Salesforce

OCTOBER 11, 2022

Utilities can use this change to build trusted relationships and collaborate with customers on decarbonization efforts. No longer just a one-way relationship, the new utility-customer partnership helps us work together toward a more resilient grid and makes utilities more valuable than ever. Transform your customer relationship.

Electricity 98

Electricity Customers Drivers/motivators Manufacturing 98

Partners in Excellence

SEPTEMBER 25, 2023

For decades, technology continues to offer ways to improve our efficiency (and every once in a while, our effectiveness–but that’s a separate post). In addition to technology, we revise and redesign our processes to make us more efficient. We seek to replace human interaction with technology interacting with humans.

Technology 125

Technology Technology High impact Meeting 125

Martech

NOVEMBER 16, 2023

Microsoft’s big mistake was thinking advanced new technology could beat Google’s true advantage in this area: Money. Dstillery’s new Connected TV (CTV) solution uses AI and applies its patented ID-free technology to reach priority audiences more effectively. Confused yet? In 2021, Big G paid $26.3 Get MarTech! In your inbox.

Engineering 108

Engineering User Experience High impact Technology 108

Partners in Excellence

FEBRUARY 2, 2024

The tools themselves are evolving quickly, but having gone through a several of these technology disruptions in the past, I recognize we usually find the mediocre to poor uses first, but as we gain experience we improve our understanding and start to leverage the technology to its full potential. We had a remarkable technology.

Manufacturing 117

Manufacturing Engineering Technology Technology 117

Martech

DECEMBER 26, 2023

Technology providers such as Amazon, Google, Meta and Microsoft, have long sought to address concerns about the effects of bias in datasets used to train AI systems. Mitigation efforts must go beyond just the application of technology to include new operating models, frameworks, and employee engagement.

Legal 110

Legal Presentation Technology Technology 110

Partners in Excellence

JULY 12, 2022

They try to understand the customer–the enterprise, the individual, the specific situation. Technology can give us summaries about the company and their situation. ” Some that say, “We can outsource it or leverage technology to give us a report!” We go through the motions, if we do.

High impact 135

High impact Technology Technology Up-sell 135

Martech

OCTOBER 19, 2023

These overlay technologies support an omnichannel marketing approach to improve the customer shopping experience and create shoppable opportunities within new or existing content. Invoca’s Signal AI Studio helps businesses create custom AI models that automatically unlock breakthrough insights from phone conversations.

B2C 114

B2C Launch High impact Market share 114

Search Engine Land

JANUARY 18, 2024

Google’s Search Generative Experience (SGE) is having an “extreme” impact on healthcare queries and a high impact on ecommerce, B2B tech, insurance and education. “Marketers will have less of a say in the customer journey.

Healthcare 133

Healthcare Finance Entertainment Education 133

Partners in Excellence

SEPTEMBER 21, 2023

Looking at prospecting and conducting sales calls–sellers are spending 33% of their time engaging with customers/prospects. For example customer meeting preparation, deal negotiation and closing are critical to getting the work done with customers. Stuff happens, both with our customers and within our own organizations.

Territory 81

Territory High impact Negotiate Meeting 81

Martech

DECEMBER 12, 2022

In response to these economic headwinds, CFOs and CEOs prioritize investments focused on growth, which includes both digital technology (e.g., One would think this focus signals good news for marketing technology budgets, but the C-suite doesn’t look so positively upon more investments in martech solutions. Consider external hires.

A/B testing 103

A/B testing Technology Technology Growth 103

Partners in Excellence

SEPTEMBER 19, 2023

We have the tools and technologies that enable us to refine our targeting. High impact content in the right channels. But the messages are always about the customer, their challenges, opportunities, and their concerns. But the messages are always about the customer, their challenges, opportunities, and their concerns.

Pipeline 107

Pipeline Tradeshows High impact Technique 107

Salesforce

JUNE 26, 2023

Let’s dive in and uncover three practical steps to successful AI adoption and implementation , and the importance of using this technology in a way you can trust with AI Cloud. Assess your AI adoption readiness One of the questions often asked by customers as they embark on their AI journey is, “Where do I start?”

Strategize 97

Strategize Objectives and Key Results Strategic planning Technology 97

Sales Pop!

MAY 26, 2023

It includes training, coaching, content creation, and technology solutions that are tailored to the needs of the sales team. The goal of sales enablement is to improve the productivity, efficiency, and effectiveness of the sales team, by providing them with the necessary resources to engage and convert prospects into customers.

Objectives and Key Results 98

Objectives and Key Results Cross-sell Sales Strategize 98

Martech

JUNE 1, 2022

In this context, it is critical to develop strategies to keep your audience engaged and further develop your customer base. High-impact audience development strategies. Think of audience development as a timeline that involves attracting customers to your brand and keeping them loyal to your business over time.

High impact 112

High impact Campaign Niche Repeat business 112

Partners in Excellence

SEPTEMBER 21, 2023

They are the foundation of high impact conversations with our customers. As sellers, too often we focus on “pitching” our prospects and customers–these are the furthest from collaborative conversations we can imagine–and perhaps why customers don’t want to talk to us.

Conversion 81

Conversion Construction High impact Trust 81

Salesforce

AUGUST 5, 2022

After reaching my 20th Salesforce anniversary, I’ve been reflecting on my journey and thinking about all of the people and experiences that have impacted my leadership approach. I get to grow high-impact technology partnerships to ensure that both Salesforce and our partner ecosystem are growing, innovating, and delivering customer success.

High impact 98

High impact Technology Technology Trust 98

Partners in Excellence

AUGUST 30, 2023

Technology enables us to become enormously efficient. But it has consistently failed to make those interactions more efficient, in fact, in many senses, it has contributed to our inability to have high high impact, yet inefficient human interactions. They make us who we are, and help us achieve. People buy from people.

High impact 105

High impact Conversion Trust Technology 105

Partners in Excellence

JULY 13, 2023

Ideally, we’d like them to spend 100% of their time working with prospects and customers, helping them navigate their buying processes. But they infringe on our dream of having sellers working 7×24 with customers. The lists of things that rob sellers from time to work with customers grows.

Up-sell 96

Up-sell Sell Legal CRM 96

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Sales has limited access to prospects and customers. We know the facts. Processing.Please wait.

B2B 107

B2B GTM Cross-sell High impact 107

Partners in Excellence

NOVEMBER 3, 2017

The digitization of business is not just about the application of technology to business, it’s really about deploying capabilities, solutions, engaging employees, customers, suppliers and communities in ways that have only been imagined in science fiction. Often we leverage technology to help do this.

Customers 48

Customers Transportation Healthcare Sales 48

Salesforce

MARCH 4, 2024

As technology improved, foundationConnect’s functionality became outdated compared to the options available now. With the trust of a secure and scalable system being most important, we made the difficult decision to sunset foundationConnect on a high note. The result is more time for collaboration and less time spent entering data.

Strategic planning 52

Strategic planning Technology Technology User Experience 52

Partners in Excellence

JUNE 30, 2023

.”) But as I look to much of what we do in business/sales/marketing/customer experience, so many of the things that we to are long past their “Use by dates.” How our customers buy is changing faster than we are adapting to respond to them. We look at sales roles and how we engage our customers in outmoded ways.

Assembly Line 62

Assembly Line High impact Quota Technique 62

Sales Hacker

FEBRUARY 8, 2019

The remote sales force and customer service team is officially here. Sales and customer service teams are not immune to these larger trends. Benefits of Remote Sales and Customer Service Teams. The breakout growth of remote sales and customer service roles is happening for a multitude of reasons.

Service 64

Service Product Customers Territory 64

Partners in Excellence

MARCH 9, 2023

We have more ability to collect data, about customers, about the performance of our marketing initiatives, about the performance of our sales people. We have terabytes of data we’ve never been able to collect, we’ve technology platforms and tools that enable us to leverage this data in very powerful ways.

Cross-sell 68

Cross-sell Pipeline Represent Technology 68

Partners in Excellence

OCTOBER 19, 2022

With modern dialing technologies, call volumes are one of the most easily gamed metrics in sales. Meaningful, high impact conversations with the right prospects and customers are what drives engagement and our ability to achieve our goals. These conversations may be on the path to the high impact conversations I outlined.

Territory 48

Territory High impact CRM Pipeline 48

Martech

SEPTEMBER 27, 2021

The consumer doesn’t care that marketing can have separate teams responsible for paid media or email marketing or CRM or stores,” said Tamara Gruzbarg, Head of Customer Insights at ActionIQ. To adjust to this channel-agnostic experience, brands have to double down on their first-party customer data in order to cover all the bases.

E-commerce 103

E-commerce CRM Campaign High impact 103

Partners in Excellence

FEBRUARY 3, 2022

My news feeds are filled with discussions about great customer engagement. Whether it’s marketing, sales, customer experience, there are endless discussions about the principles and practices of great sales and marketing. There is no lack of knowledge of what “good” looks like.

High impact 77

High impact Promote Growth Technology 77

Salesforce

JANUARY 5, 2022

We all talk a lot about how technology is shaping the future. After all, technology is seemingly everywhere, and certainly at the center of our interactions with most institutions. This is becoming increasingly true for the way public sector organizations worldwide connect with their communities.

Government 98

Government Trust Technology Technology 98

Highspot

SEPTEMBER 6, 2023

Instead of just showcasing what a product can do, it zeroes in on the real-world advantages a product offers customers. How to Implement the Value Selling Strategies When crafting a sales playbook for value selling , you must do your homework to thoroughly understand your customers and apply tactics that build a genuine connection with them.

Sell 59

Sell Profit margin Price Non-Profits 59

Partners in Excellence

JULY 8, 2020

They don’t do their homework in segmenting and targeting, they don’t do their homework in understanding key personas, they don’t do their homework in creating relevant, high impact messages. We know the following: Customers most interested in what we have to sell are those in our ICP.

Prospecting 103

Prospecting High impact Customers Technology 103

Partners in Excellence

JANUARY 8, 2020

Without a doubt, sales people have a lot of things that distract them from being engaged with customers. Simplifying our business processes, leveraging tools, technologies, are just simply stopping doing things enable us to recover a lot of time for selling. All these free up time that we can use for direct customer engagement.

Sell 68

Sell High impact Presentation Conversion 68

Search Engine Land

APRIL 2, 2024

I’ve invested in technology, training and consulting to enhance operational efficiency in SEO and digital PR, experimenting with various models, SOPs and even custom software solutions. Technology and automation: Identify technology, or use Gemini, to automate repetitive tasks to reduce manual effort and errors.

Objectives and Key Results 82

Objectives and Key Results Consult Engineering Technology 82

Partners in Excellence

SEPTEMBER 18, 2023

An easy way, at least for sellers, is to think of it as your organization’s ICP–Ideal Customer Profiles. The ICP represents customers who are likely to have the problems we are the best in the world at solving, and are highly likely to be interested in engaging us in improving their businesses. What is a Competency Model?

B2B 103

B2B Sell High impact Represent 103

Outreach

MARCH 4, 2020

Although a relatively new technology, the sales engagement platform (SEP) has catapulted to becoming one of the most integral components of a modern sales tech stack.

Customer Relationship Management 52

Customer Relationship Management High impact Relationship Management CRM 52

SalesLoft

MARCH 20, 2023

One of the key ways to raise the seller performance bar will be high-impact, tailored coaching. The buyer may know they shared their data with one company but have no idea that multiple other customers at this company are using that same data. How do you curb racial and gender bias when performing sentiment analysis?

Product 52

Product Technology Technology Trust 52

Highspot

NOVEMBER 25, 2019

An efficient salesperson spends time on high-impact activities like call preparation, as opposed to low-impact activities like administrative tasks. A highly effective rep uses available resources to win customers. Organize your team’s activities by impact — either high or low.

Product 52

Product High impact Quota CRM 52

Partners in Excellence

APRIL 9, 2020

Look at your technology stack for sales and marketing. Divert that money into spending that has a higher impact. These tools are very important, they can help dramatically improve productivity, performance, and your ability to reach the right customers with the right messages at the right time. Don’t get me wrong.

Contract 91

Contract High impact Technology Technology 91