This site uses cookies to improve your experience. To help us insure we adhere to various privacy regulations, please select your country/region of residence. If you do not select a country, we will assume you are from the United States. Select your Cookie Settings or view our Privacy Policy and Terms of Use.
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Used for the proper function of the website
Used for monitoring website traffic and interactions
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Strictly Necessary: Used for the proper function of the website
Performance/Analytics: Used for monitoring website traffic and interactions
As the workforce continues to experience heightened levels of stress (whether it be at work, at home, or a combination of both), the ability to effectively handle pressure is key to successful leadership, time management, planning, interpersonal communication, change management, and goal achievement. If ignored or left unchecked, stress can lead to a decrease in job performance, efficiency, and an individual’s overall mental health, as well as increase the chance of employee burnout.
During a recession, businesses must strategize their talent management to weather the economic downturn. Here are some of the best recession-ready recruitment tactics as it becomes harder to find talented people.
Dynamic management is fundamentally different than any of the old corporate management systems you have known. Because the old systems are so entrenched, there will be resistance, but push through. You will be rewarded with a better system and more sustainable operations if you do.
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.
I was thinking of a theme for 2023 and somehow the word “change” kept coming back to mind. Now, this is not so strange as we’ve all experienced a lot of change during the past few years. Beit for instance the global pandemic or an energy crisis, both challenged our ability to change and adapt. However, I was wondering, is change a theme for just this coming year, or is change a constant?
Let’s start 2023 with a retail homework assignment. List the top three reasons your customers are loyal to you. Convenience doesn’t count. I’ll wait. Here’s the point: Retailers and brands tend to confuse customer habits with customer loyalty.
Tech is one of the fastest-growing industries today. In fact, the number of technology startups has increased by 47% in the last decade — creating a need for competent salespeople. If you have an interest in tech — and an even greater interest in helping people — a career in tech sales could be a smart move. However, there are a few things you should know before diving in.
Tech is one of the fastest-growing industries today. In fact, the number of technology startups has increased by 47% in the last decade — creating a need for competent salespeople. If you have an interest in tech — and an even greater interest in helping people — a career in tech sales could be a smart move. However, there are a few things you should know before diving in.
On 12 th January Keith Hardie at the PM Forum hosted a presentation by Alastair Beddow of Meridian West on the 11 th Annual International Marketing Benchmark. Law firm panel members Tom Newman-Young, CMO of Moore Barlow and Deborah Fleming, M&BD Director at Walker Morris discussed their views after the presentation. I’ve added my reflections.
In his Heisman acceptance speech Caleb Williams said, “Don’t get bored with consistency.” His insight is valuable for sales performance. Most people tell me that it is not possible to have your questions for a sales call prepared in advance. While it’s true that no plan survives first contact with reality, it is not true that you should improvise your questions on sales calls.
Consumer relationships drive modern business. Spending the extra effort to develop relationships with your clients can lead to long-term success. Your customer relationship makes consumers feel secure with their buying decision. You build trust and enable two-way communication. This leads to referrals and repeat purchases, further strengthening your business model.
A successful sales process is still possible during economic downturns, even if it seems like all of your prospects are shutting their doors. You’ll likely apply the inbound sales method, where your process will become more focused on and customized for each individual lead. In this post, hear from Dan Tyre , a HubSpot Marketing Fellow and expert on inbound sales, to learn why using the method is effective and important during a recession.
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.
If you’re a leader in a high-growth tech sector, you’ve probably heard the phrase “unicorn company.” It’s the dream of any tech startup – to reach a valuation of $1 billion without an IPO. But what do companies in this coveted spot have that puts them so far ahead of the competition? Conventional wisdom points to a great product, but we know that’s not the whole story.
There are many habits that successful salespeople share. Some of the most common ones include: Setting clear goals. Time management. Planning. Persistence. Communication skills. Empathy. Adaptability. Continuous learning. Here are more detailed explanations from our experts at The Center for Sales Strategy.
By Francis Buttle[1], Julie Jones[2], Merlin Stone[3] Customer relationship management (CRM) has been around for over thirty years, but there’s still widespread misunderstanding about what it is.
Most sellers want to have better meetings with senior executives but don’t know how to do so. They want to get away from surface-level pitches and have actual conversations. They envision meetings that build deeper relationships and uncover more ways they can help their clients. Speaking to senior executives can be intimidating. Many sellers, when asked what’s holding them back from talking with the C-suite, say things like, "I don't feel comfortable," "I have nothing to offer to them," or "I'm
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 often judge an experience by the most intense points and the ending experience. The peaks and valleys influence whether to repeat or avoid a similar situation in the future. This is called the peak-end rule and was popularized by Nobel Prize winner Daniel Kahneman in his paper “ When More Pain Is Preferred to Less: Adding a Better End. ” His research shows that our experiences are most influenced by the peak and final levels of comfort or discomfort.
Starting a new job can be nerve-wracking, especially in sales, where the pressure is on to deliver results from day one. As a manager, it's your job to not only set your new hires up for success but also to ensure they are a good fit for your team and company culture. While experience and skills are important, don't underestimate the power of raw talent — it's often the key ingredient to a successful salesperson.
Email marketing is one of the most effective, low-cost marketing methods around. One study by Litmus found that every dollar spent on email generates $36 in return. Email marketing can scale up or down with little effort and doesn’t take much more than researching prospects to pull together an initial list. It’s also a simple […].
Real estate investing can be an exciting and rewarding career — but it's far from easy. Whether you're a new or seasoned real estate investor , we can all benefit from the wisdom of others. But with hundreds of real estate books on the market, which ones are worth your time? Here, we've compiled a list of the best books to help you learn the ins and outs of real estate investing — from finding your market and evaluating opportunities to negotiating and buying properties.
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.
No organization in any industry is immune to the necessity of digital transformation to remain competitive. Four out of five CEOs are looking to digital technology investments to counter current economic pressures, including inflation, scarce talent, and supply constraints. However, many digital transformation initiatives struggle to deliver the expected financial value, with more than half lagging behind original estimates, according to a Gartner survey of CIOs.
Everyone you manage is uniquely wired with differing drives, values, and motivation levels. If you take a moment to reflect on your team, you can probably identify those who only need a little spark from you to light their fire and motivate them, while others require you to gather kindling, get down on your hands and knees, and rub sticks together before they’re fully motivated with fire in their bellies.
Marketing success in 2023 and beyond will depend on marketers' ability to leverage the capabilities of technology and data science and to effectively apply the principles of behavioral science that describe how people make decisions. These two disti.
SBI Sr. Partner Josh Horstmann and Engagement Manager Norma Nieto hosted a webinar to discuss how commercial teams can generate clarity and confidence in executing the 2023 growth plan.
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!
What is CRM? CRM software, short for customer relationship management software, is used to manage, analyze and understand customer interactions by storing and organizing business data. CRM software offers contact management functionality such as the storage, analysis, and reporting of customer data from small businesses to large manufacturers of every industry.
Are you ready to take your credit union's member experience to the next level? Digital transformation is the key to unlocking a new world of efficiency and personalized service. But where do you start? Here’s a summary of a panel discussion we hosted on how credit unions can harness the power of technology to transform their operations and customer service.
At the end of a year and the beginning of the following year all kinds of research organizations and pundits make their predictions. So could I but then, this year I choose to have a look at some predictions and comment on them. After all, there are pr.
Sometimes, talking to the C-suite is easy. Conversation flows. You find common areas personally and professionally. Ideas bounce back and forth. Before you know it, work is underway. But sometimes, it isn’t easy—even if you’ve been following the tips for selling to the C-suite. Maybe the executive is all business, guarded, and hesitant to share. When faced with a skeptical executive, you might be tempted to give up and invest your time and effort elsewhere.
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
Segmentation is a powerful tool for distributors, allowing them to better target their marketing efforts by focusing on the needs and wants of specific customer groups. One of the most effective ways to segment customers is by using buying behavior as a criterion. In our survey of the use of targeted marketing in distribution , we found that segmenting based upon buying behavior had the single greatest impact on any benefit of any segmentation method.
In today’s uncertain economic times, there’s a new business mantra: “Do more with less.” For sales teams that means achieving their sales goals with reduced headcount and slashed sales enablement budgets. If you’re a sales leader facing this predicament, one way to make the most of your limited resources is to create a sales playbook or improve an existing one.
Today, 56% of customers say they are loyal to brands that “get them” and align their approach with customers’ preferences. But the main question is how can brands begin to understand their customers. The answer is very simple – it’s by asking them directly. Furthermore, the best method for doing that is by using a […].
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.
We organize all of the trending information in your field so you don't have to. Join 105,000+ users and stay up to date on the latest articles your peers are reading.
You know about us, now we want to get to know you!
Let's personalize your content
Let's get even more personalized
We recognize your account from another site in our network, please click 'Send Email' below to continue with verifying your account and setting a password.
Let's personalize your content