Software Sales Guru
APRIL 25, 2022
Lessons From a Savvy Seller A seasoned sales leader, who I had the privilege of working with, pointed out that, as a young salesperson, he made three mistakes at the end of a long sales cycle as he entered the final negotiation: No real plan. His plan was “to get the deal.” Ask for the order. When his old boss asked how he intended to. Read more. The post Lessons From a Savvy Seller appeared first on Software Sales Gurus.
Engage Selling
APRIL 1, 2022
?? Getting time on your side is a powerful strategy that will help you win more business! What do I mean by “getting time on your side”? I discuss this … Read More. The post Win More Business With This Strategy | Sales Strategies first appeared on Colleen Francis - The Sales Leader.
Strategic Account Management Association
APRIL 25, 2022
By Tania Lennon, Global Space Lead, Talent Assessment and Leadership at ZS and Denise Juliano, Vice President, Life Sciences Premier Inc. SAMA is proud to offer this 2nd article in the 4-part series on the importance of SAM / KAM leadership. In this series we explore the key capabilities that drive the success of great … Continue reading KAM Leader Series: Delivering for Customers.
Upland
APRIL 26, 2022
Altify’s Spring ’22 release introduces Altify Account Plan: a long-awaited capability that’s included for all Account Manager customers. With Altify Account Plan, sellers can start building pipelines faster by working directly at the account level in Salesforce to understand people, problems, and potential. The Spring ’22 release also includes a handful of key enhancements to Relationship Map and Sales Reference Manager designed to boost productivity and collaboration.
Advertiser: ZoomInfo
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The Center for Sales Strategy
APRIL 20, 2022
Every relationship has ups and downs, and that includes relationships between coworkers. The members of your sales team might be going through problems at home that can cause problems at work. There might be conflicts with other members of the sales team. When problems exist in other areas of life, it can affect the accountability of the whole sales team or individual team members.
Force Management
APRIL 6, 2022
The past few years led to drastic shifts in hiring and recruitment process, impacting organizations of all sizes and in all industries. More recently, it has been imperative that organizations have a strategic approach in order to hire and retain top performers. Ensure you’re hiring the right talent for growth and at the same time creating an environment that supports your people’s success.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Account Manager Tips
APRIL 11, 2022
table of contents. The business of expertise How to ask a client for a referral What I'm reading Addicted to tabs? In other news Quote of the week Final word. The business of expertise I read a lot. I also take a lot of notes. But they all end up buried away in some folder far, far away from my memory. So, I decided to sign up for Readwise. Have you heard of it?
Strategic Account Management Association
APRIL 12, 2022
By Javier Marcos, PhD, Director, Key Account Management Forum Strategic account managers face increasing pressure from their strategic customers in the form of enhanced quality of service expectations, growing product requirements and further customization of their offers, amongst others. To respond to these pressures effectively and to grow business with their strategic accounts, SAMs need … Continue reading ?
Hubspot Sales
APRIL 1, 2022
Maintenance teams need structure to do their jobs effectively — guesswork always needs to be kept to a minimum. That's why they leverage documents known as work orders to delegate and track their tasks and responsibilities. Here, we'll go over what work orders are, see what they might cover, review the difference between them and work requests, detail the work order management process, and get a helpful template for you to make work orders of your own.
The Center for Sales Strategy
APRIL 15, 2022
- MOTIVATION -. "I walk slowly, but I never walk backward.". - AROUND THE WEB -. > Should Business Owners Be Raising Their Prices Right Now?– The Great Game of Business. We asked the President of The Great Game of Business, Darin Bridges if he thinks business owners should be raising their prices right now. His response was, "hell, yes.". Protecting Margins Now, So You Can Fund Growth Tomorrow We've always had a saying at SRC.
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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.
SBI Growth
APRIL 6, 2022
Q1 is over and a strong indication of how the remainder of 2022 will unfold. Sales bookings are the starting point for predictable and sustained revenue performance, thus, having a consistent forecasting and pipeline process allows executives to adequately drive business objectives aligned to revenue growth targets.
Engage Selling
APRIL 29, 2022
???? In this week’s Sales Strategy, I’m going to share with you one of the best strategies I know to increase closing rates. It involves getting more people engaged from … Read More. The post One of the Best Strategies to Increase Closing Rates | Sales Strategies first appeared on Colleen Francis - The Sales Leader.
Sales Gravy
APRIL 22, 2022
LinkedIn is one of the greatest tools ever created for sales professionals. It ranks right up there with the car, telephone, and the internet. Leveraging LinkedIn gives you the ability to connect with and learn more about prospects and customers than at any other time in history. Sales professionals who master LinkedIn quickly rise to the top of the ranking report.
Strategic Account Management Association
APRIL 26, 2022
By Brian Doyle, President, Holden Advisors Business decisions are usually made by decision makers at two ends of a spectrum. At one end are the innovators, who want to try new things and aren’t afraid of failing. At the other end are those who fear making a bad decision and getting called out for it. … Continue reading How to Sell Innovative Ideas (When Everyone’s Terrified to Take Risks).
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.
Hubspot Sales
APRIL 6, 2022
"Hi there. I'm not available right now. Please leave a message and I'll get back to you. Beeeep.". This interaction (or lack thereof) can be a sales rep's worst nightmare, and for good reason — leaving a good sales voicemail is hard. But it's an integral part of sales that cannot be ignored. Here, we'll discuss seven voicemail mistakes and how to recover from them, plus give a few example scripts to inspire your next call. 7 Voicemail Mistakes + How to Recover. 1.
The Center for Sales Strategy
APRIL 11, 2022
Often, a sales funnel and sales pipeline are confused. They are not the same, and both have a distinct purpose along the path to purchase. They both provide an incredible amount of intelligence when examined in part and as a whole. Marketers and sales leaders that collaborate closely will learn that ensuring the sales funnel and pipeline are both full, healthy, and clean defines some of the biggest indicators of revenue success.
RAIN Group
APRIL 22, 2022
Sellers who win consistently plan to win from the start. They're methodical in their approach to opportunities. They carefully map their sales process to the buyer's, set goals for every meeting, and do an exceptional job of communicating value.
Force Management
APRIL 28, 2022
The Revenue Builders Podcast, hosted by John McMahon and John Kaplan, has quickly become part of the weekly routine for business leaders in all stages of their careers. McMahon, Kaplan and their guests get real, digging into timely topics with some of the most successful business leaders in all company disciplines (i.e., Sales, Finance, Product, Engineering, Customer Success, Executive Leadership, etc.).
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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.
Flevy
APRIL 20, 2022
How do we acquire quality, actionable Market Intelligence for emerging markets ? To make good business decisions, we require good data—i.e. good Market Research & Intelligence. For developed markets, the function of Market Intelligence is mature practice, where data can be reliably obtained. This is the not the case for emerging markets. Many multi-national organizations, when entering into an emerging market , make the mistake of simply importing their domestic models into emerging markets
Engage Selling
APRIL 22, 2022
Do you have lies in your inbox? “Hi there! Greetings! On my visit at your office, I found out that your organization is still using the manual registers for visitor’s … Read More. The post Lies in Your Inbox first appeared on Colleen Francis - The Sales Leader.
Hubspot Sales
APRIL 19, 2022
When choosing a platform for your ecommerce business, it’s important to do your research. That means deciding whether you should build your own ecommerce site instead of using an existing marketplace or platform or pair third-party tools with your site — like using HubSpot’s Sales Hub on your Shopify or BigCommerce store. Once you've landed on the option that best suits you, you have to actually pick one.
The Center for Sales Strategy
APRIL 6, 2022
Our founder, Steve Marx, used to say that things should be no longer than they need to be, but also no shorter. Applying that to the sales process, it should take no longer than it needs to be effective, but also no shorter. In the sales process, some prospects are traveling toward you; others are traveling away. It would seem that we should just pitch and close the ones that are traveling quickly toward us, right?
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.
Kainexus
APRIL 27, 2022
If you look at any of the most popular business process improvement methodologies, you'll find that data visualization is a common theme. Kanban , for example, is focused on visualizing workflow. Fishbone diagrams are often used to uncover cause and effect, and histograms are used by Six Sigma practitioners and others. We want to introduce you to one more tool that can play an important role in the quest for continuous improvement, mind mapping.
Force Management
APRIL 22, 2022
Successful companies are finding new ways to differentiate their approach to talent management as they face the ongoing complexities of the Great Resignation.
Flevy
APRIL 20, 2022
As you find ways to get your customer acquisition costs (CAC) low, you may try a lot of tactics to get it to work for you. One vital element is a feedback loop. It is used to take results from your existing process and improvise on the process elements with tweaks or major shifts to get a better outcome. In marketing, feedback loops can make or break your future campaigns based on how you see your current results.
Engage Selling
APRIL 8, 2022
A Sales Prevention Department? You might have one. Right on the Money thinking is all about getting your business back on the right footing so you can compete and grow … Read More. The post The Dreaded Sales Prevention Department first appeared on Colleen Francis - The Sales Leader.
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.
Hubspot Sales
APRIL 4, 2022
B2B cold calling is one of the most frustrating but essential pillars of many a sales org's operations. It has a brutally low conversion rate, often involves some personal attacks, and can take the wind out of even the most resilient rep's sails. Still, despite all of its flaws, it's one of the most ultimately effective ways to connect with new prospects — so anyone who's tasked with doing it should have a solid grip on how to nail it.
The Center for Sales Strategy
APRIL 19, 2022
Don't do it. I know you want to do it, but you can't. Seriously! STOP IT! "Do what" you innocently ask? Pitching your product or service in your first meeting with a new client. "But…but…but," I can already hear your excuses. "We are SALES people! We are supposed to SELL!". Technically, yes, you are "supposed" to sell, but not yet! Be patient. Follow the process.
The SAMA Podcast
APRIL 19, 2022
Rather than thinking about what you could do, think about what you have done. Where do you feel you’ve made the greatest impact out of everything you have done? The Congruity Group leader Betsy Westhafer found her forte when she realized that Customer Advisory Boards were her strongest suit. She sits with Denise Freier to tap into the undeniable power of the Customer Advisory Boards.
Force Management
APRIL 13, 2022
There’s not a sales leader out there who isn’t trying to accelerate growth. Even if you are working at a company that is driving record numbers, you're likely focused on ensuring you can scale that growth and avoid stalls. How do successful leaders ensure that they are able to maintain their company's growth rate over time?
Advertiser: ZoomInfo
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