Force Management
MAY 9, 2024
MEDDICC is an industry standard for determining the strength of a deal and charting the path to get the deal closed. Many times, deal qualification can hinge on whether your team can identify the Economic Buyer and build enough influence in the organization to both access and evangelize them. But the power of MEDDICC for influencing deal decision-makers extends far beyond the “E” in the acronym.
Customer Think
MAY 9, 2024
There’s a universal truth the world over — bad experiences turn customers away. But the rate of churn after a disappointing encounter isn’t equal across the globe. Customers in some regions are less forgiving after a poor interaction.
Account Manager Tips
MAY 9, 2024
Struggling with stakeholder engagement? Follow this easy ChatGPT prompt guide to develop your strategy and forge stronger connections in less time.
Customer Think
MAY 9, 2024
This article was first published in the May edition of Top Sales Magazine. You can subscribe by clicking the link at the bottom of this article. It’s a fairly basic principle that in order to be able to sell something, we need to know something about what we’re selling.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
SBI Growth
MAY 9, 2024
To make 2024 a significant year for growth, CEOs have many factors to consider before making their next move. Yet from our observations, it seems like CEOs have gotten their strategy, operating model, and product fit right, providing them with the perfect opportunity to capture their value creation goals. But one part of the plan is still uncertain: CEOs still believe that their GTM talent is holding them back from success.
Customer Think
MAY 9, 2024
Almost everything in your business plays some role in shaping customer experience. The aesthetic choices of your installations, your welcoming communications, and the quality of your products all influence how your customers think about your brand. But how does that customer experience shape customer support satisfaction?
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Groove HQ
MAY 9, 2024
Have you ever encountered a customer complaint that irreversibly damaged their relationship with your company? Sometimes there’s nothing you can do to turn things around with an unhappy buyer. However, the above scenario can often be prevented, and in some cases a complaint can be turned into a positive experience that increases customer trust.
Customer Think
MAY 9, 2024
When companies plan how to design a customer service process they often go through a process called ‘customer journey mapping.’ This is where they map the entire journey that a customer goes on in their relationship with that brand.
Brooks Group
MAY 9, 2024
Is your sales team leaving opportunities on the table because of poor questioning? Asking consultative sales questions is a critical skill many sellers overlook in their rush to close. But it’s a highly effective tactic. In a recent webinar, Sales Questioning Skills That Win More Deals , The Brooks Group Director of Sales Effectiveness Corey McKizzie and I shared the most effective sales questioning approaches for better sales discovery.
Customer Think
MAY 9, 2024
As shelter-in-place orders rolled out across the globe, many companies were overwhelmed with customer phone calls. But many of those calls involve time-consuming, repetitive processes that could easily be automated.
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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.
Groove HQ
MAY 9, 2024
Have you ever encountered a customer complaint that irreversibly damaged their relationship with your company? Sometimes there’s nothing you can do to turn things around with an unhappy buyer. However, the above scenario can often be prevented, and in some cases a complaint can be turned into a positive experience that increases customer trust.
PandaDoc
MAY 9, 2024
So, what is a sales spiff, exactly? You’ve come to the right place. It’s no secret: sales is a fast-paced industry. Launching a new product can necessitate an overnight shift in objectives and strategy, which often damages morale and causes high staff turnover. How do you hold onto your top salespeople and keep hitting those targets? For many businesses, the answer lies in offering incentives like spiffs, spivs, or commission structures.
DemandFarm
MAY 9, 2024
Have you ever walked into a company’s headquarters and seen a wall filled with employee photos, names, and titles connected by lines that map out who reports to whom? That’s an organisational chart, and while it might look straightforward, creating and maintaining one in a workplace can be anything but simple. Imagine you’re a key account manager at a multinational corporation.
Customer Think
MAY 9, 2024
Photo 21051337 | Blue Ocean © Brett Critchley | Dreamstime.com I was thinking about the widely-read business book Blue Ocean Strategy, which was published 20 years ago, and the application of its central premise to purpose-driven work today.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
PandaDoc
MAY 9, 2024
Sales velocity is a robust metric used by sales managers for good reason. It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. Key takeaways Sales velocity measures the rate at which your sales force generates revenue. The four factors of sales velocity are number of opportunities, average deal value, win rate, and sales cycle length.
May Phoo Pan
MAY 9, 2024
Account Manager? Ever thought of are you even better than order taker? Be a proactive client champion & unlock growth with these tips.
DemandFarm
MAY 9, 2024
Why should B2B organizations adopt KAM Technology With recent economic headwinds tightening everyone’s purse strings, driving growth from existing customers is in vogue. As acquisition becomes increasingly expensive, cross-sell and up-sell initiatives are the latest poster child(ren) of B2B revenue growth. Why? 1. Gartner research has shown that account-based upsell campaigns have increased Lifetime Value by 150%. 2.
Customer Think
MAY 9, 2024
Spring '24 release transforms how businesses create, sell, and service products
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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
Planview
MAY 9, 2024
From Vancouver to Bangalore, the annual event supported the needs of several local communities. Last week, we marked another inspiring chapter in Planview’s commitment to social responsibility with the annual Week of Giving. Under the broader Force for Good initiative, teams across the globe engaged in local activities that not only strengthened communities but also showcased the spirit of volunteerism among our employees.
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