The Center for Sales Strategy
APRIL 29, 2024
When selling a product or service, not all outreach efforts should be directed directly at the decision maker, who has the final word on what will be bought. Instead, it's more effective to engage with the people around them—influencers from whom they seek advice, people nearby who can speak favorably about your company, and sources of information they trust.
Account Manager Tips
APRIL 29, 2024
Think losing clients is bad for business? Think again! Find out how strategic customer churn can be a game-changer for your business growth.
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Nutshell
APRIL 29, 2024
Managing small- to mid-sized businesses (SMBs) is no small feat. Working with a lean team means you work with limited human resources. Thankfully, there’s a way to streamline your processes and improve your team’s productivity with the help of software for SMBs. In this article, we’ve listed the best small business software options and sorted them according to these categories: Table of Contents Best software for accounting and bookkeeping Best CRM software for SMBs Best small business sof
SBI Growth
APRIL 29, 2024
Prospecting is a numbers game with a high rejection rate, so it is easy for reps to get discouraged. Just asking your reps to make more calls can produce a vicious cycle of poor results, discouraging reps with less prospecting and obtaining even worse results. Compounding this problem is that sales reps are busy managing existing sales opportunities and customers.
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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.
Planview
APRIL 29, 2024
Most strategies carry with them a failure rate of 60-90%. This isn’t a revelation: Organizations have been dealing with failed strategies for decades. However, this is 2024—the year AI must prove its value. If leaders want their AI bets to pay off, they need to transform strategy implementation from organizational weakness to core competency. To determine how organizations can excel at strategy implementation, Planview commissioned Economist Impact (the research arm of The Economist) to develop
Strategic Communications
APRIL 29, 2024
You’re sitting at your desk, talking to a colleague about a trip to Spain you’re planning. The next thing you know, you’re seeing ads for Spain pop up in Google search and on Facebook. It’s not magic. It’s the power of voice search. Marketers can use your interactions with voice assistants, such as Amazon’s Alexa, along with other factors—your search history, shopping activity, visited websites, etc.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
PandaDoc
APRIL 29, 2024
Quote-to-Cash (Q2C or QTC) is a process that connects fairly distant points in the sales process. From the moment a request for a quote is received and all the way to shaking hands over a contract and getting paid, QTC dictates how intermediate sales goals are achieved. However, Q2C and CPQ are often used in the same context, which creates some confusion and leads us to the need to define these terms and use them correctly.
QYMATIX
APRIL 29, 2024
The Dance of Expectations and Realities when Implementing AI in B2B Sales. In the sprawling landscape of B2B sales, where specialist wholesalers in Germany grapple with the dual pressures of an ever-evolving e-commerce market and the need for nuanced pricing strategies, the spotlight is now firmly on Artificial Intelligence (AI). The promise of predictive sales software and ERP AI solutions is tantalising.
PandaDoc
APRIL 29, 2024
Virtual data rooms (VDRs) have become pivotal in meeting the demands of executing modern, complex business deals. A key component of successfully closing these deals is having all the online documents and folders easily located — and that’s where a data room index comes in. A data room index is an ordered list, like a table of contents, for all the docs inside your VDR.
Insightly
APRIL 29, 2024
Marketing teams rely on diverse tools to execute strategies effectively, streamline workflows, and achieve their goals. Surprisingly, the one tool that could be most beneficial may be the one your team is missing. A marketer’s tool belt can span various categories and differ across industries and disciplines. From analytics and marketing automation to content creation and project management, your team probably already uses many different systems to keep everything on track.
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.
Arpedio
APRIL 29, 2024
What is the BANT Methodology? BANT stands for Budget, Authority, Need, and Timeline, and it provides a structured approach to qualifying leads and prioritizing prospects. By addressing these four key components, you can gain valuable insights into a prospect’s readiness and likelihood of making a purchase. Implementing the BANT methodology in your sales process can help you qualify leads more efficiently, focus your efforts on high-potential prospects, and ultimately close more deals.
ACT
APRIL 29, 2024
What’s the secret to building a successful small business? Of course, there’s no universally acceptable answer to that question. But, ask any SMB owner, and they’ll tell you how their team members are their most valuable assets. Case in point: Employees who are energised and excited about their work are 31 percent more likely to go above and beyond.
Arpedio
APRIL 29, 2024
(SAMA = Strategic Account Management Association. ARPEDIO is one of the Global Technology Partners of SAMA). Recently, we had the pleasure of partnering with our client, DHL , to host the Strategic Account Management Association (SAMA) Executive Symposium, dedicated to ‘Unlocking the Power of Strategic Account Management’ During the event, we delved deep into the heart of Strategic Account Management and uncovered invaluable insights from industry leaders.
Arpedio
APRIL 29, 2024
A sales account plan strategy is a vital tool for achieving sales growth and building strong client relationships. It provides a clear roadmap for sales teams to follow, outlining the steps and actions necessary to reach their goals. By implementing a well-defined account plan strategy, companies can ensure they are effectively targeting their key accounts and maximizing their sales potential.
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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
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