AchieveIt
NOVEMBER 9, 2023
Strategy leaders enter a critical phase every fourth quarter as one year winds down and another one approaches. This is when past achievements intersect with future ambitions, requiring careful planning and insight. We sat down with Joe Krause , Vice President of Customer Engagement at AchieveIt, to gather expert advice on effective preparation for 2024.
AchieveIt
NOVEMBER 8, 2023
How can the path least taken spur innovation in a career? And can it help in strategic planning at the operational level? Alanna Hughes , Head of Innovation at Per Scholas , discusses her successful career in international development and consulting. which has led her to take on leadership roles in nonprofit organizations. Alanna shares her valuable skills and experiences that have helped her drive innovation, emphasizing the importance of diverse learning approaches, embracing experimentation,
Hubspot Sales
NOVEMBER 7, 2023
A successful negotiation is like a tango. Both involve coordination, finesse, some degree of grace, and a reasonable amount of back-and-forth. Also — and perhaps most importantly — both can also easily be derailed if one of the people involved says something really off-putting or stupid while it's happening. Nothing ruins a good tango like one of the dancers saying something like, “You dance just like my mom.
Customer Think
NOVEMBER 9, 2023
So far, I have dealt with how to safely and securely implement and leverage AI — in particular generative AI — technology. So, there shouldn’t be many questions open regarding how to get a trustworthy, efficient, and effective AI implemented in any organization.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Hubspot Sales
NOVEMBER 6, 2023
The training industry went through massive changes in 2020. Almost every form of education went virtual, from workplace training to recreational courses. Now that we have two forms of training available, it begs the question: What are the real advantages and disadvantages of in-person and virtual training? While choosing between online and in-person training may sound as simple as choosing Door A or Door B, it’s a watershed moment that opens organizations and potential learners up to a variety o
Account Manager Tips
NOVEMBER 4, 2023
Get the conversation started with the 45 best questions to ask your client to get to know them, reveal new opportunities and hidden risks.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Customer Think
NOVEMBER 9, 2023
Customer journey maps are a key component of customer experience strategy and planning. But what are they? What information do they provide? And, how should they be used? Depending on who you ask, a customer journey map is a process or a visual tool.
Hubspot Sales
NOVEMBER 9, 2023
Despite dating all the way back to the MySpace era , marketing on X (formerly called Twitter) is still untouched for many businesses. Compared to other platforms, X has an intimidation factor. The tempo is fast. The lingo is changing. And the culture feels more intense than other social media platforms. The concept of “tweets,” Twitter itself as the original brand, and that little blue bird we all recognize have changed since Elon Musk took over the platform in 2022.
Sales Gravy
NOVEMBER 10, 2023
In the competitive world of sales, adopting the right mindset is crucial for success. On this episode of the Sales Gravy podcast, Jeb Blount spends time with Dre Baldwin, a former professional basketball player in the NBA turned business guru to discuss why sales professionals who adopt a pro athlete mindset have greater success. Journey from the Court to the Boardroom Dre's journey from the basketball court to the boardroom offers invaluable lessons for sales professionals.
Force Management
NOVEMBER 9, 2023
When a growing EdTech firm set assertive revenue targets, it partnered with Force Management to help create the transformation necessary for reaching those goals. Skillsoft is a global leader in corporate training and enterprise learning experiences. Together, we implemented a multi-phase engagement to redefine their selling motion and align teams worldwide around the new, customized approach for driving consistent revenue.
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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.
Kainexus
NOVEMBER 6, 2023
Waste in project management refers to any resource or effort expended without adding value to the project's ultimate goals and objectives. Waste can manifest in various forms throughout the project lifecycle and significantly impact a project's success. Adopting Lean Agile project management principles, which maximize value while minimizing waste, is essential to mitigate waste in project management.
Hubspot Sales
NOVEMBER 8, 2023
Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Transitioning into a leadership role requires a whole new set of skills and strategies. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. In this blog post, we'll explore 14 essential best practices and tips from experienced sales managers at HubSpot.
Account Manager Tips
NOVEMBER 4, 2023
Get the conversation started with the 45 best questions to ask your client to get to know them, reveal new opportunities and hidden risks.
Brooks Group
NOVEMBER 8, 2023
A sales strategy is the answer to a simple question: ‘Why am I doing the things I’m doing?’ Once you define the big picture, you can work backward from there to design your action plan. In sales, your goal may be to own a certain share of the market. To do that, the company needs to win a set percent of deals in the sales pipeline. And to win those deals, you need to coordinate the best mix of inbound and outbound sales tactics.
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.
Kainexus
NOVEMBER 9, 2023
Picture this: A company overwhelmed by a sea of projects, each vying for attention, resources, and precious time. Now, imagine a systematic approach that aligns these projects with organizational goals, ensures efficient resource allocation, and maximizes return on investment. How can Lean Portfolio Management (LPM) help this company survive and thrive in a world of ever-increasing complexity and competition?
Hubspot Sales
NOVEMBER 7, 2023
Your business is growing, and spreadsheets are getting frustrating to manage. You know you need a CRM, but there are hundreds of CRMs and hundreds more features available. How do you decide which is the best option for your business? This CRM best practices guide will walk you through how to evaluate a CRM, from how it will help your business and how to map your needs to core features.
The Center for Sales Strategy
NOVEMBER 8, 2023
The path to sales success is rarely a straight line. But what if I told you that there's a way to navigate this winding journey with a bit more clarity? Enter the world of diagnostic assessment. It's not a magic wand, but it's pretty darn close. Let's dive in.
SBI Growth
NOVEMBER 8, 2023
It turns out, AI has already taken over. No, not in a dystopian sense, but certainly in the content of our news feed and in the battle for our attention. Practical AI tools for businesses are booming, showing incredible promise to revolutionize commercial applications. Business leaders are now realizing that AI-driven sales processes may hold the key to future commercial success, driving peak productivity and organizational effectiveness.
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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
NOVEMBER 7, 2023
In the dynamic world of technology, where the pace of change is relentless and the demand for agility is non-negotiable, how do enterprises ensure they’re on the path to success? The secret lies in transitioning from a project-oriented management approach to a product-centric model. It’s a paradigm shift that promises reduced time-to-market, heightened agility, and an unwavering focus on delivering value.
Customer Think
NOVEMBER 7, 2023
Many marketing pundits argue that companies should make environmental and social “purpose” an integral part of marketing communications. Read on to learn why you should approach purpose marketing cautiously. Purpose marketing can be defined as the use of messaging in external communications that expresses a company or brand’s core mission and values.
The Center for Sales Strategy
NOVEMBER 6, 2023
In today’s competitive job market, organizations are constantly looking for ways to find and secure top talent. Building a strong talent pool is the foundation of any successful company, and doubling that pool can be a game-changer for your organization. With employers finding it difficult to fill positions, it’s even more important to have a talent bench to turn to when you have an open position.
SBI Growth
NOVEMBER 9, 2023
The beginning of 2023 marked the start of more conservative spending for CEOs, which is likely to continue until the year ends. But expense management is only one part of the equation: leaders must look elsewhere if they want to hit their financial targets. Based on SBI’s survey data, revising how productive their go-to-market (GTM) teams are and finding solutions to raise that benchmark is what’s going to make the difference here.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
RAIN Group
NOVEMBER 8, 2023
In the competitive landscape of B2B sales , organizations are constantly seeking ways to improve their sales training to drive better results. One highly effective approach we’re seeing gain traction among our clients is the establishment of field advisory boards.
Customer Think
NOVEMBER 9, 2023
Most salespeople can improve sales effectiveness by changing their beliefs and moving out of their comfort zone. My wife took me to a Vegan restaurant for lunch and I ordered a sandwich that consisted of coconut, lettuce and tomato on multi-grain bread. I not only didn’t hate it, I liked it.
Strategic Planning and Management Insights
NOVEMBER 6, 2023
Former pro baseball player Derin McMains talks about cultivating a world-class mindset to operate at peak performance in our professional lives.
SBI Growth
NOVEMBER 6, 2023
The first half of 2023 has not been smooth sailing for many businesses but based on responses to SBI’s CEO survey for Q3 2023, we may be seeing market demand finally moving in an encouraging direction. However, worrying trends in slower deal cycles, smaller deal volumes, and stagnating sales productivity means CEOs need to proceed carefully to turn things around.
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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
SalesGlobe
NOVEMBER 10, 2023
I can’t recall in my lifetime that I’ve ever experienced so much change compressed into such a short period of time. It seems that the phrase “since the pandemic” has become ubiquitous when talking about habits, behaviors and how we engage with one another as a society. And it’s the same for sales. As I was preparing to speak at a conference on “Building a Modern Sales Structure, from KPIs and What Matters Most” I kept shifting my thinking to “what matters most”.
Customer Think
NOVEMBER 9, 2023
This blog was originally published in the November edition of Top Sales Magazine. You can find a link to their website at the bottom of this article.
Brooks Group
NOVEMBER 10, 2023
Sales leaders, the driving force behind a company’s revenue generation, understand that time is of the essence. The longer it takes to close a deal, the more resources are invested, and the more opportunities for competitors to swoop in. At the same time, deals take longer to make their way through the sales process than they used to. According to the 2023 GTM Survey by Theory Ventures , the average start-up saw a 24% increase in the sales cycle from early 2022 to 2023, with an average 60-
PandaDoc
NOVEMBER 10, 2023
In this article, we will explore the process of mastering quote management. You’ll learn its fundamentals, define the benefits of streamlined quoting software, and take a look at how to implement an efficient quote management workflow. Key takeaways Quote management is a systematic approach that empowers businesses to create, send, track, and manage price quotations throughout the sales cycle.
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.
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