The Center for Sales Strategy
OCTOBER 26, 2022
One of the main reasons leadership is challenging is because you are managing a fast-moving conveyor belt of decisions. One decision after another is rolling off the conveyor belt: Should I remove this non-performer even though I have two other open positions? Do I shift the compensation plan to get the team focused on the right behaviors, knowing it could disrupt the culture and distract top performers?
Strategic Planning and Management Insights
OCTOBER 27, 2022
Being a great leader in not easy but it's something that most new managers want to aspire to.
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CMOE
OCTOBER 24, 2022
The terms supervisor and manager are often used interchangeably. However, there are distinct and important differences between them. Understanding the distinctions between the supervisor vs. managers role and their nuances is crucial in identifying ways to coordinate your organization’s responsibilities and tasks to achieve results. Organizations will also achieve better fit and alignment when you select the right candidates for each role and provide them with the relevant training that they nee
RAIN Group
OCTOBER 28, 2022
Many people want to believe that cold calling doesn't work because they don't want to have to get on the phone. Indeed, there are many ways to do it wrong and fail. Many cold callers use deceptive tactics to get through and leave a bad taste in buyers' mouths.
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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.
Hubspot Sales
OCTOBER 26, 2022
It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. It's the jumping-off point for every closable deal — and doing it effectively can be the difference between maintaining a steady stream of productive opportunities and your sales process never getting off the ground. But what is B2B prospecting? And how can you ensure your efforts are as effective as possible?
The Center for Sales Strategy
OCTOBER 27, 2022
Costumes, Ghosts and Goblins, Spooky Spiders, and Candy are fun Halloween traditions. Each year, children dress up and go door-to-door, exclaiming “trick or treat” in hopes of getting a handful of candy to add to the stash they’ve already collected. To a child, there is no such thing as too much candy… in fact, the one with the most candy by the end of the night wins.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Red Star Kim
OCTOBER 24, 2022
Last week, we welcomed UK and international delegates to a PM Forum digital workshop on “Selling Processes and Sales Skills for Marketing and BD Professionals”. There were equal numbers of delegates from law and accountancy firms who had various roles: business development, pitching, key client management, cross-selling and external referrer programmes.
Flevy
OCTOBER 25, 2022
When new technologies and competitors disrupt markets , numerous existing organizations struggle to remain competitive. Situations like these encourage some organizations to partner with others. Fruitful partnerships comprise of having the appropriate people, processes, and organizational backing. This calls for an Integrative approach to Managing Innovation.
Crank Wheel
OCTOBER 26, 2022
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Planview
OCTOBER 26, 2022
Successful, happy teams create incredible work, and the marketing and demand generation teams at Planview do exactly that. Today in our Day in the Life series, we’re spotlighting someone who’s been on a couple of teams at Planview. Based out of Colorado, Anthony Fowler has worked on our sales team in the past and now serves as one of our Demand Generation Specialists on the Marketing team.
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
OCTOBER 24, 2022
If the last two years have taught us anything, it's the importance of staying agile. The same is true in sales. As a sales leader, part of staying agile is recognizing the trends unfolding around you and pushing your team ahead of the curve. HubSpot's 2022 Sales Strategy & Trends Report takes a closer look at these trends and how sales leaders can leverage them.
Force Management
OCTOBER 26, 2022
This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness. Check our blog next week for the newest installment, or subscribe for updates straight to your inbox.
Crank Wheel
OCTOBER 26, 2022
We've all heard of remote selling, particularly since the dawn of COIVD. But what about virtual selling? Discover how new technologies and techniques are giving virtual sellers the real edge in today's market.
Sales Gravy
OCTOBER 23, 2022
They say you can't make more time. On this episode of the Sales Gravy Podcast, I challenge you to consider how you can make more time through improvements in sales productivity and reinventing the way that you work. I want you to take a moment and think back to the early days of the pandemic. You were likely working at home because everything was locked down.
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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
OCTOBER 26, 2022
Originally published in 2022 on Mandel Communications blog In our new hybrid work era, the ability to communicate clearly and effectively is more critical than ever. But existing communication shortfalls among teams have been made worse by the disconnect that comes with an ever-changing mix of in-office and remote workers.
The Center for Sales Strategy
OCTOBER 24, 2022
Wrapping up our Women in Sales Month episodes are Katelin Tinley, Vice President and General Manager at Cox Media Group, New York City, and Jaleigh Long, Vice President and market manager at Cox Media Group, Atlanta and Athens. Together, Katelin and Jaleigh share a ton of essential observations, such as the significance of having an open and transparent relationship with your team, the power of going through the customer journey and knowing potential problems before the meeting, and the importan
Farland Group
OCTOBER 25, 2022
“If you are customer centric then why are you still pitching?” … This question, posed by a CIO at a recent Board meeting. The CIO already bought the product and wanted to discuss change management, instead he was being resold the product he already bought. This made me wonder if the biggest challenge for marketing and sales teams isn’t the pure marketing and selling, but the transition from prospect to client and building a set of principles to service clients effectively.
Sales Gravy
OCTOBER 22, 2022
Economic winter is coming. Storm clouds are brewing. And with it is going to be a recession. On this episode of the Sales Gravy Podcast, Jeb Blount discusses why you need to prepare right now for the economic storm. This Time Will Be Different This recession will be different than anything we've recently experienced because we'll also be dealing with inflation.
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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.
SBI Growth
OCTOBER 26, 2022
Tenacious CMOs act confidently and precisely to maintain disciplined data routines and drive commercial productivity. They’re getting laser-focused on their ICP and directing investment against accounts and customer segments that meet a refined set of criteria working in tandem with the CRO to drive prioritized growth initiatives.
Arpedio
OCTOBER 28, 2022
November 24, 2022 - 9:00 - 10:15 AM. The Responsibilities of a Sales Leader: Performance and People Development. We’re thrilled to invite you to our first session of Good Morning, Sales with guest speaker Søren Kvorning, SVP and Head of Global Sales, Marketing & Service at Danfoss. Sign up here. Session overview. About the Session. Speaker: Søren Kvorning SVP and Head of Global Sales, Marketing & Service at Danfoss.
Strategic Planning and Management Insights
OCTOBER 28, 2022
When deciding on your strategic plan timeline, it is conventional knowledge to go with crafting a 5 year strategic plan over a three year strategic plan. However, we believe that 5 year plans are not the most optimal strategic planning timeframe.
SOAR Performance Group
OCTOBER 28, 2022
Carl Herman, John Thackston and Fernando Moreno shared insights and perspectives on the changing role of the Chief Revenue Officer (CRO). The discussion covers their views on: What are the […]. The post Episode 46: How the CRO (Chief Revenue Office) Role is Changing appeared first on SOAR Performance Group.
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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
Strategic Communications
OCTOBER 27, 2022
Too often when marketers think about increasing customer engagement, they tend to err on the side of selecting promotional options. That, though, is often premature and can result in a lot of money spent unnecessarily. Worse, in some cases, their efforts can also work against them. A reporter recently asked for my “top three” strategies for engaging customers.
Arpedio
OCTOBER 28, 2022
November 24, 2022 - 9:00 AM - 10:15 AM. The Responsibilities of a Sales Leader: Performance and People Development. We’re thrilled to invite you to our first session of Good Morning, Sales on November 24 with guest speaker Søren Kvorning, SVP and Head of Global Sales, Marketing & Service at Danfoss. Sign up here. Session overview. About the Session.
ACT
OCTOBER 25, 2022
2022 Act! CRM Survey Report Recap. Throughout the pandemic, increased resilience and adaptability became necessary as SMBs were forced to quickly adopt new ways of working to remain open and profitable while navigating numerous supply chain and resource limitations. It is evident that certain pandemic-era trends like remote working models and online shopping preferences, are here to stay and that SMBs must remain nimble to keep up with industry trends.
SOAR Performance Group
OCTOBER 26, 2022
The past few years have brought great uncertainty to both our personal and professional lives—from the fallout of the pandemic to the current volatile economic environment due to record levels […]. The post Three Keys to Successfully Lead Through Uncertain Times appeared first on SOAR Performance Group.
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.
Zendesk
OCTOBER 25, 2022
Fintechs have quickly emerged as major players in the global financial services industry. In 2021, venture capitalists nearly tripled their investment in online-only banks from the year before—to the tune of $133 billion. But with inflation, rising interest rates, and economic uncertainties facing the world today, even the most well-funded fintechs need to find a clear path to acquiring—and keeping—customers.
Arpedio
OCTOBER 26, 2022
Salesforce and ARPEDIO present: Good Morning, Sales! Get ready for a series of morning briefs perfectly orchestrated for sales leaders who want to stay ahead of the game and get inspired by the best. Sign up here. Session overview. Your New Morning Routine. Calling all sales leaders! Salesforce and ARPEDIO have joined forces to give you the perfect start to your day!
Brooks Group
OCTOBER 25, 2022
Finding the ideal employee from a pool of candidates can be difficult, and if the pool is significant, it can be incredibly time-consuming as well. The hiring process and employment testing are two of the most important contributors to overall company culture, but the interview stage itself can be very costly, both in terms of time and financial investment.
SOAR Performance Group
OCTOBER 25, 2022
At this special event, John Thackston from SOAR Performance Group shares experiences, insights and perspectives on finishing the current sales year strong while simultaneously getting ready to start the next […]. The post Episode 45: How to Finish This Sales Year Strong and Start Next Year Fast appeared first on SOAR Performance Group.
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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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