Jermaine Edwards
MAY 27, 2020
Are you really THE expert? Research. Research. Research. We know we’re supposed to do it. The good ones do, the bad ones do very little, and then the great ones simply know its importance as they do it weekly, not just before a call. When I started out in sales I was told to do customer research. No one told me what I should be researching, why and how I should use it.
Engage Selling
MAY 15, 2020
Has your team started honing their remote selling abilities? That is, are you and your sales team prepared for the inevitable “virtualization” of sales that was already well underway prior to the pandemic?
SBI Growth
MAY 21, 2020
Whether you are about to go on a first date or preparing for a discovery call with a prospect – first impressions matter. Regardless if it is from their initial website visit to their first discovery call, the prospects’ experience.
RAIN Group
MAY 27, 2020
There are many mistakes to avoid when it comes to virtual selling. Although we all make—and learn from—our mistakes, they're often magnified in a virtual environment, which makes awareness and preparation paramount to success.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Hubspot Sales
MAY 15, 2020
If the first few months of 2020 have taught us anything, it’s that uncertain times can call for quick pivots to sales and marketing plans. Businesses have had to evolve quickly with trade shows, events, and in-person sales meetings being canceled for the foreseeable future, likely throwing a wrench in many 2020 sales and marketing strategies. But even as we are navigating our new normal, there is one place that is experiencing an incredible boom in traffic: eCommerce websites.
The Center for Sales Strategy
MAY 19, 2020
There are several resources readily available with information on what it takes to be a great sales coach and manager of people. We often talk with managers who want to hire top-notch sales coaches and the list of their requirements is usually a long one—including experience, past successes, and “must have” talents. It’s definitely a hire you want to get right!
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Engage Selling
MAY 21, 2020
What are you doing to stay focused during these times? Right now, it can be easy to give into the negativity of everything going on.
SBI Growth
MAY 15, 2020
The need for agility in the execution of customer pursuit efforts has never been greater. With revenues virtually falling to zero in many industries, CEOs and CROs (including your competitors) are working to maximize revenue from their customer base. This.
RAIN Group
MAY 20, 2020
There’s a lot to think about when it comes to selling virtually. Projecting a professional image in your virtual meetings is an important (and often overlooked) factor to consider. Here we provide guidelines and tips specifically focused on projecting a professional image in your virtual sales meetings grouped in the following five categories: Video.
Hubspot Sales
MAY 4, 2020
At the beginning of 2020, the average adult in the U.S spent over three and a half hours on their smartphone each day, with half of that time spent engaging on social media networks. Though we don’t yet have the data to support it, for many people those values have likely increased as the year has gone on. Not only has personal social media usage been on the rise, but professional social media usage has become more prevalent as well — and the field of sales is no exception.
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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.
MTD Sales Training
MAY 3, 2020
Order Taker? Trusted Advisor? Or Cheese Monster? How do your customers view you? From the customer’s point of view there are 4 types of relationships that they have with their suppliers. And if you can progress through each of the stages I’m about to describe below you can really make a huge difference to their business and your own profits.
The Center for Sales Strategy
MAY 25, 2020
A conversation about desired business results (needs, challenges, and opportunities) is an essential part of the sales process. When engaging new business prospects as well as current customers, it’s crucial to ask the right questions. Aside from the right questions, other tools can help a seller discover core needs quickly and succinctly. Needs analysis is a central and critical part of making the sale.
Groove HQ
MAY 9, 2020
My story of becoming an entrepreneur—and how I nearly lost everything on the very first day. “BOOM.” The vehicle shook, and I startled. “What the hell was that?,” I thought. And then, as my little car slowed to a crawl, and then to a stop, my excitement turned to a sigh of irritation as I […]. The post Becoming an Entrepreneur: How I Started My Very First Business with Just $300 appeared first on Groove Blog.
SBI Growth
MAY 29, 2020
Data is becoming a core component of every business. As a result, the quality of the data being gathered, stored, and consumed is becoming increasingly important. We have all seen the impact that poor data quality can have on a.
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.
Showpad
MAY 7, 2020
You may already have a sales enablement program, initiative or function at your organization. Or perhaps some of your colleagues want to talk to you about developing one. . If your enablement initiative drives sales results as expected, you don’t need to read this article. If that’s not the case – if you’re not engaged in sales enablement or your current approach doesn’t meet your expectations and deliver desired results, I encourage you to read this blog post with an open mind and h
Hubspot Sales
MAY 18, 2020
Whether you are settling into your first entry-level role or are a seasoned professional, you don’t need me to tell you building a strong network is essential for your career — chances are you’ve already been positively impacted by a professional relationship in some way. Beyond having a strong professional network to rely on for mentorship or to help you land your next opportunity, connections with others are essential for our overall health and well-being.
Nutshell
MAY 19, 2020
Churn rate, the loss of customers over a specified period of time, is one of the most important metrics a company can track. Churn rate has a profound impact on a company’s revenue. When most people think about losses, they’re thinking about things like overhead, ad campaigns, the marketing team’s frequent partying, that sort of thing: Looking for cash that has been spent and the investment it has (or hasn’t) returned.
The Center for Sales Strategy
MAY 22, 2020
- MOTIVATION -. "Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.". -Clement Stone. - AROUND THE WEB -. > Introducing the State of Sales 2020– LinkedIn. In their fourth annual LinkedIn State of Sales report, U.S. edition, they've identified some of the sales trends that have emerged in these challenging times.
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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.
Force Management
MAY 18, 2020
When companies invest in sales initiatives, they have specific outcomes they’re looking to achieve. Many sales leaders are trying to decide between (1) waiting for when they can schedule an in-person session or (2) moving forward now with a virtual training.
SBI Growth
MAY 23, 2020
In today’s environment, where sales leaders are running accelerated transformations, it’s more important than ever that your team is bought in and well equipped to bring your vision to life. In a previous segment, Steve King, CRO of Hexagon PPM, shared.
Jermaine Edwards
MAY 18, 2020
Do you really want to be in the same place with your customers six months from now? No one does! Yet thousands of professionals feel that frustration or deep knowing that they should be getting more from their relationships, not just for themselves but for their business and their customers. From my study of 30 years of customer history and behavioural psychology, there have been principles hidden in plain sight being executed by professionals and organisations around the world, maybe without kn
Hubspot Sales
MAY 4, 2020
One of my favorite quotes about business comes from Herminia Ibarra — a professor of organizational behavior at London Business School. She says, "Networking is a lot like nutrition and fitness: we know what to do, the hard part is making it a top priority.". It's a brutally honest analogy. And much like keeping up with proper nutrition and fitness, networking can be a lot harder when working remotely.
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.
Miller Heiman Group
MAY 26, 2020
Our Customer Experience Best Practices Study revealed that organizations reporting the most successful customer experiences—ones that lead to greater customer loyalty and higher spending per customer—have four key characteristics in common: They have executives who walk the talk. Their customer experience practices translate strategy into action. They follow journey maps that eliminate silos between marketing, sales and service teams.
The Center for Sales Strategy
MAY 15, 2020
- MOTIVATION -. "Obstacles don't have to stop you. If your run into a wall, don't turn around and give up. Figure out how to climb it, go through it, or work around it.". -Michael Jordan. - AROUND THE WEB -. > Workers Will Be Way More Productive in 2021 Than in 2019– Inc. As The New York Times pointed out, allowing employees to work from home and creating a quieter and more private workplace will result in happier workers, which means they're more likely to remain engaged and even get more oo
Force Management
MAY 13, 2020
The main goal right now for many organizations, including Force Management, is to effectively lead through the turnaround while supporting customers, employees and communities in the best way possible. That’s why we wanted to share some of the insights in this recent article by McKinsey & Company on how marketing and sales leaders can shape the next normal.
SBI Growth
MAY 7, 2020
As a sales leader, you have most certainly heard the words “Customer Success,” especially if you are a sales leader for a subscription-based technology company. Some companies tout customer success as the critical driver of their growth.
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.
Jermaine Edwards
MAY 18, 2020
Do you really want to be in the same place with your customers six months from now? No one does! Yet thousands of professionals feel that frustration or deep knowing that they should be getting more from their relationships, not just for themselves but for their business and their customers. From my study of 30 years of customer history and behavioural psychology, there have been principles hidden in plain sight being executed by professionals and organisations around the world, maybe without kn
Hubspot Sales
MAY 5, 2020
Knowledge is power. And as a sales leader, you already know this. Your sales reps have a deep knowledge of how prospects can leverage your product, and they can craft customized plans about the best ways to do so. When it comes down to it, those are the only reasons prospects actually need reps. Knowledge of your product is undeniably valuable, but it's not enough for your team to be successful.
Groove HQ
MAY 18, 2020
You don’t need dedicated resources or a team of engineers to execute growth hacks. Here are 5 you can implement on your own. I had been emailing back and forth with a reader. He asked me for advice about getting traffic, and I suggested he start a blog to attract readers. His immediate reaction was […]. The post 5 Easy Growth Hacks You Can Implement Today Without a Developer appeared first on Groove Blog.
The Center for Sales Strategy
MAY 27, 2020
Based on HubSpot research, only 3% of buyers trust sales representatives. If your sales process follows the cookie-cutter pattern of simply selling a product or service, the chances of you reversing that statistic are slim to none. If you follow the formulated Sales Accelerator process, you know how important it is to execute the steps in correct order.
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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