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By Jeff Cochran, Partner, Shapiro Negotiations Institute. We’ve all been there before. You’re halfway through your initial contract with a new client. Things are going great. Sure, there were some growing pains in the beginning, but you feel you and your firm are adding a lot of value and you’re confident your client feels the same way. So why is it that most of us always wait until the current contract cycle is about to wind down to engage about an extension?
No more bets, please. Have you ever been at a roulette table next to the person who bets on nearly every number? They practically cover the board betting the majority of the 38 numbers, 0 & 00 included, not realizing.
Although it’s crucial to be technically competent with video calls during these uncertain times, it’s also imperative that you don’t neglect the personal aspect of video calls.
Now is the time when organizations need problem-solvers who can help them overcome unforeseen challenges, putting sellers in a position to engage with customers on a deeper level than ever before. Our research shows that more than 70% of buyers wait until after they have already defined their needs to engage sellers. They see sellers as product representatives rather than problem-solvers, and often see little to differentiate one seller from another.
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.
Sales negotiation is a critical part of the sales process. It moves the deal to a close, and it's where both parties come to agree on the terms of the initiative, including the price. However, many sellers and organizations struggle with negotiating successfully. Seventy-seven percent of sellers report that negotiating with buyers virtually is challenging, and only 27% of buyers say that sellers are very effective at negotiating with them (from our Virtual Selling Skills & Challenges report)
Facebook is the largest social media platform out there with over 2.44 billion monthly active users. This makes it a great place to reach a massive chunk of your target audience. While organic reach can help you reach a good number of people, it’s been shrinking over time due to increasing competition for space in the news feed. This makes Facebook ads the go-to source for reaching a wider audience than you can organically.
By Raj Parekh, Partner, CuebridgeCX. According to Gartner, it’s the “ new competitive battlefield.” Per Forrester, 84 percent of firms aspire to be leaders. In strategic account management, companies have to address the never-ending question of how to differentiate themselves and gain market share. And yet most SAM organizations — large and small — haven’t tapped this potentially huge source of competitive differentiation.
By Raj Parekh, Partner, CuebridgeCX. According to Gartner, it’s the “ new competitive battlefield.” Per Forrester, 84 percent of firms aspire to be leaders. In strategic account management, companies have to address the never-ending question of how to differentiate themselves and gain market share. And yet most SAM organizations — large and small — haven’t tapped this potentially huge source of competitive differentiation.
With more and more possibilities available to the online consumer, the desire for self-serve options does not seem to be subsiding anytime soon. With more independent and educated customers, where do sales and marketing fit into this new model? In his.
Prospecting during these uncertain times has been a popular topic. This is because prospecting in person—whether at a networking event, an association meeting, or through old-fashioned door-knocking—is just not happening anymore.
In a very short time, the sales process and a large portion of our life went entirely online. It’s not that every time we contacted a client or prospect it was always in person, but the reliance on shared screen meetings is now the standard and is unlikely to change any time soon. New activities create new buzz words, and the most recent is “Zoom Fatigue.”.
Measuring the ROI of sales enablement is truly the master discipline. This topic is the focus of the sixth and last part of my series for executives, and for good reason. Doing this correctly requires a lot of groundwork, as well as your executive involvement! So far, we have covered a lot in this series for you as an executive. You learned about the three critical success factors of enablement , how to l everage sales enablement for digital transformation and how your leadership is required to
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.
I'm pretty torn on whether having telepathy would be cool. I generally err on the side of, "I'm good. It's a bit too invasive.". At the same time, it could be fun to do small stuff like never lose a game of rock-paper-scissors or finish people's sentences. And creepy as it might be, it would probably be incredibly practical — particularly in sales. If you could know exactly why a prospect was looking to buy, you'd have no problem tailoring an effective sales strategy to suit their interests and
By Brandi Greenberg. Vice President, Life Sciences & Health Care Ecosystem Research. Advisory Board. If you like this piece, please register for the Oct. 8 webinar, “The new health system supply chain mandate: What every SAM needs to know,” hosted by SAMA and presented by Advisory Board’s Brandi Greenberg. . As a strategic account manager (SAM), you know how important it is to speak your customers’ language and see the world through your customers’ eyes.
Are you doing key account management the hard way? Effective key account management requires you to increase profits, develop relationships, increase satisfaction, grow revenue, improve retention and reduce conflict. It's a big, complex job and organisations need to invest more in the right technology to help account managers be more effective. Let's take a look at 7 of my favourite key account management tools.
It’s easy to get wrapped up in shiny new prospecting methods or techniques. But, let’s not forget about the basics in sales! The sales landscape has (obviously) changed over the past few months.
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.
From a management perspective, a properly deployed Customer Relationship Management (CRM) allows you to assign and reassign sales goals to your sales team, transfer responsibilities, and enhance the client and sales rep experience. However, many organizations and sales teams are quick to dismiss CRM software’s effectiveness, and many stop using it for several reasons.
The hard reality. Everyone works hard with and for their customers but not everyone gets a reward. Throughout most of my early career in sales, I struggled. In fact, the first real sales job I had I sold Garden furniture door to door in South Carolina. I worked six days a week for three months straight and sold one deck chair for the grand total of $57.
Sales calls' value extends beyond their main purpose. Yes, the endgame of any sales call is to move prospects through your sales process, but the information gathered through these kinds of conversations can be a big help in other ways as well. Sales calls can provide a wealth of insight into how your team and the individual reps that compose it are performing, your prospects' general preferences, and key trends your organization should be staying on top of.
There’s no need to adjust your monitor—things are looking a bit different around here lately. The upcoming launch of Nutshell’s first-ever email marketing tool (currently slated for release in January 2021) will take our product from best-in-class CRM to a new competitor in an emerging category: growth software. That evolution calls for a reimagining of certain visual assets, and the retirement of others.
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.
If you are reading this article and you work in the B2B space, you have most likely been inundated with buzzwords surrounding Digital and how it is disrupting your industry: Digital strategy, digital transformation, eCommerce, big data, IoT, AI, and.
Mike Montague interviews Dr. Mark Goulston, podcaster, speaker, and author of Just Listen, on How to Succeed at Selling More by Listening More. The post How to Succeed at Selling More by Listening More appeared first on Sandler Training.
Richard Branson, Mark Zuckerberg, Jack Dorsey, Mark Cuban — all agree that one habit is a key ingredient to success. Practicing good health habits by eating right and exercising each day is what these billionaires, and 21 others , agree helped create the foundation for their businesses and financial success. Your habits and routines determine your success and your future.
Despite the unfortunate circumstances, your business’ apology email can salvage even the most crushing mistakes. Here’s a template that’s been proven to work. The post Business Apology Email Example: A Customer Service Template to Restore Loyalty appeared first on Groove Blog.
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.
As 2019 came to a close, entrepreneurs and small business owners held a strong sense of optimism. In fact, 82% of small business owners surveyed in the Bank of America Small Business Owner Snapshot expected to end 2019 bringing in more revenue than the year before. When picturing the year ahead, 69% of respondents said they expected to expand their businesses, and 59% expected increased revenue for 2020.
Often, the obvious pick for a sales manager is also the wrong one. Picture this. You have an opening for a sales manager position in your organization. The obvious pick is your top performing sales rep, right? Not necessarily.
Great leaders know how to navigate these choppy waters, but the economic uncertainty has created a new layer of challenges. While many are still struggling to survive, others feel that recovery is fully in place and are on the upswing.
It can take a long time to close deals, especially in the B2B market. Imagine if you could speed up the process, freeing up time to invest in new leads, and bring in more prospects. Luckily, you can ?? By actively managing your pipeline, you can pinpoint the areas that slow down potential sales and work on speeding them up. Here’s how you can get started.
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.
More than ever, we hear a call for companies to step forward and make a real difference. When it comes to business, it’s no longer enough to be the best in the world. From both the employee and the customer perspective, the real winners are the ones who also do the best for the world. That means your company needs a visionary leader.
With any strategic change initiative, there’s always the question of whether or not it will stick. Anyone who’s been involved in a sales transformation knows, going from point A to point B, the desired future state, is no simple feat. The key to ensuring your change initiative’s success is to understand what it takes from the sales reps, managers and yourself as the leader to drive lasting outcomes.
Understanding different. sales processes and their methodologies is crucial to mastering the art of closing deals. Whether you're new to sales or a seasoned salesperson, you know that sales strategies vary depending on the deal you're trying to close. While transactional sales are typical in dealing with small- and medium-sized businesses (SMBs), enterprise companies call for a different process.
Recently, a Canadian colleague of mine needed to travel out-of-country and wanted to purchase medical coverage for COVID-19. I happily referred her to my business insurance broker.
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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