May, 2020

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Becoming the expert for your customer

Jermaine Edwards

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.

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Honing Your Remote Selling Abilities

Engage Selling

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?

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4 Ways Inside Sales Can Enhance Customer Experience

SBI Growth

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.

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17 Common Virtual Selling Mistakes to Avoid

RAIN Group

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.

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Enterprise ABM Marketing Tools: A Marketer's Guide

Savvy B2B marketers know that a great account-based marketing (ABM) strategy leads to higher ROI and sustainable growth. In this guide, we’ll cover: What makes for a successful ABM strategy? What are the key elements and capabilities of ABM that can make a real difference? How is AI changing workflows and driving functionality? This Martech Intelligence Report on Enterprise Account-Based Marketing examines the state of ABM in 2024 and what to consider when implementing ABM software.

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16 Technology Trends Shaping eCommerce in 2020

Hubspot Sales

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.

eCommerce 145
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Direct mail tactics for sales: Why physical mail still works, and how to use it

Nutshell

When you think of new marketing and sales strategies to boost your business in 2020, direct mail probably doesn’t come to mind. It should, though. In this article we’ll discuss what direct mail is, why it’s beneficial to both marketing and sales professionals, and how to create a successful direct mail campaign for your company in five simple steps.

Sales 140

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Staying Focused During These Times

Engage Selling

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.

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Tiger Teams ? How Market Leaders Are Organizing Internal Talent for Revenue Growth

SBI Growth

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.

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Projecting a Professional Image Online: Your Virtual Meeting Prep List

RAIN Group

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.

Meetings 141
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37 LinkedIn Social Selling Stats You Need to Know

Hubspot Sales

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.

Media 144
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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.

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Becoming an Entrepreneur: How I Started My Very First Business with Just $300

Groove HQ

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.

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3 sales enablement myths debunked for senior executives

Showpad

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

Sales 134
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Weekly Roundup: State of Sales 2020, Hire Great Sales Talent + More

The Center for Sales Strategy

- 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.

Sales 134
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The Impact of Poor Data Quality on Sales and Marketing

SBI Growth

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.

Marketing 145
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2024, The Year of the Customer

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.

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3 key factors that impact your customer churn rate

Nutshell

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.

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7 Common Virtual Networking Mistakes to Avoid

Hubspot Sales

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.

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The 10 Immutable Laws Every Business Needs to Follow

Jermaine Edwards

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

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The 9 Talent Strategies That Drive Customer Experience Success

Miller Heiman Group

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.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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8 Characteristics of a Winning Sales Coach

The Center for Sales Strategy

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!

Sales 130
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How a CRO Mobilizes Teams for Transformative Change

SBI Growth

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.

Sales 143
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5 Easy Growth Hacks You Can Implement Today Without a Developer

Groove HQ

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.

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How to Network Remotely in Sales

Hubspot Sales

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.

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How to Leverage Intent Data for Better Outcomes

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.

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The 10 immutable laws every business needs to follow

Jermaine Edwards

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

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How Making Assumptions Can Cost You the Sale | Sales Strategies

Engage Selling

We were taught at a very early age to never make assumptions. However, I still encounter salespeople who make assumptions all the time.

Sales 124
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Weekly Roundup: More Productivity Predicted in 2021, Accelerate Virtual Selling + More

The Center for Sales Strategy

- 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

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Revenue Multiplier, Not Cost Center: Why Sales Leaders Should Invest in Customer Success

SBI Growth

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.

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The 2023 Supply Chain Crystal Ball: Challenges and Solutions

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.

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Marketing during COVID-19: What messages do your buyers need right now?

Nutshell

The COVID pandemic is the time to remind your audience that, now more than ever, we are all in this together. If your inbox is like everyone else’s, you’ve undoubtedly received tons of emails with the subject line “We’re All in this Together.” Businesses are using the COVID pandemic as a time to blast emails to anyone who will listen. Maybe you’ve even sent one of your own; hopefully it was tactful.

Marketing 121
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7 Types of Sales Analysis & the Reports to Create With Them

Hubspot Sales

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.

Sales 142
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Why change may make your customer results worse

Jermaine Edwards

What changes are your customers making today that may impact your relationship tomorrow? This is one of a dozen questions every organisation and key account team must ask. Why? Because each change made by a customer today is a step away from your relevance to them in the future. Let me share two examples. Manufacturing company. In 2019 we began working with a large manufacturer of silicon products.

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Think Like Your Competitor to Beat Your Competitor | Sales Strategies

Engage Selling

I want you to think like your competitor. Why? Thinking like your competitor will help you figure out where you’re weak and strong in the accounts you’re managing, which can lead to retention and growth activities.

Sales 124
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4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. The reason for its rise? AI increases teams’ productivity by predicting and automating actions that require manual effort. In other words, the research that takes reps hours, AI can do in seconds. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data.