December, 2020

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Discovering The Right Partnerships with Sales Insights

CoSell

As a business owner, you’re on the lookout for ways to collaborate with the right partners. Whether you’re a solo entrepreneur, a small business, or part of a larger organization, working with the right partners offers a way to expand awareness and build a loyal customer base. With sales insights, you can determine the best partners to seek out, work with, and grow together.

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Are Alliance Managers Just “Born” That Way – Or Are They Moulded?

Peter Simoons

Recently I presented to Dr. Brian Tjemkes’ Alliances, Mergers and Networks Program at the VU University in Amsterdam. In good 2020 style, this presentation was fully online. Nevertheless it was highly interactive. Over 100 students participated and they asked many questions. One hour wasn’t enough for their questions so at the end of the presentation I invited the students to reach out to me on LinkedIn to continue the conversation.

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Worried About a Dry Pipeline in January 2021? Make Sure You Do This.

PartnerTap

Share Your Target Account Data Generously with Your Strategic Partners – Without Any Constrictions. We all know that feeling of having a dry pipeline – an increasing fear of uncertainty and failure stresses you out, which makes coming up with new ideas even more difficult. But you don’t have to build pipeline all alone. Your strategic partners are the most effective resource when it comes to new lead generation.

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Reflection on the Winter Solstice

Jesse Lyn Stoner

This is a lovely moment – the winter solstice. The darkest day of the darkest week of the year in the northern hemisphere. when the descent into darkness pauses. the pause before light overtakes darkness. the pause before decrease changes to increase. If you pay close attention, you […]. The post Reflection on the Winter Solstice appeared first on Seapoint Center for Collaborative Leadership.

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How to Stay Competitive in the Evolving State of Martech

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

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Success with Your Valuable Volunteers

Partners Preceptors

Danielle Jessup, CMP Many organizations around the world are changing due to COVID-19. Potentially the organization structure has changed but the workload has increased. Now is the time to enhance your organization’s volunteer program.

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Create Valuable Partnerships with Your Best Customers

CoSell

How can you create valuable partnerships? It’s a big question that’s on everyone’s minds. We’re looking for fresh ways to add value to our best customers. Much like a personal relationship, a customer partnership works best when you focus on authentic success. If you’re only focused on short-term gains, the partnership won’t survive long term. In the last few weeks, I’ve found myself having this conversation over and over again.

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STANDARDS, FIRE HYDRANTS, AND THE GREAT BALTIMORE FIRE

ISTO / IEEE

Contributed by Bill Narin, Global Business Development, IEEE-ISTO. The Year Was 1904. Crossword puzzles, canned beer, and sliced bread hadn’t been invented. The American flag had 45 stars and the average American worker made 22 cents an hour. The San Francisco Earthquake was still two years in the future. The Great Chicago Fire was three plus decades in the rear view mirror — the first well known use of which, by the way, would occur in seven more years when driver Ray Harroun used one in

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Two universal challenges to scaling revenue-generating partnerships (Part 1 of 3)

PartnerTap

This is the first installment in our three-part series on scaling revenue-generating partnerships. Strategic partnerships can help source and accelerate sales deals, and also create a lock-in effect for joint customers that reduces long-term churn. But scaling a revenue-generating partnership program is not easy. It requires a strong foundation of security, data, access, and trust.

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25 Tips for Successful Partnerships & Alliances – introduction part 2

Peter Simoons

I will publish my ebook “25 tips for successful Partnerships and Alliances” in parts here on my website. Every other week a tip from the book will be shared, in the weeks in between I will publish my regular column. If you prefer to read the tips in the ebook faster rather than wait a full year then click here to purchase your own copy of the book. Introduction part 2.

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Maximize Productivity and Simplify IT Management with Conversational AI

ChatGPT has dominated boardroom conversations for months now. From drafting a stock trading program, to creating a SQL query to model data, there are practically no limits to the applications of the AI language model assistant. At ManageEngine, we have been working on our own AI-assistant, Zia. Zia is a fully-trained analytics assistant that can perform a range of functions such as creating and adding reports to dashboards, providing conversational support to data analysis, insight discovery, bu

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Is There a Scientific Formula For Start-up Success?

INSEAD Knowledge

Founders make fewer mistakes and pivot in the right direction when they learn to challenge their own assumptions and experiment continuously.

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Changing How We Change: A practical guide to leading virtual transformation beyond the crisis

Thinkers 50

Changing How We Change. A practical guide to leading virtual transformation beyond the crisis. by Susie Kennedy. As the world moves beyond this phase of Covid-19 organisations are reimagining their futures, and virtual teams are leading transformation. So, we must adapt how we lead change. Here are some practical lessons to help leaders of change succeed in a virtual world.

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Building and Growing Customer Relationships

CoSell

We’re all searching for customers who share our values and understand our brand’s essence. While we often think about customer relationships in terms of numbers, each one is a personal relationship built on trust and relies on empathy. It’s a question of shared understanding and shared values. The real strength is the quality of trust and empathy. In many ways, a customer relationship is a lot like other friendships, connections, and relationships.

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What are Kanban Board Swimlanes? And How to Use Them

Planview Blog

Kanban board swimlanes are horizontal lanes on your kanban board that help to separate and further define your workflow. These lanes allow teams to surface or highlight related work items or tasks that follow a similar process. Your team might utilize swimlanes to keep track of tasks for different products or cross-team dependencies, for example. It allows you to easily spot issues or bottlenecks and identify exactly where they’re coming from so that you can keep work flowing.

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How to Leverage Intent Data for Better Outcomes

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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The Second Universal Challenge Enterprises Face While scaling Revenue-Generating Partnerships (Part 2 of 3)

PartnerTap

This is the second installment in our three-part series on scaling revenue-generating partnerships. You can find the first article, and the first challenge, in the series here. Universal C hallenge #2: can’t co-sell without the right data, access, insights, and technology. There are many companies that have invested in teams of people to manually account map and connect sales reps with partners on a case-by-case basis.

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6 Innovation Leaders Share What Inspired Them in 2020

Hype

This year has been tough. We've experienced some highs and some profound lows. Some of us were able to find silver-linings throughout the last nine months as our commutes vanished, and we all got a lot more use of our homes. Maybe you realized you had more time to read. Maybe you started a new hobby, like baking. Or maybe you spent time working on new ways to connect with your team (as well as loved ones) virtually.

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How Technology Threatens Mental Health – Especially if You’re Inauthentic

INSEAD Knowledge

When the personality you show the world doesn’t match your true self, it can sap the energy you would otherwise need to deal with technostress.

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How COVID-19 is Helping Countries Transform into Cashless Societies

Frost & Sullivan

While COVID-19 helped increase digital payment adoption, 2021 will be the critical year to retain these users by demonstrating the convenience of digital payment solutions. The world paused in 2020. What started as a localized outbreak in Wuhan grew into a global health crisis. In a blink of the eye, COVID-19 became a pandemic. In an attempt to stop the pandemic from claiming more lives, governments in different countries issued restrictions on people’s movement.

Banking 105
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The Essential Guide to the Buying Experience of the Future

Your buyers’ lives, preferences, and expectations have changed. Over two-thirds of buyers prefer remote or digital interactions — and they expect those interactions to be substantive and valuable. They hold sellers to a high standard, and that means the buying experiences of the past — in-person meetings, transactional conversations, and linear sales funnels — no longer deliver.

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Qualifying Your B2B Sales Opportunity with Clarity

CoSell

We dream of lots of clients…but what happens when you’ve got too many prospects? I just got off the phone with Ned*, a regional Sales V.P., who I’ve known for years. He was bemoaning the fact that he didn’t know exactly how to qualify the quantity of sales opportunities from his team. “Our team is seeing so many different B2B leads and we’re scrambling to figure out where to focus our time.

Utilities 245
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Managing Risks with ROAM in Agile

Planview Blog

Effective risk management is critical to the success of any project, but SAFe® doesn’t offer a clear-cut solution for how to go about it in a scaled Agile environment. Here’s how ROAM risk management can help ensure that you’re effectively managing risks at every level of your Agile organization. Why Risk Management? The importance of effectively, proactively identifying and managing risks cannot be overstated.

Insurance 105
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Drive More Revenue with Automated Account Mapping

PartnerTap

According to a study by Forbes , on average, sales reps only spend 35% of their time selling. The other 65% is spent on everything else. That is way too much time spent doing other activities! Automated account mapping allows reps to uncover opportunities and get in front of prospects and customers more frequently. Having your sales teams spend more time selling to qualified buyers will drive more revenue for the business.

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Crucial Yet Overlooked: Why We Must Reconcile Legal and Technical Approaches to Algorithmic Bias

Partnership on AI

If we’re not careful, existing law may lead to a world where our efforts in the machine learning community to mitigate algorithmic bias are deemed illegal. . Algorithmic tools are not new technology. Credit scores, which use data to predict a person’s likelihood of paying their debts, have been used in the United States since the 1960s. . What is distinct, however, is the extent to which algorithms have proliferated, increasingly affecting a wide variety of important decisions.

Legal 105
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5 Essential Virtual Selling Practices Every Company Must Have by 2023

Speaker: Erika Bzdel - Vice President of Sales and Craig Simons - Director of Marketing

Virtual sales success requires new ways of thinking. Sales managers, trainers, sales enablement managers, and sales reps across all industries must adjust to this digital transformation. That doesn’t mean, however, that you can transfer the old ways of doing business to the new blended selling environment. You need to implement essential virtual selling processes or you will get left behind.

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The New Business Models (and Jobs) in Blockchain

INSEAD Knowledge

From finance to smart cities, distributed ledger technology is beginning to deliver on its vaunted potential in several key sectors.

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All the Joys of the Season

Vantage Partners

As we close out 2020 and look forward to 2021, we hope you are able to enjoy this special time of the year. Best wishes to you and your family, from all of us at Vantage Partners!

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Building a Winning Go-To-Market Strategy

CoSell

Are you looking for ways to diversify your revenue and make your business viable in any economic conditions? Are you planning for growth that withstands economic setbacks? Let’s look at a hands-on way to build a winning go-to-market strategy. In many sales organizations, we’re always talking about go-to-market strategies. In shorthand, we refer to it as GTM.

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Recovery Friendly Workplace Update

Chameleon Sales

The Chameleon Group is, and has been, a long-time partner and advocate for Recovery Friendly Workplace, an initiative led by New Hampshire Governor Chris Sununu. This initiative provides resources and support to businesses to support employees in recovery from substance use disorder. This initiative is the first of its kind in the nation. As a partner, Chameleon has been featured locally by NHPR , New Hampshire Union Leader , and Seacoastonline.com.

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Strategic ABM Gifting: A CMO’s Silver Bullet to Engage the Enterprise

Today’s customers are hungry for human connections, but how do you break through the digital noise? How do you connect on a more personal level? A strategic ABM gifting campaign can help. You can target accounts and prospects by sending gifts or direct mail. It will help you stand out from the crowd and increase your chances to connect. Download Sendoso’s complimentary eBook to learn: Effective ways to level up your gifting strategy for the enterprise customers.

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Agile Team Names: What’s in a name?

Planview Blog

In traditional organizations, teams don’t have to think much about their team name, because it’s usually defined by their function: Marketing team, sales team, etc. But Agile team names? Those require a bit more thought. Choosing a unique Agile team name can be a fun, creative exercise that helps to solidify your team’s identity and reinforce Agile values.

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Developing Guidance for Responsible Data Enrichment Sourcing

Partnership on AI

In the fall of 2020, the Partnership on AI (PAI) convened a series of online workshops to refine guidelines for the responsible sourcing of data enrichment services. This Workshop Series was part of the larger Responsible Sourcing Across the Data Supply Line initiative, which seeks to develop actionable resources for artificial intelligence (AI) practitioners to ensure quality working conditions for the people who clean and label training data or otherwise contribute human judgment to AI systems

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Doing Good: Where Sustainable Investing Gets It Wrong

INSEAD Knowledge

A high sustainability rating does not necessarily equate to real sustainability impact (and profit).

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