The Center for Sales Strategy

MARCH 13, 2023

Businesses need to continually strive for growth and success to remain competitive in the market. One of the most important goals for any business is to increase its revenue performance. Many strategies can be employed to achieve this goal, but three of the most effective and proven strategies are to focus on customer service and satisfaction, to identify new target markets, and to increase the efficiency of existing operations.

Marketing 89

Marketing 89

Hubspot Sales

MARCH 16, 2023

Account executives work a fast-paced job that requires talent and discipline. They have to find sales opportunities, negotiate with customers, track multiple customers, and work to deliver on relevant KPIs every day. So when interviewing to fill that position, you should expect questions to be just as thorough. Your interviewer will be asking questions that encompass all these responsibilities and more.

Negotiation 111

Negotiation Prioritization Media CRM 111

SBI Growth

MARCH 15, 2023

As a Chief Revenue Officer (CRO), you are responsible for the growth of your company’s revenue, and this is no small task. The obstacles you face every day can be daunting, but if you succeed in leading the revenue function of your company, you will have a tremendous impact on its growth. And if you fail, the pain that failure causes can trickle down to customers and prospects.

Sales 62

Sales 62

Aepiphanni

MARCH 14, 2023

6 suggestions… you can add to your arsenal of tools to keep things moving and to recession-proof your growth-stage company to face the constant evolution of dynamic markets.

Marketing 52

Marketing Leadership 52

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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

Customer Think

MARCH 15, 2023

As has been understood for decades, every year, the average b2b and b2c company loses 20 to 40 percent of its customers. Today, for on-line companies the rate of customer churn can be significantly higher (and faster). When a repeat or long-time customer defects, the negative effect on profit is substantial.

B2C 59

B2C Profitability B2B 59

Upland

MARCH 13, 2023

Sales forecasting is equal parts art and science, right? Well, not so fast. The ‘art’ aspect of sales forecasting doesn’t need to be an educated guest. In fact, having the right methodologies and best practices in place throughout the entire sales process, married with the right technology, can make sales forecasting look a lot more like an exact science.

Prioritization 195

Prioritization Account Planning Sales Decision-making 195

Red Star Kim

MARCH 17, 2023

A fellow tutor at Cambridge Marketing College – Neil Wilkins – has completed significant research into marketing in the metaverse. He shared his views at a webinar earlier today. I’ve tried to summarise his key points here: Marketing in the Metaverse – An opportunity for professional services firms? Note: The metaverse isn’t an area of expertise for me.

Marketing 130

Marketing Transportation Leadership Digitalization 130

Customer Think

MARCH 12, 2023

Today’s retail market is increasingly digitized and saturated with competitors, making customer experience (CX) a critical part of the customer journey. In fact, a recent study shows that 75% of shoppers prefer to buy from brands that personalize their purchasing experiences.

Retail 144

Retail Customer Experience Digitalization Marketing 144

Software Sales Guru

MARCH 13, 2023

The Enlightened Customer Success Manager Koan = A paradox used in Zen Buddhism, usually a short statement or story that causes the hearer to take pause in order to develop enlightenment. CSM Koan= Assurances made by customer success managers reduce customer satisfaction. Has this given you pause? Let me explain. As I review CSM call recordings, there are CSM’s who make frequent assurances, such as: Read more The post The Enlightened Customer Success Manager appeared first on Software Sales Gurus

Customer Success 130

Customer Success Management Software Software 130

Sales Readiness Group

MARCH 14, 2023

Last weekend a strange man knocked at my front door. It turns out it was a painter named Steve with a unique specialty: painting your home address on the curb in front of your house. Steve wasn’t looking for my business, in fact, he reminded me, he had already painted my address on the curb a few years ago. No, Steve was looking for referrals.

Sales 127

Sales 127

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.

Red Star Kim

MARCH 16, 2023

We were joined by delegates from legal, accountancy and consultancy firms for PM Forum’s “Cross-selling and referrer management accelerator” workshop earlier in March. A summary of delegate discussion topics and poll results are shown below to add to the learning resources from the session. While we discussed various tools and methods to promote cross-selling and referral management, a key theme emerged around changing culture.

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Customer Think

MARCH 16, 2023

The entire World is currently shifting towards a complete digital transformation. This means that having a user-friendly and effective website design is essential. When developing a website, it is crucial to have a top-notch User Interface (UI) and SEO to keep customers engaged.

Digital Transformation 133

Digital Transformation Digitalization Customer Experience Marketing 133

Hubspot Sales

MARCH 15, 2023

All businesses need a way to accept payments — but which method is the best? ACH, or Automated Clearing House network, and credit cards are both methods that enable people to make payments. However, there are a few key distinctions including guarantee of payment, automated clearing house processing times, and fees. In this post, we cover the following: What is ACH?

Banking 97

Banking eCommerce Decision-making 97

Sales Readiness Group

MARCH 15, 2023

"Ohana means family, and family means nobody is left behind or forgotten." For those of you who don’t have Disney-age kids, that quote is from the classic Disney movie “Lilo & Stitch.” Until recently, Ohana was also the basis for the corporate culture at SaaS giant Salesforce.

Sales 25

Sales Sales Leadership Sales Management Leadership 25

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

Zendesk

MARCH 16, 2023

Startup founders often say the same thing about the early days: listen to your customers. Listen to your customers, and VCs will follow. Listen to customers to ensure product-market fit. But Braze co-founder Mark Ghermezian reminds us to listen to what customers don’t say, too. In 2008, when iPhones were just coming into the market and mobile apps were the new talk of the developer community, Ghermezian had an idea: to build a bridge between the growing population of app developers and their end

CRM 92

CRM Acquisition Investors Decision-making 92

Customer Think

MARCH 15, 2023

We’ve had to redefine a lot about the workplace in recent years, but that doesn’t mean we have to adjust the standards and expectations we set.

Meetings 122

Meetings 122

The Center for Sales Strategy

MARCH 14, 2023

Talk with any manager or leader, regardless of their company, industry, or size, and without a doubt, you will find one thing they all have in common – the struggle to find great talent. Building, and maintaining, a talent bank is not for the faint of heart. Now imagine the added stress that occurs when you’ve made a heroic effort to build a great talent bank, and it runs dry.

Banking 91

Banking Management Sales 91

Force Management

MARCH 16, 2023

For the modern sales organization, certain technologies are universal in the age of Sales 2.0. We rely on CRMs and continuous learning platforms to increase the efficiency of our sales force and drive organizational outcomes. The recent economic downturn has most sales organizations looking for ways to achieve even greater cost efficiency and support revenue-driving activities.

Sales Management 78

Sales Management Management Sales Technology Sales 78

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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

Revenue Storm

MARCH 14, 2023

We, as salespeople, are prone to look at the bright side of everything we hear. By nature, we want to accept everything said to us. We are positive people. My deal is awesome! My client loves me! My deal is definitely going to close this quarter! Well, maybe not, because you may have been told one of the following buyer excuses: #1: “I am the decision maker.” – This is the classic of all deceptions.

Procurement 78

Procurement Value Proposition Decision-making B2B 78

Customer Think

MARCH 16, 2023

The retail industry is constantly evolving, and technology has played a significant role in this change. One of the most notable advancements in the retail industry is the use of digital signage.

Retail 118

Retail Cybersecurity Digitalization 118

The Center for Sales Strategy

MARCH 15, 2023

Revenue performance in a sales organization is a crucial metric that measures the financial success and performance of the sales team in terms of the revenue generated from sales activities. It includes metrics such as total revenue, revenue growth, sales targets, quotas, and the percentage of sales goals achieved. The importance of revenue performance cannot be overstated, as it is the lifeblood of a company.

Meetings 86

Meetings Organization Sales 86

Nutshell

MARCH 14, 2023

“Half the money I spend on advertising is wasted; the trouble is I don’t know which half.” This quote from John Wanamaker, an early marketing pioneer, is one of the most famous in marketing and highlights one of its biggest challenges—figuring out where your leads and sales actually come from. The key to solving this issue is having the right data, which is exactly what you’ll get with Nutshell’s new lead attribution features.

Advertising 62

Advertising Marketing Organization Sales 62

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

Performance Methods

MARCH 17, 2023

The post PMI Featured in High-Impact Workshops at SAMA’s 2023 Annual Conference in San Diego appeared first on Performance Methods, Inc.

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60

Customer Think

MARCH 15, 2023

67% of warehouses in a recent survey said they’re considering adopting new technologies to speed up inventory management processes. Is your retail store implementing agile and reliable inventory control? Inventory control isn’t just for operational efficiency – it benefits your product returns and security processes.

Retail 109

Retail Software Software Management 109

The Center for Sales Strategy

MARCH 16, 2023

You are not alone if you think it is difficult to find talented job candidates. An employee study from LinkedIn says that 76% percent of hiring managers admit attracting the right job candidates is their greatest challenge.

Sales 76

Sales Management 76

Nutshell

MARCH 13, 2023

We’re excited to announce an update to timelines in Nutshell—pinned notes! With pinned notes, you can keep important information at the top of your timelines so your team sees it any time they work with a contact or lead. What’s new in Nutshell—pinned notes You can now pin a note to the top of the timeline for any person, company, or lead timeline.

Communication 62

Communication Management 62

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

LinkedFusion

MARCH 16, 2023

LinkedIn is one of the most popular social media platforms that is focused on jobs and employment. Its main use is to market one’s self or their business/brand to interested prospects. Over the years it has evolved to become better at providing its services. Nowadays people can use LinkedIn to find jobs, hire people, and network with others in the trade.

Publishing 52

Publishing Media Advertising Marketing 52

Customer Think

MARCH 15, 2023

A Chief Customer Officer playbook is a sports analogy for what needs to be done to win the game: maximum customer lifetime value. Playbooks are pivotal to the success of all team sports: football and soccer, baseball and cricket, basketball and volleyball, hockey and lacrosse, rugby and rowing, NASCAR pit crews, and so on.

Leadership 105

Leadership Management Customer Experience 105

SalesGlobe

MARCH 16, 2023

I would bet you haven’t gone a day without seeing vehicles on the road advertising skilled trades such as construction, HVAC, plumbing and electrical service. I’m also sure many of you have had someone come to your home to service you A/C or that toilet that’s always leaking. Have you ever wondered how those specialists are paid? Ever considered the challenges they might be facing within their industry?

Supply Chain 52

Supply Chain Value Proposition Manufacturing Innovation 52

Sales Management Plus -- SMP

MARCH 14, 2023

Interested in learning how much your customer spends? Share of Wallet (SOW) is an important metric to measure how much of a customer’s purchase you’re responsible for. In other words, it reflects the amount of product or service purchased from your company compared with competitors. It can provide valuable insight into growth opportunities and areas where customers might be considering switching suppliers.

Suppliers 52

Suppliers Profitability Decision-making CRM 52

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