Strategic Planning and Management Insights

MAY 29, 2023

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PartnerTap

JUNE 1, 2023

Account-based marketing (ABM) has made a big impact on enterprise marketing programs and pipeline generation over the past few years because of its ability to hone in on and accelerate deals with best-fit, high-value accounts. With ABM, select accounts are treated like individual markets, with tailored interactions and content at every step of their journey.

Marketing 92

Marketing Software Software CRM 92

Customer Think

MAY 30, 2023

We’re living in a time of transformation. As is such, it should come as no surprise people are critically evaluating what type of future they want to create and be a part of. While trend reports are a valuable tool for better understanding customers, business success relies on much more than recognizing the trends.

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Kainexus

JUNE 1, 2023

For organizations of all types, continuous improvement is vital for building a culture of innovation, remaining competitive, ensuring employee engagement, and meeting evolving customer needs to exceed expectations. However, organizations often encounter challenges when implementing and sustaining continuous improvement programs. Addressing these challenges requires leadership commitment, employee engagement, effective communication, proper resource allocation, and a systematic approach to change

Innovation 94

Innovation Leadership Communication Organization 94

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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

Nutshell

MAY 31, 2023

Your customer data is a treasure trove of valuable information you can utilize to increase revenue and drive business growth. Centralizing your data in a customer relationship management platform (CRM) is an effective way to manage data from multiple channels and ensure everyone on your team can access the information they need to close sales. Yet your CRM data is only helpful if it’s organized and accessible.

CRM 62

CRM Organization Management Business Growth 62

Mike Kunkle

MAY 30, 2023

Purposefully orchestrating organizational performance improvement is difficult. It requires a wide range of knowledge, skills, capabilities, practices, and mindsets, as well as mental toughness, emotional maturity, and, often, the ability to influence without authority. It’s organizational behavioral change management, for sure, and requires both smart and hard work.

Decision-making 311

Decision-making Sales Training Sales Sales Management 311

Account Manager Tips

JUNE 2, 2023

Uncover the reasons why clients avoid making decisions and learn strategies to guide them towards choices they feel good about.

Decision-making 130

Decision-making Client Relationships Management 130

Red Star Kim

JUNE 1, 2023

In May we welcomed delegates from legal, accounting and consulting firms at manager and executive levels to a PM Forum workshop on pitching. Some delegates were highly experienced in pitching (and their roles focused on pitching and tenders), whereas others were at the start of their journey and/or had only occasional exposure to pitches. A key theme that often arises in pitching is how to differentiate.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Mike Kunkle

MAY 30, 2023

Purposefully orchestrating organizational performance improvement is difficult. It requires a wide range of knowledge, skills, capabilities, practices, and mindsets, as well as mental toughness, emotional maturity, and, often, the ability to influence without authority. It’s organizational behavioral change management, for sure, and requires both smart and hard work.

Decision-making 130

Decision-making Sales Training Sales Sales Management 130

Hubspot Sales

JUNE 2, 2023

It’s no wonder that CRMs offer artificial intelligence (AI) when you consider how much easier AI makes a lot of customer-related tasks. AI’s unparalleled ability to analyze data, make predictions, and automate tasks has transformed traditional workflows. Additionally, AI makes finding your way around a CRM system effortless. You can save time, access data faster, and reduce the need for lengthy onboarding and training.

CRM 128

CRM Artificial Intelligence Decision-making Onboarding 128

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 Readiness Group

MAY 31, 2023

One frequently discussed issue by negotiation experts is when you should make the first offer in a negotiation. Conventional wisdom is to never make the first offer in a negotiation. After all, by making the first offer, you risk "showing your cards" too early and leaving money on the table. On the other hand, there are many cases where it is to your advantage to make the first offer.

Negotiation 127

Negotiation Sales 127

Customer Think

JUNE 1, 2023

Artificial intelligence is making great strides in our day-to-day life and chatbots like ChatGPT are simulating human conversations quite fluently.

Artificial Intelligence 114

Artificial Intelligence Marketing 114

The Center for Sales Strategy

MAY 31, 2023

As a sales team in the business-to-business (B2B) space, finding new leads is a never-ending challenge. In a highly competitive market, it's essential to be creative and use unique approaches to stand out from the crowd. In this blog, we will explore some unconventional ways to find sales leads that will help you get ahead of the competition.

Marketing 102

Marketing B2B Sales 102

Hubspot Sales

MAY 30, 2023

It’s easy to be skeptical of AI in a job built on personal interaction. Like all disruption, generative AI in sales has the potential to completely change the way things are done. It also has the potential to rewrite it for the better. Generative AI is a category of algorithms that draws from large, unstructured data sets to create new content, including text and images.

Co-Creation 124

Co-Creation CRM Sales Value Proposition 124

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

Account Manager Tips

MAY 31, 2023

Stand out from the competition with these expert tips to form stronger bonds with your customers and keep them coming back for more.

Management 100

Management 100

Customer Think

MAY 30, 2023

Connectivity rules the world and is considered highly crucial. At such times, two innovative concepts have taken center stage: IoT (Internet of Things) and bot development. Fusing these cutting-edge technologies has become popular, revolutionizing how we interact with devices and machines.

Internet 111

Internet Innovation Communication 111

Zendesk

MAY 30, 2023

In the eyes of customers, you’re only as good as their last experience with you. This means that consistency is key—whether you’re facing economic headwinds or an unexpected spike in customers needing help. AI helps teams boost their productivity, increase efficiency, and meet rising customer expectations at a time when many are being asked to do more with much less.

Onboarding 98

Onboarding Customer Experience Prioritization Meetings 98

Hubspot Sales

MAY 29, 2023

Your to-do list is surprisingly misleading. Here’s why. A colleague and I were recently planning a work trip. For transportation, there were two options: a flight or a train ride. The flight was two hours and the train ride, four. Deciding based on practicality, rather than train nostalgia, most people would choose the airplane. But then again, there are significantly fewer steps to the train ride.

Transportation 122

Transportation Marketing Software Software 122

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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

Envisio

JUNE 2, 2023

Developing the right reporting strategy to communicate local government performance is a regular point of discussion with our local government customers. Oftentimes, local governments know that producing regular and relevant reports is key to building trust with their stakeholders–however, it’s not easy to regularly produce reports that show progress against strategic goals, especially when these reports need to be tailored to unique audiences such as elected officials, staff, or residents

Government 98

Government Stakeholders Prioritization Leadership 98

The Center for Sales Strategy

MAY 30, 2023

Salespeople who have been around long enough have seen sales training in multiple forms. They are exposed to it when they begin their career and usually, anytime they switch companies or industries. While these training programs are always important, you cannot simply set it and forget it or try to make your offerings one size fits all. For your people (especially your best people) to grow, you need to be sure that your sales training is nurturing your Superstars.

Sales Training 97

Sales Training Sales Marketing 97

Freshworks

JUNE 2, 2023

As companies expand their investments in digital transformation, they’re banking on big returns, especially in customer experience (CX). As a new Freshworks report shows, many of the payoffs of digital CX are won or lost during the complex sequence of customer touchpoints, interactions, and conversations—some deftly handled by human agents working with real-time digital support, others offloaded to chatbots powered by machine intelligence.

B2C 94

B2C Digital Transformation Healthcare Digitalization 94

Hubspot Sales

JUNE 1, 2023

Over 200,000 people have been laid off from tech companies in the last year. Dozens of major tech companies have fired thousands of employees, including Amazon (18,000), Meta (11,000), Microsoft (10,000), Salesforce (8,000), and Twitter (4,000). Smaller tech companies followed suit, and now, thousands of people are looking for new jobs. If you’re a salesperson affected by these layoffs, you’re probably scared of what the future will look like for you career-wise.

Negotiation 116

Negotiation Publishing eCommerce Banking 116

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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

MAY 31, 2023

Continuous improvement is not a one-time project or initiative; it is an ongoing continuous improvement mindset and culture that should be fostered throughout the organization. It involves encouraging all employees to seek opportunities for improvement, identifying and eliminating inefficiencies, and continuously enhancing processes, products, and services.

Organization 90

Organization Management 90

Brooks Group

JUNE 2, 2023

Action Plan for Sales Target Achievement – 4 Steps As we round out the first half of the year, it’s a great time to regroup, recalibrate, and prepare our sales teams to hit the year-end sales goals we’ve set for them. Maybe your sales team has veered slightly off track since the target was set? By assessing your current situation and creating an updated action plan, your team will have a roadmap to follow and a renewed motivation for how to achieve your sales target.

Sales Training 81

Sales Training Sales Negotiation Meetings 81

The Great Game of Business

JUNE 2, 2023

If you’re wondering whether or not you should hire a business coach, it depends on what stage you’re in when it comes to implementing The Great Game of Business methodology and what you’re looking to achieve.

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Customer Think

MAY 30, 2023

IMAGE SOURCE – Adobe Stock —- Are you giving your customers a 5-star checkout experience when they visit your website? If not, you may be missing out on countless sales and engagement opportunities. In today’s fast-paced digital landscape, online shoppers have more options than ever before.

Digitalization 80

Digitalization Sales Marketing 80

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

ClearPoint Strategy

JUNE 1, 2023

Your summer strategy execution made easier with ClearPoint Strategy.

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Force Management

JUNE 1, 2023

This past month of the Revenue Builders Podcast has featured some all-star leaders. These inspiring conversations have explored everything from game-changing sales strategies to leadership actions that transform teams and people. At a time when many of us are being confronted with new and complex challenges, these stories from experienced leaders offer perspective and advice that will keep you on the path toward growth.

Leadership 71

Leadership Sales 71

Freshworks

JUNE 1, 2023

Achieving customer service excellence in the digital transformation era depends on a complex alchemy of technologies, strategy, and human talent. The Freshdesk Customer Service Benchmark Report 2023 sheds new light on how companies in different industries and regions are delivering on that challenge. The report sifts through more than 5 billion data points from 22 industries in 25 countries, showing how companies use helpdesk technologies such as automation, machine learning, and chatbots to imp

Artificial Intelligence 66

Artificial Intelligence B2C Transportation Retail 66

Customer Think

MAY 30, 2023

It’s no revelation that consumers like to get free stuff. If a loyalty program can convince its members that they’re getting something for free even when they’re paying for it, then it’s got the right stuff.

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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