Account Manager Tips
JUNE 23, 2020
Share. 0. Tweet. 0. Share. 0. Pin. 0. I'm excited to share my recent conversation with Phil Bourne with you. Phil is an account management and sales professional professional with a wealth of experience and wisdom he's distilled into The Tenets of Account Management. These guiding principles have served Phil well and I know they will help you find success as a key account manager.
Hubspot Sales
JUNE 16, 2020
What is sales performance? It’s the measurement of sales activity and corresponding results compared to the sales expectations and quota. Good sales performance is highly valued but it can also be elusive to achieve for many salespeople and organizations. The key to good sales performance is consistency. Anyone can have a good sales month, but a high-performing salesperson and sales team can meet or exceed expectations for an extended period of time through different sets of economic circumstanc
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The Center for Sales Strategy
JUNE 30, 2020
From being quarantined in our homes to keeping six feet apart and avoiding handshakes, the way we interact with other humans has drastically changed. In the business environment, the normal behaviors and tactics that salespeople have relied on to drive their success are no longer available. We can no longer drop by to see a client, meet a prospect for lunch, or fly to another city for a face-to-face meeting.
Engage Selling
JUNE 25, 2020
There’s still time for you to make the most of the time you have.
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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.
Jermaine Edwards
JUNE 29, 2020
Every conversation matters. There are very few areas in your life where you can avoid speaking to others whether over the phone, face-to-face and now digitally. We all need to communicate with others. When we speak with anyone we can often miss something fundamental about this undervalued communication medium that has shaped the ideas of civilisations.
Nutshell
JUNE 22, 2020
Cold calling is great—if your prospects actually pick up the phone. Many buyers are more comfortable with texting than phone calls, which means you have to get comfortable with it too. Learn to leverage this underrated communication channel, and SMS sales just might become the secret weapon in your selling arsenal. Here are a few quick facts to prove it to you: The average American checks their phone 96 times a day.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Hubspot Sales
JUNE 30, 2020
Sales-marketing alignment is a hot topic for most sales and marketing organizations and has been since the beginning of business. Here on the HubSpot blog, we’ve published several posts outlining ways sales and marketing organizations can work better together. For many companies, sales and marketing alignment efforts have been in place for a while, and in order for the business to grow, scale, and better support its customers, customer support organizations also need to be a part of the conversa
The Center for Sales Strategy
JUNE 26, 2020
- MOTIVATION -. "Change can be scary, but you know what's scarier? Allowing fear to stop you from growing, evolving, and progressing.". -Mandy Hale. - AROUND THE WEB -. > How to Protect Your Mental Health When Working Remotely– HubSpot. 2020 has brought with it unexpected levels of stress, anxiety, and fear for people across the globe. As we can all probably attest, the boundary between "work" and "home" life is quickly shrinking.
Engage Selling
JUNE 19, 2020
It’s not a coincidence that the word crisis—borrowed from the Ancient Greeks—meant “the turning point in a disease.
SBI Growth
JUNE 1, 2020
Customer Experience is more important now more than ever, as lockdown orders remain in place across the country, many companies are being forced to serve customers outside of traditional channels. Customer Experience is no longer a buzzword or the next.
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.
Nutshell
JUNE 3, 2020
Slumped at your desk with a second cup of coffee and sore eyes from scowling at your screen, you try to fill the page with words that will persuade a future web visitor to make a purchase. Unfortunately, the right words refuse to come out. Does this sound familiar? In sales and marketing circles, it’s become trendy to praise great copywriting as the secret weapon that divides successful brands from the rest of the pack.
Groove HQ
JUNE 12, 2020
Eight ways we managed to save money, time, and customers by keeping support in-house. The post How We Avoid Outsourcing Customer Support (Plus 3 Tips If You Absolutely Must) appeared first on Groove Blog.
Hubspot Sales
JUNE 5, 2020
Whenever I have a conversation about digital selling, the discussion quickly transitions to topics like search engine optimization, Facebook Ads, or some other messaging related category. In other cases, social media marketplaces come up or even the latest progress someone is making in eCommerce. As much as I appreciate these hot topics, they are each connected to digital marketing.
Drift
JUNE 26, 2020
Editor’s Note: This guide was updated in June 2020 to reflect product changes. A few things to know about this guide: It’s designed to help you understand how Drift works and what you need to be successful. It’s packed full of information that will let you have better conversations and conversions. It’s completely free. Don’t let the length of this guide scare you – Drift is designed to be easy.
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
Engage Selling
JUNE 19, 2020
Have you noticed that the crisis has brought to light the two different types of sellers? The first type of seller is choosing to “wait out” the crisis and hopes for things to get back to “normal.
Sandler Training
JUNE 23, 2020
Mike Montague interviews Hamish Knox on How to Succeed When the Sale Goes Sideways. In this episode: Throw your current proposal out the window Don’t let the “sunk cost fallacy” get in your way Be emotionally unattached from the outcome You can’t lose anything you don’t have Empathize with your prospect Go back and reset You… The post How to Succeed When the Sale Goes Sideways [PODCAST] appeared first on Sandler Training.
The Center for Sales Strategy
JUNE 29, 2020
With the recent layoffs and furloughs, social distancing, and working from home, there’s more talent available on the market than ever before. “As a result of the pandemic, it’s become an employer’s job market,” states a recent Forbes article. “Candidates will have to get more assertive and creative in finding ways to help them stand out or get lost in the crowd.”.
Groove HQ
JUNE 29, 2020
Using real customer questions as our guide, we compare Groove to Zendesk and Freshdesk. The post Zendesk vs Freshdesk vs Groove: 3 Real Questions Answered appeared first on Groove Blog.
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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
JUNE 17, 2020
There’s no easy way to put it — for many companies, it is a hard time to sell and consumers have a lot on their minds. According to LinkedIn’s 2020 State of Sales Report , buyers are becoming increasingly less responsive, with 44% of salespeople reporting a decrease in responsiveness to outreach. This research also indicates sales cycles are increasing, with 44% of salespeople saying their customers buying cycles have increased.
SBI Growth
JUNE 10, 2020
For a CRO leading a transformation, one of the major challenges of evolving a product portfolio is preserving the core customer base while innovating. In his final interview segment, Steve King, CRO of Hexagon PPM, shares his experience in not only retaining.
Engage Selling
JUNE 3, 2020
After months of global pandemic responses, including economic shutdowns, everyone has been thrown off balance.
Strikedeck
JUNE 30, 2020
Keri talks about how to guide and engage clients in today's climate.
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.
Kainexus
JUNE 26, 2020
For a topic with so many authors, students, practitioners, and leaders, it’s probably no surprise that there are a ton of blogs about Lean - Lean manufacturing, Lean enterprise, Lean thinking, etc. This list includes some bloggers I’ve been reading for the longest time, those who are the most active, and those whose insights are really valuable (and sometimes, people fall into all three categories).
Groove HQ
JUNE 3, 2020
Nine real customer success strategies we use at Groove, along with templates to set them up yourself. The post 9 Customer Success Strategies That Actually Scale (Plus 4 Metrics We Track) appeared first on Groove Blog.
Hubspot Sales
JUNE 24, 2020
Smarketing — the practice of integrating your sales and marketing efforts to foster closer collaboration between the departments that carry them out. It's a cool buzzword that encompasses processes with some very practical and effective applications. It's a way to ensure that your messaging, promotion, and outreach are in sync across the different facets of your organization — a means of keeping everyone on the same page to leverage a common, integrated approach internally and project cohesion t
SBI Growth
JUNE 16, 2020
Any gap in alignment between the Sales and Marketing organization will endanger the commercial success of a company. The Revenue Marketing Strategy, when thoughtfully crafted, allows best-in-class marketing organizations to focus their energy on demonstrable revenue generation instead of debating.
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.
Engage Selling
JUNE 12, 2020
Strategic pivots can help you during these times. I’ve noticed salespeople, sales leaders and executives get discouraged because their current buyers have slowed down or completely ceased ordering.
Sandler Training
JUNE 18, 2020
I believe we should start by simply acknowledging the reality that telling our employees that we have a learning culture does not mean that we actually have a learning culture in our organization. The post How to Create and Support a Learning Culture in Your Organization appeared first on Sandler Training.
Corporate Visions
JUNE 18, 2020
The post How to Make Virtual Sales Meetings More Engaging and Memorable by Tim Riesterer appeared first on Corporate Visions. Sales reps who were selling in person just a few months ago are now steeped in a very different (virtual) reality. But how do salespeople feel about virtual sales meetings, versus in-person presentations? Not good. According to our recent industry survey of over 550 B2B sales reps, nearly 70 percent of salespeople don’t believe that remote selling is as effective as
Groove HQ
JUNE 1, 2020
Want to know how to connect with influencers and VIPs? Here are two word-for-word email scripts you can use in your outreach. “How did you connect with _?” It’s a question that I get all the time. Whether it’s a VIP that we published an interview with, a publisher whose blog we guest posted on, […]. The post How to Connect with Influencers and VIPs: The Exact Email Scripts I Use appeared first on Groove Blog.
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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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