Arpedio

JANUARY 4, 2024

In the competitive world of B2B sales, harnessing the power of an effective account mapping strategy is key to sales optimization and revenue growth. As businesses vie for market dominance, an articulate account strategy empowers organizations to deepen customer relationships and scale their operations effectively. Notably, in B2B sales environments, which are often characterized by complex dealings and a multitude of stakeholders, the implementation of astute B2B sales techniques is not just be

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Sales B2B Decision-making CRM 52

Planview

JANUARY 2, 2024

Planview’s platform is designed to empower its customers for success in their digital transformation efforts. However, achieving success in any digital transformation initiative necessitates the alignment of people, methodology, and governance. Clients seeking assistance in ensuring their organizations are well-prepared for success can turn to Planview’s Evolve Advisory Services.

Digital Transformation 98

Digital Transformation Digitalization Government Decision-making 98

Arpedio

JANUARY 3, 2024

In the world of business, Account Management and Account Planning are two essential concepts that play a critical role in driving client success and business growth. While the terms may seem interchangeable, they refer to two distinct processes that serve different purposes. In this section, we will delve into the key differences between Account Management and Account Planning.

Account Planning 52

Account Planning Account Management Management Client Relationships 52

SBI Growth

JANUARY 4, 2024

When Sales isn’t bringing in the numbers you’re hoping for, what is the first potential solution that comes to mind? Increase Sales headcount? Or do you take a closer look at Sales productivity and try to figure out how to raise the overall effectiveness of each Sales rep? Option two could be more bang for your buck if it’s done right. There are many ways to raise the productivity of your Sales reps, and this article focuses on sales velocity and its relationship with natural combinations of com

Sales 71

Sales 71

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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

Arpedio

JANUARY 5, 2024

In the dynamic terrain of sales, forging a path to success is an intricate dance of strategy, customer insight, and relentless pursuit of growth. Central to this quest is the art of strategic account planning , a methodical approach that marries sales strategy with customer relationship management to foster business growth. This guide is designed to shed light on the transformative power of strategic planning within sales, exemplifying how it’s not just about reaching targets but setting t

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Account Planning Value Proposition Account Management Sales 52

The Center for Sales Strategy

JANUARY 4, 2024

Are you tired of struggling to close deals and wondering why your sales process is not bringing in the results you desire? It's time to align your sales process to the buyer's journey. By understanding the stages your customers or clients go through before making a purchase, you can effectively tailor your sales approach to meet their needs and expectations.

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Sales Meetings 129

Sales Readiness Group

JANUARY 2, 2024

Sales opportunities can easily lose momentum and stall, creating a bottleneck in the sales funnel and leading to lost deals. To overcome this common sales problem, sales professionals must utilize sales strategies that prioritize connecting with senior decision-makers, demonstrating value, and positioning themselves as trusted advisors. Let's dive into the three tactics to move your sales opportunity forward.

Prioritization 118

Prioritization Sales 118

Brooks Group

JANUARY 2, 2024

The difference between a good salesperson and a great one is often subtle. You can’t usually point to a single skill or characteristic. Greatness is a combination of qualities and capabilities that add up over time to be significant. So what sets great salespeople apart? Sales leaders and managers seek individuals who can not only meet targets but exceed them consistently.

Sales Training 101

Sales Training Decision-making Sales Communication 101

The Center for Sales Strategy

JANUARY 3, 2024

Across markets and industries, one common hiring theme is consistency. It’s hard to find strong candidates. Big cities, rural communities, and everyone in between are struggling to find talented candidates or, sometimes, any candidates at all. We know the talent is out there. But where? Where can you find your next great seller?

Marketing 124

Marketing Sales 124

Hubspot Sales

JANUARY 5, 2024

As a small business owner myself, harnessing AI for inside salespeople has been rattling around in my mind since the launch of ChatGPT. It’s been pretty exciting to see the creativity that people all over the world are bringing to AI to improve their processes, create new services, and make being in business more fun and profitable. So here we are — a little over a year after OpenAI changed the landscape of what can be sped up or fully automated for anyone using the internet.

Internet 115

Internet Sales Communication Media 115

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.

Force Management

JANUARY 4, 2024

2023 was a great year for the Revenue Builders Podcast. We enjoyed hosting conversations with some truly transformative leaders, from sales executives at "Unicorn" tech companies to founders of inspiring charitable organizations. Our hosts John Kaplan and John McMahon welcomed over 50 guests whose conversations covered topics like product-led growth, selling to champions and C-level decision-makers, growing your personal sales career and making great sales hires.

Decision-making 83

Decision-making Organization Sales 83

Sales Gravy

JANUARY 1, 2024

Sales professionals are constantly seeking new strategies to enhance their performance and edge out the competition. Interestingly, one crucial aspect that often gets overlooked is physical sales fitness. On this game changing episode of the Sales Gravy Podcast, Jeb Blount discusses how physical fitness impact sales success with online fitness coach Josh Hulsebosch.

Sales 80

Sales Decision-making Management 80

The Center for Sales Strategy

JANUARY 2, 2024

One of the most difficult things for a seller is releasing an account they have not been able to sell. It is human nature to keep it, ‘just in case,’ and it is a manager’s responsibility to work with sellers to keep a short list of key and target accounts. There are many ways to accomplish this goal.

Sales 116

Sales Management 116

Customer Think

DECEMBER 30, 2023

What do you sell? Is it the product, an experience, or both? Is a product just a solution, or does it provide a unique experience? As Steve Jobs rightly said, “You need to start with the customer experience and work backward to the technology.” Businesses focus on improving the tech behind their product.

Customer Experience 78

Customer Experience 78

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

Nutshell

JANUARY 3, 2024

You’re finally ready to start your own company. You have the guts, the drive, and the commitment—oh yeah, and $10,000. But wait, is that enough? Can you start a business with 10K? And if so, what businesses can you start with that amount of money? On this page, we’ll answer those questions by covering the following sections: Table of Contents Is $10K enough to start a business?

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eCommerce Transportation Insurance Marketing 71

SBI Growth

JANUARY 3, 2024

Understanding the right design and execution of Go-to-Market (GTM) levers in uncertain markets could help CEOs propel their revenue growth by making efficient use of existing resources. As an industry leader with clients and offices across the globe, careful use of such levers plays an integral role in Cisco’s value creation model.

Marketing 71

Marketing 71

NG Data

JANUARY 5, 2024

David Germann and Jon Douglas, two executives at Credit Union of America, discuss their unique career paths and emphasize the significance of upholding values amidst the rapid pace of technological innovation in the financial industry. Source The post Upholding values amid a fast and furious tide of innovation appeared first on NGDATA.

Innovation 52

Innovation 52

Customer Think

JANUARY 3, 2024

This year has been the year of AI. We hosted the Global Customer Service Experience Director of Alvarez & Marsal Alex Mead (alexmead@sky.com) recently to talk about it, and I wanted to share what we discussed here with all of you, too. One thing I appreciate about Mead is how his opinions make me […] The post How Implementing AI in CX Can Be the Good, Bad, and Ugly appeared first on Beyond Philosophy.

Customer Experience 69

Customer Experience 69

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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

Nutshell

JANUARY 3, 2024

You’re finally ready to start your own company. You have the guts, the drive, and the commitment—oh yeah, and $10,000. But wait, is that enough? Can you start a business with 10K? And if so, what businesses can you start with that amount of money? On this page, we’ll answer those questions by covering the following sections: Table of Contents Is $10K enough to start a business?

eCommerce 71

eCommerce Transportation Insurance Marketing 71

Arpedio

JANUARY 5, 2024

In the competitive world of sales, the art of relationship management is a pivotal factor that drives success. Effective relationship management in sales is not just about making connections; it’s about building and maintaining long-term partnerships that benefit both parties. Introduction to Relationship Management in Sales In the dynamic arena of sales, relationship management is more than a buzzword; it’s the linchpin of success.

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Management Emotional Intelligence Client Relationships Sales 52

NG Data

JANUARY 5, 2024

Community banks embracing AI for enhanced efficiency must be wary of regulatory risks, especially those related to fair lending and customer interaction. Using AI in credit underwriting can lead to disparate impact liability, even without intentional discrimination, as algorithms' neutrality doesn't guarantee fairness. Chatbots in customer service can violate consumer financial protection laws if they provide inaccurate information.

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Artificial Intelligence Banking 52

Customer Think

DECEMBER 30, 2023

Reflecting on 2023, it’s clear that the Customer Experience (CX) Landscape continues to undergo a profound Transformation. In my experience working with leading organizations at McorpCX, it’s clear that these shifts aren’t just trends…but are actively reshaping the foundations of how businesses interact with their customers.

Customer Experience 64

Customer Experience Organization 64

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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

Insightly

JANUARY 4, 2024

In B2B sales, the role of a sales leader is both exhilarating and challenging. Juggling targets, managing teams, and making critical decisions can be demanding and overwhelming. This is where the power of a well-implemented Customer Relationship Management system (CRM) comes into play. Ask yourself the question “Does your sales leader love your CRM?

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CRM Sales Decision-making Customer Experience 52

Arpedio

JANUARY 5, 2024

Embarking on the quest for sales optimization , seasoned professionals understand that the core of any robust sales strategy lies in the mastery of effective pipeline management techniques. It’s the linchpin that can fortify the bridge between potential opportunities and tangible increase in revenue. A structured sales pipeline isn’t just about oversight; it’s the strategic framework that empowers businesses to propel growth and sustain commercial vitality.

Management 52

Management Sales Energy and Utilities Prioritization 52

NG Data

JANUARY 5, 2024

Banks must focus on building win-win relationships with consumers to excel, especially as traditional deposit-gathering strategies become less effective. Financial institutions should use data to understand and personalize experiences for different customer segments, creating trust and loyalty. This approach can lead to increased engagement, profit, and a growing customer base.

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Marketing Banking Profitability 52

Customer Think

DECEMBER 30, 2023

I’m obsessed with AI at the moment. Luckily, the rest of the world seems to be, also. One area that will feel the influence of AI keenly is customer market research. I thought we could discuss this here today since it likely affects many of you readers, too.

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Marketing 59

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

ClearPoint Strategy

JANUARY 3, 2024

Reporting is crucial to any organization’s success—but it’s also a monster of a task

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Arpedio

JANUARY 5, 2024

At the heart of every thriving enterprise lies a keen focus on business relationship optimization , a task achieved through strategic roles that many might find overlapping—Account Management and Customer Success. While both functions are instrumental in driving organizational growth, distinguishing their unique contributions is fundamental. Client account management has long been the cornerstone of fostering long-term business relationships, whereas customer success management has emerged as a

Account Management 52

Account Management Customer Success Management Energy and Utilities 52

NG Data

JANUARY 5, 2024

The increasing competition in the financial industry has led consumers to compare offerings from different institutions, particularly for credit products like mortgages and auto loans, with interest rates and repayment terms being the primary deciding factors. Credit unions face competition from fintech companies offering installment payment plans, and while some credit unions plan to offer these options, many do not, which could impact their ability to attract and retain members.

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Customer Think

DECEMBER 30, 2023

As you probably know, videos have taken the lead in content consumption, so creating videos is a great way for businesses to generate leads and boost sales.

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Sales Digitalization Marketing 59

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