Jermaine Edwards

DECEMBER 6, 2023

Is trust at an all time low around the world? If you were to read some of the findings from Edelman’s trust barometer you might become depressed. I’m not that much of a pessimist. In fact, I take the position of behavioral economist Dan Ariely that we can find moments of trust in everyday interactions if we’re willing to look for it. Despite this we can’t ignore that today more than any time in history our products and services are exposed to scrutiny, comparison, commodity and competition.

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Emotional Intelligence Client Relationships Key Account Management Negotiation 130

The Center for Sales Strategy

DECEMBER 6, 2023

B2B (business-to-business) sales often involve multiple decision-makers within a buying committee. This can make it challenging for salespeople to identify the true decision-makers and effectively navigate the sales process. This blog post provides insights and strategies for sales professionals to successfully navigate buying committees and identify the key decision-makers who hold the power to approve or reject their deals.

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Decision-making B2B Sales 88

Force Management

DECEMBER 6, 2023

This month, the Revenue Builders podcast features conversations with some truly inspiring leaders. In their discussions with John Kaplan and John McMahon, these leaders shared stories of leading and scaling some of the most influential sales organizations of our time. They didn't always get it right on the first try, but now their lessons can be yours too.

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Publishing Leadership Organization Sales 85

The Great Game of Business

DECEMBER 6, 2023

In sports, championships are not won under the bright cameras in front of thousands of screaming fans. They are won after months of hard work and practice, and only after premier athletes spend a decade honing their craft.

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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.

Sales Management

Customer Think

DECEMBER 6, 2023

(Image courtesy of ValueSelling Associates) On October 31, Halloween was in full swing here in the United States. When I went to sleep that Tuesday night, the nearby businesses were decked out in their spookiest best.

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Sales 71

The Great Game of Business

DECEMBER 6, 2023

There is no more powerful tool a manager can have than a good bonus program. If a bonus program works, it can be an incredible motivator. It can get people producing at levels that make the cost of the program seem like peanuts, no matter how much you may have spent to set it up.

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Management 78

Account Management Skills

DECEMBER 6, 2023

Welcome to episode 103. This episode will be particularly relevant to agency owners who want to become less hands-on in their agency and just step away from the day to day operations. I’m chatting to Karl Sakas , an agency growth consultant in the US and author of several books, the latest of which is called Work Less and Earn More a Practical Guide for Agency Owners, to help them escape the daily grind of agency ownership.

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Account Management Management 64

Customer Think

DECEMBER 6, 2023

Era AI is based on a winning combination of both proprietary technology developed by CommBox and commercial large language models

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AchieveIt

DECEMBER 6, 2023

Even a million-dollar idea cannot become successful without an iron-clad strategy — that’s why objectives should stand above ideas. Daniel Goldstein , Director of Strategy and Operations at Array , has led a career spanning roles across the strategy space. A rich experience in consulting is common in the strategy space, and Daniel is no exception. From cross-industry consulting with Accenture, Daniel found his niche.

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Prioritization Profitability Decision-making Organization 52

Customer Think

DECEMBER 6, 2023

In the world of sales, the pursuit of success is relentless. Sales organizations have high expectations for their sales teams, pushing them to do better and be better. While setting goals is necessary for any type of growth, the problem arises when sales managers expect improvement without providing education.

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Sales Sales Management Organization Management 59

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.

Account Management Skills

DECEMBER 6, 2023

You can’t just expect clients to treat account managers as ‘trusted advisors’ because trust has to be earned. Agency leaders also need to have the right processes/resources/support in place to help account managers position themselves as trusted advisors (particularly to those tier 1 clients who have been identified as having growth potential). What I mean by this is having: Clearly defined internal processes to follow for client retention and growth A job description with clear KPIs that are ti

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Account Management Leadership Management Account Growth 52

Customer Think

DECEMBER 6, 2023

The concept of a “Golden Path” has captivated humankind since the earliest times. While it has many meanings attributed to it, I’m using it here in a marketing context.

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Marketing Digitalization 59

NG Data

DECEMBER 6, 2023

By implementing key performance indicators and measurable metrics, marketers can effectively track and quantify the impact of their efforts. This enables them to showcase their achievements confidently, communicate their successes in financial terms that resonate with bank executives, and demonstrate the financial value their work brings to the organization.

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Banking Communication Organization Marketing 52

Customer Think

DECEMBER 6, 2023

Retailers might not be thankful for “50% off” signs, but as they barrel toward Black Friday, they should be thankful for Turtles, toddlers and their own employees. These three shopping influencers – and several others – have helped boost retail traffic in 2023.

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Retail 59

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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

NG Data

DECEMBER 6, 2023

Digital technology and AI have revolutionized finance. According to McKinsey's Eric Lamarre, following a proven roadmap can provide banks a competitive advantage in the never-ending process of digital transformation. Source The post A Banker’s Guide to Digital and AI Transformation Success appeared first on NGDATA.

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Digitalization Digital Transformation Banking Finance 52

Customer Think

DECEMBER 6, 2023

We have all heard the proverb “It takes a village to raise a child.” It means that an entire community of people must provide for and interact positively with children for those children to experience and grow in a safe and healthy environment.

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Customer Experience Organization Leadership 56

NG Data

DECEMBER 6, 2023

Credit unions, Chime, CashApp/Square, SoFi, and PayPal/Venmo outperformed banks in innovation. Filene Research Institute identified opportunities for credit unions to differentiate themselves Source The post Credit Unions Lead Banks on Innovation: Study Shows appeared first on NGDATA.

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Banking Innovation 52

ACT

DECEMBER 6, 2023

Elevate your Act! Experience with new Linktivity add-ons In the fast-paced world of business, staying ahead often means embracing innovative solutions that enhance productivity and customer engagement. Introducing Linktivity Bundles—a suite of tools designed to supercharge your Act! experience. Whether you’re looking to close more deals, generate leads, manage events, or streamline appointment booking, Linktivity has you covered with three powerful bundles: Link2quotes+, Link2forms+, and L

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Publishing Meetings Innovation Customer Experience 52

Advertiser: ZoomInfo

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

B2B

NG Data

DECEMBER 6, 2023

Banking digital marketing is complex, with trends like mobile ads, Google, social media, metaverse, and email. Consumers want local ads, but many use ad blockers. US data is shared often, and privacy is a concern. Financial services worry privacy changes will hurt marketing. Source The post 62 Digital Marketing Statistics Every Financial Marketer Should Know appeared first on NGDATA.

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Digitalization Marketing Financial Services Banking 52

Account Management Skills

DECEMBER 6, 2023

Agency owners tell me they’re frustrated because their existing client accounts aren’t growing. They know there’s a lot more value they could bring to current clients in the form of: Offering more ideas to help their clients’ businesses grow Suggesting more agency services to support the clients’ strategy Seeking ways to help other areas of the clients’ organisation But their account managers either aren’t doing anything about it – or aren’t doing it consistently.

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Account Management Management Client Relationships Leadership 52

NG Data

DECEMBER 6, 2023

Banks face challenges from oversight, innovation, and competition. Despite past issues, the last 18 months have been the best period for global banking since 2007. Financial institutions should reassess their business, identify competitive advantages, and plan for the future by focusing on scale, specialization, and diversification to generate returns.

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Banking Innovation 52

Customer Think

DECEMBER 6, 2023

The ON platform revolutionizes AI chat, empowering businesses across diverse industries to effortlessly productize generative AI

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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.

Meetings

Help Scout

DECEMBER 6, 2023

Generative AI can easily handle basic questions like “What does Customers Helped mean in my email report?”— but even then it often feels like something is … missing. Here's how to benefit from AI tools without lowering your quality bar.

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Customer Think

DECEMBER 6, 2023

From time to time, I get a question similar to this: “What do you do if someone doesn’t buy-in to the company mission or purpose and resists your attempts to link these ideals to their job responsibilities?” It’s true that not every employee will buy-in to the organization’s mission, vision, purpose, and core values.

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Organization Leadership 45

Insightly

DECEMBER 6, 2023

Underdogs sometimes win I love underdog stories, and one of my favorites is now on FX and Hulu. The series, Welcome to Wrexham , is a documentary of sorts set around the small town in the north of Wales, Wrexham and their local soccer (English Football) club. The town has a history of economic set-backs, a coal mining disaster, but also many glory years of football.

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Marketing Value Proposition CRM B2B 40

QYMATIX

DECEMBER 6, 2023

Karlsruhe, 07.12.2023. The topic “Artificial Intelligence in Sales” is becoming more and more popular! In the last few weeks alone, Lucas Pedretti, CEO of Qymatix Solutions GmbH, has been a guest speaker at four exciting events: 1. IHK Digital Congress 2023 The IHK Karlsruhe organized the Digital Congress on 31.10.2023. This congress focused on hot topics related to digitalization.

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Artificial Intelligence Sales Analytics B2B Innovation 40

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Marketing

Insightly

DECEMBER 6, 2023

Underdogs sometimes win I love underdog stories, and one of my favorites is now on FX and Hulu. The series, Welcome to Wrexham , is a documentary of sorts set around the small town in the north of Wales, Wrexham and their local soccer (English Football) club. The town has a history of economic set-backs, a coal mining disaster, but also many glory years of football.

Marketing 40

Marketing Value Proposition CRM B2B 40

SmartKarrot

DECEMBER 6, 2023

In a recent Kaffeine & Karrots conversation, I had the pleasure of discussing the intricacies of Product-Led Customer Success (CS) with Jolyn Isabelo, Head of Onboarding & Scaled Success APAC at MongoDB. As organizations increasingly recognize the pivotal role of customer outcomes, mastering Product-Led CS has become a fundamental strategy for leveraging usage insights, triggers, and product-centric onboarding to drive success.

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Hubspot Sales

DECEMBER 6, 2023

Understanding how to hire a salesperson for a startup is critical — it’s one of the first and most significant investments you’ll make. When I first dipped my toes into the startup scene, I was tasked with assembling a sales team from scratch. With no playbook in hand, I quickly learned that the usual hiring protocols don’t always apply in the fast-paced startup environment.

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