Software Sales Guru
SEPTEMBER 11, 2023
Do you understand FOFIP? A common sales strategy these days is to use FOMO (fear of missing out) as a catalyst to make something happen. What we don’t often talk about is FOFIP (fear of failing in public). People are more afraid of failing than they are of spiders. In fact, fear of failure is the number one reason people don’t try new things. This. Read more The post Do you understand FOFIP?
Hubspot Sales
SEPTEMBER 11, 2023
When you’re working deals, mastering the art of closing is essential. However, the pressure associated with a traditional closing approach can be daunting, especially for new sales representatives. Unfortunately, many reps don't actually have a closing strategy to help support their process … and if they do, they’re uncomfortable bringing it up. You want to get to a yes or no quickly and not have deals stall, drag on, lose excitement, or change scope.
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The Center for Sales Strategy
SEPTEMBER 11, 2023
Why am I obsessed with quarterly reviews? It's quite straightforward. Clients who implement them almost always gain a clearer understanding of what each Account Executive (AE) needs to succeed. And AE’s who actively participate in them, coming prepared with a review of the last quarter’s performance and a plan for the upcoming quarter, are more engaged and prepared for success than those who don’t.
Customer Think
SEPTEMBER 11, 2023
The image above sits on my desk in my home office as a source of inspiration. It is a simple note from one of my favorite business authors, Jim Collins, responding to an unsolicited copy of our book, The Customer Culture Imperative.
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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.
LinkedFusion
SEPTEMBER 11, 2023
A business’s expansion is not simple. Furthermore, you might as well be playing on hard mode if you’re a small business attempting to establish your reputation in your field. Thankfully, this is where outreach marketing can save the day! In this blog we will walk you through outreach marketing strategies that will help you generate high-quality leads.
Customer Think
SEPTEMBER 11, 2023
The convenience of having a diverse range of products delivered directly to our doorsteps has reshaped the retail landscape. In fact, the total number of digital shoppers worldwide grew by roughly one billion between 2019 and 2022. Looking ahead, the yearly growth rate for US ecommerce sales is forecast to average out at 11.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Customer Think
SEPTEMBER 11, 2023
We have multiple ways of evaluating prices. These differ in terms of how easy they are for us to do and how accurate they are. Understanding how customers evaluate pricing can help you correctly price your products or services.
Cosawi
SEPTEMBER 11, 2023
Dominique’s award-winning expertise and vision have earned her the prestigious recognition of Business Transformation Consulting CEO of the Year 2023. READ MORE The post Business Transformation Consulting CEO of the Year 2023 appeared first on Cosawi.
Customer Think
SEPTEMBER 11, 2023
Good companies care about their customers. But to really understand their wants and needs, brands should know who their customers are. Sounds simple, right? No such luck.
FinListics Solutions
SEPTEMBER 11, 2023
Discover the benefits of enhancing your pre-sales strategy. Learn how pre-sales software can streamline processes, automate data gathering, and target customer personas.
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
SEPTEMBER 11, 2023
The Advantages of the Incumbent Vendor Leveraging Its Impact on Managing Competition, Renewals and Expansion Sales (A Never Stop Learning!
Account Management Skills
SEPTEMBER 11, 2023
Many agencies are using generative AI tools but some are concerned about: Client confidentiality i.e. anything you feed into an AI tool relating to your client Copyright and ownership (of inputs or outputs) Contractual agreements and AI policies Well, thankfully we have lawyers like Sharon Toerek from Toerek Law who specialise in helping agencies navigate this fast-evolving space.
Customer Think
SEPTEMBER 11, 2023
A version of article was first published in the September 2023 edition of the International Journal of Sales Transformation. For many successful and ambitious salespeople, their first move into sales management is perhaps the defining moment in their career. Some will succeed. Some will fail. Some will make the move and then wish they had never abandoned the simpler life of a salesperson.
Account Management Skills
SEPTEMBER 11, 2023
Results of a study have come out called “Building trust and revenue with existing clients” The Jan 2023 study was US-based so if you have US clients, you’ll find this compelling. But even if you don’t, hopefully it’ll make you think about your client’s budget. The key findings One of the key findings was “59% of respondents say their organisation has increased an agency’s budget allocation mid-year” The top reasons given were they: a) Saw success on a particular marketing activity an
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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
Customer Think
SEPTEMBER 11, 2023
Sellers in B2B tech today are in the eye of a perfect storm. The pandemic-era boom of inbound leads has slowed, but the pressure for sellers to close deals is higher than it’s ever been. This is a moment for sales teams to rethink their approach to prospecting in an intentional way.
SmartKarrot
SEPTEMBER 11, 2023
Image Source Managing the services, products, quality, and workforce is vital for any company. However, there is one more thing that is non-negotiable for a thriving organization, and that is having your finances in order. A business Finance Playbook is the exact answer to this need, as it can help you define, organize, and execute financial workflows with ease.
SmartKarrot
SEPTEMBER 11, 2023
Participant Demographics We asked Key Account Management professionals to gain their insights on present challenges and the opportunities they envision through the adoption of automated and intelligent solutions? In your experience, what are the top priorities of a Key Account Management team? How well do you believe the systems and processes in your current organization align with supporting your role in Key Account Management?
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