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To navigate today’s ever-changing marketplace, modern SAM practitioners need to lead with agility and view strategic account management as a business imperative — themes we are excited to explore at the SAMA 2024 Annual Conference in Miami, FL, at the legendary Fontainebleau Miami Beach hotel, May 21 - 23. The post SAMA’s Annual Conference: The Ultimate ROI appeared first on Strategic Account Management Association.
No professional service firm partnership works without getting buy-in and mindshare from the partners or account executives who manage client relationships.
Zendesk today announced it completed its acquisition of Klaus, the industry leading AI-powered quality management platform. The acquisition of Klaus is the latest addition to the company’s existing WEM solutions which includes Tymeshift, a modern workforce management tool built exclusively for Zendesk. “Workforce engagement management is key to not only meeting, but exceeding customer expectations.
In today's highly competitive market, it's no longer enough for a sales organization to differentiate itself solely based on its offering. The most successful companies today are those that create differentiation in their initial sales process and the customer’s journey. That level of execution requires that leaders enable every customer-facing team and role to be fluent in a unified sales message, strategy, and execution.
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.
Did you know that the first email was sent way back in 1971? That first “message” was a throwaway in terms of actual content. Engineer Ray Tomlinson, at the time, was exploring different ways for humans and computers to interact and sent himself a test email to see if his new idea worked. Ray had little idea how powerful and enduring the concept of electronic mail would end up becoming.
Knowing who to hire and what sort of traits to foster across an organization’s talent can go a long way in creating value for customers and seeing the business returns of customer success.
MBD executives, advisors, managers, client services executives and BDMs from law firms, economics and management consultancies joined a PM Forum workshop on “Coaching and Consulting Skills for Marketing and Business Development”. We explored the changing role of marketing and business development (MBD) professionals and the growing need for coaching and consulting skills.
MBD executives, advisors, managers, client services executives and BDMs from law firms, economics and management consultancies joined a PM Forum workshop on “Coaching and Consulting Skills for Marketing and Business Development”. We explored the changing role of marketing and business development (MBD) professionals and the growing need for coaching and consulting skills.
Put Some Snot In Your Potatoes I’ve said before that sales negotiations are a game, and one of the most common plays a buyer has is the flinch: you state the price and they almost fall out of their chair. A client once told me she had just been to negotiating training for buyers and showed me eight pages of material dedicated to the flinch. Read more The post Put Some Snot In Your Potatoes appeared first on Software Sales Gurus.
Let's face it, sales isn't for the faint of heart. It's a battlefield of "no's," rejection emails, and voicemails that mysteriously transform into black holes, swallowing your carefully crafted messages whole. But before you drown your sorrows in a pint of Blue Bell Homemade Vanilla (hey, emotional eating is a valid sales strategy, right?), hear me out: persistence is the secret weapon in your sales arsenal.
Delegates from legal, financial service and industry, joined me last week for a full day workshop on persuasive writing. Whilst it is usual to have business development professionals and experienced partners on this session, it was great to welcome a number of trainee solicitors too. During the session we created our own persuasive writing checklist – here are the highlights.
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.
This Valentine’s Day, let’s celebrate a different yet essential aspect of our professional lives: networking! Successful businesses thrive on networks of relationships that are built over time, which are crucial for sparking new opportunities, forming partnerships, and driving growth. We’ve connected with industry experts who have shared their insights and personal takes on how effective […] The post Heartfelt Connections: The Power of Relationships in Business Success ap
Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. “Buyer beware.” We’ve all heard that expression before, and unfortunately, it’s because buyer-seller relationships haven’t traditionally been great. Old-school salespeople often used aggressive and selfish tactics to win business and then disappeared like Sasquatch in the Canadian mountains, so savvy buyers knew they had to do due diligence to make sure they weren’t being sc
The slowdown in corporate spending due to economic and geopolitical uncertainties has prompted many companies to rethink their growth strategies for the near and distant future.
We've all felt the guilt and anxiety that comes from overcommitting or saying yes when we really wanted to say no. Whether due to pressure from others, difficulty setting boundaries, or problems prioritizing self-care, many of us end up overloaded, overwhelmed, and stretched too thin. In her book " The Power of Saying No ," organizational psychologist Dr.
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.
We’ve all had that neighbor. They’re the one you avoid when taking out the trash or collecting the mail because if you don’t, you’re in for it: the dreaded half-hour update on their prize-winning Schnauzer, a deep dive into their latest hobby, or the most recent gossip on their entire extended family.
The last thing you want from a sales email is sleazy, spammy… or even sales-y copy. That might sound counterintuitive, but I interviewed Yuval Ackerman , email strategist, who shared her top tips for writing sales email marketing that don’t give you the ick! Plus, insights into how the best emails perform and what your audience wants from you. Ackerman’s top tips are listed below, with further industry insights, including the anatomy of the perfect sales email from five email experts.
Unless you sell a one-of-a-kind product, you’re up against competitors with similar offerings. When this is the case, the most important thing you can do is differentiate yourself. You need to stand out to make buyers want to do business with you. Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections.
In this Quick Take episode, we’re kicking off our season-long exploration of The Center for Sales Strategy’s 5th Annual Media Sales Report by highlighting some of this year’s most eye-catching findings. In other words, by the end of this short episode, you’ll have a good idea of how salespeople and sales managers are currently feeling about their own organizations as well as the entire media sales industry.
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.
A wide range of people can impact or influence a business‘s operations, corporate governance, goal-setting, and other key elements that dictate its performance — and keeping track of who’s who in all of that can be tricky. One of the big questions on that front is, “What's a shareholder versus a stakeholder?” It‘s a topic that can trip anyone up, and as you explore each concept more in-depth, you’ll find that there are a lot of layers to each subject.
The revenue potential of your customers doesn’t end when they sign the contract. Once a prospect buys your product or service, they represent an opportunity for future growth. If growing customer revenue is on your mind, you’re not alone. A new report from our Sales Performance Research Center shows that sales leaders in multiple industries say that retaining and expanding existing accounts are two of their top three strategic objectives this year: 65% want to increase customer retention 56% see
Imagine the frustration when a customer service interaction takes a turn for the worse. Tension spikes, tempers flare, and by the end, everyone feels exhausted and frustrated.
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!
ChatGPT was released around 12 months ago, yet for many people, it is hard to imagine their daily work without it. OpenAI’s model is just the tip of the iceberg. It seems that every day 10 new AI models are being released, and the variety of their usage could easily make for a separate post. […] The post AI Customer Service: How To Start? appeared first on Groove Blog.
The pandemic greatly shifted how people view hygiene — with many more focused on cleanliness than ever before. To meet the emerging demand, consider getting into the cleaning services biz, a ~$400B industry that’s projected to reach $633B by 2030. Source: Subreddit Stats At Trends, we love “unsexy” businesses, particularly ones that “don’t have flashy tech, aren’t in the news, haven’t raised much funding, and mint cash,” as Sam Parr used to say.
If AI poses one problem for leaders, it’s that there are too many opportunities. How do you select the right path for your organization out of all the available paths while keeping AI use responsible and ethical? Pair these considerations with internal and external pressures to rapidly adopt generative AI and scale it, and leveraging AI is easier said than done.
Delivering memorable customer experiences and managing engagement with precision are paramount for driving increased revenue and fostering loyalty. The strategic integration of first and third-party data offers a robust foundation for achieving these objectives, providing businesses with the insights needed to tailor their strategies across various aspects of customer interaction.
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
Many businesses “feel” that they know who their customers are. But do they? Sometimes it is operational blindness, other times it is poor preparation. But one thing is certain, if you are not constantly analyzing and polishing your customer profile, you are leaving money on the table. In this post, we will dive deep into […] The post How to Create a Customer Profile: Key Steps for Targeted Marketing appeared first on Groove Blog.
Have you ever wondered what a dose of inspiration, game-changing strategies, and a united team spirit could do for your business? Bring your team to The Great Game of Business Conference and find out! From eye-opening sessions to hands-on workshops, this Conference has value for every member of your team—from associates to the C-suite. Unleash your team's potential, foster collaboration, and watch everyone return with fresh insights to level up your business.
In the fast-paced world of business today, one thing is clear: leaders want results, and they want them fast. They’re constantly seeking ways to deliver more, faster, and at a lower cost, all while maintaining high quality. This drive for efficiency and effectiveness is the foundation of modern business strategy. In this blog post, we’ll delve into how to maximize value within the first 12 months of using a value stream management (VSM) solution.
Much mentioned but not always a clear guideline on how to apply it in your customer research. Here are three common Prompts I use to classify the customer feedback. Topic modeling, Customer sentiment, Emotional Value Index. What methods to use with AI?
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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