Brooks Group

MARCH 27, 2025

According to a study of over 1,300 organizations, 84% of organizations that focused on improving customer experiences increased their revenue. A customer-centric strategy puts the customers needs, wants, and communication preferences at the center of the buying process. Happy customers drive repeat business and higher profits.

Account Management 96

Account Management Sales Sales Training Profitability 96

Nutshell

APRIL 26, 2023

What is a CRM system in marketing? But with the right Customer Relationship Management (CRM) solution, you can optimize your marketing to suit the unique needs of every customer, just like you might in a small independent business. What is a CRM system in marketing? What are some CRM marketing examples? What is CRM?

Marketing 171

Marketing CRM e-Learning Software 171

Nutshell

JANUARY 30, 2025

Every marketing team should clearly understand whether its efforts are yielding results. However, many marketing departments struggle to define their key performance indicators (KPIs) or establish effective analytics tracking, which can make their marketing reports less useful. Table of Contents What is a marketing report?

Marketing 83

Marketing Media Decision-making Digitalization 83

Hubspot Sales

SEPTEMBER 6, 2024

After our own chatbot implementation, we conducted a quick evaluation and found the total time saved amounted to an entire full-time equivalent (FTE) — I think this is a very positive result that would be even more profound in larger organizations or those with high-traffic web properties.

Sales 115

Sales Negotiation Prioritization Communication 115

Mike Kunkle

OCTOBER 8, 2023

Nowhere is this truer than with the commercial organization. It is THE thing that we’re taking to market, and without strong product-market fit, everything is an uphill battle. I call out the Demand Gen engine, even though it’s part of the larger Marketing function. One that I will expand over time from this foundation.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

Hubspot Sales

AUGUST 7, 2024

Delivering a product to a global audience in highly competitive fields requires impeccable organization, constantly improving customer retention, and top-tier relationship management — and some assistance from AI and automation can only help. The CRM market size is expected to grow to $262.74 User Experience. Long-Term Investment.

CRM 115

CRM Software Software Onboarding 115

Nutshell

JULY 8, 2021

“Oh, your email ended up in my spam folder” is what email marketers and salespeople hear in their nightmares. If your emails are ending up in your recipients’ spam folders it means that your sales and marketing are having no impact. Related: How to ensure email deliverability using Nutshell Marketing.

Marketing 149

Marketing Organization Communication Publishing 149

Sales Gravy

SEPTEMBER 16, 2023

Delivering A Next-Level Customer Experience In this Sales Gravy Podcast, Jeb Blount talks to Clare Dorrian, SugarCRM's CMO, about putting people first, building human connections, and prioritizing the customer experience in a saturated market. In a highly competitive market, differentiation is key.

Customer Experience 116

Customer Experience Marketing Prioritization Sales 116

Holden Advisors

SEPTEMBER 21, 2021

In our experience, the real problem boils down to one thing—the inability to create and build a business vision that propels your customer’s organization to embrace change. Make your buyer a champion by ensuring they communicate the financial improvement to their leaders. Top-performing strategic account managers get this.

Decision-making 435

Decision-making B2B Profitability Account Management 435

Hubspot Sales

AUGUST 26, 2024

In fact, when you’re tenacious enough to book a call, data from Marketing Wizdom suggests that a mere 2% of sales leads will close on the first meeting. Improve Messaging Even when a prospect is an ideal fit, closing the deal requires thoughtful communication.

Sales 122

Sales Meetings Communication Stakeholders 122

Hubspot Sales

AUGUST 20, 2024

For companies with a wide range of products, use your website or marketing efforts to highlight what others in their situation have done. Here is the tiered structure for Marketing Hub. Consumer goods corporation Procter & Gamble ran into a severe choice paralysis issue within their own organization in the mid 2000s.

Decision-making 111

Decision-making B2C B2B Software 111

Brooks Group

MARCH 6, 2024

Sales effectiveness also corresponds with the return your organization gets from its sales investment. But improving sales effectiveness is a complex task that few organizations do well. Most organizations track a few key performance indicators (KPIs) such as win rates, quota attainment, and revenue growth.

Organization 104

Organization Account Management Sales Sales Training 104

Brooks Group

JANUARY 9, 2025

Understanding the difference between landing new business and managing existing accounts is critical for your sales organizations success. Essential Skills for Sales vs. Account Management The specific requirements of each role will vary depending on your companys unique market, environment, and goals.

Account Management 104

Account Management Management Sales Value Proposition 104

SuperOffice

JULY 5, 2022

B2B marketing is simple: Attract new customers and keep existing customers. While the marketing part might sound easy, it’s the buying process that’s complex. And that’s where modern day B2B marketing begins. Set a marketing goal. Communicate in the right channel. Communicate with both groups.

B2B 129

B2B Marketing Acquisition Media 129

Red Star Kim

JUNE 12, 2023

Things continue to move at pace in the world of digital marketing and marketing automation (MarTech). Digital Marketing update webinars (June 2023). He went on to outline steps in the marketing chassis. Here are some highlights: Organic search 96% prospects locate your site through Google Search key phrases.

Digitalization 130

Digitalization Marketing Advertising B2C 130

Red Star Kim

FEBRUARY 1, 2024

International Marketing Benchmark 2024 from Meridian West – AI dominates the agenda. Key findings of the International Marketing Benchmark 2024 Unsurprisingly, there is generally much greater business confidence. increase in marketing budget 6. And Gen AI appears to dominate both management and MBD agendas.

Marketing 130

Marketing Leadership Profitability Digitalization 130

Red Star Kim

SEPTEMBER 29, 2023

The September PM Forum workshop on “ Professional and Practical Skills for Marketing and Business Development (M&BD) Assistants” was attended by 18 delegates from legal, accountancy, consultancy and actuarial firms. Differentiation is a critical aspect of professional services marketing and is no different in personal brands.

Marketing 130

Marketing Stakeholders Communication Digitalization 130

Red Star Kim

MARCH 7, 2023

A key theme arising at the March PM Forum “ Future Marketing/Business Development Manager” (with delegates from legal, accountancy and consultancy firms) was about being overwhelmed. There were conversations about overwhelmed marketing/BD managers, overwhelmed M&BD teams and overwhelmed fee-earners.

Marketing 130

Marketing Management Emotional Intelligence Leadership 130

Hubspot Sales

SEPTEMBER 12, 2024

Keep this age group in mind as you try to hone your messaging and outreach, but don’t forget that younger buyers will be entering the market in the coming years. They rely on these platforms 60% of the time, which is far more than their next leading source of new information, which is marketing emails at 41%.

B2B 116

B2B B2C Decision-making Software 116

Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Table of Contents How can Sales and Marketing collaborate? Let’s take a closer look with some examples: Product datasheets.

Marketing 111

Marketing Sales Decision-making Energy and Utilities 111

Red Star Kim

JULY 22, 2022

Despite being published in 2018 (before the Covid pandemic pushed digital marketing into the stratosphere) and being pretty basic it has some good content. So here’ a book review: Build your digital marketing strategy by Steve Brennan. Know your customer starts with “Marketing connects when it triggers emotional responses in people”.

Digitalization 130

Digitalization Marketing Construction Publishing 130

Cosawi

JANUARY 24, 2025

By Dominique Ct CEO & Founder Cosawi Why isnt Marketing in the KAM/ SAM journey ? Customer-Led and Team-Enabled Marketing In the evolving landscape of Key Account Management (KAM), Account-Based Marketing (ABM) has emerged as a cornerstone for driving customer-centric innovation.

Co-Creation 40

Co-Creation Marketing Key Account Management Value Proposition 40

Brooks Group

MARCH 4, 2025

Research from The Brooks Group shows a culture of coaching can make a difference in todays competitive market. But some sales organizations lack formal, well-executed sales coaching programs. Gartner research reveals only 40% of sales professionals report a well-established coaching culture at their organization.

Management 88

Management Sales Meetings Sales Training 88

Hubspot Sales

SEPTEMBER 4, 2024

Pro tip: Don't wait until your customer data and communications get messy before adopting a CRM. This organizes your data and gives you a CRM your business can grow with. Enhances Data Organization CRMs consolidate customer data in one location. This organization saves the time you’d otherwise waste gathering scattered data.

CRM 105

CRM Software Software Marketing 105

Mike Kunkle

AUGUST 19, 2024

These systems are interrelated, interconnected, and symbiotic, forming the backbone of a maximized go-to-market machine. However, there are nuances in their application that vary based on the specific context and needs of an organization. In terms of context, market dynamics (and changes in Buyer Acumen) affect sales processes.

Sales 269

Sales Sales Training Onboarding Sales Management 269

Mike Kunkle

OCTOBER 2, 2022

It’s targeting (markets, personas, problems). It’s “other-centric” servant leadership (leading, serving, acting in your buyers’ and customers’ best interests, creating, communicating, and confirming value, and change management). You should act in alignment with your company’s branding and marketing.

Co-Creation 278

Co-Creation Negotiation Sales B2B 278

Sales Gravy

SEPTEMBER 19, 2024

In this episode they dive into key insights on building effective sales training, the importance of a well-defined go-to-market strategy, and the power of partnerships to drive customer success. Proficiency Framework: Organizations that excel in training have a clear framework for progression—from theory to practice and application.

Sales Training 98

Sales Training Marketing Sales Onboarding 98

Mike Kunkle

AUGUST 30, 2023

Enablement professionals don’t market, they don’t sell, and we don’t directly manage front-line sellers nor sales managers. This conundrum can breed skepticism, both within the enablement team (as mentioned above) and from the stakeholders in their organization. It’s a classic case of influence without authority.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Account Manager Tips

JUNE 29, 2021

Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Recognize market trends as well as the strengths and weaknesses of competitors. Improve communication. Develop the right relationships with the right people.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Mike Kunkle

AUGUST 8, 2023

These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success. 7 Common Barriers to Sales Transformation Barrier 1: Siloed Mindsets and Departments One of the most persistent challenges in many organizations is the presence of siloed mindsets and departments.

Sales 221

Sales Prioritization Innovation Sales Training 221

Force Management

MARCH 14, 2024

If you’re leading an organization that’s selling a solution, whether in an established market or a new vertical, you’re competing for your buyers’ attention. Successful sales organizations know how to consistently rise above the noise and command greater market share.

Communication 151

Communication Organization Marketing Sales 151

Planview

NOVEMBER 1, 2024

How your enterprise responds to that change can determine whether your organization is an industry leader or another company stuck in the middle of the pack. Organizations that lack the business agility to pivot could risk falling behind and losing their competitive edge.

Prioritization 65

Prioritization Innovation Decision-making Organization 65

Brooks Group

OCTOBER 14, 2024

In a world where customers can easily switch to a competitor, sales organizations that fail to meet these new expectations risk losing opportunities. Retaining Customers in a Competitive Market There are several differences between customer satisfaction and customer loyalty. Train on providing ongoing value between purchases.

Emotional Intelligence 84

Emotional Intelligence Negotiation Sales Training Construction 84

DemandFarm

JANUARY 12, 2025

These elements are often challenging to maintain in organizations where sales, marketing, and customer success operate in silos. Organizations increasingly recognize the inefficiencies caused by siloed operations. In this blog, well explore how RevOps can be the backbone of your KAM strategy. What is RevOps?

Key Account Management 52

Key Account Management Account Management Decision-making Prioritization 52

Cosawi

NOVEMBER 26, 2024

In 2024, we’re witnessing rapid changes as companies adapt to evolving market dynamics and shifting customer expectations. From advancements in technology to new consumer behaviors, organizations are rethinking their strategies to stay competitive. To accelerate your SAM journey, establishing a Center of Excellence (COE) is crucial.

Innovation 52

Innovation Account Management Account Planning Decision-making 52

Hubspot Sales

MARCH 13, 2025

Most organizations have at least five or six processes that warrant unique milestones: Add-on business Renewals Services Maintenance SMB sales Large accounts National accounts Etc. Among the factors to consider for annual goals are team capacity to hit targets, lead generation requirements, territory capacity, and market dynamics.

Meetings 95

Meetings Sales Stakeholders Decision-making 95

Insightly

JUNE 13, 2023

Are you feeling a little stuck in your marketing career? Even though the marketing career path isn’t a straight one, there are a few steps you can take to advance your career. Marketing jobs are dynamic, and you may never feel like you’ve completed everything on your long ‘to-do’ list. Do I want to: Pursue a marketing specialty?

Marketing 98

Marketing Remote Working Decision-making Meetings 98