Strategic Planning and Management Insights

FEBRUARY 7, 2023

SME Strategy is a strategy consulting firm that specializes in helping organizations align their teams and operations around a shared vision, mission, values, goals, and action plans. Our strategic planning services offer guidance on how a strategic planning facilitator can provide support in constructing an effective strategic plan that ensures your strategy is communicated and implemented across your entire organization.

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Strategic Planning and Management Insights

FEBRUARY 9, 2023

SME Strategy is a strategy consulting firm that specializes in helping organizations align their teams and operations around a shared vision, mission, values, goals, and action plans. Our strategic planning services offer guidance on how a strategic planning facilitator can provide support in constructing an effective strategic plan that ensures your strategy is communicated and implemented across your entire organizatio n.

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Facilitation Construction Communication Organization 52

ProlifIQ

FEBRUARY 8, 2023

QBRs and Salespeople: The Key to True Customer Success and Growth There are certain truths to life that cannot be disputed. The sky is blue, cheetahs are striped, and salespeople absolutely despise quarterly business reviews. A quarterly business review is typically an event that takes place over the span of a few days to a week where sellers and a customer success manager come together to align on all of their key accounts.

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Account Planning CRM Customer Success Decision-making 52

Red Star Kim

FEBRUARY 9, 2023

At the end of January, I enjoyed meeting delegates (at the Novotel at Tower Hill) on the MBL “Developing more work from referrers and intermediaries” workshop. There were architects, bankers, accountants, forensic investigators, insolvency practitioners, lawyers, pension advisers and tax experts who had a range of areas of expertise including bloodstock, housing associations and commercial property.

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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

Brooks Group

FEBRUARY 8, 2023

View this week's video The Key to Sales The key to sales is simply being in front of prospects when they’re ready to buy, not when you need to make a sale. Sales is one profession that is riddled with rejection. Over time that can be exhausting for your reps. Make sure your reps understand how to make their own timing, by getting in front of people when they have the ability to buy, the money to buy, and the urgency to buy.

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Sales Training Decision-making Meetings Sales 84

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” ~ CSO Insights 2019 Sales Enablement Report (p. 32) From the lowest to highest adoption rates in the chart, the data represent a: 15.3% increase in organizational revenue plan attainment 31.8% increase in i

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B2B Sales Decision-making Negotiation 231

Red Star Kim

FEBRUARY 6, 2023

I’ve known David Brady – the serial entrepreneur specialising in professional services marketing technology – for more years than either of us care to acknowledge (but see the articles below if you’re interested). Vuture – his first martech contribution in the digital marketing space – is a recognised and trusted system for many professional services firms.

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Marketing Artificial Intelligence CRM Digitalization 26

Customer Think

FEBRUARY 10, 2023

Back at the end of January I spoke at the Furniture Marketing Group Symposium in Las Vegas. I talked about building a winning organization and fixing the experience from the inside-out.

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Organization Marketing Customer Experience 128

Sales Readiness Group

FEBRUARY 9, 2023

Salespeople often spend too much time on opportunities that aren't qualified. So what can you do to help them better qualify those opportunities to win more deals and be more successfu l?

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Sales Sales Management Management 127

Hubspot Sales

FEBRUARY 7, 2023

“I hate sales.” If you find yourself saying this every morning before work, you’re not alone. Salespeople rate their job satisfaction as 2.5 out of 5 stars on average, according to data from Career Explorer. That puts sales in the bottom 5% of careers. Yikes. This isn’t a complete surprise, however — while sales reps are often paid well, the work isn’t easy.

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Sales Value Proposition Decision-making Communication 116

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 Gravy

FEBRUARY 8, 2023

On this episode of the Sales Gravy podcast, Jeb Blount (People Follow You) sits down with Leigh Cantrell and Rob Matura who are Regional Vice Presidents at Cigna to discuss the keys to leading multi-generational sales teams. It's a fascinating conversation in which you'll learn about the challenges and rewards of building sales teams from diverse age groups.

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Sales Communication Decision-making Digitalization 112

Customer Think

FEBRUARY 5, 2023

With a recession on the horizon, customers are becoming far more selective with their dollars. Reaching the right people, in the right places, with the right message, is now that much more important.

Customer Experience 113

Customer Experience 113

The SAMA Podcast

FEBRUARY 6, 2023

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Sales 104

The Center for Sales Strategy

FEBRUARY 7, 2023

As a sales manager, you play a crucial role in driving results and maximizing the potential of your team. But managing a team is no easy task - it requires a balance of setting clear goals, providing ongoing training and support, and effectively communicating with your team. If you're looking to up your game and take your team to the next level, here are five proven strategies to help you succeed.

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Sales Sales Management Communication Management 20

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

Strategic Planning and Management Insights

FEBRUARY 10, 2023

SME Strategy is a strategy consulting firm that specializes in helping organizations align their teams and operations around a shared vision, mission, values, goals, and action plans. Our strategic planning services offer guidance on how a strategic planning facilitator can provide support in constructing an effective strategic plan that ensures your strategy is communicated and implemented across your entire organization.

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Prioritization Facilitation Decision-making Construction 98

Customer Think

FEBRUARY 10, 2023

Digital payment refers to the electronic transfer of funds or monetary transactions through digital devices such as smartphones, computers, or other connected devices. This includes various methods such as mobile payments, e-wallets, cryptocurrency, online banking, and contactless payments.

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Computers and Electronics Digitalization Banking 111

Showpad

FEBRUARY 8, 2023

February is the month of love and we’re certainly feeling it here at Showpad. For the third year in a row, Showpad mad e G2’s Best Software Lists — al l thanks to the hundreds of amazing reviews we’ve received from our customers. We are excited to announce that Showpad has been ranked in the Top 50 in 5 categories out of 100,000+ vendors. So, to our loyal customers, we mean it when we say: We never could have done it without you.

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Software Software Innovation Decision-making 98

The Center for Sales Strategy

FEBRUARY 9, 2023

In the world of sales, a prospect being unqualified or a salesperson being unqualified can be uniquely connected. Whether you're a veteran salesperson or new to the field of sales, we often miss the signs of why we were unable to connect and close a potential client. This article breaks down five key steps to recognize an unqualified prospect and an unqualified salesperson.

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Sales 100

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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

Force Management

FEBRUARY 9, 2023

I have been very fortunate to be a part of some great teams in my life. My freshman year in college I played football for the Defending National Champions of I-AA (now D-I), Boise State University. I transferred my sophomore year to Bowling Green State University in Ohio and played for one of the greatest teams in BGSU history. During the 1985 season we were ranked 20th in the nation ahead of some of the powerhouse schools like Texas and Georgia!

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Management 90

Customer Think

FEBRUARY 6, 2023

Need to post on Instagram today? Or focus on Twitter? As a business owner or marketer, you likely have to manage multiple social media accounts simultaneously for marketing purposes. And managing social media accounts can be overwhelming without the right strategy to impact your SEO and business goals.

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Media Management Marketing Digitalization 110

Apptivo

FEBRUARY 7, 2023

1. Introduction 2. The Key Stages of the Buyer’s Journey 3. What is marketing funnel 4. How to create a marketing funnel 5. Why do businesses need marketing funnel 6. Footnotes You’ve probably heard a lot of people refer to the sales funnel or the marketing funnel. This is so because it encapsulates the complete customer experience , from first learning about your company to finally making a purchase.

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Marketing Decision-making Advertising Prioritization 81

The Center for Sales Strategy

FEBRUARY 6, 2023

If you use a validated talent assessment as part of your hiring process, it’s tempting to move forward with a hire if they’re assessment quickly says “recommended.” But recommended doesn’t mean “recommended for hire.” Recommended means “recommended to move forward in the interview process.” The Growth Formula specifies that (Talent + Fit) x Investment = Growth.

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Sales 18

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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

Strategic Planning and Management Insights

FEBRUARY 10, 2023

Prioritization 75

Prioritization Facilitation 75

Customer Think

FEBRUARY 6, 2023

Source: Pexels As a leader, picking your head up out of the day-to-day to set high level goals is critical for moving your business or team forward. However, the act of setting a goal – one that’s attainable, measurable and has a direct impact on your business – can be daunting.

Leadership 105

Leadership 105

Nutshell

FEBRUARY 9, 2023

A customer relationship management (CRM) platform is an essential tool for any business. You need to keep track of your customers, and for that, you have to gather tons of data. So, where do you store that data? The obvious answer is a platform designed specifically for that purpose—a CRM. But there are quite a lot of CRMs out there. Not only can it be challenging to figure out which CRM you should choose, but you may not even be sure which type of CRM you want.

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CRM Software Software Prioritization 62

The Center for Sales Strategy

FEBRUARY 8, 2023

This season on Improving Sales Performance , we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape. In each episode, Matt will be joined by a rolling roster of outstanding experts from our team at The Center for Sales Strategy.

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Media Sales CRM Sales Management 84

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

SBI Growth

FEBRUARY 8, 2023

Over the past decade, tech company valuations have dramatically increased with topline growth rates as the driver. Subscription technology and SaaS companies have been the beneficiaries of revenue multiples that have grown to almost inexplicable levels. Even with perceptively questionable behaviors, they have been doing what works. Why change behaviors that are being rewarded with positive reinforcement?

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Customer Think

FEBRUARY 6, 2023

One of our podcast listeners Vijay Patel has a pickle, and many of you probably have the same one. Patel’s company isn’t getting the sales they need, and Patel asked us how we can tell if they are focused on the right segments. Today, we are discuss.

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Sales Customer Experience 98

Nutshell

FEBRUARY 9, 2023

Driving sales is the endgame for any business. All your marketing, all your product and service development—it all leads to sales, which is where the revenue is earned. But when you make a sale, it doesn’t happen all at once—it’s a process. Even once a prospect expresses an avid interest in your company, you still have to make a sales pitch. And even once you’ve made your pitch, there’s no guarantee that your leads will buy immediately.

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Sales CRM Construction Decision-making 62

Sales Readiness Group

FEBRUARY 6, 2023

Sometimes you learn about important sales problems in unexpected ways. Let me explain.

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Sales Sales Leadership Sales Management Leadership 12

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