Nutshell
JULY 5, 2024
Sales can be tough work. Salespeople constantly put what they’re selling (and maybe even themselves) up for rejection, then deal with the daily challenges of staying motivated and balancing lots of demands on their time. That’s where motivational sales quotes can come in handy. Although it’s rewarding, sales can feel like a marathon—and it requires just as much training, technique, and mental toughness.
Customer Think
JULY 3, 2024
Article source: [link] Ethnography and customer experience (CX) blend seamlessly to create a richer, more comprehensive understanding of customers. Ethnography’s immersive approach provides context and depth to customer interactions, offering insights into behaviours, needs, and pain points that traditional methods might overlook.
The Center for Sales Strategy
JULY 3, 2024
Succession planning isn’t just a buzzword—it’s the cornerstone of survival. Identifying and developing future sales leaders ensures an organization's long-term health. Remember, effective succession planning is not just about filling positions but also about fostering a culture of growth and preparedness that aligns with the company’s long-term strategy and goals.
Account Manager Tips
JULY 3, 2024
Get the ultimate guide to key account management best practices. 10 actionable strategies to build stronger, more profitable client relationships—today.
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.
Vantage Partners
JULY 3, 2024
As an all-too-experienced General Counsel asked recently at a conference: “When you force outside counsel to cut their rates, do you really think the partner is going to be as likely to write off some of their own inefficiencies?
Planview
JUNE 29, 2024
With so much happening in June, we want to outline important events at Planview with some employee insight. At Planview, ERGs (Employee Resource Groups) play a crucial role in creating connections and involving people in groups that pertain to people’s interests. Our ERGs, such as Planview Kaleidoscope, Pride, and Women at Planview, are actively organizing events and educating employees about their initiatives.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Customer Think
JULY 3, 2024
Gone are the days of manually organizing schedules, painstakingly compiling performance metrics and developing sales strategies from scratch. Now, there’s an AI for that. The transformative benefits of generative artificial intelligence (GenAI) in the workplace is undeniable, with seemingly limitless use cases enterprise-wide.
Vantage Partners
JULY 3, 2024
Our team enjoyed presenting ( here's our presentation ) at Cambridge Healthtech Institute’s Strategic Alliance Management Congress in Philadelphia earlier this month. This conference is an annual highlight for us! The specialist focus, experienced practitioners, and commitment to sharing our successes and learnings as a community is always inspiring.
Force Management
JULY 4, 2024
Last month, the Revenue Builders Podcast welcomed leaders who have embraced risks and unique approaches that have led to true transformation for their organizations, teams and careers. From the transformative power of knowing your purpose to navigating new and untapped markets, these conversations provide insight and inspiration that could help you transform your approach to reach even greater success.
SBI Growth
JULY 4, 2024
Our observations of market conditions ahead paint a stark picture for commercial leaders: profitable growth is increasingly elusive, and market headwinds continue to erode commercial efficiency. Fewer CEOs today are confident that they can achieve their growth targets, with more spending needed to gain growth points. But how are market leaders consistently ahead while others are lagging behind?
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
Customer Think
JULY 5, 2024
In my work with clients, the buying process for their complex solutions takes considerable time with buying groups that involve five or more people.
FinListics Solutions
JULY 1, 2024
It's time to face the truth: traditional sales tactics are dead. Your competition will leave you in the dust if you're not ready to adapt.
Mercuri International
JULY 5, 2024
Building a lead list that fits your ideal customer profile (ICP) is a crucial aspect of lead generation for any company. Traditionally, this has been a labor-intensive and manual process, but with the help of artificial intelligence (AI), you can streamline and improve accuracy. Here is a step-by-step guide on how to practically approach this task. Introduction Sales and marketing teams invest enormous amounts of time and money into AI lead generation, or the process of finding and nurturing pot
SBI Growth
JULY 1, 2024
When we think of great coaches, the picture that frequently comes to mind is of tough, no-nonsense football coaches—"field generals”, Knute Rockne, Vince Lombardi, and Bear Bryant all come to mind. However, famous coaches do more than just give motivational speeches. They are also great teachers during practice sessions, getting their players to buy into new ideas, techniques, and strategies with the goal of constant improvement.
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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
JULY 5, 2024
Now that we’re midway through 2024, it’s clear that consumer expectations have continued to shift significantly. The demand for excellence and personalized experiences has never been higher, particularly among high-end customers. This demographic’s expectations have soared even more than usual, driven by a desire for unique, tailored interactions that go beyond generic services.
AchieveIt
JULY 2, 2024
When you look out at the horizon and see a disturbance headed towards your ship, there are two options: brace yourself and prepare to struggle, or shift the sails and move to uncharted territory. And, the same is true for organizations with disturbances in the market. Startup companies can shift on a dime. In this case, even major overhauls only impact a small number of people.
Flevy
JULY 2, 2024
MOST Analysis (Mission, Objectives, Strategies, and Tactics) is a powerful framework that redefines Strategic Planning and enhances organizational alignment. By focusing on internal processes and organizational culture , MOST transforms abstract visions into actionable objectives, driving organizations toward success. The framework begins with defining the mission, outlining the organization’s purpose.
SBI Growth
JULY 1, 2024
If you are in a sales slump, the good news is that you have likely experienced sales success in the past and can get back on track. As a starting point, it’s important to recognize that fluctuations in sales results are natural and that several factors impact sales performance. These include economic headwinds, industry trends, changing market conditions, and increased competition.
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.
Customer Think
JULY 5, 2024
As we all know and, unfortunately, have probably also experienced, every dollar in our marketing expenditure must be justified, and we have to prove our marketing ROI or risk budget cuts! Chief Marketing Officers (CMOs) face the dual challenges of managing budget constraints while also demonstrating the return on investment (ROI) of their marketing initiatives.
QYMATIX
JULY 1, 2024
Everywhere you look, news about generative AI platforms like Chat GPT abound. But the technology isn’t new, so much as it’s gotten amazing press in recent months. We created the cover image of the article with the help of DALL-E. The input command (Prompt) was as follows: “Please generate an image in 16:9 format. It should show you in an environment in which you feel comfortable.
PartnerTap
JULY 1, 2024
Earlier this year I delivered a keynote at the Women of the Channel West conference in Palm Springs about the shifting power dynamics between partners and vendors and the five new co-selling leadership opportunities this creates within companies. If you missed it, here’s a recap of the shifting vendor and partner power dynamics that are accelerating the co-selling movement and why this is a once-in-a-decade career opportunity.
Strategic Communications
JULY 1, 2024
Content marketing is still something that a lot of companies, large and small, continue to invest in. The ultimate goal, of course, is sales. But, along the way to a sale, content marketers must first capture attention, drive traffic to a website (in most cases), and deliver on the promise that their copy promo or social media post suggested. SEO, or search engine optimization, has been a big part of this process.
What if there was a better method of changing the conversation with your customer from delivering pricing to delivering value solutions? A method that would help keep you in control, manage the uncertainty, and close larger deals more quickly for you and your company? There is.
Customer Think
JULY 5, 2024
It takes a lot of effort to be a landlord. You’re responsible for searching out and doing due diligence on all new properties you add to your portfolio. You’re responsible for collecting rent and managing day-to-day operations.
SalesGlobe
JULY 1, 2024
Whether or not the idea of “Growth at all costs” is dead, organizations are nevertheless revising sales incentive plans to limit incentive costs if organizational goals are missed. Sales incentives and commissions are a significant contributor to Operating Expenses and are early candidates for cost-cutting areas. Fortunately, organizations can protect against high costs while maintaining target pay levels, and still provide significant incentives for high performance.
PartnerTap
JULY 1, 2024
In May this year our CEO, Cassandra Gholston , delivered a keynote at the Women of the Channel West conference in Palm Springs about the shifting power dynamics between partners and vendors and the new opportunities this creates for co-selling. During this talk she identified five new co-selling leadership opportunities and roles that people in the room could step up for regardless of their level within their companies.
Peter Simoons
JUNE 30, 2024
Over all the Alliance Health Checks I’ve performed for clients, the average satisfaction score relating to the partner relationship varies between 3.2 and 4.6 (out of a scale of 5). In other words, between 64% and 92% of those surveyed are satisfied with their partner collaboration. Would you be happy with a 64% satisfaction score for your strategic alliances?
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.
Customer Think
JULY 2, 2024
In the dynamic world of B2B marketing, creating compelling content that drives engagement and conversions is crucial. Two highly effective content types in this arena are case studies and whitepapers. Both can play pivotal roles in your go-to-market (GTM) and content strategies, helping you educate your audience, build trust, and showcase your expertise.
May Phoo Pan
JUNE 30, 2024
Discover the unique challenges and responsibilities of account managers in ad agencies. Learn how to strategically manage client relationships, internal teams, and project deliverables to drive agency success.
PartnerTap
JULY 1, 2024
TL/DR : The Co-Sell Quarterback is a very cool role emerging in companies with large partner ecosystems. A Co-Sell Quarterback gets to be very strategic and proactive, drive top-of-funnel co-selling conversations at scale, track and get credit for net new pipeline generated by each co-sell play. Over the next few articles we will dive into details about the new ecosystem and co-selling leadership roles emerging in companies that sell with and sell through their partner ecosystems.
SBI Growth
JULY 1, 2024
Industry research shows that consistent sales coaching can dramatically improve the performance of sales teams, driving up revenue by over 20%. With such potential benefits, it is no wonder that many sales organizations recommend that their front-line sales managers spend between 25% - 40% of their time on sales coaching. However, many managers are seeing mediocre results from coaching despite their best efforts.
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Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.
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