The Center for Sales Strategy
OCTOBER 26, 2023
Discovery meetings are a vital tool for uncovering new business opportunities. In these conversations, sales managers and sellers have a unique chance to learn about potential clients, understand their challenges, and present solutions tailored to their needs. The key to an effective discovery meeting lies in the ability to ask thoughtful questions, actively listen, and establish genuine rapport.
Customer Think
OCTOBER 26, 2023
In early 2023, sales professionals worldwide logged into ChatGPT for the first time with the expectation that they’d never have to write sales messaging themselves again.
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Force Management
OCTOBER 26, 2023
In today's economic climate, cross-selling and upselling have become more challenging due to the budget constraints of customers. While gaining new customers is always a positive outcome for any organization, the ability of your sales representatives to sell additional products or services to existing customers is often the key to meeting your revenue targets consistently.
Customer Think
OCTOBER 26, 2023
Are you wondering why people add your products to their cart and then leave without checking out? If so, you are far from alone! Cart abandonment is a major issue that business leaders and marketers across all industries have to deal with regularly.
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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.
Zendesk
OCTOBER 26, 2023
Atrium offers an AI sales management solution that helps sales organizations become more data-driven and efficient. It does so by continuously monitoring sales teams’ performance and alerting sales leaders and managers about any issues, so they can be addressed early. Pete Kazanjy, co-founder of Atrium, shares his tips on how to build a successful business and discusses how he formed a 35,000-member sales community by creating top-tier content.
FinListics Solutions
OCTOBER 26, 2023
The enterprise B2B selling environment continues to evolve in complexity, and increasingly, customer executives are expecting sellers to know how their company is performing financially and how their solutions enhance performance. At the recent Sales Enablement Society (SES) Conference, our survey of sellers’ financial competencies was taken during the “Seven Steps to Creating a Customer-First Revenue Organization” breakout session.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Zendesk
OCTOBER 26, 2023
Recent technological advancements have empowered many organizations to finally offer the level of personalization most consumers want. According to our research , 61 percent of consumers say the faster a company is to offer personalized experiences, the more likely they are to purchase from them. From that same research, 66 percent of consumers are also willing to share their data if it means getting more relevant and personalized experiences.
Customer Think
OCTOBER 26, 2023
Synopsis: One of the key attributes of the digital age is that change programmes can be informed by data, using Generative AI based analytics to uncover the insights.
OnStrategyHQ
OCTOBER 26, 2023
In our most recent Strategy Collaborative masterclass, we spoke with Bob Smith of MySuccess, Inc. to discuss effective ways to make your OKR process work for you and avoid an OKR mess and overwhelm. Read on for our tips! But first, let’s recap what OKRs are and why they’re effective in strategic planning. A Review on OKRs OKR stands for objectives and key results.
Customer Think
OCTOBER 26, 2023
The British specialist work-from-home (WFH) customer service company Sensée hosted a webinar on October 10th titled: “What’s the business case for 100% back-in-the-office?” I chaired the debate and fielded questions from a live audience over a period of one hour.
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
OCTOBER 26, 2023
I have hesitated to propose how to catch the shooting star that is the combination of Artificial Intelligence/Machine Learning (AI/ML), Large Language Models (LLMs), and ChatGPT with its Generative AI (GenAI), but there are some powerful applications available to help organizations to become frictionless1.
Customer Think
OCTOBER 26, 2023
Source: John Wiley & Sons The most basic goal of marketing is to influence customer buying behaviors, so understanding why customers buy is essential for successful marketing.
Customer Think
OCTOBER 26, 2023
Manufacturers and servicers of complex machines and equipment face a significant challenge in the industry – the service gap.
Customer Think
OCTOBER 26, 2023
At last count, there are over 11,000 products on the martech landscape. And while it’s been a tough couple of years for many SaaS companies, forcing industry consolidation through acquisitions or shutdowns, the number of new martech startups that keep entering the field remains remarkably robust. Are these people nuts? Hold that thought.
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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
OCTOBER 26, 2023
In the competitive world of talent acquisition, companies are continually seeking new and innovative ways to identify the best candidates for their job openings. One of the most effective methods for achieving this is through pre-employment testing, a process that has gained increasing popularity over the years.
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