Crank Wheel

AUGUST 25, 2021

What is a hybrid sales strategy and how to implement it into your sales team?

Sales 98

Sales 98

Strategic Account Management Association

AUGUST 24, 2021

This blog post is based on a keynote presentation from the 2021 SAMA Annual Conference. The session was moderated by Jim Ford, Chief Commercial Officer, Solecta and SAMA Chairman of the Board. Panelists’ remarks have been paraphrased for this blog post. . The future is now. After 14 months of chaos, now is the time for SAMs to learn from the past and prepare for the future.

Stakeholders 520

Stakeholders Supply Chain Digitalization Shareholders 520

SmartKarrot

AUGUST 24, 2021

Let’s face it. Your customers get you your bread and butter. You might have an awesome product, you may have industry leaders from the top B-schools of the town, and you might have great employees too – but all of that simmers into nothingness if you haven’t learned the art of effective communication yet. If you wish to ensure the best for customer success, you must hone up your communication skills.

Communication 17

Communication Customer Success B2B Organization 17

Customer Think

AUGUST 27, 2021

Identity fraud is a very real threat facing businesses today. A breach can quickly result in devastating financial loss for your customers and your organization. A 2021 study by Javelin Strategy & Research has revealed that identity theft cost Americans around $56 billion last year, impacting as many as 49 million customers. While there’s a […].

Customer Experience 141

Customer Experience Organization 141

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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

The Center for Sales Strategy

AUGUST 25, 2021

Building trust virtually, finding qualified leads, getting in front of the decision-makers — these are all challenges that salespeople face. And as a sales manager, you’re finding innovative ways to address these issues. However, to become more effective in your role and provide a better overall direction for the entire team, it’s important to know the current challenges that sales managers face as well.

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Sales Management Management Sales Innovation 134

Hubspot Sales

AUGUST 23, 2021

The rule of 78 is one of the quicker, more straightforward ways to put together a solid estimate of your annual revenue. Here, we'll take a closer look at the rule, what it entails, how to use it, and how it can be leveraged to assist with calculating reasonable sales quotas. Let's jump in. The Rule of 78. Applying the rule of 78 is pretty straightforward.

Brainstorming 130

Brainstorming Sales Publishing Digitalization 130

Customer Think

AUGUST 23, 2021

The CRM (Customer Relationship Management system) has grown substantially in recent years to provide value for everyone in a business instead of just being a tool for customer relationship management. In today’s customer-driven environment, the only option for businesses to differentiate themselves is to improve their customer experience journeys.

CRM 134

CRM Software Software Customer Experience 134

The Center for Sales Strategy

AUGUST 26, 2021

If you think cold emailing is dead, you're wrong. 59% of B2B companies say email is the most effective channel for generating revenue. It's one of the most cost-effective forms of outreach that there is. At the same time, you need to realize that you're not the only one sending emails. HBR reports that on average, professionals have more than 200 emails in their inbox and receive 120 new ones each day but respond to only 25% of them.

B2B 127

B2B Sales 127

Sales Readiness Group

AUGUST 24, 2021

Inevitably at some point during a sales call, the customer will ask, “Who else have you done this for?” What they’re really asking is why they should believe or trust you. This is why it’s essential that early in the sales process, you establish credibility.

Sales 117

Sales 117

Nimble Business Success

AUGUST 24, 2021

Don’t sweat it if you missed our webinar featuring Wes Schaeffer— we’ve got you covered! In this Webinar Replay, we’ll be going over Wes Schaeffer’s military secrets that you can apply to grow your sales. Nimble CEO Jon Ferrara was inspired by Wes’s willingness to speak the truth and his ability to deliver knowledge to […]. The post Improvise, Adapt, and Overcome: Sales Growth Tips from an Air Force Vet appeared first on Nimble Blog.

Sales 113

Sales Marketing 113

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.

Customer Think

AUGUST 27, 2021

In 2020, there were 31.7 million small businesses in the United States, accounting for 99.9% of businesses in the nation. However, despite ownership of such a significant proportion of the U.S. economy, nearly 60% of small businesses do not have a succession plan in place, and family-owned businesses in particular lack these plans. According to […].

Small Business 130

Small Business Leadership 130

The Center for Sales Strategy

AUGUST 24, 2021

The prospecting challenge is real. Sellers face it every day when making the choice to go after prospects that appear to be low-hanging fruit or quick sales — or pursue prospects with greater spending potential that will take longer to close.

Sales 112

Sales 112

Help Scout

AUGUST 24, 2021

We all know the old axiom “knowledge is power.” And though it’s true, there’s a caveat: In order to unlock the power of any knowledge, people first need access to it. Access to knowledge is an issue many businesses face. They have information to share with customers, but they don’t always have an effective means by which to share it. Luckily, there’s a tool that addresses that very issue: knowledge base software.

Software 107

Software Software Decision-making Management 107

Hubspot Sales

AUGUST 27, 2021

It might go without saying, but owning a franchise doesn't come cheap. Franchisees aren't allowed to just buy a retail space, decorate it with a franchise's branding, serve its products, and tack a sign on the door with the franchise logo. The rights to do any of that comes at a price — a price that's most commonly referred to as a franchise fee. Here, we'll take a closer look at what a franchise fee is, review what it typically covers, see what it usually costs, and go over some caveats and sim

Construction 105

Construction Profitability Retail Advertising 105

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

Customer Think

AUGUST 23, 2021

There’s a reason gamification has continued to be one of the marketing buzzwords you’re seeing everywhere. Because it works. Gamification involves applying game mechanics, as easy as challenges, bingo cards, memory games, scratch-off, or spin-to-win, to marketing-driven outcomes such as visiting a website, watching a video, or interacting on a platform.

Marketing 130

Marketing 130

Sandler Training

AUGUST 27, 2021

Mike Montague interviews Emily Yepes on How to Succeed Through Supply Chain Challenges. The post How to Succeed Through Supply Chain Challenges [PODCAST] appeared first on Sandler Training.

Supply Chain 105

Supply Chain Communication Sales 105

SBI Growth

AUGUST 24, 2021

An effective go-to-market model has three primary benefits for a company. First, it supports a more efficient motion that minimizes your cost of new customer acquisition. Second, it enables your commercial team to capture greater wallet share from existing customers.

Acquisition 101

Acquisition Marketing 101

Zendesk

AUGUST 26, 2021

In 2015, when McKinsey started its annual survey on women in the workforce , the numbers said it would take 100 years to reach equity. Every year since, there have been incremental gains—until COVID-19 threatened to wipe out many of those gains. Femily , Silicon Valley’s gender advisor, interviewed McKinsey partner Jess Huang in a panel titled “ 2020: A Pivotal Moment for Women in the Workplace ” for the 2021 SXSW virtual conference.

Leadership 98

Leadership Negotiation Meetings Organization 98

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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

Customer Think

AUGUST 24, 2021

The pandemic might’ve expedited the process, but the future of B2B sales has always been virtual. Now that we’ve settled into the age of video conferences and Zoom meetings, the next step is figuring out how to successfully sell virtually. The good news is that if you’re an effective seller in person, you’ll probably be […].

Virtual Selling 129

Virtual Selling B2B Meetings Sales 129

Apptivo

AUGUST 25, 2021

Sales have a primary role in businesses in building brand awareness and increasing the customer retention rate. Sales teams act as a bridge between the customers and the business. For this purpose, companies invest a huge amount in optimizing the performance of the sales teams. Salespeople follow up right from capturing a lead, converting it to sales qualified lead, moving it into pipeline opportunities, and improving the customer conversion rate.

CRM 98

CRM Decision-making Negotiation Value Proposition 98

ClearPoint Strategy

AUGUST 24, 2021

Key performance indicators (KPIs) play a role in nearly every organization. Any successful company wants to be able to meet their organizational objectives successfully—but that can be easier said than done. Not only do you have to select the KPIs that are appropriate for your industry (i.e., municipal KPIs aren’t going to work in the financial sector), you also have to figure out how to report on them appropriately and accurately.

Healthcare 98

Healthcare Government Finance Construction 98

Zendesk

AUGUST 24, 2021

It’s a common myth that B2B companies aren’t as focused on customer service as their B2C counterparts. According to an Accenture report , over 90 percent of B2B leaders believe that providing a great customer experience is the key to reaching their company’s goals. Focusing on the customer experience is especially critical for B2B companies. They typically have fewer customers than B2C companies, making it imperative that none of them slip through the cracks.

B2B 98

B2B B2C Finance Communication 98

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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

Customer Think

AUGUST 26, 2021

Creating a global digital ecosystem specifically designed for SMBs.

Digitalization 126

Digitalization 126

Kainexus

AUGUST 24, 2021

One of the most critical responsibilities of leadership teams in organizations of all types and sizes is to set the strategic direction and develop an executable plan to achieve the most important key performance indicators. Unfortunately, until recently, the data used to drive strategy execution was limited to lagging indicators like financial performance and customer satisfaction ratings.

Software 98

Software Software Leadership Organization 98

Force Management

AUGUST 25, 2021

In the flurry of SKO planning, it’s easy to get bogged down on the details. You and your enablement team are making a slew of decisions — who’s presenting, where are you doing it, what’s the agenda, etc. While those details are important to your overall success, don’t lose focus on your most important asset, your salespeople.

Decision-making 98

Decision-making Sales 98

Account Management Skills

AUGUST 24, 2021

? ?. Welcome to Episode 44. In this episode, I talk to Alex Raymond from Kapta about everything to do with account management processes. Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships. Kapta is a key account management platform.

Account Management 98

Account Management Management Account Planning Co-Creation 98

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

Customer Think

AUGUST 27, 2021

That an organization maintains communication with its consumers before, during and after the purchase, is vital to build a good relationship with them. Using apps to improve customer service allows you to create a link and strengthen the user experience. Mobile applications make interaction with the brand immediate, becoming a comfortable digitization tool that is […].

Digitalization 124

Digitalization Communication Organization 124

Crank Wheel

AUGUST 23, 2021

CrankWheel was ranked among top solutions to help businesses manage large or small call centers

Software 98

Software Software Management 98

Apptivo

AUGUST 23, 2021

Welcome back to the latest edition of Apptivo’s product updates. Apptivo goes through constant update on the current features and releases new functionalities almost every week. In this release, we have mainly focussed on the new feature enhancements and introduced new functionalities to accelerate the old features. Let’s go through the short note of the updates.

Suppliers 98

Suppliers Organization Management 98

Peter Simoons

AUGUST 23, 2021

Tip 17: Communicate, Communicate, Communicate. Communication is perhaps the most essential element towards building a successful partnership or alliance. George Bernard Shaw once said: “The single biggest problem in communication is the illusion that it has taken place.” He has a point. Communication is one of the key success factors in partnerships and alliances.

Communication 98

Communication Publishing Meetings 98

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