Hubspot Sales

OCTOBER 9, 2019

Just like Liam Neeson in " Taken ," to be a successful salesperson, you need to have a particular set of skills. As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% more deals and the profit margin on sales-won improved by 12.2%.

Sales Training 144

Sales Training Sales Decision-making Communication 144

SBI Growth

OCTOBER 2, 2019

You see it all the time. An executive leader is scared to make bold decisions required to grow the firm. We call it “Incrementalism.” They quickly review minor successes of the past year and re-up. The meagerly reallocate funds towards.

Decision-making 104

Decision-making B2B Marketing Sales 104

RAIN Group

OCTOBER 9, 2019

LinkedIn is a powerful prospecting and sales tool. It’s a great way to connect with new buyers, stay top of mind, and engage with your network.

Sales 100

Sales 100

Engage Selling

OCTOBER 18, 2019

Are you setting your sales managers up to fail? A few years ago, I met an executive running sales teams who had recently been promoted to the role. He gave new meaning to the term “hands off.

Sales Management 100

Sales Management Management Sales Sales Leadership 100

Advertisement

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.

Sales Management

Nutshell

OCTOBER 1, 2019

It always pays to read the fine print—especially when it comes to Salesforce contracts. While Salesforce remains the most well-known name in CRM software , their billing practices, one-sided contracts, and minimal user support can make them a bad fit for small businesses. Many Salesforce customers have encountered substantial financial hardships and unbelievable frustration simply because they didn’t know what they were getting themselves into.

Negotiation 99

Negotiation CRM Software Software 99

Groove HQ

OCTOBER 15, 2019

Josh Kohlbach developed a unique customer experience strategy during his time working as a marketing consultant for small businesses. Business was good, and demand was strong. So strong, he soon hired two developers to help him keep up with the work. The problem was: the business was taking over his life. “I think we ran […]. The post Customer Experience Strategy: How This Startup Used Customer Reviews to Gain Traction appeared first on Groove Blog.

Customer Experience 97

Customer Experience Small Business Marketing 97

SBI Growth

OCTOBER 1, 2019

Mapping the Customer Journey Is Complex – but It’s Worth the Effort.

Marketing 103

Marketing Sales 103

Tidio

OCTOBER 14, 2019

The year 2019 was great for the customer support field. We’ve seen the emergence of some trends that are slowly but surely becoming a must for e-commerce businesses. To summarize the most important trends in customer support in 2019, we’ve decided to craft a quick customer support guide. There, you’ll find answers to all the burning questions and much, much more.

eCommerce 96

eCommerce Communication Decision-making Customer Success 96

CSSP

OCTOBER 4, 2019

Annual Strategic Planning. Strategic Planning should not be a one-and-done business process. As a rule, your organization should conduct annual strategic planning even though it’s time horizon is typically multiple years. Why, you ask? Isn’t a strategic plan valid for more than one year? No, for a number of reasons. First, if the rate of change in your competitive environment is rapid.

Supply Chain 89

Supply Chain Innovation Profitability Strategic Thinking 89

Nutshell

OCTOBER 9, 2019

“National Customer Service Week.” It sounds like a made-up holiday that megacorps use to keep their frontline customer service representatives happy. In reality, National Customer Service Week has been recognized by U.S. Congress since 1992 (the irony is not lost on me). It’s a no-brainer that a happy customer service team will do a better job of caring about your business’s customers.

Customer Experience 95

Customer Experience Prioritization CRM Customer Success 95

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.

The Center for Sales Strategy

OCTOBER 23, 2019

Media 87

Media Sales 87

Hubspot Sales

OCTOBER 11, 2019

Mark Zuckerberg once said, "Move fast and break things. Unless you're breaking stuff, you're not moving fast enough.". However, that tendency in startups can lead to burned-out sales reps and a business ill-prepared to scale. That's why the goal shouldn't be to grow fast but to grow better. So when you experience slow business, remember that slow and steady wins the race.

Brainstorming 141

Brainstorming CRM Media Decision-making 141

SBI Growth

OCTOBER 4, 2019

As Summer wraps up and a successful third quarter draws towards a close, it’s time for sales leaders to start looking towards 2020 and beyond as part of the annual planning process. Amongst the plethora of reports and discussions to.

Sales 91

Sales Marketing 91

Engage Selling

OCTOBER 31, 2019

The key to faster sales is extremely obvious, yet also counterintuitive. It has to do with your efficiency. Obvious, right? Not so fast.

Sales 86

Sales Organization 86

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

B2B

Corporate Visions

OCTOBER 10, 2019

The post The Deciding Journey: Four Value Conversations You Need to Master by Tim Riesterer appeared first on Corporate Visions. When you think about the customer journey, you might recall the stages in a typical buying journey model, like Awareness, Consideration, and Decision. But in practice, the B2B customer buying journey doesn’t follow such a broad or predictable sales process.

e-Learning 84

e-Learning Profitability Acquisition Meetings 84

Nutshell

OCTOBER 21, 2019

The ability to see things from your customer’s perspective is a huge advantage in B2B sales and marketing. Buyers will always place more trust in a salesperson who treats them like a human being, not just a phone number on a lead list. Brian Carroll is the founder of the B2B Lead Blog , author of the best-selling Lead Generation for the Complex Sale , and the Founder and CEO of Markempa , which helps organizations improve their demand generation and sales results through empathy.

Marketing 90

Marketing Sales B2B Decision-making 90

The Center for Sales Strategy

OCTOBER 3, 2019

Sales enablement is a broad and powerful term that covers a lot of sales functions under one large umbrella. We define sales enablement as the strategy, content, technology, and training that empowers sales teams to sell smarter and faster. Sales enablement tools put the right resources and content in the salesperson's hands right when they need it.

Sales 84

Sales 84

Hubspot Sales

OCTOBER 11, 2019

As a business owner, entrepreneur, or manager (or all the above), you know how important sales is to the success of your business. Salespeople make critical prospect connections, communicate the value of your product or service, and directly impact your bottom line. However, it’s also no secret that salespeople can sometimes get a bad rap — ever see a comic strip or a meme poking fun at the stereotypical pushy, tactless nature of the traditional salesperson?

Negotiation 140

Negotiation Software Software Onboarding 140

Advertisement

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.

Meetings

RAIN Group

OCTOBER 2, 2019

Sales success doesn't just happen. Sales winners aren't born with special knowledge or abilities that others don't have. Maybe it looks that way when you watch top performers from the outside, but they've worked to hone their skills, constantly learning and improving. And guess what? The secret to sales success isn't, as Blake says in Glengarry Glen Ross , to "Always be closing.".

Sales 83

Sales 83

Engage Selling

OCTOBER 3, 2019

You’ve probably heard some of the buzz around leading with fear.

83

83

SBI Growth

OCTOBER 8, 2019

Earlier this year, SBI consultant Kirk Snider wrote, “the only way to provide a good experience is to listen to what your customer is saying.” In his article, he shares why implementing different, and numerous types of listening paths are.

Marketing 83

Marketing Sales Customer Experience Customer Success 83

Nutshell

OCTOBER 31, 2019

Selling your product to the wrong market segment can often feel like barking up the wrong tree, or more specifically, barking up tens of thousands of wrong trees. Since the invention of funnel reports, salespeople have been standing around whiteboards trying to crank up their conversion rates. Nearly everybody in the industry has, at one point or another, heard someone reasoning that simply adding more people to the funnel will improve their sales numbers while preserving their conversion rate.

Marketing 90

Marketing Advertising Supply Chain Decision-making 90

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.

Sales

The Center for Sales Strategy

OCTOBER 14, 2019

Do you often struggle with time management? Do you always have way too much to do? Do you ever feel buried in work? If you answered "yes" to these questions, you may not be delegating as much as you should. Delegation is one of the talents that separate the best from the rest in sales management and is crucial to developing the strengths of others, yet it’s often something leaders don’t think about on a regular basis.

Sales 81

Sales Sales Management Management 81

Hubspot Sales

OCTOBER 14, 2019

It’s no secret that selling to other businesses is tricky. You simply won’t succeed if you don’t take B2B selling for what it is: a high-stakes selling game that requires an entirely unique approach from direct-to-consumer selling. Before we dive into the insider tips, let’s get crystal clear on what B2B selling entails. When done right, B2B sales have the potential to be both extremely lucrative and deeply rewarding.

B2B 138

B2B Value Proposition Decision-making Sales 138

Sales Readiness Group

OCTOBER 7, 2019

The short answer is "it depends." In this video, we share four proven management actions you can take to improve performance. Watch now to learn step by step how to solve performance issues or avoid wasting time with someone who's just not a good fit.

Sales 77

Sales Management Sales Management 77

Engage Selling

OCTOBER 11, 2019

Could your organization be giving into certain stereotypes? There are a limitless amount of companies out there seeking to cater to certain generations.

Organization 83

Organization Sales 83

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.

Supply Chain

SBI Growth

OCTOBER 5, 2019

Studies have shown that up to 90% of strategies fail to implement. The key reason for lack of implementation comes down to business execution and the inability to mobilize the entire organization towards a common outcome. You probably read a.

Organization 81

Organization Acquisition B2B Marketing 81

Nutshell

OCTOBER 31, 2019

Selling your product to the wrong market segment can often feel like barking up the wrong tree, or more specifically, barking up tens of thousands of wrong trees. Since the invention of funnel reports, salespeople have been standing around whiteboards trying to crank up their conversion rates. Nearly everybody in the industry has, at one point or another, heard someone reasoning that simply adding more people to the funnel will improve their sales numbers while preserving their conversion rate.

Marketing 85

Marketing Advertising Supply Chain Decision-making 85

The Center for Sales Strategy

OCTOBER 8, 2019

Many clients at The Center for Sales Strategy are essentially in the business of helping companies grow their business. In order to do that effectively, we teach salespeople how to think like a business owner. Thinking like a business owner takes the focus off what you sell (your products) and puts your focus on how to help your client or prospect achieve their desired business results.

Marketing 81

Marketing Sales 81

Hubspot Sales

OCTOBER 28, 2019

Put yourself in the position of a prospect. Let's say you're working with two salespeople from competing companies at the same time. The first sends you an obviously canned email asking for a five-minute call. They follow up the call with a demo, the demo with a pitch — and before you know it, they're asking for the close. The other salesperson comments on a few of your recently shared LinkedIn posts, sends you a personalized email, and, after learning a little more about your business needs, as

Advertising 136

Advertising Decision-making Communication Meetings 136

Advertisement

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

Sales