SBI Growth

MARCH 2, 2017

Sales 126

Sales 126

Engage Selling

MARCH 16, 2017

Does your sales team know the difference between conversation and combat? Far too often, salespeople will get into verbal hostilities with their potential buyers. They hear a question or an objection and automatically go on the defensive!

Sales 104

Sales Client Relationships Communication Management 104

MTD Sales Training

MARCH 6, 2017

We had a sales call at our HQ (yes, we get them too!) and one of our sales team took responsibility for it. The caller was selling marketing services and promised a free 30-minute consultancy that would highlight where our marketing was working and where it wasn’t. But she said something that made my team member realise the company hadn’t done their homework on us. .

Profitability 53

Profitability Sales Sales Training Decision-making 53

RAIN Group

MARCH 15, 2017

With increased product and service commoditization, sellers in almost every industry complain about price pressure and shrinking margins. At the same time, there are some sellers and sales organizations who are consistently winning sales against lower-priced competitors and growing their margins.

Organization 53

Organization Sales Negotiation 53

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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.

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Planview

MARCH 2, 2017

Companies like Pfizer, Siemens, and AT&T have discovered that idea challenges are the missing links to solving customer experience problems. What is an idea challenge you may be wondering? An idea challenge is a core component in any effective innovation program. It’s a way for you to identify ideas at scale from employees, customers, partners, or any other crowd, and challenge them to help surface the best solutions to specific problems.

Customer Experience 53

Customer Experience Communication Customer Success Innovation 53

Service Excellence Partners

MARCH 12, 2017

Electric utility companies promoting power conservation programs discovered that simply informing consumers of their electricity usage relative to their neighbors lowered overall consumption. This type of normative social comparison has produced the same effects in other domains. Why does this work? How can the idea be used in Customer Success? Keeping up with the Joneses Homeowners typically receive letters from the power company showi ng how many kilowatt hours they’ve used over the past month

Energy and Utilities 52

Energy and Utilities Government Decision-making Customer Success 52

Engage Selling

MARCH 7, 2017

Is your sales team actively seeking out referrals from your current client base? According to recent studies, 78% of happy clients want to give out referrals. Yet only 8% of salespeople actually ask for them. Can you see the disconnect?

Sales 83

Sales 83

MTD Sales Training

MARCH 31, 2017

One of the biggest objections sales people face that causes most discussion is the issue of price. The holy grail of salesmanship is how to find the best way to convince their customers to pay the price they want for their services. Remember, price is always associated with value, so if the price issue is raised often, think about how you are building value initially.

Suppliers 48

Suppliers Sales Training Sales Management 48

ReviewTrackers

MARCH 21, 2017

Given the realities of today’s customer-led market and real-time customer feedback , it’s more critical than ever for brands to track, monitor, and listen to what customers are saying online. It’s not always easy, however, to get a handle on what they’re saying — and where they’re saying it. With so many platforms and channels to choose from, your customers are more empowered than ever to share their thoughts about and experiences with your business.

Media 40

Media Publishing Customer Experience Marketing 40

Planview

MARCH 3, 2017

Editor’s note: the following article is a guest post by Shay Namdarian, GM of Customer Strategy at Collective Campus. It is no coincidence that the most innovative brands in the world are also leading the way in customer experience. Brands like Apple, Disney, Zappos, and Amazon are front of mind during conversations about memorable customer experiences.

Customer Experience 45

Customer Experience Innovation Retail Publishing 45

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

MARCH 29, 2017

The sales world is coming face to face with a cold hard truth: In this episode of The Marketing Book Podcast with Douglas Burdett, Jeb Blount explains that the sales profession is in the midst of a perfect storm.

Marketing 40

Marketing Sales 40

SBI Growth

MARCH 10, 2017

Companies create significant value by pulling the Customer Acquisition Cost (CAC) lever. Consider a 1,200 employee mid-market company. In this example scenario, the company’s CAC was roughly $100,000 before aligning its sales and marketing strategies. However, the marketing team had.

Acquisition 111

Acquisition Marketing Sales 111

Engage Selling

MARCH 23, 2017

It’s frustrating. When you see a sales rep struggling month after month, and missing target after target, it’s enough to make any sales leader uneasy. The problem is most leaders handle poor performers the wrong way.

Sales 81

Sales Client Relationships Communication Management 81

MTD Sales Training

MARCH 29, 2017

Brand is often described as ‘a variety of something distinguished by some distinctive characteristic’. Apple’s brand, for instance, is characterised by the statement ‘Think Different’. It creates a label in people’s mind that attracts them and builds trust in the product or services. No matter what your brand is, you can make it stand out against competitors by putting the emphasis on what differentiates you.

Transportation 48

Transportation Sales Training Marketing Sales 48

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

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ReviewTrackers

MARCH 8, 2017

Healthcare consumers are more likely to review their physicians on online review sites after a negative patient experience, according to research by customer feedback software company ReviewTrackers. The research is based on a January 2017 local search and online reviews survey, as well as findings from an analysis of over 30,100 online patient reviews of more than 2,000 healthcare professionals and facilities.

Healthcare 38

Healthcare Decision-making Acquisition Media 38

Planview

MARCH 30, 2017

Spigit recently hosted an Innovation Forum with global consumer goods manufacturer Li & Fung in Hong Kong. An exclusive group of innovation leaders convened for an evening of sharing best practices and in-depth discussions about innovation programs. With presentations from Steve Glaveski, Co-founder and CEO at Collective Campus; Alvin Chia, ‎Innovation Program Lead at DBS Bank; Lale Kesebi, Chief Communications Officer & Head of Strategic Engagement at Li & Fung; and Yi Hoo Ong, Vice

Innovation 40

Innovation e-Learning Brainstorming Banking 40

Sales Gravy

MARCH 29, 2017

The problem is that most managers and other figures of authority — Directors, V.P.’s, and even Business Owners — have never been taught how to properly exercise authority and command respect as leaders.

Sales Management 40

Sales Management Management Sales 40

SBI Growth

MARCH 29, 2017

Sales Leadership 107

Sales Leadership Leadership Sales Marketing 107

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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.

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Engage Selling

MARCH 30, 2017

You could be the world’s greatest salesperson selling the world’s best product, but if you can’t connect with your prospects, will your sales results reflect your expertise?

Sales 79

Sales Client Relationships Communication Management 79

MTD Sales Training

MARCH 23, 2017

No doubt you’ve heard the stories of customers who have changed their buying patterns and switched the companies they buy from, based purely on the fact the salesperson left one company and went to work for another. Their allegiance was with the salesperson more than the company and their products. Why does this happen? It’s normally because the buyer trusts the salesperson much more than they do the company.

Sales Training 48

Sales Training Decision-making Sales Management 48

ReviewTrackers

MARCH 1, 2017

In case you haven’t heard, there’s a shift taking place in the automotive industry. After a century of the car being the center of the American dream, a symbol of individual freedom , automotive manufacturers are facing a new challenge. Car sharing, self-driving cars, and urbanization are just some of the trends paving the way for a new kind of thinking about the car in American culture.

Customer Experience 36

Customer Experience Transportation Energy and Utilities Insurance 36

Planview

MARCH 30, 2017

Spigit recently hosted an Innovation Forum with global consumer goods manufacturer Li & Fung in Hong Kong. An exclusive group of innovation leaders convened for an evening of sharing best practices and in-depth discussions about innovation programs. With presentations from Steve Glaveski, Co-founder and CEO at Collective Campus; Alvin Chia, ‎Innovation Program Lead at DBS Bank; Lale Kesebi, Chief Communications Officer & Head of Strategic Engagement at Li & Fung; and Yi Hoo Ong, Vice

Innovation 40

Innovation e-Learning Brainstorming Banking 40

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

Sales Gravy

MARCH 24, 2017

Can you rely on cold calling as your one and only prospecting method for driving leads? Yes, you absolutely can. The challenge with that, though, is that whenever you employ just one method of reaching prospects, you are constrained to that method.

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SBI Growth

MARCH 14, 2017

Meet Dave, a mid-market tech CEO. He is smart, savvy, and universally respected by his employees and industry peers. He’s invested wisely in sales and marketing optimization over the years, and consequently his team makes the number more often than.

Meetings 103

Meetings Marketing Sales 103

Engage Selling

MARCH 28, 2017

You cannot grow your business with a particular client if you’re relying on a singular point of information. Growth comes from not only the quality of contacts, but also your quantity of contacts in a particular organization.

Organization 73

Organization Client Relationships Sales Training Communication 73

MTD Sales Training

MARCH 21, 2017

Sometimes we learn lessons from unexpected sources. By being curious, keeping our eyes and ears open and seeing things from different perspectives, we pick up a lot of great ideas when we least expect them. I am intrigued by Sky Atlantic’s high-octane, high-finance series ‘Billions’, starring Damian Lewis as a multi-faceted billionaire, whose private and professional life is as incongruous with the real sales world as it could possibly be.

Finance 48

Finance Sales Sales Training Management 48

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

ReviewTrackers

MARCH 20, 2017

So many companies are talking about customer experience (CX). They’re putting it at the top of the corporate agenda. They’re creating new positions within their organizations and hiring customer experience representatives. They’re making CX software part of their investment priority. And they’re viewing customer experience as the single most important way for their organization to achieve success.

Customer Experience 35

Customer Experience Media Organization Digitalization 35

Planview

MARCH 23, 2017

Following on the heels of announcing the acquisition of Kindling and record growth in 2016 earlier this year, today Spigit announces its biggest product release to date plus a new addition to the team. We’re serious when we say this release is big. How big? Try this on for size. Spigit releases game-changing capabilities. Here are five of the new capabilities Spigit customers will have at their fingertips with the latest release: A new REST API that allows customers to integrate their innovation

Innovation 40

Innovation Finance Acquisition Software 40

Sales Gravy

MARCH 9, 2017

While a good sales coach has a strong internal drive to succeed, a great sales coach recognizes that it’s all about helping each salesperson become the best version of themselves that they can be.

Sales 40

Sales 40

SBI Growth

MARCH 14, 2017

Utopia for a CEO is growing faster than your industry and your peers. A thoughtful go-to-market strategy is imperative to enable this growth. Here’s the catch: Many CEOs have risen to the top through finance, operations, or product management. With.

Marketing 100

Marketing Finance Management 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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