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Account planning has never been so necessary – or so challenging – to get right. When used effectively, account planning benefits businesses by delivering more revenue, happier customers, and more effective sales teams. . But what exactly is account planning, and why is it so important in 2023? . In this definitive guide to account planning, we’ve compiled everything you need in order to understand the importance of account planning, what it is, and why a complete mindset shift is critical
When it comes to managing my time, sometimes it feels like I'm losing the battle, the war and maybe even the will to live. Still, it doesn't have to be like this. So I decided to share my favourite calendar management tips. Sure you'll still have your bad days, but follow even a handful of these tips and I promise you'll be in charge of your schedule, manage your time and smash your goals.
It's easy to lose sight of the big picture in the day-to-day grind. Sit down, take stock and say these four words to your clients to understand what they need from you right now. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. 4 magic words to say to every client After I've said the magic words, then what? What do I do with the information?
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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.
If you're in sales, you know that finding prospects isn't easy. In fact, it can be the tallest hurdle in the sales process. The key is to meet people where they are — and more often than not, they're on social media. The HubSpot Blog surveyed 500+ sales professionals to uncover the top social selling trends to reach more prospects and close more deals — all at your fingertips.
Candidates are in and out of the job market quickly, particularly those with superstar talent. If you’ve adopted a “we’re always hiring” mentality to help you build and fill your talent bank, you’re likely conducting interviews more frequently. According to LinkedIn, 83% of talent say a negative interview experience can change their mind about a role or company they once liked.
This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness. Check our blog next week for the newest installment, or subscribe for updates straight to your inbox.
This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness. Check our blog next week for the newest installment, or subscribe for updates straight to your inbox.
From the offices of our hosts (Thank you firm Boodle Hatfield!) we looked out at the iconic building (nicknames including The Vase, The Boomerang and The Beer Gut). Marketers from law, accountancy, engineering and property firms joined a PM Forum workshop to share ideas on how to improve our writing. We covered a lot in a short time including grammar, audience analysis, persuasion and editing.
Disagreeing with clients isn't a bad thing. It's healthy and can lead to great things if handled properly. Here's some tips on how to disagree constructively. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. 4 magic words to say to every client After I've said the magic words, then what? What do I do with the information?
The Winning Edge is Often Subjective Success depends, not just on checking off the technical aspects, but understanding the subjective and emotional criteria. In many competitive scenarios, all of the vendors can check all of the technical boxes. The winning edge is a deeper understanding of the subjective and emotional criteria. Seek to understand the functional requirements.
Any company's sales leadership needs to keep a pulse on how its salespeople are performing, both individually and on a broader organizational level — getting there often starts by understanding the degree of effort reps are putting in. That's where performance indicators known as sales productivity metrics come in. These figures — ones used to measure how active and engaged salespeople are day-to-day basis — are central to the success and direction of most sales orgs.
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.
Joining host Matt Sunshine and co-host Stephanie Downs in this episode of I mproving Sales Performance are Jenn Scilabro, Senior Vice President of Local Digital Sales for Nexstar Digital, and Tracy Wilkinson, Senior Vice President and Regional Manager for Nexstar Media Group, Inc. As female thought leaders, experts, and industry gurus, Jenn and Tracy share their insights, tips, and knowledge on various topics that help companies improve sales performance.
Recession. Inflation. Stagflation. Stockmarket Free Fall. Energy Crisis. Supply Chain Crisis. Political Divisiveness.War. We are living and selling in a time of deep volatility. It is more challenging to close business, objections are harsher, and qualified buyers are becoming more scarce. On this special episode of the Sales Gravy Podcast, Jeb Blount delivers a powerful message about what it takes to outsell this crisis.
Last week there was a mixture of legal and accounting firms – and M&BD people as well as fee-earners – at the MBL workshop on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders”. I’m delighted that this session received 100% on “Very satisfied” ratings for both the overall rating and quality of the speaker. There was also this fabulous comment “Kim had so much in-depth knowledge.
Is your inbox taking over your life? Here are 12 email management hacks to tame your inbox and stop it from getting out of control. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. The problem with email 12 tips to tame your inbox Try this unique extension to organize your documents Worth a click Quote of the week.
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.
At some point, every leader will have to guide their team through some level of change. Our guests this month on the Revenue Builders Podcast are familiar with that task. Tune in to these eye-opening episodes for lessons on leading with confidence, building connections and building the leaders of tomorrow. Whether it's building a company from the ground up, tracking our ever-shifting economy or even building a grassroots movement, the insights shared this month are highly relevant and actionable
When it comes to data management, there are two main options — spreadsheets versus databases. While both organize information, each solution serves a distinct purpose. In this post, you’ll learn the benefits of both databases and spreadsheets. Then, we’ll explore how you can choose the best organizational system for your business. Table of Contents.
Selection is defined as the action or fact of carefully choosing someone or something as being the best or most suitable. It's Monday morning, and a seller has just told you that they are resigning. Maybe that's a good thing, or maybe it isn’t, but either way, you find yourself with the need to fill a position. But before you do that, you need to know what you are looking for in order to find it.
On this episode of the Sales Gravy Podcast, Jeb Blount and Jennifer Smith, CEO of Scribe, give you tips and tactics for working smarter, dealing with repetitive tasks that slow you down, and getting more done in less time with better outcomes. You must protect your prime selling time at all costs. Time is your most precious resource. You cannot make more, add more, or find more.
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Many people want to believe that cold calling doesn't work because they don't want to have to get on the phone. Indeed, there are many ways to do it wrong and fail. Many cold callers use deceptive tactics to get through and leave a bad taste in buyers' mouths.
Sales Up in a Down Economy? The Bad News I never want to be a source of negative thinking, but there is reason to believe that a global recession of some magnitude is underway. Buyers in 2022 are already hesitant about expenditures and many well cut back. The Good News I have experienced ten recessions and they are an opportunity to keep the growth flywheel.
This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness. Check our blog next week for the newest installment, or subscribe for updates straight to your inbox.
Keeping tabs on sales benchmarks is central to understanding where both your and your sales org's performance stands in the broader sales landscape. So to help you keep a pulse on those figures, we've pulled relevant data from HubSpot's recent Sales Strategy survey of over 1,000 sales professionals. Here, we'll take a look at the hard data around some key metrics, explore how those figures could change in a potential recession, and review some strategies you can leverage to protect your numbers
Speaker: Susan Spencer, Principal of Spencer Communications
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Increasing productivity and promoting teamwork in a hybrid workplace can be challenging, but a few simple changes can help people feel connected and allow them to contribute in a more meaningful way. As more companies move to remote and hybrid work, creating an environment that fosters teamwork is especially difficult, and many employees can feel disconnected and unmotivated when they’re not in the office.
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Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst
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This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness. Check our blog next week for the newest installment, or subscribe for updates straight to your inbox.
Understanding the nature of the buyer's journey is central to conducting sound marketing and sales efforts. Without a solid pulse on how consumers discover, consider, and ultimately decide to purchase products and services like yours, you're bound to sell both departments short. To help you avoid those potential pitfalls, we've leveraged data from HubSpot's 2022 State of Consumer Trends Report to show what the modern buyer's journey looks like for consumers, provide some insight into how the buy
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Introduction. It is worth noting that buyers want to be understood. As per reports, 84% of buyers are likely to make a purchase from the salespersons who understand their needs & preferences. At the same time, 57% of buyers state that salespersons lack knowledge regarding business. Buyers relate better with salespersons who can identify business interests, current challenges & needs.
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!
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