Force Management
DECEMBER 26, 2024
As we wrap up another year, it's time to reflect on the resources that have resonated most with our sales leadership community. From actionable strategies to insightful discussions, these pieces have provided valuable guidance to help leaders navigate the complexities of sales leadership. Check out our top visited resources of 2024.
Brooks Group
DECEMBER 26, 2024
Sellers and buyers are on two separate tracks. As a sales professional moves a lead through the stages of the sales process , their prospects and customers are on their own path: the buyers journey. The buyers journey is the process a potential customer goes through when becoming aware of, considering, and purchasing a product or service. Its like the sales funnel, but from the perspective of a buyer.
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Strategic Account Management Association
DECEMBER 9, 2024
Jochen Koetzle, Head of Strategic Account Management at Endress+Hauser Group, explores the essence of collaborative ecosystems, their role in driving innovation, providing solutions, and ensuring resilience. He also shares insights on his organization's efforts to highlight the transformative power of collaboration. The post Collaborative Ecosystem appeared first on Strategic Account Management Association.
Sales Gravy
DECEMBER 12, 2024
In this episode of The Sales Gravy Podcast, Jeb Blount, Jr. welcomes Kirk Richardson, author of Craft Beer Country, to dive into the world of craft beer, exploring trends, challenges, and the rise of IPAs. Discover how the craft beer industry has blended innovation and tradition to become a cultural phenomenon. Key Takeaways: Resilience in Craft Beer Market: Despite challenges in the beer industry, craft beer gained a 13% increase in market share in 2023, weathering the storm better than large-
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Vantage Partners
DECEMBER 18, 2024
How do you stack up against your competitors in the IT Services market? What do clients truly care about, and how do you know which of your efforts are having the most impact in how your clients view you?
Hubspot Sales
DECEMBER 20, 2024
Over on Trends , our community members have front-row seats to predictions and analysis on future business opportunities. But how does the Trends team consistently discover emerging ideas? Spoiler: Our analysts arent psychics theyre skilled researchers implementing a tried-and-tested formula. We do not predict the future, says Trends analyst Ethan Brooks.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
ProlifIQ
DECEMBER 18, 2024
Leveraging AI In Pre-Sales and Post-Sales Processes Account research has historically been cumbersome, taking hours to find the different details you need to make a strong pitch to your target accounts. AI is being used across every function now, but the pre-sale process is a terrific place to bring AI into your process and workflow. Let’s talk about how to use AI in account planning.
Vantage Partners
DECEMBER 10, 2024
At the end of the day, winning in a tight market isnt just about understanding customers and solving problems; it's about doing it better than others.
SBI Growth
DECEMBER 12, 2024
Drawing insights from our recent CEO Value Creation Pulse Report , its clear that leaders are entering 2025 with varying levels of confidence. Some are surpassing their expectations, others are holding steady, and many are exploring strategies to recover from a challenging year.
Nutshell
DECEMBER 13, 2024
You’ve put in the effort to drive traffic to your website, and you’re finally seeing the results. But the real question is: are those visitors converting? The goal isn’t just to attract traffic, but to capture valuable contact information with the aim of converting them into customers over time. This is where lead magnets come in. In this blog, well explore what lead magnets are, share some effective examples and ideas, and provide tips on how to boost your lead magnet conversi
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.
FinListics Solutions
DECEMBER 18, 2024
Executive B2B buyers are flooded with options. In a crowded and competitive sales market, capturing attention isnt just difficult; its a full-scale battle for relevance. Generic pitches and surface-level insights are a fast track to irrelevance in these high-stakes environments. To earn executive buyer confidence, successful B2B sales teams need an edge that makes them indispensable.
Hubspot Sales
DECEMBER 17, 2024
Not-so-spoiler alert: I am fully on the AI train. And the more I learn about it, the more Im convinced using AI in payments and other processes is a good thing. Recently, I sat down with Emanuel Darlea , an entrepreneur who dubs himself the ChatGPT for clients, to discuss how artificial intelligence is changing the financial landscape. In this post, Ill share the insights I learned from my conversation with him, plus share the many reasons and benefits businesses like yours can gain from incor
Vantage Partners
DECEMBER 10, 2024
Vantage periodically executes a "State of Pharma Alliance Management" report, based on surveys, benchmarking studies, and informal conversations with Heads of Alliance Management across the industry.
SBI Growth
DECEMBER 9, 2024
Hiring and onboarding new sales hires can be extremely challenging especially for sales managers who lead, manage, and coach an existing sales team. Focus on these five factors to increase your odds of success with new sales hires.
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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
ACT
DECEMBER 18, 2024
Running a professional services business is no easy feat. Whether youre launching a new firm or looking to take your company to the next level, youll face several challenges. For starters, entrepreneurs must find skilled professionals who have a knack for building client relationships. In a recent survey of decision-makers in the professional services sector, 96 percent of respondents reported difficulties forecasting roles and skills for future projects.
FinListics Solutions
DECEMBER 11, 2024
Financial acumen can make or break a B2B sales deal. Without the ability to connect solutions to clients financial goals, sales reps quickly lose momentum. Executive buyers expect proposals that show a direct impact on revenue and profitabilitynot vague promises. When sales reps cant speak to the numbers that matter, they risk losing credibility and the deal.
Aepiphanni
DECEMBER 5, 2024
An honest exploration of hope fatigue, its impact on entrepreneurs, and practical strategies to regain momentum and achieve meaningful progress.
Hubspot Sales
DECEMBER 18, 2024
Im going to share a little inside baseball with you. When I saw the topic AI and franchising, I was nervous. Its a niche subject, and I wanted to cover more than just the expected franchises. You know, the famous fast food franchises. (Although you will find some of that in this article, too.) Anywho, I was nervous because I thought I wouldnt be able to speak directly to any franchises that are currently using AI.
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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.
RAIN Group
DECEMBER 20, 2024
Going into 2025, we take the time to reflect on the joys and challenges of 2024. We are grateful for our friends, families, and clientsthank you for being a wonderful part of our year. From all of the humans and animals here at RAIN Group, we wish you a safe and happy holiday season.
Cranfield Executive Development
DECEMBER 18, 2024
"I have developed an array of new skills, opening up the options for whats next.
SBI Growth
DECEMBER 5, 2024
Commercial productivity has been stuck in neutral, hovering at 62-64% for several years and despite advancements in technology and strategy, commercial efficiency is eroding. The culprit lies within the buyer’s experience. In their recent webinar , Nick Toman, Chief Strategy and Product Officer, and Bryan Kurey, Head of Research, revealed insights from their latest study on commercial efficiency.
ClearPoint Strategy
DECEMBER 23, 2024
Simplify data sharing and amplify impact using public-facing dashboards within ClearPoint.
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.
Hubspot Sales
DECEMBER 20, 2024
Over the past year, Ive learned about many use cases for AI across sales and marketing. But, one use case I havent seen talked about as much is AI pricing models. AI is already a useful solution for many sales processes, from automating manual tasks to uncovering personal data. So why not apply AIs data-driven approach to pricing models and optimization, too?
RAIN Group
DECEMBER 18, 2024
Gain valuable insights into successful sales practices with RAIN Group's collection of 114 sales statistics. The sales world is in constant flux. With longer buying cycles, the rise of AI, and the shift to virtual selling, its tougher than ever to know whats working. As decision-making teams grow more complex, staying on top of these changes is crucial.
Cranfield Executive Development
DECEMBER 17, 2024
As a non-finance professional, I now feel much more confident in tracking financial performance, spotting risks, and using data to guide strategic decisions.
LinkedFusion
DECEMBER 20, 2024
When it comes to finding quality leads, LinkedIn isnt just another social media platformits the largest professional network in the world. And with LinkedIn Sales Navigator, youre not just scrolling through profiles; youre using a precision tool designed to help you identify, connect with, and engage your ideal clients. Whether youre a seasoned sales professional or just starting your lead generation process, this blog will show you how to use LinkedIn Sales Navigator to generate leads, streamli
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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
Sales Gravy
DECEMBER 15, 2024
Over the past two months the team at Sales Gravy has been working hard on our business plan for next year. Like so many other companies, we build an annual business plan because we need to know where were going and how to get there. Were not leaving our fate to chance. Our business plan is compass that helps us navigate and stay on track to reach our goals.
AchieveIt
DECEMBER 11, 2024
When organizations think about technology, they often view it as a back-office function, ensuring that systems run smoothly, emails are delivered, and firewalls remain intact. However, technologys role is much broader and more impactful. In a recent episode of The Strategy Gap , Tonjia Coverdale , Senior Vice President and Chief Strategy Officer for Operations and Technology at Associated Bank, shared her insights on how technology can be leveraged as a strategic partner to drive business growth
Flevy
DECEMBER 14, 2024
The Octalysis Framework , developed by Yu-kai Chou, is a sophisticated consulting framework designed to enhance engagement through the strategic use of gamification. It identifies 8 core drives that underpin human motivation, enabling organizations to transform routine interactions into compelling experiences. With applications spanning industries like education, healthcare, and corporate environments, Octalysis offers a structured pathway to achieving user engagement that aligns with organizati
Envisio
DECEMBER 13, 2024
We love to see our customers turning their strategic goals into real outcomes. Since July, weve seen some amazing progress with many public sector organizations implementing impactful initiatives in their communities. Here are four standout strategic success stories that demonstrate the power of clear strategy, community engagement, and performance management in action. 1.
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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