Account Manager Tips

MARCH 28, 2024

Unlock the secrets of key account management with must-read books that reveal how to master every challenge. To be the best, you have to learn from the best.

Key Account Management 244

Key Account Management Account Management Management 244

Upland

MARCH 12, 2024

We’ve written several guides on AI and the potential it holds for sellers. Now, after being broadly available for a substantial amount of time, we’re starting to get a better idea of how exactly sellers can use AI to do their jobs better. According to a recent and comprehensive study conducted by HubSpot, a staggering 70% of sales professionals agree that AI tools will make them more productive at work — enabling them to work smarter, faster, and more efficiently than ever before.

Artificial Intelligence 195

Artificial Intelligence Sales B2B Organization 195

Red Star Kim

MARCH 4, 2024

Sadly, this topic still comes up occasionally during training workshops. Many people have suffered at the hands of a line manager who wants to know in detail what is happening and to control everything. It can be frustrating and disempowering. But there are potentially several reasons for this behaviour – some to do with your manager, and some to do with you.

Management 147

Management Communication Leadership Digitalization 147

Zendesk

MARCH 13, 2024

Zendesk announced today that it will acquire Ultimate, an industry-leading provider of service automation, to deliver the most complete AI offering for customer experience (CX) in the market. The latest CX Trends data shows that unprecedented demand for AI is driving up the speed and frequency of customer engagement. In this new era of AI-powered CX, AI agents can push beyond traditional bot capabilities to help brands transform service into a competitive advantage.

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Acquisition Customer Experience Business Growth Innovation 138

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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

The Center for Sales Strategy

MARCH 7, 2024

In this episode, we’re once again consulting the latest Media Sales Report by The Center for Sales Strategy. Today, we’re asking the question, “Why are so many media sales managers lacking superstar talent?” Joining Matt to answer that question and more is the amazing Beth Sunshine, SVP/Talent Services here at CSS and the head of Up Your Culture, a division of CSS focusing on company culture and employee engagement.

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Media Sales Management Management Sales 131

Software Sales Guru

MARCH 11, 2024

Is sales success in the DNA? For years I have assumed great sprinters just had DNA that I did not have. While there certainly is truth to this, it’s only a partial truth. In recovering from a recent injury, I trained under Tony Santos who has worked with the Washington Commanders, the Wizards, and several current college stars. He pointed out to me that the.

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Sales Software Software 130

Nutshell

MARCH 25, 2024

Regardless of your business type or industry, a well-thought-out and structured client onboarding process is the secret to long-term customer retention. It’s where the rubber meets the road, and the initial relationship you’ve built with your customer before their purchase is put to the test. You may think that your welcome and monthly check-in emails are enough to keep your clients satisfied.

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Client Onboarding Onboarding Customer Experience CRM 127

Red Star Kim

MARCH 1, 2024

At the recent Training – PM Forum on “ Buy-in, engagement and stakeholder management ” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland. The session used the 7P model of buy-in to explore rational and emotional tools to achieve buy-in: Plan, Process, People, Psychology, Persuasion, Pressure and Patience.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

SBI Growth

MARCH 7, 2024

If you have been following our podcast and latest blogs, you would have heard many of our experts talk about how talent initiatives are the quickest way to drive growth. This is a particularly good strategy to turn to in situations where a company needs fast returns and cannot afford to wait for longer-term strategies to take effect—for example, with companies that need to manage EBITDA or in companies that are struggling to meet the growth objectives set by their private equity owners.

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Meetings Management Marketing 126

Hubspot Sales

MARCH 11, 2024

Time is money, and that’s doubly true when you work with customers. For the last six years, I’ve been an avid user and champion of using async video in my day-to-day as a seller — well before joining Loom to lead its Sales and Customer Success teams. I’ve seen the benefit of async video messages to close deals and build prospect relationships as both a quota-carrying seller and a sales team leader.

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Sales Meetings Stakeholders Customer Success 124

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.

Customer Think

MARCH 13, 2024

Despite living in an era data is heralded as the new currency, a counterintuitive movement is gaining momentum among forward-thinking marketers and CX professionals: data minimization.

Marketing 119

Marketing 119

Account Manager Tips

MARCH 20, 2024

Transform your time management in just 30 days! Get actionable steps to enhance productivity, prioritize effectively, and achieve work-life balance for key account managers.

Key Account Management 130

Key Account Management Account Management Management Prioritization 130

The Center for Sales Strategy

MARCH 4, 2024

Navigating the path to professional growth requires a mix of thoughtfulness, strategy, and accountability. Your growth is dependent on many things in life – your natural talents, the right career choice, the right leadership to support you, and your ability to create a growth plan for yourself. With today’s vibrant and competitive landscape, the role of a manager grows more challenging every day.

Leadership 119

Leadership Management 119

Strategic Planning and Management Insights

MARCH 22, 2024

Incorporating OKRs in strategy planning provides an effective framework that drives growth, aligns your goals, and tracks your progress.

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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

SBI Growth

MARCH 1, 2024

CEOs want to retain the playmakers and managers that have proven themselves in the past. But for many companies, their talent may now be holding them back. It goes beyond tech augmentations and enablement, it is the fundamental hiring framework that is flawed. How has sales evolved from the past, and what should leaders look for when finding new talent?

Management 127

Management Sales Marketing 127

Hubspot Sales

MARCH 4, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. This week‘s post comes from five winners of HubSpot’s Modern Sales Leader 25 award. Recently, HubSpot presented the inaugural Modern Sales Leader 25 award — a distinction recognizing 25 sales and revenue pioneers, working at the forefront of their fields.

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Construction Leadership Sales Prioritization 124

Customer Think

MARCH 11, 2024

In talking to fellow customer marketers at the recent CustomerXCon 2023 conference held in Boston, it became clear that our charters and roles as marketers continue to evolve and change.

Prioritization 119

Prioritization Marketing 119

Revegy

MARCH 29, 2024

In today’s competitive business landscape, optimizing sales processes is essential for driving revenue and sustaining success. Sales enablement software offers a strategic advantage by empowering businesses to streamline operations, track performance, and make data-driven decisions. However, with a myriad of options available, finding the right solution can be daunting.

Software 106

Software Software Sales Decision-making 106

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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

The Center for Sales Strategy

MARCH 13, 2024

Think for a minute about the very best leader you ever had. Then, think about the worst. Likely, you have definite feelings on both. How did you feel when you moved on from the job with that very best leader? You probably had second thoughts and wondered if you could have made that position work for you despite changing circumstances. What about that worst manager?

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Sales Management Leadership 118

Planview

MARCH 8, 2024

Nearly 115 years ago, Clara Zetkin set a vision: that every country, every year, would celebrate women on the same day. The group that Zetkin rallied in Copenhagen then — about 100 passionate women from 17 countries — has grown exponentially. In fact, International Women’s Day (IWD) is now an official holiday in more than 25 countries, with thousands of marches, debates, concerts, and talks taking place each year.

Banking 105

Banking Government Innovation Leadership 105

SBI Growth

MARCH 10, 2024

In today's dynamic commercial environment, accelerating the sales cycle is not just a goal but a necessity for thriving in a competitive market. The landscape has evolved, with buying behaviors becoming increasingly conservative and consensus requirements reaching new heights. The challenge? Many sellers find themselves poorly equipped to navigate these changes effectively.

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Sales Marketing Sales Training 118

Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Want more content like this? Subscribe to our newsletter! Are you ready for a shocking, next-level revelation that's going to turn your world upside down? Here it is: Prospects aren't always easy to deal with. Boom! That's the kind of astute, game-changing insight you can only find here at The Pipeline , baby.

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Decision-making Sales Finance Prioritization 111

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.

Sales

Customer Think

MARCH 7, 2024

Employee experience (EX) goes hand-in-hand with customer experience (CX). It’s like the chicken and the egg: which comes first? Neither. Both rely upon one another for existence. EX and CX are immature fields of practice. That’s true in every industry and nation.

Customer Experience 112

Customer Experience 112

RAIN Group

MARCH 20, 2024

Selling is about the whole experience from the first conversation to signing on the dotted line. One wrong move or poor interaction can drive buyers away. The best sellers strive to deliver value in each interaction, leaving the buyer wanting more and turning to them for advice. What’s more, the best sellers tend to have strong skills across the sale cycle.

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Sales 105

The Center for Sales Strategy

MARCH 11, 2024

The word “superstar” has a wide range of meanings for all of us. It might bring to mind a famous athlete or celebrity or someone we consider at the top of their game and well-known for their track record of success. But if there is one common thing every organization needs for success, it’s to have at least one sales superstar on their team. These are the sales stars who not only meet targets but also exceed them.

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Sales Meetings Organization 117

Strategic Planning and Management Insights

MARCH 19, 2024

What factors are really holding women back from moving forward in their careers? More importantly, what can you do about it if you find yourself in that position? We talk about all these things and more with our high-caliber guests who promise to deliver nothing but goodness. PepsiCo COO Grace Puma and former Nike President of Consumer Direct Christiana Smith Shi are the authors of the book, Career Forward: Strategies from Women Who’ve Made It.

Prioritization 103

Prioritization 103

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.

Supply Chain

Sales Gravy

MARCH 9, 2024

On this fascinating episode of the Sales Gravy podcast, master sales trainer Jessica Stokes spends time with Steven Farber of Take Flight Learning discussing why it is important for salespeople and leaders to understand and adapt to different personality styles. You'll learn the significance of how understanding personality styles will elevate your sales skills, help you build deeper relationships, and improve your closing ratio.

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Decision-making Communication Sales 103

Hubspot Sales

MARCH 19, 2024

Did you hear? Restaurants are fed up with parties of six hogging the table for hours on end. They started either charging a large deposit, or only allowing large party bookings outside the dinner rush. For the food service industry, it's largely a convenience play. Big parties take longer to serve, and the extra income isn’t worth the hassle (Groups of 6+ made up only 8% of the 2023 reservations booked on Resy).

Internet 111

Internet Profitability Innovation 111

Customer Think

MARCH 29, 2024

Integrating a customer relationship management (CRM) system with QuickBooks, an accounting solution, can greatly benefit small and medium-sized businesses (SMBs). The integration can provide a centralized platform to manage customer relationships and sales processes, track expenses and generate financial reports.

CRM 105

CRM Decision-making Management Sales 105

Force Management

MARCH 14, 2024

If you’re leading an organization that’s selling a solution, whether in an established market or a new vertical, you’re competing for your buyers’ attention. The competition is high – we are all faced with hundreds of sales messages each day. Successful sales organizations know how to consistently rise above the noise and command greater market share.

Communication 100

Communication Organization Marketing Sales 100

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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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