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By Dominique Côté, Founder and CEO, Cosawi Consulting. In our organization’s work, we see much confusion and lack of clarity on executive sponsorship, even when it is in place. Clarifying the executive sponsor role, behaviors (internally and externally) and expectations is critical if we wish to leverage the role as an accelerator and create executive accountability within the account team.
The Cost of Sales Discussing costs is a part of every sales cycle, and many sellers bring in the cost of the status quo to help justify the price. Yet we rarely look at our own costs to pursue leads that may never close. Think about all zombie accounts that hang out on your forecast for months or years that will never close. Pursuing them. Read more.
Tools for Excavating Sources of Next Generation Loyalty Marketers have an overly optimistic perspective on customer loyalty and their implementations of customer loyalty programs. The reality is that very few customers are loyal and much of what we speak of as customer loyalty is no more than repeat transaction behavior. Customer Loyalty Programs Are Really […].
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.
The real estate landscape's nature is constantly evolving, tough to keep tabs on, and even tougher to predict. Agents need to stay on top of a host of different trends and factors — a challenge that's rarely straightforward. To help make that process a little easier, we've compiled a list of 38 key statistics that cover some of the most pressing issues real estate professionals need to have a pulse on — the practice's changing digital trends, potential clients' generational differences, and the
It’s a cruel twist of fate for senior sales and revenue leaders that as the year barrels toward a close with urgency to maximize the remaining time, that strategic and tactical planning for the next year must happen at the same time. At a minimum, these leaders must tackle quota setting, territory optimization, account assignments, account plans, any compensation plan updates, go-to-market strategy shifts, tactical plans, playbooks, and more.
Photo by Pexels, CC0 1.0 During the pandemic, many people have had to work from home and companies have had to let thousands of people go in their roles. Bringing those employees back into the office after so long at home is not going to be an easy feat for a business. There are going […].
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Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Photo by Pexels, CC0 1.0 During the pandemic, many people have had to work from home and companies have had to let thousands of people go in their roles. Bringing those employees back into the office after so long at home is not going to be an easy feat for a business. There are going […].
About half of all sales reps don’t achieve their yearly quotas. Reasons for not hitting quota vary from not having enough opportunities in the sales pipeline to not following a sales process. Additionally, sales quotas have risen, yet the percentage of reps making their quota has fallen. If your salespeople aren't hitting quota, here are a few questions to ask yourself.
Most leaders would agree that culture is an essential element of the success of any organization. However, in a study by the HR company, Hayes, 46% of employees cited culture as the reason they quit their job. Clearly, there is room for improvement when it comes to workplace culture. Before we get into the signs and symptoms of a dysfunctional culture, it is helpful to outline what culture does in business.
The remote work environment is forcing sales leaders to motivate their teams and increase collaboration within groups and cross-functionally. Building alignment around how to best serve your customers can be a force multiplier that drives significant company-wide improvements, even when it comes to motivating employees and improving collaboration in work-from-home environments.
Every year, Content Marketing Institute and Marketing Profs release their latest B2B marketing research. This year the report includes a chart of current B2B content marketing challenges. A few of them surprised me as I thought (or hoped) we had beaten.
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.
Value stream mapping (VSM) is used to visually depict, analyze, and improve the flow of materials and information through end-to-end processes. It is an effective method of identifying waste and opportunities for error. It is used by companies who have adopted the Lean Manufacturing or Lean Sigma business methodologies, as well as by others who are practicing continuous improvement.
The most important future shoppers can’t yet drive. But they buy. Can retailers steer them to the store? The oldest members of the next generation of consumers, Generation Alpha, were born in 2010, yet in just a decade they’ve learned to become smart online shoppers. In 2020, 81% of children under the age of 12 were reported […].
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.
It’s one of the biggest challenges you face with a new customer: scouting out the landscape of their organization and determining who the decision makers are (and aren’t). And yet when I tell sellers they must broaden their conversations to … Read More » The post Build Bridges, Not Tunnels first appeared on The Sales Leader.
Continuing season 5 of the Improving Sales Performance Series, host Matt Sunshine and co-host Stephanie Downs, continue to focuses on celebrating #WomenInSales for the month of October. Guests Lori Clark, Director of Local Sales at KHOU-TV; TEGNA - HOUSTON, and Dana Nagel, Director of Sales, TEGNA/WKYC Media join the show to share their insight, tips, and knowledge on various topics that help companies improve sales performance.
(If you've decided to add thought leadership marketing in 2022, or if you need to improve your thought leadership program next year, the time to start planning is now. This post describes three steps B2B marketers can take to elevate their thought leadership efforts in 2022.) It's now abundantly clear that compelling thought leadership content […].
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.
Have you ever considered opening an online boutique or storefront? Maybe you already run a small business that you’re looking to move or expand online. Or maybe you’re just looking to open and run an online store of your own. How to Start an Online Boutique. Although this process may seem a bit intimidating, it doesn’t need to be. That’s because there are a number of ways you can start an online store that works for you and your budget.
Mike Montague interviews Sharina Perry, CEO and Inventor of Utopia Plastix, on How to Succeed at Supply Chain Management. . The post How to Succeed at Supply Chain Management [PODCAST] appeared first on Sandler Training.
- MOTIVATION -. "The single biggest way to impact an organization is to focus on leadership development. There is almost no limit to the potential of an organization that recruits good people, raises them up as leaders and continually develops them.".". - John Maxwell. - AROUND THE WEB -. > 7 Tips for Communicating Change – The Great Game of Business.
This is my 750th blog post on this blog and I wanted to write about something that I absolutely love. I absolutely love watching movies and have been a James Bond movie fan almost since the first time I watched him on screen (since Sir Sean Connery br.
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!
PMOs are in a state of transition: ever shifting to support different teams, ways of working, strategic objectives, transformation programs, priorities, and more. Managing this level of complexity and constant change requires a modern approach to PPM – one that positions the PMO to become a more strategic creator of business value. “ The Insider’s Guide to Modern PPM ” defines what this means and the competencies needed to confidently and effectively traverse the journey.
The relentless customer with suspiciously sharp teeth, and the disturbing silence of an empty inbox. Three support stories to scare any customer service professional this Halloween.
According to a LinkedIn report, women represent 39% of the workforce in sales – and only 21% of Vice Presidents in Sales are female. The State of Women in Sales report shows that the sales industry has the second largest gender equity gap in America. Why aren’t more women in sales? Aside from being a demanding career, sales professionals are up against a lot of biases accusations such as being “manipulative,” “pushy,” and “dishonest.
Are you interested in increasing your eCommerce sales in 2022? If so, you’re not alone. Business owners and marketers across all industries understand that they would have a tough time reaching their target audience and securing more sales without digital marketing. The way market to our customers has changed dramatically over the last several years. […].
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
You may not realize it, but your team’s CRM can help you to overcome the “winging it” problem, standardize your team’s sales process, speed up sales cycles, improve close ratios, and increase revenue. The post How Your CRM Can Help Your Team Sell More appeared first on Sandler Training.
We recently sat down with Matt Webb, Sales Productivity Specialist for Mentor Group, to discuss what a great coaching strategy looks like. We learned about overcoming barriers to coaching, how to build a better coaching framework, and more. Would you believe that a 5% shift in performance of the core performers yields over 70% more […]. The post [Webinar] Sales Coaching for Stronger Performance appeared first on Revegy, Inc.
The most ambitious companies know that it’s not enough to be loved ‘just’ by their existing customer base. Think about brands like Ritz-Carlton; even if you haven’t stayed at a Ritz before, I bet high quality and a stellar reputation come to mind the moment you hear the name. This sort of prestige isn’t just […].
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.
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