Sat.Aug 27, 2022 - Fri.Sep 02, 2022

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Best Ways to Stand Out From Competitors When They’re All the Same

Account Manager Tips

"You're too expensive" or "I can get more, for less, somewhere else" Ever heard that before? That's because most businesses blend in, not stick out. Even when they do deliver something innovative, it's not for long. Competitors catch up fast. So, it's up to you to figure out how to differentiate your solutions in this market of sameness. Give your client a reason to choose you over everyone else.

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How to create team alignment and why it's critical in 2022

Strategic Planning and Management Insights

Words: 846. Reading time: 3 mins.

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Prepare For Economic Change: Use Your SKO To Invest In Your Salespeople

Force Management

Your sales kickoff is a crucial tool for maximizing your sales team's potential. As the economy shifts, leaders are looking to increase efficiency in critical areas to hit their revenue goals.

Sales 82
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Adaptive Innovation Ecosystem Strategy

Flevy

When new technologies and competitors disrupt markets , numerous organizations struggle to keep up using arcane Business Models, strategies, technologies, and practices. Most likely reason is that they are inadequately prepared to develop new products and services amidst uncertainty. Situations like this stimulate some organizations to partner with others.

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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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Marketing Continuing Professional Development (CPD) – The power of reflection?

Red Star Kim

Once a year I have to produce four reflective learning statements for the Chartered Institute of Marketing (CIM) in order to maintain my Chartered Marketer status as a Fellow of CIM. Each year I put off this exercise until the last minute. Yet I always emerge from the process feeling energised. And with a sense of achievement and an extensive list of things to learn over the coming year.

Marketing 130
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Develop Dissatisfaction to the Point of Action

Software Sales Guru

Develop Dissatisfaction to the Point of Action There are endless reasons why a potential buyer may be looking for a new software solution, but it usually involves some level of dissatisfaction with the current solution. Unfortunately, dissatisfaction alone is not enough to close a sale. Deals can stop because the financial decision maker feels there are other priorities, or because someone on the purchasing committee.

Software 130

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Customers Win, Suppliers Win With Gus Maikish And Noel Capon

The SAMA Podcast

When customers win, suppliers win. But what does that mean in pratice? Join Harvey Dunham and Denise Freier as they hear the story of how Gus Maikish capped off his career at IBM by orchestrating an incredible turnaround in a newly created position as the Managing Director of his global strategic account globally. Learn how Gus prepared his whole career for this opportunity and learned his lessons well.

Suppliers 104
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How to Keep Your Sales Team Happy and Productive

The Center for Sales Strategy

Every business needs a skilled sales team to generate a positive ROI, but on-the-job performance is rarely the product of training alone. In fact, a marketing novice could keep up with an unengaged expert provided they use the right motivation and productivity strategies. However, it’s much harder to motivate staff than it is to train them. There’s no one size fits all approach to motivational tactics, as every employee is unique and requires wildly different incentives to sell.

Sales 121
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Be Indispensable to Protect Your Job in a Volatile Economy

Sales Gravy

If you want to succeed at any job, make yourself invaluable. Go the extra mile; make them never be able to imagine what life without you there would be like. - Ross Mathews Selling in a crisis is tough. Losing your job during an economic downturn is worse. Now more than ever, you need your income. If you lose your job, there is a much higher probability that you will take a pay cut when you land your next one or end up in a role or company that you dislike.

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How to Integrate Social Media Into Your Sales Strategy

Engage Selling

???????????? Discover how to integrate social media into your sales strategy. Sales VPs ask me all the time whether sellers should utilize social media. And they ask that skeptically because … Read More. The post How to Integrate Social Media Into Your Sales Strategy first appeared on Colleen Francis - The Sales Leader.

Media 107
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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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A+ integrations

Zendesk

Here are the newest integrations from Zendesk to help your team provide top-quality experiences. Yext User History. Yext User History (Support) reveals a requester’s journey through your Yext Search experiences–up until and after case creation. Arm your agents with this data so they can provide more relevant answers. The component displays all of the actions a customer has taken in Yext search.

Media 98
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The Wrong Sales Structure Compromises Performance

The Center for Sales Strategy

Strong sales leaders often think about how to have better business outcomes in their organizations. And while thinking about ways to improve sales performance, the idea of changing the sales structure has likely come to mind. It may seem overwhelming, and you may be wondering where to start.

Sales 107
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How to seal the deal in a matter of days

PandaDoc

Closing a deal is definitely the most challenging and demanding part of sales negotiations with the customer. All the previous steps lose their significance once finalizing the deal is postponed or canceled. In this article, you’ll find some valuable advice on how to seal the deal faster, as well as how to close the deal with an undecided customer. Definition and typical steps.

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Using Criticism to Maximize Sales

Engage Selling

If you want to maximize sales, use criticism! You’ve probably had to deal with professional criticism at some point (or often) in your sales career. In such a fast-paced, high-pressure … Read More. The post Using Criticism to Maximize Sales first appeared on Colleen Francis - The Sales Leader.

Sales 82
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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 Continuous Improvement Software Keeps CI Projects Organized

Kainexus

Organizations striving to reach operational excellence through continuous improvement engage in many individual projects to achieve this goal. However, the most successful organizations implement a structured approach for managing their improvement work so that every person in the organization can contribute to positive change. Specialized continuous improvement project management software helps organizations dedicated to CI get the most out of each project.

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The Wrong Sales Structure Comprises Performance

The Center for Sales Strategy

Strong sales leaders often think about how to have better business outcomes in their organizations. And while thinking about ways to improve sales performance, the idea of changing the sales structure has likely come to mind. It may seem overwhelming, and you may be wondering where to start.

Sales 104
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How to Motivate Your Sales Team to Prospect in a Down Economy

Sales Readiness Group

It’s easy for sales professionals to get frustrated and lose motivation when selling into a slowing economy. There are many headwinds facing client organizations these days – including recovery from COVID , ongoing recessionary pressures, inflation, budget cuts, supply chain issues, and continued employee turnover.

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5 Steps for Value Creation in the Annual Planning Process

SBI Growth

SBI research and Growth Forum discussions indicate that CEOs and their leadership teams tend to hedge their bets during uncertain times. But we have seen from high-performing companies that they take a focused approach to value creation. To do this effectively, assessing the conditions in a systematic way and knowing where to focus efforts is critical.

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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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Is It Better to Acquire or Develop Talent?

Chally

Figuring out how to develop the right talent in an organization and assemble the right team can be a complicated equation. Each role may require different competencies, behaviors, and skill sets to truly drive success. In today’s market, many companies opt to promote from within the company. But in some cases, it can be more beneficial to acquire outside talent.

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How to Listen for Talent When You're Interviewing Salespeople

The Center for Sales Strategy

In a tight job market, finding candidates, qualifying them, conducting interviews, and hiring are all rushed and stressful. Many managers are in the position of having open positions on their teams that they're desperate to fill and having candidates enter and leave the job market quickly, so having a well-thought-out interviewing plan is vital. Equally important is learning to look and listen for the talents necessary for success in sales.

Marketing 102
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Aepiphanni’s First Clutch Review

Aepiphanni

Aepiphanni Business Consulting has helped small and medium enterprises to find a foothold in their relative industries and transform into businesses with high operational efficiency. We don’t just build their business in line with their vision but convert them into Extraordinary companies that can boast of achieving their aim with the right resources.

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“Funding squeeze” does not spell doom and gloom for startups seeking VC

Zendesk

It’s no secret to early-stage founders: the startups funding landscape is different today than it was even a year ago. With funding harder to come by in a relatively less stable period for the global economy, venture capital firms are looking more carefully at startups before determining who gets the green light. There is a strong silver lining to all this, though—not only are there still funds to go around, but establishing good business practices in leaner times can better position startups fo

Finance 52
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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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Video Blog: Change Management Best Practices

SalesGlobe

Change Management Best Practices. Gail Wright . Hi my name is Gail Wright, and I am a consultant with SalesGlobe. And I have with me today my friend and former colleague, Allison Tignor, who is a change management consultant. And we both actually used to work for the same retailer for, gosh, years years. And so Allison, you want to tell us a little bit about yourself?

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When It Comes to Hyper-personalization Use Your Spidey Senses

Strategic Communications

Digital technology available today makes it possible to hyper-personalize communications with customers and prospects. But, just because you can, doesn’t mean you should. I think the biggest mistake that marketers can make in pursuing hyper-personalization is assuming familiarity with people—customers and prospects—that simply doesn’t exist.

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Aepiphanni Business Consulting Earns Their First Review on Clutch

Aepiphanni

Aepiphanni Business Consulting has helped small and medium enterprises to find a foothold in their relative industries and transform into businesses with high operational efficiency. We not just build their business in line with their vision but convert them into Extraordinary companies that can boast of achieving their aim with the right resources.

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Fly’s Friday Five: Leading a Wide Spectrum of Followers

Brooks Group

Today, I’m going to be talking about leadership. I’m going to bring it back to sales leadership, but I’m going to start with some broader topics. The seeds for this were in a book I recently read, called Hearts Touched with Fire: How Great Leaders are Made by David Gergen. David was an adviser to four presidents from Nixon to Obama, and really got to see leadership – the good, the bad, and the ugly – up close and personal.

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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 the Chief Revenue Officer (CRO) Role is Changing (A Sales Leadership Community Panel Discussion Hosted by the Houston Chapter)

SOAR Performance Group

At this live event on October 25, senior executives will share insights and perspectives on the changing role of the Chief Revenue Officer (CRO). The discussion will cover their views […]. The post How the Chief Revenue Officer (CRO) Role is Changing (A Sales Leadership Community Panel Discussion Hosted by the Houston Chapter) appeared first on SOAR Performance Group.

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Top Remote Sales Tools for Your Team to Win Sales & Generate More Revenue

LinkedFusion

Are you trying to find the best remote sales tools for your team? Because there are so many apps available, selecting the best tools for your company’s needs can be difficult. After all, you want tools that make it easier for your sales reps to make more sales and do their best work. Some prefer an all-in-one solution, while others prefer to build a highly customized sales stack by connecting various tools via APIs and integrations.

CRM 52
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Blogging Best Practices

Strategic Communications

A business contact of mine asked me recently about my thoughts on the value of blogs for generating revenue and the opportunity that may exist for writers to generate content for blogs. Personally, I think the whole field of blogging is still a work-in-progress for many. I use my own blog primarily to experiment, learn, and test ideas for clients. Blogging Best Practices.

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How Do Diversity and Inclusion in the Workplace Make the Organization Better?

Aepiphanni

People are different in many aspects as they exhibit characteristics and qualities that set them apart. The diversity in race, sexuality, and gender identity can be witnessed across multiple setups in the workplace. Other types of diversity in the workplace may include: Ethnicity Age Income Beliefs National origin Citizenship status Upbringing Physical abilities and disabilities […].

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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.