Five Ways to Find Value In Our Differences During Negotiations
Vantage Partners
JANUARY 14, 2025
There is more to value creation than just getting at the interests of the parties, or even simply aligning the parties' interests.
Vantage Partners
JANUARY 14, 2025
There is more to value creation than just getting at the interests of the parties, or even simply aligning the parties' interests.
The Center for Sales Strategy
JANUARY 13, 2025
The rapid evolution of AI is reshaping the sales landscape, pushing B2B sales teams to innovate and adapt.
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The Great Game of Business
JANUARY 16, 2025
The Great Game of Business explains how to create and use an accountability chart. This simple tool can make your open-book management much more effective.
DemandFarm
JANUARY 12, 2025
Key Account Management (KAM) thrives on strong relationships, and there is no denying that. But it also demands precise account planning, strategic execution, data-driven decision-making, and seamless cross-functional collaboration. These elements are often challenging to maintain in organizations where sales, marketing, and customer success operate in silos.
Advertiser: ZoomInfo
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
Vantage Partners
JANUARY 13, 2025
Even the most actionable strategies often fail to deliver their full potential due to execution challenges.
Help Scout
JANUARY 14, 2025
Creating a knowledge base is only half of the battle; you also need to keep it up to date. Help your customers get the most out of your content with regular knowledge base maintenance.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
ClearPoint Strategy
JANUARY 17, 2025
Take your strategic planning process from "change is hard" to "change is an opportunity.
Arpedio
JANUARY 15, 2025
What to Expect Agenda Event Details Sign Up February 28, 2025 | 8:15 AM | Copenhagen Women in Sales Leadership: Breaking Barriers to Drive Results Did you know sales faces the second-largest gender gap of any corporate function? In B2B sales, the gap widens as we move up the ranks, with women holding only 19% of leadership positions. This isnt just a diversity issueits a performance opportunity.
Corporate Visions
JANUARY 14, 2025
Drawing from recent sales statistics, research, and buyer evidence, this article exposes five hard truths about modern B2B buying behavior that most sales leaders ignore.
QYMATIX
JANUARY 13, 2025
AI-based pricing with Predictive Sales Analytics should not be underestimated in B2B wholesale. Predictive analytics is not just a trend, but a crucial tool in the B2B wholesale industry, helping businesses navigate the complexities of market demands. It powers three key aspects of wholesale distribution: price forecasting, cross-selling, and customer churn prediction.
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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.
The Center for Sales Strategy
JANUARY 16, 2025
In this Quick Take episode, were exploring the undeniable power of sales coaching, the challenges of traditional approaches, and how AI-powered solutions are setting a new standard for skill development. On the other side of this brief episode, youll see how AI sales coaching truly can elevate the game of your sellers. The Power of Consistent Sales Coaching There are no two ways about it: sales coaching is helpful for driving performance in any sales team.
Arpedio
JANUARY 13, 2025
News ARPEDIO Expands Global Advisory Board with Industry Veteran Liz Fendt Back to careers ARPEDIO is excited to announce the expansion of its Global Advisory Board with the appointment of Liz Fendt, Global Chief Sales and Marketing Officer at TV SD. Liz joins the board as a seasoned leader with over 25 years of experience driving strategic growth, marketing transformation, and diversity initiatives across global organizations.
Hubspot Sales
JANUARY 14, 2025
Have you ever wondered what sets top sales performers apart from the rest? I know I have maybe too much. Anyway, I used to think that thing was a well-curated mix of charm, confidence, and a little luck. But after doing some further research, I discovered theres much more to the story than I thought. What I found most surprising is how simple yet effective their methods are no magic tricks, just intentional actions that make a big impact.
Brooks Group
JANUARY 14, 2025
Successful sales teams follow a sales process. Research shows that 95% of successful teams closely adhere to their sales process while only 69% of underperforming teams do so. What exactly is a sales process and how is it different from a sales methodology? Which should you focus on to get the best results? In its simplest form, a sales process is a repeatable set of steps sellers use to guide prospects through each stage of the buyer journey.
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.
CMOE
JANUARY 16, 2025
Front-line supervisors in manufacturing face a wide array of challenges, needing to meet productivity goals while also maintaining safety standards and navigating team dynamics. To add to the struggle, most supervisors receive little to no training on how to effectively lead their teams. A 2023 PwC and Manufacturing Institute survey found that 71% of manufacturers struggle with or could improve their coaching programs for front-line workers.
Sales Gravy
JANUARY 12, 2025
Im hearing sob stories from leaders and individuals everywhere who are waking up to the cold, hard truth that they are staring down the barrel of a thin or empty pipeline. If you are in this situation and dont have enough pipe to cover your numbereither for this month or the first quarterthen you need to take action now to close that gap because getting behind your number at the beginning of the year means loads of stress and chasing your tail - for the rest of the quarter or the entire year if
Hubspot Sales
JANUARY 16, 2025
For busy business owners, inventory tracking can feel like staring at your fridge when you already know its empty pointless and slightly depressing. If you know where everything is, why bother jotting it all down? I get it. As a copywriter, I often have to deal with administrative work that feels unexciting and unnecessary. But Ive learned that staying on top of it pays off, and letting paperwork slide means things hit the fan pretty quickly.
Kainexus
JANUARY 16, 2025
The modern business landscape is full of buzzwords and passing management fads, so it isn't surprising if you hear of a new "methodology" and just let it go in one ear and out the other. However, it's a good idea to make an exception for Lean business management. The Lean approach is one of the most widely used structures for continuous improvement worldwide for good reasons.
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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.
SBI Growth
JANUARY 16, 2025
As companies transition into the new year, refining pricing strategies often take center stage. Pricing decisions are essential in defining revenue growth, yet many organizations fail to unlock the full potential of strategic pricing. Instead, they rely on outdated methods, and reactive discounting, leading to missed opportunities. Fast starters have a different approach by leveraging pricing as a tool to create early wins and stamp out lingering price negotiations.
Sales Gravy
JANUARY 16, 2025
Sales leadership demands the ability to adapt, motivate, and guide teams toward consistent, high-level performance. In this episode of The Sales Gravy Podcast, Jeb Blount is joined by Charley Bible of KaTom to discuss key strategies for sales leaders, focusing on teamwork, skill refinement, and the power of effective coaching. These insights bridge the gap between individual development and team success, offering actionable takeaways for anyone in sales leadership.
Hubspot Sales
JANUARY 14, 2025
Take everything that you think you know about real estate entrepreneurs and throw it out the window. I know that sounds crazy, but just trust me on this one. Au contraire to the public knowledge youve likely acquired about real estate entrepreneurs and what they do , they arent just people who flip houses or invest in rental properties for a quick buck.
Planview
JANUARY 16, 2025
Financial institutions are at a critical juncture, balancing the need to innovate quickly while ensuring operational stability. As digital transformation accelerates, technology leaders face unique challenges in optimizing software development and delivery. Misaligned work, excessive workloads, and rework are just a few productivity barriers impeding progress.
Advertiser: ZoomInfo
In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.
SBI Growth
JANUARY 13, 2025
In todays fast paced sales environment, AI has emerged as a powerful force, promising enhanced productivity and improved sales performance. But, as Ray Makela, Managing Director, Talent Development at SBI, and Dr. Howard Dover, a Clinical Professor of Management from the University of Texas, explore in their recent podcast conversation , the journey to harnessing AIs full potential presents many challenges.
Sales Gravy
JANUARY 14, 2025
Eric in Lewiston, Maine, asks how to use last years data to create and accurate sales plans and evaluate software tools (like CRMs and ZoomInfo) to make those goals happen. Sales planning is vitalwithout a roadmap, youre just hoping your revenue targets magically come to life. If you havent defined clear performance metricslike call activity, lead generation, conversion rates, or daily prospecting targetsthen you dont really have a plan.
RAIN Group
JANUARY 15, 2025
Sales enablement leaders are under more pressure than ever. Youre tasked with boosting seller performance, driving revenue growth, and delivering measurable resultsall while working with tight budgets and limited resources. In 2025, doing more with less isnt just a goal; its a survival strategy. But heres the good news: constraints breed creativity.
Planview
JANUARY 15, 2025
What if the principles that transformed software development over the last decade could be the key to successfully implementing AI in your organization? In the latest Mik + One podcast , Dr. Mik Kersten, Chief Technology Officer at Planview, sat down with Patrick Debois, known as the “godfather of DevOps,” to explore this question. Their conversation reveals how DevOps practicesparticularly experience with managing unpredictable systems, scaling infrastructure, and evolving testing a
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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
AchieveIt
JANUARY 15, 2025
Alignment. Its a word that often gets thrown around in business, but what does it truly mean for organizations, teams, and leaders? In a recent episode of The Strategy Gap podcast, Ken Sagendorf, Chief Strategy Officer at True Alignment, offered his deep insights into what alignment entails and why its critical for building cohesive, successful organizations.
ACT
JANUARY 14, 2025
If youre running a business in 2025, you likely already use generative AI in some form. GenAI tools and chatbots like ChatGPT and Google Gemini have become integral to various use cases, from content creation to business planning. It isnt surprising then that over 60 percent of businesses list GenAI among their top priorities over the next two years.
MDI Training
JANUARY 14, 2025
Challenges and Solutions for Leadership in 2025 Do you prefer to listen to this article? Click below to access our AI-generated audio version! Leadership challenges and solutions in 2025 In an increasingly complex and uncertain world, companies and their leaders face numerous challenges. In collaboration with the ARS Academy, we conducted the Management Survey 2024.
Revegy
JANUARY 14, 2025
Ah, the sweet allure of artificial intelligence. It promises efficiency, scalability, and the ability to churn out email campaigns faster than you can say, In the fast-paced world of sales. But heres the thing: if your AI-generated emails all begin with that clichd opener, you might as well tattoo IGNORE ME on the subject line. […] The post “In the Fast-Paced World of Sales”: Why Your AI-Generated Emails Are Getting Ghosted appeared first on Revegy.
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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