Mike Kunkle
AUGUST 19, 2024
[This post was originally published here , in my Sales Enablement Straight Talk newsletter] Today, I want to delve into the nuances of the systems that support the Building Blocks of Sales Enablement framework. Many of you have asked about these systems – how they differ from the blocks (and support them), and how to maximize their effectiveness.
Account Manager Tips
APRIL 11, 2024
Ever feel like a fraud as a key account manager? You're not alone. Get help with this guide to conquering imposter syndrome and banishing self-doubt for good.
The Center for Sales Strategy
SEPTEMBER 9, 2024
The ability to prospect effectively can make or break a team's success. It's the lifeblood of the sales process, the crucial first step that fills the pipeline and drives revenue growth. But here's the challenge—identifying candidates who excel at prospecting is no easy task. It requires a keen eye, the right assessment tools, and a deep understanding of what makes a great prospector tick.
Customer Think
AUGUST 15, 2024
Introduction Article originaly posted at: [link] Experimentation methods are critical for enhancing Customer Experience (CX) programs by validating hypotheses, identifying improvement areas, and ensuring that new initiatives resonate with both partners and customers. In today’s competitive market, businesses must deliver exceptional CX that meets and exceeds customer expectations.
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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.
Zendesk
FEBRUARY 12, 2024
Zendesk today announced it completed its acquisition of Klaus, the industry leading AI-powered quality management platform. The acquisition of Klaus is the latest addition to the company’s existing WEM solutions which includes Tymeshift, a modern workforce management tool built exclusively for Zendesk. “Workforce engagement management is key to not only meeting, but exceeding customer expectations.
SBI Growth
JULY 18, 2024
Facing headwinds from inflation, rising wages, and decades-high interest rates, it has been a challenge for commercial leaders to realize their growth ambitions. The way forward doesn’t seem to be any easier: CEOs and CFOs must continue to tighten spending while still allowing for necessary growth investment, requiring full attention from growth leaders to make the right decisions now for growth in 2024 and beyond.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Strategic Planning and Management Insights
AUGUST 14, 2024
Transitioning into the role of a CEO is one of the most significant leaps in any executive’s career. It’s a step filled with new responsibilities, challenges, and opportunities that require a different set of skills and mindset compared to other leadership positions. This transition isn't just about leading an organization; it's about evolving into a leader who can guide a company through its most critical phases of growth, change, or crisis.
Nimble Business Success
FEBRUARY 14, 2024
This Valentine’s Day, let’s celebrate a different yet essential aspect of our professional lives: networking! Successful businesses thrive on networks of relationships that are built over time, which are crucial for sparking new opportunities, forming partnerships, and driving growth. We’ve connected with industry experts who have shared their insights and personal takes on how effective […] The post Heartfelt Connections: The Power of Relationships in Business Success ap
Hubspot Sales
SEPTEMBER 9, 2024
Conducting a successful negotiation where both parties arrive at a productive, mutually beneficial outcome is a delicate art — one that's every bit as screw-up-able as it is valuable. Thoughtful, effective negotiating skills are a “need to have” if you're going to hack it in sales, but developing them is rarely straightforward. And if you want to get there, you have to have a sense of the right points to cover and (maybe even more) the ones you need to avoid.
RAIN Group
OCTOBER 23, 2024
Ask your sellers if they enjoy attending sales team meetings and you may hear things like, “They’re a waste of time,” “The meetings are monotonous,” “I’m sick of being talked at,” and “I don’t understand why I have to attend.” Most sales team meetings miss the mark.
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.
Force Management
OCTOBER 31, 2024
A recent piece by McKinsey notes that 80% of startups who landed Series A funding failed within eight years (n=3164). Using interviews with B2B SaaS leaders who beat those odds by scaling from startup to over $100MM in ARR, McKinsey's recent playbook examines how these companies set up their organizations, common challenges they overcame and the actions leaders can use to emulate these pathways to success.
Account Manager Tips
MARCH 28, 2024
Unlock the secrets of key account management with must-read books that reveal how to master every challenge. To be the best, you have to learn from the best.
The Center for Sales Strategy
JUNE 19, 2024
Sales leadership is not just about driving numbers and closing deals; it's fundamentally about people management. The success of any sales team hinges on the ability of its leader to manage, motivate, and mentor their team effectively. Although many things contribute to your team’s overall success, there are five essential people management skills every sales leader must master to build a successful and motivated sales team.
Customer Think
JUNE 18, 2024
Image Rights for ECXO: Generated by MidJourney and DALL-E The Transformative Power of AI in Physical Product Design: Enhancing Creativity and Customer Experience Article source: [link] Introduction The advent of generative AI is reshaping the landscape of physical product design, driving innovation, practicality, and enhancing the customer experience.
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
Zendesk
MARCH 13, 2024
Zendesk announced today that it will acquire Ultimate, an industry-leading provider of service automation, to deliver the most complete AI offering for customer experience (CX) in the market. The latest CX Trends data shows that unprecedented demand for AI is driving up the speed and frequency of customer engagement. In this new era of AI-powered CX, AI agents can push beyond traditional bot capabilities to help brands transform service into a competitive advantage.
SBI Growth
FEBRUARY 16, 2024
Knowing who to hire and what sort of traits to foster across an organization’s talent can go a long way in creating value for customers and seeing the business returns of customer success.
Nutshell
MARCH 25, 2024
Regardless of your business type or industry, a well-thought-out and structured client onboarding process is the secret to long-term customer retention. It’s where the rubber meets the road, and the initial relationship you’ve built with your customer before their purchase is put to the test. You may think that your welcome and monthly check-in emails are enough to keep your clients satisfied.
Strategic Planning and Management Insights
SEPTEMBER 4, 2024
In a recent episode of the Strategy and Leadership podcast , Anthony Taylor had an engaging conversation with Jason Radisson , the CEO and founder of Movo. The discussion centered around the transformative power of digital tools in enhancing the frontline workforce, particularly those in roles traditionally less touched by technology—roles where employees aren't tied to a desk but are instead out in the field.
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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.
FinListics Solutions
NOVEMBER 12, 2024
They’re Already Halfway Gone Executive B2B buyers are bypassing the traditional sales process. They’re moving independently, often 70% through their purchase decision before a sales rep enters the picture.
Hubspot Sales
JANUARY 7, 2024
So, like, I’ve been a salesperson for years and, well, I’ve learned kind of a few things. And today, I want to, um, share some of what I’ve learned with you — if that’s okay? If you’re a salesperson and you speak like this, here’s a reality check: It is going to be very, very hard to convince prospects to buy. No matter how much you know, if you don’t speak like an authority figure, you’ll never be treated like one.
Flevy
NOVEMBER 1, 2024
Competitive analysis is the backbone of strategic decision-making. By identifying an organization’s competitive landscape, leaders can get the lay of the land and see how to position their resources, enhance market presence, and minimize threats. However, a deeper look is sometimes required to understand clusters of competitors within this landscape, and that’s where the concept of Strategic Groups comes into play.
Groove HQ
OCTOBER 28, 2024
Is your business struggling to manage an influx of support tickets? Maybe you’ve decided to turn towards automation and AI-based tools to supplement your human support team. Unfortunately, all the responses your AI tool generates come across as “robotic”. You tried it out for a bit, but your customers complained. The problem might not be the […] The post 3 Quick Tips To Humanize AI for Customer Service appeared first on Groove Blog.
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.
Brooks Group
OCTOBER 3, 2024
Congratulations! You’ve just been promoted to sales management. As you start this new chapter in your career, you’re likely experiencing a lot of emotions. You’ve worked hard for this opportunity, and now you have the chance to coach and mentor others and lead your team to new heights. Yet, alongside the thrill, there’s an undercurrent of nervous energy.
The Center for Sales Strategy
SEPTEMBER 24, 2024
If you’ve seen Moneyball , you know that Billy Beane, the GM of the Oakland A’s, didn’t just play the game—he changed the game. It’s not just a great underdog story; it’s a masterclass in using data to build a winning team, even when the odds (and budget) are stacked against you. Beane’s approach? Simple: find undervalued talent, tap into their potential, and use data to outsmart the competition.
Customer Think
AUGUST 9, 2024
Introduction Find the original article here: [link] In today’s hyper-competitive market, delivering a superior customer experience (CX) is paramount for businesses striving to differentiate themselves. Marketing technology (MarTech) is pivotal in enhancing CX by integrating data, automating processes, and enabling personalized interactions sometimes in real-time.
Kainexus
NOVEMBER 14, 2024
In an era where agility and responsiveness define business success, continuous improvement (CI) has become the backbone for organizations striving to cut costs, enhance customer satisfaction, increase efficiency, and drive revenue. That’s why choosing the right continuous improvement system is so important, but how do you tell them apart? Most people don’t make this type of investment very often, so it can be a challenge to select the best one for your organization.
Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst
Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.
SBI Growth
MARCH 7, 2024
If you have been following our podcast and latest blogs, you would have heard many of our experts talk about how talent initiatives are the quickest way to drive growth. This is a particularly good strategy to turn to in situations where a company needs fast returns and cannot afford to wait for longer-term strategies to take effect—for example, with companies that need to manage EBITDA or in companies that are struggling to meet the growth objectives set by their private equity owners.
Nutshell
APRIL 22, 2024
Love Nutshell’s ability to send templated sales emails to your prospects and customers so you can type less and sell more? Want to be able to use email templates right from your email inbox? Introducing Email Booster, the second half of Nutshell’s Revenue Booster add-on ! Email Booster helps you send and customize Nutshell email templates from Gmail, ensuring Nutshell works where you do.
Strategic Planning and Management Insights
AUGUST 28, 2024
In the latest episode of the Strategy and Leadership Podcast, host Anthony Taylor sits down with Jean St. Pierre , the co-founder and chairman of the Rhombus Group. Jean shares his compelling story of building a $100 million business, losing it all, and then rediscovering his path through deep introspection and strategic planning. The conversation is packed with valuable insights for entrepreneurs aiming to achieve business success while maintaining a balanced and fulfilling life.
Revegy
AUGUST 20, 2024
We all know that staying aligned, building strong relationships, and making a real impact on revenue are key to success. At Revegy, we don’t just develop technology to help sales teams meet these goals—we use it ourselves to fine-tune and improve our own sales strategies. In this article, we’ll give you an under the hood […] The post Inside Look: How Revegy Uses Revegy appeared first on Revegy.
Speaker: Michelle Vazzana
Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?
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