SBI Growth
AUGUST 10, 2020
The New York Stock Exchange dates to May 17, 1792, with the signing of the Buttonwood Agreement—where twenty-four stockbrokers and merchants met at the now famous Wall Street under a Buttonwood tree. There have been numerous market crashes, defined as a.
Hubspot Sales
AUGUST 11, 2020
It’s safe to say 2020 has been the year of virtual meetings. Everything from large-scale conferences to staff meetings, to meetings with prospects, are hosted remotely. Chances are, your sales process has moved fully online as well. Video conferencing tools are a worthwhile investment for organizations of all sizes, especially with remote work becoming the norm.
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Corporate Visions
AUGUST 13, 2020
The post Why is Most B2B Marketing So Forgettable? by Leslie Talbot appeared first on Corporate Visions. Every marketer wants to make an impact. Today, with 80 percent of the sales cycle happening in digital or remote settings, you’ve never had a greater opportunity to directly influence buying decisions. And the number one factor driving those buying decisions?
Nutshell
AUGUST 11, 2020
Visual cues in digital marketing influence users to click stuff and make decisions. If your content isn’t visually optimized, you’re losing money. Whether you sell software or razors, you’re in the business of solving people’s problems. Your digital marketing efforts are no different. A brand’s website or ads should be optimized in such a way that they help potential customers find solutions to their problems—quickly.
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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.
SBI Growth
AUGUST 8, 2020
It’s hard to imagine a time where calendars weren’t inundated with video calls and discussions around your digital sales transformation. With a virtual revolution upon us, how can you maintain the personal aspects that define your culture internally and externally? On.
Hubspot Sales
AUGUST 10, 2020
What does it really take to be successful in sales? Well, the answer to that question largely depends on what your definition of success is. For some reps, attaining their quota each month means they’re crushing it. For others, they accept nothing less than 120% of quota before they cut themselves some slack. A salesperson’s definition of success is often influenced by the environment they work in, the greater goals of their organization, and their own personal drives and tendencies.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Nutshell
AUGUST 14, 2020
The way we see it, sales and marketing are on the same team, working towards the same goal: to drive revenue and grow your business. Their tactics might be different—marketers communicate at scale, while salespeople communicate person-to-person—but they’re two links in the same chain. And they can’t work together efficiently unless they’re operating with the same information.
Engage Selling
AUGUST 14, 2020
With uncertainty and disruption being the theme of 2020, you need to know how to keep your sales team engaged. Let’s face it, some industries are doing exceptionally well, but many have struggled since the start of the pandemic.
Hubspot Sales
AUGUST 11, 2020
The vast majority of sales trainers today use sales techniques that date back to the turn of the century. Yes, really! These old-school techniques are simply regurgitated ideas that first appeared in the late 1800s and early 1900s. Even though they simply don’t work anymore, they continue to be passed down to new generations of salespeople. You must avoid the following sales habits if you want to crush your sales goals.
RAIN Group
AUGUST 12, 2020
"Willy: I don't know why—I can't stop myself— I talk too much. A man oughta come in with a few words. Charlie's a man of few words, and they respect him. Linda: You don't talk too much, you're just lively.". Death of a Salesman by Arthur Miller. We all have sympathy for poor Willy Loman in Death of a Salesman. He knew he talked too much, but he couldn't figure out why.
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
AUGUST 13, 2020
In uncertain times, prospects and clients conduct even more online research before working with a vendor or purchasing a product. Thought leadership is vital to brand differentiation, but when done right, it greatly improves sales performance. The thought leadership position is certainly an advantageous position to have, as it helps with generating sales, lead generation, recruitment and retention, and new business opportunities.
Engage Selling
AUGUST 14, 2020
How do you sell in a hybrid selling environment? Since many of you are in sales teams, your teammates could be from either your company, partner company, or supplier company.
Hubspot Sales
AUGUST 12, 2020
Today, the information that buyers need to make a purchase decision is just a click away. The power in the buying and selling process has shifted from the seller to the buyer. The buying process is transformed. And that means to keep up with today’s empowered buyer, the sales process needs to transform too. Whether your sales process relies on inbound leads or targeted outreach, whether you’re a big company or small, whether your sale is complex or simple; inbound sales is relevant.
Miller Heiman Group
AUGUST 13, 2020
Sales managers are being tested in ways they’ve never seen before, and new managers have even more challenges as they assume their roles in the midst of sweeping change. The attributes of top sellers don’t always align with the skills needed to be a great sales leader, which is why managers need to be equipped with a specific set of tools. Because new sales managers may lack the skills necessary to develop their people, sales leaders must take them under their wing and ensure they have the skill
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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
The Center for Sales Strategy
AUGUST 14, 2020
- MOTIVATION -. "We have a normal. As you move outside your comfort zone, what was once the unknown and frightening becomes your new normal.". -Robin Sharma. - AROUND THE WEB -. > Virtual Selling is Here to Stay– Sales Gravy. Unless you’re floating in a sea of delusion hoping for the winds of change to blow you to safety, you’ve at least started blending virtual selling into your current sales strategies.
Kainexus
AUGUST 11, 2020
The practice of Kaizen is not about a particular way of performing business operations or even a specific approach to process improvement. Instead, it is a way of thinking about business operations that can transform how you look at problems and open up new doors to innovation. Kaizen seeks to move operations nearer and nearer to perfection through incremental improvement.
Hubspot Sales
AUGUST 11, 2020
Nowadays, a CRM's utility lands somewhere between "incredibly helpful" and "absolutely essential." It's a system designed to help a business get as much mileage out of its interactions with past, current, and prospective customers as possible. And if your company isn't currently leveraging one, you could be drastically undercutting your business potential.
SBI Growth
AUGUST 12, 2020
With eCommerce increasing more in the last 90 days than during the previous 10 years combined, digital transformation is no longer a buzz phrase. Your company’s ability to interact and transact virtually with your customers and prospects will ultimately determine.
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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.
The Center for Sales Strategy
AUGUST 10, 2020
Just as you’re adjusting to the new normal, it’s time to readjust to something else. However, if you want to maintain a successful business reputation and make a difference in your bottom line during this era of uncertainty, it’s vital to readjust and re-evaluate your company culture. Beth Sunshine , VP of Talent Services at The Center for Sales Strategy (CSS) advises management, “Don’t let these unusual times drive your culture !
The Chapman Group
AUGUST 13, 2020
I was stuck. The usual sales and account management techniques that I had been so vigorously schooled on to grow and sustain business relationships had been flipped upside down. There were no more lunches, in office visits, networking events, and or client workshops… my schedule and to do list was kind of wiped clean, and I had to figure out how I was going to continue to grow and sustain relationships during a pandemic that would all but disintegrate the knowledge I had acquired in my 5 decades
Sandler Training
AUGUST 11, 2020
Mike Montague interviews Brian Jackson on How to Succeed at Active Fundraising. The post How to Succeed at Active Fundraising appeared first on Sandler Training.
Force Management
AUGUST 12, 2020
This blog contains content from our Ultimate Sales Kickoff Resource Guide. Check out all our great virtual sales kickoff resources and tools here. No doubt this year has you rethinking your sales kickoff “event”. We’re working with many sales leaders right now who are considering shifting their SKOs and instead, launching broader sales transformations aimed at improving sales performance.
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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
The Center for Sales Strategy
AUGUST 11, 2020
We all have a choice to make. That choice is what we’re going to do for the next 20 weeks of the year. We can continue to worry, fret, blame, and sit on the couch (if you're not doing any of those things - hurrah for you!). But we can also take the opportunity to be the Comeback Kid. Twenty weeks is a long time. That's 100 working days, with a few holidays thrown in.
SBI
AUGUST 11, 2020
4 Action Steps For Remote Sales Onboarding. The global pandemic has forced most organizations to move their workforce entirely remote and many have had to make changes to their organizations such as furloughs or layoffs. Most organizations have sales teams that work primarily from in the company’s offices and sales reps working from home covering a certain territory.
Revegy
AUGUST 12, 2020
In the current COVID-19 global health crisis, companies are faced with unprecedented challenges as they strive to maintain their businesses and anticipate a constantly changing business ecosystem. If you’re responsible for growing your company’s revenue, either through a sales or an account management role, the panic of deal slippage or limited revenue opportunities may feel unavoidable.
Kainexus
AUGUST 13, 2020
Oil and gas companies have increasingly faced the twin challenges of low prices and increased competition from renewables. The COVID-19 pandemic has made the situation much more difficult. For example, the US benchmark for the price per barrel of crude dropped from $63 in January to below zero in April. Since then, the price climbed back up to about $41, which is a third lower than before COVID-19 became a reality in the 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
AUGUST 12, 2020
Google search data shows that in 2019 searches for “sales enablement” increased by 61.1% year over year, up from 51.2% in 2018. What’s the reason behind the steady increase in interest around sales enablement? When implemented correctly, sales enablement moves the sales process faster and more efficently. It's the long-term solution that addresses each of the key priorities for sales productivity — to shorten the sales cycle, decrease onboarding time, and streamline the opportunity management pr
Chally
AUGUST 13, 2020
There are many nightmare memes dominating social channels describing the way most of us feel about the impact of the global pandemic on the world of work and how we sell. If people feared Monday before Covid-19, they are panicked now. Sales managers seem to be slowly confronting this new reality and are beginning to adjust their cadence and management of sales teams the longer the disruption triggered by Covid-19 continues.
EcSell Institute
AUGUST 13, 2020
Editor's Note: This post has been updated for accuracy and comprehensiveness on August 16, 2020. Photo by Hattie Kingsley Photography. Below are 10 sales manager interview questions that you can use when interviewing potential sales managers for your department. These were shared in the EcSell Institute Executive Sales Manager Think Tank : If I were to interview the people who have reported to you in the past, how would they describe your management style?
5600 Blue
AUGUST 13, 2020
In her book The End of Competitive Advantage , Columbia Professor Rita McGrath states: "Long term structural advantage is gone and being replaced by a series of short term transient advantages." This means we need to do two things to survive: Constantly innovate. Get these innovations into the hands of our salespeople as soon as possible to leverage them as quickly as possible.
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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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