The Center for Sales Strategy
APRIL 30, 2024
I think we can all agree that securing appointments is foundational to achieving sales goals. However, findings from the recent Media Sales Report found a persistent gap between the expectations and reality of salespeople and their managers when it comes to the actual number of scheduled appointments.
Customer Think
APRIL 30, 2024
AI projects are increasingly running into a brick wall when it comes to getting meaningful, measurable results. The best way to measure impact is to understand what information is needed to support a specific process. One process or lifecycle that is important to all parts of the organization is the customer experience.
SBI Growth
APRIL 30, 2024
Many companies experienced an inconsistent and underwhelming year for business in 2023—and with promising forecasts for demand in 2024, many executive teams are eager to take their companies back on the path to rapid growth. However, the flat to declining commercial productivity among many sales teams today still poses an obstacle to that goal.
Customer Think
APRIL 30, 2024
When I sat down to write this, I was reminded of an experience I had. I was on my second call of the week with an executive interested in a B2B customer experience map. This senior exec had a mid-size B2B company and wanted to improve its customer experience.
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.
PandaDoc
APRIL 30, 2024
Regularly keeping track of incremental sales is one of the best ways of determining how best to allocate your marketing resources. In this article, you’ll find out how to calculate incremental sales for any given marketing campaign, as well as some useful tips and best practices on how to maximize this metric. Key takeaways Measuring incremental sales helps improve your marketing strategy.
Customer Think
APRIL 30, 2024
The latest edition of the International Journal of Sales Transformation focuses on the critical role that trust plays in sales. Here’s my contribution: Trust is an essential foundational element in any sales environment – and it can (and must) take many forms.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Customer Think
APRIL 30, 2024
Marketing in the era of customer experience requires a shift in mindset from transactions to relationships. By placing the customer at the center of their strategies, businesses create memorable experiences that foster loyalty, advocacy, and sustainable growth.
Arpedio
APRIL 30, 2024
Understanding Account Growth Strategy In this section, we will take a closer look at the intricacies and purpose of account growth strategy. Understanding how to effectively implement this strategy is crucial for long-term success in maximizing your business growth and revenue. Defining Account Growth Strategy Account growth strategy refers to the systematic planning, execution, and management of approaches aimed at expanding your existing client base, increasing revenue, and improving customer
Customer Think
APRIL 30, 2024
New Tools Let Advertisers Achieve Greater Success with More Automation, Deeper Insights, and Publisher Reward Opportunities
Arpedio
APRIL 30, 2024
What is Value Selling? Value selling is a sales approach that can revolutionize the way you sell. Unlike traditional methods, value selling focuses on delivering unique value to customers and aligning their needs with your product or service. By understanding and implementing value selling strategies, you can elevate your sales approach and close more deals.
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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.
Customer Think
APRIL 30, 2024
IDT started to use Zoho around 7 years ago for its internal startup NRS. The scope was customer care with the objective of enabling the business to respond to quick and effectively to customers.
Help Scout
APRIL 30, 2024
Unlock the potential of your customer service with analytics, and explore data-driven strategies to improve your business operations.
Customer Think
APRIL 30, 2024
Brad Bolino provided a link to an Inc Magazine article about the Peter Principle. For their example, the author used salespeople who were promoted to sales managers based on their sales performance, but not because they had any specific skills or capabilities to be effective sales managers. Their sales management performance was poor.
Customer Think
APRIL 30, 2024
For a recent website redesign and development project, we adopted an agile project management approach with 30-day planning phases broken down into weekly sprints. This methodology allowed us to accelerate the design process because we had regular discussions with all members of the team involved.
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!
Customer Think
APRIL 30, 2024
When someone asks you to describe ‘product marketing’ what is the first thing that you think of? It will usually be a visual reaction. You will think of how a specific product looks or how it makes you feel. Auto brands know this.
Customer Think
APRIL 30, 2024
Listen to the podcast: Once upon a time… These four words are the unmistakable beginning of a story, and if there is one thing we humans love, it’s stories. We love them in our news, in our dinner conversations, and even in our commercials. Storytelling is an essential part of communication with customers, too.
Customer Think
APRIL 30, 2024
A lot of people have been asking for advice on how they can get better at monitoring and evidencing Consumer Duty outcomes. It’s top of priority lists as we inch closer to completing the first year of implementation. The mandate from day one has been clear.
Customer Think
APRIL 30, 2024
Premise As I had mentioned in my blog post yesterday, stories are a medium to transmit ideas. As leaders, it is one of our most fundamental responsibilities to transmit ideas to those who follow us. The objective of the transmission of ideas may be different but the best medium remains stories.
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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
APRIL 30, 2024
About a year ago, I spoke to Luc Dammann, President EMEA at Adobe, about some new research that Adobe had just published. The research found that consumers expect even better experiences from brands when economic conditions become more challenging. Now, if you think about it, that makes complete sense.
Customer Think
APRIL 30, 2024
Meeting customer expectations with the end product is one of the top priorities for scaling and growing a business. A software developing company faces several challenges to bridge the gap between the customer’s vision and the final product. This article discusses how a business can align the project with what its customers want.
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