SBI Growth
APRIL 13, 2020
Waking up today, there is a lot of uncertainty in your world as sales leaders. The way you are interacting with customers and even your own sales team have changed overnight.
Engage Selling
APRIL 9, 2020
As you almost certainly, in some format, have adjusted your day-to-day schedules and routines, be sure to keep track of what’s working.
Hubspot Sales
APRIL 30, 2020
I sat staring at the Dun & Bradstreet printout. It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. After all, that’s what they beat into our heads during the intensive five-week training program I’d just completed: Go for the decision-maker.
Groove HQ
APRIL 8, 2020
As a 100% remote company, we rely on Zoom to communicate with our global team. Today, we’re sharing our favorite Zoom tips and tricks to help newly-remote teams get up to speed on video conferencing. We build customer support software here at Groove. We provide an inbox for customer service email collaboration, a knowledge base […]. The post 16 Advanced Zoom Tips for Better Video Meetings appeared first on Groove Blog.
Advertiser: ZoomInfo
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The Center for Sales Strategy
APRIL 28, 2020
The remote workforce offers opportunities and challenges that we may not have considered when working in a common location. We take for granted proximity to our coworkers and the ease with which we communicate and convey our emotions and intentions. Communication that we had in person tends to shift to digital and allows us to stay connected no matter where we are co-located.
Showpad
APRIL 6, 2020
Within just a few weeks, we find ourselves in a totally changed world without any comfort zones and safe havens except, maybe, your sofa at home. The COVID19 pandemic forces most of us to radically change in a very short amount of time how we live, how we work, how we run businesses, how we sell and ultimately, how we treat our planet. COVID19 taught us one critical lesson, a universal law: everything is connected to everything.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Engage Selling
APRIL 10, 2020
A client once reported to me that the work we did with them last year is creating 35% more revenue to the company than it did in previous years.
Hubspot Sales
APRIL 6, 2020
Every sales team needs sales strategies, and a strong sales strategy plan builds the foundation for a cohesive, successful sales team and organization. Sales strategies also align salespeople on shared goals and empower them to do their best work — keeping them happy and successful, too. In this guide, we'll dig into how to create a sales strategy plan that helps you generate more leads and close more deals.
Groove HQ
APRIL 15, 2020
After seven years, 2,000+ customers, and growing from $0 to $290K+ in monthly revenue, I want to pull back the curtain on exactly what it takes to grow a business. Good, bad, and ugly. I almost shut the whole thing down. It was two years ago. Our business had stagnated. My head of marketing had […]. The post How to Grow Your Business: 15 Steps We Actually Took Growing to $3.5M/Year appeared first on Groove Blog.
The Center for Sales Strategy
APRIL 13, 2020
If you could start one new thing this month that increased the open rate of your sales emails by 5Xs and improved your open-to-reply rate by 8Xs , would you do it? The obvious answer is yes, but sadly, once most of you realize what it is, you’ll come up with at least one of these excuses as to why you won’t do it and still avoid it. Video. Yes, video!
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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.
Jermaine Edwards
APRIL 29, 2020
What if leadership was what we really needed in key account management today? Warren Buffett was once quoted saying: “When the tide goes out you find out who’s been swimming naked” In a very unusual and difficult time, many organisations have found themselves naked, exposing their customer relationships, business structures, talent and more.
Nutshell
APRIL 17, 2020
On March 6th, 2020, Nutshell hosted BOUNDLESS 2020, our second annual virtual conference. (If you missed it, watch the full replay here.). Featuring live presentations from some of the brightest minds in sales, marketing, and customer retention, the event was a massive step forward from the first BOUNDLESS show back in February 2019 , both in terms of production value and attendance.
Engage Selling
APRIL 29, 2020
More than ever, you need a proven approach to sustain your business now and position it for success in the economic recovery that’s coming.
Hubspot Sales
APRIL 20, 2020
Let’s get right to it — there are elements of the sales process that are wonderful on video and others that aren't. So the idea of doing an entire sales process from beginning to end while utilizing video may not be the best approach. To effectively use video to sell, you have to incorporate the right elements of video during specific points of the sales process.
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.
Miller Heiman Group
APRIL 14, 2020
Online shopping makes it easier for consumers to shop more often, and throughout the day. According to research from the IBM Institute for Business Value and the National Retail Federation , 71% of consumers shop in “micromoments”—whenever the impulse strikes—and often while they are doing something else, such as taking a break from a work project, eating lunch or even running on a treadmill.
The Center for Sales Strategy
APRIL 22, 2020
Often the terms “tough times,” “slow times,” and “uncertain times” create a pessimistic feeling , but they can easily be seen as an opportunity. Yes, times are changing, and business models are shifting, but the relationship you establish right now with your clients and prospects will define your organization in the future. With no meetings or sales conferences taking place, how can you genuinely maintain relationships with clients and prospects?
Jermaine Edwards
APRIL 16, 2020
The New Normal. On March 1st, 2020 the world was hit with a global pandemic that literally transformed the way every business viewed themselves, their markets and their own position within them almost overnight. Every business was immediately forced to adapt. They adapted to become new kinds of businesses, take on new capabilities, create new ideas, initiate new collaborations and ultimately develop a whole new way of thinking.
Outbound Engine
APRIL 28, 2020
Whether you’re posting to Facebook, Instagram or LinkedIn, the content you share on social media can make or break the way your brand is perceived. Do you have a process for selecting your content to share on social media? There’s more to sourcing content than just randomly posting links or retweeting articles. You have to determine which content is appropriate for your audience, brand, and chosen social networks.
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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.
Nutshell
APRIL 28, 2020
Last year, remote work was a growing trend. In 2020, it’s the new normal. As the COVID-19 pandemic continues to sweep across the globe, professionals in nearly every industry have been forced to work from home in order to follow social distancing best practices. If you’re a salesperson, this working arrangement has probably been a tough transition—making sales calls from your kitchen table while the kids fight over the remote in the living room isn’t what we’d call an ide
Hubspot Sales
APRIL 6, 2020
It's no secret that networking can be time-consuming and difficult. Organizing meetings, making phone calls, sending emails, and attending conferences — a lot goes into relationship-building, no matter your industry. One of the most important parts of the networking process happens after your first interaction with the person or business you're communicating with. when you send your follow-up email.
SBI Growth
APRIL 20, 2020
Your Q2 plan has been impacted by the most significant economic disruption that any of us have ever seen. Everything changed in what was seemingly the blink of an eye. New deal flow has dried up, and the velocity of.
Sandler Training
APRIL 10, 2020
Take a look at this list of common mistakes salespeople make while conducting meetings with prospects in platforms where video is an option. The post Six Common Mistakes Salespeople Make When Using Videoconference Technology appeared first on Sandler Training.
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.
Jermaine Edwards
APRIL 3, 2020
Defining Crisis. When we think about crisis we can often immediately cast our minds to natural disasters, global emergencies and PR scandals. In reality, crises can take many forms and most are hidden from public view but they will have wide-ranging consequences. How can we identify and know what is classified as a crisis in our business? Crisis can be defined in five characteristics or qualities: Is triggered by significant internal and/or external factors.
Groove HQ
APRIL 1, 2020
Working remotely has a lot of advantages, but it’s far from perfect. Here’s what we’ve learned in our journey as a remote team. Note: I wrote this post years ago (as you can see from the comments), but it seemed like a good time to update it as so many companies adjust to working from […]. The post 4 Pros & Cons of Running a Remote Team (& How We Do It) appeared first on Groove Blog.
Nutshell
APRIL 24, 2020
Have you ever found yourself staring at a web page and thought: “Wow, I actually hate this?”. The days of cringe-worthy websites are (mostly) past us. We lived through MSPaint graphics and amateur GeoCities sites, and now we have web builders like Wix and Squarespace making it easy to create decent pages. Templates and guides exist to keep amateur web devs from making anything too atrocious, and designers are always around the corner to lend a hand whenever needed… For a price.
Hubspot Sales
APRIL 27, 2020
The sales field has a leadership gap in gender representation that is hard to deny. According to Gartner , though women account for 50% of the entry-level sales talent pool, only 30% of senior sales leadership, 23% of sales rep, and 15% of frontline sales manager roles are held by women. Let me start by saying, there are many great experts in the HR and talent fields who spend their entire day focused on inclusivity, particularly as it relates to diversifying our workforce.
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.
SBI Growth
APRIL 28, 2020
The modern engineering organization is tooled, skilled, and increasingly experienced in delivering products using Agile methodology. This hard-won transformation required fundamental shifts in the processes by which product is designed, developed, and maintained. Yet the business impact of all this.
Sandler Training
APRIL 25, 2020
And, while wins might be harder to come by during the pandemic, there are plenty of lessons to be learned. Here are a few that relate to business development and your sales team. The post Five Sales Lessons From The Coronavirus appeared first on Sandler Training.
Engage Selling
APRIL 17, 2020
During these times, what are you doing to stay visible? Obviously, many industries are being impacted, some more heavily than others by COVID-19.
Sales Gravy
APRIL 23, 2020
On this episode of the Sales Gravy podcast, Jeb Blount discusses entrepreneurship, self-reliance and why sales professionals need to view themselves as entrepreneurs with Duct Tape Marketing's John Jantsch, the author of the new book, The Self-Reliant Entrepreneur. On this episode of the Sales Gravy podcast, Jeb Blount discusses entrepreneurship, self-reliance and why sales professionals need to view themselves as entrepreneurs with Duct Tape Marketing's John Jantsch, the author of the new book,
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
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