Customer Think
JULY 25, 2024
Introduction This article was originally posted on: [link] Delivering superior customer experience (CX) is paramount for business success. A well-crafted CX strategy transcends the superficial touchpoints of customer interaction, delving into the cohesive integration of all company divisions to deliver consistent, high-quality customer interactions.
The Center for Sales Strategy
JULY 8, 2024
Habits are routine behaviors that are repeated enough to become automatic. Habits help enhance productivity, build relationships, and increase overall performance. Many AEs need to add new habits to their priorities. Adding some or all of the below will help improve your chances of closing deals and achieving your sales goals. Take a look!
SBI Growth
JULY 18, 2024
Facing headwinds from inflation, rising wages, and decades-high interest rates, it has been a challenge for commercial leaders to realize their growth ambitions. The way forward doesn’t seem to be any easier: CEOs and CFOs must continue to tighten spending while still allowing for necessary growth investment, requiring full attention from growth leaders to make the right decisions now for growth in 2024 and beyond.
Nutshell
JULY 5, 2024
Sales can be tough work. Salespeople constantly put what they’re selling (and maybe even themselves) up for rejection, then deal with the daily challenges of staying motivated and balancing lots of demands on their time. That’s where motivational sales quotes can come in handy. Although it’s rewarding, sales can feel like a marathon—and it requires just as much training, technique, and mental toughness.
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.
Hubspot Sales
JULY 22, 2024
I'm always saying, “Sound, well-structured business email templates are central to effective sales communication, initiating productive sales conversations, and sustaining relationships with prospects and customers.” Okay, maybe I'm not always saying that — nor have I ever actually said it word-for-word out loud — but it's still an important sentiment.
MDI Training
JULY 22, 2024
Weak vs Strong AI – Unraveling the Myths You prefer to listen to this article? Click here to access our AI-generated audio version: Weak vs Strong AI – Unraveling the Myths Artificial Intelligence has become an integral part of our daily lives, from virtual assistants like Siri and Alexa to recommendation systems on Netflix and Amazon. However, there remains a significant misconception that AI can do more than humans, including possessing human-like understanding and reasoning abilit
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
The Center for Sales Strategy
JULY 16, 2024
The most common reason employees give for quitting their last job is that their manager didn't care about them. 70% of top performers who leave their jobs point to a breakdown in a relationship. Those employees aren’t your strugglers, or even your run-of-the-mill, average players. They are your top performers — those who you worked so hard to recruit, invested time in training and coaching, and who lead to the biggest growth in your organization.
SBI Growth
JULY 15, 2024
The classic sales maxim, "People buy from people they like," is supported by extensive behavioral science research. Dr. Robert Cialdini , a renowned psychologist, emphasizes the principle of liking in his influential book, " Influence: The Psychology of Persuasion.
Vantage Partners
JULY 3, 2024
As an all-too-experienced General Counsel asked recently at a conference: “When you force outside counsel to cut their rates, do you really think the partner is going to be as likely to write off some of their own inefficiencies?
Hubspot Sales
JULY 15, 2024
LinkedIn officially surpassed one billion users last year — yes, you read that correctly — making it one of the most (if not the most) effective, versatile resources sellers have to connect with buyers. But even though having a productive LinkedIn presence is one of the bigger “no-brainers” in sales, a lot of reps struggle to leverage the platform to its full potential.
Advertiser: ZoomInfo
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
Force Management
JULY 18, 2024
Consumption pricing is associated with some of the fastest-growing SaaS companies of the past few years, including Snowflake , Datadog , Zscaler , and MongoDB. The consumption-based pricing model is popular because it helps these types of companies manage costs and gives the customer more control and transparency in how much they’re billed. But if the customer doesn’t directly see the value of your solution, they may stagnate or even fall in their usage.
Customer Think
JULY 19, 2024
This article was originally posted on: [link] In the competitive landscape of B2B technology and services, effective onboarding and design are crucial elements for achieving successful adoption and enhanced customer experience. You may have noticed the provocative title—”The Hidden Truth: Why Customer Experience, Tech Onboarding, and Design Aren’t the Keys to B2B Growth.
The Center for Sales Strategy
JULY 18, 2024
What is the best response when asked, “Is the price negotiable?” Your first reaction might be to lower the price to close the deal. Interpreting their question as a request will result in lowering the price. Offering to lower the price, only to find they will continually ask for more. A better response is to demonstrate the value of your offering. Work with your prospects to help them better understand the value of your services, products, and deliverables.
SBI Growth
JULY 26, 2024
Is your sales organization appropriately staffed, or are there gaps in your headcount? Many CFOs base their sales team size on faulty assumptions or a narrow view. Underestimating leads to missed opportunities, while overestimating can erode profits — both costly errors when your sales revenue targets are at stake. Today, we'll explain how to calculate sales force size correctly, starting with recognizing and avoiding common pitfalls.
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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.
Vantage Partners
JULY 3, 2024
Our team enjoyed presenting ( here's our presentation ) at Cambridge Healthtech Institute’s Strategic Alliance Management Congress in Philadelphia earlier this month. This conference is an annual highlight for us! The specialist focus, experienced practitioners, and commitment to sharing our successes and learnings as a community is always inspiring.
Hubspot Sales
JULY 19, 2024
You know what would have been great to have access to during my days as a teacher? An AI presentation maker. Whether you’re a teacher or a business professional, eye-catching presentations are a great way to spread (and digest!) information quickly. Thankfully, AI presentation makers are becoming popular design tools. And one of the biggest perks of AI for presentations is that it can save you valuable time.
Force Management
JULY 25, 2024
Artificial Intelligence (AI) is a fast-growing new market sector. Recent estimates show more than 75,000 AI companies exist, with more than $107B invested in these types of companies over the last two years.
Customer Think
JULY 3, 2024
Article source: [link] Ethnography and customer experience (CX) blend seamlessly to create a richer, more comprehensive understanding of customers. Ethnography’s immersive approach provides context and depth to customer interactions, offering insights into behaviours, needs, and pain points that traditional methods might overlook.
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.
The Center for Sales Strategy
JULY 24, 2024
The media sales industry faces a significant challenge: securing quality appointments with prospects ready to do business. Media salespeople excel when engaging with prospects, identifying needs, and selling solutions, but the current system forces them to spend excessive time cold calling. This inefficiency leads to only one or two quality appointments a week, hindering even the most talented sellers from achieving better results.
SBI Growth
JULY 25, 2024
Effective annual planning often makes the difference between achieving your growth goals and falling behind the competition. However, for CEOs and growth leaders to make the right decisions today that may affect results in 2024 and beyond, they need to first establish a fact base to help them identify the key growth levers that are vital to their success.
Nutshell
JULY 18, 2024
This spring, Nutshell launched the following new features and improvements: New email sync controls Email Booster Nutshell forms spam prevention PeopleIQ Nutshell Notetaker Company hierarchy Nutshell Campaigns access permissions Multiple attendees for Scheduler meetings (For a full list of all Nutshell updates, head to our Product Updates page!) This summer, the Nutshell team is working hard to bring you new features that will make it even easier to stay connected with customers!
Strategic Communications
JULY 22, 2024
Popular wisdom has it that people like to read stories and that storytelling is a very important skill for content marketers to have—even if they work in the B2B realm. But what if your content team is hesitant about storytelling? How can you convince them of its importance? This is a question I responded to recently on LinkedIn. My two main points: first find out why they’re hesitant.
Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst
Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.
Force Management
JULY 4, 2024
Last month, the Revenue Builders Podcast welcomed leaders who have embraced risks and unique approaches that have led to true transformation for their organizations, teams and careers. From the transformative power of knowing your purpose to navigating new and untapped markets, these conversations provide insight and inspiration that could help you transform your approach to reach even greater success.
Customer Think
JULY 11, 2024
In this episode of the Sales Leadership Awakening podcast, Jenn Steele, CEO and Co-Founder of SoundGTM, discusses the challenging dynamic between marketing and sales teams. She highlights the common blame game between marketing and sales and the importance of effective communication and collaboration between the two functions.
The Center for Sales Strategy
JULY 3, 2024
Succession planning isn’t just a buzzword—it’s the cornerstone of survival. Identifying and developing future sales leaders ensures an organization's long-term health. Remember, effective succession planning is not just about filling positions but also about fostering a culture of growth and preparedness that aligns with the company’s long-term strategy and goals.
SBI Growth
JULY 16, 2024
As women in professional settings, we need to recognize the fact that we often have taller hurdles to overcome to succeed in our careers, but having the correct mindset and creative solutions to such problems are key to that success.
Speaker: Michelle Vazzana
Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?
Kainexus
JULY 17, 2024
" Operational excellence begins with having the right strategy, but it's realized through relentless focus on execution and continuous improvement. " Jeff Bezos - Amazon Operational excellence is crucial for business leaders aiming for continuous improvement because it establishes a framework for consistently delivering high-quality products and services while optimizing processes and reducing waste.
Nutshell
JULY 10, 2024
Making mistakes is part of life—and business. Chances are you’ll need to send an apology email to a customer at some point in your career. Knowing how to do it effectively could be the difference between an unsatisfied customer and one with renewed trust in your brand. Although every apology will depend on the situation at hand, there are certain general rules to follow when learning how to apologize professionally and effectively via email.
FinListics Solutions
JULY 17, 2024
Chief Marketing Officers (CMOs) hold the reins to creativity and brand innovation, yet they often find themselves at odds with their financial counterparts. A recent AdWeek survey revealed that while CFOs generally appreciate the work of CMOs, a staggering 54% believe their marketing leaders lack a solid grasp of finance. This disconnect can impede strategic collaboration, ultimately hindering a company’s growth and sales potential.
Customer Think
JULY 3, 2024
Gone are the days of manually organizing schedules, painstakingly compiling performance metrics and developing sales strategies from scratch. Now, there’s an AI for that. The transformative benefits of generative artificial intelligence (GenAI) in the workplace is undeniable, with seemingly limitless use cases enterprise-wide.
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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