Strategic Planning and Management Insights

OCTOBER 5, 2022

52

52

Account Manager Tips

OCTOBER 6, 2022

When it comes to managing my time, sometimes it feels like I'm losing the battle, the war and maybe even the will to live. Still, it doesn't have to be like this. So I decided to share my favourite calendar management tips. Sure you'll still have your bad days, but follow even a handful of these tips and I promise you'll be in charge of your schedule, manage your time and smash your goals.

Management 246

Management Meetings Decision-making Brainstorming 246

The Center for Sales Strategy

OCTOBER 5, 2022

Increasing productivity and promoting teamwork in a hybrid workplace can be challenging, but a few simple changes can help people feel connected and allow them to contribute in a more meaningful way. As more companies move to remote and hybrid work, creating an environment that fosters teamwork is especially difficult, and many employees can feel disconnected and unmotivated when they’re not in the office.

Communication 115

Communication 115

SBI Growth

OCTOBER 5, 2022

For the last few weeks, SBI has shared a framework for focused annual revenue planning, with near and long-term value creation planning being top-of-mind for CEOs. A focused growth strategy benefits the commercial ecosystem tremendously. Broad agreement on prioritized markets, products, customer segments, and targeted deployment of those resources create the conditions for growth in challenging economic environments.

Prioritization 62

Prioritization Marketing 62

Advertisement

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

Mike Kunkle

OCTOBER 2, 2022

We’re all in sales, right? Well, maybe. I think the answer depends on what you mean by that (intent) and how you define “sales.” What is Modern, Professional B2B Selling All About? I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. I view it a bit differently, though, and potentially, see this as a problem about how we view and define selling.

Co-Creation 278

Co-Creation Negotiation Sales B2B 278

Account Manager Tips

OCTOBER 6, 2022

Is your inbox taking over your life? Here are 12 email management hacks to tame your inbox and stop it from getting out of control. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. The problem with email 12 tips to tame your inbox Try this unique extension to organize your documents Worth a click Quote of the week.

e-Learning 130

e-Learning Organization Account Management Management 130

The Center for Sales Strategy

OCTOBER 3, 2022

Selection is defined as the action or fact of carefully choosing someone or something as being the best or most suitable. It's Monday morning, and a seller has just told you that they are resigning. Maybe that's a good thing, or maybe it isn’t, but either way, you find yourself with the need to fill a position. But before you do that, you need to know what you are looking for in order to find it.

Sales 120

Sales 120

Hubspot Sales

OCTOBER 3, 2022

When I first sat down with David Stafford , Dropbox's Head of Customer Solutions, to discuss BATNA, he admitted what I'd also been thinking. "I'm going to be honest — I'm familiar with BATNA from business school and from a textbook point of view. But I never knew it as BATNA. So, this morning, I had to Google it.". I'd also spent the morning reading up on BATNA, so I could relate.

Negotiation 105

Negotiation Software Software Construction 105

Zendesk

OCTOBER 7, 2022

Customers are engaging more with service teams—volume is up 14 percent over 2021, according to our 2022 CX Trends Report —and have higher customer service standards. This elevates the importance of the role customer service agents play in the customer experience. Yet less than 30 percent of agents report that they feel empowered to do their jobs well, and agent burnout is high because they are being asked to do more with less.

Management 98

Management Prioritization Decision-making Retail 98

Apptivo

OCTOBER 5, 2022

Introduction. It is worth noting that buyers want to be understood. As per reports, 84% of buyers are likely to make a purchase from the salespersons who understand their needs & preferences. At the same time, 57% of buyers state that salespersons lack knowledge regarding business. Buyers relate better with salespersons who can identify business interests, current challenges & needs.

Value Proposition 98

Value Proposition CRM Software Software 98

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.

The Center for Sales Strategy

OCTOBER 1, 2022

Unprecedented times call for different strategies. While there’s no real consensus as to what state the economy is in currently, signals point towards a potential economic slowdown either on the horizon or seeping its way into your industry. The disparate nature in impact on different sections of the economy makes for truly interesting (but mostly frustrating) times.

Sales 106

Sales 106

Hubspot Sales

OCTOBER 1, 2022

You open up your banking app and see a strange deposit marked “ACH credit.” Are you being scammed? Can you keep the money? And do you need to do anything special to get it? Take a deep breath. Though you might not recognize the name, an ACH credit is actually one of the most common forms of electronic funds transfer in America. In fact, yours is one of 29.1 billion payments made on the ACH network per year , according to Nacha.

Banking 105

Banking Software Software 105

Zendesk

OCTOBER 6, 2022

Examples of bad customer behavior are typically what make for breaking news in the world of customer service. These are the kind of stories we’ve seen more frequently throughout the past few years as staffing and supply shortages mount and consumer stress levels run rampant. More than a lack of gratitude or a bit of unpleasantness, many frontline customer service agents have faced truly difficult scenarios.

Digitalization 98

Digitalization Customer Experience Organization Management 98

Apptivo

OCTOBER 3, 2022

Introduction. Who is a buyer and who is a customer? And, when and how does a buyer become a customer? The difference is, with the first sale, the business has got a buyer, and when the business makes the buyer come back and buy more, they have got themselves a customer. A customer is one who has made it his/her custom to buy at the business. Lifecycle marketing is the holistic approach of getting new buyers and converting them to be customers.

Marketing 98

Marketing Value Proposition CRM Publishing 98

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

Crank Wheel

OCTOBER 6, 2022

It's easy to share your screen to a Tesla without needing to install anything in the car. The viewer can even take control of the session.

98

98

Sales Gravy

OCTOBER 6, 2022

On this episode of the Sales Gravy Podcast, Jeb Blount and Jennifer Smith, CEO of Scribe, give you tips and tactics for working smarter, dealing with repetitive tasks that slow you down, and getting more done in less time with better outcomes. You must protect your prime selling time at all costs. Time is your most precious resource. You cannot make more, add more, or find more.

Sales 98

Sales 98

Zendesk

OCTOBER 5, 2022

There was a time when “ growth at all costs ” was the prevailing philosophy in tech. But times are changing, and as a result of today’s economic climate, more software and cloud services companies are focusing on profitability instead of growth. They are in protection mode. This drives a focus on quality customers rather than quantity, and a need to develop loyalty and reduce churn.

Innovation 98

Innovation Supply Chain Software Software 98

Apptivo

OCTOBER 7, 2022

Introduction. “If you fail to plan, then you are planning to fail,” said Benjamin Franklin – arguably the leading intellectual of his time. Plans and strategies are vital for the growth and success of any business. Many sales techniques we use are not sales strategies neither can they be construed to be a plan. A proper sales plan helps businesses achieve their goals and objectives.

Sales 19

Sales Sales Training Customer Experience CRM 19

Advertisement

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

Brooks Group

OCTOBER 5, 2022

Overcoming Economic Challenges Since 1977. The simplicity of IMPACT will teach your sales team to sell their way through any economic event the world throws at them. This is because IMPACT is a sequential selling system that salespeople can quickly learn, implement, and follow to give them a greater chance of closing sales. Bill Brooks , the founder of the Brooks Group, discovered that when a salesperson followed a linked sequential sales process (selling system), they had a 93% chance of closin

Manufacturing 96

Manufacturing Value Proposition Sales Training Facilitation 96

The Center for Sales Strategy

OCTOBER 6, 2022

The Center for Sales Strategy is excited to announce the premier of Improving Sales Performance, a podcast highlighting tips and insights that help sales organizations realize and maybe even exceed goals. This season, host Matt Sunshine and co-host Stephanie Downs celebrate Women in Sales Month by talking to some amazing women sales pros. When it comes to improving sales performance, these ladies know how it’s done.

Sales 16

Sales Organization 16

Force Management

OCTOBER 6, 2022

At some point, every leader will have to guide their team through some level of change. Our guests this month on the Revenue Builders Podcast are familiar with that task. Tune in to these eye-opening episodes for lessons on leading with confidence, building connections and building the leaders of tomorrow. Whether it's building a company from the ground up, tracking our ever-shifting economy or even building a grassroots movement, the insights shared this month are highly relevant and actionable

79

79

Planview

OCTOBER 6, 2022

PI Planning in Agile is often held quarterly, bringing together multidisciplinary teams to lay out the product delivery cadence. When scaling agility to your whole organization, it’s important to have an overarching cadence to keep teams in sync. In the Scaled Agile Framework® (SAFe®), time is divided into Program Increments (PIs) to provide structure while maintaining agility.

Prioritization 59

Prioritization Marketing Software Software 59

Advertisement

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

OCTOBER 7, 2022

ERP vs. CRM – What’s The Difference? ERP and CRM systems are both incredibly useful tools for businesses. They have a lot of similar capabilities and help business owners manage their data and processes more effectively. However, there are some key differences in what they’re designed for, and using the right tool for the job is essential.

CRM 52

CRM Supply Chain Software Software 52

Zendesk

OCTOBER 7, 2022

To survive and thrive in a crowded landscape, software and cloud services companies need to be hyper-focused on one key metric: customer retention. To accelerate net retention, you need to be highly attuned to your customers’ needs and exceed their expectations. Zendesk makes this easier with process automation and AI-powered conversation flows, so you deliver exceptional experiences while remaining profitable.

Software 52

Software Software Profitability 52

Credo

OCTOBER 5, 2022

Wherever there’s smoke, there’s fire—and whenever an organization embarks on a strategic plan , there’s bound to be change. In many cases, organizational change is approached in a heavy-handed way, from the top down, and unsurprisingly end in stagnation and disappointment. To use another adage: You can bring horses to water, but you can’t make them drink.

Organization 52

Organization Leadership 52

ProlifIQ

OCTOBER 5, 2022

Leaders often have trouble accurately “nailing” their forecasting on a monthly or quarterly basis because there’s no true standardized way to forecast. It’s trusting your sellers and understanding the structure of your most lucrative in-play deals. Past that, there’s not much more you can do to forecast accurately. Or is there? No process is perfect, eventually, everyone will over or under-commit, that’s part of the game.

Stakeholders 52

Stakeholders CRM Leadership Sales 52

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

FinListics Solutions

OCTOBER 5, 2022

A prospect’s business goals and strategies are at the root of their decision-making process. Therefore, your sales team’s focus must be to help the executive buyer meet their objectives and execute their strategies. If your team is still focusing on your product’s features and “bells and whistles”, now is the time to change tactics.

Decision-making 52

Decision-making Sales Meetings Sales Training 52

Crank Wheel

OCTOBER 5, 2022

Top questions your solar sales script should cover

Sales 52

Sales 52

SalesGlobe

OCTOBER 4, 2022

The Performance Review (Review). Mark Donnolo. Welcome to the Rethink Sales Podcast I’m Mark Donnolo. Michelle Seger. And I’m Michelle Seger. Mark Donnolo. And today, Michelle, we’re going to be talking about some current events and news items that are just near and dear to our hearts and emotions and minds. Michelle Seger. Oh, yeah, we’re gonna be talking about coming back to work.

Performance Review 52

Performance Review Sales Value Proposition Organization 52

Zendesk

OCTOBER 4, 2022

It’s Cybersecurity Awareness Month! Since its start in 2004, this monthlong initiative has continuously picked up steam year-over-year—matching the corresponding rise in cyber attacks. But what started as an effort to educate the general public about the changing technological landscape and its related security risks has now become a critical reminder for all organizations to remain vigilant about their security posture.

Cybersecurity 52

Cybersecurity Onboarding Prioritization Organization 52

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