Holden Advisors
DECEMBER 6, 2021
One of our top goals in any consulting engagement is uncovering revenue and profit growth opportunities for clients. Generally, we want to answer four key questions: How much opportunity is there? Accordingly, how hard should we work to capture it? Where is it coming from? Is it concentrated in a given geographic region or business unit, and is it coming from a specific sales discount category or channel?
Upland
DECEMBER 14, 2021
Work together on Altify account and opportunity plans with Slack. In leading organizations, Slack is often the go-to tool for collaboration, and Salesforce is the book of record for everything customer relationship-related. By integrating Slack with Altify, an account planning software built natively in Salesforce, sellers can easily work together to refine account plans and win opportunities—with all critical insight captured in Salesforce for future reference.
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Account Manager Tips
DECEMBER 28, 2021
Inherit Another Account Manager's Mess? 12 Ways to Clean it Up Now There’s nothing worse than inheriting a mess left behind by another key account manager. They're OK - they've moved on and don't have to deal with the fallout. But as the new key account manager, you're left to figure out where things went wrong, how to fix them and restore the client's trust. fast.
Software Sales Guru
DECEMBER 20, 2021
Why asking “I am curious” is disingenuous I’ve talked before about the need for salespeople to be curious, so it may come as a surprise when I tell you not to say you’re curious. To be curious is a mind set. To say, “By the way, I’m curious,” is another thing entirely that can feel disingenuous because the question is hiding a deeper motivation, and.
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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.
Customer Think
DECEMBER 31, 2021
Did you know?? By 2022, the global ML market is expected to be worth $8.81 billion. It’s not a surprise that Artificial Intelligence (AI) and Machine Learning (ML) are two of the top buzzwords in today’s technological world. But, how will the two technologies create innovation and change in the near future? Do you have […].
Hubspot Sales
DECEMBER 23, 2021
A customer's revenue potential doesn't immediately end at the point of sale. There's a wealth of opportunity for more business beyond each initial purchase — and practices known as cross-selling and upselling can help you tap into it. Here, we'll take a closer look at cross-selling and upselling, go over the difference between the two, take a look at how to do both, and see some examples of what they look like in practice.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Upland
DECEMBER 6, 2021
The most successful account executives rely on close collaboration with their wider revenue teams to expand existing customer relationships and win the opportunities that matter. But sellers often move fast and get pulled in several different directions at once. Multitasking, jumping from meeting to meeting, and racing the clock, are all too familiar for salespeople.
Engage Selling
DECEMBER 31, 2021
Having long studied the habits of top-ranked sellers and the changing nature of the marketplace, I’ve seen a steady shift in the power in buyer-seller relationships. Now, study after study confirms what I’ve been observing in the field: today’s buyer … Read More » The post How Are Buyer-Seller Relationships Changing first appeared on The Sales Leader.
Software Sales Guru
DECEMBER 6, 2021
4 Rules of Price Concessions When a buyer puts pressure on a seller, the seller’s natural reaction is to start offering concessions. Yet if a seller gives big discounts quickly, they degrade themselves and diminish their offering in the eyes of the buyer. Before giving any concessions, savvy sales negotiators will deploy the mobile defense plan to politely, but firmly, stand behind the price.
Customer Think
DECEMBER 26, 2021
Seventy-five percent of salespeople believe that they could not do their jobs as effectively without current technologies, according to our latest research. Technology is essential in a world that relies on it to evolve and enhance the way sales teams connect and follow up with leads. Now artificial intelligence (AI) has become a key piece […].
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.
RAIN Group
DECEMBER 3, 2021
In What Sales Winners Do Differently , we studied over 700 purchases from the perspective of business-to-business buyers to find out what really happened in their buying experiences.
SBI Growth
DECEMBER 22, 2021
Commercial leaders have been introducing sales technology for years in an effort to boost seller productivity and efficiency. However, with the pandemic accelerating Sales’ digital transformation, vendors have accelerated the pace of introducing new sales tools and technologies, creating a complex landscape for sales leaders to navigate. Specifically, Smart Selling Tools cites that $1.5B was invested in sales software companies in just the first months of 2021, and from 2020 to late 2021, the nu
Hubspot Sales
DECEMBER 16, 2021
Inbound sales is a modern sales methodology based on the fact that customers are more in charge of their buyer's journey than ever before and have quick and easy access to the information they need to decide on making a sale before ever speaking to a sales rep. Demand generation and lead generation are two strategies that make up a large part of inbound sales but are often referred to interchangeably despite being two different practices.
Engage Selling
DECEMBER 10, 2021
Did you know closing ratios on deals that employ traditional selling methods (e.g., cold calls and direct mail) have not changed since the 1980s? Seriously. They’ve not budged at all since “Eye of the Tiger” was a hit song on … Read More » The post Are You Still Selling Like It’s 1982? first appeared on The Sales Leader.
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
The Center for Sales Strategy
DECEMBER 20, 2021
The past decade has radically changed the way consumers learn about, research, find, and buy a product. Now, more than 90% of consumers research online before buying a product. If your company is going to stay relevant, you have to understand the trends of sales data for 2022. Learning the data and staying on top of the trends will allow you to make the most of your sales and marketing strategy and, ultimately, will lead you towards success in 2022.
Customer Think
DECEMBER 28, 2021
Low-code usage has been quickly expanding in recent years and it is expected to continue to dominate the software development market. The use of low-code web application development platforms is increasing due to a dearth of trained developers and increased demand for commercial apps. In recent years, there has been a greater emphasis on grooming […].
Help Scout
DECEMBER 7, 2021
Team email management software minimizes the stress of organizing, processing, and prioritizing email, improving your team's productivity.
SBI Growth
DECEMBER 1, 2021
While the current macroeconomic environment presents growth leaders with considerable opportunity, CEOs will benefit from showing commitment to the shortlist of growth initiatives that matter most to their annual plans as opposed to shifting gears with the market. SBI Research found that lower-growth companies are 250% more likely to take an agile approach to 2022 planning than their peers.
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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
DECEMBER 21, 2021
This post originally appeared on HubSpot's Agency blog. For more content like this, subscribe to Agency. Think back to the best boss you ever had. What were they like? What made them so great? Odds are, their "X factor" was an embodiment of key leadership traits — ones that inspired, motivated, and empowered everyone around them. It's these traits that transform mediocre leaders into outstanding ones.
Engage Selling
DECEMBER 17, 2021
Why does team selling work? A client recently reported interesting results to me. They are a manufacturer and they sell through distributors. They have a core sales team of experts that are assigned to all of these distributors. Many of … Read More » The post Why Team Selling Works | Sales Strategies first appeared on The Sales Leader.
Zendesk
DECEMBER 6, 2021
Customer satisfaction has been dropping in the US since about 2018, according to the American Customer Satisfaction Index (ACSI). The question is why , especially when so many companies are trying hard to meet customer needs on a variety of fronts. There are some general trends that offer clues—for example, customer expectations keep rising. Customers have become much more critical of everything, whether it’s product quality, delivery, or customer service.
Customer Think
DECEMBER 5, 2021
Customer experience isn’t just what you create, but the perception you inspire. You might’ve optimized your ads, improved the customer support response rate, and even created an intuitive website; but if your customers don’t think so, then there’s still work to be done. So how do testimonials play into creating exceptional experiences? When it comes […].
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
DECEMBER 16, 2021
“God, when I cross the truth, give me the awareness to receive it the consciousness to recognize it the presence to personalize it the patience to preserve it and the courage to live it.” ? Matthew McConaughey, Greenlights The number one reason for failure in sales is an empty pipeline. The number one reason for an empty pipeline is the failure to prospect every day, every day, every day.
SBI Growth
DECEMBER 8, 2021
Immediately following the announcement of the Omicron COVID-19 variant, commercial leaders began questioning their sales kickoff (SKO) plans and turning to SBI for peer comparisons and feedback.
Hubspot Sales
DECEMBER 9, 2021
Everyone is looking to unwind when the holidays come around. Every year brings its trials, triumphs, and tribulations — and all of them can be exhausting. So as you come upon 2021's end, you can help your team unwind a bit by throwing a holiday party. But those kinds of events can run your company a lot of cash — and when you're working within the confines of a startup budget, you might not have the room for some extravagant celebration.
RAIN Group
DECEMBER 30, 2021
For most sellers, the focus of 2021 has been about adapting to the new sales environment. Those who got ahead in 2021 did so by adopting new methods to stand out and stay competitive. For many, this meant excelling in a virtual environment. But virtual selling is only one piece of the puzzle. Fundamental relationship-building skills and mastery of sales conversations, among many other factors, allowed savvy sellers to gain an edge.
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
DECEMBER 25, 2021
Potential opportunities always surround leaders. It is up to them to pounce on those or regret overlooking them when someone else takes advantage of them. Leaders’ personal beliefs and assumptions often clash reality. The trait is categorized as “confirmation bias” in Psychology , where individuals pick the data that supports their existing opinions and approaches and doubt information which defies their mindsets.
Customer Think
DECEMBER 31, 2021
For the last decade, startups have been doing really well. Over the world, millions of startups are created by entrepreneurs. Thousands of startups are now generating millions of companies. “A company started by one or more than one entrepreneur, to provide products or services to the impunity. An early-stage venture called startup with limited resources […].
Planview
DECEMBER 8, 2021
Effectively selling Agile to executives is more than just getting the go-ahead for an Agile transformation. Because Agile includes a culture shift and a mindset change, as well as funding, you need executives to truly buy in to the approach. If you’ve gotten approval from leadership to embark on an Agile transformation, you may be gaining momentum from Agile teams embracing new ways of working and benefits like faster delivery, better quality, and improved morale.
The Center for Sales Strategy
DECEMBER 1, 2021
It's more important than ever to engage with your sales team. Sales teams that are not engaged are much more likely to underperform, experience low budget attainment, and unwanted turnover. Data shows that less than 30% of today's workforce is truly engaged. This is especially true for end-of-the-quarter and end of the year! According to HubSpot, if a seller is disengaged and underperforming, it costs 150% of their salary to replace them.
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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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