December, 2022

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Be more strategic – PESTLE, Positioning and Plans

Red Star Kim

At the “Being more strategic” PM Forum workshop a week or so ago, half of the delegates were in management roles. Many were attached to specific practice groups and some had firm-wide roles. This post picks up on some of the emerging themes and shares the delegate polls as an additional learning resource. Be more strategic – PESTLE, Positioning and Plans.

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Our Top Strategic Insights of 2022

Strategic Planning and Management Insights

As we approach the end of 2022, it's a good time to reflect on the year that has passed. If you're taking a break over the holidays, this could be the ideal time to reflect on your year's highs and lows. Keeping in mind both your organization's goals and personal goals , what were some of the highlights and lowlights? Looking back and identifying these events can help you to learn and effectively guide your 2023 planning.

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Controlling What You Can: Owning Your Personal and Professional Growth

CMOE

Many things can feel outside of our control or reach. For instance, a person can ask for a raise or promotion, but whether they receive the advancement is not a decision they directly get to make and is ultimately beyond their control. A person can also get stuck in traffic because they have no control over other people’s driving habits or because an accident happened farther down the road.

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Bold Business Predictions for 2023

The Center for Sales Strategy

Congratulations! You’ve (almost) made it through 2022, and a New Year is upon us. Over the past few years, businesses have undergone many unforeseen challenges and changes. With all the 2023 business predictions being published, there’s no sign that these changes and challenges will slow down. Although dealing with the aftermath of the pandemic, economic challenges, and technological changes, 2023 still presents significant growth opportunities for organizations.

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Enterprise ABM Marketing Tools: A Marketer's Guide

Savvy B2B marketers know that a great account-based marketing (ABM) strategy leads to higher ROI and sustainable growth. In this guide, we’ll cover: What makes for a successful ABM strategy? What are the key elements and capabilities of ABM that can make a real difference? How is AI changing workflows and driving functionality? This Martech Intelligence Report on Enterprise Account-Based Marketing examines the state of ABM in 2024 and what to consider when implementing ABM software.

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Understanding What Your Customer Needs to Solve

Strategic Account Management Association

Learning about a customer's journey prior to their need is the gateway to finding solutions. The post Understanding What Your Customer Needs to Solve appeared first on Strategic Account Management Association.

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8 Killer LinkedIn Photo Tips To Get You Noticed

Account Manager Tips

Listen to this article. Your LinkedIn profile photo represents YOU. It tells the world who you are. Take a good, hard, long look at your current photo. Are you happy with it? I hope so. But if you're not, you better do something about it. Now. With 94% of recruiters screening candidates on LinkedIn, it's your one and only chance to make a first impression.

More Trending

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The Future of Cashless Payments [+ How to Get Ready With Affordable Tools]

Hubspot Sales

Two decades ago, it was hard to imagine a world where cash didn't exist. But with the rise in popularity of cashless payment methods, a society without cash could soon become a reality. The COVID-19 pandemic is one major catalyst for the shift. To minimize direct contact, people gravitated towards payment methods that didn't require the use of physical money, like bank cards and payment apps.

Banking 132
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You Can’t Win a Conversation

Software Sales Guru

You Can’t Win a Conversation High pressure selling and arguing with a buyer’s objections will push them in the opposite direction and eliminate trust. Avoid whack-a-mole objection handling. Whacked buyers may stop voicing their concerns. That doesn’t mean the concern is resolved. Instead, stay left by validating their concerns and work to understand the reasoning behind the objections.

Software 130
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3 Unique Ways Sales Managers are Leading Hybrid Sales Teams

The Center for Sales Strategy

If you are like me, the idea of your sales team working remotely was beyond your imagination. Every once in a while, you might hear a rumor about a salesperson that worked from home a couple of days of the week, but they were more like myths than reality. Oh, sure, they are "working from home," and I saw "Big Foot" run across my backyard. However, with the pandemic, the world changed seemingly overnight.

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6 Ways to Build Client Loyalty in Sales

RAIN Group

Client loyalty can make or break a company. Loyalty is tied to buyer satisfaction and their experience buying from you—but it’s tough to earn. Fred Reichheld, author of? The Loyalty Effect and creator of the Net Promoter System, found that most corporations lose 50% of their customers every 5 years, 50% of employees in 4 years, and 50% of investors in less than one year.

Investors 130
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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.

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Future Marketing/BD Manager – Build your personal brand and increase your strategic contribution (December 2022)

Red Star Kim

Early in December we enjoyed an interactive and productive day at Taylor Wessing (Thank you for hosting!) for a day workshop on “Future Marketing/BD Manager” with PM Forum. This post was prepared for the delegates as a reminder of the key themes and an additional learning resource. Future Marketing/BD Manager – Build your personal brand and increase your strategic contribution.

Marketing 130
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The ROI of Customer Experience

Customer Think

Knowing the ROI of customer experience helps to fund CX projects and make intelligent investments in customer experience. But a deeper examination into the question about CX return on investment gets to the heart of what customer experience means for y.

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2023’s 19 Best Sales Prospecting Tools

Hubspot Sales

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. From software that leverages your partner ecosystem to prospect databases, every tool on this list can help you fill your sales pipeline.

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A Lesson from a Sales Split Test: We Benefit from More Structure than We Like

Software Sales Guru

A Lesson from a Sales Split Test: We Benefit from More Structure than We Like The Accidental Sales Split Test I started a call recording and coaching program with a client who had two sales teams. After the initial training, one of the team leaders created a checklist for a discovery call and required her team to check the boxes as they made their calls.

Sales 130
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2024, The Year of the Customer

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.

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5 Ways Salespeople Can Improve Their Business Acumen

The Center for Sales Strategy

We call ourselves account executives and consultants, but do we behave like consultants? Or do we act more like salespeople who are just there to close a deal and cash a commission check? When I started working straight out of college, I sold advertising for a local radio station. I was 22 years old, so my real-world business experience was limited.

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Where are you on the Technology Curve?

CSSP

technology cycle curve (source: Wikipefia). New technologies follow a fairly well-understood “ curve ”. We can think of these curves in terms of profitability, but this is oversimplifying things. Much of the thinking about technology curves in the business world comes from the work of Nikolai Kondratiev in the 1920s. The Kondratiev Curve. In his work, Kondratiev suggested that there are long-term cycles of economic development and growth, characterized by periods of prosperity and innovation f

Investors 119
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Property marketing case study – Thought leadership campaigns: Arcadia, JLL and Remit

Red Star Kim

I regularly scan the market for examples of great marketing and business development – and I use case studies in workshops and training (not least the “Managing and Marketing a Profitable your Surveyors’ Practice” I present regularly for MBL). Thought leadership is a fantastic strategy to lead integrated, multi-channel campaigns and here are some current examples.

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9 must-haves for a successful B2B marketing strategy

Customer Think

No matter what business you are in, success depends on a good marketing strategy. A well-executed marketing strategy will help you attract your target audience, keep people interested in your offerings, and expand your reach. Not sure how to develop a marketing strategy that works for your small business or startup? I’m here to help […].

Marketing 140
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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10 Key Ways to Leverage Your Business Ecosystem to Close More Deals

Hubspot Sales

Sales teams are always looking for an edge. One of the best ways to outsell the competition is by leaning into your business ecosystem. Sales teams that leverage their business ecosystem close larger deals faster and more frequently. But what is a business ecosystem? And how can it help you close more deals? To help answer those questions, we've put together a comprehensive guide.

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Top 10 Sales Resources of 2022

RAIN Group

It seems like the world of sales is moving at a breakneck pace. Between new digital tools, hybridized sales teams, and economic shifts, it can feel overwhelming to keep up with everything. And it can be tempting to try to be everywhere and do everything at once just to stay competitive.

Sales 119
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Feedback on Sales Rep Performance Can Be Hard - Here's How to Improve

Sales Readiness Group

Providing regular, constructive feedback to sales representatives on their performance is an important part of their development, and long-term success, and an essential part of your role as a sales manager. Performance-related feedback is inextricably linked to sales coaching, but can also be given “in the moment” and informally.

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Capabilities-driven Growth Strategy

Flevy

A business remains viable as long as it keeps growing. However, forecasting how much the business will grow in a year, or in a certain period of time, is a difficult proposition for any business leader. Likewise, it isn’t easy for the leaders to envisage the following scenarios: How much growth is necessary for their business? Should we settle for revenue growth or margin improvement?

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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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Release time to become a more proactive Marketing and Business Development Executive (November 2022)

Red Star Kim

It was a full house at November’s PM Forum workshop for Proactive Marketing and Business Development Executives. Delegates were from large and medium sized legal, intellectual property, accountancy, actuarial, pension and consultancy firms – from the UK but also from the Channel Islands and Portugal – with some supporting up to 12 jurisdictions. This article summarises the main themes that arose from the discussions and exercises and forms part of the day’s learning resources.

Marketing 130
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8 Expert Tips to Make Your Hiring Processes More Efficient

Customer Think

A simple recruiting mistake, like a poorly crafted job description, can hamper your chances of attracting the right talent. However, having the proper hiring process allows you to recruit the best candidates to help your organizations grow. Here are eight expert tips on how to make your hiring processes more efficient! Did You Know? When […].

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9 Techniques for Building Rapport Over the Phone

Hubspot Sales

There's a big difference between building rapport with customers in-person versus building rapport through the phone. In person, you can read a prospect's body language and engage with them in a setting that makes them feel comfortable — but phone calls are a different ballpark. On a sales call, you must gauge their tone, form trust, and engage prospects through your words and delivery.

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The Top 5 Gifts for Salespeople

The Center for Sales Strategy

With the holidays looming ahead and the new year not far behind, there’s no better time to start looking for gifts for your sales team that will show they’re appreciated. However, when considering gifts for your salespeople, some level of personalization can go a long way. Ditch the printed pens that are half broken and lanyards that can’t hold anything heavier than a single house key.

Sales 113
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The 2023 Supply Chain Crystal Ball: Challenges and Solutions

Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst

Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.

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How to nurture sales leads to conversion?

Apptivo

1. Lead nurturing generates revenue in turn! 2. Nurture leads. 3. What are warm leads? 4. Warm leads Vs Cold leads. 5. Warm leads Vs Hot leads. 6. How to turn warm lead hot? 7. What exactly is Lead nurturing? 8. How to nurture sales lead to conversion? 9. Summary. Lead nurturing generates revenue in turn! Every purchase, no matter how small or large, starts off on Google, Firefox, Microsoft Edge, or Safari.

Sales 98
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Dual Innovation Ecosystem Strategy

Flevy

When new technologies and competitors disrupt markets , many enduring organizations exert to keep going. Possible reasons for disruption may be multiple but one of them is inadequate preparation to develop new products and services during uncertain times. In order to manage disruptions some businesses partner with others. Productive partnerships comprise of having the right people, processes, and organizational backing—simply put—a whole ecosystem.

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Sales prospecting: Ultimate guide to your B2B sales success

PandaDoc

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. In many cases, just initiating the first contact doesn’t deliver any business growth. And poorly managed prospecting lists will result in seller fatigue.

B2B 98
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Top 5 Ways to Improve Customer Retention Rate

Customer Think

Photo by Pexels, CC0 1.0 Customer satisfaction is the most crucial factor to run a successful business. Fostering long-term interpersonal relationships with customers should be the prime objective of your business. Even if your products are excellent and you are giving 100% effort but still seeing a dip in customer retention rate, then you must […].

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4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. The reason for its rise? AI increases teams’ productivity by predicting and automating actions that require manual effort. In other words, the research that takes reps hours, AI can do in seconds. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data.