AchieveIt

JULY 13, 2023

Business leaders spend months ideating and developing the perfect strategy—but when it comes time to operationalize, companies often back down, tucking the corporate strategy away until the following year. On the premiere episode of The Strategy Gap, we spoke with Candice Williams , Strategy Manager at the Development Bank of Jamaica who dived into her hands-on experience in designing and successfully implementing organizational strategies.

Banking 52

Banking Government Organization Account Strategy 52

Red Star Kim

JULY 13, 2023

Thanks to the Managing Partners’ Forum Strategy Summit at haysmacintyre earlier this week. My takeaways from the insightful facilitators and panellists were: Recruitment of lawyers is down on previous years whereas business support is up Increase in tax hires in law firms Increase in marketing roles (exceeding 2019 numbers) Whilst training/learning roles shrunk compared to 2019 there was an increase in employee relations roles Legal sector recruitment is higher in the regions than in Lond

Management 130

Management Remote Working Acquisition Finance 130

ClearPoint Strategy

JULY 11, 2023

Success isn't achieved by chance. Stay ahead of the competition.

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52

Brooks Group

JULY 14, 2023

In today’s marketplace, consultative selling is a critical differentiating factor. Competition is fierce and buyers have endless options and information available at their fingertips. Having a good product or service is no longer enough to stand out. To stay relevant and get ahead of the competition, your salespeople must be capable of selling not only your offering but also of selling themselves as strategic advisors capable of helping solve their prospects’ and customers’ business problems.

Sales 83

Sales Sales Training Brainstorming Communication 83

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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

AchieveIt

JULY 10, 2023

You’ve invested significant time and resources in developing a strategic plan, and now you’re eager to track its progress and evaluate its impact. Naturally, you want to keep a close eye on the execution and measure the results. Quarterly tracking seems like a reasonable approach, giving you enough time to assess performance and make the necessary adjustments.

Decision-making 52

Decision-making Stakeholders Meetings Facilitation 52

Upland

JULY 12, 2023

MEDDIC is not actually a healthcare term. It’s a sales acronym. And it’s all about deal qualification MEDDIC – a deal qualification framework Many think that MEDDIC is a sales process , but it’s really a deal qualification framework with multiple processes for decision criteria, decision process, etc. aimed at helping sales teams assess the viability of a sales opportunity.

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

Customer Think

JULY 14, 2023

In today’s digital world, email marketing continues to be a vital tool for businesses to connect with their audience. However, simply sending out generic emails to your entire contact list is no longer effective or efficient. This is where email marketing automation comes into play.

Marketing 98

Marketing Digitalization 98

Hubspot Sales

JULY 13, 2023

AI is increasingly becoming a natural addition to daily workflows across sales and revenue departments. 79% of sales professionals who use AI say AI tools are an important addition to their overall sales strategy, according to our State of AI survey. Conversely, there are endless dilemmas about how AI will shape reality, raising serious concerns. So, let’s explore what sales leaders think about AI-powered solutions and what they do to overcome AI fears.

Leadership 98

Leadership Sales Cybersecurity Internet 98

Upland

JULY 10, 2023

Elevate team collaboration and build customer intimacy directly within Salesforce. Altify Insights rewrites the rules on what best-in-class looks like in B2B sales solutions. In a time when it couldn’t be more imperative to understand the challenging business landscape, the gears and things that make accounts tick, Altify Insights promises to give sellers what they need to solve problems, build relationships, and land and expand accounts.

Decision-making 195

Decision-making B2B Account Planning Software 195

PartnerTap

JULY 11, 2023

Sourcing new logo accounts is a top priority for every enterprise partnership. Each year companies spend weeks (if not months) preparing for and working with their partners on Quarterly Business Reviews (QBRs). Unfortunately, the bulk of those meetings end up being spent identifying which accounts to target. These efforts are often highly manual and very tactical.

CRM 98

CRM Account Growth Software Software 98

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.

Insightly

JULY 10, 2023

“Half the money I spend on advertising is wasted, and the trouble is I don’t know which half.” – Unilever founder Lord William Leverhulme. This famous quote accurately described the plague of marketers for decades. When options were limited to billboards, magazine ads and TV spots, there were literally no ways to capture visits, let alone engagement.

Decision-making 98

Decision-making CRM Software Software 98

Hubspot Sales

JULY 12, 2023

Building rapport is central to any successful sales effort. It makes your interactions feel more human, frames you as a consultative resource, puts prospects at ease, and ultimately helps you develop trust on a limited timeline. But ineffective rapport building can read as sleazy, disingenuous, or flat-out strange. And if you exhibit any of those qualities, you're going to have a hard time sustaining productive conversations with prospects — let alone closing deals.

Sales 98

Sales 98

Customer Think

JULY 14, 2023

Launching or expanding a print business can be scary but; with the rise of excellent eCommerce platforms, such as WooCommerce, and innovative web-to-print product designer plugins, setting up your print-on-demand store has never been easier.

eCommerce 94

eCommerce Innovation Digitalization Marketing 94

PartnerTap

JULY 10, 2023

Marketing Development Funds (MDF) are a powerful force within partner ecosystems. MDF investments are how you spread the word about your products and drive demand with and through an extended army of partner marketing teams. MDF allocations boost the marketing budgets for your partners in exchange for a promise that they will drive awareness and demand for your joint or complementary solutions.

Prioritization 96

Prioritization CRM Decision-making Marketing 96

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

Zendesk

JULY 12, 2023

The pandemic had a profound impact on people and industries across the world, with lasting changes to the way many people work and travel. Travel has now rebounded and, in some cases, even exceeded pre-pandemic levels. Most hotels and resorts worldwide have now reached or exceeded 100% of 2019 occupancy. That said, hospitality brands continue to face challenges that impact their ability to consistently deliver a high level of service to their guests, including: Labor shortages: Like most industr

Supply Chain 93

Supply Chain Digital Transformation Innovation Management 93

Brooks Group

JULY 11, 2023

To truly uncover what your buyers want and need, your salespeople must be experts in asking open-ended questions. Asking open-ended sales questions—and making an intention to listen to the response thoughtfully—allows your reps to connect with prospects and customers and gather the information needed to recommend the best possible solution. In fact, an open-ended questioning process can lead buyers towards a decision much more effectively since they’ll be verbalizing exactly what they need in a

Suppliers 91

Suppliers Decision-making Sales Sales Training 91

Customer Think

JULY 8, 2023

In my last column article Generative AI: What’s Next and How to Get the Payoff, I concluded with a recommendation and decision tree for selecting a generative AI tool — or should I say “toy” — looking at the still ongoing hype?

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The Center for Sales Strategy

JULY 12, 2023

Training. It is usually something that we undergo when we begin a new position or new company, but the best sales organizations, like the best sports teams, are constantly training all of their people. Simply put, well-trained salespeople drive more revenue. Training should be seen as an essential ongoing investment designed to develop and help each of your salespeople grow.

Sales Training 85

Sales Training Sales Organization 85

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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

Kainexus

JULY 13, 2023

Organizations implement process improvement initiatives, using various process improvement tools, to drive operational excellence, enhance customer value, achieve cost savings, and remain competitive in their respective industries. By continuously evaluating and improving their business processes, companies can continuously evaluate and improve their processes to adapt to changing market dynamics, deliver superior products or services, and achieve sustainable growth.

Customer Value 83

Customer Value Organization Marketing Software 83

The Great Game of Business

JULY 13, 2023

Every business goes through its highs and lows. But what if I told you that your highs could be even higher and that you could avoid some of your lows altogether? Whether you are just starting your company or have been leading your team for decades, your business can benefit from having accurate economic foresight in its planning. With the right data and tools at your disposal, you can take your business to much greater heights than you thought possible!

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QYMATIX

JULY 10, 2023

Nowadays, new technologies enable a highly detailed understanding of the way customers buy, fancily known as “digital customer journey”. They also allow a cost-effective application of predictive analytics in Business-to-Business (B2B) sales. However, mapping this customer journey represents – at the same time – one of the most difficult challenges companies face.

Sales Analytics 75

Sales Analytics Internet B2B Sales 75

Customer Think

JULY 11, 2023

One of the most crucial metrics to monitor in the RV industry is market share. What is Market Share? Market Share refers to the portion of the market that a specific company or product controls. Within the RV market, this can be further divided into: Unit Market Share and Revenue Market Share.

Decision-making 75

Decision-making Marketing 75

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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

Sales

Kainexus

JULY 10, 2023

The following is excerpted and adapted from my book, The Mistakes That Make Us: Cultivating a Culture of Learning and Innovation. I admire the culture that KaiNexus leaders have been cultivating -- as with a garden, tending to the culture is a never-ending process.

Innovation 73

Innovation Leadership 73

The Center for Sales Strategy

JULY 11, 2023

Sales management is a tough job. I googled why sales managers fail and got “About 206,000,000 results (0.40 seconds).” “About 60% of new managers fail within the first 24 months in their new role”, according to research from CEB Global. Why? There are a lot of reasons (just ask Google), but it often comes down to not knowing how to manage people effectively and not being able to implement changes and improve the selling process.

Sales Management 72

Sales Management Management Sales 72

Sales Gravy

JULY 14, 2023

On this episode of the Sales Gravy podcast, Sales Mastermind Group "Awesome" asks Jeb Blount sales questions. If you've ever had a question you wanted to ask Jeb then you'll love this episode. It's free flowing, insightful, and informative. Mastermind Groups: A Powerful Way to Start Selling and Leading Better A Mastermind Group is a peer-to-peer mentoring group where individuals come together to help each other solve their problems and improve their lives or businesses.

Brainstorming 71

Brainstorming Facilitation Construction Sales 71

SBI Growth

JULY 13, 2023

SBI research indicates that 44% of satisfied A-player sellers are pursuing new roles. These are the people who claim to be happy and good at their work. Given the uncertain market, this signals a feeling of insecurity and untapped potential.

Marketing 62

Marketing 62

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

Kainexus

JULY 14, 2023

Business process improvement (BPI) is the systematic approach of analyzing, optimizing, and enhancing existing business processes to achieve better efficiency, effectiveness, and overall performance. It involves identifying areas for improvement, implementing changes, and monitoring the outcomes to drive positive results within an organization. The goal of business process management is to streamline workflows, eliminate inefficiencies, reduce costs, enhance quality, and improve customer satisfa

Organization 70

Organization Management 70

Brooks Group

JULY 14, 2023

I have been thinking a lot about sales questions lately also referred to as question-based selling. Overall, asking the right kind of sales questions empowers you to effectively understand your customers, tailor your approach, address objections, and guide the sales process. Probing for the right answers improves your chances aligning to the buyer’s pain points and providing a solution that meets the buyer’s needs and increases the likelihood of successful sales outcomes.

Sales 52

Sales Sales Training Decision-making Prioritization 52

DemandFarm

JULY 14, 2023

New York, 14th July 2023, DemandFarm, a leading player in account-based sales solutions, is proud to announce its recognition in the Forrester Research report “ The Account-Based Selling Technologies Landscape, Q2 2023.” The report evaluated over 30 account-based selling technology providers and highlighted DemandFarm’s ability to help companies achieve their account-based goals by providing a comprehensive suite of features that enable them to align their sales, marketing, and customer s

Artificial Intelligence 52

Artificial Intelligence Account Planning Government Stakeholders 52

LinkedFusion

JULY 14, 2023

LinkedIn is a social media platform for B2B professionals as they can connect with other clients. Helping the professionals expand their business network and generate valuable leads is one of the main functions of every prospect. When compared with the other social media platform a LinkedIn relationship begins with one user sending a connection request to the other user that they want to connect with.

Media 52

Media B2B Management Marketing 52

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Marketing