Account Manager Tips
JUNE 23, 2024
Discover game-changing books for B2B sales, customer success, and key account management. Level up your skills and strategies with insights from "Unsticking Deals," "The Innovative Seller," and "The Squiggly Career.
Customer Think
JUNE 26, 2024
Exceptional Design Enhancing Tech Adoption and Customer Experience Article source: [link] In the rapidly evolving landscape of technology, digital product design has emerged as a critical factor influencing adoption rates and overall customer experience.
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Hubspot Sales
JUNE 24, 2024
In my experience as both a budding sales rep and, later on, a team manager, success in selling often comes down to the process. Using a sales cheat sheet has been one of the most effective ways I’ve found to get new employees up to speed, create a consistent experience for prospects, and consistently exceed sales goals. I like using a defined sales playbook supported by tried-and-true templates to build out a repeatable sales cycle that leads to predictable and scalable growth.
The Center for Sales Strategy
JUNE 24, 2024
Electronics come with user manuals, food packaging comes with cooking instructions, furniture comes with assembly instructions, and clothing comes with care instructions. People are much more complex than the items you buy, yet people don’t come with instructions on how to get the best out of them. What if you knew how a person was wired before hiring or coaching them?
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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.
Flevy
JUNE 27, 2024
Most organizations struggle with Strategy execution. In fact, numerous studies from top consulting firms (including McKinsey, Bain, BCG) and Harvard Business Review have shown approximately 70% of strategies fail due to poor execution. Furthermore, organizations only realize about 60% of their strategies’ value. Having a Strategic Management Office –i.e.
Help Scout
JUNE 27, 2024
When writing CSS, the most common formats we use for expressing a color are either a hex code or an RGB value. But are they the best way? Learn to see color as an artist with HSL.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
The Center for Sales Strategy
JUNE 26, 2024
Imagine having a crystal ball that not only automates routine tasks but also provides deep insights and empowers you to confidently make data-driven decisions. That's the power of AI in sales, and it's transforming how top-performing teams operate. Using predictive analytics, a strong AI mechanism , we can leverage the power of historical data to predict upcoming trends, easily identify potential leads, and adjust our sales strategies accordingly.
Brooks Group
JUNE 24, 2024
You know you should measure sales training ROI. But you wonder if it’s really important. Isn’t the main thing just to get the training done? Yes and no. Step one, you need to train your sales team. But step two should be making sure your training is getting the results you want. You can only know if training contributes to the bottom line when you measure the before-and-after impact.
Flevy
JUNE 28, 2024
The concept of Core Competence was first introduced by C. K. Prahalad and Gary Hamel in 1990, in their article The Core Competence of the Corporation. Since then, this term has become part of the general business vernacular. Companies constantly claim various things to be part their “core competencies.” But, are these really Core Competencies?
Customer Think
JUNE 22, 2024
Complexity, overwhelm, lack of confidence, and perceptions of risk lengthen the buying process. Or stall it indefinitely. This is evident as the growth of “no decision” is surpassing that of won deals in B2B. The B2B buying process takes 6 months to 8 months—or longer, depending on complexity of solution.
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
JUNE 25, 2024
Have you ever spilled coffee down your shirt just before leaving for work and decided it would be a bad day? You expected it to be a bad day, so it probably was! A negative mindset can set the tone for the hours to come. On the other hand, have you ever felt so good about a presentation you were making that you walked in with super-charged confidence and a little extra bounce in your step?
FinListics Solutions
JUNE 26, 2024
Summer can be a challenging time to close deals due to vacations and a generally slower business pace. From scorching summer days to your clients and prospects' thoughts drifting toward sandy beaches and cool drinks, it can seem as if business stops for a few weeks.
Nutshell
JUNE 27, 2024
Good customer relationship management (CRM) software is the not-so-secret weapon of every business that makes consistent sales. A CRM can help you to: manage your leads and customers in one place, encourage collaboration between customer-facing teams, and create a repeatable process for leading your prospect through the buyer’s journey successfully.
Customer Think
JUNE 22, 2024
Gaining customer trust is more important than ever for marketers today. While businesses often focus on making money, creating loyal customers for long-term success is vital. Putting customer satisfaction at the center of your marketing plans can make a big difference.
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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
SBI Growth
JUNE 28, 2024
Most companies fail to realize that they could be generating an uplift of two to five percent from every sales rep just by adjusting their compensation plan to focus on incentivizing the right behaviors , which—spoiler alert—many companies do not.
Force Management
JUNE 27, 2024
With funding comes responsibility. In the SaaS world, you don't have time to wait. The global SaaS market is growing more rapidly than even optimists projected (18%), and we’re right at the center of it. Over half of the SaaS firms in the world are located in the US.
Nutshell
JUNE 27, 2024
Customer relationship management (CRM) software is an essential tool for streamlining your sales process and closing more deals with less hassle and guesswork. As a SaaS business owner, you understand the importance of good CRM software, and you’re probably already shopping around for a CRM for your business. But the question on your mind might be: “Should I use a SaaS-specific CRM or a general-purpose one?
Customer Think
JUNE 25, 2024
I originally wrote today’s post for Coveo. It appeared on their site on March 21, 2024 The hottest topic in business today is artificial intelligence, specifically generative AI, a form of artificial intelligence that is capable of generating text, images, videos, audio, data, analyses, etc. based on prompts to do just that.
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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.
SBI Growth
JUNE 27, 2024
For commercial leaders looking to make 2024 their benchmark year, winning over buyers seems increasingly difficult. They’re not alone in thinking so: most CEOs we spoke to agree that external buyer factors are the biggest challenges to commercial productivity. They cite unpredictable changes that occur in the buying process, threatening to reset all buying progress.
Planview
JUNE 28, 2024
When delivery time is slow and unpredictable, demand exceeds capacity, and constraints and dependencies are poorly understood, it’s hard to deliver fast or pivot quickly. And now, paired with a sluggish economic environment, these factors put increasing pressure on anyone who’s focused on creating and delivering business value faster (read: everyone).
Nutshell
JUNE 27, 2024
The one thing a growing business needs– above all else– is sales. For small and mid-sized businesses, it’s important to make more sales while operating as efficiently and budget-wise as possible. A well-managed sales pipeline can help you achieve this. Read on to learn how to manage a sales pipeline for SMBs, the benefits of doing so, and best practices.
Customer Think
JUNE 25, 2024
Back Story I recently judged the L&D category for the CCMA’s national awards. In the process, I noticed quite a few submissions highlighting how they needed to recruit more front-line advisors in response to a significant increase in inbound volumes. This reconfirmed that human contact remains a growing priority for consumers.
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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
Kainexus
JUNE 28, 2024
Operational excellence is a management philosophy that focuses on continuously improving an organization's processes, systems, and workflows to optimize performance and deliver value to customers. Operational excellence happens when an organization consistently and reliably outperforms the competition through constant improvement and a dedication to customer value.
Strategic Communications
JUNE 26, 2024
As I’ve worked within organizations and, for the past 15+ years as an external consultant, I’ve come to admit that most employees, including many senior leaders, really don’t enjoy strategic planning. I think one of the biggest reasons for this is that they see it as a waste of time. Lots of hours spent by lots of people in closed door meetings that lead to a laundry list of activities and assignments that rarely seem to drive meaningful change.
Nutshell
JUNE 26, 2024
Using just one password for all your online accounts is risky business. In an increasingly online world, cybercrime is also on the rise. And password security is essential to keeping your digital properties and identity safe. But instead of relying on a dedicated password notebook, which could easily get lost or stolen, why not use a password manager?
Customer Think
JUNE 27, 2024
Understanding your customers’ needs and expectations is crucial in creating marketing strategies that resonate and drive brand growth. In fact, 73% of consumers globally anticipate that companies will understand their unique demands. This is where the role of customer feedback comes in.
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.
Help Scout
JUNE 25, 2024
Discover how you can integrate generative AI into your customer support strategy for improved operational efficiency and an elevated customer and agent experience.
SBI Growth
JUNE 24, 2024
As technology evolves, so do the strategies used by sales professionals to reach potential clients. Today, a multi-channel approach is essential to engaging prospects effectively. This blog will explore how prospecting has changed and provide best practices for creating successful B2B prospecting sequences.
Flevy
JUNE 28, 2024
The Telecommunications (Telecom) industry is a dynamic and essential sector, driving connectivity and communication across the globe. This industry encompasses various services, including voice, data, and video transmission, and is fundamental to the functioning of modern economies. With the rapid proliferation of mobile devices, the expansion of broadband infrastructure, and the advent of 5G technology, the Telecom industry is poised for significant growth.
Customer Think
JUNE 26, 2024
Recent research has shown that CEOs now expect marketing to be a primary driver of revenue growth in their organization. In a 2023 survey of CEOs by The Conference Board, respondents were asked to identify their plans for growing profits in 2024. The second most frequently selected option was “Increase sales via marketing.
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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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