August, 2024

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Account-Based Marketing: Customer-Led, Team-Enabled

Strategic Account Management Association

The first step in next-gen, customer-centric sales By Dominique Côté, CEO & Founder, Cosawi and Principal, The Summit Group, and Kate Burda, CEO & Founder, Kate Burda & Co. Shedding light on the next generation of account-based marketing We can all agree that customer centricity and customer focus are the cornerstone of effective strategic account … Continue reading Account-Based Marketing: Customer-Led, Team-Enabled The post Account-Based Marketing: Customer-Led, Team-Enabled

Marketing 520
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Implementing the Building Blocks of Sales Enablement: Mastering the Sales Systems

Mike Kunkle

[This post was originally published here , in my Sales Enablement Straight Talk newsletter] Today, I want to delve into the nuances of the systems that support the Building Blocks of Sales Enablement framework. Many of you have asked about these systems – how they differ from the blocks (and support them), and how to maximize their effectiveness.

Sales 269
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Stop Typing, Start Talking: 5 Reasons to Call Your Clients Now

Account Manager Tips

The post Stop Typing, Start Talking: 5 Reasons to Call Your Clients Now first appeared on The KAM Coach Unlock the power of phone calls in client management. Find out why talking beats typing and get tips for effective communication in this essential guide.

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6 Ways to Help Customers Avoid Choice Paralysis and Boost Your Conversions [+Examples]

Hubspot Sales

When was the last time you really looked around the toothpaste aisle? It’s overwhelming. You’re faced with a huge amount of choices — possibly even dozens depending on the store you’re in. Imagine having to actually make a buying decision purely by shopping through the toothpaste aisle. My guess is that you’d either get overwhelmed and choose something that you later regret, or you’d choose to buy nothing at all.

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5 Ways You Can Win Faster with Gen AI in Sales

Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.

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Innovation in Action: Strategic Experimentation for Enhanced Customer Experience

Customer Think

Introduction Article originaly posted at: [link] Experimentation methods are critical for enhancing Customer Experience (CX) programs by validating hypotheses, identifying improvement areas, and ensuring that new initiatives resonate with both partners and customers. In today’s competitive market, businesses must deliver exceptional CX that meets and exceeds customer expectations.

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Return on Sales: What It Is, How To Calculate It, and More

Nutshell

Perhaps you’d like to find an investor for your business or gauge your success against your competitors. Or maybe you just want to know how profitable your business is this quarter compared to last quarter. Regardless of the reason, knowing how to calculate your return on sales ratio is vital. Determining your return on sales gives stakeholders a snapshot of your business’s financial well-being and insight into its potential for growth and success.

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Inside the Mind of a Transitioning CEO: Key Strategies for Effective Leadership

Strategic Planning and Management Insights

Transitioning into the role of a CEO is one of the most significant leaps in any executive’s career. It’s a step filled with new responsibilities, challenges, and opportunities that require a different set of skills and mindset compared to other leadership positions. This transition isn't just about leading an organization; it's about evolving into a leader who can guide a company through its most critical phases of growth, change, or crisis.

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Inside Look: How Revegy Uses Revegy

Revegy

We all know that staying aligned, building strong relationships, and making a real impact on revenue are key to success. At Revegy, we don’t just develop technology to help sales teams meet these goals—we use it ourselves to fine-tune and improve our own sales strategies. In this article, we’ll give you an under the hood […] The post Inside Look: How Revegy Uses Revegy appeared first on Revegy.

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How Sales Teams Can Use AI to Follow Up With Leads

Hubspot Sales

I remember it like it was yesterday — I was just starting out in SaaS sales, and I had identified a promising account I wanted to target. I identified a key stakeholder with purchasing authority, reached out with a simple yet elegant email pitch, and they responded asking me for a contract they could sign right away. I woke up to my alarm clock shattering that fantasy.

Sales 122
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Ahead of the Curve: MarTech-Driven Customer Experience Evolution

Customer Think

Introduction Find the original article here: [link] In today’s hyper-competitive market, delivering a superior customer experience (CX) is paramount for businesses striving to differentiate themselves. Marketing technology (MarTech) is pivotal in enhancing CX by integrating data, automating processes, and enabling personalized interactions sometimes in real-time.

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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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The Ultimate Sales Prospecting Guide: Definition, Benefits, and Steps for Success

Nutshell

Prospecting is an essential part of the sales process, but if you want to strike gold, you need to have a well-thought-out strategy in place. In this guide to sales prospecting, you’ll get everything you need to know. We’ll cover the definition of sales prospecting, why it’s important, the steps in the prospecting process, and tips for success. Table of Contents What is sales prospecting?

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Focusing on Sales Activities That Drive Performance with Jeff Clewett & Emily Estey

The Center for Sales Strategy

In this episode, we’re discussing how to ensure your sales teams are focused on the right sales activities to drive performance. And joining Matt Sunshine to help break it all down is Jeff Clewett, Director of Sales at Bonneville Denver, and Emily Estey, VP/Senior Consultant here at CSS. Both offer some amazing points to think about, like: Why too many sales managers treat everything as an emergency when they need to be prioritizing and filtering the right information for their teams How target

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Strategic Life Planning: Jean St. Pierre’s $100 Million Journey

Strategic Planning and Management Insights

In the latest episode of the Strategy and Leadership Podcast, host Anthony Taylor sits down with Jean St. Pierre , the co-founder and chairman of the Rhombus Group. Jean shares his compelling story of building a $100 million business, losing it all, and then rediscovering his path through deep introspection and strategic planning. The conversation is packed with valuable insights for entrepreneurs aiming to achieve business success while maintaining a balanced and fulfilling life.

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How to Tackle 8 Manufacturing Sales Challenges

Brooks Group

The manufacturing industry is vast, encompassing a wide variety of products and services tailored to specific industries and customer needs. But whether your sales team is selling industrial machinery and equipment, building materials, or automotive components, you share some common challenges. Although supply chains have rightsized since the pandemic, many manufacturers are dealing with increased customer choice, greater competition, and compressed margins.

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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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The 10 Best SaaS CRM Software

Hubspot Sales

The secret's out: behind every “How do they do it all?” SaaS worker is a CRM platform holding their life together. If you're new to the world of CRMs, then prepare to have your world turned upside down. I distinctly remember the day I learned about CMRs: I was using a spreadsheet for my contact management, and I felt like other people maintained their networks better by sheer luck.

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Why the Medical Devices Sector Holds a Higher Standard of Customer Experience

Customer Think

The title is: Why the Medical Devices Industry Holds a Higher Standard of Customer Experience, and the question is: Why Can’t the Medical Devices Sector Fail?

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Influence Consumer Choices Through Behavioral Marketing

Nutshell

Have you ever felt like your phone knows exactly what you’re thinking? It may seem that ads on Google and social media perfectly align with your interests, recent thoughts, and searches. Rest assured, there’s no mind-reading involved – this is simply the result of behavioral marketing. In this post, we’ll cover the basics of behavioral marketing and segmentation, why it’s important, and strategies for implementing it into your marketing plan.

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Using Talent-Related Questions: A Great Tool for Checking References

The Center for Sales Strategy

Are references really relevant to today’s workplace? They are so Y2K, right?! Wrong. In fact, checking references has become a focus in today’s workplace. Per LinkedIn, “references reinforce the information on (the candidate’s) resume while giving potential employers a 360-degree view of what (the candidate) can bring to the table.

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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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7 Reasons Why Clients Ghost You (and What to Do About It)

Account Manager Tips

The post 7 Reasons Why Clients Ghost You (and What to Do About It) first appeared on The KAM Coach Struggling with silent clients? Uncover why they ghost and learn effective strategies to re-engage and rebuild strong, lasting business relationships.

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4 Customer Personality Types Your Sales Reps Must Be Able to Recognize

Brooks Group

Without realizing it, your sellers may be pushing potential buyers away by using the wrong communication approach. Every buyer has a unique personality style. They feel more comfortable and at ease when they are sold to in a specific way. On the flip side, when your sales professionals don’t adjust their style to match the customer’s, they risk overwhelming, bulldozing, or simply annoying them—and losing a potential sale.

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Mastering the Art of Cold Calling: A Comprehensive Guide to Boosting Your Success Rate

Hubspot Sales

Some might say cold calling is dead. However, it's far from the truth. Is it harder than it used to be? Yes. Is it completely dead? No. I still talk to teams today, converting at a high rate by leveraging cold calling. Yet, when I work with some teams I notice that they aren't making any calls. Why? It's because of the fear of rejection. Fear of rejection is why people believe cold calling is dead and avoid doing it.

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Will Generative AI (GenAI) Experience its “Metaverse Moment” in 2024?

Customer Think

As I have written a couple of times before, 2024 will be the year of truth for GenAI. Truth in the sense of proving the delivery of real business value to technology users. Why did the Metaverse disappear as fast as it came up? Or blockchains, for that matter?

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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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Net Sales Vs. Gross Sales: How They’re Different and Why You Should Track Them

Nutshell

As a sales manager, you’re no stranger to reports and monitoring specific metrics to measure your team and company’s success. But what particular metrics are you focusing on, and are you leveraging the difference between net sales vs. gross sales to your advantage? A key component of your job is tracking the revenue your sales team generates. Revenue is one of the primary indicators of a successful sales process and often has a specific team goal attached for the quarter and year.

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Identifying Coaching Opportunities to Improve Sales Performance

The Center for Sales Strategy

The ability of a sales team to consistently achieve goals and exceed expectations hinges not only on the team's talent and determination but also on the quality of coaching they receive. Identifying where your people need coaching is key. Without this insight, your coaching efforts might be well-intentioned but ultimately ineffective. By identifying specific problems or struggles, you can tailor your coaching to address these areas directly, leading to more meaningful improvements in performance

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Mastering the Key Account Management Process: A Comprehensive Guide to Balancing Revenue and Relationships

Account Manager Tips

The post Mastering the Key Account Management Process: A Comprehensive Guide to Balancing Revenue and Relationships first appeared on The KAM Coach Explore how to integrate Key Account Management with Revenue Management to achieve long-term client loyalty and sustainable profit. Learn strategies, frameworks, and best practices to enhance your KAM process.

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8 Essential Sales Negotiation Skills

Brooks Group

Berkshire Hathaway CEO Warren Buffett is one of the world’s most successful investors, with a net worth of $135 billion. He’s also earned a reputation as one of the world’s most skilled negotiators. Buffet is known for doing his research and preparing for negotiations with meticulous detail. Successful sales professionals must be able to negotiate like Buffett, particularly in complex B2B sales environments.

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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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Sales Demo Environments: How to Use Them to Close More Deals

Hubspot Sales

Early on in my position as head of business development at Lead Prosper, a SaaS company, I found myself on the receiving end of a software demo for an industry-leading company. After some initial discovery, the capable sales rep dove into the platform to give me a look at one of the functionalities I was most interested in. But during the live demo, disaster struck.

Sales 104
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CX ROI Handbook: Connecting Business Outcomes and Customer Outcomes

Customer Think

Customer outcomes never differ from business outcomes, and vice versa. Customer outcomes are why your business exists. — Providing value for their needs. — Their funding fueling your life. — Their preference is your growth. — Their expansion fueling investors. — Their responses guiding your strategies.

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Captivating Event Invitation Email Examples to Boost Attendance

Nutshell

Organizing a company event can be daunting, with many parts to juggle and event requirements to arrange. A crucial component of the event management process is crafting and dispatching an event invitation email that motivates your recipients to attend. Engineering the perfect invitation email is somewhat of an art form. More often than not, it’s the result of years of experience built through trial and error.

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The Power of Aligning Sales & Marketing with Andrew Sims & Trey Morris

The Center for Sales Strategy

In this episode, we're exploring how a company successfully aligned its sales and marketing teams to maximize the efforts of its sellers. The great Andrew Sims, CRO at SentriLock, and Trey Morris, VP/Senior Consultant here at CSS, are joining Matt Sunshine in breaking down that journey. Both bring such great points to the table, like: Why you don't have to make Mount Everest-sized changes in order to achieve sales and marketing alignment.

Marketing 115
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10 Ways to Leverage Buyer Signals and Drive Revenue

In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.