Upland
NOVEMBER 27, 2023
Why do you need to know your customer? You need to know your customer because customers buy outcomes. They aren’t in the market for products or services. They aren’t buying just to buy. They’re on a mission to solve a problem, fill a gap, or capitalize on an opportunity. The product or service you’re selling is the method or tool they will use to get there.
Account Manager Tips
NOVEMBER 26, 2023
This vital guide reveals differences between customers vs clients. It busts common myths and shares strategies to strengthen business relationships and revenue.
Revegy
NOVEMBER 28, 2023
The B2B enterprise landscape has undergone a significant transformation over the years, with organizations placing a heightened emphasis on their customers. With the advent of digital technology, businesses have had to adapt to an increasingly complex environment characterized by more decision-makers, longer deal cycles, higher pricing points, and a plethora of competing channels.
Vantage Partners
NOVEMBER 28, 2023
In our experience working with thousands of organizations over the last thirty years, Vantage has identified eight essential skills that alliance managers must develop to be successful – for themselves, their teams and their organizations.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Force Management
NOVEMBER 30, 2023
Today's leaders have an uphill battle to successfully tackle revenue growth goals. Externally, marketplace dynamics have shifted and buyers have redefined why and how they buy. Internally, revenue organizations have to adapt and align their message in a way that communicates their value in today's dynamic selling environment. Strategies for growth and evolution should drive alignment across all your revenue teams.
Hubspot Sales
NOVEMBER 27, 2023
Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. There are a lot of standard qualities most companies look for when recruiting sales professionals. Businesses want candidates who check the traditional boxes — goal-oriented, optimistic, coachable, persuasive, and so on. While those are all key bases to cover when recruiting salespeople, there are some lesser-considered elements that, in my experience, make for truly ideal s
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Revegy
NOVEMBER 30, 2023
Compared to its finance, marketing, and logistics counterparts, sales has traditionally been a laggard regarding digital technologies, and for good reason. According to the Harvard Business Review, despite most digital technologies’ promises to help sales reps increase pipeline volume and velocity, the opposite often proves true because many companies implement a multitude of point solutions. […] The post AI Transformed: 4 Ways AI is Rapidly Changing Sales appeared first on Revegy.
Brooks Group
DECEMBER 1, 2023
Whether your organization has a dedicated Account Management team, or your salespeople are in charge of managing their own accounts, it’s important to establish account management KPIs to measure performance and effectiveness. Put simply, strategic account management is all about responsiveness, problem-solving, customer satisfaction, and building long-term relationships that lead to additional revenue.
Hubspot Sales
NOVEMBER 28, 2023
Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. It’s not intuitive, then, that these two functions often exist in silos, each having their own systems and processes. Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds.
Account Manager Tips
NOVEMBER 26, 2023
This vital guide reveals differences between customers vs clients. It busts common myths and shares strategies to strengthen business relationships and revenue.
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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.
Kainexus
DECEMBER 1, 2023
Here's the latest episode of the KaiNexus Continuous Improvement podcast, this time featuring another conversation with Mark Graban and Greg Jacobson.
The Center for Sales Strategy
NOVEMBER 29, 2023
According to the World Economic Forum, by 2025, Gen Z will account for one-third of the workforce. As a group, they are the most technologically savvy ever to hit the workforce. Many have definite opinions on what they expect from their companies and managers and are not afraid to express those opinions. They have specific expectations of what their work life will look like, and unlike other generations, they are not afraid to hop to a new job or quit even if they don’t have another job lined up
Hubspot Sales
NOVEMBER 28, 2023
No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails. So, we partnered with some of the best sales professionals to give you their insights, including the biggest challenges and tips to get past them.
The Great Game of Business
NOVEMBER 29, 2023
Peer advisory groups run the gamut, from informal circles of friends who talk on the phone every day to more formalized approaches like online forums where people meet periodically at the same time every week or month.
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
NOVEMBER 30, 2023
Introduction In the dynamic landscape of modern business, the critical role of customer experience (CX) stands as a linchpin for sustainable success. As markets become increasingly saturated, customer expectations soar, making exceptional CX not just a differentiator but a business imperative.
The Center for Sales Strategy
NOVEMBER 27, 2023
In the world of sales, the ability to effectively communicate, negotiate, and understand products is imperative. While traditional training methods often involve presentations and role-playing, integrating games and activities into sales training can be a game-changer. These interactive approaches not only enhance engagement but also foster skill development in a more immersive and enjoyable manner.
Hubspot Sales
NOVEMBER 27, 2023
In a world where women make up roughly half of the population, it’s only natural that we’d see a similar distribution in sales, too. But that’s not the case. What’s more, studies show that despite women consistently hitting or even surpassing their sales quotas, they only earn 82% as much as their male counterparts. Despite these challenges and disparities, women in sales are actively working to shatter the stereotype that has lingered for far too long.
SBI Growth
DECEMBER 1, 2023
Despite the uncertain market conditions throughout 2023, most CEOs seemed to have stayed consistent with their value creation thesis, with an even split between those who chose to increase expenses and those who chose to maintain expenses while accelerating growth. More optimistic attitudes toward 2024 will see more CEOs shift towards increasing expenses though, as more companies seek to pursue growth more actively.
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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
NOVEMBER 27, 2023
Source: Shutterstock Generative AI has the potential to drive a once-in-a-generation step-change in business performance and productivity, but a recent, first-of-its-kind scientific experiment demonstrates that generative AI can also be a double-edged sword. When used correctly for appropriate tasks, it can be a powerful enabler of competitive advantage.
The Center for Sales Strategy
NOVEMBER 28, 2023
In species terms, a hippo is the world’s third largest mammal, but in business terms, a hippo refers to the Highest Paid Person’s Opinion. Have you ever been in a meeting where people ask for opinions, but no one speaks up until the HiPPO in the room speaks? Or maybe you’ve been the HiPPO in the room, and everyone’s simply always agreed with everything you’ve said.
Hubspot Sales
NOVEMBER 27, 2023
Ever thrown out a broken coffee maker? You're not alone. Coffee makers are the most represented product that needs TLC. Source: RepairMonitor Next time, just hit up a Repair Cafe and get your caffeine fix while your machine gets fixed. Community repair sites like Repair Cafes are in demand as consumers turn to fixing their old stuff, from vacuum cleaners and lamps to clothing and phones.
Sales Readiness Group
NOVEMBER 27, 2023
To sales professionals, procurement teams often seem like an insurmountable hurdle on the path to winning sales. While it’s true that procurement generally wields a tremendous amount of influence, it’s also true that it’s possible to learn how to work with them effectively. Let's look at how sales teams can actively plan for smooth collaborations with procurement.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Customer Think
NOVEMBER 27, 2023
Back in 2020, we predicted the rise of the Revenge Traveler and the impact it would have on travel and hospitality experience providers. As we approach 2024, we are spotting a new type of traveler on the horizon.
Planview
NOVEMBER 29, 2023
In today’s competitive business environment, companies are relentlessly seeking ways to optimize their solutions delivery, with a strong emphasis on improving efficiency. To achieve a significant boost in this area, it is imperative to establish and maintain end-to-end visibility into the value streams that comprise an organization’s operations.
RAIN Group
NOVEMBER 28, 2023
Recruiting and hiring strong sales talent isn't for the faint of heart. It is, in fact, the top challenge facing sales and enablement leaders (cited as “very challenging” by 52%). It's not only challenging, but also takes a significant investment of resources to find, hire, and retain talent.
CMOE
NOVEMBER 27, 2023
Executive Presence is the ability and skill to speak with confidence and inspire confidence in others. Having executive presence is not only important when you are actively leading your team, but also in any situation where you need to convey your leadership capabilities. Through your executive presence, you will seek to show team members and stakeholders that you are capable, reliable, trustworthy, and someone that others will want to follow.
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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
Customer Think
NOVEMBER 29, 2023
“How likely are you to recommend our product and services to a friend or colleague”? There are few questions in customer experience where the answers have been so deeply attributed to growth potential, profitability, and investor strategies. Net Promoter Score has for years been billed as “The one number you need to grow”.
Strategic Planning and Management Insights
NOVEMBER 27, 2023
John Prothro, the CEO Of Foot Solutions, shares some leadership lessons he learned as an experienced executive and a global foot wellness retailer.
Apptivo
NOVEMBER 30, 2023
1. What is a Pеrsonal CRM and Why You Nееd Onе 2. Bеnеfits of Using a Pеrsonal CRM App for Your Profеssional Lifе 3. Top Fеaturеs to Look for in thе Bеst Pеrsonal CRM Softwarе 4. What is pеrsonal CRM Automation? 5. Pros and cons of pеrsonal CRM Automation 6. Pеrsonal CRM Automation еxamplеs 7. Bеst pеrsonal CRM Systеms in thе markеt Hеy thеrе, busy profеssional!
Account Management Skills
NOVEMBER 30, 2023
Welcome to the final episode in my mini series of five bonus podcast episodes created to show you how to build an entrepreneurial mindset in your agency account managers. In this episode, I share the key things you need to do to get your account managers adding value from day one and reduce churn. And this comes back to many of the things we’ve discussed already in this podcast series.
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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