Upland

OCTOBER 21, 2022

Account planning has never been so necessary – or so challenging – to get right. When used effectively, account planning benefits businesses by delivering more revenue, happier customers, and more effective sales teams. . But what exactly is account planning, and why is it so important in 2023? . In this definitive guide to account planning, we’ve compiled everything you need in order to understand the importance of account planning, what it is, and why a complete mindset shift is critical

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Account Manager Tips

OCTOBER 6, 2022

When it comes to managing my time, sometimes it feels like I'm losing the battle, the war and maybe even the will to live. Still, it doesn't have to be like this. So I decided to share my favourite calendar management tips. Sure you'll still have your bad days, but follow even a handful of these tips and I promise you'll be in charge of your schedule, manage your time and smash your goals.

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Management Meetings Decision-making Brainstorming 246

Account Manager Tips

OCTOBER 12, 2022

It's easy to lose sight of the big picture in the day-to-day grind. Sit down, take stock and say these four words to your clients to understand what they need from you right now. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. 4 magic words to say to every client After I've said the magic words, then what? What do I do with the information?

Key Account Management 130

Key Account Management Suppliers Account Management Management 130

Mike Kunkle

OCTOBER 2, 2022

We’re all in sales, right? Well, maybe. I think the answer depends on what you mean by that (intent) and how you define “sales.” What is Modern, Professional B2B Selling All About? I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. I view it a bit differently, though, and potentially, see this as a problem about how we view and define selling.

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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

Hubspot Sales

OCTOBER 12, 2022

If you're in sales, you know that finding prospects isn't easy. In fact, it can be the tallest hurdle in the sales process. The key is to meet people where they are — and more often than not, they're on social media. The HubSpot Blog surveyed 500+ sales professionals to uncover the top social selling trends to reach more prospects and close more deals — all at your fingertips.

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RAIN Group

OCTOBER 28, 2022

Many people want to believe that cold calling doesn't work because they don't want to have to get on the phone. Indeed, there are many ways to do it wrong and fail. Many cold callers use deceptive tactics to get through and leave a bad taste in buyers' mouths.

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Sales 134

Software Sales Guru

OCTOBER 10, 2022

The Winning Edge is Often Subjective Success depends, not just on checking off the technical aspects, but understanding the subjective and emotional criteria. In many competitive scenarios, all of the vendors can check all of the technical boxes. The winning edge is a deeper understanding of the subjective and emotional criteria. Seek to understand the functional requirements.

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Software Software Sales 130

Account Manager Tips

OCTOBER 18, 2022

Disagreeing with clients isn't a bad thing. It's healthy and can lead to great things if handled properly. Here's some tips on how to disagree constructively. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. 4 magic words to say to every client After I've said the magic words, then what? What do I do with the information?

Key Account Management 130

Key Account Management Suppliers Account Management Construction 130

Red Star Kim

OCTOBER 3, 2022

Last week there was a mixture of legal and accounting firms – and M&BD people as well as fee-earners – at the MBL workshop on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders”. I’m delighted that this session received 100% on “Very satisfied” ratings for both the overall rating and quality of the speaker. There was also this fabulous comment “Kim had so much in-depth knowledge.

Decision-making 130

Decision-making Meetings Communication Marketing 130

Hubspot Sales

OCTOBER 18, 2022

Any company's sales leadership needs to keep a pulse on how its salespeople are performing, both individually and on a broader organizational level — getting there often starts by understanding the degree of effort reps are putting in. That's where performance indicators known as sales productivity metrics come in. These figures — ones used to measure how active and engaged salespeople are day-to-day basis — are central to the success and direction of most sales orgs.

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Management CRM Leadership Sales 135

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.

Sales Gravy

OCTOBER 12, 2022

Recession. Inflation. Stagflation. Stockmarket Free Fall. Energy Crisis. Supply Chain Crisis. Political Divisiveness.War. We are living and selling in a time of deep volatility. It is more challenging to close business, objections are harsher, and qualified buyers are becoming more scarce. On this special episode of the Sales Gravy Podcast, Jeb Blount delivers a powerful message about what it takes to outsell this crisis.

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Supply Chain Sales 100

The Center for Sales Strategy

OCTOBER 17, 2022

Women in sales have achieved great things for themselves and their organizations over the last decade. To celebrate Women in Sales Month, we’re talking with some amazing women sales leaders who share their unique insights, from offering advice for sales managers, new or more experience to discussing the anticipated landscape of sales and years ahead when it comes to improving sales performance.

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Software Sales Guru

OCTOBER 24, 2022

Sales Up in a Down Economy? The Bad News I never want to be a source of negative thinking, but there is reason to believe that a global recession of some magnitude is underway. Buyers in 2022 are already hesitant about expenditures and many well cut back. The Good News I have experienced ten recessions and they are an opportunity to keep the growth flywheel.

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Sales Software Software 100

Account Manager Tips

OCTOBER 6, 2022

Is your inbox taking over your life? Here are 12 email management hacks to tame your inbox and stop it from getting out of control. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. The problem with email 12 tips to tame your inbox Try this unique extension to organize your documents Worth a click Quote of the week.

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e-Learning Organization Account Management Management 130

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

Red Star Kim

OCTOBER 24, 2022

Last week, we welcomed UK and international delegates to a PM Forum digital workshop on “Selling Processes and Sales Skills for Marketing and BD Professionals”. There were equal numbers of delegates from law and accountancy firms who had various roles: business development, pitching, key client management, cross-selling and external referrer programmes.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Hubspot Sales

OCTOBER 12, 2022

When it comes to data management, there are two main options — spreadsheets versus databases. While both organize information, each solution serves a distinct purpose. In this post, you’ll learn the benefits of both databases and spreadsheets. Then, we’ll explore how you can choose the best organizational system for your business. Table of Contents.

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Computers and Electronics CRM Decision-making Facilitation 132

Zendesk

OCTOBER 31, 2022

Multilingual support is a must when serving an international customer base: 75 percent of consumers from 29 countries say they’re more likely to purchase from the same brand again if customer care is in their language. That’s not only important for CX in general, but especially so in times when companies are tightening their belts and focusing on customer retention over acquisition: After all, wowing your existing customer base is 5x cheaper than acquiring new customers.

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Customer Experience Software Software Acquisition 98

The Center for Sales Strategy

OCTOBER 10, 2022

Joining host Matt Sunshine and co-host Stephanie Downs in this episode of I mproving Sales Performance are Jenn Scilabro, Senior Vice President of Local Digital Sales for Nexstar Digital, and Tracy Wilkinson, Senior Vice President and Regional Manager for Nexstar Media Group, Inc. As female thought leaders, experts, and industry gurus, Jenn and Tracy share their insights, tips, and knowledge on various topics that help companies improve sales performance.

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Digitalization Media Sales Management 120

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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

Flevy

OCTOBER 25, 2022

When new technologies and competitors disrupt markets , numerous existing organizations struggle to remain competitive. Situations like these encourage some organizations to partner with others. Fruitful partnerships comprise of having the appropriate people, processes, and organizational backing. This calls for an Integrative approach to Managing Innovation.

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Innovation Management Energy and Utilities Digital Transformation 98

Apptivo

OCTOBER 5, 2022

Introduction. It is worth noting that buyers want to be understood. As per reports, 84% of buyers are likely to make a purchase from the salespersons who understand their needs & preferences. At the same time, 57% of buyers state that salespersons lack knowledge regarding business. Buyers relate better with salespersons who can identify business interests, current challenges & needs.

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Value Proposition CRM Software Software 98

Crank Wheel

OCTOBER 18, 2022

Here's the easiest way to share your screen via WhatsApp

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Hubspot Sales

OCTOBER 17, 2022

Keeping tabs on sales benchmarks is central to understanding where both your and your sales org's performance stands in the broader sales landscape. So to help you keep a pulse on those figures, we've pulled relevant data from HubSpot's recent Sales Strategy survey of over 1,000 sales professionals. Here, we'll take a look at the hard data around some key metrics, explore how those figures could change in a potential recession, and review some strategies you can leverage to protect your numbers

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Value Proposition Sales Stakeholders Decision-making 128

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

Zendesk

OCTOBER 31, 2022

Here are the newest integrations from Zendesk to help your team provide top-quality experiences. Shopify Premium for Zendesk. Shopify Premium for Zendesk (Support) is the powerhouse app retailers have been waiting for, loaded with industry-leading tools to turn your customer service team into SuperAgents. Allow agents to instantly view customers’ order history as soon as they open a ticket.

Decision-making 98

Decision-making Finance Retail Communication 98

The Center for Sales Strategy

OCTOBER 3, 2022

Selection is defined as the action or fact of carefully choosing someone or something as being the best or most suitable. It's Monday morning, and a seller has just told you that they are resigning. Maybe that's a good thing, or maybe it isn’t, but either way, you find yourself with the need to fill a position. But before you do that, you need to know what you are looking for in order to find it.

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Sales 120

Planview

OCTOBER 26, 2022

Successful, happy teams create incredible work, and the marketing and demand generation teams at Planview do exactly that. Today in our Day in the Life series, we’re spotlighting someone who’s been on a couple of teams at Planview. Based out of Colorado, Anthony Fowler has worked on our sales team in the past and now serves as one of our Demand Generation Specialists on the Marketing team.

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Leadership Healthcare Meetings Software 98

Apptivo

OCTOBER 3, 2022

Introduction. Who is a buyer and who is a customer? And, when and how does a buyer become a customer? The difference is, with the first sale, the business has got a buyer, and when the business makes the buyer come back and buy more, they have got themselves a customer. A customer is one who has made it his/her custom to buy at the business. Lifecycle marketing is the holistic approach of getting new buyers and converting them to be customers.

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Marketing Value Proposition CRM Publishing 98

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

Crank Wheel

OCTOBER 26, 2022

You can grant control to the viewer in a screen sharing session. Our users do this to allow their clients to sign securely into application forms or to sign the applications electronically.

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Hubspot Sales

OCTOBER 11, 2022

Understanding the nature of the buyer's journey is central to conducting sound marketing and sales efforts. Without a solid pulse on how consumers discover, consider, and ultimately decide to purchase products and services like yours, you're bound to sell both departments short. To help you avoid those potential pitfalls, we've leveraged data from HubSpot's 2022 State of Consumer Trends Report to show what the modern buyer's journey looks like for consumers, provide some insight into how the buy

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Internet Retail Media Decision-making 124

Zendesk

OCTOBER 18, 2022

It’s more important than ever for businesses to create strong customer connections. In today’s competitive landscape, companies need to connect with their audience if they want to stand out from the crowd, retain customers, and build loyalty. In the Zendesk Customer Experience Trends Report 2022 , 60 percent of companies stated that succeeding at wowing customers has improved their customer retention.

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Media Prioritization Customer Value Customer Experience 98

The Center for Sales Strategy

OCTOBER 26, 2022

One of the main reasons leadership is challenging is because you are managing a fast-moving conveyor belt of decisions. One decision after another is rolling off the conveyor belt: Should I remove this non-performer even though I have two other open positions? Do I shift the compensation plan to get the team focused on the right behaviors, knowing it could disrupt the culture and distract top performers?

Leadership 119

Leadership Decision-making Management 119

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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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