Strategic Account Management Association

AUGUST 26, 2024

The first step in next-gen, customer-centric sales By Dominique Côté, CEO & Founder, Cosawi and Principal, The Summit Group, and Kate Burda, CEO & Founder, Kate Burda & Co. Shedding light on the next generation of account-based marketing We can all agree that customer centricity and customer focus are the cornerstone of effective strategic account … Continue reading Account-Based Marketing: Customer-Led, Team-Enabled The post Account-Based Marketing: Customer-Led, Team-Enabled

Marketing 520

Marketing Account Management Co-Creation Management 520

Hubspot Sales

AUGUST 26, 2024

I remember it like it was yesterday — I was just starting out in SaaS sales, and I had identified a promising account I wanted to target. I identified a key stakeholder with purchasing authority, reached out with a simple yet elegant email pitch, and they responded asking me for a contract they could sign right away. I woke up to my alarm clock shattering that fantasy.

Sales 122

Sales Meetings Communication Stakeholders 122

Customer Think

AUGUST 28, 2024

The title is: Why the Medical Devices Industry Holds a Higher Standard of Customer Experience, and the question is: Why Can’t the Medical Devices Sector Fail?

Customer Experience 131

Customer Experience Innovation 131

The Center for Sales Strategy

AUGUST 26, 2024

In this episode, we’re discussing how to ensure your sales teams are focused on the right sales activities to drive performance. And joining Matt Sunshine to help break it all down is Jeff Clewett, Director of Sales at Bonneville Denver, and Emily Estey, VP/Senior Consultant here at CSS. Both offer some amazing points to think about, like: Why too many sales managers treat everything as an emergency when they need to be prioritizing and filtering the right information for their teams How target

Prioritization 118

Prioritization Sales Sales Management Management 118

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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

Strategic Planning and Management Insights

AUGUST 28, 2024

In the latest episode of the Strategy and Leadership Podcast, host Anthony Taylor sits down with Jean St. Pierre , the co-founder and chairman of the Rhombus Group. Jean shares his compelling story of building a $100 million business, losing it all, and then rediscovering his path through deep introspection and strategic planning. The conversation is packed with valuable insights for entrepreneurs aiming to achieve business success while maintaining a balanced and fulfilling life.

Leadership 110

Leadership Emotional Intelligence Small Business Stakeholders 110

Hubspot Sales

AUGUST 27, 2024

As a former salesperson in hyper-competitive industries like tech, telecommunications, and media, I’ve seen firsthand the importance of getting your product and service pricing approach right. A well-crafted AI-powered pricing strategy helps companies to be competitive in their target market. It can help them to be resilient to changing market conditions, and achieve their profitability goals.

Artificial Intelligence 103

Artificial Intelligence Profitability Telecommunications Retail 103

The Center for Sales Strategy

AUGUST 27, 2024

Let’s talk about something we all know but often overlook—your brand. No, I’m not talking about the company you work for; I’m talking about you. Yep, you’re a brand, whether you realize it or not. And in today’s world, if you’re not leveraging your brand to build influence and drive business, you’re missing out. Big time.

Sales 105

Sales 105

Force Management

AUGUST 29, 2024

The sales kickoff is a galvanizing moment for a sales organization, rallying the team around their purpose, strategy and goals for the year. As a sales leader, you've likely been a part of many of these kickoff events, and you may be familiar with the quick fizzle that sometimes happens once everyone gets back to their daily responsibilities. Driving behavior change with a SKO is no small feat, but consider the stakes - increasing competition, aggressive sales objectives, and highly guarded budg

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Meetings Organization Sales Management 86

MDI Training

AUGUST 27, 2024

Navigating the Ethical Challenges of Algorithmic Decision-Making You prefer to listen to this article? Click here to access our AI-generated audio version: Navigating the Ethical Challenges of Algorithmic Decision-Making by KI generated [link] Navigating the Ethical Challenges of Algorithmic Decision-Making Artificial Intelligence (AI) is transforming our world , from personalized recommendations to advanced medical diagnostics.

Decision-making 81

Decision-making Digital Transformation Artificial Intelligence Leadership 81

Customer Think

AUGUST 27, 2024

The contact centre — a technology-driven strategic asset Contact centres are the core on which many firms deliver their customer experience. The landscape has changed dramatically in recent years, and this transformation is set to continue.

Customer Experience 105

Customer Experience 105

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.

The Center for Sales Strategy

AUGUST 28, 2024

Did you know that only a quarter of all sales are successful? HubSpot reported that its average win and close rates are 21% and 29%, respectively. This means that about three-quarters of all sales negotiations usually fail. As a sales professional, you seek to improve your performance and fill the sales pipeline. However, in the entire process, the negotiation part is the most important.

Negotiation 103

Negotiation Sales 103

Sales Gravy

AUGUST 29, 2024

On this episode of The Sales Gravy Podcast, Jeb Blount Jr. sits down with Dayna Williams to discuss cutting-edge strategies for sales success. She gives expert insights on how to develop a winning sales culture, boost your team's performance, and leverage the power of Sales Gravy University for unparalleled training opportunities. Key Takeaways - Shift from Episodic Training: Traditional sales training has often been episodic, focused on reactive, one-time events that don't drive long-term behav

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Sales Training Sales Organization Communication 78

FinListics Solutions

AUGUST 28, 2024

Your B2B sales team needs a deep understanding of geographical and business segments to connect with clients and drive growth

B2B 72

B2B Sales 72

Customer Think

AUGUST 27, 2024

The global logistics and supply chain industry is a perplexing organization of interconnected systems that have now assumed a vital part in the worldwide economy. So, the efficient management of this network is fundamentally important for organizations to stay competitive and fulfill customer demands.

Supply Chain 103

Supply Chain Logistics Management Organization 103

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

Nutshell

AUGUST 30, 2024

As a sales manager, you’re no stranger to reports and monitoring specific metrics to measure your team and company’s success. But what particular metrics are you focusing on, and are you leveraging the difference between net sales vs. gross sales to your advantage? A key component of your job is tracking the revenue your sales team generates. Revenue is one of the primary indicators of a successful sales process and often has a specific team goal attached for the quarter and year.

Cybersecurity 71

Cybersecurity Profitability Sales Decision-making 71

SBI Growth

AUGUST 29, 2024

Many companies found themselves in a worst of both worlds situation in 2023, struggling to deliver growth while managing a continuing increase in go-to-market expense. Commercial efficiency is eroding. As we look at early returns from 2024, there is little to suggest the tide has turned.

Marketing 71

Marketing Management 71

Kainexus

AUGUST 30, 2024

Six Sigma and Lean manufacturing are business methodologies focused on improving the quality of goods or services an organization produces by reducing variance in the production process. Leaders know that when a production process lacks the stability to create high-quality output consistently, it will continue producing defective products until someone intervenes and improves the process.

Organization 70

Organization Manufacturing Management 70

Customer Think

AUGUST 28, 2024

The ultimate objective of marketing is to drive revenue growth, and marketers understandably focus most of their efforts on increasing revenues from their company’s current business. Some companies have a vibrant core business that provides plenty of growth. However, sooner or later, most companies will likely see growth from their core business slow.

Profitability 72

Profitability Marketing Digitalization 72

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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

Nutshell

AUGUST 30, 2024

Organizing a company event can be daunting, with many parts to juggle and event requirements to arrange. A crucial component of the event management process is crafting and dispatching an event invitation email that motivates your recipients to attend. Engineering the perfect invitation email is somewhat of an art form. More often than not, it’s the result of years of experience built through trial and error.

Innovation 71

Innovation CRM Marketing Meetings 71

Brooks Group

AUGUST 26, 2024

A consistent sales process is the hallmark of successful sales teams. Data from our research report, Best Practices of High-Performing Sales Teams , shows that 95% of sales teams that meet or exceed revenue goals follow their sales process all or most of the time—but only 69% of underperforming teams do. Sales teams that don’t follow their sales process consistently have difficulty meeting sales goals, and lack of adherence is a problem at many organizations.

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CRM Sales Software Software 70

Groove HQ

AUGUST 28, 2024

Common CX challenges often have a root cause that you can uncover with the right information. But many startups struggle to understand how to use data to improve customer experience in productive ways – or even where to look. Is your business struggling to understand why customers keep abandoning their shopping carts before completing purchases? […] The post How To Use Data To Improve the Customer Experience: A Guide For Small Businesses appeared first on Groove Blog.

Small Business 69

Small Business Customer Experience 69

Customer Think

AUGUST 29, 2024

When it comes to marketing, connecting with customers on a deeper, more meaningful level is essential for driving sales and fostering loyalty. One of the most effective ways to achieve this is through the application of emotional intelligence (EI) in marketing.

Emotional Intelligence 64

Emotional Intelligence Marketing Sales Digitalization 64

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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

SBI Growth

AUGUST 25, 2024

While sales objections are frustrating, they can be valuable opportunities to build trust, address concerns, and ultimately win the sale. By understanding the root causes of objections and adopting proactive strategies, sales reps can confidently navigate these challenges, leading to improved outcomes and stronger customer relationships. Let's delve into the art of handling and preventing unnecessary sales objections.

Sales 62

Sales Sales Training Management 62

Strategic Communications

AUGUST 27, 2024

In Part 2 of this three-part series, we took a deep dive into successfully monetizing website content. Here, we take a look at some key considerations and best practice recommendations from digital marketing experts. Key Considerations and Best Practices Topping the list of key considerations is alignment with your brand. Building a strong brand can take a long time and a lot of effort, but its value can diminish quickly.

Advertising 59

Advertising B2B Publishing Digitalization 59

Groove HQ

AUGUST 27, 2024

Have you ever tossed and turned over a negative review, or winced at the thought of dealing with an irate customer? If you’re trying to find the key to customer satisfaction, you’re far from alone. Many small business owners find managing customer service challenging. Time is short, and you may lack the resources to bring […] The post The Psychology of Customer Service: 6 Quick Tips For Small Businesses appeared first on Groove Blog.

Small Business 69

Small Business Management 69

Customer Think

AUGUST 29, 2024

The world of digital marketing is constantly evolving, with new trends and technologies emerging each year. To stay competitive, businesses need to be aware of new changes and adapt their strategies accordingly. As we move into 2024, several key trends are set to shape the future of digital marketing.

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Digitalization Marketing 64

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

AchieveIt

AUGUST 30, 2024

Imagine a company filled with high-performing employees working tirelessly to achieve their individual and team goals. Despite this, the organization seems to be driving in neutral. Projects are delayed, morale is low, and day-to-day work feels disconnected from strategic goals and business objectives. This too-common scenario is usually the result of a misaligned organization.

Management 52

Management Decision-making Leadership Communication 52

PandaDoc

AUGUST 29, 2024

Each large organization has dozens, if not hundreds, of workflows that ensure its smooth operation. Managing all these workflows is complex, but it doesn’t have to be difficult if you build the right processes and use the right tools. In this article, we’ll discuss the ins and outs of enterprise workflow management and see how you can use automation to streamline your workflows and make sure they’re as efficient as possible.

Software 52

Software Software Management CRM 52

Groove HQ

AUGUST 26, 2024

You know that feeling when your inbox is overflowing, and every notification brings another customer question or request? It’s a sign of a thriving business, of course, but it’s also a major stressor. Juggling those emails can be a real drain on your time and energy, pulling your focus away from development and growth. You […] The post What Type of Email Customer Support Tools Does Your Small Business Need?

Small Business 69

Small Business 69

Customer Think

AUGUST 27, 2024

There’s an emerging trend that could reshape the relationships between brands and their customers: AI as gatekeeper. More and more, people will be able to simply ask their phone to solve a problem or type a question into their browser window and they’ll get a response synthesized from information available online.

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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