Aepiphanni
JULY 12, 2022
Once brand loyalty is established, loyal customers usually stick around for the long-haul. But getting to that point is a tough, complex process that involves implementing many different methods to give your business a leading edge over the competition. In this post, you will find out how to make your target customer choose your business […].
Software Sales Guru
JULY 18, 2022
Don’t Believe Your Own Marketing (Too Much) Sophisticated product marketing teams provide personas and typical pain points as a starting point for sales conversations. They also love to arm sales teams with case studies. On call recordings, I hear salespeople telling customers about the typical pain points and referencing the case studies. As counter-culture as this may sound, the customer’s reaction is typically, “That’s not.
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RAIN Group
JULY 20, 2022
Sales managers tend to believe they do a good job helping sellers solve problems and coaching them to build their capabilities. However, only 32% of sales managers are effective in getting maximum performance from sellers.
Account Manager Tips
JULY 22, 2022
Table of Contents. If you think your job is harder than it should be. you're right. 25 problems that stop key account managers from doing their job Favourite books about problem solving Coming up: How to Build a Successful Executive Sponsorship Program Just for fun: #GorgeousGrandma Day In other news Quote of the week. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher If you think your job is harder than it should be. you're right.
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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.
Red Star Kim
JULY 22, 2022
I like to review recent books with a view to offering recommendations to those people who attend my training workshops. Despite being published in 2018 (before the Covid pandemic pushed digital marketing into the stratosphere) and being pretty basic it has some good content. So here’ a book review: Build your digital marketing strategy by Steve Brennan.
Mike Kunkle
JULY 4, 2022
There’s still a lot of talk these days in the sales enablement community and the market at large about the need for sales and marketing alignment. I wish I saw more of it actually happening, but the concept is out there and there are examples of what good looks like. When it happens, the results can be impressive: less internal friction, more effective messaging to both the market and individual buyers, more marketing-qualified leads and more efficient lead gen, improved deal velocity and sales
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Software Sales Guru
JULY 4, 2022
Influencing The Buyer’s Vision When You Are Late to the Opportunity If you were not the first seller through the door, you are at a disadvantage. If your competition was involved in the formative stages of the buyer’s journey, the buyer’s vision may be well developed and hard to change. You CAN still win, but you must adjust your tactics. Decision Criteria Ask what the.
The Center for Sales Strategy
JULY 13, 2022
Holding people accountable is tough. You have to be tough and sometimes even be a jerk, right?
Account Manager Tips
JULY 13, 2022
Table of Contents. You win some, you lose some Why do we lose sales opportunities? Win/loss reviews: 10 questions to ask Favourite podcast In other news Quote of the week. Where to find it : Apple Podcasts | Google Podcasts | Spotify | Stitcher You win some, you lose some Not every deal will go your way. I guess that's why they say, "you win some, you lose some!
Red Star Kim
JULY 11, 2022
This is a summary (and an additional learning resource for delegates) of last week’s M&BD planning workshop through the PM Forum. Key issues in Marketing and Business Development Planning: Engage, Analyse, Expand, Innovate and Measure. The three modules looked at M&BD fundamentals, the journey through the M&BD planning process and how to address planning issues specific to professional service firms.
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.
Mike Kunkle
JULY 2, 2022
Senior sales leaders and C-suite execs, this one’s for you. Pay attention. This is free consulting. Background & Context. Enablement is Booming. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. According to Paul Krajewski’s blog , where he tracks the profession, there were 15,000 LinkedIn users with “sales enablement” in their job title, as of June 17, 2022.
Engage Selling
JULY 29, 2022
Positivity in sales is a choice, not a feeling. It doesn’t require much effort to feel worried about the state of the world these days. And if you’re already feeling … Read More. The post Positivity in Sales: A Choice, Not a Feeling first appeared on Colleen Francis - The Sales Leader.
Hubspot Sales
JULY 19, 2022
Raise your hand if you’ve ever gotten a bill, and then had to dig through the company’s website just to find out how or where to pay it. Imagine if you could just teleport straight to the payment screen, with all the purchase details already filled in. That’s exactly what payment links do. If you’re a customer wondering if you can trust a payment link, or a business thinking about adding pay-by-link to your site, put your hand down and read on.
The Center for Sales Strategy
JULY 18, 2022
When it comes to sales, you might feel as if there are many factors that are outside of your control. To an extent this is true, but when it comes down to it – you actually wield more influence over the situation than you think. Once you realize what you can control, and what you can influence , you will feel more confident approaching prospects and delivering solutions and recommendations to your clients.
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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
Account Manager Tips
JULY 6, 2022
Table of Contents. How do you define value? 20 ways to encourage value co-creation with your customers Favourite collaboration app Listener tip In other news Quote of the week. Where to find it : Apple Podcasts | Google Podcasts | Spotify | Stitcher How do you define value? We hear the word "value" all the time. What does it actually mean? And what if we take it one step further and ask what it means to "co-create value" with our customers?
Red Star Kim
JULY 6, 2022
During the summer, things calm down a little and we find time to focus on our self-development. Coaching is a powerful and effective way to do this. Increasingly, professional firms are training their people with coaching skills. So I’d like to alert you to a special offer on coaching sessions for the next few months. And to share some resources if you are looking to develop your coaching knowledge and/or skills.
Drift
JULY 11, 2022
Did you know you only have 27 seconds to make a good impression? Yup, that’s it. 27 seconds. And the clock starts ticking as soon as your prospect opens that first email, video, chat, or call. So, if you want to leave a great impression on someone, you have to nail the beginning. Like a clever first line that makes a book impossible to put down, an exciting pilot episode that has you bingeing the.
Engage Selling
JULY 15, 2022
What’s your sales mindset during these are uncertain times? Prices are up, markets are haywire, and things we used to take for granted—such as hassle-free business travel—now often feel out … Read More. The post Sales Mindset: Focus on What’s in Your Control first appeared on Colleen Francis - The Sales Leader.
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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.
Hubspot Sales
JULY 29, 2022
There’s no way to build a company alone. In the same way that founders could never reach their goals without sales, marketing, customer support, R&D, and HR teams, one company standing alone won’t get half as far as one that invests deeply in connecting with other companies in its space. That’s why savvy companies invest in partnership teams and partner programs.
The Center for Sales Strategy
JULY 20, 2022
One of the most difficult things in leadership, and in life, is to recognize and admit when we have made mistakes or might have done things differently. As we develop more skills in leadership, we begin to see mistakes as opportunities for growth, improvement, and innovation when we can look at them through a lens without judgment or blame.
Account Manager Tips
JULY 5, 2022
B2B Book Club Selection (July 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. Tweet. 0. Share. 0. Pin. 0. Share. 0. Every month inside The KAM Club , members vote for a book of the month. We read the winner and each week a summary and companion podcast explore the key themes and big ideas.
Red Star Kim
JULY 1, 2022
To support delegates on networking training sessions, I like to review (and recommend if appropriate – see the list below) the latest books on the topic. This book was published in 2022 (so it’s post-Covid) and is subtitled “The art and practice of building authentic professional relationships”. The author is female (remember those original great networking books in 2004 by legendary networker Carole Stone ?
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 Gravy
JULY 27, 2022
Are You Using LinkedIn's Marketing Power to the Fullest? I sat down with my good friend Daniel Disney, author of The Real Secret to Becoming a LinkedIn Selling Machine. He is a guru for using LinkedIn's marketing power, and as mentioned in Fanatical Prospecting, I believe that it is one of the greatest sales tools ever created - along with the car, Google, the internet, email, and the telephone.
Engage Selling
JULY 1, 2022
Selling to new leaders in these uncertain times? Sellers are reporting to me that they are selling to an unprecedented number of first-time managers and leaders in businesses today. I’m … Read More. The post Selling to New Leaders in Uncertain Times first appeared on Colleen Francis - The Sales Leader.
Hubspot Sales
JULY 5, 2022
You wouldn't try to cook a new meal without a recipe or drive to a new city without a map, and your business shouldn't try to convert leads without a sales process. A B2B sales process is a detailed outline of repeatable steps that guides your sales team. Having a sales process for your business will help focus your sales strategy and keep your sales team on track to convert potential leads into customers.
The Center for Sales Strategy
JULY 26, 2022
Every career has challenges, and that’s certainly true for sales professionals who often experience selling highs and lows. Sales pros face numerous obstacles in their quest for success. They might have a difficult sales territory that requires lots of travel away from home. They might face a selling slump because of factors beyond their control such as an economic downturn or even a pandemic like COVID-19.
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.
Flevy
JULY 18, 2022
Strategic objectives of all businesses are to propel growth and performance, while simultaneously creating value for customers. While it is customary for managers to emphasize financial performance, effective managers pursue new opportunities in order to create added value. Business Model Diversification allows creation of value, if managed astutely, and can aid managers enhance performance and expand the goal of the enterprise.
The SAMA Podcast
JULY 14, 2022
What does key account management look like in a major educational institution? We find out with host Harvey Dunham as he takes Liz Pettinger, the Director of Key Account Management and Operations at Bellevue University on to the show. Liz explains what she’s working on, what kind of environment she’s working in, and why strategic account management is the right approach for it.
Zendesk
JULY 28, 2022
Here are the newest integrations from Zendesk to help your team provide top-quality experiences. Klaviyo. Klaviyo (Support) is a unified customer platform that gives your online brand direct ownership of your consumer data and interactions, empowering you to turn transactions with customers into productive long-term relationships—at scale—across all your channels (email, SMS, social, web, push).
Engage Selling
JULY 8, 2022
????????? Are you building buyer confidence…in themselves? In today’s marketplace, buyers are younger and more inexperienced than ever before. This means they lack the confidence to make decisions. Thus, as … Read More. The post Building Buyer Confidence in Themselves | Sales Strategies first appeared on Colleen Francis - The Sales Leader.
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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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