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.
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.
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.
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.
The Center for Sales Strategy
JULY 1, 2024
New business development is a cornerstone of sales success. Whether you’ve heard it described as a 5-step, 6-step, or even a 9-step process, the number of steps doesn’t matter as much as the quality of execution. Let's break down the most critical steps to kickstart your new business journey: identifying great leads and securing that first meeting. If you can't master these, the rest of the process is moot.
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.
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
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?
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.
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?
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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.
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.
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.
Insightly
JULY 5, 2024
If you could peek into a time machine and see the future of CRM (customer relationship management) , what would it look like? Let’s explore this topic! It’s hard to imagine running a successful business without a CRM, and the data supports this line of thought. While it’s not surprising that large, fortune 500 businesses and enterprises use a CRM, you might be interested in knowing that even small businesses are on board, with 26% of SMBs using one , according to the 2024 annual report of the st
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.
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
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.
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
MDI Training
JULY 4, 2024
Photo credits: Jenny Theolin Leadership in Transition: Insights from Leadership Horizon 2024 This was our Leadership Horizon Conference of 2024! Click here and immerse yourself in the Highlights. Leadership in transition: Insights from Leadership Horizon 2024 Here you can find the original report by magazine training editor Christoph Wirl: A guide to the most effective strategies for integrating artificial intelligence – We report on the Leadership Horizon conference.
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.
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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 3, 2024
Source: Shutterstock Consistently producing content that connects with potential buyers remains one of the greatest challenges B2B marketers face.
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.
MDI Training
JULY 4, 2024
Photo credits: Jenny Theolin Leadership in Transition: Insights from Leadership Horizon 2024 This was our Leadership Horizon Conference of 2024! Click here and immerse yourself in the Highlights. Leadership in transition: Insights from Leadership Horizon 2024 Here you can find the original report by magazine training editor Christoph Wirl: A guide to the most effective strategies for integrating artificial intelligence – We report on the Leadership Horizon conference.
Insightly
JULY 2, 2024
One might gloss over the history of CRM (customer relationship management) and not think it has much relevance. After all, this technology is ubiquitous in business today, so why bother learning its origin story? Looking at the history of CRM is almost like the history of SaaS (software as a service) itself since Salesforce is considered the grandfather of SaaS.
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
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.
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.
MDI Training
JULY 4, 2024
Photo credits: Jenny Theolin Leadership in Transition: Insights from Leadership Horizon 2024 This was our Leadership Horizon Conference of 2024! Click here and immerse yourself in the Highlights. Leadership in transition: Insights from Leadership Horizon 2024 Here you can find the original report by magazine training editor Christoph Wirl: A guide to the most effective strategies for integrating artificial intelligence – We report on the Leadership Horizon conference.
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.
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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
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.
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.
ClearPoint Strategy
JULY 1, 2024
Discover how healthcare providers and hospitals enhance strategy management with ClearPoint, driving better outcomes and operational efficiency.
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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