Trending Articles

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How to Negotiate Professional Fees

Vantage Partners

Despite all the expertise professional services firms demonstrate when negotiating on behalf of their clients, they struggle to negotiate their own fees with these same clients. Why is this?

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Boost Sales Performance with AI Coaching

The Center for Sales Strategy

Leveraging technology to gain a competitive edge is not just advantageous; it's essential. AI-powered communication coaching is at the forefront of this transformation, offering sales teams a revolutionary way to enhance their performance. By integrating artificial intelligence into sales training, organizations can provide their teams with personalized, data-driven insights that traditional methods simply can't match.

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How SAMA’s Customer Advisory Board Influences Best Practices in SAM

Strategic Account Management Association

SAMA's Customer Advisory Board serves as a direct line of communication between SAMA and some of the most experienced and insightful leaders in the SAM community, providing us with critical feedback that shapes both our strategy and the broader SAM ecosystem. The post How SAMA’s Customer Advisory Board Influences Best Practices in SAM appeared first on Strategic Account Management Association.

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Cross-Functional Collaboration: The Key Account Manager’s Secret Weapon

Account Manager Tips

The post Cross-Functional Collaboration: The Key Account Manager’s Secret Weapon first appeared on The KAM Coach Learn how Key Account Managers can leverage cross-functional collaboration to boost client satisfaction, drive revenue growth, and become a strategic leader within their organizations.

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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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Beyond the Inbox: How AI Enhances Email Marketing’s Relevance and Impact

Customer Think

Despite the emergence of many new and exciting consumer-facing channels over the years, email still sits at the top of the channel food chain for marketers. And while not the most dynamic concept, email marketing – when done right – still has the proven ability to make an impact.

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From Search to Sale: Aligning Your SEO Strategy with Your Sales Funnel

The Center for Sales Strategy

In marketing, businesses often struggle to align their SEO efforts and sales objectives, leading to missed opportunities. However, by integrating SEO strategies with the sales funnel through a thoughtful content strategy, companies can attract high-quality leads and improve conversion rates. This alignment enhances online visibility and streamlines the sales process.

Sales 109

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Shifting Gears: Transforming Traditional Automotive Software Delivery in the Digital Age

Planview

The automotive sector is undergoing a paradigm shift, transitioning from its traditional hardware focus to a software-centric industry. To remain relevant and competitive, automotive companies must embrace digital transformation across their operations. Adapting to technological innovations and making strategic decisions is key to thriving in this rapidly evolving environment.

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The Four Corners Analysis

Flevy

Strategic Analysis remains at the heart of any successful organizational effort, providing a comprehensive view of both internal capabilities and external market conditions. It informs critical decisions on resource allocation, market opportunities, and risk mitigation, ensuring organizations remain agile and forward-thinking. Within this, competitor analysis takes center stage.

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How to Master Social Listening in Sales

The Center for Sales Strategy

Social listening is a powerful tool that can provide crucial insights to help guide decision-making. Most businesses know this and may already have some social listening tactics. But does your current social listening strategy drive sales? Keep reading as we explore how social listening is linked to sales and offer some tips to help you grow your sales by improving your social listening.

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Old Habits Die Hard

Vantage Partners

Some providers are stuck in old habits of spending most of their time, emphasis and focus on price. Explore the strategic implications, and learn how to adapt.

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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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Latest Podcasts: Leading Teams to Success

Force Management

Last month, the Revenue Builders Podcast shared stories from the sales world and beyond of leaders who built, coached and motivated elite teams. From Bowling Green University football coach Brian White to accomplished Human Resources expert Hollie Castro, these leaders have some wisdom to impart on building great relationships and coaching greatness out of the individual.

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Advice for New Sales Managers: 10 Tips

Brooks Group

Congratulations! You’ve just been promoted to sales management. As you start this new chapter in your career, you’re likely experiencing a lot of emotions. You’ve worked hard for this opportunity, and now you have the chance to coach and mentor others and lead your team to new heights. Yet, alongside the thrill, there’s an undercurrent of nervous energy.

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The CAGE Distance Framework

Flevy

Global expansion is tough. Even the most seasoned executives can find themselves daunted by the complexities of entering new markets. The CAGE Distance Framework —crafted by strategy expert Pankaj Ghemawat—was designed to address this challenge. It’s not just about market entry, it’s a comprehensive tool that evaluates the “distance” between your home country and target markets across four critical dimensions: Cultural, Administrative, Geographic, and Economic.

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Cultivating Coaching Skills in Your Sales Leaders

The Center for Sales Strategy

Successful leaders coach. Period. It’s a skill that is absolutely necessary to succeed in sales and sales leadership. Sellers who don’t receive coaching and feedback get off track, pursuing the wrong leads, prioritizing the wrong activities, and focusing on the wrong goals. In contrast, sellers who receive good coaching tend to stay on track, finding and connecting with strong prospects, focusing on potential, and realized key accounts, meeting and exceeding their goals.

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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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Go Fast or Go Home

Vantage Partners

“We know which providers move faster or slower. It doesn’t really show up on any formal selection criteria, but some providers aren’t even going to hear from us because we know it will take them too long to respond.

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7 of the Most Effective Ways to Build Credibility With Prospects, According to Sales Leaders

Hubspot Sales

Sales is, in large part, the art of developing trust in a tight window — making credibility one of the most valuable assets you can have when engaging with prospects. With that said, cultivating and projecting credibility can be extremely tricky in a sales engagement. To help you out on that front, we connected with some sales leaders for the strategies they leverage to establish themselves as credible, consultative resources for prospects.

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How to Promote Continuous Improvement in The Workplace

Kainexus

Tony Hsieh, the former CEO of Zappos, famously said, “If you get the culture right, most of the other stuff will just take care of itself.” He might not have been thinking of a continuous improvement culture specifically, but he’s right. Culture is the foundation on which success is built. Strong leaders build the foundation for the culture they want to achieve.

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Keep Your Brand Consistent With Marketing Email Templates

Nutshell

With Nutshell Campaigns , you can create emails from previous broadcasts, blank messages, and Nutshell-provided templates. Now, you’ll also be able to save messages as marketing email templates and share them with your team. Company-wide email marketing templates will enable seamless branding across all your company’s email communications and make customization a breeze.

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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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Why Adaptability is a Must Have Quality in Your Next Sales Hire

The Center for Sales Strategy

If you have ever coached a seller who struggled to adapt to changing situations and circumstances and just kept doing the same thing over and over because they’ve always done it that way, you likely understand the importance of hiring people with adaptability. It can make or break a salesperson’s success. An adaptable salesperson has the ability to adjust and thrive in various situations and environments, making them a valuable asset to any sales team.

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How to Define and Execute a B2B Customer Experience Strategy

Customer Think

In this article, I explore the often-overlooked elements of strategy development to avoid simply repeating common discussions on this topic. Article source: [link] Introduction A well-executed B2B customer experience (CX) strategy can be the cornerstone of long-term success in today’s competitive landscape.

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Annual Planning: Drive GTM Efficiency Through Productivity

SBI Growth

Join us on for SBI’s Halloween Edition webinar on October 31 st , 2024 at 12pm. Engage with Eric Estrella, Alicia Lee, and Tony Erickson as they walk through the impact productivity has on GTM efficiency. Learn strategies to avoid productivity pitfalls, how to navigate the ever-changing buyer journey, and ways to address a lack of productivity.

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Sales Kickoffs: Removing Roadblocks and Friction

Force Management

The sales kickoff (SKO) is where you the stage for what’s coming, explain what’s changed and chart the path for success in the next year. But let’s get real. Rallying the troops and rah-rah speeches are great, but they are not what helps land high-value accounts or meet the growth imperative. Moving the needle comes by taking direct action on the day-to-day selling motion.

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The 2023 Supply Chain Crystal Ball: Challenges and Solutions

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.

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9 Common Social Selling Mistakes You Need to Avoid, According to Experts

Hubspot Sales

A solid social selling strategy falls somewhere between “nice-to-have” and “need-to-have” in the modern sales landscape. Activities like prospect outreach, cultivating brand awareness, and online relationship building are all enhanced by social media — so having a solid presence on these platforms can really help your case. But navigating social selling isn‘t always straightforward.

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5 Misconceptions About Talent and Strength Management

The Center for Sales Strategy

Recently, I have been spending a lot of time talking with managers about their underperforming salespeople. I want to help leaders win, and having AEs who are not performing is a huge problem for most. This made me reflect on how leaders hire and where they spend their time. Unfortunately, many leaders spend a lot of their time with AEs who have a “talent” deficit.

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What Is The MEDDIC Sales Methodology? A Beginner’s Guide

Nutshell

If you’re in the business of sales, you’ve likely heard of MEDDIC. But maybe you’re unsure of the finer details or want to brush up on your knowledge. In this guide, we’ll explain what the MEDDIC sales methodology is (including its two successors, MEDDICC and MEDDPICC), the pros and cons of the method, and how you can implement it into your team’s sales process.

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How to Build a Top Sales Team with a Great Sales Training Program

SBI Growth

Like a championship sports team that needs great athletes , exceptional salespeople are the lifeblood of a high-performing sales organization. But if you have recently recruited new salespeople, you probably have also experienced how brutal it is to try to hire top talent in today's market. Even during more favorable hiring conditions, hiring sales executives is risky.

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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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Thriving in a Changing Market: Preparing B2B Sales Teams to Exceed Buyer Expectations

FinListics Solutions

B2B sales teams and executive buyers face a new reality where market shifts can turn strategies upside down overnight. Competition is intense, and clients demand more than just product knowledge—they expect insights, relevance, and a deep understanding of their business landscape.

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Transform Your Health and Sales Success With Proud Posture feat. Josh Hulsebosch

Sales Gravy

Sales professionals are always looking for fresh strategies to boost their performance and outshine the competition. Surprisingly, one key factor that’s often neglected is their physical fitness for sales. On this episode of the Sales Gravy Podcast, Jeb Blount discusses how physical fitness impacts sales success with online fitness coach Josh Hulsebosch.

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Recruiting for a High-Performing Sales Team: Roles and Key Competencies

The Center for Sales Strategy

Let’s cut to the chase—there’s no magic formula to building a successful sales team. Unless, of course, you consider “hiring the right people” a kind of magic. The foundation of any high-performing sales structure starts with one thing: talent. You can have the latest CRM, a killer product, and the best marketing team behind you, but you're spinning your wheels without the right people in the right roles.

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Nutshell’s Fall 2024 Product Roadmap 

Nutshell

As summer turns to fall, we have some exciting updates in the pipeline here at Nutshell. We’re bringing you a better way to organize your marketing efforts, innovations that will engage your leads and customers across multiple channels, and enhancements to our meeting scheduler tool you won’t want to miss. Before we dive into what’s ahead, here’s a look back at everything launched at Nutshell over the spring and summer: Nutshell IQ Marketing email templates REST API documentation Custom domains

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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.