Engage Selling

OCTOBER 9, 2020

Your customer today is in a tough spot when making decisions. If you’re a seller trying to convert new prospects into buyers, you’re feeling the effect.

Decision-making 152

Decision-making Sales 152

Force Management

OCTOBER 8, 2020

This post is an extension of the Ten Reasons Why Our Sales Training Is Different. Read the original article to learn more about why our process equips our customers to achieve lasting results. Read it here. The impacts of the pandemic have left many sales leaders to shift priorities and find new ways to equip their sales teams to succeed. To help ramp up sales teams and get them ready to execute in 2021, many sales organizations are choosing virtual sales training engagements as a way to move fo

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Sales Training Facilitation Sales Organization 147

Hubspot Sales

OCTOBER 5, 2020

It’s almost become a cliché at this point, but it’s true: people want to buy from who they know, like, and trust. And the way to earn that status is to focus on building and maintaining relationships that go beyond the transactional nature of simply closing a deal. Even in these "uncertain," "unpredictable," "new normal" times we’re living in, relationship building is critical to winning sales.

Meetings 139

Meetings Client Relationships Remote Working Media 139

RAIN Group

OCTOBER 7, 2020

Imagine this: You're in a live sales meeting in a conference room with three decision-makers, and one of them, while you're talking, pulls out their phone and starts responding to text and email messages. They continue to check the news and start fiddling on social media. You even hear a light snicker.

Meetings 136

Meetings Media Sales Virtual Selling 136

Advertiser: ZoomInfo

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

Nutshell

OCTOBER 5, 2020

As technology becomes increasingly integrated into our everyday lives, marketing efforts have shifted accordingly. Marketing through the digital medium is highly effective, but the barrier to entry is lower than ever. This results in a space filled with heavy competition from other brands and a lot of noise that you have to battle if you are going to capture the attention of your customers.

Communication 133

Communication Digitalization Marketing Energy and Utilities 133

The Center for Sales Strategy

OCTOBER 6, 2020

The “old days” when we just showed up on someone’s doorstep or dropped into their inbox or voicemail weren’t really all that long ago, were they? The reality is these time-tested cold calling methods were already losing their effectiveness before the pandemic shutdown sent everyone home from the office. Still, changes in prospect behavior have accelerated, given the trials of the last six months.

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Sales B2B 131

KAM With Passion

OCTOBER 7, 2020

The terms Account Management (AM) and Key Account Management (KAM) appear in a lot of business conversations and articles. Listening or reading carefully often leads to the same conclusion: There is a lot of confusion around these 2 terms. First, what people mean with each of them can vary tremendously which leads to misunderstandings. Second, the difference in nature and goals between AM and KAM is often not clear and this amplifies the confusion.

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Key Account Management Account Management Management Account Planning 130

Miller Heiman Group

OCTOBER 6, 2020

The year 2020 has been a year of unprecedented turmoil on so many fronts. Faced with uncertainty, businesses put the brakes on as deals stalled or vanished. Many companies have reorganized and/or instituted layoffs as priorities have shifted to maintaining revenue and/or just surviving. Others have faced incredible manufacturing and supply chain pressures.

Supply Chain 109

Supply Chain Prioritization Virtual Selling Decision-making 109

The Center for Sales Strategy

OCTOBER 9, 2020

- MOTIVATION -. "Be miserable or motivate yourself. Whatever has to be done, it's always your choice.". -Wayne Dyer. - AROUND THE WEB -. > The Trap of Authenticity: For Executives, Keeping It Real Can Be Really Hard To Do– Forbes. Authenticity is having a moment, and that’s a good thing, right? Depending on how you define it, authenticity champions transparency, being genuine, keeping it real.

Performance Review 129

Performance Review Sales 129

Hubspot Sales

OCTOBER 5, 2020

A lot can change for salespeople when the economy takes a turn for the worse — both personally and professionally. In many — if not most — cases, uncertain financial times lead to what might appear to be significant dips in a sales rep's overall performance. Maybe, they don't hit quota. Maybe, they lose out on accounts. Maybe, they don't deliver the kind of results you, as a sales manager, have come to expect from them.

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Performance Review Sales Remote Working Prioritization 135

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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.

Sales Management

Lucid Chart

OCTOBER 9, 2020

How to determine ramp-up time for sales reps. shannon. Fri, 10/09/2020 - 13:17. As you may remember from our breakdown of the sales onboarding process , new sales reps take an average of 381 days to onboard and reach the same performance levels as your current reps. If you're like many fast-growing companies, you need to find a way to cut down that time.

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Onboarding Sales 98

Miller Heiman Group

OCTOBER 7, 2020

What is the #1 obstacle preventing sales organizations from reaching their goals in the current crisis? Talent gaps within sales and sales management teams. Our recent research reveals that only 32% of organizations are confident that they have the talent to succeed in the future, and the constant stream of changes over this past year leaves businesses especially vulnerable if they don’t have strategies in place to help teams pivot and adapt.

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Sales Organization Sales Management Management 104

The Center for Sales Strategy

OCTOBER 7, 2020

One of the largest inhibitors to sales enablement in organizations is taking a random approach to it. According to Salesforce, 58% of pipelines stall because sales reps are unable to add value. Is your current sales enablement content addressing the issues your clients and prospects are facing? Research says for many companies the answer is no, and it’s due to the lack of a sales enablement strategy.

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Sales Organization 122

Hubspot Sales

OCTOBER 7, 2020

The follow-up email is a key component of sales communication. When done right, a follow-up email can keep your company top-of-mind with prospects, demonstrate your investment in your customer relationships, and convey the value of your business without being intrusive or obnoxious. Like any other sales activity or messaging, some companies do follow-up emails considerably better than their peers.

Decision-making 134

Decision-making Media B2B Customer Experience 134

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.

OnStrategyHQ

OCTOBER 9, 2020

“Good strategy is design, and design is about fitting various pieces together, so they work as a coherent whole.” -Richard Rumelt, author of Good Strategy Bad Strategy. DOWNLOAD THE GUIDE. As leaders, we spend a lot of our time and effort ensuring our team has a plan with a clear path to our desired future state. But, sometimes even the best leaders and most strategic teams create plans that don’t really have a great strategy.

Organization 98

Organization Decision-making Sales Technology B2B 98

Corporate Visions

OCTOBER 8, 2020

When acquiring new customers, salespeople assume their prospects will ultimately decide between their solution or a competitor’s solution. But the truth is, 60-80% of deals end in “no decision.” Prospects don’t see a compelling enough reason to change from their current situation, so they decide to do nothing at all. The post Defeat Your Prospect’s Status Quo with Unconsidered Needs appeared first on Corporate Visions.

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Kainexus

OCTOBER 6, 2020

Many employers put off hiring over the summer, hoping that the COVID-19 situation would improve, and office life would return to normal soon. Well, now that it's October and there still is no end in sight, more organizations are deciding to resume hiring even though everyone is still working remotely. The transition to remote work has been tough enough on its own, but bringing on a new hire, getting them trained and acclimated to the culture without ever meeting them in person is a big ask.

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Onboarding Remote Working Meetings Organization 98

Hubspot Sales

OCTOBER 6, 2020

Software as a Service, or SaaS, is a type of software hosted online and distributed to customers with a subscription model. HubSpot Service Hub is SaaS, and so is Google Analytics. Approximately 80% of businesses already use at least one SaaS application. So much about a SaaS products’ success hinges on a smart pricing model. Given this, developing a well-thought-out pricing plan is extremely important.

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Software Software Decision-making Advertising 126

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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.

Meetings

Strategic Planning and Management Insights

OCTOBER 5, 2020

On October 14th at 10am Pacific/1pm Eastern, join us for a live conversation with former Amazon Director John Rossman.

Leadership 98

Leadership 98

Groove HQ

OCTOBER 7, 2020

A guide to (successfully) supporting customers while running every other part of your business. The post How to Talk to Customers: 10 Tips for Startup Founders appeared first on Groove Blog.

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Kainexus

OCTOBER 8, 2020

Organizations turn to cross-functional teams for a variety of reasons. Almost everyone can agree that this type of collaboration is essential for innovation and business performance. By breaking down organizational silos, teams can pursue a goal more efficiently. Here are 11 reasons why you should use cross-functional teams. 1. Innovation. Fresh perspectives can lead to “ah-ha” moments and truly innovative ideas for improvement.

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Innovation Organization 98

Outbound Engine

OCTOBER 6, 2020

We’ve mentioned before that 85 percent of small businesses say that word-of-mouth referrals are the No. 1 way new prospects find out about them, which is great for business. However, even when someone tells their friend about your business, the next thing they do is Google you to see what others have to say. Whether a prospect was sent your way by a friend or heard your name somewhere else, they’ll usually begin your relationship with an online search, which most often surfaces your review

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Small Business Insurance Publishing Media 92

Advertiser: ZoomInfo

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!

Meetings

The Center for Sales Strategy

OCTOBER 5, 2020

We’ve all heard, “you’ll never get a second chance to make a great first impression.” This applies to so many facets of life, and when it comes to sales, that first 7-10 seconds can make or break you. Our brains make a thousand computations during the first seven seconds we see someone. That means within seven seconds, the person across from you is assessing whether you’re likable, trustworthy, and competent.

Communication 91

Communication Sales 91

Force Management

OCTOBER 6, 2020

Your sales reps are having conversations with critical leads right now. The challenge for many organizations is that those buyer needs may have changed or perhaps the solutions they’re selling have shifted. In the flurry of trying to drive pipeline and close deals, stopping to train sales teams on the tools they need to excel in this environment may unfortunately, fall by the wayside.

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Sales Organization 79

PartnerTap

OCTOBER 6, 2020

Apple, Amazon, Google, and many other companies understand the opportunities of a strong partner ecosystem. Noticing the competitive edge it brings, many companies have become interested in building & strengthening their own ecosystems or joining someone else’s. However, most companies are yet to reach their full potential in partnership development.

Marketing 75

Marketing Sales 75

Nutshell

OCTOBER 7, 2020

Most sales training focuses on prospecting , lead nurturing, and closing techniques. In other words, the things a sales rep needs to know to attract new customers. But what should a seller do after securing a new buyer? Smart salespeople know that the initial sale is small potatoes compared to the numerous sales they can make in the future if they learn to retain their current customers.

e-Learning 71

e-Learning Sales Banking B2B 71

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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

Sales

The Center for Sales Strategy

OCTOBER 8, 2020

Have you ever noticed how many questions little kids ask? Every parent has a story to tell about the funny or embarrassing questions their kids have asked at the most inopportune times: “Why is Grandma so wrinkly?" or "Why do I have to eat those gross green things?”. If you don’t take control of the conversation, the third degree can go on indefinitely—because the curiosity in children is limitless!

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Sales 81

CMOE

OCTOBER 7, 2020

Anyone who’s ever run a business knows that contentment with the status quo is an invitation to disaster. Human beings may not always like change, but they need it. Stagnation is not just boring, it’s dangerous. The same is true of your company. To perform optimally, a business must grow and evolve—meaning that your employees must grow and evolve as well.

Performance Review 64

Performance Review Media Leadership Digitalization 64

Lucid Chart

OCTOBER 9, 2020

Resources to keep in your sales knowledge repository. shannon. Fri, 10/09/2020 - 10:17. A new sales rep’s first few months on the job can be overwhelming, to say the least. No matter how much support your sales org provides for new hires, one thing is inevitable: New reps are constantly bombarded with information. . And a lot of that new information won’t stick, at least not the first time around.

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Onboarding Sales 52

Strategic Planning and Management Insights

OCTOBER 8, 2020

For this very special 75th episode on the Strategy & Leadership Podcast, we have no guests. Instead, our Managing Partner and lead facilitator Anthony Taylor will share some of his most important lessons from his past ten years of experience, as well as a glimpse into the future for both himself and SME Strategy.

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Facilitation Leadership Management 52

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.

Sales