SBI Growth
JULY 18, 2020
Iconic customer programs generate fierce loyalty and accelerate revenue growth. CX professionals also realize that a poor customer experience goes far beyond just a negative review – it places future deals at risk. In his final interview segment, Ryan Hollenbeck, CMO at.
Hubspot Sales
JULY 20, 2020
In today’s dynamic market, many companies are faced with providing creative solutions to their customer’s problems in order to stay in business, making workplace innovation extremely important. According to the McKinsey Global Innovation Survey , though 86% of executives agree innovation is key for growth strategy, only 6% are satisfied with the innovative efforts of their company.
Groove HQ
JULY 20, 2020
Learn how to use your customer support software as a catalyst for growth. The post 10 Growth Opportunities Hiding in Your Customer Support Software appeared first on Groove Blog.
Showpad
JULY 21, 2020
Welcome to the third post of this blog series for executives. In this edition, I’ll be discussing why you as an executive in a sales, marketing or CX leadership role play a mission-critical part when it comes to making sales enablement successful in your organization. . One aspect of making enablement successful is how it is designed and set up.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Engage Selling
JULY 24, 2020
It’s no secret that the selling landscape has changed over the last few months. The entire globe has been impacted, and now is the time to ensure you’re aligned with these three ways to sell moving forward.
Hubspot Sales
JULY 20, 2020
Regardless of if you know the definition of direct sales, you've probably encountered some people who engage in the practice — the door-to-door knife salesperson, the neighbor on your block who hosts parties to sell cosmetics, or Uncle Rico from Napoleon Dynamite, offering model ships to help hawk plastic dinnerware. Image Source: Reddit. Direct sales is an immediately personal, unique brand of selling that requires an entrepreneurial spirit and considerable initiative.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Nutshell
JULY 22, 2020
Sales and marketing professionals are constantly slinging around new buzzwords, complex terms, and confusing abbreviations. It’s what we do. No blog, video, or sales pitch is complete until the phrase “boost ROI” or “improve your net promoter score” is used. Well, here’s another important term for you to memorize: the marketing flywheel.
Engage Selling
JULY 24, 2020
I want to share with you a tale of woe. One of my customers emailed me and mentioned they just lost two of their biggest clients.
Hubspot Sales
JULY 21, 2020
In business, every relationship ends. At some point, customers move on. It’s inevitable. That’s why sales and marketing professionals are so focused on customer retention — the longer your customers stick around the better. You can have the best retention strategy in the world, but you’ll still experience a certain amount of churn. Just because it’s common, that doesn’t mean it’s ideal.
SBI Growth
JULY 20, 2020
In early March, everyone’s coverage model was forced to change. No longer were we allowed to meet customers or prospects in person, and unfortunately, this still holds true four months later. Which has caused us to ask the following questions: How.
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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
JULY 23, 2020
We often think of the needs analysis meeting as the beginning of the sales process, but, is it really? Today's buyers are complex. Their needs are perplex and they're hesitant to share information. When speaking with a prospect for the first time, you must ask the right questions. First, you have to know what questions to ask. To conduct a great needs analysis meeting — one where the client is anxious to participate and is really open with information — there are two areas you need to work on be
Miller Heiman Group
JULY 21, 2020
If sellers want to rebound from COVID-19, they must find ways to change. But the need for sales organizations to change is nothing new; it’s just more urgent now. Even before the pandemic arose, we lived in a world where buyers are generally better at buying than sellers are at selling. Because sellers don’t consistently deliver value to their buyers, there’s a significant “value gap” that creates even more distance between buyers and sellers: 77% of buyers don’t view sellers as a resource when
Hubspot Sales
JULY 22, 2020
Sales always has been, and always will be, about closing the deal. But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. In reality, sales professionals and managers need to have access to the best available sales planning tools to help them boost sales productivity and close more and bigger deals.
SBI Growth
JULY 23, 2020
As a sales leader, you understand better than most the power of face to face interaction. You’ve likely built your selling career on face-to-face sales pitches and the always productive dinner meeting. You’ve set your team’s strategy for the year.
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.
Sales Gravy
JULY 19, 2020
Open yourself up to new opportunities It's difficult to see new possibilities during this crisis. It seems like we've been in this pandemic for years rather than months. Secretly, most of us have been living with the hope that the coronavirus pandemic would be over quickly and that we'd get back to normal. With the new surge in cases, what is becoming clear is that everything has changed, that there is no going back, and that the only thing we can count on is new possibilities.
Sandler Training
JULY 24, 2020
Mike Montague interviews Dr. Benjamin Hardy on How to Succeed at Understanding Your Personality. The post How to Succeed at Understanding Your Personality [PODCAST] appeared first on Sandler Training.
Hubspot Sales
JULY 21, 2020
Forecasting methods come in all shapes and sizes — a range of practices that warrant varying degrees of thought, effort, and analysis. And it's generally best practice to leverage a more rigorous, nuanced forecasting process to guide your expectations and sales efforts. But what if you lack the interest, resources, or need to leverage a particularly intricate, labor-intensive forecasting method?
SBI Growth
JULY 21, 2020
There is no doubt that we are facing a bleak environment. Unemployment at 11%. Dow Jones Industrial Average posts its worst one day decline ever. A pandemic sweeps the nation.
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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
JULY 20, 2020
You hear it every day, “these challenging times,” “the new normal,” “the pandemic.” It’s no surprise that we are all facing adversity and uncertainty, but it doesn’t mean all doom and gloom. In fact, you can crush adversity and come out on the other side stronger, successful, and more skilled than ever. What is the secret to weathering the storm? Start with your sales culture as your foundation and proactively instill and foster resilience.
Vantage Partners
JULY 23, 2020
Resilience has never been more important for us, as organizations and as individuals. At the intersection of strategy and people, learning and development leaders are uniquely positioned to embed business resilience and operationalize it. L&D executives discussed how—and shared with peers their recent experiences during pandemic—at the most recent Learning Lab on June 22 facilitated by Vantage Partners and hosted by Danny Ertel, a founding partner at Vantage Partners.
Hubspot Sales
JULY 22, 2020
Working as a consultant can be a tricky, uncertain game at points. It can be exhausting to bounce from client to client, charging an hourly rate without any guarantee of where your next payday is coming from. And even when business is going well, the peace of mind that comes with knowing you're set financially for an extended period of time can be an attractive prospect.
Force Management
JULY 22, 2020
We’ve been publishing a lot of content this year. We even set a record for website visits. Sometimes, we even have trouble keeping up with everything we’re publishing. So, we’re thinking some of you may have missed some of the assets we’ve put out this year.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
The Center for Sales Strategy
JULY 22, 2020
Sales structures look different for all organizations depending on the industry, size of the team, product, and the sales process. As your company and people evolve or as things change in your business sector, your sales structure should change as well in order to maintain a competitive advantage. Companies that identify the need to change sales structure continue to grow, while those who ignore it find themselves struggling to meet sales goals and stay competitive.
Sandler Training
JULY 24, 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 #28 – When Under Attack, Fall Back appeared first on Sandler Training.
Groove HQ
JULY 24, 2020
We expose the mistakes most small businesses make when choosing software, so you can avoid them. The post Buying a Customer Support Platform? Here Are 6 Mistakes to Avoid appeared first on Groove Blog.
Kainexus
JULY 21, 2020
People react very positively to the concept of continuous improvement. They are a little less enthusiastic when it is framed as constant change. But, of course, improvement requires change. Our clients who’ve done it successfully have shared their best ideas for how to get there. Acknowledge that Most People Don’t Like Change. People balk at trying new things for several reasons, including risk adversity.
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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
JULY 24, 2020
- MOTIVATION -. "Corporate culture matters. How management chooses to treat its people impacts everything for better or worse.". -Simon Sinek. - AROUND THE WEB -. > COVID Caution: Staff Reduction in the Pandemic-era– CEOWORLD Magazine. A glimmer of hope flashed when the U.S. Bureau of Labor Statistics recently reported U.S. job losses in May were in line with the months preceding the COVID-19 pandemic.
Sales Gravy
JULY 23, 2020
Starting a B2B Podcast is a Smart Virtual Selling Strategy On this episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) and James Carbary (Content-Based Networking) discuss how starting a B2B podcast can elevate your personal brand and build familiarity. Familiarity Leads to Liking In Sales, familiarity is powerful because familiarity leads to liking.
SBI
JULY 21, 2020
Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. PETER: Enterprise B2B sales is a complex process of which the buying experience is one very important attribute to closely understand. Failing to appreciate the buying experience will likely result in failure, as you may target the right account at the wrong time. The problem here is structural, B2B marketers continue to hold onto strategies of the past, around industry segments, and channel-specific domain expertise.
Kainexus
JULY 23, 2020
Lean Thinking , by James P. Womack and Daniel T. Jones, covers the five principles of Lean manufacturing. “Truly remarkable. the most comprehensive, instructive, mind-stretching and provocative analysis of any major industry I have ever known," said Philip Caldwell , former Chairman and CEO of Ford Motor Company. Peter Drucker called it, “A very important book.
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.
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