Revegy
JULY 20, 2021
Have you ever noticed the grace and finesse of the women’s gymnastics team? Have you ever wondered what kind of teamwork they put into planning, training, and performing? We all know it’s a demanding sport that requires hours of effort, constant support, and ongoing coaching. Account-Based Selling isn’t much different in concept when you think […].
OnStrategyHQ
JULY 10, 2021
Connecting the work of employees to a company’s overall strategic plan accomplishes a number of things. For starters it helps achieve the desired outcomes of the plan itself. Growth, profitability, new market penetration, recurring customers, you name it. But aligning people to company goals and allowing them to see how they individually contribute, what they’re accountable for, and how they’re part of the bigger picture often achieves more than goals themselves.
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Flevy
JULY 14, 2021
Do people always follow a rational linear process to come to a decision? Studies have suggested that a combination of Decision Making Models are used by people to reach quality decisions. Strategic Decision Making is a complex process with a lot riding on those decisions. Eliminating risk from Decision Making is unthinkable but radically enhancing chances of success is a realistic goal.
Strategic Account Management Association
JULY 13, 2021
By Dominique Côté, Founder & CEO, Cosawi & Principal, The Summit Group. Disruption Leads to Innovation. Disruption, although most times unwelcome, gives way to innovation. This last year has certainly proven this saying. Could the mother of creativity and innovation, in fact, be disruption? We have seen seismic shifts in industries like events and hospitality that have been devastated by the pandemic.
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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.
Holden Advisors
JULY 26, 2021
At Holden Advisors, we believe a value-based approach is the best way to set a fair price for your products and services. But data-driven pricing, when done right, will lift your profit margins in the short term. Here’s the story of how hunting down hidden data turned profits around for one company. I am a firm believer in value-based pricing. But more often than not, companies don’t commit the time nor the resources to uncover and quantify the value they create for their customers.
Software Sales Guru
JULY 19, 2021
Action Items “When you leave a sales meeting, it shouldn’t only be you who has an action item. The customer needs to have an action item too.” This statement came from a salesperson in one of my training sessions. Though early in her sales career, she had already realized that you need the prospective customer to buy-in to the process and work with you to.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Engage Selling
JULY 16, 2021
I’ve been emphasizing to a number of clients the importance of creating an “early warning system.” It’s a system that helps you identify and prevent client departures. And one of the biggest warning signs or triggers we have discovered is … Read More » The post Catching a Loss Before It Happens | Sales Strategies first appeared on The Sales Leader.
Help Scout
JULY 20, 2021
Being “customer-oriented” boils down to one idea: helping people. As simplistic as it sounds, this ethos is the key to making it work as an organization. While there are many skills you need to help customers effectively, there’s a more profound outlook that informs the daily actions of customer service all-stars. The core characteristics that make a company customer-oriented add up to the ability to fulfill the ultimate purpose of helping people, regardless of challenges along the way.
Customer Think
JULY 4, 2021
What is the point of a product or service? To benefit the people who use it! A successful product or service will focus on user experience as a metric of success. A big part of this is to look at interactive design. Interactive design is the relationship between the digital product and the consumer. In […].
Holden Advisors
JULY 9, 2021
Is it possible to double your price and not lose any customers? Yep. If you’d asked me last year, I wouldn’t have believed it either. But that’s exactly what happened with one of our clients. In the end, our client’s revenue increased nearly $100M without losing customers. Here’s how we worked together to make this unbelievable situation a reality. Determine Negative Elasticity.
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.
Software Sales Guru
JULY 5, 2021
Giving Concessions is Not Negotiating Master negotiators make sure their counterpart walks away from the table feeling like a winner. And they do so with a minimum of concessions. Yet, the paradox is that sellers who give away huge concessions easily, will end up with an unhappy prospect who harbors some vague, inexplicable sense that he’s been cheated.
The Center for Sales Strategy
JULY 14, 2021
Have you ever heard music that was so brilliant, you couldn’t even carry on a conversation while listening? I had a friend in college who played like that. Her audiences would be nearly silent as she played, mesmerized by the sound, until her last note when they would go nuts! She practiced both the piano and the guitar often, simply because she loved it, and she often played for us upon request.
Engage Selling
JULY 2, 2021
I was working with a group of high performing salespeople years ago—well before the pandemic. And one of them was whining and complaining to me about how he was losing all of his business to the competition. The competition was … Read More » The post Generalizing from a Negative can Sabotage Your Mindset | Sales Strategies first appeared on The Sales Leader.
Help Scout
JULY 29, 2021
There are many excellent reasons to create and publish FAQ content for your product. First, 70% of customers prefer to use a company’s website to get answers on their own. Having a knowledge base full of how-to articles and answers to frequently asked questions empowers your customers to find their own solutions to the problems they’re encountering.
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
Customer Think
JULY 21, 2021
Businesses now realize the need for a customer-centric approach to transforming their customer experience (CX). According to the Zendesk Customer Experience Trends Report 2021, 75 percent of company leaders agreed that the global pandemic accelerated the acquisition of new technologies to get customer-centricity right. But, there are challenges too.
Hubspot Sales
JULY 20, 2021
Knowing how to write a friendly reminder email is one of the best tools for being efficient with your time. It's perfect for nudging people about upcoming meetings, missed payments, job applications, important events, and more. But to come across as friendly and helpful, instead of impatient and pushy, you have to land on the right tone and timing. If you get both right, an email reminder can actually be a relief to recipients when the week gets jam-packed.
RAIN Group
JULY 7, 2021
By failing to prepare, you are preparing to fail. ?. - Benjamin Franklin. We acknowledge that sometimes you can't prepare for a sales call or—hallelujah—a buyer calls you out of the blue. It's reasonable to suggest that, on occasion, sales calls are appropriately deemed 'exploratory discussions'; the kind of discussion in which we just talk and 'see where it goes.'.
Sales Readiness Group
JULY 31, 2021
The success of a sales training initiative is based on multiple considerations as noted in my prior blog posts: How to Choose the Best Sales Training Company. 4 Key Factors to Create a Sales Training Program That Delivers Results. In reflecting on these posts, I quickly realized that that not all criteria carry an equal weight, and that the “X Factor” that makes for an outstanding training program is the facilitator.
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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.
Engage Selling
JULY 30, 2021
I recently watched a presentation that underscored the best practices of top performers. In particular, one topic they highlighted was morning routines and how top performers had a strict morning routine. For example, they wake up at 4am, work out, … Read More » The post Make Your Daily Routine Your Own | Sales Strategies first appeared on The Sales Leader.
Help Scout
JULY 13, 2021
Sometimes the customer service teams who are supposed to be solving problems somehow manage to make them so much worse instead. These are their stories — along with some tips to help you avoid ending up on this list next time we update it! 1. Running from responsibility The root of many terrible customer experiences is a company that is happy to collect money from a transaction but not to accept responsibility when things go wrong.
Customer Think
JULY 28, 2021
In a world where smartphones are ubiquitous and 76% of adults living in advanced economies have a world of information at their fingertips, it should be no surprise that the future of marketing lies in tapping into the customer’s online experience. Image Source Ecommerce multichannel marketing—consistent brand presence across multiple online and offline channels—is an […].
Hubspot Sales
JULY 5, 2021
Exemplary sales managers don't just pop up out of nowhere. And very few — if any — reps can assume a management role and thrive, based strictly on intuition. No, it takes thorough, thoughtful training to get there, and that process is rarely self-explanatory. Even the most effective sales leader might struggle to turn a rep who seems like "management material" into a successful manager.
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.
Sandler Training
JULY 15, 2021
There is clearly a limited supply of raw materials and finished goods around the world at the moment. The post How to Sell Through Supply Chain Issues, Product Shortages, and Service Delays appeared first on Sandler Training.
The Center for Sales Strategy
JULY 23, 2021
- MOTIVATION -. "Lightning makes no sound until it strikes.”. - Martin Luther King Jr. - AROUND THE WEB -. > It’s Time to Ditch these Outdated Sales Techniques – LinkedIn. If a salesperson from 20 years ago suddenly showed up in a DeLorean and tried to dive right back into the art of selling today as they knew it back then, they wouldn't be likely to have much success.
Engage Selling
JULY 9, 2021
As the post-pandemic landscape continues to reveal itself in today’s marketplace, price increases are a defining characteristic…and a pain point for many of us. In some markets, these increases are incremental bump-ups. But in others, the spikes are meteoric, due … Read More » The post When Prices Go Up, Sellers Get Down to Business first appeared on The Sales Leader.
RAIN Group
JULY 21, 2021
Take a moment to think about a time when you had a period of deep focus in which your work performance and productivity were at a high. Everything clicked. You nailed the deadline. Made the leap. Produced 10X. Everything came into focus. Wouldn’t it be great if you could have that level of focus and achieve that extreme productivity all the time—or even most of the time?
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.
Customer Think
JULY 21, 2021
Apart from a lot of other CX-related topics like e.g. customer data platforms, customer journey orchestration, configure, price, quote, artificial intelligence, machine learning, robotic process automation, and many more, there is another topic that currently gets quite some attention. Low code and no code platforms. It is said that low code / no code enables […].
Hubspot Sales
JULY 7, 2021
When it comes to sales deals, there's always a variety of moving parts such as deal tracking, prioritization, organization, analysis, and more. On top of that, sales reps work on more than one deal at once and speak to different people with unique needs across each of those deals. This is where deal management comes into play — the process by which you can simplify and organize different aspects of your sales deals to improve efficiency, performance, and conversions.
Sandler Training
JULY 2, 2021
Recently, the Sandler Research Center set out to discover current operation challenges and changes faced by sales leaders in a more digitally oriented selling environment. The post Up-Skilling: A Major Challenge Facing Sales Leaders in the Second Half of 2021 appeared first on Sandler Training.
The Center for Sales Strategy
JULY 21, 2021
Imagine this scenario: You’re managing a seller who is excellent at developing close relationships with their clients, but you’ve noticed they've been running late to several prospecting meetings in recent weeks. You want them to be on time for their meetings and are preparing to give them feedback on this issue. Which style of feedback do you think would motivate them to be more punctual?
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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
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