Miller Heiman Group

SEPTEMBER 3, 2020

Now is the time when organizations need problem-solvers who can help them overcome unforeseen challenges, putting sellers in a position to engage with customers on a deeper level than ever before. Our research shows that more than 70% of buyers wait until after they have already defined their needs to engage sellers. They see sellers as product representatives rather than problem-solvers, and often see little to differentiate one seller from another.

Suppliers 154

Suppliers Sales Organization 154

Hubspot Sales

AUGUST 31, 2020

While there are many perspectives on what kind of goals are best to set and easiest to achieve, fewer goal-setting strategies have gotten better PR than the SMART goal. In case you need a refresher, SMART stands for specific, measurable, assignable, relevant, and time-based. Sound familiar? This acronym has been the framework recommended most to students and professionals alike when it comes to setting goals.

Sales 143

Sales Sales Analytics Organization Meetings 143

RAIN Group

SEPTEMBER 2, 2020

Sales negotiation is a critical part of the sales process. It moves the deal to a close, and it's where both parties come to agree on the terms of the initiative, including the price. However, many sellers and organizations struggle with negotiating successfully. Seventy-seven percent of sellers report that negotiating with buyers virtually is challenging, and only 27% of buyers say that sellers are very effective at negotiating with them (from our Virtual Selling Skills & Challenges report)

Negotiation 143

Negotiation Virtual Selling Sales Organization 143

Showpad

SEPTEMBER 1, 2020

Measuring the ROI of sales enablement is truly the master discipline. This topic is the focus of the sixth and last part of my series for executives, and for good reason. Doing this correctly requires a lot of groundwork, as well as your executive involvement! So far, we have covered a lot in this series for you as an executive. You learned about the three critical success factors of enablement , how to l everage sales enablement for digital transformation and how your leadership is required to

Sales 132

Sales Onboarding Stakeholders Leadership 132

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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

The Center for Sales Strategy

SEPTEMBER 1, 2020

Because of recent events, unemployment rates are much higher than we’ve seen in recent years. However, don’t let that fool you; it’s still a very competitive job market out there. Why? In part, because smart companies are examining their talent and prioritizing their top performers. When they know it’s time to let someone go, you can guarantee it’s not going to be their top people.

Prioritization 129

Prioritization Marketing Sales 129

Hubspot Sales

AUGUST 31, 2020

Did you know that 69% of B2B salespeople feel they don’t not have enough opportunities in their pipeline to meet sales quota? This data comes from a recent survey conducted by Selling Power and ValueSelling Associates that surveyed more than 300 B2B sales professionals about their quotas. We uncovered key elements that contribute to a salesperson’s ability to consistently achieve sales quota year after year.

B2B 142

B2B Communication Sales Training Negotiation 142

Engage Selling

SEPTEMBER 3, 2020

There is a “dangerous” sales number that you need to know about. It’s the number one. Let me explain. A client of mine recently emailed me and mentioned that they lost two of their biggest clients.

Sales 112

Sales Client Relationships Account Management Sales Leadership 112

Sales Readiness Group

SEPTEMBER 4, 2020

Is your team ready to sell virtually? Training for virtual selling is about a lot more than just slapping the name “Virtual” on the front of an existing selling skills program. It needs to address more than just the technology and a virtual meeting room application. It’s about adopting a different mindset, a different skillset and a different way of showing up for your customers.

Virtual Selling 110

Virtual Selling Meetings Sales 110

Hubspot Sales

SEPTEMBER 1, 2020

I'm pretty torn on whether having telepathy would be cool. I generally err on the side of, "I'm good. It's a bit too invasive.". At the same time, it could be fun to do small stuff like never lose a game of rock-paper-scissors or finish people's sentences. And creepy as it might be, it would probably be incredibly practical — particularly in sales. If you could know exactly why a prospect was looking to buy, you'd have no problem tailoring an effective sales strategy to suit their interests and

Decision-making 142

Decision-making Facilitation Prioritization B2B 142

SBI Growth

AUGUST 29, 2020

In a virtual world, Customer Experience has definitively been at the forefront of the digital revolution. How has your company adapted to the new demands of the market? Many have been turning to AI and automation for an optimized experience. On.

Customer Experience 121

Customer Experience Marketing Digitalization Sales 121

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.

The Center for Sales Strategy

SEPTEMBER 2, 2020

Before we get into the how to use a Sales Playbook , let’s make sure we’re all on the same page when it comes to answering what is a Sales Playbook. In its simplest terms, a Sales Playbook is a key piece to a winning sales enablement strategy that outlines your sales process and aligns it with the buyer’s journey. It provides salespeople with a collection of resources like best practices, insights into their buyers, how to approach specific sales scenarios, talk tracks, email templates, ways to

Sales 100

Sales 100

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. Want free access to 9 in-depth interviews from industry experts and data from 3,400 global marketers? Introducing: Not Another State of Marketing Report [link] pic.twitter.com/CDuB1mF967 — HubSpot Academy (@HubSpotAcademy) February 20, 2020.

Sales Management 98

Sales Management Management Sales Publishing 98

Hubspot Sales

SEPTEMBER 4, 2020

Successful salespeople are far from your average employee. For stellar sales reps, their approach to work goes much further than hitting their number each month. If you’re ready to knock your sales career out of the park, it’s time to put yourself in the mindset of an entrepreneur, managing your sales market the same way you would manage a business.

Sales 139

Sales Business Planning Small Business Prioritization 139

SBI Growth

AUGUST 31, 2020

In a survey of nearly 200 CMOs taken last year, the following question was asked – in what area of business leadership would you most like your influence to grow? Overwhelmingly, the most common answer was in the area of.

Marketing 106

Marketing Leadership B2B Sales 106

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

Strategic Planning and Management Insights

SEPTEMBER 1, 2020

Matt Sweetwood is a lifetime CEO with over 30 years of experience, and is currently the CEO of LUXnow and author of Leader of the Pack. Having spent the majority of his career in the electronics distribution and retail superstore space, Matt had to re-invent his business multiple times to keep up with digital transformation, which ultimately led to a successful exit for him.

Leadership 98

Leadership Digital Transformation Retail Digitalization 98

Sales Readiness Group

SEPTEMBER 2, 2020

Whether your selling virtually or in-person, the first minutes of an initial sales call with a new prospect are critical. This is when you build rapport with the buyer. The COVID-19 pandemic has radically changed the ability of field reps and account executives to build rapport during face-to-face meetings. See here for how to connect with customers virtually.

Sales 98

Sales Meetings 98

Hubspot Sales

SEPTEMBER 4, 2020

A shifty, duplicitous salesperson is unlikely to have a successful career. Business leaders want to buy from people they trust. Sell a few bad deals, and an unsavory reputation will begin to precede you. However, the majority of salespeople don't fit the slimy "used car salesman" stereotype. At the beginning of a sales engagement, most get stuck in that precarious middle ground between trustworthy and downright dishonest.

Decision-making 131

Decision-making Small Business Communication Sales 131

Kainexus

SEPTEMBER 1, 2020

McKinsey and Company , one of the country’s leading management consultancies, reports that up to 70% of systemic change programs fail to reach their business goals. Why? According to the firm, “Common pitfalls include a lack of employee engagement, inadequate management support, poor or nonexistent cross-functional collaboration, and a lack of accountability.

Management 95

Management Organization Software Software 95

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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

Engage Selling

SEPTEMBER 4, 2020

These days, my clients are concerned about two significant barriers holding them back from hitting their sales targets. You’re likely facing these as well.

Sales 94

Sales 94

The Center for Sales Strategy

SEPTEMBER 3, 2020

Sales managers often ask us how to make Individual Focus Meetings (IFM) with their salespeople more productive. What's interesting about this, is that salespeople also ask us (on a weekly, if not bi-weekly basis) why they even need an Individual Focus Meeting with their sales manager. As you can already tell, there seems to be an issue with this weekly meeting — neither side is getting what they want out of it.

Meetings 93

Meetings Sales Management Management Sales 93

Hubspot Sales

AUGUST 31, 2020

Honing in on the right pricing strategy for your business can be a struggle — one with a lot of factors to consider and plenty of options at your disposal. In most cases, how you price your products or services will be some combination of multiple concepts — ideally supported by some degree of competitive analysis and market research. But those more overt considerations aren't the only ones you should make.

eCommerce 131

eCommerce Retail Digitalization Marketing 131

Groove HQ

AUGUST 31, 2020

Small and scrappy doesn’t have to mean inefficient. Find out how and when it’s time to move from Gmail to a real Shared Inbox. The post How we saved 40,000 hours by moving off a Gmail shared inbox 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

Sales

Sales Gravy

SEPTEMBER 4, 2020

On this episode of the Sales Gravy podcast, Jeb Blount’s (Virtual Selling) and Alex Goldfayn (5 Minute Selling) offer a simple strategy for overcoming your natural fear of rejection by breaking it into doable doses. Jeb On Breaking the Fear of Rejection Into Doable Doses Human beings fear rejection. We hate and avoid rejection at all costs. But, in Sales, your job is to go out and find rejection and bring it home.

Virtual Selling 61

Virtual Selling Communication Meetings Sales 61

The Center for Sales Strategy

SEPTEMBER 4, 2020

- MOTIVATION -. "We cannot change what we are not aware of, and once we are are, we cannot help but change.". -Sherly Sandbrg. - AROUND THE WEB -. > 7 Things Employees Wish Bosses Would Start Doing Immediately– Inc. Great organizations are built by great bosses. (That's why identifying and attracting talented people is almost as important as developing talented people.).

Virtual Selling 77

Virtual Selling Organization Management 77

Hubspot Sales

SEPTEMBER 2, 2020

Finding effective leadership in sales is every bit as difficult as it is vital. You need someone with the authority and experience to set and maintain an effective course for your sales efforts. That, in itself, is a tough task to approach, but it doesn't stop there. That same figure also has to have the personability and compassion to cultivate the kind of culture that produces motivated, dedicated sales reps.

Sales 131

Sales Leadership Facilitation Decision-making 131

Sandler Training

SEPTEMBER 4, 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 #35 – If the Competition Is Doing It, Stop Doing It Right Away [PODCAST] appeared first on Sandler Training.

Sales Training 56

Sales Training Sales 56

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

Kainexus

SEPTEMBER 3, 2020

Recognizing and rewarding employees on their efforts is a critical component of a continuous improvement culture. Without recognition, it’s typically challenging to drive employee engagement. Your employees need you to recognize the work and contributions they make, and as a result of recognition, they’ll continue to produce work that both you and them are proud of.

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CoSell

SEPTEMBER 4, 2020

What’s the best way to measure, optimize, and support partner co-selling? If you’re a fan of measurement, you know the answer. “What gets measured gets done.” Measurement is the single most important thing to do when you want to benefit from KPIs ( key performance indicators.) Let me be clear. I normally like to steer clear of acronyms because they can become conversation killers…but in this case, it’s just shorthand for measuring success.

Profitability 52

Profitability Prioritization Software Software 52

Hubspot Sales

SEPTEMBER 3, 2020

Collecting and analyzing sales metrics isn't one of the most exciting tasks for a sales leader, but it's one of the most important. Sales metrics like customer acquisition cost (CAC), lifetime value (LTV), total revenue, annual recurring revenue (ARR), and churn rate are some of the most notable metrics you'll track. These metrics help you see your sales strategy as a bigger picture.

B2C 121

B2C Retail Acquisition B2B 121

Showpad

SEPTEMBER 3, 2020

The countdown is on for TRANSFORM 2020, the must-attend sales enablement event of the year! TRANSFORM is always one of the highlights of the year for me, and this year will be no exception. On October 1-2, 10,000 sales, marketing and enablement professionals will come together for two days of learning, networking and fun. This year’s event will look a little different than in year’s past.

Digitalization 52

Digitalization Organization Marketing Sales 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