SBI Growth
DECEMBER 21, 2020
The global pandemic has brought about the greatest virtual sales experience ever to occur. Organizations that were staving off digital evolution were forced into adoption, while those that had embraced digital were positioned for success. In a multi-quarter stretch where.
Hubspot Sales
DECEMBER 22, 2020
Working in sales isn’t easy, and I’m sure that isn’t news to you. Even if you love selling, the most seasoned salespeople can feel the pressure of working in such a competitive field. That’s why as a sales professional you need a suite of practices you can rely on to keep you feeling calm, motivated, and ready to take on your next challenge. If your sales self-care toolkit is empty, affirmations are a great place to start.
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Software Sales Guru
DECEMBER 21, 2020
The Role of Whitepapers in the Sales Process Marketing campaigns often revolved around some type of lead magnet like a downloadable whitepaper. A marketing department will create a whitepaper with the goal of showcasing a solution and use it to generate leads. But a solution does not necessarily create a market or lead to sales. The end result is the marketing department feels they have.
Miller Heiman Group
DECEMBER 21, 2020
COVID has greatly affected the buying and selling process. A recent Korn Ferry survey of global sales organizations revealed that virtual selling is here to stay, with fewer than 2% expecting the changes to be temporary. Changes include the addition of more, and likely new, stakeholders entering the buying and selling process. The pandemic has also impacted the length of time it takes to close a deal.
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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
DECEMBER 19, 2020
Consumer behaviors have changed drastically over the past year, with a significant rise in ecommerce. As the supply chain is being disrupted across industries, businesses are reimagining how to go to market, generate demand, and serve customers. On today’s show, Grant.
Hubspot Sales
DECEMBER 24, 2020
More sales can mean more revenue and a bigger profit for your business. However, as sales numbers grow, companies pass the point of being able to fulfill every order as soon as it's made. The result is what’s known as a “sales backlog.". Sales backlog is unavoidable. No matter how good your inventory management processes are, it’s impossible to fill all demands instantly.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Outbound Engine
DECEMBER 21, 2020
If you’re used to taking some time around the holidays to make resolutions for your personal happiness in the new year, why not try doing the same for your business? There’s a lot about 2021 that is currently hard to predict, but making real, actionable goals for your business can help fight the uncertainty and introduce some stability to your year.
CoSell
DECEMBER 24, 2020
We’re all searching for customers who share our values and understand our brand’s essence. While we often think about customer relationships in terms of numbers, each one is a personal relationship built on trust and relies on empathy. It’s a question of shared understanding and shared values. The real strength is the quality of trust and empathy. In many ways, a customer relationship is a lot like other friendships, connections, and relationships.
Hubspot Sales
DECEMBER 21, 2020
Properly qualifying prospective customers is tough. It takes a lot of energy to identify new leads and move them through the qualification process. Sometimes, you may not discover a new lead is a poor fit until after you've spent hours on research and calls. If your sales team is struggling to speak to the right customers or close deals, try the MEDDIC sales qualification process.
Kainexus
DECEMBER 22, 2020
I join many in the Lean community in mourning the recent passing of a publisher, author, educator, and life-long learner, Norman Bodek. He was 88. You can read his obituary here. I was fortunate to get a lot of time with Norman over the past 15 years, as I documented in my LeanBlog.org post. I learned a lot from Norman, and I will forever appreciate his enthusiasm and support over the years.
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.
Vantage Partners
DECEMBER 23, 2020
As we close out 2020 and look forward to 2021, we hope you are able to enjoy this special time of the year. Best wishes to you and your family, from all of us at Vantage Partners!
CoSell
DECEMBER 24, 2020
We dream of lots of clients…but what happens when you’ve got too many prospects? I just got off the phone with Ned*, a regional Sales V.P., who I’ve known for years. He was bemoaning the fact that he didn’t know exactly how to qualify the quantity of sales opportunities from his team. “Our team is seeing so many different B2B leads and we’re scrambling to figure out where to focus our time.
Hubspot Sales
DECEMBER 22, 2020
The ability to negotiate is a critical skill for salespeople. There’s also no single perfect approach. Your ability to effectively negotiate a deal is more about your ability to read the situation and act accordingly than it is about talking a prospect into doing what you want them to do. Instead of seeing your negotiation style as a singular way of doing things, I recommend having a negotiation toolbox you can pull from to quickly adapt your negotiation style to the deal you’re looking to close
PartnerTap
DECEMBER 21, 2020
This is the first installment in our three-part series on scaling revenue-generating partnerships. Strategic partnerships can help source and accelerate sales deals, and also create a lock-in effect for joint customers that reduces long-term churn. But scaling a revenue-generating partnership program is not easy. It requires a strong foundation of security, data, access, and trust.
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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
DECEMBER 21, 2020
So many things have changed this year in response to the pandemic we may not fully appreciate how different our lives really are. Most of the changes have not been positive, but certain outcomes have proven to be beneficial now and are likely to continue into future. For example, if pre-pandemic shutdown I would have advised you not to bother meeting with a prospect in their office, but rather simply visit them at their home — you might have thought I had lost my mind.
CoSell
DECEMBER 22, 2020
In sales, we’re all on common ground. We’re contacting total strangers and converting them into long-term, repeat customers. On top of that, we are building collaborative partnerships, growing our network, and cultivating loyal customers who happily share warm introductions. A tall order, right? Yet, there is a specific way to achieve this. How? By building a scalable, winning sales process.
Strikedeck
DECEMBER 22, 2020
Vincent Manlapaz, in an interview with Alix Simpson talks about the transformational changes in Customer Success. She also shares successful strategies to turn customers into loyal advocates.
Aepiphanni
DECEMBER 22, 2020
After witnessing a turbulent economy during the first half of 2020, it is only natural for people to be conservative with the way they invest their money. Some have sold their stocks, others have changed their strategies and shifted to day trading, while many may still be hesitant to take that first step. However, writer Jeff Sommer wrote in The New York Times that investors who decided to stick.
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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.
Kainexus
DECEMBER 21, 2020
By the time an organization invests in software technology to support continuous improvement , they've usually embraced the idea that improvement should be a daily activity practiced by everyone in the organization. They realize that the people closest to the production of value for the customer are the ones who are in the best position to identify and resolve problems.
Vantage Partners
DECEMBER 21, 2020
At the end of last year, my team and I took a few moments to reflect on an interesting 2019 in the world of partnerships , and to consider what the year to come might look like. 2020 brought us plenty of surprises – and readers might be surprised to find that we didn’t anticipate them all.
Nutshell
DECEMBER 21, 2020
Can you rely on your email marketing platform to do the job of a CRM ? . Email marketing software offers users a basic way to manage their database of contacts, which makes it extremely valuable to new businesses. But in order to grow your business, you’ll eventually need sales tools that help you turn those contacts and subscribers into actual paying customers.
LinkedFusion
DECEMBER 24, 2020
Today’s marketers surely have a lot on their plate! Constantly keeping up with the ever-changing customers’ behavior, dealing with the rise of multi-channel selling, producing leads, and increasing sales in the shortest possible time are just the things to begin with. Then, how are marketers supposed to thrive under such constraints? Thanks to the internet, there are marketing automation tools as a lifesaver to support their efforts.
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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
Kainexus
DECEMBER 23, 2020
Manufacturing organizations dedicated to continuous improvement look for opportunities to eliminate waste at every juncture. They may spend most of their time looking at core activities like production efficiency because improvements to essential processes result in significant gains. However, there are many activities on the margins that can also be a significant source of waste.
Agile CRM
DECEMBER 24, 2020
Customer relationship management (CRM) and enterprise resource planning (ERP) systems may seem interchangeable. However, there are distinctions for each and various reasons you may choose one over the other. In this post, we’ll explore CRM vs ERP systems and help you determine which would be better for your organization. But first, let’s define the two terms in a bit more detail.
Peter Simoons
DECEMBER 23, 2020
I will publish my ebook “25 tips for successful Partnerships and Alliances” in parts here on my website. Every other week a tip from the book will be shared, in the weeks in between I will publish my regular column. If you prefer to read the tips in the ebook faster rather than wait a full year then click here to purchase your own copy of the book. Introduction part 2.
CoSell
DECEMBER 22, 2020
Envisioning A Target Partner When you think of an ideal partner, what comes to mind? We asked our CoSell clients to tell us more. Here are 6 criteria we gathered: Mutual Benefits: Each person benefits from the partnership. Each player enhances the outcome. Instead of igniting conflict, fear, or competition, each partner sees a mutual benefit. Clear Role: Each partner has a clear role in the partnership.
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.
PandaDoc
DECEMBER 22, 2020
You offer competitive prices and the best customer service in the industry. Even so, you are still struggling to close deals. If this sounds familiar, it’s likely that your proposals are not giving you the strong start that you need. While the information may all be there, poor design can severely undermine your proposal’s effectiveness. . A business proposal condenses the value you’ll provide to a prospective client into a few glossy pages of information.
SalesGlobe
DECEMBER 21, 2020
Here are five of our twenty-five predictions for 2021. How did we arrive at these insights? No crystal ball was required. We did, however, survey sales leaders from around the world, consult with SalesGlobe clients from Fortune 1000 companies, and interview experts on selling, strategy, communication, and sales technology in our weekly Rethink Sales Virtual Round Tables.
Showpad
DECEMBER 21, 2020
Alongside the staggering toll the COVID-19 pandemic has taken on public health across the globe, the crisis’ economic fallout was similarly massive, affecting nearly every industry to some degree. Sales was no exception. . On the consumer level, e-commerce became the key to any success businesses managed to have. At the same time, those selling in the B2B environment had to conduct their pitch meetings with clients over video conference calls (along with the rest of their operations, in mo
Aepiphanni
DECEMBER 22, 2020
After witnessing a turbulent economy during the first half of 2020, it is only natural for people to be conservative with the way they invest their money. Some have sold their stocks , others have changed their strategies and shifted to day trading , while many may still be hesitant to take that first step. However, writer Jeff Sommer wrote in The New York Times that investors who decided to stick to their stocks have reaped great rewards.
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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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