Sat.Mar 23, 2024 - Fri.Mar 29, 2024

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Thrive in the Downturn: Essential Key Account Growth Strategies

Account Manager Tips

Discover how to achieve exceptional account growth with proven strategies, even in economic downturns. Transform challenges into opportunities.

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Renewal Realities: Navigating the Challenges of Client Retention

The Center for Sales Strategy

The 5th Annual Media Sales Report asked salespeople where their jobs are getting easier and where they are harder. 31% of salespeople responded that renewing clients is more challenging than ever before. It's indeed crucial to recognize the evolving dynamics of client renewals in today's market landscape. With the increasing options available to clients, retaining them has become more challenging and important than ever before.

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8 of the Most Difficult Types of Prospects (& How to Deal With Them), According to Real Sales Leaders

Hubspot Sales

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Want more content like this? Subscribe to our newsletter! Are you ready for a shocking, next-level revelation that's going to turn your world upside down? Here it is: Prospects aren't always easy to deal with. Boom! That's the kind of astute, game-changing insight you can only find here at The Pipeline , baby.

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The Definitive Guide to Client Onboarding and Positive Customer Experiences

Nutshell

Regardless of your business type or industry, a well-thought-out and structured client onboarding process is the secret to long-term customer retention. It’s where the rubber meets the road, and the initial relationship you’ve built with your customer before their purchase is put to the test. You may think that your welcome and monthly check-in emails are enough to keep your clients satisfied.

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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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15 Best Books Every Key Account Manager Should Read

Account Manager Tips

Unlock the secrets of key account management with must-read books that reveal how to master every challenge. To be the best, you have to learn from the best.

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How to Make a Webinar Email Stand Out

Customer Think

If you haven’t noticed, Webinar emails have become extremely formulaic:* A couple of lines of copy stating the business problem to be addressed* 3-4 bullet points summarizing the agenda or main topics* a call to action, normally accompanied a desperate plea of “don’t miss this event” It might be another symptom of our AI-driven times, […]

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How Customer Retention Drives Revenue Growth feat. Barry Klein

Sales Gravy

On this episode of the Sales Gravy Podcast, Jeb Blount, the author of People Love You: The Real Secret to Delivering a Legendary Customer Experience, sits down with Talroo's Vice President of Success and Enablement Barry Klein to discuss why a focus on customer retention is crucial for revenue growth. Jeb and Barry explore and focus on the strategic importance of customer success, the value of human interaction, and the role of company culture in shaping customer experiences and relationships.

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Eliminate the Disconnects that Undermine Your PMO’s Value

Planview

We talked about how the PMO can be one of your organization’s greatest strategic value drivers. But how do you ensure your PMO is actually equipped and capable of achieving your desired business outcomes? In this post, we will discuss how you can get the most value from your PMO. And it starts with understanding the purpose they play in your organization.

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Are Customers Telling Brands About Their Experiences?

Customer Think

Earlier this week, Marketing Charts shared the results of a study conducted by Qualtrics XM Institute that looked at whether or not customers shared feedback about their experiences – and with whom or how they shared that feedback.

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Unleashing Growth: Navigating Retail Success with Continuous Improvement

Kainexus

Staying ahead of the curve is paramount to success in the ever-evolving retail landscape. With consumer preferences, market trends, and technology constantly shifting, retailers must adapt and innovate continuously to remain competitive. This is where the concept of continuous improvement becomes invaluable. By fostering a culture of constant improvement, retail organizations can not only meet the changing demands of consumers but also drive operational efficiency, enhance customer experience, a

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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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Help Scout’s Shopify Integration: More Functionality At Your Fingertips

Help Scout

From accessing order details to processing refunds and cancellations all in one place — learn how to spend less time switching systems and more time taking care of customers with Help Scout's Shopify integration.

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How to Manage a Sales Pipeline for a Startup

Nutshell

As a startup, having a well-running sales pipeline is vital to facilitate sales actions and help your team close deals faster. Read on to learn more about the importance of sales pipelines for your business and how to manage a sales pipeline for your startup. Table of Contents Why is a sales pipeline important for a startup? What is a sales pipeline?

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Leveraging a Design, Build, Deliver Approach to Achieve CX Excellence

Customer Think

Customer experience (CX) is one of the most critical success factors for consumer-facing businesses. Unfortunately, many organizations’ CX offerings fall short of their customers’ growing expectations, leaving them frustrated, dissatisfied and looking to other brands for better options.

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LinkedIn is your Secret Weapon for B2B Lead Generation

The Center for Sales Strategy

When it comes to B2B lead generation, leveraging the right platforms is a practical step for growth. Among the myriad of available options, LinkedIn stands out as a powerhouse for connecting businesses with ideal prospects. With an extensive professional network predominantly composed of business professionals, LinkedIn offers outstanding opportunities for lead generation.

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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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Valuable Insights from SBI’s Executive Growth Forums

SBI Growth

Every quarter, SBI hosts a series of Executive Growth Forums where leading executives (CEOs, CROs, Presidents, CCOs, COOs, and more) are invited to a dynamic roundtable discussion to share ideas and perspectives on the future of B2B go-to-market (GTM) strategy. In these forums, we also share insights gathered from SBI’s quarterly CEO surveys, which are valuable to help executives stay ahead of developing market trends.

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Selling your agency in 2024, with Jonathan Baker

Account Management Skills

Welcome to episode 110. This episode is for you if you’re an agency owner either interested in buying agencies to grow, or selling your agency at some point. It’s also enlightening if you work in an agency and you want to understand the process of mergers and acquisitions. Jonathan Baker, Practice Lead in M&A at Punctuation joins me and shares a lot of tips and insights about the buying and selling process, including: the current state of M&A and why right now might be a real

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How Continuous Improvement and Customer Feedback Drive Business Success

Customer Think

In my last article (Harnessing the Power of Customer Feedback to Win Hearts and Cultivate Loyalty) I spoke about the importance of actioning customer feedback. I want to continue this topic now by focusing on using the information for continuous improvement of the brands and services you offer.

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Don’t Blame Technology for Process Failures

Excelerate

Have you ever felt like you're stuck in a workday twilight zone, endlessly having déjà vu moments talking about and trying to fix the same issues? Then, someone will suggest a magical solution: "A new system or system change will do the trick!" It sounds promising at first, but the truth is, technology is only as effective as the processes it is meant to support.

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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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AI for Business Transformation I Use AI as Your Mission Multiplier

OnStrategyHQ

Artificial Intelligence (AI) is the hottest topic in 2024, just as in 2023, and will most likely continue to be in 2025 and beyond. We are witnessing the beginning of a shift that will impact the world for years to come. So, what does that mean for your organization? The transformative power of AI for business is a tangible reality for organizations and companies to multiply their mission and gain a competitive edge.

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Cracking the Consulting Code: Top 10 Customer-centric Design (CCD) Frameworks

Flevy

Business frameworks and methodologies are structured tools to approach complex, but common business challenges. They allow us to cut through noise, zero in on the key issues, and facilitate the development of insightful recommendations. The importance and usefulness of business frameworks in the consulting world—especially among the global strategy firms—cannot be overstated.

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The Future of SEO: Ethical Practices and AI Integration in 2024

Customer Think

Are you tired of using outdated SEO practices that fail to keep up? Each day, search engine algorithms become more advanced and sophisticated, leaving traditional SEO methods in the dust.

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Mastering Pre-Sales Strategy: Your Guide to Success

Arpedio

In today’s competitive business landscape, the role of pre-sales strategy in driving business success cannot be overstated. It serves as the foundation for establishing strong customer relationships, understanding market dynamics, and ultimately closing deals that drive revenue growth. Let’s delve into the importance of pre-sales strategy and its impact on overall business success.

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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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President Private Cloud Of Rackspace - Brian Lillie On Customer Inspired Innovation

Strategic Planning and Management Insights

Brian Lillie, President of Private Cloud at Rackspace, introduces us to customer inspired innovation along with insights on leadership and technology.

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CRM Lead Management Tips

Insightly

Unsurprisingly, CRM, or Customer Relationship Management , is the foundation of any successful sales and marketing strategy. It encompasses a wide range of practices, technologies, and methodologies to nurture relationships with prospects and customers. At the heart of CRM lies lead management —a process that involves capturing, nurturing, and converting leads into loyal customers.

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Your Hidden Super Power

Customer Think

Premise: Any superhero worth their salt has an origin story, a story where they are normal people to start with, even weak and pushed around. Then there is an inciting incident that leads them to discover a super power that they possess.

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It’s Not About Being Tough, It’s About Growth: Giving Useful Feedback

CMOE

We’ve all heard the phrase “Sticks and stones can break my bones, but words will never hurt me,” but that’s just simply not true. Words can and do hurt, especially when someone criticizes something you’ve created or a talent that you’ve worked hard to develop and view as a personal strength, like the skills required in your role. There is often a negative perception of feedback because it’s commonly used to discuss something that was done wrong or a mistake that was made.

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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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IMPACT Selling®: How to Unleash Revenue Potential with Sales Team Training

Brooks Group

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. The data backs this up. Research shows that sticking with a sales process correlates with success.

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How to Master Remote Change Management

AchieveIt

The business landscape today is defined by a relentless rhythm of change, driven in no small part by rapid advances in technology, evolving customer expectations, and now more than ever, global shifts like the rise of remote work. For leaders and HR professionals, the challenge isn’t just about handling change well; it’s about doing so when face-to-face interactions aren’t possible.

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How to Improve Your Customer Journey: 7 Useful Tips

Customer Think

A customer journey represents individuals’ interactions with brands or their preferred solutions. It encompasses different phases, from brand awareness to the conversion stage and beyond. A customer journey showcases the experiences a brand offers to its current and potential customers.

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Cracking the Consulting Code: Top 10 Innovation Frameworks

Flevy

Business frameworks and methodologies are structured tools to approach complex, but common business challenges. They allow us to cut through noise, zero in on the key issues, and facilitate the development of insightful recommendations. The importance and usefulness of business frameworks in the consulting world—especially among the global strategy firms—cannot be overstated.

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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.