Hubspot Sales

MAY 4, 2020

At the beginning of 2020, the average adult in the U.S spent over three and a half hours on their smartphone each day, with half of that time spent engaging on social media networks. Though we don’t yet have the data to support it, for many people those values have likely increased as the year has gone on. Not only has personal social media usage been on the rise, but professional social media usage has become more prevalent as well — and the field of sales is no exception.

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Media B2B Decision-making Financial Services 144

SBI Growth

MAY 7, 2020

As a sales leader, you have most certainly heard the words “Customer Success,” especially if you are a sales leader for a subscription-based technology company. Some companies tout customer success as the critical driver of their growth.

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Customer Success Sales Customer Experience B2B 141

MTD Sales Training

MAY 3, 2020

Order Taker? Trusted Advisor? Or Cheese Monster? How do your customers view you? From the customer’s point of view there are 4 types of relationships that they have with their suppliers. And if you can progress through each of the stages I’m about to describe below you can really make a huge difference to their business and your own profits.

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Suppliers Procurement Key Account Management Sales Training 140

Showpad

MAY 7, 2020

You may already have a sales enablement program, initiative or function at your organization. Or perhaps some of your colleagues want to talk to you about developing one. . If your enablement initiative drives sales results as expected, you don’t need to read this article. If that’s not the case – if you’re not engaged in sales enablement or your current approach doesn’t meet your expectations and deliver desired results, I encourage you to read this blog post with an open mind and h

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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

Hubspot Sales

MAY 4, 2020

One of my favorite quotes about business comes from Herminia Ibarra — a professor of organizational behavior at London Business School. She says, "Networking is a lot like nutrition and fitness: we know what to do, the hard part is making it a top priority.". It's a brutally honest analogy. And much like keeping up with proper nutrition and fitness, networking can be a lot harder when working remotely.

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Jermaine Edwards

MAY 6, 2020

What changes are your customers making today that may impact your relationship tomorrow? This is one of a dozen questions every organisation and key account team must ask. Why? Because each change made by a customer today is a step away from your relevance to them in the future. Let me share two examples. Manufacturing company. In 2019 we began working with a large manufacturer of silicon products.

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Manufacturing Key Account Management Decision-making Digitalization 130

Engage Selling

MAY 8, 2020

I know these are challenging times for all of us individually and for our businesses. And now, in particular, is the time to absolutely micro-manage your metrics. You need to be on top of your business metrics like never before.

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Management Sales 103

Hubspot Sales

MAY 5, 2020

Knowledge is power. And as a sales leader, you already know this. Your sales reps have a deep knowledge of how prospects can leverage your product, and they can craft customized plans about the best ways to do so. When it comes down to it, those are the only reasons prospects actually need reps. Knowledge of your product is undeniably valuable, but it's not enough for your team to be successful.

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The Center for Sales Strategy

MAY 4, 2020

Stressed? Anxious? Unmotivated? Everyone requires motivation. And, your sales team is no exception as they strive to keep up performance, reach goals, and deliver results. The constant pressure (combined with adversity and uncertainty) is physically and mentally draining. Motivation is crucial for performance. T he real purpose of a motivational speech is to get the recipient, to do something differently, because the speaker has got you to think differently.

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Sales Sales Management Management 94

Nutshell

MAY 4, 2020

Maybe you’ve heard “ the allegory of the long spoons ,” which goes something like this: Descending the steps of a monastery, a young monk in training quizzes his master: “What are the differences between Heaven and Hell?”. “ There are no material differences ,” replies the old monk. “ None at all? ” probes the trainee. “ Yes. Both Heaven and Hell look the same.

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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

MAY 8, 2020

In the first quarter of last year, SBI published a research report that discussed how gaps in execution often threaten a CEO’s strategic plan. The data collected underscored the point; various studies indicated that somewhere between 63% – 74% of.

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Publishing B2B Marketing Sales 91

Hubspot Sales

MAY 6, 2020

Though hard work is often a factor in success, one’s level of output does not always determine success in their field — and entrepreneurship is no exception. There are many factors that can contribute to the success of an entrepreneur as they launch, operate, and scale their business. These factors can include the timing of their business launch, how competitive their market is, the reliability of their supply chain, the amount of capital they are able to obtain, and the current economic climate

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Supply Chain Decision-making Small Business Onboarding 140

Miller Heiman Group

MAY 6, 2020

Do you know what path your customers take in their buying journey, starting with awareness through to purchase, implementation and support? If you’re like most sales organizations, you may have an inkling of how your customers progress to purchase, but you haven’t yet mapped it out. And you’re not alone. In our Customer Experience Best Practices Study , we looked at 50 key service practices, ranging from leadership activities to cross-organization collaboration to training and coaching.

Customer Experience 84

Customer Experience Organization Onboarding Communication 84

Nutshell

MAY 5, 2020

Mobile CRM apps aren’t just important for outside sellers and road warriors. Every modern salesperson should have the ability to stay informed and efficient on the go. While no smartphone app can replicate the full experience of using a desktop CRM, there are a handful of CRM iPhone apps that do a great job when it comes to making essential features easy to use.

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CRM Decision-making Sales Management Meetings 86

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

B2B

The Center for Sales Strategy

MAY 5, 2020

Sales managers and salespeople have discovered new ways of conducting face-to-face sales activity as a result of recent social distancing restrictions. Being creative and using video technology to stay connected with customers as well as propose and close business with new prospects has become the new normal. World-class sellers know it’s time to move from playing defense to playing offense because customers and prospects need help.

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Hubspot Sales

MAY 7, 2020

I have been working with startup companies for nearly 40 years. I joined my first startup in 1983 when my boss left the company I was working for to join a competitor. When he announced he was leaving, I asked him why and my career trajectory changed forever. Here’s how that conversation went: Me: Why are you leaving? Roger: I am going to a startup company!

Business Planning 139

Business Planning Investors Profitability Innovation 139

SBI Growth

MAY 4, 2020

As the market (and demand) for a company’s goods decreases, the natural inclination for many CEOs is to cut cost in order to maintain profitability. However, many market-leading CEOs look at a recession as a time to undergo fundamental transformation.

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Marketing Profitability 77

RAIN Group

MAY 6, 2020

Selling virtually is a challenge for even the best sellers. The Virtual Selling Checklist below will help you make the transition to virtual selling as you wrap your head around three key components to success: Selling: While many of the principles remain the same (i.e., building rapport, uncovering needs, inspiring with new ideas, building an impact case, etc.), how you go about doing these in a virtual environment is drastically different.

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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

The Center for Sales Strategy

MAY 8, 2020

- MOTIVATION -. "Start working with your prospects as if they've already hired you.". -Jill Konrath. - AROUND THE WEB -. > New B2B Sales Practices To Adopt In The Midst Of A Global Crisis– Forbes. As unnerving as these times are, there are plenty of ways for startups to hedge against the current situation. In fact, by being agile and making changes to your company’s sales processes, you can even potentially turn current economic challenges into opportunities.

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B2B Sales 73

Hubspot Sales

MAY 7, 2020

In 2020, salespeople need to change the way they approach prospecting. First, work your inbound leads. Let your marketing team work the top of the funnel. You don’t have to call all the leads who are just looking for information or education — those leads need to be nurtured, and Marketing is the right team to do it. But what if you don’t have enough inbound leads?

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SBI Growth

MAY 6, 2020

“Adapt or Perish, now as ever, is nature’s inexorable imperative” – H.G. Wells. The beginning of 2020 has been the epitome of this famous quote. The Global COVID-19 Pandemic has shaken the economy and organization’s Revenue Plans. Whether it’s continuing to.

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Miller Heiman Group

MAY 4, 2020

The financial services industry has been rocked to its core by a number of recent developments: a series of reputational issues, a wave of heavy regulation from government agencies, the emergence of digital currencies, and nontraditional competitors, including PayPal and Venmo, entering the market. Add razor-thin margins to the mix, and it’s clear why banks and other financial institutions are fighting to attract new customers and maintain relationships with their current customers.

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Financial Services Banking Customer Experience Government 64

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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

MAY 6, 2020

Routines, schedules, processes —they all make us more efficient, consistent, and accurate in our roles. A strong sales process helps the prospect along their journey but also acts as a roadmap for reps so that they can consistently close deals. The strategic sales process that we teach at The Center for Sales Strategy is called Sales Accelerator. It's an updated look at the customer-focused sales process, addressing how the sales process has evolved, and more in-step with how real selling is don

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Hubspot Sales

MAY 5, 2020

For many leaders, when we hear the term remote sales management, our blood pressure starts to rise. "Sales teams are hard enough to manage already, let alone remotely.". There is no need to fear. Top-tier firms around the world are quickly adopting sales enablement best practices to ensure that performance standards are not only maintained but improve beyond when training was limited to the classroom.

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Sandler Training

MAY 6, 2020

Mike Montague interviews Terri Trespicio on How to Succeed at Finding Your Voice and Your Audience. The post How to Succeed at Finding Your Voice and Your Audience [PODCAST] appeared first on Sandler Training.

Sales 62

Sales 62

Nutshell

MAY 4, 2020

Maybe you’ve heard “ the allegory of the long spoons ,” which goes something like this: Descending the steps of a monastery, a young monk in training quizzes his master: “What are the differences between Heaven and Hell?”. “ There are no material differences ,” replies the old monk. “ None at all? ” probes the trainee. “ Yes. Both Heaven and Hell look the same.

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Marketing Publishing Sales B2B 62

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

CMOE

MAY 5, 2020

Many leaders and talented individuals tell us that they want to do more than just fulfill their basic responsibilities, but their organizations either don’t have or don’t communicate a clear vision or direction for the future. This is a big dilemma for people who consistently do good work, are reliable, and need something more to keep them engaged and motivated.

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Stakeholders Organization Communication 59

Hubspot Sales

MAY 7, 2020

Let's say your marketing team is crushing it. All the metrics they use to measure success are green. At the same time, your sales time is not feeling the effects of their efforts and are spending more time prospecting when they should be closing. What's going on here? In many organizations, a disconnect happens between marketing and sales: The sales team says that leads coming in are unqualified.

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Sandler Training

MAY 6, 2020

During any crisis our instinct is to focus on the recent past, the ‘Old Normal’ and the immediate impact of the crisis itself. This fails to take into account the fact that the future is highly unlikely to be a return to business as usual but rather, a “New Normal.”. The post Beyond the Crisis: Sales Leaders Prepare for the “New Normal” appeared first on Sandler Training.

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Sales Sales Leadership Leadership Management 59

Corporate Visions

MAY 6, 2020

The post In Case You Missed It: April Showers, When It Rains It Pours! by Rick Weber appeared first on Corporate Visions. In this monthly “In Case You Missed It” digest, you’ll get caught up with all the Corporate Visions news and updates you might have missed last month. From a brand-new product launch, to podcast interviews, and a shoutout in Forbes, here’s what the Corporate Visions team was doing in the month of April.

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Sales Training Decision-making Publishing Innovation 59

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.

Marketing