RAIN Group
SEPTEMBER 9, 2021
Referrals are among the top ways sellers get leads and new business, but many struggle with generating them consistently. Often, this is because they haven’t thought about why buyers should refer them. They don’t have a system in place for generating referrals. We know our buyers rely on colleagues, associates, and friends to recommend providers. So when a prospect comes to us via this route, some of the work is already done for us.
OnStrategyHQ
SEPTEMBER 10, 2021
Most of the OnStrategy Team lives in Nevada, so we know a thing or two about gambling (and sometimes you can get lucky!!). However, most leaders prefer to play it safe with the future of their companies. We suspect you feel the same way. The problem for most organizations, and many of our clients, is great market data is too expensive and time consuming to gather.
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Hubspot Sales
SEPTEMBER 1, 2021
A limited partnership is a business model that can connect bold, enterprising entrepreneurs with savvy investors looking to finance lucrative, low-touch business ventures. If you fit either of those bills, thoroughly understanding the concept is in your best interest. Here, we'll explore the model further, differentiate it from similar business arrangements, review its pros and cons, and go over some prominent examples of what it looks like in practice.
Holden Advisors
SEPTEMBER 8, 2021
As a strategic account manager, you take the long view in working with your customers to ensure that each of them gets the right solution. You invest time in evaluating your customer's business and sourcing the best team internally to configure a valuable solution. It takes teamwork, planning, and execution. When it’s time to close the deal, procurement is introduced into the process and now runs the relationship and the deal – and they only focus on the price.
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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.
Strategic Account Management Association
SEPTEMBER 13, 2021
By Dave Duke, Co-Founder and CCO, MetaCX, and Joel Schaafsma, Research General Manager, SAMA. Turning lemons into lemonade. It is one of the most optimistic cliches known to man – and with good reason. The phrase tells us to have a positive mindset and look for the good when faced with a dire, and potentially devastating, turn of events. The pandemic has presented an opportunity to reflect on what matters most in our personal and professional lives.
Software Sales Guru
SEPTEMBER 27, 2021
Close the Door on the Close One of the reasons salespeople get a bad rap is because most people associate sales with a hard close. No one wants to be manipulated or pressured into making a decision that they may come to regret. Buyers don’t like a hard close, and the truth is salespeople don’t either. I’ve heard countless people say that they aren’t cut.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
EcSell Institute
SEPTEMBER 13, 2021
Tough road loss. Frustrated coach. After the game, outside the team bus, he stands with the other coaches and “talks smack” about his players behind their backs. The players overhear. And just like that, their psychological safety is gone. Coaches can lose the confidence and trust of their players faster than a toupee in a hurricane. And once those crucial coach-player components go away, it’s like running against the wind to get them back.
RAIN Group
SEPTEMBER 24, 2021
There’s a lot to think about when it comes to selling virtually. Projecting a professional image in your virtual meetings is an important (and often overlooked) factor to consider. With a little forethought and preparation, you can make a great first impression with your buyers. Read on for guidelines and tips specifically focused on projecting a professional image in your virtual sales.
Holden Advisors
SEPTEMBER 21, 2021
Imagine if you could banish “no-decision” from your sales funnel. More deals that travel all the way to the win/loss finish line, less wasted sales time, more essential customer needs resolved, and a higher share of wallet. What’s standing in your way? Is it the wrong solution, an inadequate business case, inability to get budget, or something else?
Hubspot Sales
SEPTEMBER 28, 2021
If you're anything like me, you probably spent last summer binge-watching Selling Sunset , the Netflix reality show that follows the high-end real estate brokerage firm the Oppenheim Group. The show makes the life of a real estate agent look glamorous — and it can be. With flexible hours and high earning potential, the life of a real estate agent can be both freeing and massively rewarding.
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.
Software Sales Guru
SEPTEMBER 13, 2021
Selling to Committees All buyers want to have options, and they want a simple way to compare those options. An example is the Mutual Fund industry. Most brokerages have tools that allow buyers to compare funds side-by-side, helping them to make an informed decision. Yet Matthew Morey of New York’s Pace University, found that it was not necessarily the performance metrics that motivated the purchase.
Customer Think
SEPTEMBER 11, 2021
Customer journeys are as individual as customers. Every customer has different needs, preferences, knowledge, information and another way to resolve their issues. In brief, every customer has a context of their own. As a consequence, customer journe.
SBI Growth
SEPTEMBER 29, 2021
With executives facing the same challenges and experiences, and in this unique time, on a level playing field. Clarity is needed for the C-Suite in terms of Marketing. Many CEOs have placed digital investments on the back burner and now.
Help Scout
SEPTEMBER 14, 2021
With access to fewer resources and generally leaner teams, small businesses need to be more creative and tactful in their approach to customer service. That’s not to say they can’t provide a top-notch experience — they absolutely can. They just need to be a little more focused with their efforts. In this guide, we cover some common topics surrounding small business customer service and provide some insights gained from our years of working in support — as well as insights from small business lea
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
Holden Advisors
SEPTEMBER 30, 2021
Why is pricing so difficult? And why do so many companies get it wrong? It often comes down to organizations not being clear on pricing purpose. Just think—what are some of the pricing purposes we hear in big organizations? One of them we hear a lot is “price to cover cost.” The biggest problem with that? Customers don't care about your cost, and they'll gladly tell you so in a negotiation.
Hubspot Sales
SEPTEMBER 24, 2021
Once upon a time, the best way for prospective home buyers and sellers to find a real estate agent was to reach out to friends and family for recommendations. But today, most clients use their mobile devices to find agents and seek out properties for sale. One way to reach these audiences is through social media posts and accompanying real estate hashtags.
Kainexus
SEPTEMBER 2, 2021
In the business management context, continuous improvement means a never-ending effort to identify and eliminate the root causes of problems that produce errors or diminish customer value. Most often, it consists of many incremental improvements rather than one drastic change. Continuous improvement is an integral part of Japanese culture, which endeavors to improve on an ongoing basis.
Customer Think
SEPTEMBER 21, 2021
Anyone who has traveled to a different country and didn’t speak the language knows the feelings of frustration and anxiety that come with that experience. Even fluent speakers who are experts in their fields can face bias if they have an accent. Somehow, as a society, we’ve correlated language skills with intelligence, when that’s far […].
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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
SEPTEMBER 25, 2021
A hot topic on the minds of executives, validated by SBI’s Growth Advisory Board Program, is what the future of the workplace looks like and how to create an impactful EX and CX in a hybrid environment. Executives are looking.
Help Scout
SEPTEMBER 28, 2021
While the opportunity to hire the best people anywhere in the world is incredible, hiring for a remote team does have its unique challenges. Help Scout has been a fully remote company for over 10 years now — with 129 people across 80 cities around the world — so our hiring process has to be aligned with our remote culture. That means: Optimizing interviews for people in different time zones.
Sales Readiness Group
SEPTEMBER 30, 2021
When navigating a large, complex sales opportunity, one of the most important relationships a sales rep can cultivate is the "customer coach.".
Hubspot Sales
SEPTEMBER 21, 2021
Real estate provides an excellent avenue for a potentially lucrative, extremely gratifying side hustle. If you have the patience, diligence, personability, and time-management skills to build a career in the field around your current job, you can put yourself in a position to generate a steady stream of supplementary income. Here, we'll review the steps you need to take to become a part-time real estate agent, go over what you can expect to earn if you do it right, and see some tips on how to th
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.
Sandler Training
SEPTEMBER 1, 2021
Within the professional buyer/seller environment, preferences and practices have altered dramatically since the spring of 2020. The post Sandler Research Center Report: What Buyers Want Now appeared first on Sandler Training.
Customer Think
SEPTEMBER 29, 2021
Your call center agents are the lifeblood of your contact center. They have a huge responsibility to represent your brand during a customer’s time of need and frustration, all while actually solving a customer service issue in real-time. Now that’s a tall order. Whatsmore, positive and negative experiences with your call center agents have a […].
SBI Growth
SEPTEMBER 27, 2021
In today’s world, CEOs are having to make critical business decisions while being saturated with data, trends, and ever-changing technologies. With all of this conflicting or faulty information, how can you make sound judgments for your organization without the threat.
Help Scout
SEPTEMBER 30, 2021
It’s possible to deliver higher volumes of customer service at a consistently high level of quality — here's how.
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.
Sales Readiness Group
SEPTEMBER 22, 2021
“Do you mind if I ask you a few questions to understand your needs better?” This is the go-to line most salespeople use as they transition the sales call from building rapport to discovery. But is this the best approach for selling to senior-level clients?
Hubspot Sales
SEPTEMBER 20, 2021
Purchasing a franchise is an excellent way to become a business owner while buying into an established brand. You’ll receive business guidance, marketing assets, training, and much more. However, while this is a great opportunity for you as an entrepreneur, you’ll want to make sure that you are making a sound business decision and are protected throughout the process.
Engage Selling
SEPTEMBER 3, 2021
“Buyers have changed and loyalty’s dead now. Customers don’t care about the relationship anymore!” I’ve been hearing that whine a lot from sellers. Most recently, it was from a client of mine, saying: “I’ve been supplying my long-time customer with … Read More » The post Loyalty Is Your Job, Not Theirs first appeared on The Sales Leader.
Customer Think
SEPTEMBER 23, 2021
We are seeing an increasing willingness of consumers, but also B2B buyers, to interact with companies using chats or even voice interfaces. This can be attributed to the simple fact that words, written or spoken, are the method of communication that is most natural for humans. At the end of the day, we speak far […].
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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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