Software Sales Guru

JULY 18, 2022

Don’t Believe Your Own Marketing (Too Much) Sophisticated product marketing teams provide personas and typical pain points as a starting point for sales conversations. They also love to arm sales teams with case studies. On call recordings, I hear salespeople telling customers about the typical pain points and referencing the case studies. As counter-culture as this may sound, the customer’s reaction is typically, “That’s not.

Marketing 147

Marketing Software Software Sales 147

RAIN Group

JULY 20, 2022

Sales managers tend to believe they do a good job helping sellers solve problems and coaching them to build their capabilities. However, only 32% of sales managers are effective in getting maximum performance from sellers.

Sales 133

Sales Sales Management Management 133

Account Manager Tips

JULY 22, 2022

Table of Contents. If you think your job is harder than it should be. you're right. 25 problems that stop key account managers from doing their job Favourite books about problem solving Coming up: How to Build a Successful Executive Sponsorship Program Just for fun: #GorgeousGrandma Day In other news Quote of the week. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher If you think your job is harder than it should be. you're right.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Red Star Kim

JULY 22, 2022

I like to review recent books with a view to offering recommendations to those people who attend my training workshops. Despite being published in 2018 (before the Covid pandemic pushed digital marketing into the stratosphere) and being pretty basic it has some good content. So here’ a book review: Build your digital marketing strategy by Steve Brennan.

Digitalization 130

Digitalization Marketing Construction Media 130

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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

JULY 18, 2022

When it comes to sales, you might feel as if there are many factors that are outside of your control. To an extent this is true, but when it comes down to it – you actually wield more influence over the situation than you think. Once you realize what you can control, and what you can influence , you will feel more confident approaching prospects and delivering solutions and recommendations to your clients.

Sales 127

Sales 127

Hubspot Sales

JULY 19, 2022

Raise your hand if you’ve ever gotten a bill, and then had to dig through the company’s website just to find out how or where to pay it. Imagine if you could just teleport straight to the payment screen, with all the purchase details already filled in. That’s exactly what payment links do. If you’re a customer wondering if you can trust a payment link, or a business thinking about adding pay-by-link to your site, put your hand down and read on.

Retail 25

Retail CRM Marketing Sales 25

Zendesk

JULY 22, 2022

The ecommerce market has exploded over the past few years and is continuing to grow at an accelerated rate. By 2023, online retail sales are anticipated to reach $6.17 trillion. With more people doing their shopping online than ever before, ecommerce CX has become a priority for many businesses. With a highly competitive landscape of as many as 12 million ecommerce companies, delivering easy and convenient customer experiences is more than a differentiator—it is a necessity for brand success.

eCommerce 98

eCommerce Artificial Intelligence Retail Facilitation 98

The Center for Sales Strategy

JULY 20, 2022

One of the most difficult things in leadership, and in life, is to recognize and admit when we have made mistakes or might have done things differently. As we develop more skills in leadership, we begin to see mistakes as opportunities for growth, improvement, and innovation when we can look at them through a lens without judgment or blame.

Sales Management 122

Sales Management Management Leadership Innovation 122

Apptivo

JULY 19, 2022

Introduction. In a digital world, every aspect of business has transformed; marketing is no exception. Marketing in the past had always been a hit or miss: it was not customized for any group or individual. It was designed to reach everyone, including those who were not interested in the marketed products, or those who were not the intended target audience, or those who could not afford the products.

CRM 98

CRM Marketing Advertising Software 98

Engage Selling

JULY 22, 2022

????????? How do you employ team selling? Since I published Right on the Money, there have been even more changes happening in the marketplace that we as sellers need to … Read More. The post How to Effectively Employ Team Selling | Sales Strategies first appeared on Colleen Francis - The Sales Leader.

Publishing 96

Publishing Sales Client Relationships Negotiation 96

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.

Zendesk

JULY 19, 2022

In November 2021, U.S. workers left their jobs at the highest rate in 20 years, according to Pew Research. The main reasons? Low pay, few opportunities for advancement, and feeling disrespected at work. But various factors contribute to employee satisfaction (or a lack thereof). To create a happy workforce, senior leadership needs to talk to team members to understand their unique employee experience and identify areas of improvement.

Decision-making 98

Decision-making Remote Working Organization Customer Experience 98

The Center for Sales Strategy

JULY 21, 2022

Inbound marketing is all about providing personalized, relevant content to your target audience. Instead of pushing out interruptive messages that can easily be ignored, you should be providing educational and entertaining content that they are already searching for online. The power behind an effective inbound marketing program is that prospects and customers alike can opt to give you their contact information in exchange for the most premium content you provide.

Marketing 114

Marketing Digitalization 114

Sales Gravy

JULY 21, 2022

When Kristin Austin was hit by a car, her world fell apart. On this episode of the Sales Gravy Podcast she shares how she climbed out of a deep hole to resurrect her business and life, one prospecting call at a time. There is no doubt that we all find ourselves hitting roadblocks that seem impossible to overcome. If you are in that situation, Kristin's story is sure to inspire you to take action and get past whatever is holding you back.

Sales 93

Sales 93

Kainexus

JULY 21, 2022

No matter what industry your organization is in, competition these days is tough. Regardless of your customers, every organization needs to improve and evolve constantly. The Lean manufacturing approach is proven to achieve operational excellence and beat the competition. Although it started in the manufacturing sector, today, Lean is a business improvement technique used in every industry by organizations of all sizes.

Manufacturing 84

Manufacturing Transportation Organization 84

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

Zendesk

JULY 19, 2022

A practical guide for IT leaders on delivering exceptional customer and employee experiences. IT leaders at mature organizations invest in both customers and employees while keeping operational costs low, often with limited resources. This is the key to unlocking business growth and getting a fast return on investment. Forrester’s Successful Digital Transformations Focus On Three Core Elements provides a practical guide for IT leaders to learn from mature CX organizations on issues of culture, b

Digital Transformation 98

Digital Transformation Digitalization Business Growth Customer Experience 98

The Center for Sales Strategy

JULY 19, 2022

You scheduled a meeting with a strong Target account. You're excited about the meeting as this has the potential to be a big prospect, but when you arrive, the first thing you hear is “You have 10 minutes. What are you pitching me today?”. If you're in sales, this is something you have likely heard before… and it's frustrating to hear. Basically, the decision maker is saying “I’m busy and I don’t believe you will benefit me or my business in any way.

Sales 21

Sales Meetings 21

Vantage Partners

JULY 22, 2022

Careful Alliance Planning Helps Mitigate Cultural, Legal, Operational, Financial, and Even Intangible Issues That Can Derail a Collaboration. Research on partnership performance indicates that business planning with partners is challenging, and essential to success. Experienced alliance managers report that 21 – 32% of the expected value of any partnership is likely to be lost through ineffective execution, and that effective joint planning can significantly improve performance.

Business Planning 83

Business Planning Management 83

Kainexus

JULY 19, 2022

While initially implemented in the automotive sector, the Lean manufacturing continuous improvement methodology can help organizations in every industry operate more efficiently. Applying Lean principles paves the way for improved quality, higher customer satisfaction, lower costs, and increased employee engagement. Far from a simple project management approach, Lean is a way of thinking that leads to innovation and improvement.

Manufacturing 16

Manufacturing Innovation Organization Management 16

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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

Zendesk

JULY 19, 2022

In November 2021, U.S. workers left their jobs at the highest rate in 20 years, according to Pew Research. The main reasons? Low pay, few opportunities for advancement, and feeling disrespected at work. But various factors contribute to employee satisfaction (or a lack thereof). To create a happy workforce, senior leadership needs to talk to team members to understand their unique employee experience and identify areas of improvement.

Decision-making 98

Decision-making Remote Working Organization Customer Experience 98

SBI Growth

JULY 20, 2022

Although Annual Planning happens every year we find that many of our clients wait too long or are unsure of where to start the annual planning process. Having worked with hundreds of clients on their annual planning process, we have a proven, practical methodology that any organization can apply to their business situation.

Organization 71

Organization 71

Groove HQ

JULY 18, 2022

On one hand, WooCommerce: built on (free) WordPress, charging you nothing to use its services. Or Magento: built for large enterprises, people with big budgets, and large development teams. The post 2022 Ecommerce Platform Guide: WooCommerce vs. Magento appeared first on Groove Blog.

eCommerce 64

eCommerce 64

Sales Readiness Group

JULY 22, 2022

Back in the day, sales prospecting was a straightforward activity: 50 calls a day. Today, prospecting has evolved as everyone spends less time talking on the phone. The most notable change is the quantity of prospecting emails sent out by sales teams.

Sales 62

Sales Sales Training 62

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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

CMOE

JULY 22, 2022

Coaching is a critical aspect of every team and organization. When teams have managers and leaders who can coach well, employees are 40 percent more engaged in their roles. And when team members coach their peers, the team members’ psychological safety within the workplace improves because the coaching session creates a culture of connection and builds respectful relationships.

Management 52

Management Facilitation Communication Organization 52

Apptivo

JULY 22, 2022

Introduction. Customers are the king of any business. To ensure building a strong relationship with the customers and maintaining that relationship for a longer period of time, Customer relationship management is pivotal for the long term growth and success of the business. You need to understand the A-Z of customers, be it their needs, behavior, preferences, goals and plans will help you create a competitive edge.

CRM 52

CRM Decision-making Innovation Software 52

Groove HQ

JULY 20, 2022

The debate rages between WooCommerce, Shopify, Magento, and BigCommerce for best ecomm platform -- we'll help you find the best one for you. The post Comparing the Best Ecommerce Platforms in 2022 appeared first on Groove Blog.

eCommerce 59

eCommerce 59

Sales Readiness Group

JULY 19, 2022

Leadership and management skills often get confused and interchanged when talking about developing more effective front-line sales managers (FLSMs). But there are some key differences.

Leadership 62

Leadership Sales Management Management 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

Insightly

JULY 22, 2022

Implementing a new customer relationship management (CRM) platform comes with high expectations. After all, a well-designed CRM system has the power to improve sales team productivity, streamline business operations, increase customer retention, generate more sales, and improve the bottom line. Despite these undeniable benefits, analysts estimate that up to 69% of CRM projects fail.

CRM 52

CRM Innovation Organization Marketing 52

Apptivo

JULY 22, 2022

Introduction. CRM is a technology that helps manage the entire customer information and interactions in order to build and maintain superior customer relationships. The CRM solution replaces spreadsheets and other different applications, which makes it easy for the businesses to access information in one centralized platform. CRM is an essential tool for businesses today to streamline the business processes and operations in an effective manner.

CRM 52

CRM Software Software Decision-making 52

Planview

JULY 22, 2022

As the world grows more and more digital, customers across every industry are expecting digital-first, timely assistance and support. As shown in this digital transformation in banking case study roundup, all businesses — including banks — have been forced to change and evolve with the times. Digital transformation isn’t so much optional as it is imperative for survival.

Digital Transformation 52

Digital Transformation Banking Digitalization Construction 52

Brooks Group

JULY 21, 2022

Today we are talking about people. People, people, people. Where have they all gone? . Today, I have had two conversations in the last hour with clients around their people shortages. Both of them happened to be in the manufacturing space, and they’re just struggling for talent, they can’t meet demand, they can’t get their schedules filled, and they’re running a lot of overtime.

Manufacturing 52

Manufacturing Onboarding Sales Training 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