Upland

JANUARY 26, 2020

“Give me six hours to chop down a tree, and I will spend the first four sharpening the ax.” -Abraham Lincoln. Honest Abe knew the value of not launching head-first into something without a considered plan of attack. How are sales teams meant to grow revenue in key accounts with a well thought out account planning strategy? According to McKinsey, “The five-year growth rate of total returns to shareholders for digital leaders is almost double that of all other firms,” when

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Nutshell

JANUARY 30, 2020

Although typically perceived as software for salespeople, CRMs are the secret sauce behind most successful marketing initiatives. A CRM is an integral piece of software for marketers and salespeople. Powerful and versatile, CRMs are used to manage every aspect of the sales pipeline , from signing up newsletter subscribers to nurturing longtime customers, and literally everything in between.

CRM 155

CRM Marketing Decision-making Advertising 155

MTD Sales Training

JANUARY 28, 2020

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up. Whether it’s the price you are charging or their needs to get different quotes, or many other reasons, it can be quite deflating when the competition is brought up in the sales meeting. Should you try to by-pass the issue?

Meetings 150

Meetings Sales Sales Training Profitability 150

Engage Selling

JANUARY 29, 2020

It’s a friction point that holds you back from achieving sales success: buyer objections. If left unchecked, those objections will stop you dead in your tracks from being able to present a compelling proposal to your prospective customer.

Sales 138

Sales 138

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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

RAIN Group

JANUARY 29, 2020

Win-win negotiation is the way to go…except in one situation: when the buyer has their hand in your pocket. Whether they're doing it intentionally or just out of habit, sometimes buyers try to push down seller prices just to see if they can. When they do, you should counter with value , but you also have to signal as you respond, "That won't work. I know what I'm doing.

Negotiation 136

Negotiation Sales 136

Hubspot Sales

JANUARY 27, 2020

During high school, I never did well during my physical education class. One of the main reasons? The track and field unit. Every year during this unit, we'd have to do a high jump, hurdles, and baton racing. Needless to say, none of these activities were my forte. However, baton racing has continued to be an apt metaphor in my career. For example, most organizations have a process of passing a lead from the marketing team to the sales team.

Internet 133

Internet Prioritization Marketing Meetings 133

PandaDoc

JANUARY 27, 2020

‘Tis the season of packed yoga classes, downloadable budget templates, and book recommendations. Whether you’re the type of person who sets resolutions or not, there is an undeniable sense of self-improvement in the air. Maybe you’ve set some goals, but they lean more professional than, uh, sweaty. If you’re looking to level up your sales career in 2020 but don’t know where to start, we suggest checking out one, two, or all three of the must-read books listed below to get you equal parts inspire

Emotional Intelligence 121

Emotional Intelligence Artificial Intelligence Sales Negotiation 121

Drift

JANUARY 29, 2020

Let’s face it. Buyers no longer rely on salespeople to get information about a product or service. They don’t care about their lead score or what your sales team’s process looks like. And they don’t want another generic sales pitch. Because they have all the power. And can go online or talk to their peers to find all the information they need. To put it bluntly, today’s buyers don’t want to be.

Sales 118

Sales B2B 118

Hubspot Sales

JANUARY 31, 2020

The nature of contract work begs a lot of questions. What does it take for a contractor to actually land a job? How do they differentiate themselves from their competition? How do their customers know what they’re getting into financially? How do you know if you love someone? Do dogs know their own names? A lot goes into answering those questions, but there’s a consistent factor involved in most of them.

Profitability 132

Profitability Marketing 132

Groove HQ

JANUARY 27, 2020

A marketing persona template and research process to help your business grow. Before coming to Groove, I worked as a full-time freelance writer and marketing consultant, mostly working in the B2B space. Many of the companies I worked with sent me their marketing personas (sometimes called “customer avatars”) as we started working together. Most (almost […].

Marketing 116

Marketing B2B 116

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

JANUARY 31, 2020

Silence is one of the simplest things a seller can learn to do, but it is the most difficult for them to execute in the sales process effectively.

Sales 112

Sales Communication Sales Leadership Leadership 112

SBI Growth

JANUARY 30, 2020

Remember when a cloud was only a fluffy thing in the sky? It was only 20 years ago that Salesforce introduced the revolutionary idea to help companies use cloud-based applications for customer relations management. The applications would be run over.

Customer Success 106

Customer Success Management Key Account Management Account Management 106

Hubspot Sales

JANUARY 28, 2020

How do you know how much effort you should put into pursuing a specific prospect? How can you prioritize one contact over another? Those scenarios aren’t always easy to navigate. Prospecting is a spectrum. There are going to be sales opportunities worth pursuing to different degrees for different reasons. But, how can you tell what those degrees and reasons actually are?

Prioritization 129

Prioritization Sales Publishing CRM 129

Groove HQ

JANUARY 29, 2020

It wasn’t working, and I was frustrated. Four years ago, we put hundreds of hours into developing our company’s core values, and they now felt broken. The things we used to do because they were “scrappy” were beginning to strain our infrastructure. The things we used to do because they were “fun” led to stagnation […]. The post You’ll outgrow your company’s core values.

110

110

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

JANUARY 27, 2020

What we say and how we say it matters. The language used with prospects impacts your capability to excite and encourage them about the deal at hand. Certain words prompt predictable behavior, and every word or phrase you choose to use will generate an emotional response. Sales leaders who understand the psychology of communication and language learn to upgrade their vocabulary quickly.

Sales 94

Sales Communication Sales Management Management 94

SBI Growth

JANUARY 28, 2020

We have launched and transformed several Customer Success teams. Typically, for new teams, the focus should be on onboarding, value messaging, and renewals. To effectively execute on this, we develop the talent profiles, build playbooks for the team, and design.

Customer Success 87

Customer Success Onboarding Management Account Management 87

Hubspot Sales

JANUARY 29, 2020

You’re working closely with your company’s marketing team and your efforts to align are paying off — a constant stream of leads is coming in. Time to cue the celebration, right? Well, yes and no. According to Gleanster, only 25% of marketing-generated leads are high enough quality to advance to a sale. So while attracting a good number of leads is a positive sign for your business, there is more work to be done to determine if they are the right leads you should be selling to.

Sales 128

Sales Decision-making Customer Success CRM 128

Engage Selling

JANUARY 30, 2020

Salespeople often have a healthy ego, but this can go too far when a particular seller feels like they “know it all.” The best and most consistently successful salespeople always maintain an attitude of growth and learning.

Sales 76

Sales 76

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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

JANUARY 31, 2020

- MOTIVATION -. "How you sell matters. What your process is matters. But how your customers feel when they engage with you matter more.". -Tiffani Bova. - AROUND THE WEB -. > The Inbound Sales Matrix: What It Is and What It Can Do for You– HubSpot. How do you know how much effort you should put into pursuing a specific prospect? How can you prioritize one contact over another?

Prioritization 80

Prioritization Sales 80

SBI Growth

JANUARY 27, 2020

As the U.S. responded to the last recession of 2007-2008, a recurring theme became the quote made famous by Winston Churchill, “Never let a good crisis go to waste.” This was to describe the mindset of the top businesspersons during.

Marketing 76

Marketing Organization B2B Sales 76

Hubspot Sales

JANUARY 28, 2020

The sales funnel might be the most notorious, fundamental, straightforward model detailing the process by which prospects become customers. The old school sales funnel is typically divided into three stages: awareness, consideration, and decision. The funnel gets narrower with each transition to a new stage. Not every prospect makes it from awareness to consideration — the same goes for the shifts from consideration to decision and decision to purchase.

Software 121

Software Software Construction Small Business 121

Strategic Planning and Management Insights

JANUARY 28, 2020

In this episode of the Strategy & Leadership Podcast , we're joined by Ryan Walter. For over 20 years, Ryan has consulted for organizations, including Fortune 500 companies. His advisory firm, Parrels , helps organizations overcome challenges and undergo transformation. Ryan's rich experience guiding organizations through big changes and helping the grow internally makes him a great voice for those about to undergo their own strategic planning process.

Organization 72

Organization Leadership Management 72

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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

Sales Gravy

JANUARY 26, 2020

In part two of Jeb Blount's (Inked) conversation with Mathew Pollard (The Introvert's Edge), the two authors discuss why it's so important that you understand your energy rules. For introverts to be successful in sales, it is critical that you take steps to protect your energy so that you can be the best version of you. Listen to Part One of Introverts Can Sell Listen to Part Three of Introverts Can Sell Listen to Part Four of Introverts Can Sell Listen to Part Five of Introverts Can Sell Liste

Sales 72

Sales 72

Sandler Training

JANUARY 27, 2020

Mike Montague interviews Jamie Bolak, former Sandler trainer and current marketing consultant, on How to Succeed at Creating a Vision Board. The post How to Succeed at Creating a Vision Board [PODCAST] appeared first on Sandler Training.

Marketing 67

Marketing Sales 67

Showpad

JANUARY 26, 2020

The advantages of an effective Sales enablement program are hard to argue against. Improved Sales productivity, more wins, better training – these are just a couple of the benefits that a Sales enablement strategy generates. However, despite the potential for these gains, there are several Sales enablement challenges professionals like Sales managers and leaders may encounter.

Onboarding 64

Onboarding Sales Acquisition Software 64

Sales Readiness Group

JANUARY 29, 2020

I’m often asked by prospective clients, “what does good sales training cost?”. Although, the correct and straightforward answer to this question is, “it depends,” I wanted to share the following five key factors that impact sales training costs.

Sales Training 62

Sales Training Sales 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

Strikedeck

JANUARY 28, 2020

Vincent Manlapaz, in an interview, Bharath Yadla, Vice President at Workato talks about the importance of delivering differentiated customer experiences and understanding each customer interaction.

Customer Experience 59

Customer Experience Onboarding Customer Success 59

Kainexus

JANUARY 28, 2020

While it is a little dated, The Deloitte University Press Global Human Capital Trends 2016 report has probably the most useful definition of culture and engagement that we’ve seen. The report notes that “Culture describes the way things work around here, while engagement describes how people feel about the way things work around here.”. That simple statement explains why a Dennison Consulting study found that organizations with thriving cultures have a 72% higher engagement rate than those witho

Organization 55

Organization 55

SBI

JANUARY 28, 2020

6 Ways Sales Enablement Leaders can Gain Sales Management Support. Sales Enablement is generally focused on assisting individual sellers with less focus placed on others in the organization. This focus is understandable as the definition of Sales Enablement might lead people in this direction. “ Sales enablement is the strategy and processes for helping sales teams efficiently move customers through the sales process to the point where the customer can make a buying decision with a highe

Sales Management 52

Sales Management Management Sales Stakeholders 52

Cosawi

JANUARY 31, 2020

Customer buying journey: The Marketing and Sales roles in this tight collaboration. “Get closer than ever to your customers. So close, in fact, you tell them what they need well before they realize it.” - Steve Jobs. In both Sales and Marketing, we work so hard on customer centricity, customer focus and customer knowledge. Yet do we truly understand the customer’s buying journey – from the moment they realize a need for a product or service, i.e., the point of inspiration, to the point of purcha

Co-Creation 52

Co-Creation Marketing Sales Innovation 52

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