MDI Training
JUNE 22, 2021
What does the future of agile Leadership Development look like? MDI CEO Gunther Fürstberger has answers and shows you five helpful Characteristics. In the past, leadership development was mainly carried out in the classic mindset of project management. To achieve specific goals, a project team led by the Learning & Development department defined multi-modular development programs and educational catalogs.
Freshworks
JUNE 21, 2021
Organisations have been talking about omnichannel for years. The accelerated digital transformation we saw in 2020 has forced businesses to embrace and invest in omnichannel capabilities more than ever before. As we all know, new channels and touch points emerge but old ones don’t disappear. Technology has, and will continue to create, more channels for customers to engage, most recently – video, instant messaging (IM), and voice messaging (VM) platforms.
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KAM With Passion
JUNE 20, 2021
In a first post dedicated to KAM Skills & Competencies Development, we have explored how to define a solid approach to KAM Training based on 5 fundamental principles. In this second post, we explore how to develop KAM Skills & Competencies and how to build the KAM Training Path that supports this goal. This article focuses on individual competencies, especially those of the Key Account Managers.
Strategic Account Management Association
JUNE 22, 2021
By Roshni Patel, Customer Success Manager, Royal Ambulance. Royal Ambulance is a California-based transportation company committed to connecting patients and providers in the healthcare continuum through transportation, technology and seamless experiences. We partnered with a medical insurance network in the San Francisco Bay Area focused on providing easier access to high-quality care with cost transparency.
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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.
Software Sales Guru
JUNE 21, 2021
When to Disengage There may be a time when you find yourself in a situation in which a buyer is asking for something that you, as the salesperson, do not know how to respond to. When this happens, it’s important to remember that an agreement does not need to be reached in one meeting. It’s okay to disengage from the discussion to gather more information, Read more.
SBI Growth
JUNE 20, 2021
SBI recently held its first Chief Financial Officer Growth Forum to bring together like-minded finance executives to discuss common challenges and share best practices with their peers. These growth-focused CFOs gathered in an intimate virtual setting to discuss the following.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
RAIN Group
JUNE 23, 2021
The best sellers understand how important it is to develop the ability to adapt. But how do you continue to adapt and stay motivated over the long haul?
KAM With Passion
JUNE 23, 2021
This is the third and last post of our series on KAM Training & Competencies Development. In the first post we have explored a few guiding principles to build a solid KAM Training & Competencies Development approach. In the second post, we have looked at how to define an adequate KAM Training Path. This third post is dedicated to the execution of a high-impact KAM Training Programme.
SBI Growth
JUNE 21, 2021
It is the middle of 2021. Half of the year is in the rear-view mirror, and COVID is still looming. Your numbers are not where you want them to be, sales productivity is decreasing, your sales team is asking for.
Hubspot Sales
JUNE 21, 2021
Welcome to Breaking the Blueprint — a new blog series that dives into the unique business challenges and opportunities of Black business owners and entrepreneurs. Learn how they’ve grown or scaled their businesses, explored entrepreneurial ventures within their companies, or created side hustles, and how their stories can inspire and inform your own success.
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.
Nutshell
JUNE 25, 2021
If your sales pipeline feels like you’re herding cats, it might just be that you’re focusing on the wrong animal. Metaphorically speaking. Newsflash: half of your prospects are a bad fit for the products and/or services you sell. If you try to close deals with these folks, you’ll only waste your time, inflate your company’s refund rate, and lower your brand’s reputation in the marketplace.
The Center for Sales Strategy
JUNE 21, 2021
“I never lose. I either win or learn.” – Nelson Mandela. Let’s be honest, in sales you're apt to hear the word “No” more than you hear “Yes”, and over time that can be a sense of frustration and in some cases a demotivating factor. But it doesn’t have to be! Believe it or not, you can embrace those failures and become a stronger and better salesperson than before.
Apptivo
JUNE 23, 2021
Innovation is the key to facing acute competition across industries. Most business executives believe that innovation changes the customer’s outlook on their companies. Hence, companies follow the pattern of continuously innovating their existing products or launch new products to replace their outdated products. Though not all the companies favor the new product launch route, there are reasons behind the setting up of new products into the market.
Hubspot Sales
JUNE 25, 2021
Forecasting is one way to understand the effectiveness of your sales teams and the activities they undergo to drive revenue and achieve success. The process can help you understand what you’re doing right, make informed business decisions, and set realistic goals to help your company grow and sustain success. Some forecasting techniques, called quantitative forecasting, involve math, like adding up month-to-month sales or using averages to predict future revenue.
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
Xant
JUNE 23, 2021
Our RevOps Summit is coming up on July 14th and we think you should be there. Here’s why: . Enjoy a wealth of revenue operations knowledge. Join this mindshare of revenue operations know-how. Revenue operations (rev ops) is an effective and efficient way to standardize process and accelerate growth within an organization as a whole. Rev ops oversee all revenue impacting activity to ensure actions are intentional.
Engage Selling
JUNE 25, 2021
It’s a fact. Gartner’s recent market research confirms that virtual selling (and buying) are entrenched in how people want do business now. A whopping 64% of customer respondents say that, since the start of the pandemic, they’re more willing to … Read More » The post Virtual Selling (and Buying) Are Here to Stay first appeared on The Sales Leader.
CMOE
JUNE 21, 2021
Supervising can be extremely rewarding but also challenging—there are varying personalities, communication styles, skill sets, and roadblocks to manage, all while trying to maintain high-quality output. The good news is, there are development opportunities for supervisors that can help you succeed in your role. With the right tools and resources by your side, you will feel more confident in driving your team forward.
PandaDoc
JUNE 21, 2021
Like it or not, your business needs a lead generation strategy and a sales prospecting process. It sounds easy, and it is. With the help of this guide, you’ll discover exactly what lead generation is. You’ll be better equipped to implement a strong lead generation strategy within your business. You’ll also know why you need a strong sales prospecting process and exactly how that will benefit your business.
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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.
Crank Wheel
JUNE 23, 2021
Sales Managers: Do you know how to make the most of performance reviews?
ClearPoint Strategy
JUNE 25, 2021
Excel, PowerPoint, and even more niche reporting tools are common choices when companies need to create reports, but these programs can take a “one size fits all” approach and lead you into some serious reporting issues. Different audiences need to see different data, or need the same data positioned in different ways. We get that and listen closely to the feedback our customers give us about the reporting tools they want.
Insightly
JUNE 22, 2021
Modern consumers are looking for value and solutions. If you don’t clearly present how your product or service solves specific customer needs, then marketing and selling your products will be a real challenge. . When it comes to technology solutions, or how to invest in technology, businesses often choose providers based on trust in the brand. But they are also looking for a fast time to value (TTV), i.e. how fast will a product or service solve their issue and help them gain a positive return o
PandaDoc
JUNE 23, 2021
Thanks to the digitalization of the marketplace, online and ecommerce businesses can now reach more clients than ever. Due to the staggering number of new businesses and potential clients that inhabit the marketplace, companies must know the difference between ideal customer profiles (ICPs) and buyer personas, in order to craft the perfect strategy for using them.
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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
Apptivo
JUNE 23, 2021
Upgrades in technologies are absolutely essential in order to enhance dependability and open the door to commercial benefits. Apptivo has made another step in improving the user experience and meeting user expectations. We are excited to announce the latest product updates on Apptivo in order to automate your workflow. Let’s go through the short notes on these updates.
Help Scout
JUNE 24, 2021
Today’s businesses face more competition than ever before. Getting someone to make a one-time purchase is difficult enough, but for SaaS companies that rely on repeat business, the task is even tougher. You need something to differentiate your company from your competitors. Some try to go viral with a quirky ad or use one-off incentives like promotional discounts to stand out, but those can be costly and time consuming and can deliver mixed results.
PartnerTap
JUNE 23, 2021
Whether your company has acquired three companies, or 300 companies, you know how hard it is to get sales teams working and selling together. Many acquisitions fail to generate the expected revenue growth because they can’t operationalize a joint sales motion. But if you can get this right – then you can identify net new accounts to sell to, accelerate cross-sell revenue growth, shorten your sales cycle, and increase consumption of your services.
The Center for Sales Strategy
JUNE 24, 2021
As an effective sales professional, you can’t just close the book on clients after they’ve signed the deal, even if the bulk of the work then shifts to other departments. How your team executes the post-sale experience has important implications for the company as a whole, as well as your relationship with the customer. What occurs during this phase can result in the customer being even more satisfied than before (including with their experience during the sales process), or it can derail what w
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.
SBI Growth
JUNE 23, 2021
As many companies are starting to pursue sustainable and growing DEI strategies, including ours, people are wondering where does the responsibility lie? Many jump to the conclusion that DEI is a people initiative, so it should just fall within human.
Zendesk
JUNE 22, 2021
If companies weren’t flexing their agility muscles before the pandemic, they certainly are now. In the past year, everything has changed about the way that larger firms do business. And while getting to the top is no easy task, staying there requires constant vigilance, a willingness to discard outdated tactics, and being at ease with the uncertainties that come with change.
Insightly
JUNE 21, 2021
Modern consumers are looking for value and solutions. If you don’t clearly present how your product or service solves specific customer needs, then marketing and selling your products will be a real challenge. When it comes to technology solutions, or how to invest in technology, businesses often choose providers based on trust in the brand. But they are also looking for a fast time to value (TTV), i.e. how fast will a product or service solve their issue and help them gain a positive return on
Strategic Planning and Management Insights
JUNE 21, 2021
One of the things that we hear about from a lot of organizations and a lot of individuals in organizations, is that they're too busy or they don't have enough time to do strategic planning. So today I'm going to talk to you about how to approach strategic planning, when you don't have the time or you're too busy.
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.
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