March, 2023

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Sales Forecasting Guide – Prioritize to Boost Accuracy

Upland

Sales forecasting is equal parts art and science, right? Well, not so fast. The ‘art’ aspect of sales forecasting doesn’t need to be an educated guest.

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Welcome email templates for nurturing new customers

Nutshell

B2C 154
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Marketing in the Metaverse – An opportunity for professional services?

Red Star Kim

A fellow tutor at Cambridge Marketing College – Neil Wilkins – has completed significant research into marketing in the metaverse. He shared his views at a webinar earlier today.

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How to Ask for High-Quality Sales Referrals: 6 Key Tactics

Sales Readiness Group

Last weekend a strange man knocked at my front door. It turns out it was a painter named Steve with a unique specialty: painting your home address on the curb in front of your house.

Sales 127
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Contact vs. Company Intent Signal Data

Intent signal data comes in two types: either companies or individuals signaling interest in products like yours. Which kind of data delivers more advantages to B2B marketers? It depends. Get this infographic to learn about the advantages of intent-based leads and how you can most effectively use both types of data.

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Best Tips and Tricks for Pipeline Tracking

The Center for Sales Strategy

Pipeline tracking is essential for any sales team that wants to stay on top of their customer relationships and close more deals. It helps to ensure your sales process is as efficient, effective, and streamlined as possible.

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Team Conflict: How to Manage a Disconnect Between Members of Your Leadership Team

Strategic Planning and Management Insights

SME Strategy is a strategy consulting firm that specializes in helping organizations align their teams and operations around a shared vision, mission, values, goals, and action plans.

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How To: Get Your Price

Brooks Group

View this week's video How Do I Help My Team Get the Pricing They Want? Helping salespeople arrive at the price they want is a multi-step, dynamic process with all prospects. It’s not just something a sales rep deals with at the end of the sale.

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Cultivate a cross-selling culture

Red Star Kim

We were joined by delegates from legal, accountancy and consultancy firms for PM Forum’s “Cross-selling and referrer management accelerator” workshop earlier in March. A summary of delegate discussion topics and poll results are shown below to add to the learning resources from the session.

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3 Missteps That Lead to Inaccurate Pipeline Forecasting

Sales Readiness Group

Accurate sales forecasting is essential for business success. But it can be difficult to get it right due to certain missteps. Here are three of the most common errors that lead to incorrect forecasting and how to avoid them. Sales Management Managing the Pipeline

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Are You Hearing Objections or Objectives?

The Center for Sales Strategy

In sales, you need to understand the difference between an objection and an objective. Here are the four most common customer objections that a salesperson will encounter.

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Intent Signal Data 101

Intent signal data helps B2B marketers engage with buyers sooner in the sales cycle. But there are many confusing terms used to describe intent data. Read this infographic to better understand three common areas of confusion.

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The 21 Best Business Strategy Blogs

CMOE

An organization’s success depends on a business strategy that establishes the organization’s mission and what decisions or actions must be taken to achieve it.

Finance 98
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Level Up: SAMA's Certified Strategic Account Manager Program With Libby Souder

The SAMA Podcast

There are a lot of nuances in industries. Yet engaging with your most strategic customers is the same across the board despite these nuances, and that's the beauty of the Strategic Account Manager.

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The Enlightened Customer Success Manager

Software Sales Guru

The Enlightened Customer Success Manager Koan = A paradox used in Zen Buddhism, usually a short statement or story that causes the hearer to take pause in order to develop enlightenment. CSM Koan= Assurances made by customer success managers reduce customer satisfaction. Has this given you pause?

Software 130
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Book review: Mending the mind – The art and science of overcoming clinical depression (2021) by Oliver Kamm

Red Star Kim

Back in 2019 I reviewed a book about depression (see Lost connections – Why you’re depressed by Johann Hari (kimtasso.com) ) which was dismissive of medication for depression. I still like the book’s ideas about “disconnection” being a cause of some low mood and depression.

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Aggregage Intent Signal Service

Aggregage Intent Signal Service helps your sales team reach more active buyers sooner. You’ll get names and contact information of specific in-market buyers plus all companies and job titles signaling intent for your product or service. Get the overview to learn more!

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2023 Sales Training Industry Update: Ken Taylor Interview

Sales Readiness Group

Recently, our CEO Ray Makela sat down virtually with industry insider Ken Taylor , CEO of Training Industry, for an in-depth conversation about the current state of sales training and what learners need going forward. Here are three key takeaways from their discussion. Sales Training

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3 Ways to Drain Your Talent Bank

The Center for Sales Strategy

Talk with any manager or leader, regardless of their company, industry, or size, and without a doubt, you will find one thing they all have in common – the struggle to find great talent. Building, and maintaining, a talent bank is not for the faint of heart.

Banking 92
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Alexander Zakharin is a Fanatical Prospector

Sales Gravy

On this fun episode of the Sales Gravy Podcast, Jeb Blount is joined by the incredible social media influencer and successful real estate agent, Alexander Zakharin.

Media 88
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The Importance of Data Analytics in Customer Experience Management

Customer Think

With the vast amounts of data that companies collect from various sources, including customer feedback, social media, and website analytics, it has become essential to analyze this data to gain insights into customer behavior, preferences, and needs.

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The ABM Benchmark Survey

ABM gets better with age — but unfortunately, marketers don't have the luxury of pouring it into an oak barrel for a couple decades to let it mature. It’s clear there’s a maturity gap in ABM strategies, so how can marketers start closing it?

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The Changing B2B Sales Landscape: What Sales Leaders Need to Know and Do

RAIN Group

Sales leaders with a finger on the pulse of B2B sales know that marked change is underway. Some changes have been spurred by the global pandemic, with others hastened by the uncertainty of the economy.

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Future Marketing/BD Manager – Build resilience to avoid being overwhelmed

Red Star Kim

A key theme arising at the March PM Forum “ Future Marketing/Business Development Manager” (with delegates from legal, accountancy and consultancy firms) was about being overwhelmed.

Marketing 130
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The WHY Behind Sales Coaching

Sales Readiness Group

Sales coaching is crucial in improving sales reps' performance and selling skills. However, many managers don't prioritize this essential task. Why aren't sales managers spending enough time coaching, and what can be done about it? These are important questions to answer.

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How to Spot Sales Talent Without Asking Questions

The Center for Sales Strategy

Have you ever met a kid and know what kind of career they were made for? I bet the answer is YES if you really think about it. sales talent assessment sales talent

Sales 95
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Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

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Six Buyer Excuses and How to Respond

Revenue Storm

We, as salespeople, are prone to look at the bright side of everything we hear. By nature, we want to accept everything said to us. We are positive people. My deal is awesome! My client loves me! My deal is definitely going to close this quarter!

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What Is the 95:5 Rule? Does It Apply To Your Company?

Customer Think

In 2021, The B2B Institute, a think tank supported by LinkedIn, published a report featuring several papers authored by researchers with the Ehrenberg-Bass Institute for Marketing Science. One of the papers was written by Professor John Dawes, the A. Blog Digital Marketing

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Business Development Tips for Professional Services

RAIN Group

When it comes to business development for professional services , one of the biggest challenges professionals face is finding time to do it all. After all, you don't sell full-time. Your work, whether it's consulting, accounting, IT, financial services, or engineering, is what you do full-time.

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Be more strategic – A metaphor: Analyse, join and align the dots

Red Star Kim

At the start of March, there was an online PM Forum workshop on “Being more strategic ”. Delegates were from legal and accountancy firms with roles as varied as marketing, digital marketing, business development, PR and key accounts (executives, managers and a director).

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A Deep Dive Into Supply Chain Strategy: Why Yours Isn't Working

Speaker: Michelle Meyer, Founder and CEO of MatterProviders

Michelle Meyer is here to walk you through the future of supply chain strategy, and why your current approach is probably not working. In this exclusive webinar, she will explore ways to develop and perfect your new supply chain design in this post-pandemic era of economic uncertainty.

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New Sales Hire: Industry Experience or “Best Athlete”?

Sales Readiness Group

Many sales managers debate which is better — hiring for industry experience or hiring the “best athlete” (someone with limited industry experience and exceptional selling skills). Recruitment & Selection

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Three Proven Strategies to Increase Your Business Revenue Performance

The Center for Sales Strategy

Businesses need to continually strive for growth and success to remain competitive in the market. One of the most important goals for any business is to increase its revenue performance.

Sales 90
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The 3 Pillars of an Effective Data Management Strategy: Monitoring, Tracking, and Reporting

Strategic Planning and Management Insights

SME Strategy is a strategy consulting firm that specializes in helping organizations align their teams and operations around a shared vision, mission, values, goals, and action plans.

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Understanding how cybersecurity is set to impact the retail industry

Customer Think

The retail industry is constantly evolving, and technology has played a significant role in this change. One of the most notable advancements in the retail industry is the use of digital signage.

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Marketing-Led COVID-19 Growth Strategies: 2022 and Beyond

More than two years in, COVID-19 is far from over. Businesses are tasked with beating pre-COVID numbers, making marketing crucial. This is your time to create brand awareness, bring in the best leads, and play a vital role in new and existing profit.