Kainexus
SEPTEMBER 22, 2021
James Womack and Dan Jones are the founders of the Lean Enterprise Institute and the Lean Enterprise Academy (UK), respectively. Their book, Lean Thinking: Banish Waste and Create Wealth in Your Corporation , is considered by some to be the bible of Lean manufacturing. It was initially published in 1996 based on their in-depth study of Toyota’s fabled Toyota Production System (TPS).
Sales Readiness Group
SEPTEMBER 22, 2021
“Do you mind if I ask you a few questions to understand your needs better?” This is the go-to line most salespeople use as they transition the sales call from building rapport to discovery. But is this the best approach for selling to senior-level clients?
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PartnerTap
SEPTEMBER 23, 2021
Multi-partner plays (co-selling with ecosystem partners) are the fastest way to grow your channel programs in 2021 and beyond. In order to meet your customers’ unique business needs, you must bring together a best-of-breed solution from multiple partners. It is your job, as a solutions provider, to rally the correct partners to provide the best solution possible.
Holden Advisors
SEPTEMBER 21, 2021
Imagine if you could banish “no-decision” from your sales funnel. More deals that travel all the way to the win/loss finish line, less wasted sales time, more essential customer needs resolved, and a higher share of wallet. What’s standing in your way? Is it the wrong solution, an inadequate business case, inability to get budget, or something else?
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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.
Customer Think
SEPTEMBER 21, 2021
Anyone who has traveled to a different country and didn’t speak the language knows the feelings of frustration and anxiety that come with that experience. Even fluent speakers who are experts in their fields can face bias if they have an accent. Somehow, as a society, we’ve correlated language skills with intelligence, when that’s far […].
RAIN Group
SEPTEMBER 24, 2021
There’s a lot to think about when it comes to selling virtually. Projecting a professional image in your virtual meetings is an important (and often overlooked) factor to consider. With a little forethought and preparation, you can make a great first impression with your buyers. Read on for guidelines and tips specifically focused on projecting a professional image in your virtual sales.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Help Scout
SEPTEMBER 24, 2021
Since there are multiple, distinct steps in the customer journey , some companies choose to separate these steps and have them managed by separate roles: The sales team handles pre-sales. A customer onboarding specialist manages onboarding. A customer success specialist owns lifecycle management. If your company is splitting responsibilities in a similar way, this post will teach you how to write a customer onboarding specialist job description that attracts the most qualified candidates and get
Customer Think
SEPTEMBER 23, 2021
We are seeing an increasing willingness of consumers, but also B2B buyers, to interact with companies using chats or even voice interfaces. This can be attributed to the simple fact that words, written or spoken, are the method of communication that is most natural for humans. At the end of the day, we speak far […].
Crank Wheel
SEPTEMBER 22, 2021
Email marketing is one of the most profitable and easy to start forms of marketing.
Hubspot Sales
SEPTEMBER 21, 2021
Real estate provides an excellent avenue for a potentially lucrative, extremely gratifying side hustle. If you have the patience, diligence, personability, and time-management skills to build a career in the field around your current job, you can put yourself in a position to generate a steady stream of supplementary income. Here, we'll review the steps you need to take to become a part-time real estate agent, go over what you can expect to earn if you do it right, and see some tips on how to th
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.
RAIN Group
SEPTEMBER 22, 2021
The #1 essential rule of sales negotiation is Always Be Willing to Walk Away. You know when you should walk when you know your BATNA, or best alternative to a negotiated agreement. When you’re feeling calm, clear-headed, and confident, you’re more likely to be a successful sales negotiator. Yet, anxiety is the most common emotion associated with negotiations, and anxious negotiators don’t perform well.
Customer Think
SEPTEMBER 24, 2021
If you want to make sure that your senior leadership is more into customers and understands the importance of investment in that aspect, take them on a customer safari.
Help Scout
SEPTEMBER 21, 2021
The first named customer success group was created in 1996. While the original driver for the role was to grow relationships and increase revenue, the customer success specialist job description has changed quite a bit since then. Customer success teams often have a range of responsibilities, depending on the team’s age, the size of the company, and what type of product they are supporting.
Hubspot Sales
SEPTEMBER 20, 2021
Purchasing a franchise is an excellent way to become a business owner while buying into an established brand. You’ll receive business guidance, marketing assets, training, and much more. However, while this is a great opportunity for you as an entrepreneur, you’ll want to make sure that you are making a sound business decision and are protected throughout the process.
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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
The Center for Sales Strategy
SEPTEMBER 23, 2021
The idea that you should “do unto others as you would have them do unto you” dates back at least to Confucianism (551 BC) and has precedents in nearly every religion. It makes sense, doesn’t it? Treat people with the same kindness and respect that you would want to be treated with yourself… and don’t do things to people that you wouldn’t want them to do to you.
Customer Think
SEPTEMBER 22, 2021
Source: Pixabay Have you ever wondered what is the key to successfully turning business pitches into sales? Many businesses struggle with lesser sales despite putting in a lot of effort into getting in touch with people. One of the main reasons is that we fail to sell to the right people. If someone is not […].
Insightly
SEPTEMBER 24, 2021
This is part 1 of a customer service blog series based on conversations with members of Insightly’s client services and customer success teams. Experienced support professionals are at the center of your company’s ability to delivery exceptional experiences, generate loyalty, and ultimately, drive retention. Successfully guiding customers through stressful circumstances is the mark of a talented customer service representative.
Hubspot Sales
SEPTEMBER 23, 2021
Sourcing capital is one of the most pressing, frustrating challenges any small business owner has to face. Finding investors can be imposing, and qualifying for loans isn't always viable while you're still getting your feet set in your market. That kind of uncertainty can undermine your faith in your business and keep your operations grounded — regardless of how bold and actionable your ideas might be.
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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 20, 2021
Getting your best ideas brewing can be difficult, especially if you don’t have the right tools for the job. No matter what type of work you do, you likely do a fair amount of brainstorming, planning, and “noodling” in your daily work. We created Instant Coffee to help facilitate better idea generation — whether you’re a C-level executive thinking through your company’s next big move, or an individual contributor trying to collaboratively solve a problem with your team.
Customer Think
SEPTEMBER 21, 2021
September 20, 2021. Add to rss feed. I think it’s safe t.
Scovel
SEPTEMBER 22, 2021
Reading Time: 4 minutes. Buyers have a point of view and Sellers have a point of view. Buyers have pressure to buy a solution to solve a business pain point. Salespeople have pressure to Sell their solutions because of their targets. Many times we feel that the buyers don’t look at some excellent functionalities our product has or some capabilities in people we have built in certain domains.
Peter Simoons
SEPTEMBER 21, 2021
Tip 19: Be Clear with Your Prospective Partner on the Terms You Use. In the previous chapter, we have established the importance of having a clear internal definition of strategic alliances, of making sure that the people within your organization are on the same page with you as to what a strategic alliance means. In the same light, it’s also essential to be clear with your partner on what you mean with the terms you use.
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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
Apptivo
SEPTEMBER 24, 2021
Apptivo is excited to announce the latest updates in our All-In-One iOS application’s new version 6.3.7 in the App Store. We are updating our applications continuously to maintain the stability and usability of the application all over the platforms. This iOS update is mainly focused on UI stability and security action updates. Let’s go through the short brief about the updates.
Customer Think
SEPTEMBER 22, 2021
Is human connection a pillar of your brand? Are your people central to your company’s core values? If so, your customer service should be staffed. Read more. The post Futureproof: Customer Service with a Human Touch appeared first on Interaction Metrics.
Zendesk
SEPTEMBER 23, 2021
Customer acquisition cost (CAC) was on the rise for many companies prior to COVID-19. According to ProfitWell, CAC for businesses increased by approximately 60 percent between 2014 and 2019. But since the onset of COVID-19, brands have actually been acquiring new customers more cost-effectively. McKinsey & Company reports that the shift to digital sales led to 30 percent higher acquisition efficiency for businesses.
Arpedio
SEPTEMBER 23, 2021
September 23, 2021. Arpedio Welcomes Senior Change Management Consultant. ? Back to blog. Let’s start out with a short introduction – can you tell us a little bit about your professional background? Before I joined Arpedio, for 15+ years, I have been leading, managing and supporting various changes, including CRM, in B2B contexts for multi-national Danish companies like Danfoss and Arla.
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.
Apptivo
SEPTEMBER 21, 2021
The Healthcare industry is a fast-paced booming sector where new technologies and innovation work along for the betterment of humans. Also, governments across the globe make it a mandate to make sure that healthcare reaches the grassroots level. The changes in the environment, the evolution of different organisms, and climatic changes have brought a significant shift to the lifestyle of people.
Customer Think
SEPTEMBER 21, 2021
A couple of decades ago, I was speaking at B2B marketing and sales conferences on the topic of: Bridging the Marketing and Sales Gap. My subtitle was Marketing is from Mars and Sales is from Venus, which I paraphrased from the extremely popular book (at that time), Men are from Mars and Women are from […].
The Center for Sales Strategy
SEPTEMBER 21, 2021
Everybody wants to sell faster! No matter your industry or product, every organization is in a hurry to close more business. And on the surface, that sounds like a good idea — but it's not. Too often, we're in such a hurry to close the sale that we rush and make mistakes in the sales process that actually slows down the act of closing. In our haste, we tend to overlook certain obstacles in our path in an effort to sell quickly.
Zendesk
SEPTEMBER 20, 2021
Remote sales have become increasingly common, but it took a pandemic to truly establish virtual selling as the new normal. A McKinsey survey conducted in the wake of Covid-19 found that over 75 percent of buyers and sellers alike now prefer virtual sales meetings over face-to-face interactions. And just 20 percent of B2B buyers said they wanted to go back to in-person presentations of the past.
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.
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