Red Star Kim
OCTOBER 16, 2023
This article is a summary of the conversation and key takeaways from a workshop in London for MBL. Delegates included both partners and business development professionals (some with a banking background) from law firms (employment, criminal, disputes, offshore), accountancy practices (audit, forensic, insolvency and restructuring and financial services.
Software Sales Guru
OCTOBER 16, 2023
3 Ways to Excite Your Buyers Most prospects are content to stay with the status quo because the personal risk associated with attempting change looms large. This is especially true if the need they have is something technical, like the monitoring of logs or single sign on. Intellectually they know things could be improved, but this is not a visceral or emotional pain point for.
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Hubspot Sales
OCTOBER 16, 2023
Networking on LinkedIn brings you something a cocktail hour doesn’t: data. So you might be wondering, who viewed your LinkedIn profile? Well, you can find out. However, it’s what you do with the knowledge that matters. In this article, we‘ll dive into how you can see your profile views. You’ll also learn how you can increase your visibility. Let's dive in.
Sales Readiness Group
OCTOBER 16, 2023
In the modern, competitive sales landscape, negotiation is no longer simply about price. It is about value. Smart sales professionals know that a deep understanding of how the deal will unfold and who will be involved is crucial to setting yourself up for a successful negotiation. But what are the key elements you should focus on before entering into negotiations?
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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.
Kainexus
OCTOBER 16, 2023
Lean Agile, often called Lean-Agile or Agile at Scale, combines Lean principles and Agile software development methodologies for larger, more complex projects and organizations. It extends Agile concepts to address the challenges of managing large teams, multiple projects, and complex systems while still emphasizing customer value, collaboration, and adaptability.
The Center for Sales Strategy
OCTOBER 16, 2023
One of the most important, and often most fun, parts of the sales process is discovery meetings. These are often referred to as “needs analysis meetings,” and their main goal is to uncover the desired business results of the prospect or client. The success of these meetings lies in both the setup and the execution. It’s important to: Prepare yourself and the prospect or client by sharing an agenda and expectations for the meeting.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Revegy
OCTOBER 16, 2023
The B2B sales landscape is undergoing a significant transformation. According to studies, 40% of top sales performers are now leveraging the Challenger sales model, moving away from the traditional solution selling towards a more dynamic approach—value selling… With buyers becoming more informed than ever, it’s crucial for sales professionals to evolve and adapt to this changing […] The post The Ultimate Guide to the Challenger Sales Model appeared first on Revegy.
Customer Think
OCTOBER 16, 2023
A happy customer comes from a good customer experience (CX). A good CX requires professional and consistent support throughout the entire customer journey. This means providing high-quality customer service (CS) both before and after the point of sale. Larger companies can devote individuals and even entire departments to sustaining elite CS.
Planview
OCTOBER 16, 2023
The Value Stream Management Consortium (VSMC) has become, over the past three years, a pivotal entity in championing the principles and practices of Value Stream Management. Their insights, drawn from a diverse pool of survey respondents, provide a comprehensive view of the VSM landscape. The State of Value Stream Management Report 2023 , in particular, stands out due to its inclusivity, drawing data from respondents across various organizational sizes, ranging from nimble startups with 1-99 emp
Customer Think
OCTOBER 16, 2023
Have you heard of “human-in-the-loop,” or HITL for short? It’s not a new concept, but it has certainly grown in popularity in the last year with the emergence of generative AI and its various use cases. (I know. “Emergence” is an understatement.) AI is probably the hottest topic in CX right now.
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.
Showpad
OCTOBER 16, 2023
For companies that offer products or services, sales success is central to business success. And across the commercial landscape, competition is fierce and expectations from buyers are higher than ever. This coincides with a significant shift in the business of sales, sparked by recent steps forward in the field of Artificial Intelligence (AI). Forward-thinking companies and their sales teams are already using AI-powered capabilities to their advantage: adding further value to every buyer inter
Customer Think
OCTOBER 16, 2023
1. Journey Mapping 2. Surveying customers (VOC) 3. Creating ROI’s 4. Hiring CX “program” managers 5. Engaging CX consultants 6. Buying technology 7. Attending CX conferences 8. Listening to CX webinars and podcasts 9. Reading the latest “how to do CX” book. 10. Tracking NPS scores No, the headline of this article isn’t a misprint.
Luminas Strategy
OCTOBER 16, 2023
From Dave Youland, Senior Consultant Business-to-business marketing has always been challenging. In this article by Forester, the author sheds light on the increased difficulties brought about by the convergence of intense competition, more discerning customers and channel disintermediation. Successfully targeting demanding business buyers has become an even more formidable task.
Customer Think
OCTOBER 16, 2023
Today, you can’t just choose a single platform to engage customers. You need to leverage them all. From social media platforms like Facebook, X (Twitter), and Instagram to email marketing, there are endless opportunities for you to connect with your target audience. This is what cross-channel customer engagement is all about.
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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 Outcomes
OCTOBER 16, 2023
B2B marketers face external challenges that may impact marketing effectiveness in 2024 and beyond. While I can’t predict specific challenges that B2B marketers will face in 2024, we can share what we hear from our client marketing leaders. We’ve identified some common challenges likely to persist or evolve in the B2B marketing landscape.
Customer Think
OCTOBER 16, 2023
Let’s assume that most Starbucks Rewards members are regular coffee drinkers. How many would be willing to give up a free Grande Pumpkin Latte for a non-fungible token, or NFT? Starbucks is evidently aspiring to figure that out.
Help Scout
OCTOBER 16, 2023
In this post, we take a closer look at conversational AI, an area of AI technology now playing a large role in customer support experiences. We cover what it is, how it works, and how it can be used as part of a successful support strategy.
Customer Think
OCTOBER 16, 2023
Generative AI is a long-term technology advancement that will dramatically transform how business is conducted. As it approaches the mainstream, discussions have reached a fever pitch with everyone wondering how it will impact their day-to-day lives, both positively and negatively.
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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
QYMATIX
OCTOBER 16, 2023
In the ten years leading up to 2020, the German wholesale industry saw a decline of around 34,000 businesses, as reported by the Statistisches Bundesamt. So has the total number of companies in wholesale trade (excluding trade in motor vehicles) in Germany fallen continuously in recent years, most recently to around 135,000 in 2020. Farewell wholesaler?
Customer Think
OCTOBER 16, 2023
It’s not surprising to call a business and be greeted by an IVR system that helps us navigate to the right department or handle issues on our own through self-service options.
SmartKarrot
OCTOBER 16, 2023
To keep up with the ever-changing business landscape, it is crucial for companies to stay prepared and resilient in the face of unexpected challenges. One effective way to achieve this is through the implementation of digital playbooks in business continuity planning. This approach combines the power of digital tools with strategic guidance to ensure smooth operations, optimize customer success , and drive sustained growth.
Customer Think
OCTOBER 16, 2023
Note: Sharon Drew now has available a 5-session How of Change™ program for folks interested in brain-based, permanent behavior change. Watch the one-hour video introduction. Why does it seem so hard to change a habit or a behavior? Why do we drag our feet when buying a replacement appliance or car?
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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
OCTOBER 16, 2023
Businesses of all kinds are embracing the AI revolution, and for good reason. AI technology promises to not only automate routine tasks — giving human staff more time and energy for higher-order work — but also boost productivity and performance, leading to growth and a better bottom line.
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