Upland

FEBRUARY 29, 2024

Sales leaders often find that commitment to change is the single most important ingredient in a successful account planning practice. A lthough change can be scary, difficult and potentially costly if not managed correctly, it is ultimately the key to achieving higher win rates, championing large buying groups, and growing revenue. The current world of sales is not for the faint of heart, and certainly not one for those who don’t like change.

Account Planning 195

Account Planning Management Leadership Organization 195

Red Star Kim

MARCH 1, 2024

At the recent Training – PM Forum on “ Buy-in, engagement and stakeholder management ” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland. The session used the 7P model of buy-in to explore rational and emotional tools to achieve buy-in: Plan, Process, People, Psychology, Persuasion, Pressure and Patience.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

The Center for Sales Strategy

FEBRUARY 29, 2024

In this episode, we’re continuing our season-long deep dive into the latest Media Sales Report from The Center for Sales Strategy. Today, Trey Morris, VP/ Senior Consultant here at CSS, is joining Matt to help answer the question, “Why is it getting harder to convert prospects and renew clients?

Media 127

Media Meetings Sales 127

SBI Growth

MARCH 1, 2024

CEOs want to retain the playmakers and managers that have proven themselves in the past. But for many companies, their talent may now be holding them back. It goes beyond tech augmentations and enablement, it is the fundamental hiring framework that is flawed. How has sales evolved from the past, and what should leaders look for when finding new talent?

Management 127

Management Sales Marketing 127

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Sales Management

Hubspot Sales

FEBRUARY 26, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. A while back, I was at the park, and my phone rang. I rarely get phone calls, and I usually ignore them. This time, something felt different. I decided to pick up. Bad move — it was a salesperson. Him: Hi this is Sean calling from Bulletproof Lead Gen.

Value Proposition 116

Value Proposition Healthcare Manufacturing Sales 116

The SAMA Podcast

FEBRUARY 25, 2024

Geoff Williams, longtime SAMA Board Member and Corporate Member, boasts a distinguished career in international sales and global strategic account management. Having shaped successful programs at Schneider Electric and Danfoss, Geoff’s new role as SAMA's interim CEO brings a clear and precise vision for the future of strategic account management. In this episode, Williams’ wealth of experience and wisdom shines bright as he unravels the intricacies of SAM's role as a true business initiative, pr

Account Management 104

Account Management Management Sales 104

SBI Growth

FEBRUARY 29, 2024

“Executive alignment is critical to growth and value creation. Nearly 75% of companies with high commercial momentum have go-to-market (GTM) leadership teams that are highly aligned.” This may sound like common sense to many executive leaders, but some companies can still have a hard time making this happen when their leaders don’t know where to start.

Prioritization 126

Prioritization Leadership Marketing Organization 126

Hubspot Sales

FEBRUARY 27, 2024

I‘ve been on both sides of the “how to reschedule a meeting” dilemma. I’ve found myself scrambling to book new times with contacts, and I've received my fair share of “So sorry, but I need to reschedule,” emails — and all of those instances were handled with varying degrees of tact and professionalism. It can be tough to know how to reschedule a meeting appropriately and effectively.

Meetings 110

Meetings Stakeholders Communication Sales 110

Sales Gravy

FEBRUARY 25, 2024

On this episode of the Sales Gravy Podcast, Jeb Blount sits down with KaTom CEO Patricia Bible to discuss what it takes to lead and sustain a hyper-growth company. Reflecting on her journey with KaTom, Patricia shared insights into the exponential growth of this hyper-growth organization. "It's been a whirlwind of achievements, challenges, and invaluable lessons," she remarked.

Suppliers 101

Suppliers Innovation Leadership Decision-making 101

The Center for Sales Strategy

FEBRUARY 28, 2024

It takes a unique set of talents to be successful in B2B sales. People who are naturally self-motivated and have a strong desire to win consistently outperform the rest. But here’s the catch — these same people are those who crave recognition for their performance the most. Recognition isn’t just “nice to have;” but a crucial element in boosting employee motivation and job satisfaction.

B2B 107

B2B Sales 107

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.

Groove HQ

FEBRUARY 29, 2024

As stories of AI chatbots replacing entire customer support teams circulate, it’s easy to feel uneasy about the future. A notable incident involving a CEO who laid off 90% of his support staff after a chatbot outperformed them only adds fuel to the fire. However, let’s take a step back and assess the situation with […] The post Debunking the Myth: Why AI Enhances, Not Replaces, Human Customer Support appeared first on Groove Blog.

100

100

Hubspot Sales

FEBRUARY 25, 2024

Candeeze is a small husband-and-wife D2C brand that sells freeze-dried candy online. They ran a unique launch strategy on TikTok, and their most-viewed video got: 32m+ views 3.5m+ likes 54.8k+ shares 15.7k+ comments It also gained them 280k followers in seven days. There are many reasons why their launch was so successful and gained the attention of millions.

Small Business 102

Small Business Sales 102

The Great Game of Business

FEBRUARY 27, 2024

Not only are all bonus plans not the same, and they don’t have to be tied to higher profits (although profits are important). Read more with our guide!

Innovation 94

Innovation Profitability 94

FinListics Solutions

FEBRUARY 27, 2024

Gone are the days of cold calls and generic pitches. Today's buyers are well-informed, conducting thorough research before engaging with sales reps. This means your team needs to operate more as strategic advisors, understanding customer goals and demonstrating the tangible value your solutions bring.

B2B 84

B2B Sales 84

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

Customer Think

FEBRUARY 28, 2024

Due to tech advancements, the consumer journey has changed a lot. The customers are already expecting too much because, through the internet, they want a personalised touch to their experience. 52% expect to use ChatGPT to answer customer questions, and 43% to outreach potential customers.

Internet 78

Internet 78

Nutshell

MARCH 1, 2024

While you should always focus on your business’s competencies and objectives first, keeping an eye on your competitors provides you with ideas on how to improve your marketing approach. Competitor monitoring tools give you the power to track your competition’s wins and losses, giving you a competitive advantage within the market. That said, different competitor tracking tools bring different features and benefits to the table.

CRM 71

CRM Software Software Media 71

Force Management

FEBRUARY 28, 2024

Leading your organization to sustained revenue growth begins by honing your greatest asset: your talent. Every organization has its top performers, and usually others within the ranks hold the potential to become elite. When organizations invest in the learning, coaching, and development needed to level-up each team and player, they give themselves a competitive advantage at every touch-point in the customer journey.

Customer Success 70

Customer Success Organization Marketing Sales 70

Help Scout

FEBRUARY 28, 2024

VP of People Leah Knobler shares why we outgrew our old performance management system, how we revamped the process to embrace a more performance-driven culture at Help Scout, and what we've learned along the way.

Management 64

Management 64

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Meetings

Customer Think

FEBRUARY 26, 2024

In November of last year, I spoke at the CX NXT – Customer Experience Summit in Dubai on the topic of failure, fumbles and fiascos in customer experience.

Customer Experience 75

Customer Experience 75

Nutshell

FEBRUARY 28, 2024

As a B2B business owner, it’s essential to follow up with valuable leads. It’s especially important to do so when they choose not to convert into customers. Think about how many potential customers you’re missing out on when you don’t attempt to approach those who already showed interest in your business. With the technology at our fingertips today, you can proactively reach out to visitors who are considering your solution without them needing to fill out a form.

B2B 71

B2B CRM Software Software 71

Groove HQ

FEBRUARY 27, 2024

Artificial Intelligence (AI) is reshaping the world at an unprecedented pace. Platforms like OpenAI and Bard are at the forefront of this movement, offering tools that amplify human potential. They enable users to generate creative content, streamline processes, and extract insights from massive data sets. These platforms have garnered significant attention due to their advanced […] The post How AI Is Going to Revolutionize Customer Support!

Artificial Intelligence 64

Artificial Intelligence Marketing 64

Performance Methods

FEBRUARY 28, 2024

The post PMI Named 2024 Training Industry Top 20 Sales Training and Enablement Company appeared first on Performance Methods, Inc.

Sales Training 60

Sales Training Sales 60

Advertisement

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

Customer Think

FEBRUARY 28, 2024

One of the more infamous quotes in marketing is usually attributed to John Wanamaker, who reportedly said, ” Half the money I spend on advertising is wasted. The trouble is, I don’t know which half.” Cracking the code on what drives marketing effectiveness can be incredibly difficult.

Marketing 72

Marketing Advertising Digitalization 72

Revegy

FEBRUARY 27, 2024

As the saying goes, “change is the only constant,” and 2023 was no exception. The market saw many problems in sales: inflation and global conflicts roiled markets, causing some companies to tighten budgets and delay expenditures. B2B sellers often faced friction in the buying process, forcing them to cede more control to buyers, increase transparency […] The post Five Key Sales Challenges to Overcome in 2024 appeared first on Revegy.

B2B 59

B2B Sales Marketing 59

Planview

MARCH 1, 2024

As a leader of a shared services or center of excellence team, you might wonder how to showcase your team’s business value as tangibly as sales figures do. It’s crucial to articulate a clear and measurable value proposition for your team, which can significantly ease budget discussions. Let’s explore strategies for defining your team’s impact in quantifiable terms, making your contributions as evident and persuasive as financial outcomes when budgeting time comes around.

Value Proposition 59

Value Proposition Software Software Finance 59

Zendesk

FEBRUARY 29, 2024

If you’ve ever walked into an Aesop store, it’s a full sensory experience. The smells, the sights, the samples—and the incredibly warm and knowledgeable staff. It’s hard to imagine such a rich experience ever existing online and yet, the team at Aesop is tackling just that. The work began in 2020, when much of the world retreated from physical spaces.

Digitalization 59

Digitalization Digital Transformation Retail Innovation 59

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

Customer Think

FEBRUARY 27, 2024

Both strategies require careful implementation and constant supervision! By John Goodman and Peter North, Customer Care Measurement & Consulting CCMC’s latest National Rage study found that 43% of Americans admit to having yelled at a service person, and over half reported having rage. 9% are seeking “revenge” against a company.

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Brooks Group

FEBRUARY 27, 2024

B2B buyers today see many products and services as commodities: items that seem equivalent no matter who produces them. This is when a value-based selling approach—the ability to add value to your product or service—is critical. For example, you could put Lee and Levi’s in the same category of durable, affordable, classic jeans. But both of these 100-plus-year-old brands have built passionate fanbases.

Sales Training 59

Sales Training Sales Value Selling Profitability 59

Planview

FEBRUARY 29, 2024

Amidst the relentless waves of innovation and competition, OEMs, suppliers, and manufacturers in the automotive industry navigate a sea of challenges and opportunities. Technical debt, the accrued cost of code awaiting updates, is a significant obstacle. According to McKinsey , this “tax” on development comprises about 40 percent of IT balance sheets, stemming from the intense pressure to enter the market and gather feedback swiftly.

Prioritization 59

Prioritization Innovation Suppliers Manufacturing 59

Zendesk

FEBRUARY 27, 2024

AI is radically transforming the world of customer service, and at Zendesk Relate , you’ll gain insights and best practices to lead your organization through this next wave of transformation successfully and make your business ready for AI-first service. You’ll leave with the perspective, connections, and know-how to provide more meaningful experiences, deliver automated service through next-gen digital agents that customers love, and equip your agents and admins with the knowledge to harness cu

Digitalization 59

Digitalization Customer Experience Organization 59

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