Hubspot Sales
APRIL 30, 2020
I sat staring at the Dun & Bradstreet printout. It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. After all, that’s what they beat into our heads during the intensive five-week training program I’d just completed: Go for the decision-maker.
Jermaine Edwards
APRIL 29, 2020
What if leadership was what we really needed in key account management today? Warren Buffett was once quoted saying: “When the tide goes out you find out who’s been swimming naked” In a very unusual and difficult time, many organisations have found themselves naked, exposing their customer relationships, business structures, talent and more.
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Engage Selling
APRIL 29, 2020
More than ever, you need a proven approach to sustain your business now and position it for success in the economic recovery that’s coming.
Outbound Engine
APRIL 28, 2020
Whether you’re posting to Facebook, Instagram or LinkedIn, the content you share on social media can make or break the way your brand is perceived. Do you have a process for selecting your content to share on social media? There’s more to sourcing content than just randomly posting links or retweeting articles. You have to determine which content is appropriate for your audience, brand, and chosen social networks.
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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.
Hubspot Sales
APRIL 27, 2020
The sales field has a leadership gap in gender representation that is hard to deny. According to Gartner , though women account for 50% of the entry-level sales talent pool, only 30% of senior sales leadership, 23% of sales rep, and 15% of frontline sales manager roles are held by women. Let me start by saying, there are many great experts in the HR and talent fields who spend their entire day focused on inclusivity, particularly as it relates to diversifying our workforce.
The Center for Sales Strategy
APRIL 28, 2020
The remote workforce offers opportunities and challenges that we may not have considered when working in a common location. We take for granted proximity to our coworkers and the ease with which we communicate and convey our emotions and intentions. Communication that we had in person tends to shift to digital and allows us to stay connected no matter where we are co-located.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
SBI Growth
APRIL 28, 2020
The modern engineering organization is tooled, skilled, and increasingly experienced in delivering products using Agile methodology. This hard-won transformation required fundamental shifts in the processes by which product is designed, developed, and maintained. Yet the business impact of all this.
Hubspot Sales
APRIL 28, 2020
Prospecting emails are the arch nemesis of many sales reps — they don’t enjoy the process of pitching via email, particularly because, these days, people feel more bombarded than ever by their inboxes. That's why many reps have developed tactics for optimizing their email open rates with the help of tools and software — but, another impactful and effective tactic for improving sales email response rate is the use empathy.
Sandler Training
APRIL 25, 2020
And, while wins might be harder to come by during the pandemic, there are plenty of lessons to be learned. Here are a few that relate to business development and your sales team. The post Five Sales Lessons From The Coronavirus appeared first on Sandler Training.
Miller Heiman Group
APRIL 28, 2020
Two decades ago, customer interactions were all business. Providing good service was sufficient to keep customers loyal and maintain buying relationships. Businesses all but ignored the occasional upset customer. But today, we know that offering customers an optimal experience is the linchpin to growing sales in a competitive market. Organizations strive for a branded, differentiating experience that revolves around customer experience best practices.
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.
SBI Growth
APRIL 27, 2020
In the world of a sales enablement leader, the primary goal is to keep the sales team efficient and effective. How that goal gets accomplished occurs with consistent resegmenting of the customer base, cleansing the pipeline, and accurately forecasting changes.
Hubspot Sales
APRIL 27, 2020
Do you remember that Will Smith movie from 2004 called I, Robot ? If you've never seen it, here's a very high-level synopsis of the film. It takes place in the year 2035, and humanoid robots basically do all the jobs humans don't want to do. Eventually, they become self-aware and revolt against all humanity. And Will Smith, who plays a police detective, stops them.
The Center for Sales Strategy
APRIL 29, 2020
Given the sudden health and economic crisis created by the COVID-19 pandemic , the phrase, “Never waste a good crisis,” has surfaced quite a few times. Noted public figures ranging from Machiavelli and Winston Churchill to Barack Obama have all invoked the phrase in times of trouble. It’s often viewed as an opportunist looking to advance an agenda during an unfortunate circumstance.
Groove HQ
APRIL 28, 2020
Our best advice for smoothly transitioning your team to online customer support. The post Moving to Online Customer Support: 8 Tips to Ease the Transition appeared first on Groove Blog.
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
SBI Growth
APRIL 29, 2020
In the midst of the COVID-19 crisis, market leaders have been searching for answers on how to approach the challenge of not only protecting the existing revenue base but also and continuing to grow revenue. They are seeking ways to.
Hubspot Sales
APRIL 28, 2020
Sales is, in large part, the art of capturing and keeping attention. You can't convert leads or land deals if prospects don't notice you, and once they do, you need to keep them interested. You need to be able to convey the benefits of your product concisely, compellingly, and convincingly to really keep them on board. Any resource that can help with that process could be huge, and there's one you might not have heard of — depending on your industry.
Engage Selling
APRIL 30, 2020
What are you doing to prepare for reopenings?
Corporate Visions
APRIL 30, 2020
The post Remote Sales 101: Ten Easy Tips to Improve Your Online Meetings by Anton Rius appeared first on Corporate Visions. Remote sales are the only kind of sales these days. But if you aren’t familiar with the format already, learning how to sell effectively online can feel quite daunting. In our recent industry survey of over 500 B2B salespeople, 70 percent said they don’t believe remote sales presentations can be as effective as in-person meetings.
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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.
SBI Growth
APRIL 30, 2020
What is your sales and marketing organization doing to not only maximize your leads but also put your team in a position to make their number? In my last blog post, The Market Is Uncertain, But Your Demand Gen Strategy.
Hubspot Sales
APRIL 29, 2020
A few years ago, I became obsessed with Bowmar Nutrition protein powder. After finding them on Instagram, I really appreciated one of the company's main missions: to create the best quality protein powder that you can have with hot drinks, cold drinks, or even use to bake a cookie recipe. Essentially, their plan was to create the best product on the market.
Sandler Training
APRIL 25, 2020
Here, then, are three tips that can help you become more successful as a sales leader in creating a predictable operational rhythm – a cadence – if you find yourself responsible for the performance of a remote sales team. The post Three Tips For Setting A Leadership Cadence For The Remote Sales Team appeared first on Sandler Training.
Groove HQ
MAY 1, 2020
Under normal circumstances, moving your team to a new software system is taxing. Combine that with a worldwide pandemic and a sudden shift to remote work, and you’ve got a recipe for anxiety. We’re seeing all sorts of new companies sign up for Groove these days. Customer service teams that used to work together are […]. The post 5 Tips for Onboarding Your Team to New Customer Support Software 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
Texas Creative
APRIL 30, 2020
"> As much as I’ve tried to avoid writing my blog on anything relating to COVID-19, here we are. I struggled at first with knowing what advice I could give that was helpful and not wanting to dwell on what’s going on. Then I realized somewhere along the way that the things we’ve been doing every day for our clients for the last month are real life “how to adapt your marketing strategy during unusual times” tips.
Hubspot Sales
APRIL 28, 2020
I hate to break it to you, but even if you hit your sales target in terms of volume, there is still a possibility you can miss your revenue target. Although this scenario can be disappointing, it is a reality of doing business, especially for those working in competitive markets. Do you know how to track this information, and how to adjust your sales strategy if your sales revenue comes up short, despite reaching your sales volume goals?
Sales Gravy
APRIL 28, 2020
In every sales conversation, the person who exerts the greatest emotional control has the highest probability of gaining the outcome they desire. In every sales conversation, the person who exerts the greatest emotional control has the highest probability of gaining the outcome they desire.
The Center for Sales Strategy
MAY 1, 2020
- MOTIVATION -. "What we dwell on is who we become.". -Oprah Winfrey. - AROUND THE WEB -. > What Buyers Want Right Now– LinkedIn. One of the great difficulties of being a salesperson right now is the uncertainty. Not the general "uncertain times" sense being felt across all industries and professions, but the uncertainty of how any given person is doing; where their head is at.
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.
Miller Heiman Group
APRIL 30, 2020
The longer the coronavirus pandemic persists, the more Darwinian the business climate will become: only the strongest organizations will survive. The survivors are likely to be the organizations that recognize long-term success isn’t premised on having the hottest product or lowest prices, which makes them easily replaceable. Rather, they know that a sound customer experience strategy is a differentiating advantage that will help them recover after the COVID-19 pandemic.
SBI Growth
MAY 1, 2020
This past month will have lasting implications for years to come. And what will resonate with businesses is how they chose to respond to the COVID-19 crisis. While new executive orders are put in place, and governments contemplate “opening” their.
Sales Readiness Group
APRIL 30, 2020
We recently hosted a webinar with Sam Herring from Intrepid by Vitalsource to discuss how to make the pivot to Virtual and Digital Learning.
The Center for Sales Strategy
APRIL 27, 2020
Email is a critical part of a prospecting strategy, as long as it’s used in the ways in which it’s intended for. HubSpot defines a prospecting email as an outreach email a salesperson sends to a potential customer to introduce themselves, their business, and how they can help their prospect. Email prospecting is not for building relationships, communicating a strategy, sharing an idea, or conversation in general.
Advertiser: ZoomInfo
In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
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