November, 2019

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What's a Good Profit Margin (& How Do I Calculate It)?

Hubspot Sales

"I don’t really want my business to have higher profits," said no entrepreneur ever. For most business owners, their main objective is to bring in as much revenue as possible and to increase the earning potential of their business over time. While having a solid understanding of how much money your company is bringing in is important, revenue values alone don’t provide enough information to help you gauge the health and growth potential of your small business.

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Planning to Win: Your Sales Negotiation Checklist

RAIN Group

Preparation is often the greatest determinant of negotiation success. Across negotiation studies and surveys, sellers who get the best outcomes: Know what they sell. Research buyer wants and needs through sources other than the buyer. Have a keen understanding of the buyer’s day-to-day life and concerns. Prepare for each negotiation with trades, counteroffers, and knowledge of their walk-away points.

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Customer Service Checklist: 15 Ways to Provide Exceptional Customer Service

Groove HQ

Find out how to provide exceptional customer service using our 15-point checklist. The post Customer Service Checklist: 15 Ways to Provide Exceptional Customer Service appeared first on Groove Blog.

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Should You Have One Custom Enterprise Sales Process or Many?

SBI Growth

Do we have the right sales process? How can we close more deals faster? Gone are the days when companies sold one product into one market for one customer. Many companies nowadays sell multiple products or solutions to various markets. Which.

Sales 109
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State of AI in Sales & Marketing 2025

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.

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Do Less, Achieve More

Engage Selling

Yes, it is possible to do less and achieve more. As I’ve touched on recently, the general mantra for professionals in today’s world is “more, more, more.

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Are Buyer Personas Sabotaging Your Sales?

Corporate Visions

The post Are Buyer Personas Sabotaging Your Sales? by Tim Riesterer appeared first on Corporate Visions. One of the most popular “best practices” in B2B sales and marketing is to create buyer personas. These fictional characters usually have names, and they embody all the traits of your ideal prospects. Typical buyer personas include a character sheet full of your prospects’ demographics, challenges, goals, and KPIs.

Sales 100

More Trending

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The Art and Science Blend of Sales Leadership

The Center for Sales Strategy

World-class leaders understand improving performance is part art and part science. A recipe that includes the proper blend of both—art and science—is often what separates failure from success and exhibits the following: Outstanding performance (beating others in their peer group). High level of employee engagement and satisfaction. Low turnover. A culture of engagement.

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best practice to negotiate larger deals more quickly

Think! Inc.

‘I sent my customer a proposal. They accepted it on the spot with no changes, and I closed the deal,’ said no salesperson ever! Salespeople must understand that submitting a first proposal to their customer is an invitation to the negotiation dance. A dance that includes price concessions, line-item negotiating, demands, and giveaway pressure. Even if you have executed your sales process flawlessly, there will always be missing information and uncertainty in a customer negotiation.

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What Top Performing CMOs Plan to Focus on in 2020

SBI Growth

Much has been written in recent months about the demise of the CMO position. While such a drastic assertion is great for grabbing business headlines, the reality is, as usual, decidedly more nuanced. As the marketing function has evolved over the.

Marketing 104
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When It’s OK Not To Grow

Engage Selling

Sometimes, it’s OK for your business and sales not to grow. You read that right. The general theme behind most advice online is to “grow, grow, grow!

Sales 98
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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.

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Real Wealth Is Not About Money

Groove HQ

This April, our family got some devastating news. We had just returned from a wedding in Florida when we got the call. My father-in-law, an otherwise healthy man in his 60’s who had just retired this past year, was diagnosed with stage four cancer. As this kind of news tends to do, it came as […]. The post Real Wealth Is Not About Money appeared first on Groove Blog.

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How to Craft a Perfect Pre-Meeting Email Template

Hubspot Sales

As salespeople and professionals, I'm sure you can relate to the sheer number of cold emails I get every hour of every day of every week. With so much noise in our inboxes (not to mention the issue of limited time), there’s a good chance we're not opening all of those emails. But when I receive an email from a salesperson I’m about to meet, the odds are much better that I’ll open the email and review the content.

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8 best alternatives to DocuSign

PandaDoc

When you’re sending digital documents, capturing a valid e-signature can be critical to your business success. Without an efficient signing solution helping you capture legally-binding electronic signatures, you could be exposing your organization to legal troubles down the road. DocuSign can be a great starting point for businesses just getting started with digital signatures.

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Weekly Roundup: Ways Your Sales Team Can Give Back, Closing Phrases for 2020, + More

The Center for Sales Strategy

- MOTIVATION -. "Act as if what you do makes a difference. It does.". -William Jones. - AROUND THE WEB -. > 8 Ways Your Sales Team Can Give Back To The Community – CloserIQ. Sales is an unpredictable profession. But even with all the stress, you and your team still have much to be thankful for this season. As you move towards the end of the year, giving back to the community can be a great way to remind your team about what you value most.

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2024, The Year of the Customer

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.

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Prospects Are Sending Purchase Intent Signals—Are Your Resources Properly Aligned?

SBI Growth

You are already doing Market Segmentation, which is a great start, but how do you rank accounts within your segments to find the best opportunities?

Marketing 103
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A Follow Up Schedule That Works

Engage Selling

Too many salespeople fail to follow up, and often, it’s because they don’t have a follow up schedule that works.

Sales 94
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The 15 best sales prospecting tools that integrate with your CRM

Nutshell

For outbound sales teams, prospecting software is essential to finding new leads and nurturing them into customers. But if you don’t have your sales prospecting tools integrated with your CRM , you’re looking at hours of hunting down contact info across multiple platforms and doing manual data entry. Fortunately, any SaaS platform worth their salt is going to come equipped with plenty of integrations that can be enabled with just a few clicks.

CRM 91
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The 28 Best Real Estate CRMs in 2019

Hubspot Sales

When the housing market is booming, you have new clients coming in left and right, and you’re landing sale after sale, the last thing you want to do is hunt through a messy spreadsheet to track your client information. If you’re ready to take your business to the next level, allow us to introduce you to a life-changing tool: the CRM. CRM (Client Relationship Manager) serves as an online database to help you manage your contacts and save precious time on manual data entry.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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Five Characteristics that Build Successful Sales Leaders

Force Management

Sales managers play a critical role in driving your sales organization’s success. Leaders in today’s top companies understand that it takes an enabled, successful sales management team to really impact revenue.

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10 Customer Service Metrics You Should Be Measuring (And How to Improve Them)

Groove HQ

This guide covers the ten most valuable customer service metrics, complete with definitions, example reports, and support solutions to help you improve each one. A great customer support platform provides all the essential reports to guide your team in the right direction. But it doesn’t give you the why or the how. Whether you’re new […]. The post 10 Customer Service Metrics You Should Be Measuring (And How to Improve Them) appeared first on Groove Blog.

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How Top B2B Marketing Leaders Deliver the ‘Amazon Effect’ Through Customer Experience

SBI Growth

Enhancing the Customer Experience (CX) has long been a strategic objective of B2C companies. Most of us have experienced firsthand how companies like Amazon and Apple have created sustainable competitive advantages. They create this differentiation not only with great products.

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Rethink SDRs: Your Future Depends on It

Engage Selling

There’s a disconnect between the future of sales and the current popularity of two-tiered sales structures that include sales development reps (SDRs) combined with field reps.

Sales 94
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How to Leverage Intent Data for Better Outcomes

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.

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What You REALLY Need to Focus On in Your Strategic Planning Meetings

CSSP

Focus of Strategic Planning Meetings. During a few strategic planning meetings in the last couple of years, I’ve noticed something that probably won’t surprise you: I started to get annoyed that we were spending too much time on things that weren’t important. This is one of the most common complaints about strategic planning, and it’s a valid one.

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The 16 Best Client Management Software Tools in 2019

Hubspot Sales

Just as we saw in the popular sitcom " The Office ," sales reps have a lot to deal with. Whether it's a prankster coworker like Jim or dealing with manual data entry, finding a way to be more efficient can be hard. For sales reps, a client management software or customer relationship management system ( CRM ) can do the trick. CRM is a software that manages all your relationships with clients and potential customers.

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Weekly Roundup: Unblock Your Holiday Sales Funnel, Best Time(s) to Make 2020 Calls, + More

The Center for Sales Strategy

- MOTIVATION -. "You were born to win, but to be a winner, you must plan to win, prepare to win, and expect to win.". -Zig Ziglar. - AROUND THE WEB -. > 5 Sales Prospecting Tips to Unblock Your Holiday Sales Funnel – Sales Hacker. The period from Thanksgiving to New Year’s can be a tough time in B2B sales. You still have goals and quotas, but instead of workplaces abuzz with activity, you encounter tapped-out annual budgets, vacationing decision-makers, and an overall atmosphere of wanting to

Retail 84
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5 Tips for Keeping Your Remote Work Team Connected

CMOE

All across the business landscape, working remotely is becoming more common. Remote work allows companies to source for talent from a much larger pool since proximity to the company headquarters is no longer a requirement. Workers who are allowed to work offsite can deliver amazing results and are often more productive than their onsite counterparts because they are able to plan out their workday better and minimize interruptions.

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The 2023 Supply Chain Crystal Ball: Challenges and Solutions

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.

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The Key to Unlocking ROI for Your Acceleration Summit Is Leadership and Communication

SBI Growth

Every year, thousands of companies spend millions of dollars on sales kickoff (SKO) events. You are likely one of them. What is the best strategy for communication across the executive team so you can drive the most value out of.

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A Simple but Brilliant Account Management Strategy

Engage Selling

I was working with a group of sales managers at a workshop a few weeks ago and one of them introduced this strategy.

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TRANSFORM 2019: Sales Enablement on Both Sides of the Atlantic 

Showpad

It’s 4pm November 6, and I’m sitting on a plane on my way home to Germany, taking my laptop out to write about two fantastic Sales Enablement events: TRANSFORM London and TRANSFORM Chicago. No other Sales Enablement events on the planet have inspired nearly 1,000 attendees on both sides of the Atlantic Ocean. TRANSFORM 2019: Fueled by passion, engagement, learning, sharing, and lots of Showpad customers.

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What (the Heck) Is Value Stream Mapping? A Look at the Process

Hubspot Sales

Unless you’ve worked in manufacturing, chances are you may not be familiar with the principles of Lean management. Originating from the Toyota Production System — an impressive implementation of organizational and manufacturing improvements — the benefits of Lean extend far beyond the field of manufacturing. Sales teams can benefit from applying Lean principles as well.

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The GTM Intelligence Era: ZoomInfo 2025 Customer Impact Report

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!