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Welcome to episode 107. If you’ve ever wondered if you’re pricing your services in the right way, this one is for you. Alfie Wenegieme , Managing Partner at Cactus, joins me and he shares: 1. Why agencies don’t lose pitches on price alone 2. How agencies price to ensure a healthy profit margin 3. Typical mistakes agencies make when pricing 4. And some useful tips for account managers and project managers when scoping projects If you’re listening to this episode in February 2024, I’m opening enro
If your company wants to increase sales and nurture existing customers, account management software could be the perfect tool to propel you to success. This guide will discuss what account management software can offer you, the main benefits and features to look for, and our assessment of the best solutions on the market. That way, you can make an educated choice about which suits your requirements the best.
Greetings, esteemed readers. Today, I am thrilled to share insights into the recent partnership between SmartKarrot and Quint, a collaboration that promises to reshape the landscape of customer success in the tech industry. As a seasoned customer success expert, I find this venture particularly exciting, and I believe it holds tremendous potential for both organizations.
Anthony Taylor runs through the whole journey of strategic planning. Discover the art of simplicity, a five-step method for strategy, and more. Tune in now!
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.
Your next hire is important! Right? It’s probably one of the top reasons managers tell me their job is hard. Finding talented people is difficult, and once you find them, hiring them and getting them onboarded is time-consuming and stressful. You have a lot to do, but investing time and energy in a few important onboarding disciplines can give you and your new hire a better chance for success.
At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. I’ve summarised the key points here as a supplementary learning resource for the delegates. And I’ve noted the highlights of the sessions by other speakers (How the BD function can be more influential, Rethinking your online strategy, Digital marketing maturity and Best practice for KAM) below.
Sellers today have an unenviable job: buyers are increasingly conservative, and deals are taking longer to close. A survey from SBI in Q3 2023 shows that commercial leaders are feeling the effects, with a staggering 69% of CEOs seeing lower seller productivity. For sales leaders seeking to escalate growth projections in 2024, it’s time to rethink how sales enablement should be done.
Sellers today have an unenviable job: buyers are increasingly conservative, and deals are taking longer to close. A survey from SBI in Q3 2023 shows that commercial leaders are feeling the effects, with a staggering 69% of CEOs seeing lower seller productivity. For sales leaders seeking to escalate growth projections in 2024, it’s time to rethink how sales enablement should be done.
For the last five years, around this time, I’ve compiled a set of customer experience-related predictions for the coming year. For each article, I gather together a set of predictions that have been sent to me over the preceding month.
Spending time observing salespeople is something all leaders should do occasionally. You can learn so much more by observing first-hand how your salespeople interact with clients and customers. This can work by physically accompanying a salesperson in the field or translating to online sales by listening to sales calls or observing emails and chats.
Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Every time you use a selfish sales tactic, you’re destroying the trust between you and your buyer — but you’re not just hurting yourself. When a salesperson uses a slimy sales tactic, the entire sales profession takes one step backward.
The marketing landscape is ever evolving, and it could take market leaders considerable effort to keep up with every shift and development. To help marketing leaders maintain their competitive advantage in 2024, SBI has compiled 10 key predictions for what B2B marketing will look like in the year ahead.
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.
On this episode of the Sales Gravy podcast Jeb Blount and Carole Mahoney, author of the hit new book Buyer First, underscore the importance of putting buyers first and aligning with the buyer's journey. They dive into the power of empathy, the art of listening, and innovative ways of selling that prioritize the buyer's needs and experiences to increase closing ratios.
Employee experience. Employee engagement. Employee retention. Candidate experience. I’ve written many times about those topics in the past. Your employees should be your top priority, your hottest topic – right now. (Actually, always. Employees should always be more first.
If you’ve worked in the food service industry – or read Anthony Bourdain’s Kitchen Confidential – you know restaurant work ain’t for the faint-hearted. The average employee turnover rate for the industry was a whopping 79.6% over the last decade. And 58% of workers at restaurants, bars, and hotels are planning to quit before the end of the year, per Restaurant Business.
The good news: most of the sellers surveyed for the 5th Annual Media Sales Report knew what their sales talents were and how to put them to use. The bad news: 11% reported that they had NEVER received feedback on their sales talents. Think about it. Those 11% are at an automatic disadvantage. When projects come up, they may not know if those projects suit their talents.
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.
Unless you’ve been on an extended media break, you’re aware that artificial Intelligence (AI) is making a splash across all industries of business. I’ve seen this as a practitioner. I work closely with client organizations and collaborate with senior executives, and I’ve been getting a lot of questions lately about AI. What’s RAIN Group’s position on AI?
Do you want to learn how to create blog posts that resonate with your customers? If so, you’re in the right place! Blogging is one of the best ways to improve brand awareness, build customer loyalty, and win over new visitors.
If you want to lead a top-performing organization, you need a way to equip the daily grind of sales. Training programs are effective, but what happens after the training stops? You need an enablement engine with content, curriculum and community. That's the power of our platform Ascender™. Right now, we’re working with sales leaders who have seen measurable improvements in quota attainment and forecast accuracy leveraging Ascender.
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.
The good news: most of the sellers surveyed for the 5th Annual Media Sales Report knew what their sales talents were and how to put them to use. The bad news: 11% reported that they had NEVER received feedback on their sales talents. Think about it. Those 11% are at an automatic disadvantage. When projects come up, they may not know if those projects suit their talents.
What is Customer Experience ROI? This is a question with a hundred different answers, inaccurately. It’s not that complicated, but CX ROI advice is typically based on: — Inside-out viewpoints rather than outside-in perspectives. — A portion of customer experience management (selling, referrals, service, etc.).
Improving your customer relations can be business-changing. Lower churn, higher LTV and more raving fans! The post Better Customer Relations = Profit Growth appeared first on Groove Blog.
Email marketing is still one of the most effective ways to reach new and existing customers online. Add the ability to optimize those campaigns with email A/B testing through your email marketing tool, and you have everything you need to improve engagement and increase revenue. Although A/B testing is incredibly powerful in email marketing when executed correctly, marketers often overlook it.
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!
Artificial intelligence has the potential to not only improve the customer experience but also drastically improve the admin and service operations experience. We believe AI can make service operations much faster and more efficient, allowing service teams to focus on delivering better CX instead of being bogged down by time-consuming admin work. As such, we acquired Tymeshift in June 2023 to give organizations using Zendesk an easier way to manage their teams.
A huge number of Gen AI-based tools and applications have flooded the market. Some of these applications are clever and creative but they are mostly wrappers for the large language models (LLMs) behind applications such as ChatGPT.
Keeping your customers happy should be key objective, create a map to help you achieve that. The post Customer Journey Map: Boost Loyalty and Cut Churn! appeared first on Groove Blog.
When you’re in the depths of the sales process, how do you know what step to take next? How do you know what action will be most effective for moving a lead toward becoming a loyal customer? Just focusing on the desired outcome—a new sale—won’t get you there. So many factors go into a successful won deal. You need an actionable plan to deal with the uncertainty and figure out what works.
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
This year’s Super Bowl LVIII will be held in Las Vegas on February 11 between two teams, that according to a number of online memes hardly anybody except fans in their states want to win. I’d have to agree. Unless my team (Green Bay Packers) is in the Super Bowl, I really don’t have much interest in the game. I do, though, have a lot of interest in the commercials!
Market researchers and marketers have always maintained that understanding customer attitudes, behaviors, and unmet needs are critical for business success. In the past, this was simpler. There were fewer ways organizations engaged with customers and fewer ways customers engaged with organizations.
1906 is making microdosing more accessible and legal, opening the door to a new era of wellness. We hear how cannabis exec Peter Barsoom leads the charge.
In a competitive field like customer service, a great cover letter can help you stand out from the crowd. Check out these examples and tips for writing one of your own.
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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