MDI Training
JULY 28, 2021
HR managers are often faced with the challenge of identifying employees who are suitable for leadership tasks. How do you know in practice whether an employee can and wants to take on a leadership role ? What mindset do prospective leaders need? And how does the change of role from expert to leader succeed? . 2 MAIN LEADERSHIP STYLES. Transactional leadership = leading via goals.
Sandler Training
JULY 27, 2021
In an enterprise sale, where there are lots of moving parts, things can get complicated. Here are four best practices we share with our clients. The post Aligning the Buying and Selling Teams in an Enterprise Sale Setting appeared first on Sandler Training.
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Revenue Storm
JULY 27, 2021
A key determinate of growth is the ability of a sales organization to win the largest strategic deals. So, why do so many of our clients that are focused on these types of deals say to me their formal qualification process is one of their major weaknesses? The win rate for strategic deals is often a direct correlation to how robust the approach is to qualification.
Holden Advisors
JULY 26, 2021
At Holden Advisors, we believe a value-based approach is the best way to set a fair price for your products and services. But data-driven pricing, when done right, will lift your profit margins in the short term. Here’s the story of how hunting down hidden data turned profits around for one company. I am a firm believer in value-based pricing. But more often than not, companies don’t commit the time nor the resources to uncover and quantify the value they create for their customers.
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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.
Help Scout
JULY 29, 2021
There are many excellent reasons to create and publish FAQ content for your product. First, 70% of customers prefer to use a company’s website to get answers on their own. Having a knowledge base full of how-to articles and answers to frequently asked questions empowers your customers to find their own solutions to the problems they’re encountering.
Customer Think
JULY 28, 2021
In a world where smartphones are ubiquitous and 76% of adults living in advanced economies have a world of information at their fingertips, it should be no surprise that the future of marketing lies in tapping into the customer’s online experience. Image Source Ecommerce multichannel marketing—consistent brand presence across multiple online and offline channels—is an […].
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Hubspot Sales
JULY 28, 2021
One of the most lucrative ways to improve your bottom line is through boosting your sales team's effectiveness — yet many companies choose to focus on aspects of the business like product velocity or customer support costs rather than dialing in on their sales execution. But the truth is, if your sales team is working at maximum efficiency, the amount of revenue that it brings in will be significantly higher than all of your other teams combined.
Nutshell
JULY 30, 2021
Email marketing can be captivating, persuasive, powerful, and a phenomenal tool for lead generation—if you know what you’re doing. Unfortunately, it’s so easy to just slap words together and hit “send” without really thinking about what you’re saying. This approach may yield the occasional win. But for the most part, it leads to subpar results, a disconnect with subscribers, and disappointment.
Customer Think
JULY 29, 2021
Customer experience has taken the world by storm. And with it, hundreds of consultants and researchers have flooded the market with books, interviews, training programs, and various methodologies. The problem? This noisy, cluttered space has led to confusing, conflicting, and fragmented customer experience initiatives, even within the same organization.
The Center for Sales Strategy
JULY 30, 2021
- MOTIVATION -. "Someone is sitting in the shade today because someone planted a tree a long time ago.”. - Warren Buffet. - AROUND THE WEB -. > Great Visionaries Use Decade Thinking To Achieve Great Success — And You Can Too – Forbes. Decade thinking can be a game-changer for your life and your business. A new decade just began. How much time did you give to pondering the decade ahead?
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.
Sales Readiness Group
JULY 26, 2021
In previous blogs, we discussed how to prepare for a meeting with a key executive (see here and here ). But the 800-pound elephant in the living room is how do you get a meeting with a senior executive in the first place?
Sandler Training
JULY 26, 2021
Mike Montague interviews Ruth Gotian on How to Succeed at High Achievement. The post How to Succeed at High Achievement [PODCAST] appeared first on Sandler Training.
Customer Think
JULY 30, 2021
Architect, Frank Lloyd Wright, once quipped about technological innovation that, “if it keeps up, man will atrophy all his limbs but the push-button finger.” And Wright wasn’t wrong. Like many other information workers, I spend my days punching buttons on my computer keyboard – most frequently the “delete email” button. Sometimes I switch things up […].
The Center for Sales Strategy
JULY 28, 2021
How many performance metrics are you currently tracking? How many should you track? We can all agree that measurement improves performance, and it’s essential to success. But you can’t keep changing the rules of the game. Performance improvement comes only when we focus on the same metrics over time. We need to follow the right measurements and stay focused.
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
The SAMA Podcast
JULY 27, 2021
As the head of strategic account management at Royal Ambulance, Trevor Hardee holds a number of distinctions: His path into strategic account management is truly unique and genuinely inspiring, he's one of the (if not the) youngest ever graduates of SAMA's Certified Strategic Account Manager (CSAM) program, and his company won a 2021 SAMA Excellence Award just two years after its SAM program's inception.
Zendesk
JULY 30, 2021
Coming out of a pandemic that rocked the retail world, this year’s NRF Converge event focused on dealing with change. The world’s largest retail trade association brought together industry experts who shared their stories and advice for meeting consumers where they are in the new normal. From embracing the role of ecommerce to finding new ways to connect with shoppers on a human level, retail leadership is focused on delivering great customer experiences.
Customer Think
JULY 30, 2021
Your whole business hinges on your customers. Without fans, you couldn’t keep the lights on or pay for web hosting, let alone scale up. Most organizations realize this, of course. They’ve heard that six out of 10 people will lose brand faith after a few bad encounters, according to PwC. That’s why they put such […].
The Center for Sales Strategy
JULY 27, 2021
Many believe prospecting for new clients is the most difficult stage in the sales process. Working at the top of the funnel is certainly filled with more rejection and dead ends than you’ll encounter once you connect and are into the discovery and advise stages. With all the challenges in the early part of the sales process, it’s not surprising that many salespeople settle for less than desirable new accounts.
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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.
Apptivo
JULY 30, 2021
We are happy to inform you that Apptivo has released the latest feature updates for its iOS platform. This update focuses mainly on empowering you to create mobile list layouts and email reminders for the tasks & events. Enhancement of the security actions and easy retrieval of information is also a main focus of the latest update. Let’s go through the short updates.
Kainexus
JULY 30, 2021
For those who are new to continuous improvement, all of the terminology and improvement methodologies can get a bit overwhelming. Our experience is that a culture of improvement and innovation requires three things: leadership, method, and technology. Of course, we have a strong opinion about which technology is best , but which methodology makes the most significant impact in healthcare?
Customer Think
JULY 30, 2021
There are occasions in life where it pays to get up, toss out your plans, and just go with the moment. Making B2B sales is not one of them. B2B selling is challenging. The stakes are higher, sales cycles are long, leads can be hard to come by – and when you do get a […].
ClearPoint Strategy
JULY 29, 2021
Strategic objectives are statements that indicate what is critical or important in your organizational strategy. In other words, they’re goals you’re trying to achieve in a certain period of time—typically 3-5 years. Your objectives link out to your measures and initiatives.
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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
JULY 30, 2021
Leads are the most fundamental requirement for the smooth operation of businesses for a long time. Companies use different mediums for better visibility of their brands. They use both online and offline tools to expand their business and get a better reach among the general audience. While offline marketing involves different tools like newspapers, televisions, and other mass media, online marketing involves organic and paid marketing.
Crank Wheel
JULY 28, 2021
Not every company has a sales process. Even those turning over millions, with teams of outbound and inbound sales agents, could be operating in the same way as a startup.
Customer Think
JULY 27, 2021
If there was one thing that the Covid-19 pandemic has taught us, all businesses need to enhance their presence online or start building their online presence. However, there are also a handful of industries and business types in which an online presence was not a priority. These affected businesses may have only just started to […].
ClearPoint Strategy
JULY 28, 2021
What makes your organization special? How close are your competitors to overtaking you? Too many companies can’t answer questions like these and simply believe hard work will guarantee success. The VRIO framework is a strategic analysis tool designed to help organizations uncover and protect the resources and capabilities that give them a long-term competitive advantage.
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.
Zendesk
JULY 28, 2021
In fact, according to Gartner, by 2022 70% of all customer interactions will involve emerging tools like chatbots , machine learning, and mobile messaging, up from 15% from 2018. Customer service automation has proven to reduce agent frustration and turnover, increase customer satisfaction and improve customer loyalty. Automation does not come without any challenges, however.
Peter Simoons
JULY 25, 2021
Tip 15: Be Flexible in Transitioning the Partnership. French essayist Francois de La Rochefoucauld once wrote that the only thing constant in life is change. As clichéd as it may sound, it is indeed true. Change happens whether we like it or not, and we have to brace ourselves to embrace that change in order to move forward. Partnerships are started with an intention and with a scope based on what you know and based on your organization’s strategy at the time of creation.
Customer Think
JULY 29, 2021
Understanding how to give your customers an experience they will remember is critical in retaining them for the long run. You have spent time and money acquiring those customers so it’s vital to keep them coming back time and time again. Getting a new customer to try your business can be anywhere from five to […].
ClearPoint Strategy
JULY 28, 2021
During your strategic planning process, there are a lot of puzzle pieces to fit together. How do you identify the right goals for your organization? How can you ensure they are interconnected? A strategy map is your fail-safe to help you work through your organization’s priorities and goals in the proper order.
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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