FinListics Solutions
SEPTEMBER 13, 2021
Whether it’s an irreplaceable employee quitting, the onset of a recession, customers leaving for a competitor, or any number of other business problems, companies face risk every day.
EcSell Institute
SEPTEMBER 13, 2021
Tough road loss. Frustrated coach. After the game, outside the team bus, he stands with the other coaches and “talks smack” about his players behind their backs. The players overhear. And just like that, their psychological safety is gone. Coaches can lose the confidence and trust of their players faster than a toupee in a hurricane. And once those crucial coach-player components go away, it’s like running against the wind to get them back.
Strategic Communications
SEPTEMBER 16, 2021
I’m often surprised that the most overlooked audience, when it comes to communicating with key constituents, is the internal or employee audience. Companies are generally pretty good about recognizing that they need to communicate with customers and prospects, but employees tend to be an afterthought. This may be because of the assumption that since employees are part of the organization they somehow “know” what’s going on.
Strategic Account Management Association
SEPTEMBER 13, 2021
By Dave Duke, Co-Founder and CCO, MetaCX, and Joel Schaafsma, Research General Manager, SAMA. Turning lemons into lemonade. It is one of the most optimistic cliches known to man – and with good reason. The phrase tells us to have a positive mindset and look for the good when faced with a dire, and potentially devastating, turn of events. The pandemic has presented an opportunity to reflect on what matters most in our personal and professional lives.
Advertiser: ZoomInfo
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.
Software Sales Guru
SEPTEMBER 13, 2021
Selling to Committees All buyers want to have options, and they want a simple way to compare those options. An example is the Mutual Fund industry. Most brokerages have tools that allow buyers to compare funds side-by-side, helping them to make an informed decision. Yet Matthew Morey of New York’s Pace University, found that it was not necessarily the performance metrics that motivated the purchase.
Customer Think
SEPTEMBER 11, 2021
Customer journeys are as individual as customers. Every customer has different needs, preferences, knowledge, information and another way to resolve their issues. In brief, every customer has a context of their own. As a consequence, customer journe.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Sales Readiness Group
SEPTEMBER 17, 2021
Many companies are wrestling with the question about what their future work environment looks like as they emerge from COVID-19 restrictions. Preferences are mixed, but many employees want to keep working from home at least part of the time.
The Center for Sales Strategy
SEPTEMBER 13, 2021
"4 out of 5 Sales Managers admit appointments, whether in-person or virtual, are more challenging to secure than five years ago.". This nugget of information came from The Center for Sales Strategy 2020 Media Report. My initial response to this new data was.DUH! I'd like to speak with the one manager who thinks getting a first time appointment is "easier" than 5-years ago.
Customer Think
SEPTEMBER 13, 2021
Granted, customer engagement has gone through massive changes in recent years. The digital age has propelled brands’ omnichannel presence across phone, chat, self-service, SMS, and so on. But still, one thing remains, customers prefer the phone above all other channels. Why do customers still prefer phone support over any other channel? If we’re in the […].
Zendesk
SEPTEMBER 13, 2021
. . . When a customer has an issue, all they want to do is solve it—quickly. In fact, 73 percent of customers say that speedy resolutions sit at the very top of their priority list. This should have companies paying attention. Why? Good support experiences have become critical drivers of customer loyalty and spend. Getting faster answers for customers often means scaling resources.
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The SAMA Podcast
SEPTEMBER 15, 2021
Our guest this episode shares what she's learned after surmounting a trifecta of challenges over the past ~18 months, any ONE of which might have tripped up a lesser professional: being a newly minted strategic account manager, joining a new company, and striving to elevate her company's relationship with a new strategic account – and doing it all during COVID times.
The Center for Sales Strategy
SEPTEMBER 14, 2021
Most companies scale back recruiting in response to a financial crisis. Did you know that but 1 of the 3 most effective responses is to hire top performers from the competition? Companies looking to hire the best talent should pay attention to these recruiting trends we’ve seen in 2021 and what it means for future years.
Customer Think
SEPTEMBER 11, 2021
Have you ever been instructed to “put your customer hat on?” That may be bad advice. “Put your customer hat on” is a favorite line of process improvement consultants and workshop facilitators. I’ve even said it myself. It means to imagine yourself as a customer, empathize with them, and approach the problem from the customer’s […].
Kainexus
SEPTEMBER 14, 2021
People often use the terms quality assurance and quality control interchangeably. However, although they are similar, there are essential differences between the two ideas. Each is a piece of the quality management puzzle. While some quality assurance and quality control activities are related, the goals and tools of each are different.
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.
Help Scout
SEPTEMBER 16, 2021
These days it’s easier than ever to outsource customer support, even for small teams that prioritize customer experience and quality. A new crop of companies that specialize in brand-forward customer experience outsourcing for small teams has emerged in the past five years. Gone are the days that outsourcing was only accessible to companies that have 25 or 50 seats to fill.
The Center for Sales Strategy
SEPTEMBER 16, 2021
What do selling and tennis have in common? Bernie Weiss, President at iHeartMedia New York and Author of Ace It! How Sales Champions Win New Business answers that question, plus offers some sales performance tips. Tune in now or keep reading for a brief overview.
Customer Think
SEPTEMBER 15, 2021
Here is the leading indicator that your organisational culture is customer-centric, or moving rapidly towards customer centricity; your CEO is leaning into customer empathy. More than ‘talking the good CX talk’, these CEO’s are demonstrating the right behaviours; setting an example for their leadership teams and their workforce. They are demonstrating empathy in action.
Apptivo
SEPTEMBER 16, 2021
At Apptivo, we are constantly updating our software to keep up with the newest technological advancements. One of the most important tools for accessing data at any time and from anywhere is a smartphone. Our Android All-in-One App has been updated to version 6.3.6 to ensure maximum stability and performance. Apptivo — All-In-One Android App Updates — v6.3.6.
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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.
Planview
SEPTEMBER 13, 2021
We’re just one week away from Planview Accelerate – our largest and most comprehensive customer event in company history. For the last 24 years Planview has hosted this conference to bring our customers together to share their stories, network with their peers, talk with Planview experts and level up their skills across all of Planview’s products. This year, we’re hosting the event on a virtual platform – which means we’re able to share this event with a much larger and more global audience.
The Center for Sales Strategy
SEPTEMBER 17, 2021
- MOTIVATION -. "Don't worry about failure. You only have to be right once.". - Drew Houston. - AROUND THE WEB -. > Does Your Sales Team Have Enough Pipeline to Make Quota? – Selling Power. Sales managers, there’s no way to sugar coat this: Most B2B sales leaders (69%) reported that their teams did not have enough pipeline to hit quota. Don’t get me wrong — I realize that sales managers have the hardest job in our profession: Revenue executives have an insatiable appetite for data; HR demands
Customer Think
SEPTEMBER 13, 2021
Discovery is most often considered a function performed by sales reps. But in this context, it’s more about discovery FOR the sales rep, NOT B2B buyers.One of the problems marketing and sales have as B2B buyers’ roles shift is that they start too late.
ClearPoint Strategy
SEPTEMBER 14, 2021
While project managers used to be part of a specialized office focused on scheduling and executing technical projects, the world has changed—project managers are everywhere now. Projects are one of the keys to driving the execution of strategy, with PMI even saying that an organization is defined by its projects. Why? Because organizations have come to realize that projects (and their management) are essentially a strategic function.
Advertiser: ZoomInfo
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Zendesk
SEPTEMBER 15, 2021
Digital customer experiences are critical for surviving in a connected world. According to a survey of C-suite executives, more than 70% of CIOs increased investments heading into 2021 to improve customer experience. At an increasing rate, restaurants have adopted app delivery services, fitness memberships pivoted to virtual exercise experiences, retail now rely heavily on e-commerce, and office work accelerated business services like Zoom, Slack, and DocuSign.
Peter Simoons
SEPTEMBER 12, 2021
Trust is an important cornerstone for successful collaborations. I’ve written about this topic a few times in the past. In his book “Trusted Leader”, David Horsager takes the topic to a deeper level. He argues that the root issue for every challenge is always trust and that trust is your single, most valuable asset. As trust increases, output, morale, and innovation (amongst other things) improve, while costs, problems, risk and stress reduce.
Customer Think
SEPTEMBER 15, 2021
A funnel is a business term generally used with regards to sales and marketing. Customers are made aware of your company, then marketed to, then eventually a sale is made. These are the initial stages of a customer’s journey, their conversion from a merely potential customer to an actual buyer. However, an alternative kind of […].
Kainexus
SEPTEMBER 16, 2021
Lean or the Toyota Production System often gets an unfair rap for being "anti-technology." Some of this mindset results from the old debate between using Material Resource Planning (MRP) computer systems to plan production or the more visual Lean methods of kanban cards and heijunka boxes. Even Toyota uses MRP systems, but they used them in their proper role—long-term planning instead of day-to-day execution.
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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
Zendesk
SEPTEMBER 14, 2021
Contrary to what you might expect, potential clients are often receptive to cold calls. A study by Rain Group found that 82% of buyers are open to booking meetings when sales reps reach out. Nevertheless, cold-calling and discovery calls can be terrifying for many sales reps. You’re trying to sell a new prospect on a product they know little or nothing about.
RAIN Group
SEPTEMBER 13, 2021
Whether you work on a sale for 9 hours, 9 weeks, or 9 months, when you get to the negotiation phase of the selling process, you can lose the sale in an instant. And even for those sellers who win the sale, the negotiated outcome may not be the best.
Customer Think
SEPTEMBER 13, 2021
Twenty years working in Customer Experience taught me that it’s about a mindset. The mindset leaks out into the organization, recruitment processes, measurement programs and eventually becomes your organization’s culture. The mindset becomes “the way w.
Sandler Training
SEPTEMBER 16, 2021
Mike Montague interviews Jennifer Crow on How to Succeed at Stopping Human Trafficking in Africa. The post How to Succeed at Stopping Human Trafficking in Africa [PODCAST] appeared first on Sandler Training.
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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