Upland
JULY 9, 2020
Political strategist James Carville famously noted, “It’s the economy stupid” to remind his team to maintain their focus on the most important issue of the presidential campaign. That same advice is just as timely today for B2B sales and marketing leaders facing significant headwinds with COVID-19 and a very conservative spending climate. It’s a challenging market.
SBI Growth
JULY 18, 2020
Iconic customer programs generate fierce loyalty and accelerate revenue growth. CX professionals also realize that a poor customer experience goes far beyond just a negative review – it places future deals at risk. In his final interview segment, Ryan Hollenbeck, CMO at.
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Engage Selling
JULY 31, 2020
Recently, I explained that video is the new default in how we connect and do business with others now. It’s been a huge, rapid shift.
Hubspot Sales
JULY 20, 2020
In today’s dynamic market, many companies are faced with providing creative solutions to their customer’s problems in order to stay in business, making workplace innovation extremely important. According to the McKinsey Global Innovation Survey , though 86% of executives agree innovation is key for growth strategy, only 6% are satisfied with the innovative efforts of their company.
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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.
Groove HQ
JULY 20, 2020
Learn how to use your customer support software as a catalyst for growth. The post 10 Growth Opportunities Hiding in Your Customer Support Software appeared first on Groove Blog.
PandaDoc
JULY 14, 2020
When most people think of pop-ups, they think of unrelated advertisements that appear while they’re in the middle of reading something. But that’s not all they can be! Used effectively, they can be a great way to generate more sales and draw your customers in. But how can you use them effectively? Here are a few initial tips. Place them in context. Pop-ups should always relate to the page on which they appear.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
SBI Growth
JULY 15, 2020
To kick off the summer, SBI held a virtual meeting comprised of an intimate group of market-leading B2B Chief Revenue Officers (public and private, $240M to $8B in revenue) as part of their advisory board program. These global CRO’s gathered.
Account Manager Tips
JULY 28, 2020
When you’re a small business your priority is survival. But what happens when things take off? How does your account management team keep up with the challenges and opportunities presented by growth? And how do you define account management objectives that deliver results? I'm excited to share my conversation with Calin Muresan , Existing Business Manager at Netguru.
Hubspot Sales
JULY 30, 2020
Salespeople are often told to sell benefits, not just features. But the distinction can sometimes feel blurry. Is the product’s ability to scale with a prospect’s growth a feature or a benefit? What about its best-of-class quality? Or its ease of use? Understanding the difference between features, advantages, and benefits is crucial to a rep’s success.
Engage Selling
JULY 24, 2020
It’s no secret that the selling landscape has changed over the last few months. The entire globe has been impacted, and now is the time to ensure you’re aligned with these three ways to sell moving forward.
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.
Nutshell
JULY 28, 2020
HubSpot charges way more than its competitors—sometimes ten times as much—even though it often gets trounced in head-to-head comparisons. How can it afford to do this? No, the answer has nothing to do with “audacity.” HubSpot has been around since 2006 and is a frontrunner in the marketing space. If you’ve ever Googled any sales or marketing tips, you’ve more than likely seen its content.
Showpad
JULY 7, 2020
Welcome to the second post of this blog series for executives. . In this edition, I’ll be discussing the three most critical success factors when it comes to sales enablement. Did sales enablement success factors change during COVID-19? . The COVID-19 crisis has challenged all areas of our lives; not only in business. There are almost no comfort zones any longer.
SBI Growth
JULY 2, 2020
There has been exponential growth in the amount of data generated since the start of the digital age. This has enabled almost every industry and business to become more productive, but a function like sales that is largely relationship-based (especially.
Account Manager Tips
JULY 27, 2020
Now, if there’s one thing that I know it’s when you are a small business, your priority is survival. So organizational design and formal systems, you know, well, that can wait. Which means as an account manager, you’ve got to rely on instincts (and maybe a little prayer). But what happens when things take off? You can’t run an account management team like that, let alone a business.
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
Hubspot Sales
JULY 13, 2020
A CRM — at least one with a host of sales-oriented features — is a means to an end. It's designed with intention, and in many cases, that intention is enhancing your ability to track and close more deals. One of these systems can contain tools that streamline prospect and customer outreach, make data entry and maintenance more straightforward, help you better understand and visualize your sales process, and track your team's performance — among several other resources that can supplement and enh
Engage Selling
JULY 24, 2020
I want to share with you a tale of woe. One of my customers emailed me and mentioned they just lost two of their biggest clients.
Nutshell
JULY 10, 2020
Real estate marketing online is the wild west. There are good guys, bad guys, and no shortage of ugly. Real estate marketing is all about building your personal brand and creating an environment where your prospects feel comfortable reaching out to you, or “converting,” as they say in the biz. Unfortunately, there are many real estate agents who completely missed the memo.
RAIN Group
JULY 15, 2020
Developing relationships, collaborating online, leading virtual sales conversations, gaining and keeping attention, leveraging technology, making the ROI case, delivering value—these are challenging regardless of the selling and economic environment. But are they more difficult in a down economy while many sellers are transitioning to virtual sales?
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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.
SBI Growth
JULY 1, 2020
We recently wrote about the emergence of the Chief Customer Officer and took that opportunity to survey CCO’s about how they will make their 2020 number. We found that companies had initially been planning on nearly 31% of their 2020.
Account Manager Tips
JULY 9, 2020
Your first 90 days in a new job as an account manager are the most challenging.and with the most at stake. Why? Because while you're trying to figure it all out, everything you do is being viewed through a microscope. A 30 60 90 day success plan is essential to help transition from your old job to your new one. You'll secure early wins, build credibility quickly and earn the confidence of your clients, your colleagues and your boss.
Hubspot Sales
JULY 28, 2020
It should come at no surprise that your sales team harbors a range of talents and strengths. Some members may be quick to close deals, while others are better at forging client relationships. In addition, every sales team should have some rainmakers. Yes, as in, make it rain! What is a rainmaker in sales? A rainmaker in sales is someone who frequently brings in new business and generates leads for the company.
The Center for Sales Strategy
JULY 6, 2020
Have you ever participated in a trust building exercise? They have been the craze for years. There have been a few fun ones, like Escape Rooms, but there have also been a few you wish to forget, like “trust fall.” Seriously, who enjoys blindly falling backwards hoping someone will catch us?! Team building exercises are a great way to form relationships and build reciprocity.
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.
Engage Selling
JULY 17, 2020
It used to be that in-person meetings in sales were the default, and video conferencing was the exception. Now, it’s the other way around. Stop fighting this fact!
Nutshell
JULY 29, 2020
Getting unreasonably angry at email marketing software is one of the things that unites us as marketers. We love these platforms in theory—how else would we be able to communicate with our prospects and customers on a large scale? Unfortunately, every leading email marketing platform seems to suffer from the same set of problems, from inadequate reporting to user-unfriendly UI.
SBI Growth
JULY 11, 2020
Often, those who are in a selling role find it challenging to distinguish the customer journey from the buyer journey and what that means for them and their quota. However similar they may seem, their touchpoints, and the overall experience.
Corporate Visions
JULY 23, 2020
The post The Necessity of Fluency Coaching by Tim Riesterer appeared first on Corporate Visions. One of the claimed strengths of the traditional classroom training and enablement events was the power of roleplay, or “stand and deliver” activities. But there’s another, more effective way for your reps to gain proficiency in newly learned skills: Fluency Coaching.
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
JULY 15, 2020
As businesses continue navigating the challenges that have resulted from the COVID-19 pandemic, many sales leaders are wondering the best path forward. It’s a tough question and doesn’t have a single right answer. One of the toughest changes sales leaders need to adapt to is the dramatic impact the events of 2020 have had on win rates. According to research conducted by Revenue Grid , before the pandemic only 57 percent of sales reps reported that they expected to fall short on their sales quota
The Center for Sales Strategy
JULY 3, 2020
- MOTIVATION -. "Freedom is nothing else but a chance to be better.". -Albert Camus. - AROUND THE WEB -. > 7 Enduring Trends Defining the Future of Sales– LinkedIn. Sales organizations adapted quickly to the new reality brought by COVID-19. LinkedIn research showed that salespeople, suddenly working remotely, embraced virtual selling almost immediately: 77% of salespeople said they were holding more video meetings. 57% said they were making more phone calls. 51% said they were sending more em
Engage Selling
JULY 31, 2020
When sales leaders think about their sales teams and the success they’re creating, they often think about, well, their sales!
Nutshell
JULY 22, 2020
Sales and marketing professionals are constantly slinging around new buzzwords, complex terms, and confusing abbreviations. It’s what we do. No blog, video, or sales pitch is complete until the phrase “boost ROI” or “improve your net promoter score” is used. Well, here’s another important term for you to memorize: the marketing flywheel.
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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
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