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?
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.
The Center for Sales Strategy
JULY 1, 2024
New business development is a cornerstone of sales success. Whether you’ve heard it described as a 5-step, 6-step, or even a 9-step process, the number of steps doesn’t matter as much as the quality of execution. Let's break down the most critical steps to kickstart your new business journey: identifying great leads and securing that first meeting. If you can't master these, the rest of the process is moot.
Flevy
JULY 1, 2024
Whether the focus is a strategy, operations, tax, finance, HR, or IT, management consulting firms have become a staple of corporate life. From defining strategic directions to simply serving as an additional pair of hands for outsourced work, management consultants have become inextricably linked to the success of most large organizations. However, festering underneath the myriad consulting offerings, methodologies, and tools, management consulting firms are exposed to vulnerabilities that are u
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.
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.
Planview
JUNE 29, 2024
With so much happening in June, we want to outline important events at Planview with some employee insight. At Planview, ERGs (Employee Resource Groups) play a crucial role in creating connections and involving people in groups that pertain to people’s interests. Our ERGs, such as Planview Kaleidoscope, Pride, and Women at Planview, are actively organizing events and educating employees about their initiatives.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Flevy
JUNE 27, 2024
Most organizations struggle with Strategy execution. In fact, numerous studies from top consulting firms (including McKinsey, Bain, BCG) and Harvard Business Review have shown approximately 70% of strategies fail due to poor execution. Furthermore, organizations only realize about 60% of their strategies’ value. Having a Strategic Management Office –i.e.
Help Scout
JUNE 27, 2024
When writing CSS, the most common formats we use for expressing a color are either a hex code or an RGB value. But are they the best way? Learn to see color as an artist with HSL.
SBI Growth
JUNE 28, 2024
Most companies fail to realize that they could be generating an uplift of two to five percent from every sales rep just by adjusting their compensation plan to focus on incentivizing the right behaviors , which—spoiler alert—many companies do not.
Customer Think
JULY 2, 2024
In the dynamic world of B2B marketing, creating compelling content that drives engagement and conversions is crucial. Two highly effective content types in this arena are case studies and whitepapers. Both can play pivotal roles in your go-to-market (GTM) and content strategies, helping you educate your audience, build trust, and showcase your expertise.
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
Nutshell
JUNE 27, 2024
Good customer relationship management (CRM) software is the not-so-secret weapon of every business that makes consistent sales. A CRM can help you to: manage your leads and customers in one place, encourage collaboration between customer-facing teams, and create a repeatable process for leading your prospect through the buyer’s journey successfully.
Flevy
JUNE 28, 2024
The concept of Core Competence was first introduced by C. K. Prahalad and Gary Hamel in 1990, in their article The Core Competence of the Corporation. Since then, this term has become part of the general business vernacular. Companies constantly claim various things to be part their “core competencies.” But, are these really Core Competencies?
Force Management
JUNE 27, 2024
With funding comes responsibility. In the SaaS world, you don't have time to wait. The global SaaS market is growing more rapidly than even optimists projected (18%), and we’re right at the center of it. Over half of the SaaS firms in the world are located in the US.
SBI Growth
JULY 1, 2024
When we think of great coaches, the picture that frequently comes to mind is of tough, no-nonsense football coaches—"field generals”, Knute Rockne, Vince Lombardi, and Bear Bryant all come to mind. However, famous coaches do more than just give motivational speeches. They are also great teachers during practice sessions, getting their players to buy into new ideas, techniques, and strategies with the goal of constant improvement.
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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.
Customer Think
JULY 2, 2024
From AI to social media, the landscape of ecommerce is changing rapidly. It’s also growing rapidly. The market hit 5.8 trillion USD in 2023 and is predicted to soar to past 8 trillion by 2027.
Nutshell
JUNE 27, 2024
Customer relationship management (CRM) software is an essential tool for streamlining your sales process and closing more deals with less hassle and guesswork. As a SaaS business owner, you understand the importance of good CRM software, and you’re probably already shopping around for a CRM for your business. But the question on your mind might be: “Should I use a SaaS-specific CRM or a general-purpose one?
FinListics Solutions
JULY 1, 2024
It's time to face the truth: traditional sales tactics are dead. Your competition will leave you in the dust if you're not ready to adapt.
Flevy
JULY 2, 2024
MOST Analysis (Mission, Objectives, Strategies, and Tactics) is a powerful framework that redefines Strategic Planning and enhances organizational alignment. By focusing on internal processes and organizational culture , MOST transforms abstract visions into actionable objectives, driving organizations toward success. The framework begins with defining the mission, outlining the organization’s purpose.
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.
SBI Growth
JULY 1, 2024
If you are in a sales slump, the good news is that you have likely experienced sales success in the past and can get back on track. As a starting point, it’s important to recognize that fluctuations in sales results are natural and that several factors impact sales performance. These include economic headwinds, industry trends, changing market conditions, and increased competition.
Customer Think
JULY 2, 2024
As leaders, one of the most crucial skills we must master is accountability. It’s a term that’s often easier said than done, but let’s break it down together – the do’s, the don’ts, and the winning formula. Why should we, as leaders, prioritise this super skill?
Nutshell
JUNE 27, 2024
The one thing a growing business needs– above all else– is sales. For small and mid-sized businesses, it’s important to make more sales while operating as efficiently and budget-wise as possible. A well-managed sales pipeline can help you achieve this. Read on to learn how to manage a sales pipeline for SMBs, the benefits of doing so, and best practices.
QYMATIX
JULY 1, 2024
Everywhere you look, news about generative AI platforms like Chat GPT abound. But the technology isn’t new, so much as it’s gotten amazing press in recent months. We created the cover image of the article with the help of DALL-E. The input command (Prompt) was as follows: “Please generate an image in 16:9 format. It should show you in an environment in which you feel comfortable.
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.
PartnerTap
JULY 1, 2024
Earlier this year I delivered a keynote at the Women of the Channel West conference in Palm Springs about the shifting power dynamics between partners and vendors and the five new co-selling leadership opportunities this creates within companies. If you missed it, here’s a recap of the shifting vendor and partner power dynamics that are accelerating the co-selling movement and why this is a once-in-a-decade career opportunity.
SBI Growth
JUNE 27, 2024
For commercial leaders looking to make 2024 their benchmark year, winning over buyers seems increasingly difficult. They’re not alone in thinking so: most CEOs we spoke to agree that external buyer factors are the biggest challenges to commercial productivity. They cite unpredictable changes that occur in the buying process, threatening to reset all buying progress.
Customer Think
JULY 2, 2024
Do you have vacant software developer roles in your organization? Does it take you a long, long time to fill a technical role than it does to fill a non-technical role? Is it hard to find talent who can fulfill the specific criteria you are looking for?
Planview
JUNE 28, 2024
When delivery time is slow and unpredictable, demand exceeds capacity, and constraints and dependencies are poorly understood, it’s hard to deliver fast or pivot quickly. And now, paired with a sluggish economic environment, these factors put increasing pressure on anyone who’s focused on creating and delivering business value faster (read: everyone).
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.
Strategic Communications
JULY 1, 2024
Content marketing is still something that a lot of companies, large and small, continue to invest in. The ultimate goal, of course, is sales. But, along the way to a sale, content marketers must first capture attention, drive traffic to a website (in most cases), and deliver on the promise that their copy promo or social media post suggested. SEO, or search engine optimization, has been a big part of this process.
PartnerTap
JULY 1, 2024
In May this year our CEO, Cassandra Gholston , delivered a keynote at the Women of the Channel West conference in Palm Springs about the shifting power dynamics between partners and vendors and the new opportunities this creates for co-selling. During this talk she identified five new co-selling leadership opportunities and roles that people in the room could step up for regardless of their level within their companies.
SalesGlobe
JULY 1, 2024
Whether or not the idea of “Growth at all costs” is dead, organizations are nevertheless revising sales incentive plans to limit incentive costs if organizational goals are missed. Sales incentives and commissions are a significant contributor to Operating Expenses and are early candidates for cost-cutting areas. Fortunately, organizations can protect against high costs while maintaining target pay levels, and still provide significant incentives for high performance.
Customer Think
JULY 2, 2024
Introduction How UAE is taking initiatives in leveraging AI Whar are the investment Plans by Saudi Arabia How Indian AI Developers plays an important role in the Project? Future Growth of Saudi Arabia and the UAE with AI development. AI is revolutionizing industries worldwide, and the Middle East has understood its importance.
Advertiser: ZoomInfo
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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