Hubspot Sales

JULY 12, 2019

When I first built my email list, I was ready to create some drip campaigns. Just one little problem: I didn't know what to say. I felt like a salesperson with this perfect prospect, but I couldn't find the words to convey how I could change this person's business. I started chatting with a few of my friends in sales to learn more about their best secrets and corresponding open rates, and David Sneider , Sendbloom's former head of growth and current CEO of Deco.Network, provided the following qu

B2C 145

B2C B2B Customer Experience Organization 145

Nutshell

JULY 24, 2019

When you can’t figure out why your sales have surged in one month and plummeted in another, it’s easy to shrug your shoulders and mark it up to “seasonality.”. Seasonality refers to fluctuations in your sales revenue that are caused by external factors and occur on a predictable schedule around the same time(s) every year. To be fair, you can’t really control seasonal shifts in consumer behavior, especially when those shifts are permanently tied to the holiday schedule or growing seasons.

Retail 120

Retail Sales Insurance B2B 120

SBI Growth

JULY 12, 2019

Today Ray Oram, Global VP of Sales Enablement for IBM, joins us to discuss how to transform the seller experience. Traditionally, sales enablement groups have spent their time working on budgets, supporting sellers through training, developing digital assets, and knowledge sharing.

Sales 112

Sales Digitalization Customer Experience Customer Success 112

Groove HQ

JULY 30, 2019

Amidst day-to-day struggles, we forget great support stems not from a mysterious alchemy of magnetism and magic. Instead, it arises from a certain set of core competencies. Behind the scenes of every experience are attainable skills that separate average or frustrating from truly exceptional customer service. But what skills matter? And how do you take […].

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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.

Sales Management

MTD Sales Training

JULY 9, 2019

It may sound strange, but there will be people you know you can help who will refuse to meet with you! How dare they! Don’t they know you have their holy grail, the answer to their prayers, the very thing they have been looking for? Of course, the world doesn’t work that way, and there will be prospects and customers who will reject your advances and avoid you at all costs.

Decision-making 110

Decision-making Sales Training Meetings Sales 110

The Center for Sales Strategy

JULY 24, 2019

Not long ago, I spoke with two leaders from a top-notch company enrolled in our Up Your Culture program. The purpose of our conversation was to help them find ways to create a strong sense of unification employee engagement across their multiple markets. They know that companies with highly-engaged employees are 17% more productive and 31% more profitable, and they recognize that those with strong levels of engagement enjoy 26% greater annual increases in revenue and 233% higher customer loyalty

Profitability 110

Profitability Marketing 110

Nutshell

JULY 23, 2019

Tracking your contacts and conversations aren’t the only tasks a CRM is good for. If you choose the right one, it can save you a ton of time on analyzing your sales numbers and creating your financial forecasts for the future. A study by IBM found that being able to consolidate sales data was one of the top four most important features that businesses wanted out of a CRM.

CRM 109

CRM Negotiation Sales Management Sales 109

RAIN Group

JULY 17, 2019

Everyone is a periodic procrastinator. Twenty percent of people are chronic procrastinators. 1. Why? We all have something we want to do or know we need to do, but it seems difficult, so we avoid it. Often, that seemingly difficult task is the same activity that would provide you the greatest feeling of accomplishment, productivity, and return on your efforts.

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101

Groove HQ

JULY 16, 2019

The story of the darkest months of Groove’s history “I don’t even want to go.” It all came to a head at my kitchen table at home. I was talking with my wife, and I was miserable. Anyone who’s been through it will tell you that the entrepreneur’s journey is full of peaks and valleys, […]. The post Why I Almost Walked Away From the $500k/mo Company I Founded appeared first on Groove Blog.

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Engage Selling

JULY 18, 2019

Have you given sufficient thought to building confidence in your sales team? It goes without saying, but confident salespeople perform better than those who lack confidence.

Sales 99

Sales Client Relationships Communication 99

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.

The Center for Sales Strategy

JULY 18, 2019

Sometimes I wonder if our ability to measure almost everything is what gets in the way of us actually paying attention to what might be the most useful metrics. I’ve spoken with plenty of sales managers who are frustrated these days because someone upstairs has fallen in love with a new measurement, a new report, or a new way to look at familiar data.

Sales Management 102

Sales Management Management Sales 102

Hubspot Sales

JULY 9, 2019

When thinking about ways to boost your revenue and grow your business, you might consider evolving your product line, reaching your buyer personas in new ways, or launching a brand awareness campaign. But what about considering the people who are working to sell your products every day? Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily.

Sales Management 142

Sales Management Management Sales Onboarding 142

SBI Growth

JULY 15, 2019

Are you growing faster than your competitors? Have you started the year off blowing out your plan? If you answer yes, congrats, you have a good “problem” on your hands. What CEO doesn’t want to grow even faster? It gets the.

Profitability 95

Profitability Organization B2B Marketing 95

RAIN Group

JULY 31, 2019

This RAIN Group article was first published on Selling Power. When it comes to sales prospecting, sellers are frequently told the following: "Cold calling doesn't work.". "It's impossible to get through to buyers cold.". "With all the information on the Internet, buyers do their own research and reach out later in the sales process.". "You shouldn't pitch your capabilities.".

Internet 94

Internet Publishing Sales 94

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

B2B

Sandler Training

JULY 25, 2019

In the past couple of decades, our workplaces have gone from the office to mostly virtual spaces. We get our jobs done and we communicate in the cloud. However, we still struggle with the same issues in communication which we had decades ago. Here are a few effective ways to overcome communication barriers in the workplace which you can apply right now.

Communication 91

Communication 91

Groove HQ

JULY 15, 2019

Here’s something you won’t expect a customer support platform to say outright: Gmail is awesome for customer support. In fact, a lot of customers who come to Groove were using Gmail for customer support in the past. (What’s more, plenty of small businesses we talk to don’t actually need customer support software.) Why? Because if […]. The post Gmail for Customer Support: 10 Best Practices You Need to Know appeared first on Groove Blog.

Small Business 89

Small Business Software Software 89

The Center for Sales Strategy

JULY 2, 2019

Companies with highly-engaged employees grow revenue 2.5x as much as those who don't, and engaged employees are 87% less likely to leave their organization. Creating and building a company culture of engagement is vital to a healthy company and business growth.

Business Growth 102

Business Growth Organization 102

Hubspot Sales

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? If the answer is “Yes,” chances are you understand your customers want partners, not vendors. To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

Account Planning 142

Account Planning Co-Creation Account Management Negotiation 142

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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.

Meetings

Engage Selling

JULY 4, 2019

If you want to make more sales, you have to think about this. First, understand that we live in an “on demand generation.” We can watch movies on demand. We can play any song on demand.

Sales 89

Sales Client Relationships Communication Management 89

RAIN Group

JULY 10, 2019

Productivity is often misunderstood. One person might think being productive is conquering their never-ending inbox by the end of the day, while another perceives it as working as many hours as possible. Here's the thing: it's not about getting through your email, and it's not about being a workhorse and cranking out eight or more hours of work every day.

Meetings 88

Meetings 88

Nutshell

JULY 5, 2019

Referral marketing is the unicorn of B2B marketing. In simple terms, referral marketing is when you get your customers to tell their friends about you. But referral marketing isn’t just for brick-and-mortar businesses. In the B2B space, 84% of decision-makers start their buying process with a referral. Which is bad news if you don’t have a referral program in place—you’re pretty much leaving money on the table. .

B2B 86

B2B Marketing Digitalization Decision-making 86

SBI Growth

JULY 28, 2019

Driving effective cross-functional interlocks is a best practice for B2B organizations looking to accelerate revenue growth. However, one interlock that often gets overlooked in go-to-market transformations is the relationship between Sales and Pricing. Too often, Sales views Pricing as a.

B2B 85

B2B Sales Marketing Organization 85

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

The Center for Sales Strategy

JULY 11, 2019

If your sales meetings are typically just focused on reviewing the budget pacing numbers and other housekeeping notes, then WOW are you missing a great opportunity. Sales meetings are a great place to do sales training or sales warm ups. While most sales managers agree with this, they often share that one of the reasons they don’t do that sort of activity is that they don’t have time to prepare.

Meetings 100

Meetings Sales Sales Training Sales Management 100

Hubspot Sales

JULY 11, 2019

Your sales team is working harder than ever to differentiate your product or service and close new business. In fact, HubSpot research shows 72% of companies with less than 50 new opps were unable to meet their goals. That number shrank to just 4% with companies earning 101 or more opportunities each month. Reps need to prospect, sell, and close -- and that doesn’t always leave a lot of time for administrative or big-picture work.

Sales 141

Sales CRM Finance Leadership 141

Engage Selling

JULY 19, 2019

?????????????????????????I’m currently working on a large project where I work closely with several sales managers. Unfortunately, I have been disappointed with their managerial qualities.

Sales Management 87

Sales Management Management Sales Leadership 87

Sandler Training

JULY 29, 2019

Tim Priebe, Founder of T&S Online Marketing, talks about how to integrate Sandler into your marketing and shows you the attitudes, behaviors, and techniques needed to be more successful at marketing the Sandler way. Get the best practices for marketing collected from around the world. Listen Time: 30 Minutes.

Marketing 83

Marketing 83

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.

Supply Chain

CMOE

JULY 26, 2019

A leadership-development plan is a detailed blueprint of the professional development and learning activities you’re going to engage in during a certain period of time. Its goal is to improve your leadership abilities. It’s important that your leadership-development plan be well-written, which can take effort, structured thinking, and collaboration.

Leadership 83

Leadership Emotional Intelligence Decision-making Brainstorming 83

Openview

JULY 24, 2019

The post Balena Raises $14.4 Million to Simplify IoT Device Management appeared first on OpenView.

Management 82

Management 82

The Center for Sales Strategy

JULY 4, 2019

Editor's Note: This post was originally published in 2016 and has been updated. At least once a week, I get asked by a sales leader if there is a business book I would recommend they read that will help them improve their game. That is a tough question to answer, because there are so many very good books out there, and depending where you are in your career (or your current business situation, or what you have already read) the right book for you could be one of several.

Publishing 92

Publishing Sales Sales Leadership Leadership 92

Hubspot Sales

JULY 23, 2019

If you’re just measuring success against how many deals you close -- you’re doing it wrong. A quick Google search of “Most important sales metrics” will turn up a variety of answers, from customer acquisition cost (CAC) to win rate to average contract value (ACV). One voice and answer reigns supreme, however. You can’t open an article about lead velocity (including this one) without seeing SaaStr founder Jason Lemkin’s now-famous quote about how your lead velocity rate is the single most importa

Acquisition 139

Acquisition Publishing Sales Meetings 139

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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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