The Center for Sales Strategy
APRIL 4, 2024
Sealing the deal is the ultimate goal of any business negotiation, but the path to get there is often fraught with obstacles and delays. Striking while the iron is hot can make all the difference. Closing a lucrative deal within a tight one-month timeline might seem like an impossible feat. However, with the right mindset, preparation, and tactics, it's a challenge that can be conquered.
Hubspot Sales
APRIL 2, 2024
Social media has forever changed the way we market by giving us a way to build real relationships with the people we’re marketing to. With video now so shareable, it should be an essential part of everyone’s social selling strategy. After all, video is one of the easiest ways to fast-track those relationships because it mimics a two-sided conversation and helps people feel like they really and truly know you.
Force Management
APRIL 4, 2024
March on the Revenue Builders Podcast consisted of so many great lessons and conversations with leaders both familiar and new. John McMahon and John Kaplan were joined by guests experienced in building and scaling elite sales teams, who shared insights on hiring great sales teams, leading them to success, and helping them execute next-level go-to-market strategy.
Envisio
APRIL 5, 2024
TLG 2024 is just around the corner, and rumor has it… Envisio is going to be there! Next week, one of the foremost conferences in local government innovation returns. Transforming Local Government 2024 (TLG), hosted by the Alliance for Innovation, is a seriously inspiring event. It brings together a vibrant community of local government thinkers, partners, and leaders to showcase innovative solutions and share real-world case studies.
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.
The Center for Sales Strategy
APRIL 3, 2024
Most of us have set goals to start and end this year strong. For many, this involves a vow to be better at self-care. I will…eat in a more healthful manner, exercise consistently, meditate, take yoga breaks, get massages, facials, pedicures… fill in the blank. But it all boils down to better self-care. We have all been under increasing stress in the past four years, and psychologists are emphasizing self-care as a way to combat added stress.
Hubspot Sales
APRIL 1, 2024
Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. This week's installment comes from Repvue's Founder and CEO, Ryan Walsh. Want more content like this? Subscribe to our newsletter. Ask any salesperson if they get enough inbound leads. You can bet their answer will be “no.” It won’t matter who they work for or what industry they’re in.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Customer Think
APRIL 5, 2024
We are amid a GenAI revolution. GenAI burst into our personal and professional lives so abruptly in 2022 that many companies are still playing catch up. GenAI has been the fastest technology development in our lifetime. The rapidity of GenAI development continues daily with the emergence of new players, models, and functionality.
The Center for Sales Strategy
APRIL 2, 2024
Your salespeople are more like athletes. They are always in a constant struggle to outperform rivals and meet set goals. Salespeople, just like athletes, encounter setbacks like pressure to perform and rejection in their day-to-day work. Given the similarities, a sales team can benefit from coaching the same way athletes do. For salespersons, coaching can help refine critical skills like negotiation, communication, confidence, and decision-making.
Nutshell
APRIL 4, 2024
You know what’s a surefire way to cause problems for your company? Having all your team members be on totally different pages from one another, without any kind of communication or collaboration between them. But assuming you want your business to succeed, we wouldn’t recommend that. Instead, you should make a point of connecting your different team members and encouraging collaboration between them on various projects and aspects of running your business.
SBI Growth
APRIL 4, 2024
Every quarter, SBI conducts surveys to learn how CEOs and other C-level executives are planning for value creation and about the go-to-market strategies and tactics that will get them there. This year, we found that while many CEOs are confident in their direction, few believe they have the right people in charge, and time to productivity is slowing.
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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.
Customer Think
APRIL 2, 2024
In the past few years you’ve probably heard some version of the following, more than once: “Disruption is the new normal.” “Organizations need new ways to weather the storm.” “You have to be resilient to survive.” All these sentiments are true.
The Center for Sales Strategy
APRIL 1, 2024
As a leader, your time is precious. You're pulled in a million different directions, trying to drive your organization forward while also striving for some semblance of work-life balance. The national bestseller "The 4-Hour Workweek" by Tim Ferriss has captivated readers with its bold promise of escaping the daily 9-5 grind. While some of the book's ideas around minimal work may be controversial, it contains several productivity gems that every successful executive should embrace.
Nutshell
APRIL 4, 2024
If your business schedules a lot of meetings — either internally or with clients — you might wish you had a way to make that process easier. Thankfully, there are meeting scheduler tools out there to meet that need. These tools allow you to easily schedule meetings and get reminders for them, as well as keep track of when you’re available. The question, though, is this: What’s the best meeting scheduler for you?
SBI Growth
APRIL 2, 2024
In all my years of working with private equity (PE)-backed portfolio companies, their upside deal model is typically based on three key assumptions:
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.
Customer Think
APRIL 5, 2024
Customer lifetime value (CLV) is a critical metric for most companies, effectively translating the quality of customer experiences and the strength of customer relationships into financial performance. Because of this, and because CLV measures long-term impacts, it can be uniquely influenced by a company’s loyalty strategies. Brands recognize this, of course.
Groove HQ
APRIL 4, 2024
It’s tempting to constantly focus on your company’s products and strategy. However, the best results often come from focusing outward on what your customers need and how they want to interact with you. In this piece, we’ll explore just what it means to be customer-centric and how to do it. What Does Customer-Centric Mean? Being […] The post How To Be a Customer-Centric Company appeared first on Groove Blog.
Nutshell
APRIL 3, 2024
Startup management used to be complicated and time-consuming for companies wanting to scale. But nowadays, with modern software for startups, getting your small business off the ground is easier than ever. Whether you want to sell or scale your business, here are the software tools to make a productive tech stack for your startup. Table of Contents 5 types of software to include in your startup tech stack Productivity and collaboration software Communication software Marketing and sales software
SBI Growth
MARCH 31, 2024
Establishing clear and consistent expectations is the bedrock of a successful sales team. They provide direction, foster accountability, and ultimately drive results. However, while setting expectations is widely recognized, many sales managers fall into the trap of hyper-focusing on outcomes without addressing the underlying behaviors that contribute to success.
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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.
Customer Think
APRIL 2, 2024
Seth Godin said, “Don’t find customers for your products, find products for your customers.” I’m a huge fan of this quote and have used it many times over because it summarizes nicely what I’ve preached over the years: solve problems for customers; do that, and your business will go far. What’s the Difference?
Groove HQ
APRIL 2, 2024
The new frontier of competition in developer markets was and remains customer service. If companies play their cards right, customers are ready to absorb a higher price just because they believe the brand and know that if anything happens – they will receive the best support their is. This is just one of the areas […] The post Elevating Your Business Through Customer Focus appeared first on Groove Blog.
Nutshell
APRIL 3, 2024
When you’re running a consulting services business, a good CRM is a must to streamline your client acquisition process and keep a good balance between landing clients and delivering services. But should you use a consulting-specific CRM or a general-purpose CRM? In this post, we’ll explain the difference between a consulting services-specific CRM and a general-purpose CRM, plus how you can choose between the two.
Whetstone
APRIL 5, 2024
2024 looks like it will be a year of volatility. As we navigate the current economic landscape marked by high inflation, market volatility, and recession fears, businesses and their customers are facing a heightened sense of uncertainty. During such tumultuous times, organizations that have invested in building a strategic account management program can rely on the pivotal role played by their strategic account managers.
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!
Customer Think
APRIL 5, 2024
A Foolish Idea There is a firmly held belief amongst managers and H.R. professionals that the way to get people to perform better is to pay them for it. It “stands to reason” that employees are “coin-operated”, and it is a primary tenant of our management practices.
ClearPoint Strategy
APRIL 5, 2024
Discover how hospitals can achieve regulatory goals with our guide on planning & executing strategies, and how ClearPoint enhances this process.
Nutshell
APRIL 3, 2024
An ideal tech stack software for consultants is easy to use and integrate, adding convenience to your business without being difficult to use or time-consuming. This is what you should keep in mind when deciding to adopt new software to build your consulting business tech stack. Read on to learn the essential software types for consultants to improve your business workflow.
DemandFarm
APRIL 5, 2024
Recent economic headwinds have spurred organizations to rethink key account management (KAM). B2B companies are keen on swapping hit-or-miss approaches with repeatable processes that guarantee retention and growth. The wedge in this pursuit? Static plans and lack of clarity on how to standardize best practices across their key accounts. A ~27% increase in cross-sell and upsell opportunities isn’t far-fetched if you know how to standardize key account planning best practices at scale.
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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
Customer Think
APRIL 5, 2024
In the dynamic realm of modern finance, where innovation is the cornerstone of success, the Banking, Financial Services, and Insurance (BFSI) sector stands at the forefront of technological advancement. Amidst the ceaseless quest to elevate efficiency, refine processes, and redefine customer interactions, a transformative force has emerged – Intelligent Automation.
Groove HQ
APRIL 4, 2024
It’s tempting to constantly focus on your company’s products and strategy. However, the best results often come from focusing outward on what your customers need and how they want to interact with you. In this piece, we’ll explore just what it means to be customer-centric and how to do it. What Does Customer-Centric Mean? Being […] The post How To Be a Customer-Centric Company appeared first on Groove Blog.
Nutshell
APRIL 3, 2024
Ready to take your search engine optimization (SEO) campaigns to the next level? Then, you must master learning how to conduct an SEO website audit! By creating a clear focus and process for your audits, you can ensure that you find the information you’re looking for and create meaningful reports for your stakeholders or points of contact! Additionally, focused audits can help you reference previous renditions to create a baseline of your progress!
Strategic Communications
APRIL 3, 2024
Before I started Strategic Communications in 2008, I worked for some large organizations in the education, energy, and healthcare industries. These were the early days of internet and social media adoption and it was, at least initially, wildly uncharted space. When the American Medical Association issued guidance for physician use of social media, I was all for it.
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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