Upland
MAY 29, 2024
The Upland Altify 9.12 Spring ‘24 release contains major enhancements to transform the customer experience with Altify’s Salesforce-native products, creating a simpler, smarter, and more connected solution. The 9.12 Spring ‘24 upgrade offers sellers simplified and streamlined workflows and optimized user interfaces, smarter in-product guidance, better data readability, and improved connectedness.
Customer Think
MAY 27, 2024
The Upcoming Impact of AI on Enterprise Technology Design: Enhancing CX and Business Outcomes Source article: [link] Introduction Artificial Intelligence is revolutionizing enterprise technology, and will redefine enterprise software design, and transform how businesses enhance customer, user experiences and drive business outcomes.
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Hubspot Sales
MAY 27, 2024
We all know the “obvious” traits high-performing sales reps exhibit. I‘m sure you’ve read plenty about the value of qualities like empathy, ambition, and confidence throughout your career — but you didn't click on this headline because you want to hear more about those conventional, played-out traits. Now, did you? No, you're here for some novel, wild, “Who'da thunk it?
The Center for Sales Strategy
MAY 21, 2024
As a sales manager, you know the frustration of watching your pipeline slow down to a trickle. When you need a boost of new opportunities to drive revenue quickly, it's time to look beyond your typical marketing channels. Here are five lead sources offering a "short route to revenue" to help fill your funnel quickly.
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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.
Brooks Group
MAY 2, 2024
Sales and emotional intelligence go together like skiing and snow. You can’t do the first well if you don’t have the second. Since the 1960s, emotional intelligence has been recognized as a critical component of both personal and professional success. Yet many sales leaders focus on building their team’s hard skills and neglect sales emotional intelligence or “ soft skills.
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.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Customer Think
MAY 2, 2024
Article source: [link] Simplifying CX Design: How Leading Enterprise Tech Firms Overcome Complex Challenges Part I Seamless customer experiences and clear interfaces are two key elements leveraged by successful tech enterprise to generate adoption, with design being the key to overcoming solution complexity.
Hubspot Sales
MAY 3, 2024
When Open AI’s ChatGPT first burst onto the scene in late 2022, as a writer, admittedly, I was a little nervous. All I kept hearing was how AI was going to take my job and how human writers would go the way of the dinosaur … yada yada yada. That put a sour taste in my mouth regarding using that AI tool for my small business. And it was quite some time before I tried it myself.
The Center for Sales Strategy
MAY 15, 2024
In the travel industry, you want to be a “destination of choice,” meaning you are highly preferred or sought after by travelers for your attractions, amenities, and experiences. As an employer, you want the exact same thing. But what does that mean for you? How can you be a destination of choice? Remember, beauty is in the eye of the beholder. While one person might seek the rich history and cultural landmarks of London rather than the commercialization and street vendors of New York’s Times Squ
Brooks Group
MAY 14, 2024
Understanding your prospect’s needs is arguably the most critical aspect of being a successful salesperson. It goes far beyond simply knowing the features and benefits of what you’re selling—it requires active listening skills and the right sales questions. Truly grasping your prospect’s pain points, challenges, objectives, and desired outcomes allows you to position your product or service as the ideal solution to their specific situation.
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.
Aepiphanni
MAY 16, 2024
Building a resilient business operating model that decentralizes decision-making, increases productivity and results in greater employee satisfaction.
Upland
MAY 15, 2024
The B2B sales landscape is undergoing a seismic shift. Altify and Salesforce, two titans of the CRM and sales effectiveness world, are partnering down to deliver a potent blend of AI innovation that promises to redefine how businesses close deals. But with talk of “Sales AI” reaching a fever pitch, a critical question begs an answer: what’s next?
Customer Think
MAY 2, 2024
In the ever-evolving realm of digital marketing, social media continues to reign supreme as a powerhouse platform for engaging with audiences, building brand presence, and driving business growth. As we navigate through 2024, staying ahead of the curve requires a keen understanding of emerging trends, strategic insights, and innovative tactics.
Hubspot Sales
MAY 7, 2024
Let’s talk about emotional resilience — that’s the ability to respond to stress, unpredictable outcomes, and setbacks. Why do I bring this up in the context of entrepreneurship? Sometimes, life just happens. No matter your niche, product, or service, and no matter how prepared you are, your business will throw you a curveball. That simple fact makes emotional resilience a cardinal competency to master as an entrepreneur.
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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
MAY 28, 2024
Salespeople, even great salespeople, sometimes have trouble closing the deal. Getting to yes is often the hardest part of the sales process. How hard? As many as 57% of salespeople reported difficulty converting prospects into customers. If your team is having trouble with conversions, the first thing to do is figure out why.
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.
Sales Gravy
MAY 2, 2024
On this episode of the Sales Gravy podcast, Jeb Blount sits down with sales coach Cheryl Parks to discuss why modern sales professionals need to shift from traditional selling to a more consultative and insightful approach that leverages business acumen, industry knowledge, and the right questions. You'll learn the keys to differentiating yourself and gaining a competitive advantage by becoming a trusted advisor.
Nutshell
MAY 31, 2024
If you’re switching CRMs, the best way to see if a new platform will work for you and your team is to import data so you can see what it’s like to communicate with contacts, track leads, and complete other daily tasks like logging phone calls. However, importing your actual contact and sales data into another CRM can seem daunting. That’s why we’ve partnered with Import2 to make getting your company’s customer and sales data into Nutshell even easier.
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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.
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.
Hubspot Sales
MAY 28, 2024
With nearly 90 million active buyers , Etsy is one of the biggest ecommerce marketplaces for vintage and handmade products. Etsy used to be my go-to source for unique crafts and gifts from independent small businesses and mom-and-pop shops. Over the years, I’ve even dabbled in selling jewelry and vintage on Etsy, so I’ve seen how the marketplace works from both sides.
The Center for Sales Strategy
MAY 22, 2024
Are your sales reps dissatisfied with the quality of your company's sales collateral? You're not alone —the Media Sales Report found that 46% of salespeople are "not sure" or "dissatisfied" with their collateral materials. This is a major missed opportunity, as high-quality sales collateral plays a crucial role in driving conversions.
Force Management
MAY 30, 2024
Customer Success (CS) is a critical component of a successful customer engagement process. Growing revenue requires your organization to be cross-functionally aligned on buyer value and solution differentiation before and after the sale. Capturing that value after the initial deal is essential for driving recurring revenue and expansion opportunities within accounts.
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.
FinListics Solutions
MAY 22, 2024
ClientIQ's Journeys is an innovative, step-by-step guided experience designed to streamline the sales process from prospecting to meeting preparation
Help Scout
MAY 28, 2024
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Customer Think
MAY 14, 2024
CX Design: What Can Companies Do to Compete with Tech Giants? – Part II Medium and small players entering markets dominated by giants like SAP, Oracle, and Salesforce face some substantial challenges, with significantly fewer resources at their disposal. However, they also have unique opportunities to differentiate themselves and capture market share.
Hubspot Sales
MAY 27, 2024
We previously wrote about how Americans are leaping into entrepreneurship at record rates. Among those who opened for business in 2023, the home services category saw the highest growth, with 278k new openings. From wallpapering to carpentry, those who help homeowners upgrade their abodes are pocketing millions. Source: Bloomberg It’s not hard to see why.
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.
The Center for Sales Strategy
MAY 8, 2024
An effective omnichannel strategy integrates various channels, ensuring a consistent and personalized customer journey that leads to better brand recognition, customer satisfaction, and increased conversions. As sales cycles embrace a hybrid model, the buyer's journey now spans multiple physical and digital touchpoints before making a purchase. To optimize the omnichannel experience and foster customer retention, it's crucial to understand customer expectations, map their journey, leverage data
Kainexus
MAY 28, 2024
The digital business model transformation is a profound shift in how businesses operate, driven by integrating digital technologies across all aspects of an organization. This process fundamentally changes traditional business models of how companies deliver value to their customers, engage with stakeholders, and conduct internal operations. The transformation includes various technological advancements, such as cloud computing, artificial intelligence, big data analytics, the Internet of Things
Force Management
MAY 16, 2024
In our recent webinar with Force Management Managing Director and Facilitator Brian Walsh, an audience member posed a question that we hear often in our work with B2B sales organizations:
FinListics Solutions
MAY 8, 2024
Today’s market is unforgiving. Sales teams that lack a profound understanding of their customers’ industries, key metrics, and financial priorities are not just at a disadvantage, they're at risk of being left behind. Without a strategic grasp of how to proactively showcase how their solutions positively impact a customer’s financial goals and add value, many sales organizations are not just struggling, they're sinking.
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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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