The Center for Sales Strategy
OCTOBER 3, 2024
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.
Force Management
OCTOBER 3, 2024
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.
The Center for Sales Strategy
OCTOBER 2, 2024
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.
Customer Think
OCTOBER 1, 2024
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.
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.
Flevy
OCTOBER 1, 2024
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.
Planview
OCTOBER 2, 2024
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.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Nutshell
SEPTEMBER 30, 2024
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.
FinListics Solutions
OCTOBER 2, 2024
The B2B sales landscape is more challenging than ever. With buyers more informed and demanding, relying on outdated sales tactics is a recipe for failure. Modern sales teams must evolve—or risk losing ground to competitors who offer deeper insights and strategic value. The pressure is real: it’s no longer about selling a product but providing value and solutions that align with a client’s long-term business goals.
Hubspot Sales
SEPTEMBER 30, 2024
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.
The Center for Sales Strategy
OCTOBER 1, 2024
Here you are again. It’s Monday morning, and your team looks like a pack of zombies. They’re physically present but mentally checked out. Sound familiar? If so, your team’s engagement levels may be in a slump, which means it’s time to breathe some new life into your workplace culture. Here are six tactics to boost motivation and performance. Your team will thank you.
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
SBI Growth
SEPTEMBER 30, 2024
Understanding what motivates a sales team is a significant challenge faced by sales managers. Typical sales teams often span three or even four generations, each shaped by unique experiences and values. Recognizing and adapting to these generational differences is crucial for effective sales leadership, reducing turnover, and driving better sales performance.
Customer Think
OCTOBER 1, 2024
I originally wrote today’s post for Sprinklr. It appeared on their site on March 21, 2024. When customers interact with brands, they want (expect) a smooth, seamless, consistent, and personalized experience – via their preferred channel.
Nutshell
SEPTEMBER 30, 2024
Cold calling is here to stay. At least in the real estate industry, it remains a highly-effective method for generating leads and new business for your agency. In this guide, we’ll show you how to get started to build a real estate cold calling campaign. Plus, you’ll get 15 effective cold calling scripts to use in various types of conversations. Table of Contents What is cold calling in real estate?
Help Scout
OCTOBER 3, 2024
Help Scout to expand its reach through TD SYNNEX's extensive global reseller network, making it easier for more businesses to discover and adopt Help Scout's powerful customer communication platform.
Advertisement
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.
The Center for Sales Strategy
SEPTEMBER 30, 2024
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.
SBI Growth
OCTOBER 2, 2024
Growth is often at the forefront of any value-creation strategy for many companies. While CEOs may successfully drive rapid growth over extended periods, eventually, an organization's very foundations must evolve to support more ambitious growth targets. For organizations that find themselves being outpaced by competitors and facing slowing revenue growth, it might be time for a go-to-market (GTM) revamp.
Customer Think
OCTOBER 1, 2024
Platitudes and gross simplifications regarding the impact of the Employee Experience on the Customer Experience abound. EX = CX. Happy employees = happy customers. Take care of your employees, and they will take care of your customers. These are pabulum. No one disagrees that customer-facing employees are your CX delivery system.
Groove HQ
OCTOBER 2, 2024
Ever feel like your customer support team is running on a hamster wheel? Your dedicated agents are working overtime, but those inquiries keep rolling in. To make matters worse, there’s little spare time to ensure that the information you’re providing across agents and channels is consistent. If that sounds familiar, it’s time to build a […] The post How To Build a Customer Support Knowledge Base appeared first on Groove Blog.
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.
Help Scout
OCTOBER 4, 2024
Learn all about AI ticket routing, the pros and cons of using it, and some suggestions on how to determine if it’s the right fit for your support team.
Planview
OCTOBER 4, 2024
At Planview, our mission is to build the future of connected work by empowering our customers and teams to excel in what matters most. Whether it’s driving innovation or enhancing customer engagement, collaboration, and dedication are essential to success. This brings us to our latest employee spotlight! Today, we are getting to know one of the seven Ryans at Planview — Ryan Brant, a Senior Account-Based Marketing Manager.
Strategic Communications
OCTOBER 4, 2024
Random, middle of the night thought… Those of you who have been in the content marketing industry for a while (at least back to 2008) probably remember the “content mills” and how tough the market was for writers back then until Google switched up its algorithms to reward sites for original, higher-quality content. I’m wondering if the same thing might happen again as GenAI-generated content proliferates and begins (maybe already has!
LinkedFusion
OCTOBER 4, 2024
Welcome to the wild world of LinkedIn Analytics! If you’re a marketer, business owner, or just someone looking to up their game on LinkedIn, understanding analytics is your secret weapon. Let’s break down everything you need to know to track your metrics like a pro in 2024. Key Takeaways Harness Native Analytics : Utilize LinkedIn’s native analytics to easily access insights and data right from the platform.
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.
Groove HQ
OCTOBER 1, 2024
Intercom? Help Scout? GrooveHQ? Which one will be the best Zendesk alternative? The sleeper who beats Zendesk for you is. The post The Best Zendesk Alternative for Small Businesses appeared first on Groove Blog.
Customer Think
OCTOBER 1, 2024
Learn more about Colin Shaw: Join over 85,000 people on our LinkedIn Newsletter list or visit our website for more great podcast episodes. Listen to the podcast: Personalization is an exciting and developing area for Customer Experiences. On the podcast, we hosted Graham Hill, Ph.D., to talk about it, and I wanted to share […] The post How to Join the Personalisation Revolution to Move from Ordinary to Extraordinary appeared first on Beyond Philosophy.
Envisio
OCTOBER 3, 2024
We all have good intentions, but the reality is the vast majority of people struggle to accomplish goals. In a recent study by Dr. Michelle Rozen, only 6% of individuals follow -through and accomplish their goals, with 50% dropping off within the first six months. Staggering as these numbers are, they align with one of the public sector’s biggest challenges: executing strategy.
Brooks Group
OCTOBER 3, 2024
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.
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.
CMOE
OCTOBER 2, 2024
“What you think, you become.” This notion, attributed to Buddha’s wisdom, encapsulates the mindset of an effective leader—but what is a leadership mindset, and what does it entail? At its core, a leadership mindset is a set of beliefs and thought patterns that empower an individual to guide and inspire others toward achieving shared objectives. Embracing this mindset can transform the way you approach challenges and harness opportunities in your role.
Groove HQ
SEPTEMBER 30, 2024
Are buyers constantly leaving feedback you don’t know what to do with? Customer sentiment and needs should always be aligned. If it’s not, you can leverage feedback to improve the customer experience. Many businesses are sitting on the untapped potential of feedback, unable to make sense of it all or unwilling to put in the necessary […] The post 4 Steps for Conducting a Customer Sentiment Analysis appeared first on Groove Blog.
AchieveIt
OCTOBER 2, 2024
In the latest episode of “The Strategy Gap” podcast hosted by AchieveIt, guest Isha Dhar shared invaluable insights into the multifaceted world of sales operations across several tech giants. As we delve into this engaging episode, three key takeaways stand out that can be invaluable for professionals at any stage of their career. Listen to The Strategy Gap A podcast about the space between savvy strategy and practical execution, including everything that can go wrong on the way.
PandaDoc
OCTOBER 2, 2024
Direct sales is a popular business approach that allows companies to sell products directly to consumers without the need for intermediaries. This method can provide several advantages, including higher profit margins, better customer relationships, and greater control over the brand. Let’s go over the ins and outs of direct sales, what makes it different from multi-level marketing (MLM), what to include in an effective direct sales model, and how PandaDoc can support your direct sales strategy
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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