Mike Kunkle
AUGUST 19, 2024
[This post was originally published here , in my Sales Enablement Straight Talk newsletter] Today, I want to delve into the nuances of the systems that support the Building Blocks of Sales Enablement framework. Many of you have asked about these systems – how they differ from the blocks (and support them), and how to maximize their effectiveness.
The Center for Sales Strategy
AUGUST 22, 2024
One of the most effective ways to connect with potential clients is by providing a valid business reason (VBR). But what exactly does this mean, and why is it so important? A valid business reason goes beyond simply stating that you have a product or service to offer. It's about demonstrating real value to your prospects and showing them why engaging with you is worth their time and attention.
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Account Manager Tips
AUGUST 18, 2024
The post 7 Reasons Why Clients Ghost You (and What to Do About It) first appeared on The KAM Coach Struggling with silent clients? Uncover why they ghost and learn effective strategies to re-engage and rebuild strong, lasting business relationships.
Customer Think
AUGUST 20, 2024
In today’s world, customers don’t just want to be treated like everyone else—they want to feel special and valued. This has made personalization a big deal for businesses. It’s about making sure each customer gets a unique experience that matches their needs and preferences.
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.
Revegy
AUGUST 20, 2024
We all know that staying aligned, building strong relationships, and making a real impact on revenue are key to success. At Revegy, we don’t just develop technology to help sales teams meet these goals—we use it ourselves to fine-tune and improve our own sales strategies. In this article, we’ll give you an under the hood […] The post Inside Look: How Revegy Uses Revegy appeared first on Revegy.
The Center for Sales Strategy
AUGUST 21, 2024
As managers, we often focus on hitting targets, achieving KPIs, and driving business results. But how often do we pause to consider what drives the individuals on our team? What personal milestones are they striving for? What "bridge" do they need to cross to feel successful in their lives?
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Force Management
AUGUST 22, 2024
We’ve been a part of making many sales kickoffs successful over the years. One early indicator of a SKO that drives the company’s core revenue objectives all year: front-line manager preparedness. Managers are a critical instrument to driving results after your sales kickoff, helping to reinforce new concepts and best practices throughout the year. Getting them onboarded early and preparing them to lead during and after your event can transform the outcome of your SKO.
Vantage Partners
AUGUST 21, 2024
Managing negotiators is not about how much authority you give your team to close the deal. It’s about how well you prepare them to succeed on their own.
The Center for Sales Strategy
AUGUST 20, 2024
“The only person you are destined to become is the person you decide to be.” – Ralph Waldo Emerson. A powerful statement, isn’t it? But how do we become that person when life throws curveballs and obstacles our way? The answer lies in two crucial elements: motivation and resilience. Motivation is about starting and continuing a journey, while resilience is about navigating the journey, especially when faced with difficulties.
Brooks Group
AUGUST 22, 2024
Without realizing it, your sellers may be pushing potential buyers away by using the wrong communication approach. Every buyer has a unique personality style. They feel more comfortable and at ease when they are sold to in a specific way. On the flip side, when your sales professionals don’t adjust their style to match the customer’s, they risk overwhelming, bulldozing, or simply annoying them—and losing a potential sale.
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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
Customer Think
AUGUST 21, 2024
Designed on DALL-E or MidJourney; all rights reserved to ECXOorg. Article originally posted on Eglobalis: [link] Introduction In the dynamic and highly competitive world of consumer electronics, two giants consistently stand out: Samsung and Apple. Both brands have set benchmarks in innovation, design, and customer experience (CX), often drawing comparisons.
FinListics Solutions
AUGUST 21, 2024
Waiting for B2B deals to close is a waste of time. By not highlighting your solution’s value from the start, you slow down the sale and risk the deal.
Nutshell
AUGUST 20, 2024
Prospecting is an essential part of the sales process, but if you want to strike gold, you need to have a well-thought-out strategy in place. In this guide to sales prospecting, you’ll get everything you need to know. We’ll cover the definition of sales prospecting, why it’s important, the steps in the prospecting process, and tips for success. Table of Contents What is sales prospecting?
Planview
AUGUST 22, 2024
Unlock the strategies to overcome key PMO hurdles—mastering resource management, driving change, and streamlining processes—with expert insight from Athena Smith, Senior Director, Portfolio Management. In this post, you’ll learn: Why Putting People at the Heart of Change Matters The Exciting Future Ahead for the PMO How AI Can Help Prioritize Impactful Work Meet Athena Smith Athena Smith hails from Georgia and is based in Atlanta.
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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.
Customer Think
AUGUST 20, 2024
Social media is no joke. Every minute, someone cracks a chuckle, someone is offended, or someone gets mercilessly bullied. Amidst the chaos, a new and perhaps more dangerous term emerges — the cancel culture. This is a targeted process of removing esteem status from a person or brand based on things deemed “offensive.
Sales Gravy
AUGUST 22, 2024
On this episode of The Sales Gravy Podcast, Jeb Blount sits down with sales coach Cheryl Parks to discuss how she used skills like resilience, empathy, adaptability, relationship-building, continuous learning, and goal-setting to enhance sales performance. You’ll learn how to turn every experience into an opportunity for growth and success. Key Takeaways: - Resilience is Crucial: Use rejection as a learning opportunity rather than a setback.
SBI Growth
AUGUST 19, 2024
"Yes, but I need to meet with the real decision-maker" “I’m stuck with a lower-level contact and they don’t want to give me access to their boss.” “ If I go over my contact’s head, I’m afraid I’ll ruin my relationship. ” As sales professionals, I’m sure we’ve all had these thoughts go through our minds as we pursue new opportunities. Getting access higher in the organization can certainly be challenging, but insinuating that the person you’re talking with isn't empowered or important enough for
Strategic Communications
AUGUST 22, 2024
In Part 1 of this three-part series, we took a look at how website content can be optimized to deliver a relevant audience as a first step to successfully monetizing that content. Here, we take a deeper dive into how to deliver content designed to be monetized. Ways to Monetize Your Website Deepak Shukla is the founder of Pearl Lemon , a corporate SEO agency based in London.
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.
Customer Think
AUGUST 17, 2024
Recently, Bob Newhart, a famous comedian and actor, passed away. He started his career as a stand-up comedian and eventually hit it big on television, starring in a TV series aptly named The Bob Newhart Show.
Strategic Planning and Management Insights
AUGUST 21, 2024
In today's fast-paced business world, where strategy and leadership are constantly evolving, the art of facilitation is becoming increasingly vital. In a recent episode of the Strategy and Leadership Podcast , host Anthony Taylo r had the pleasure of chatting with Myriam Hadnes , a passionate advocate for facilitation and a PhD in behavioral economics.
Groove HQ
AUGUST 21, 2024
A robust platform that can actively funnel email, calls, and social media into a unified inbox is a necessity. Why? Because it’s the backbone of quality customer service. Without clear organization and a centralized dashboard, it’s easy for high-priority concerns to get left on the backburner. Follow-ups are lost in the shuffle. No one is quite […] The post How To Choose the Best Customer Service Email Ticketing System for Your Small Business appeared first on Groove Blog.
Help Scout
AUGUST 22, 2024
We all have an idea of what great service means. Respect, speed, accuracy, helpfulness. But cultural differences can affect the way the service is delivered and how it is received. As AI takes on some support work, will it be culturally competent?
What if there was a better method of changing the conversation with your customer from delivering pricing to delivering value solutions? A method that would help keep you in control, manage the uncertainty, and close larger deals more quickly for you and your company? There is.
Customer Think
AUGUST 21, 2024
The evolution of content marketing has been nothing short of remarkable. What was once considered a mere buzzword has now become a critical component of effective digital campaigns. In the year 2024, the landscape has shifted significantly.
Nutshell
AUGUST 22, 2024
Accurate address information is important if your company provides local services to customers, sends out physical mail, or just wants the most precise addresses for your contacts. And Nutshell’s web forms are a great way to gather address data and sync it to your CRM for your sales and marketing team to reference later. With our new update to Nutshell form address fields, you’ll be able to add multiple address fields for web visitors to fill out so you gather more precise data.
Groove HQ
AUGUST 20, 2024
As an SaaS business, your customers experience a unique post-sale journey. Purchases aren’t simple one-and-done affairs. This is great for your bottom line, but it presents challenges – especially if you have a small team. That matters, because an inability to meet customer demand means higher churn rates. Given that your customers are continual users […] The post 6 Tips for Delivering Better SaaS Customer Service appeared first on Groove Blog.
MDI Training
AUGUST 23, 2024
The ARS Seminar: Lateral Leadership and AI Role-Playing Immerse yourself in the world of lateral leadership with us and experience realistic role-playing with state-of-the-art AI technology! These methods bring a breath of fresh air to the world of leadership development and show how modern approaches can be successfully applied in practice. Role-playing in Training Role-plays have been used in communication training for decades to try out real-life challenges in a safe environment and develop s
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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.
Customer Think
AUGUST 17, 2024
The Future is Self-Service: How Businesses Can Thrive in a Gen Z and Millennial-Driven Market Generational differences always have, and always will influence consumer preferences.
Insightly
AUGUST 22, 2024
Learn which KPIs help to optimize your strategy—and which you can ignore. Marketing automation technology is designed to perform repetitive marketing tasks automatically without the need for human intervention. By automating simple marketing activities—like sending email campaigns, building landing pages, segmenting lists, and scoring leads—marketing teams can spend their time on more strategic initiatives.
Groove HQ
AUGUST 21, 2024
Think about the last frustrating, hair-pulling experience you had when dealing with customer support. Maybe you needed to return a product, or troubleshoot a technical issue. While it may have been an isolated incident, chances are you came away feeling pretty negative about the business in question. It’s even possible you debated changing providers, or […] The post How To Keep Customers Coming Back (6 Ways To Cut Churn) appeared first on Groove Blog.
SalesGlobe
AUGUST 20, 2024
Sales Compensation Administration is a field that blends the complexity of financial management with the art of relationship building. With over 18 years of experience, I can attest to the challenges and rewards that come with this role. Over the years, I’ve discovered that success in this field hinges on balancing employee challenges and back-office analytics by developing strong relationships, building trust, simplifying processes, and effectively resolving issues.
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Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.
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