SOAR Performance Group
JANUARY 22, 2024
In this blog, based on a webinar with SOAR and People.ai, learn why customer growth is critical in the current market and how your team can prioritize, plan, and execute […] The post 3 Steps to Drive Breakthrough Growth Within Your Account Base appeared first on SOAR Performance Group.
Account Management Skills
JANUARY 24, 2024
Welcome to episode 106. If you’d like to know how one agency has been using AI since 2011 to predict the future for their clients, this chat will be interesting for you. It will also be insightful if you’re curious how the agency works with their global CPG and FMCG brands. Nik Pearmine, Chief Strategy Officer at Black Swan Data, and I cover a range of topics including: – his view on what it takes to be successful in account management – what he thinks is in store for the future
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Envisio
JANUARY 24, 2024
“Books are a form of political action. Books are knowledge. Books are reflection. Books change your mind.” ― Toni Morrison A new year, a new chance to shift our perspectives, understand one another and the systems around us, and take our strategic thinking to new heights. At Envisio, we believe in the transformative power of reading … which is why we’ve gathered together a list of the best strategy books!
Strategic Communications
JANUARY 23, 2024
As we move further into 2024, the landscape of Search Engine Optimization (SEO) is evolving at an unprecedented pace, largely driven by advancements in artificial intelligence (AI) and machine learning. These technologies are reshaping how search engines understand user intent and deliver results, making it imperative for SEO professionals and content creators to adapt their strategies accordingly.
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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.
Strategic Planning and Management Insights
JANUARY 22, 2024
In today’s uncertain times, we need to take matters into our own hands. This episode’s guest is all about doing that, winning by being on offense. Former NFL and NBA executive Paul Epstein joins us to share a playbook for winning both on and off the field. He shares his 15-year career in professional sports to becoming a sought-after consultant and author.
Red Star Kim
JANUARY 26, 2024
Delegates from law (including the Crown Prosecution Service) and finance firms joined a workshop on “Boost Your Confidence at Work – A toolbox for professionals”. They held various roles including: head of department, partner, trainee solicitor, paralegal, legal executive, business development, recruitment and technical writing. Delegates asked lots of questions – and shared their knowledge and ideas generously.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Hubspot Sales
JANUARY 23, 2024
Does upselling have to feel sleazy or uncomfortable? I don't think so, but it depends on how you approach it. Sleazy sales reps will try to upsell everyone and anyone, regardless of whether or not the customer actually needs the additional service. But from my experience, when you focus primarily on your customer's experience and goals, upselling benefits both you and your customer tremendously.
The Center for Sales Strategy
JANUARY 22, 2024
There is a fundamental yet often misconstrued aspect of sales leadership that gets a lot of airtime: the fine line between managing and coaching. At The Center for Sales Strategy, we understand the pivotal role that effective leadership plays in propelling sales teams toward success. Managing and coaching are two distinct, albeit interconnected, approaches that leaders employ to guide their teams.
Revegy
JANUARY 23, 2024
In 2024, the sales landscape is undergoing a seismic shift, driven by rapid technological advancements and changing buyer behaviors. Sales teams are now navigating a world where digitization, remote operations, and agility are not just trends, but necessities for success. The integration of Artificial Intelligence (AI) in sales processes is revolutionizing the way teams operate, […] The post Sales in 2024: The Future of Selling in an AI-Driven Era appeared first on Revegy.
Brooks Group
JANUARY 24, 2024
Will business be back to normal in 2024? According to Morningstar experts , this may be the year we finally move past all the disruptions of the pandemic. Supply chain bottlenecks, shortages, and inflation are easing and interest rates, although still high, will drop. This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions.
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.
Hubspot Sales
JANUARY 22, 2024
Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. A significant portion of the B2B prospecting calls you make will end up going to voicemail — making the sales voicemail techniques you leverage and how well you can execute them absolutely crucial to your sales efforts. But getting there isn't always straightforward — being able to routinely leave well-constructed, effective sales voicemails can elude even the sharpest reps.
The Center for Sales Strategy
JANUARY 25, 2024
Depending on the organization, the person leading a sales team may be called a manager, a leader, or a coach. For many people leading a team and for their team members, the name doesn’t matter because the job description is the same. They are the person responsible for guiding their team toward hitting their sales goals. But the difference between managing and coaching has become a hot-button issue.
Red Star Kim
JANUARY 22, 2024
A chance encounter with Helen Kensett at a recent conference reminded me about her 2016 sales book. I’ve reviewed several books on selling (see the list below) and this one is different as, rather than focusing on the stages in the sales process, it provides pragmatic tips to help. It develops your understanding of the psychology of selling to help create a sales mindset.
Sales Gravy
JANUARY 23, 2024
On this must-listen episode of the Sales Gravy Podcast, Jeb Blount sits down with Ryan Taft. Ryan is the author of the hit new sales book Story Getter. Jeb and Ryan explore how buying is an emotional experience and sales pros that ask questions that get the story “why” behind the buyer’s “what” sell more. They dive into how curiosity and empathy are pivotal for transforming your sales approach.
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
Vantage Partners
JANUARY 24, 2024
Clients count on you to help them solve significant business problems. They want the very best you and your firm have to offer. Not just the IP and the infrastructure you’ve invested in, but the extensive experience you’ve acquired putting it to work, the terrific talent you deploy on their behalf (often on little notice), and the "outside-in" perspective and insights you provide.
ClearPoint Strategy
JANUARY 23, 2024
Explore how ClearPoint Strategy optimizes PHAB accreditation, enhancing documentation, progress tracking, and team collaboration in public health.
Kainexus
JANUARY 25, 2024
The strategic significance of adopting business improvement software cannot be overstated in today's dynamic business landscape. As organizations strive for operational excellence and sustained growth, leveraging advanced software solutions becomes paramount. This blog delves into the transformative impact of business improvement software, exploring how these tools play a pivotal role in streamlining processes, fostering innovation, and driving overall strategic success.
Force Management
JANUARY 25, 2024
A sales training initiative is a big investment - one you want to ensure provides a long-term return. The key to ensuring a return on the investment is increasing the breadth and depth of your engagement, ensuring long-term adoption and extending training to all customer-facing professionals, not just the direct sales team. Today’s top enablement teams are expanding their efforts to a wider set of roles to ensure new strategies permeate into the daily sales motion.
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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
JANUARY 20, 2024
‘What should we do to make our customers more loyal to our brand?’: this is probably one of the oldest questions that companies ask themselves, right? But it’s also the wrong one. They should turn that question around and ask themselves, ‘What can we do to show our loyalty to the customer?
Nutshell
JANUARY 24, 2024
As artificial intelligence (AI) takes a more prevalent role in today’s world, you’ll find more opportunities to integrate this technology into your business strategy. For example, AI is revolutionizing sales and helping sales teams kick their efficiency up a notch. Revenue intelligence is one way you can use AI to help improve your business’s growth.
Kainexus
JANUARY 23, 2024
Efficient business processes are crucial for organizational success because they directly impact every element of operations, contributing to effectiveness, competitiveness, and sustainability. How can businesses effectively balance innovation with the requirement for established, efficient processes? Striking the right equilibrium between adaptability and stability is a common challenge in today's dynamic business environment.
SBI Growth
JANUARY 23, 2024
AI development continues at a breakneck pace, with the number of use cases increasing by the day. This raises the question for many Go-to-Market (GTM) leaders: how do we use AI to help sales? How do we ensure smooth adoption of AI? And what value does it bring to the business?
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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
Planview
JANUARY 22, 2024
As we welcome the new year, we asked our team of product innovation experts and thought leaders to identify trends they’re seeing across the industry and within our customer implementations. Ten key trends surfaced from that request with great potential for driving innovation, reshaping R&D practices, and redefining product portfolio management.
Customer Think
JANUARY 20, 2024
What do you know today that was unknown to everyone a year ago? In an immature field like Customer Experience Management, there are plenty of new things to discover! When I’m writing, presenting, teaching, and discussing customer experience (CX), I often realize a new CX truth.
Help Scout
JANUARY 24, 2024
Explore the use of AI in ecommerce, understand future trends, and learn how to successfully leverage artificial intelligence to enhance your online business.
SBI Growth
JANUARY 22, 2024
The key to success in sales lies in adapting and fine-tuning your approach. Like in fly fishing, where expert anglers "match the hatch" to increase their chances of hooking a trophy fish, sales professionals must align their strategies with what truly matters to their prospects. Let's dive into the art of prospecting and learn how matching the hatch can lead to more fruitful deals and bigger victories.
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.
Planview
JANUARY 23, 2024
What if your developers could code at the speed of thought? How would that change the way you deliver technology? With the AI tools for developers that are now entering the market, enterprises are starting to realize big dreams like efficient digital product delivery and fast time to market. They’re gaining on a future where instead of competitors disrupting them because time-to-value and reprioritization are too slow, they’re bringing products and services to market within months instead of yea
Customer Think
JANUARY 25, 2024
The retail landscape continues its dynamic evolution, driven by the unprecedented array of choices available to consumers and heightened reliance on comprehensive product content throughout the shopping journey, both in-store and online. In fact, nearly 85% of consumers value product content over brand recognition.
Zendesk
JANUARY 24, 2024
What is an onboarding process? An employee onboarding process refers to the steps that integrate new employees into an organization. It is a comprehensive and strategic approach to introducing new hires into the company culture, helping them acclimate to their new roles and providing them with the necessary information to succeed. Dealing with high employee turnover rates brings several challenges to a business.
Envisio
JANUARY 26, 2024
Welcome back to our Public Sector Performance Outcomes series! Each quarter, we showcase the outstanding strategic accomplishments of our customers, shedding light on their success in accomplishing pivotal actions, meeting performance-based management and measurement outcomes , and implementing key strategic initiatives. Our enthusiasm for celebrating these victories stems from our appreciation for tangible outcomes and strategic resource allocation in the public sector.
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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.
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