Upland

MARCH 13, 2023

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.

Prioritization 195

Prioritization Account Planning CRM Sales 195

Nutshell

MARCH 17, 2023

B2C 154

B2C Onboarding Prioritization B2B 154

Red Star Kim

MARCH 17, 2023

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.

Transportation 130

Transportation Marketing Digitalization Suppliers 130

Sales Readiness Group

MARCH 14, 2023

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

Sales 127

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The Center for Sales Strategy

MARCH 6, 2023

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.

Onboarding 113

Onboarding Sales 113

Strategic Planning and Management Insights

MARCH 20, 2023

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.

Construction 90

Construction Facilitation Leadership Organization 90

Brooks Group

MARCH 8, 2023

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.

Negotiation 98

Negotiation Marketing Leadership Digitalization 98

Red Star Kim

MARCH 16, 2023

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.

Client Relationships 130

Client Relationships Key Account Management Onboarding Banking 130

Sales Readiness Group

MARCH 8, 2023

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

Sales Management 126

Sales Management Management Sales 126

The Center for Sales Strategy

MARCH 21, 2023

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.

Meetings 88

Meetings Sales 88

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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.

B2B

CMOE

MARCH 6, 2023

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

Finance Innovation Emotional Intelligence Leadership 98

The SAMA Podcast

MARCH 19, 2023

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.

Account Management 88

Account Management Key Account Management Management 88

Software Sales Guru

MARCH 13, 2023

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

Software Software Customer Success Management 130

Red Star Kim

MARCH 10, 2023

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.

Organization 130

Organization Meetings Management 130

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Sales Readiness Group

MARCH 7, 2023

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

Sales Training 126

Sales Training Sales 126

The Center for Sales Strategy

MARCH 14, 2023

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

Banking Management Sales 92

Sales Gravy

MARCH 7, 2023

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

Media Sales Marketing 88

Customer Think

MARCH 9, 2023

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.

Customer Experience 123

Customer Experience Media Management 123

Advertiser: ZoomInfo

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?

Marketing

RAIN Group

MARCH 8, 2023

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.

Sales Environment 84

Sales Environment B2B Sales 84

Red Star Kim

MARCH 7, 2023

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

Marketing Management Prioritization Emotional Intelligence 130

Sales Readiness Group

MARCH 1, 2023

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.

Prioritization 127

Prioritization Sales Sales Management Management 127

The Center for Sales Strategy

MARCH 2, 2023

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

Sales 95

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!

Marketing

Revenue Storm

MARCH 14, 2023

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!

Procurement 78

Procurement Value Proposition Decision-making Stakeholders 78

Customer Think

MARCH 9, 2023

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

Publishing 117

Publishing B2B Digitalization Marketing 117

RAIN Group

MARCH 1, 2023

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.

Financial Services 81

Financial Services Sales 81

Red Star Kim

MARCH 6, 2023

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).

Strategic Thinking 130

Strategic Thinking Cybersecurity Marketing Artificial Intelligence 130

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.

Supply Chain

Sales Readiness Group

MARCH 20, 2023

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

Sales Management 113

Sales Management Management Sales 113

The Center for Sales Strategy

MARCH 13, 2023

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

Sales Marketing 90

Strategic Planning and Management Insights

MARCH 6, 2023

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.

Facilitation 79

Facilitation Organization Decision-making Management 79

Customer Think

MARCH 16, 2023

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.

Cybersecurity 110

Cybersecurity Retail Digitalization 110

Advertiser: ZoomInfo

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.

Marketing