, sat down with Dr. Suzette Johnson and Robin Yeman to discuss their groundbreaking work on Industrial DevOps and its potential to revolutionize the development of cyber-physical systems.

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BANT Methodology: A Key Account Manager’s Secret to Prioritizing High-Value Relationships

DemandFarm

“A simple spray-and-pray approach to Key Account Management will cut it,” said no high-performing key account manager ever! They know the importance of focusing on quality, not quantity. Proven sales methodologies like BANT help key account teams prioritize the right opportunities and ensure their efforts are spent where they count. So, how does your team can turn BANT into your secret weapon for key account management (KAM)?

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5 Common SaaS Pain Points (And What To Do About Them)

Groove HQ

So the other day, X (formerly known as Twitter) and YouTube were flooded with discussions about tech reviewer MKBHD’s new project – a wallpaper app called Panels. This product has been in the pipelines for a while. And I thought to myself: “Well, this is going to be an instant success.” Because MKBHD (Marques Brownlee) […] The post 5 Common SaaS Pain Points (And What To Do About Them) appeared first on Groove Blog.

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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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Hire for Talent, Train for Skill Development: Stop Trying to Teach a Fish to Climb Trees

The Center for Sales Strategy

Let’s cut straight to it: Talent is something you’re born with. You can’t create, mold, or magically inject it into someone. You either have it or you don’t. As much as we love a good rags-to-riches story, the truth is, talent can’t be trained into someone—it’s hardwired. And if you’re trying to force a square peg into a round hole by “developing talent” in someone who simply doesn’t have it, you're setting yourself up for disappointment.

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How Startups Are Raising Money Today [Data + Expert Insights]

Hubspot Sales

Startup founders, especially early-stage ones, have been feeling quite the pinch in recent years when it comes to fundraising: Nearly a quarter of fundraising rounds are down rounds in Q1 2024 Time in between rounds is getting longer Overall deal count is low It makes us wonder: How are the founders holding up? How should they adapt? Source: Carta My colleagues from HubSpot for Startups set out to find the answer.

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How to Plan a Sales Enablement Strategy for Sustainable Revenue Growth

Brooks Group

B2B buyers are changing, and the skills your sellers need are changing too. If you don’t have a sales enablement strategy to keep your team up to date, you simply won’t be equipped to succeed with today’s buyers. According to Gartner’s Leadership Vision for 2024 report , 83% of sales leaders report their sellers struggle to adapt to changing customer needs and expectations.

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5 Key Principles of Effective SaaS Customer Support

Groove HQ

At a small SaaS business, every customer counts. Acquiring new buyers is expensive, and losing them to churn can significantly impact your bottom line. Effective support is a huge competitive advantage, vital for attracting new customers and retaining existing ones. But when your team tries to provide the fast, personalized service users expect, it’s easy […] The post 5 Key Principles of Effective SaaS Customer Support appeared first on Groove Blog.

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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.