SBI Growth
MAY 21, 2020
Whether you are about to go on a first date or preparing for a discovery call with a prospect – first impressions matter. Regardless if it is from their initial website visit to their first discovery call, the prospects’ experience.
Engage Selling
MAY 21, 2020
What are you doing to stay focused during these times? Right now, it can be easy to give into the negativity of everything going on.
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Hubspot Sales
MAY 18, 2020
Whether you are settling into your first entry-level role or are a seasoned professional, you don’t need me to tell you building a strong network is essential for your career — chances are you’ve already been positively impacted by a professional relationship in some way. Beyond having a strong professional network to rely on for mentorship or to help you land your next opportunity, connections with others are essential for our overall health and well-being.
RAIN Group
MAY 20, 2020
There’s a lot to think about when it comes to selling virtually. Projecting a professional image in your virtual meetings is an important (and often overlooked) factor to consider. Here we provide guidelines and tips specifically focused on projecting a professional image in your virtual sales meetings grouped in the following five categories: Video.
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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.
The Center for Sales Strategy
MAY 22, 2020
- MOTIVATION -. "Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.". -Clement Stone. - AROUND THE WEB -. > Introducing the State of Sales 2020– LinkedIn. In their fourth annual LinkedIn State of Sales report, U.S. edition, they've identified some of the sales trends that have emerged in these challenging times.
Nutshell
MAY 19, 2020
Churn rate, the loss of customers over a specified period of time, is one of the most important metrics a company can track. Churn rate has a profound impact on a company’s revenue. When most people think about losses, they’re thinking about things like overhead, ad campaigns, the marketing team’s frequent partying, that sort of thing: Looking for cash that has been spent and the investment it has (or hasn’t) returned.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Hubspot Sales
MAY 19, 2020
Remember middle school science fairs? You know, the ones where you conducted your own experiment outside of school and presented your findings on a tri-fold cardboard poster in the gym. They're where you do something like try to measure whether room temperature impacts how often crickets chirp — only to find out that it's impossible to measure how many times 50 crickets you got at PetCo chirp per minute.
The Center for Sales Strategy
MAY 19, 2020
There are several resources readily available with information on what it takes to be a great sales coach and manager of people. We often talk with managers who want to hire top-notch sales coaches and the list of their requirements is usually a long one—including experience, past successes, and “must have” talents. It’s definitely a hire you want to get right!
Groove HQ
MAY 18, 2020
You don’t need dedicated resources or a team of engineers to execute growth hacks. Here are 5 you can implement on your own. I had been emailing back and forth with a reader. He asked me for advice about getting traffic, and I suggested he start a blog to attract readers. His immediate reaction was […]. The post 5 Easy Growth Hacks You Can Implement Today Without a Developer appeared first on Groove Blog.
Jermaine Edwards
MAY 18, 2020
Do you really want to be in the same place with your customers six months from now? No one does! Yet thousands of professionals feel that frustration or deep knowing that they should be getting more from their relationships, not just for themselves but for their business and their customers. From my study of 30 years of customer history and behavioural psychology, there have been principles hidden in plain sight being executed by professionals and organisations around the world, maybe without kn
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.
Engage Selling
MAY 22, 2020
We were taught at a very early age to never make assumptions. However, I still encounter salespeople who make assumptions all the time.
Hubspot Sales
MAY 19, 2020
There’s no doubt that Account-Based Marketing (ABM) is hot right now. According to HubSpot's State of Marketing Report, more than 67% of brands are leveraging it in 2020. ABM has been top of mind for several years, but the many businesses (SMBs in particular) have yet to implement any formal ABM strategy. Why? Because companies get stuck. Of all the steps involved with starting an ABM strategy, the one that usually stops people in their tracks is picking the best target accounts.
SBI Growth
MAY 19, 2020
As many sales leaders began to adjust to this new world in March, global companies had been acclimating since January. However, the challenges of maintaining business continuity across regional markets also provided the chance to accelerate a very crucial digital.
The Center for Sales Strategy
MAY 18, 2020
Telecommuting, flexible work environments—both fancier terms for working remotely —is the new normal for many of us. By now, you’ve gotten a taste for what working from home entails. And whether you choose to admit it or not, some of you have decided that remote work isn’t as great as it sounded just a few weeks ago. At first, working quietly in your pajamas seemed enticing—even productive—then the silence set in, and you missed all the chaos.
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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
Sandler Training
MAY 19, 2020
Mike Montague interviews Clint Babcock on How to Succeed at Three Hidden Traits of Successful Salespeople. The post How to Succeed at Three Hidden Traits of Successful Salespeople appeared first on Sandler Training.
Hubspot Sales
MAY 18, 2020
Imagine you need to relay information about the most compelling benefits of a product to a prospect with a waning attention span within a fixed amount of time. Those circumstances might seem familiar. They generally surround one of the most fundamental concepts in sales — the elevator pitch. But that's not what I'm talking about here. I'm going to add an extra caveat to that scenario.
SBI Growth
MAY 22, 2020
A few months ago I wrote about unemployment which was then at an all-time low—how things have changed. A-Player sales reps, who are precious assets in any economic climate, are currently unsettled regardless of their reputations and legacies. The world.
Miller Heiman Group
MAY 19, 2020
Customer service teams are supposed to solve problems, not create new ones. But when we surveyed 5,500 consumers around the globe , only 25% reported feeling that that front-line employees were on their side. In other words, it’s not often that service reps make a positive emotional connection with their customers. Instead, they frequently engage in behaviors like these that damage customer relationships: Using scripted or canned responses.
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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.
Sandler Training
MAY 22, 2020
David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Sandler Rule #20: The Bottom Line of Professional Selling is Going to the Bank [PODCAST] appeared first on Sandler Training.
Hubspot Sales
MAY 19, 2020
As a salesperson, one of the most important skills you can possess is being a solid writer. Learning to write "copy" (also known as persuasive writing) is a specific and useful skill for every sales and marketing professional. All salespeople should have at least a basic understanding of essential copywriting principles to implement in their day-to-day emails and communications.
SBI Growth
MAY 20, 2020
We are living through a truly unique point in time. The impact of COVID-19 over a short two month period has thrown the global economy into complete peril and created unparalleled uncertainty and ambiguity. The core questions out of every.
Groove HQ
MAY 21, 2020
Our best tips and tricks for using business networking to connect with VIPs. Learning how to network and build relationships with smart, successful people is one of the most valuable things I’ve done in my career. But I know that for many, it doesn’t come easily. It certainly didn’t come easily for me when I […]. The post Business Networking: 5 Proven Strategies to Win in Business and in Life 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
Sandler Training
MAY 20, 2020
Brian Sullivan Interviews Jonathon Farrington on The Critical Elements of Proactive Client Retention. The post The Critical Elements of Proactive Client Retention [PODCAST] appeared first on Sandler Training.
Hubspot Sales
MAY 20, 2020
Though tracking sales metrics isn’t necessarily the most glamorous part of working in sales, having a solid understanding of how the deals you close impact your company’s bottom line and future growth is a critical part of the job. For companies that are focused on growing and scaling, an essential metric to keep an eye on is the sales growth rate. Understanding the sales growth rate is a critical metric that empowers companies to make data-informed decisions.
SBI Growth
MAY 18, 2020
IDC predicted that “By 2020, 70% of enterprises will integrate cloud management—across their public and private clouds—by deploying unified hybrid/multi-cloud management technologies, tools, and processes.” CEO’s riding the cloud computing wave will have to be mindful of a consumption-based model.
Engage Selling
MAY 21, 2020
Recently, I interviewed my good friend, Richard Citrin, author of Strategy-Driven Leadership and The Resilience Advantage. We talked about how resiliency—what he describes as the ability to “bounce forward”—is a hardwired resource in all of us.
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.
The Center for Sales Strategy
MAY 20, 2020
The third step of our sales process is often the most tedious. Discover —a lso referred to in other sales process steps as “define,” assessment,” or “needs,” all share the same goal of meeting with a prospect or client to uncover their desired business results. The key part of this stage is understanding each prospect's challenges and needs and establishing how your product or service can help.
Miller Heiman Group
MAY 21, 2020
Solving customers’ problems is table stakes in the technology industry: customers simply expect field techs and service reps to, for example, be able to install or repair equipment. It’s hard to dazzle customers by fixing something really, really well. It’s even harder to wow customers when they don’t even realize that they’ve been helped. Field technicians pride themselves on stealthily and quickly resolving customer issues.
Outbound Engine
MAY 20, 2020
Right now, many small business owners are worried about keeping in touch with their customers when they can’t connect in person. It’s more important than ever to use every resource you have to maintain and grow your book of business. Loyal customers are perhaps your most valuable resource — but only if you can activate them. What’s the difference between customer retention and customer loyalty?
Kainexus
MAY 20, 2020
Maybe Albert Einstein was talking about continuous improvement when he said, “Not everything that can be counted counts and not everything that counts can be counted.” We couldn’t have said it better ourselves. Too often, we see organizations struggling to measure only those things that can be tied to a dollar amount and they, unfortunately, neglect the impact of ALL improvements.
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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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