Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. You'll learn why a focused and intentional account management strategy is essential for net revenue retention and account expansion. Why Account Management Matters In sales, closing deals and prospecting often steal the spotlight from account management and customer retention.

Account Management 96

Account Management Management Client Relationships Business Growth 96

Hubspot Sales

NOVEMBER 20, 2023

In the ever-evolving world of sales, account executives play a crucial role in nurturing leads and closing deals. As technology continues to advance, AI has emerged as a game-changer for sales professionals, offering numerous ways to enhance productivity and drive better results. In fact, our recent State of Sales research found that 54% of global sales employees say AI has made it easier for them to stay ahead of their competition.

Energy and Utilities 105

Energy and Utilities Sales Analytics Customer Experience Decision-making 105

Kainexus

NOVEMBER 20, 2023

In a world where efficiency is the lifeblood of success and waste is the silent killer of profits, there exists a methodology that promises to transform businesses and organizations into lean, mean, profit-producing machines. Imagine a system that combines the precision of a surgeon's scalpel with the power of a sledgehammer, aiming to eliminate errors, reduce costs, and maximize quality.

Profitability 85

Profitability Organization Management 85

Peter Simoons

NOVEMBER 19, 2023

Alliance management is a critical function that builds and maintains successful long-term partnerships between organisations. As an Alliance Manager , you juggle multiple tasks, from contract negotiation to cross-team communication and project tracking. Could Artificial Intelligence (AI) be a game-changer in making your job not just easier, but also more effective?

Artificial Intelligence 52

Artificial Intelligence Management Facilitation Decision-making 52

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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

Nimble Business Success

NOVEMBER 20, 2023

This Thanksgiving, at Nimble, we’re serving up a feast of productivity insights in an effort to show you How to Avoid Having Too Much on Your Plate. As we gather around the table to celebrate gratitude, we’re dishing out invaluable tips to express our thankfulness to our audience. We reached out to several industry leaders […] The post How to Avoid Having Too Much on Your Plate appeared first on Nimble Blog.

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Red Star Kim

NOVEMBER 24, 2023

For over 20 years I have attended and reported on the annual Professional Marketing conference. Sometimes I have also presented sessions. The latest conference was reported in the winter edition of PM Magazine. Thanks to editor Matt Baldwin for his assistance. The theme of the 28 th conference this year was “ Harness the power within your firm – creating stellar marketing for the future”.

Digitalization 130

Digitalization Leadership Marketing Brainstorming 130

Customer Think

NOVEMBER 22, 2023

Customers’ prosperity is your path to prosperity. For your solutions serving their needs, their funding serves the needs of employees, partners, and investors. Inversely, customers’ hardships (lack of prosperity) are extra costs for you, either to resolve their issues or to expand sales with new customers.

Investors 122

Investors Sales Customer Experience 122

Hubspot Sales

NOVEMBER 20, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Clients aren’t buying like they used to. AI and the pandemic threw a wrench in the typical sales funnel that companies have now realized is too outdated to consistently bring in the profits they want to see. That’s why branching into new territory is more important than ever.

Artificial Intelligence 122

Artificial Intelligence Decision-making Profitability Sales 122

Nutshell

NOVEMBER 20, 2023

Email templates are one of the best ways to make your outreach more efficient, keep your messages consistent across your team, and improve outreach effectiveness over time. That’s why we’re excited to introduce a new email report that will give you insight into the types of emails your team is sending and how many emails each team and user is sending.

Organization 120

Organization Management Marketing Sales 120

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. In plain English, this is a way to look at a whole situation in context – the root cause of the problem and possible solutions – and to come at the problem from different directions at the same time. The reason you’d do this is because there is rarely one right answer, or one performance lever to pull, that will deliver the maximum performance improvement with a sal

Acquisition 130

Acquisition Sales Decision-making Account Management 130

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.

SBI Growth

NOVEMBER 21, 2023

The beginning of 2023 marked the start of more conservative spending for CEOs, which is likely to continue until the year ends. But expense management is only one part of the equation: leaders must look elsewhere if they want to hit their financial targets. Based on SBI’s survey data, revising how productive their go-to-market (GTM) teams are and finding solutions to raise that benchmark is what’s going to make the difference here.

Publishing 118

Publishing Management Marketing 118

Sales Readiness Group

NOVEMBER 22, 2023

Success in sales demands more than a distant target. It requires a clear roadmap and smaller victories along the way, or, in other words, subgoals. Let’s explore what subgoals are, their role in achieving your sales targets more effectively, and how a 4-step framework can help you manage your team’s performance.

Sales 118

Sales Management Sales Management 118

Hubspot Sales

NOVEMBER 22, 2023

When it comes to sales, there's a lot of innovation happening — and therefore, a litany of new tools. But only one type of tool is considered "effective" by 78% of global sales professionals. It's not that new or hard to access. What's this magic tool? It's a CRM (or Customer Relationship Management Platform). If you're in sales, this result shouldn't be a big surprise.

CRM 116

CRM Decision-making Sales B2C 116

ClearPoint Strategy

NOVEMBER 20, 2023

Set your strategy up for success.

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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

The Center for Sales Strategy

NOVEMBER 21, 2023

How we work and live has changed in unprecedented ways over the last few years. We have experienced both the benefits and the challenges of remote, hybrid, and return-to-office work models, and most have strong opinions and preferences on the subject.

Leadership 99

Leadership 99

The Great Game of Business

NOVEMBER 21, 2023

Everyone has had a peer advisory group at some time in their lives. It was just relatively informal. As children and teenagers, an informal peer advisory group consisted of closest friends, BFFs, classmates, parents, and maybe a mentor who took you under their wing.

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Hubspot Sales

NOVEMBER 22, 2023

You walk into a coffee shop where you’re a regular. When you go up to the counter, a barista greets you and asks if you want your usual order. This personalized touch makes you feel valued and leaves a lasting impression. Imagine if every business had this level of customer knowledge and personalization. Wouldn’t you want to make your customers feel valued?

CRM 111

CRM Artificial Intelligence Customer Success Decision-making 111

Customer Think

NOVEMBER 24, 2023

Article source: [link] Design everything from the customer back or customers won’t come back for anything Get your CX design right and the link with better business outcomes should be visible from space. Crafted and managed design directly impacts customer behaviour, loyalty, lifetime value, retention and, consequently, the bottom line.

Management 93

Management Customer Experience Innovation 93

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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

The Center for Sales Strategy

NOVEMBER 20, 2023

In the dynamic world of sales, striking a balance between professionalism and pressure is a delicate art. While closing deals is the goal, maintaining professionalism is crucial for building lasting relationships and fostering trust with potential customers. Here are some best practices to help you move sales forward without crossing the line into pushiness.

Sales 85

Sales 85

SBI Growth

NOVEMBER 21, 2023

Driving impact as a marketing leader is often not as easily quantifiable as compared to Sales, making it all the more important for marketing leaders to tell a compelling story when presenting to the Board. This set the tone for the conversations that took place at SBI’s Chief Marketing Officer (CMO) Growth Forum, a dynamic roundtable session between SBI and a group of invited marketing leaders.

Meetings 77

Meetings Marketing Sales 77

Hubspot Sales

NOVEMBER 21, 2023

Customer Relationship Management tools (CRMs) have become a critical tool for organizations of all sizes. They serve as a central hub for managing customer data, tracking interactions, and fostering meaningful relationships. However, merely having a CRM isn't enough. To truly unlock its potential and maximize its impact, businesses need to optimize their CRM strategies.

CRM 110

CRM Decision-making Software Software 110

Customer Think

NOVEMBER 21, 2023

In business, customer loyalty is the backbone of profitability. That’s why every business owner should strive to create a group of returning loyal customers. The key to gaining customer loyalty? Customers need to feel an emotional connection to your products and business as a whole.

Profitability 78

Profitability 78

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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

Nutshell

NOVEMBER 21, 2023

In the digital arena, staying ahead isn’t just an advantage—it’s a necessity. That’s why we’re thrilled to introduce CompetitorIQ, your ticket to unlocking insights that supercharge your website’s performance. And it’s available in early access for free for every Nutshell customer! Get started with CompetitorIQ Click below to go to CompetitorIQ and start unlocking insights that help you stay ahead of the competition online.

Digitalization 71

Digitalization Decision-making Organization Marketing 71

Kainexus

NOVEMBER 21, 2023

Imagine a world where every production process flows seamlessly, like a well-orchestrated symphony, eliminating bottlenecks and delays. This is the world of continuous flow manufacturing, a revolutionary approach that has left an indelible mark on the industrial landscape. Continuous manufacturing isn't just a process; it's a mindset that challenges the status quo and drives organizations to redefine what's possible.

Manufacturing 70

Manufacturing Supply Chain Organization 70

Strategic Planning and Management Insights

NOVEMBER 19, 2023

Fabrice Bernard, Co-Founder of Theodo Group, and Catherine Chabiron, author of Learning to Scale at Theodo Group, talk about scaling through lean.

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Customer Think

NOVEMBER 21, 2023

A good creative brief is the foundation for an effective marketing campaign. In the face of deadlines, however, and at the normal, torrid pace of modern marketing, creative briefs are often viewed as an extra step, an annoyance, and an unnecessary obstacle to getting content in market. Why are briefs so important? One word: alignment.

Marketing 64

Marketing Digitalization 64

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

Nutshell

NOVEMBER 22, 2023

With constant improvements in artificial intelligence (AI), there are new tools available for businesses to use. One of the main innovations is AI art generators, which allow you to create images and art for your website without designing it yourself. If you want to make your online content more visually appealing while minimizing your workload, AI can be a great choice to help your business.

Artificial Intelligence 60

Artificial Intelligence Media Innovation Software 60

Arpedio

NOVEMBER 22, 2023

← Back to case studies What is the primary focus of ARPEDIO's Account Management solution? Streamlining client account strategies and improving long-term relationship management natively in Salesforce Managing Santa's list of who's naughty or nice Coordinating the delivery of Christmas stockings globally First name Last name Company Work email By submitting this form I agree to ARPEDIO's privacy policy and to receive marketing communications regarding products, services and events.

Account Strategy 52

Account Strategy Account Management Communication Management 52

AchieveIt

NOVEMBER 22, 2023

As one of his mentors once said, major in the academic, not the technique. Gary Comerford , a Transformation Strategist, followed that advice closely. Instead of the usual map consisting of business schools, his atypical journey into the world of strategy and alignment began with George Mason University’s art school. Throughout his studies in fine arts, Gary found a passion for storytelling.

Healthcare 52

Healthcare Decision-making Communication Media 52

Customer Think

NOVEMBER 18, 2023

If there is one sector where there is still room to grow in terms of customer focus, it surely is the construction sector. I do not know what your experience is with construction companies, but mine is not terribly positive. How often are appointments to build or repair something cancelled at the last minute?

Construction 64

Construction Customer Experience 64

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