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Account Planning Readiness Assessment: Developed by Forrester Assess your organization’s readiness for effective account planning with this downloadable checklist by Forrester. Evaluate crucial elements such as organizational culture, collaboration, data analytics, and customer insights. Receive actionable guidance and industry expertise to enhance your account planning capabilities and drive long-term success.
Lean Strategy Deployment, also known as Hoshin Kanri, is a systematic approach organizations use to align their annual objectives around strategy with the day-to-day activities of their teams. It originated from the Toyota Production System and has been widely adopted in various industries.
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.
You know that you need to find the best account planning software for your team. But how do you do it? Many sales leaders attempt to bring account planning into their organization and fail because they don’t have the right technology in place. A technology that doesn’t integrate well into your processes and has poor adoption with your team is an issue, and it’s often too late once you’ve chosen the software to go back on it.
Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Time is a precious resource in sales — the efficacy of your sales process, whether a deal winds up closed-won, and virtually every KPI used to gauge your performance all hinge upon how effectively you spend yours. But efficiently and effectively allocating your time can be tricky in sales — and running into at least a few time-wasters here and there is par for the course
Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Time is a precious resource in sales — the efficacy of your sales process, whether a deal winds up closed-won, and virtually every KPI used to gauge your performance all hinge upon how effectively you spend yours. But efficiently and effectively allocating your time can be tricky in sales — and running into at least a few time-wasters here and there is par for the course
At the start of June I had the pleasure of leading PM Forum ’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop. Delegates were from legal and accountancy firms in the UK, Channel Islands, Germany and United Arab Emirates. We covered a lot of material in modules on: Understand (context, aims and strategy), Plan (processes, data and systems) and Implement (activities, skills and motivation).
The Most Powerful Sales Questions The best type of sales questions? The answer might surprise you! Open ended? Closed ended? Interrogative led? Challenging? In The Surprising Power of Questions, Harvard Business Review May-June 2018, Alison Wood Brooks and Leslie John, provide an answer that agrees with my own observation of sales game film. The Best Type of Question?
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85% of salespeople using AI/automation agree it makes their prospecting efforts more effective. As prospecting is an extremely critical step in the sales process , adopting AI to help with your processes is worth considering. Read on to learn more about using AI for sales prospecting and specific use cases for generative AI. AI for Sales Prospecting Salespeople that responded to our recent AI survey said they use AI/automation in prospecting for: Lead scoring and qualifying leads Writing prospec
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Transitioning Into A Career In Sales In this episode of the Sales Gravy Podcast, Art Munin, Ph.D. from Liaison International joins guest host Gina Trimarco, Sales Gravy Master Trainer and Director of Coaching Programs, after impressively pitching himself with a Bonjovi guitar serenade. They delve into the topic of salespeople transitioning from non-sales careers later in life, and explore a shared passion for the arts and how it influences sales success.
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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.
The application of artificial intelligence (AI) in healthcare has enormous potential to transform clinical procedures and enhance patient outcomes. However, several difficulties, including high prices, are involved with using AI technologies in healthcare settings. Artificial intelligence (AI) reshapes healthcare by altering how doctors identify, treat, and oversee patient care.
Changing course to weather the economic storm is a little like other initiatives that require leader visibility. To pivot successfully, you’ll need to rally the troops and build buy-in around the shifted approach. But unlike a launch, your plan for steering the ship through choppy waters comes with added background noise. Tightened budgets, longer sales cycles, and “not right now”. the realities of today’s market can take a toll on morale.
Juneteenth commemorates June 19, 1865. It’s the day that federal troops arrived in Galveston, Texas, to announce that all enslaved people were freed — two years after the Emancipation Proclamation officially declared the end of slavery in the United States. The message of Juneteenth honors a legacy of not giving up hope in uncertain times and strives to help hope live on.
Disruptive marketing involves using experimental tactics that challenge the status quo. Rather than following conventional marketing wisdom, disruptive marketers are constantly testing daring, new tactics that haven’t been tried before. Some work while others fall flat. And that’s ok, that’s how innovation works. Without disruption, we’d remain in a static state of stagnation and never evolve.
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Our own Mark Graban was on this list (Top 50 thought leaders in operational excellence for 2023) along with five other thought leaders who have participated in our webinar series. Congratulations to all of them! And to everybody on this esteemed list.
Changing course to weather the economic storm is a little like other initiatives that require leader visibility. To pivot successfully, you’ll need to rally the troops and build buy-in around the shifted approach. But unlike a launch, your plan for steering the ship through choppy waters comes with added background noise. Tightened budgets, longer sales cycles, and “not right now”. the realities of today’s market can take a toll on morale.
Are you feeling a little stuck in your marketing career? We’ve all been there. It can be hard to know when it’s time to take the next step. Then, sometimes it’s hard to even know what that next step is. Even though the marketing career path isn’t a straight one, there are a few steps you can take to advance your career. 1. Decide if you are ready for your next position It’s not always easy to know when you are ‘finished’ with a current role.
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!
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Over the past several months, I've increasingly heard from salespeople and sales leaders that business has slowed. Deals are taking longer to close, and accounts are hesitant to make long-term decisions. With this shift, and the need to drive more revenue, the focus on acquiring new business has increased. While new business development is crucial for growth, many forget the importance of retaining the business they have worked so hard to acquire and develop!
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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