This site uses cookies to improve your experience. To help us insure we adhere to various privacy regulations, please select your country/region of residence. If you do not select a country, we will assume you are from the United States. Select your Cookie Settings or view our Privacy Policy and Terms of Use.
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Used for the proper function of the website
Used for monitoring website traffic and interactions
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Strictly Necessary: Used for the proper function of the website
Performance/Analytics: Used for monitoring website traffic and interactions
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
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.
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
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.
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.
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 […].
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.
Imagine working for a company without any employees dedicated to growing and developing the business. Nobody to challenge you to improve or tell you about new business opportunities, changes in the market, what your competition is up to, or how you can attract your target audience more effectively. This would make it pretty hard to succeed, don’t you think?
Imagine working for a company without any employees dedicated to growing and developing the business. Nobody to challenge you to improve or tell you about new business opportunities, changes in the market, what your competition is up to, or how you can attract your target audience more effectively. This would make it pretty hard to succeed, don’t you think?
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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. .
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.
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.
?????????????????????????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.
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.
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.
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.
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.
The hiring process for customer experience teams is broken. Fixing it comes down to three strategies—for leaders and job seekers alike: Defining the five roles that make customer experience Applying those roles to the metrics within your organization Getting the right people onboard (even if you don’t hire anyone new) I’ve been calling myself a […].
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
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!
We organize all of the trending information in your field so you don't have to. Join 105,000+ users and stay up to date on the latest articles your peers are reading.
You know about us, now we want to get to know you!
Let's personalize your content
Let's get even more personalized
We recognize your account from another site in our network, please click 'Send Email' below to continue with verifying your account and setting a password.
145 
Let's personalize your content