OnStrategyHQ
DECEMBER 20, 2023
The Strategic Planning Process in 4 Steps To help you throughout our strategic planning framework, we have created a how-to guide on the basics of a strategic plan, which we will take you through step-by-step. Free Strategic Planning Guide What is Strategic Planning? Strategic Planning is when organizations define a bold vision and create a plan with objectives and goals to reach that future.
Red Star Kim
DECEMBER 18, 2023
In early December we welcomed 15 delegates to a PM Forum “Be more strategic” workshop. The delegate aims, views and key takeaways are shown below. The workshop covered strategic thinking, business strategy and marketing and business development (MBD) strategy. We looked at case studies from professional services firms. From the animated discussions I selected a few topics of focus – Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing.
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CMOE
DECEMBER 21, 2023
As 2023 comes to a close, it is the perfect time to reflect on lessons we’ve learned throughout the year and plan for 2024’s uncertainties. Maybe your strategy was successful, and perhaps it didn’t pan out, but you certainly faced unexpected challenges and victories that you didn’t plan for. From industry shifts to policy changes to personal triumphs, each experience provides valuable insights, and the agility of navigating these experiences and challenges shows both the need to adapt your
ClearPoint Strategy
DECEMBER 21, 2023
Learn how to build a business case for strategic planning software. Discover strategies to convince stakeholders of the value and ROI of this investment.
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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.
SBI Growth
DECEMBER 1, 2023
Despite the uncertain market conditions throughout 2023, most CEOs seemed to have stayed consistent with their value creation thesis, with an even split between those who chose to increase expenses and those who chose to maintain expenses while accelerating growth. More optimistic attitudes toward 2024 will see more CEOs shift towards increasing expenses though, as more companies seek to pursue growth more actively.
Account Manager Tips
DECEMBER 21, 2023
Think losing clients is bad for business? Think again! Find out how strategic customer churn can be a game-changer for your business growth.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Red Star Kim
DECEMBER 19, 2023
I keep an eye out for case studies in professional services marketing and share them at workshops. This post describes some case studies from veteran legal PR expert – Clare Rodway at Kysen. I’ve known Claire for more years than either of us care to remember and her long-established agency is known as one of the best for legal PR. Legal marketing case studies – Law firm media relations and integrated campaigns (Kysen).
Software Sales Guru
DECEMBER 18, 2023
Is your ego stopping you from making a sale? One of the key tenets of my Sales Star Coaching Model is that a person’s current beliefs dictate the outcomes they will achieve. The idea is that the belief (sales = pitching) causes a person to act a certain way (lead with a pitch) and to get a certain result (buyers are not forthcoming because they. Read more The post Is your ego stopping you from making a sale?
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.
Customer Think
DECEMBER 15, 2023
Short-Term Strategies With Long-Term Consequences After a recent keynote session on customer experience, I led a breakout group with 30 business leaders in a spirited discussion on the many ways companies sabotage customer loyalty. The insights that emerged were a harbinger that companies everywhere should heed.
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 Manager Tips
DECEMBER 4, 2023
Tired of pushy sales tactics? Forget closing deals, start opening relationships. Learn the organic sales method that leads to effortless growth for key accounts.
Nutshell
DECEMBER 11, 2023
Keeping your company’s contact information up-to-date and workflows synced across your tech stack is critical for success. That’s why we’re excited to introduce AppConnect , our new add-on to help your business connect your CRM data with the apps you already use and get more out of Nutshell. Nutshell already provides a library of native integrations and thousands more middleware integrations through Zapier.
Red Star Kim
DECEMBER 15, 2023
Part of a psychotherapist’s toolbox is psychoeducation. This is helping therapy clients to understand themselves better and access tools to effect the change they desire. There are a few books that I recommend to my therapy clients and this is one of them. Their reaction is usually positive so here is a book review: How to do the work (recognise your patterns, heal from your past and create your self) by Dr Nicole LePera.
Hubspot Sales
DECEMBER 12, 2023
We expect the sales game to change every year, but 2023 has stood out as a uniquely transformative one. There's AI — obviously — and all the ways it's changing how we sell. But salespeople also had to work against a backdrop of economic uncertainty, which will likely carry into 2024. On top of that, shifts in buyer expectations continue to redefine our strategies year after year.
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
The Center for Sales Strategy
DECEMBER 27, 2023
Have you ever felt like being a manager is a lot like juggling? And right when you think you’ve got all the balls in the air… whoops! When it’s the sudden departure of a top performer, it can make you literally drop everything! So, what can you do?
Sales Readiness Group
DECEMBER 11, 2023
Every conversation, interaction, and decision made within your sales team significantly impacts your bottom line. To thrive in this dynamic landscape, you need more than intuition. You need data-driven insights to set clear objectives, make informed decisions, and motivate your team to aim higher. In this article, we will delve into the essential sales metrics you should be tracking every month.
Account Manager Tips
DECEMBER 21, 2023
Think losing clients is bad for business? Think again! Find out how strategic customer churn can be a game-changer for your business growth.
Nutshell
DECEMBER 22, 2023
Surveys are a fantastic way to gather unique data from your customers. But you already know that, right? If you’ve come to this page, it’s probably because you want to conduct an online survey, but you haven’t found the right survey tool yet. With so many options available, it’s easy to feel overwhelmed. That’s why we’ve done the heavy lifting for you and gathered 10 of the best survey apps for businesses.
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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.
Red Star Kim
DECEMBER 12, 2023
In early December (and despite the train strike), we gathered at the offices of London | Simmons & Simmons (simmons-simmons.com) for a workshop on “Future Marketing and Business Development Manager”. Training – PM Forum. It was an energetic and exciting day where everyone took away different ideas and actions. Future Marketing and Business Development Manager: Connections, Collaboration, Context, Creativity, Cause and Continuous learning.
Hubspot Sales
DECEMBER 13, 2023
When I think about different types of sales calls, some of the first terms that come to mind are terms like warm calling or cold calling. These are important to understand of course, but salespeople aren't always going to call just to pitch to a potential customer — the job encompasses so much more. Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made.
Customer Think
DECEMBER 21, 2023
In the realm of artificial intelligence (AI), Large Language Models (LLMs) have emerged as game-changers, wielding a profound impact on how businesses interact with and enhance the experiences of their customers. From personalized interactions to advanced language understanding, the capabilities of LLMs are reshaping the customer experience landscape.
Sales Readiness Group
DECEMBER 18, 2023
The sales landscape constantly evolves, shaped by technological advancements, shifting customer expectations, and a highly competitive marketplace. As we approach 2024, three significant trends are emerging, poised to redefine how sales teams operate and drive business growth.
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.
Account Manager Tips
DECEMBER 13, 2023
Don't get left in the digital dust—Embrace AI to power-up your account management with smart decisions, precision insights, unbeatable efficiency and revenue growth.
Nutshell
DECEMBER 8, 2023
When you’re spending hundreds of dollars to attend a networking event —or thousands of dollars to exhibit at one—the information on the business cards you collect is often your biggest tangible takeaway. Are you capturing it properly? We’re long past the days when each business card was treated as a collector’s item. As a modern salesperson, all you want to do is get your new contact’s email and phone number into your CRM as quickly as possible so you can toss their card into the nearest recycli
Revegy
DECEMBER 12, 2023
Navigating the intricate landscape of sales forecasting can often feel like solving a complex puzzle, especially for savvy business professionals. This challenge is highlighted by a striking statistic from the CSO Insights 2017 World Class Sales Practices Study: only 40% of respondents stated that their ability to close deals as forecasted either met or exceeded expectations. […] The post Maximizing Sales Forecasting Accuracy: Innovative Strategies for 2024 and Beyond appeared first on Rev
Hubspot Sales
DECEMBER 7, 2023
It’s here, the biggest sales quarter of the year. The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Q4 sales are often the most lucrative of the year, but successful sales don’t come simply because of the season. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection.
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.
Customer Think
DECEMBER 12, 2023
Image source: Canva free It began on the first of December. Google started its purge of inactive Gmail accounts to improve security and combat ongoing issues like phishing, hacked accounts, and ever-present spam. Like many things with good intentions, there is likely collateral damage. If you’re an email marketer, can you expect “business as usual”?
Sales Readiness Group
DECEMBER 3, 2023
As buying behaviors continue to change, so does the market. To stay competitive, organizations need to find ways to maximize their current opportunities and generate new ones. In this article, we will introduce 5 ways to increase sales performance in 2024 and help your team surpass last year’s figures.
Account Manager Tips
DECEMBER 9, 2023
How do you make sure sales proposals are competitive, complete and compliant? Rickard Hansson shares bid management best practices to help you win.
RAIN Group
DECEMBER 20, 2023
2023 has seen sellers and sales organizations adapting to longer sales cycles and more deals lost to no decision. More than ever, sellers were challenged to be resilient while maintaining a tight focus on value, building relationships, and being responsive to buyers’ changing needs. Sales managers had to be proactive in supporting and coaching their teams.
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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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