Sat.Mar 30, 2024 - Fri.Apr 05, 2024

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7 Must Do’s for Closing a Sale Quickly

The Center for Sales Strategy

Sealing the deal is the ultimate goal of any business negotiation, but the path to get there is often fraught with obstacles and delays. Striking while the iron is hot can make all the difference. Closing a lucrative deal within a tight one-month timeline might seem like an impossible feat. However, with the right mindset, preparation, and tactics, it's a challenge that can be conquered.

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Transforming Local Government (TLG) 2024: Are You Ready?

Envisio

TLG 2024 is just around the corner, and rumor has it… Envisio is going to be there! Next week, one of the foremost conferences in local government innovation returns. Transforming Local Government 2024 (TLG), hosted by the Alliance for Innovation, is a seriously inspiring event. It brings together a vibrant community of local government thinkers, partners, and leaders to showcase innovative solutions and share real-world case studies.

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Fewer Inbound Leads in 2024? 3 Things Sellers Should Do to Hit their Numbers.

Hubspot Sales

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. This week's installment comes from Repvue's Founder and CEO, Ryan Walsh. Want more content like this? Subscribe to our newsletter. Ask any salesperson if they get enough inbound leads. You can bet their answer will be “no.” It won’t matter who they work for or what industry they’re in.

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The 9 Best Collaboration Tools for Your Business

Nutshell

You know what’s a surefire way to cause problems for your company? Having all your team members be on totally different pages from one another, without any kind of communication or collaboration between them. But assuming you want your business to succeed, we wouldn’t recommend that. Instead, you should make a point of connecting your different team members and encouraging collaboration between them on various projects and aspects of running your business.

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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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Professional Self Care—Why Leaders Need Recognition Too

The Center for Sales Strategy

Most of us have set goals to start and end this year strong. For many, this involves a vow to be better at self-care. I will…eat in a more healthful manner, exercise consistently, meditate, take yoga breaks, get massages, facials, pedicures… fill in the blank. But it all boils down to better self-care. We have all been under increasing stress in the past four years, and psychologists are emphasizing self-care as a way to combat added stress.

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The Rediscovered Origins of KaiNexus: A 1980s Video Game

Kainexus

In their quaint unsuspecting neighborhood of the 1980s, two young visionaries, Greg Jacobson and Matt Paliulis, embarked on an adventure that would unknowingly pave the way for a future innovation. While their peers were preoccupied with the latest Atari games and BMX bikes, Greg and Matt found themselves enthralled by a different kind of challenge: optimizing their paper routes through the principles of Kaizen, a concept they barely understood but inherently practiced.

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What Is the Best Meeting Scheduler for Your Business?

Nutshell

If your business schedules a lot of meetings — either internally or with clients — you might wish you had a way to make that process easier. Thankfully, there are meeting scheduler tools out there to meet that need. These tools allow you to easily schedule meetings and get reminders for them, as well as keep track of when you’re available. The question, though, is this: What’s the best meeting scheduler for you?

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Discover the Value of Coaching Salespeople Using the Following Five Athletes as Examples

The Center for Sales Strategy

Your salespeople are more like athletes. They are always in a constant struggle to outperform rivals and meet set goals. Salespeople, just like athletes, encounter setbacks like pressure to perform and rejection in their day-to-day work. Given the similarities, a sales team can benefit from coaching the same way athletes do. For salespersons, coaching can help refine critical skills like negotiation, communication, confidence, and decision-making.

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Research: 4 Ways to Drive Value Creation in 2024

SBI Growth

Every quarter, SBI conducts surveys to learn how CEOs and other C-level executives are planning for value creation and about the go-to-market strategies and tactics that will get them there. This year, we found that while many CEOs are confident in their direction, few believe they have the right people in charge, and time to productivity is slowing.

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Rethinking Engagement: The Transformative Power of Loyalty Programs on Customer Lifetime Value

Customer Think

Customer lifetime value (CLV) is a critical metric for most companies, effectively translating the quality of customer experiences and the strength of customer relationships into financial performance. Because of this, and because CLV measures long-term impacts, it can be uniquely influenced by a company’s loyalty strategies. Brands recognize this, of course.

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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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Software for Startups: What’s Your Tech Stack?

Nutshell

Startup management used to be complicated and time-consuming for companies wanting to scale. But nowadays, with modern software for startups, getting your small business off the ground is easier than ever. Whether you want to sell or scale your business, here are the software tools to make a productive tech stack for your startup. Table of Contents 5 types of software to include in your startup tech stack Productivity and collaboration software Communication software Marketing and sales software

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7 Productivity Hacks for the Modern Leader

The Center for Sales Strategy

As a leader, your time is precious. You're pulled in a million different directions, trying to drive your organization forward while also striving for some semblance of work-life balance. The national bestseller "The 4-Hour Workweek" by Tim Ferriss has captivated readers with its bold promise of escaping the daily 9-5 grind. While some of the book's ideas around minimal work may be controversial, it contains several productivity gems that every successful executive should embrace.

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Why is Talent the Quickest Path to Revenue Growth?

SBI Growth

In all my years of working with private equity (PE)-backed portfolio companies, their upside deal model is typically based on three key assumptions:

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Resilience isn’t just a safety net – it can help your organization leapfrog the competition

Customer Think

In the past few years you’ve probably heard some version of the following, more than once: “Disruption is the new normal.” “Organizations need new ways to weather the storm.” “You have to be resilient to survive.” All these sentiments are true.

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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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Should I Use a Consulting-Specific CRM? Find the Right CRM for Your Consultancy

Nutshell

When you’re running a consulting services business, a good CRM is a must to streamline your client acquisition process and keep a good balance between landing clients and delivering services. But should you use a consulting-specific CRM or a general-purpose CRM? In this post, we’ll explain the difference between a consulting services-specific CRM and a general-purpose CRM, plus how you can choose between the two.

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How To Be a Customer-Centric Company

Groove HQ

It’s tempting to constantly focus on your company’s products and strategy. However, the best results often come from focusing outward on what your customers need and how they want to interact with you. In this piece, we’ll explore just what it means to be customer-centric and how to do it. What Does Customer-Centric Mean? Being […] The post How To Be a Customer-Centric Company appeared first on Groove Blog.

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How to Effectively Set Clear Sales Team Expectations

SBI Growth

Establishing clear and consistent expectations is the bedrock of a successful sales team. They provide direction, foster accountability, and ultimately drive results. However, while setting expectations is widely recognized, many sales managers fall into the trap of hyper-focusing on outcomes without addressing the underlying behaviors that contribute to success.

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Latest Podcasts: Successfully Scaling Revenue Teams

Force Management

March on the Revenue Builders Podcast consisted of so many great lessons and conversations with leaders both familiar and new. John McMahon and John Kaplan were joined by guests experienced in building and scaling elite sales teams, who shared insights on hiring great sales teams, leading them to success, and helping them execute next-level go-to-market strategy.

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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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Software for Consultants: What’s Your Tech Stack?

Nutshell

An ideal tech stack software for consultants is easy to use and integrate, adding convenience to your business without being difficult to use or time-consuming. This is what you should keep in mind when deciding to adopt new software to build your consulting business tech stack. Read on to learn the essential software types for consultants to improve your business workflow.

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Stack Ranking

Customer Think

A Foolish Idea There is a firmly held belief amongst managers and H.R. professionals that the way to get people to perform better is to pay them for it. It “stands to reason” that employees are “coin-operated”, and it is a primary tenant of our management practices.

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Elevating Your Business Through Customer Focus

Groove HQ

The new frontier of competition in developer markets was and remains customer service. If companies play their cards right, customers are ready to absorb a higher price just because they believe the brand and know that if anything happens – they will receive the best support their is. This is just one of the areas […] The post Elevating Your Business Through Customer Focus appeared first on Groove Blog.

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The Importance of Building Trust In Times of Uncertainty

Whetstone

2024 looks like it will be a year of volatility. As we navigate the current economic landscape marked by high inflation, market volatility, and recession fears, businesses and their customers are facing a heightened sense of uncertainty. During such tumultuous times, organizations that have invested in building a strategic account management program can rely on the pivotal role played by their strategic account managers.

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Negotiate Larger Deals More Quickly

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.

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How to Conduct an SEO Website Audit for 2024

Nutshell

Ready to take your search engine optimization (SEO) campaigns to the next level? Then, you must master learning how to conduct an SEO website audit! By creating a clear focus and process for your audits, you can ensure that you find the information you’re looking for and create meaningful reports for your stakeholders or points of contact! Additionally, focused audits can help you reference previous renditions to create a baseline of your progress!

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Transforming BFSI Operations with Intelligent Automation and Low-Code No-Code Platforms

Customer Think

In the dynamic realm of modern finance, where innovation is the cornerstone of success, the Banking, Financial Services, and Insurance (BFSI) sector stands at the forefront of technological advancement. Amidst the ceaseless quest to elevate efficiency, refine processes, and redefine customer interactions, a transformative force has emerged – Intelligent Automation.

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Webinar with Forrester: Scaling KAM Best Practices: Engineering Repeatability for Revenue Expansion

DemandFarm

Recent economic headwinds have spurred organizations to rethink key account management (KAM). B2B companies are keen on swapping hit-or-miss approaches with repeatable processes that guarantee retention and growth. The wedge in this pursuit? Static plans and lack of clarity on how to standardize best practices across their key accounts. A ~27% increase in cross-sell and upsell opportunities isn’t far-fetched if you know how to standardize key account planning best practices at scale.

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For the Best Connections via Social Media Focus Your Profiles on People

Strategic Communications

Before I started Strategic Communications in 2008, I worked for some large organizations in the education, energy, and healthcare industries. These were the early days of internet and social media adoption and it was, at least initially, wildly uncharted space. When the American Medical Association issued guidance for physician use of social media, I was all for it.

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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.

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How to Measure Customer Satisfaction for Your Business

Nutshell

If there’s one thing that’s bad for business, it’s unhappy customers. When your customers are frustrated with the quality of your products, services, or support team, they’re likely to ditch your company for a competitor — unless you can help resolve their issues satisfactorily. But how do you even know if your customers are happy or not? The answer is: You keep track of customer satisfaction.

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Five Ways Customer Advisory Boards Differ from User Groups

Customer Think

We are sometimes asked where user groups stand in relation to customer advisory boards (CABs). While it can perhaps be understandable where perceived overlap may occur in the minds of marketers, the differences, as you might expect from our perspective, are quite significant.

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Five interesting Facts & Statistics About B2B Distribution

QYMATIX

B2B Sales is changing because buyers are changing – mainly in the way they buy. Companies in B2B distribution are particularly affected by the changes in customer behaviour and their competitive environment. The shift in customer behaviour is the primary driven-factor behind the digitalisation of sales. In particular, digitalisation represents a critical challenge for medium-sized wholesalers and distributors.

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Sales Manager Essential For A Better Sales Forecast

Sales Outcomes

Achieving consistent and reliable sales forecasts depends heavily on the sales manager’s competencies in conducting 1:1 sales pipeline reviews with their team. Pipeline management and forecasting are different , yet many firms focus most of their attention on the forecast at the expense of pipeline management. A lack of focus on pipeline management often accompanies inadequate sales pipeline reports and a lack of understanding and adoption of sales stages.

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Contact vs. Company Intent Signal Data

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.