ClearPoint Strategy

AUGUST 9, 2021

Did you ever think you had the perfect business plan and strategy, only to be blindsided by an increase in tariffs or a new environmental regulation? This article will help you discover how to think about and manage external factors that can cripple your strategic plan (or open up new opportunities). If you don’t do it already, you need to learn how to conduct an environmental scan and adapt your performance management process accordingly.

e-Learning 98

e-Learning Government Remote Working Brainstorming 98

The Center for Sales Strategy

AUGUST 11, 2021

You know the feeling of an ah-ha moment…. When you're talking about something you passionately believe in and then — BAM — you can practically see the light bulb go off for the other person. It's a highlight for anyone who passionately loves what they do.

Sales 118

Sales 118

Engage Selling

AUGUST 13, 2021

Sales leaders spend a great deal of time talking to managers on how to be effective coaches. However, it’s important for salespeople to realize that they need to be coachable as well. When it comes to coaching success, half of … Read More » The post Are You Coachable? | Sales Strategies first appeared on The Sales Leader.

Sales 125

Sales Management 125

Strategic Account Management Association

AUGUST 10, 2021

SAMA just released its biannual report on SAM and KAM compensation trends and practices. Chad Albrecht, Managing Principal of ZS Associates, and Joel Schaafsma, SAMA’s Research General Manager, have offered us a sneak preview of some key findings. As an added bonus, they also shared some levers best-in-class companies are using to incentivize SAMs in today’s world.

Artificial Intelligence 104

Artificial Intelligence Healthcare Account Management Account Planning 104

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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

Account Manager Tips

AUGUST 10, 2021

Build your business with client referrals Client referrals are a powerful business growth strategy. You ask your clients to recommend you to people they know. How hard could it be? Really hard. So if the idea of asking for a client referral scares you even just a little, you're not alone. Follow this step-by-step guide on how to ask, and get your clients to say "Yes," to a referral.

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240

SBI Growth

AUGUST 12, 2021

Is your company enjoying the economic boom the economy is experiencing? 2021 has been a good year for the market with major stock markets up 15-18% year-to-date. This momentum has resulted in companies making bold moves to capture the opportunity.

Marketing 147

Marketing B2B Sales 147

RAIN Group

AUGUST 13, 2021

Frank Cespedes, senior lecturer at Harvard Business School, discusses his latest book, Sales Management That Works: How to Sell in a World that Never Stops Changing (Harvard Business Press, 2021) in this Q&A with RAIN Group.

Sales Management 130

Sales Management Management Sales 130

The Center for Sales Strategy

AUGUST 12, 2021

Throughout the entire third season of the Improving Sales Performance series, host Matt Sunshine will talk to leaders, CEOs, Executives, and authors about their businesses and how they improve revenue performance. The series kicks off a Sales Leadership Series where Matt Sunshine discusses sales and executive leadership tips with Jason Randall, CEO of Questco and author of, " Beyond The Superhero: Executive Leadership For The Rest Of Us.".

Sales Leadership 123

Sales Leadership Leadership Sales 123

Zendesk

AUGUST 10, 2021

The global pandemic made staying home and going online a necessity. But what started as an emergency order quickly became the new way of life, giving rise to a truly digital-first marketplace. In fact, the Zendesk Customer Experience Trends Report found that ecommerce sales increased by 30 percent in 2020. Today’s customers also care about different things than they did pre-pandemic.

Sales 104

Sales Media Digitalization Software 104

Customer Think

AUGUST 13, 2021

The chatbot market is expected to grow from $703.3 million in 2016 to a whopping $3,172.0 million by 2021, according to a research by MarketsandMarkets. Intelligent chatbots are widely being adopted across all types of companies — from the Fortune 500 to upcoming startups, in order to gain pace and efficiency. With rising chatbot trends, […].

Marketing 145

Marketing 145

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.

Sandler Training

AUGUST 10, 2021

Mike Montague interviews Susan Sykes on How to Succeed at Taking a Day Off. The post How to Succeed at Taking a Day Off [PODCAST] appeared first on Sandler Training.

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The Center for Sales Strategy

AUGUST 10, 2021

Client retention is and will always be pivotal for the success of businesses. In fact, client retention is a true measure of the experiences an organization delivers to its clients. Based on these experiences, clients or customers decide if they want to continue business with a given firm or not. In other words, a company’s ability to retain its customers has a huge impact on revenue generation and profitability.

Profitability 122

Profitability Organization Account Growth 122

Zendesk

AUGUST 12, 2021

Imagine someone has shown interest in your brand by browsing your website and filling out an online form. Some marketing teams would treat that person like any other potential customer who lands on your site—but that’s a huge mistake. Consumers who explicitly express interest in your brand are worth more time and effort than someone who casually clicks on a social media ad.

CRM 98

CRM B2C Media Decision-making 98

Customer Think

AUGUST 12, 2021

by Mike Hasler in Contact Center Technology, Customer Service Trends, Mike Hasler For all the grief, losses, and setbacks the pandemic unleashed, there is a general consensus that it also sparked a revolution on the technical front. The adoption rat.

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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

AUGUST 11, 2021

So many sales conversations are happening over virtual sales platforms right now. CrankWheel is one of those solutions that experienced a surge in use in 2020.

Sales 98

Sales 98

The Center for Sales Strategy

AUGUST 13, 2021

- MOTIVATION -. "The function of leadership is to produce more leaders, not more followers.". - Ralph Nader. - AROUND THE WEB -. > 'Be Humble,' and 5 Other Pieces of Terrible Advice – OpenView. There’s no shortage of terrific tips and inspirational advice out there for every situation imaginable. But what about the bad stuff—specifically, bad career advice?

Leadership 118

Leadership 118

Zendesk

AUGUST 10, 2021

With so much still uncertain and a new variant delaying some companies return-to-work plans , we are more reliant than ever on cloud solutions that allow us to connect and collaborate remotely. SaaS startups have a real opportunity to capitalize on the shift to a truly digital-first world, and among the top cloud companies named in the Forbes Cloud 100 this year, the vast majority are using Zendesk to give their customers a great experience.

Software 98

Software Software Decision-making Prioritization 98

Customer Think

AUGUST 7, 2021

The principal reason for embarking on digital transformation is to improve customer experience, which goes a long way to assure brand loyalty; if the right culture is missing, the whole project will end in a colossal failure. Sometimes, the bottleneck brands have in ensuring digital transformation may not be the technical input, this may be […].

Digital Transformation 141

Digital Transformation Digitalization Customer Experience 141

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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

Apptivo

AUGUST 10, 2021

Welcome back to the latest edition of Apptivo’s product updates. Apptivo will go through custom updates almost every week in order to boost the customer experience. In this also, we have picked some of the applications to introduce new feature and functionality along with updating the existing features. Let’s quickly take a peek at our new updates.

Customer Experience 98

Customer Experience 98

The Center for Sales Strategy

AUGUST 9, 2021

If new employee onboarding procedures are insufficient, it can take up to 12 months for new hires to reach max productivity. In a world where employees don't stay at jobs for the entire duration of their career, this is horrific. New employee onboarding has always been an issue. There are always holes in an onboarding process, and some companies seem better at it than others.

Onboarding 116

Onboarding 116

Arpedio

AUGUST 9, 2021

by Paul Hansen. |. August 9, 2021. MVP: An implementation based on transparency. Paul Hansen | August 9, 2021. MVP: An implementation based on transparency. ? Back to blog. In Arpedio Salesforce Consulting , the essence of our tasks and responsibility is to ensure that you get lasting business value out of your Salesforce solution – as fast as possible.

B2B 98

B2B Account Management Innovation Facilitation 98

Customer Think

AUGUST 12, 2021

Historically Software-as-a-Service (SasS) companies were led by the sales function. As the business model evolved, product teams took the lead. But today, successful SaaS companies are truly built out to be customer-led. The COVID-19 pandemic has accelerated this change in cultural philosophy, and ultimately both the customer and the organization reap the benefits.

Customer Success 140

Customer Success Software Software Organization 140

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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

Peter Simoons

AUGUST 8, 2021

Tip 16: Sharing Is the Foundation for Partnering. When you’re tasked to work on a project with someone, it’s inevitable that you have to share some of your time, effort, expertise and resources with your task partner. After all, you are working on a single project, and its success or failure will reflect upon the both of you.

Publishing 98

Publishing Communication Organization Marketing 98

Crank Wheel

AUGUST 10, 2021

Before you get into the actual business, what is the first step? Lead generation. No matter what, but a large part of the organizational success depends on quality leads. But, the question for many is, ‘How can I generate sales leads?

Sales 97

Sales 97

Sales Gravy

AUGUST 11, 2021

On this #AskJeb, Jeb Blount takes a question from Jennifer who is looking for the best times of the day or week to make outbound cold calls. Jeb offers three of his best Fanatical Prospecting tips for timing prospecting calls. You may be surprised at his answer. Listen above or watch the video below. Pro Tip: Play this at your next weekly sales meeting.

Meetings 96

Meetings Sales 96

Customer Think

AUGUST 12, 2021

In 2013, Oracle conducted a research study among executives regarding the state of their customer experience initiatives. The study found that while 91% of the respondents wished to be a CX leader in their industry, only 37% said they were just getting started with a formal CX initiative and 20% considered their CX initiative, “advanced”. […].

Customer Experience 133

Customer Experience 133

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

Help Scout

AUGUST 11, 2021

One of the best ways to stay current with trends and customer needs is by following customer service blogs. Reading about the tools and techniques that other companies are using to provide excellent experiences helps inform your team and strategy on doing the same. Below are nine customer service blogs we love, with breakdowns of what content you can expect to find on them and details on why they’re so amazing. 1.

Customer Experience 82

Customer Experience Publishing Artificial Intelligence Leadership 82

Revenue Storm

AUGUST 10, 2021

Almost every technology company and salesperson on the planet is selling some form of Digital Transformation today. As much as we would like to think those words enchant and motivate our clients to buy, typically what they think is “expensive, long cycles, risk, and potential failure.”. The sad truth is everybody selling Digital Transformation sounds the same.

Digital Transformation 78

Digital Transformation Digitalization Procurement Construction 78

SBI Growth

AUGUST 12, 2021

Is your company enjoying the economic boom the economy is experiencing? 2021 has been a good year for the market with major stock markets up 15-18% year-to-date. This momentum has resulted in companies making bold moves to capture the opportunity. Those who successfully execute a growth strategy will increase enterprise value and be rewarded. Is your company executing a revenue growth strategy, or are you falling behind the competition?

Marketing 71

Marketing 71

Customer Think

AUGUST 13, 2021

20 Years is Not Enough Time to Know It All This much became clear to me, after launching the marketing- and loyalty-services company Incendio. I struck out on my own six years ago and became the “chief accelerant” following more than 20 years in the loyalty and customer engagement industry – many of those years as […].

Marketing 132

Marketing Digitalization Leadership 132

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