Sat.Sep 14, 2024 - Fri.Sep 20, 2024

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11 Mistakes That Undermine Your Credibility With Buyers, According to Experts

Hubspot Sales

I‘m going to level with you — the statement I’m about to make probably sounds like one of those meaningless platitudes about selling you‘d hear at some seminar that you were pressured by your employer to attend, but I swear I’m going somewhere with it. Ready? Credibility is the currency of sales. It's the most valuable asset you have to support your efforts, and without it, your engagements and relationships are almost bound to get away from you.

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Salespeople Need Emotional Buyers

Software Sales Guru

Salespeople Need Emotional Buyers The buyer’s journey is a series of emotional states represented by the five squares below. Every buyer starts on the left and moves right, with or without the involvement of a salesperson. Emotion is what moves a buyer forward The root of selling is how buyers decide. This physiology is well-established by scientific research.

Software 130
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How to Upsell: 16 Best Upselling Techniques

Nutshell

Upselling is a great way to increase your customers’ lifetime value, strengthen relationships, and even improve a customer’s experience with your business. And when implemented effectively, upselling doesn’t have to be awkward for the sales rep or annoying for the customer. In fact, upselling can be a key component of your company’s growth strategy.

CRM 128
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Workplace Engagement Facts That Prove We're in a Motivation Meltdown

The Center for Sales Strategy

The 2024 Talent Magazine dropped a bombshell on the state of workplace engagement, and spoiler alert—it's not pretty. From burned-out bosses to a workforce on the brink of a mass exodus, these numbers are a wake-up call for anyone with a stake in the corporate game.

Sales 118
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5 Ways You Can Win Faster with Gen AI in Sales

Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.

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Hey AI, Who’s Better? Gemini Live or ChatGPT Advanced Voice Mode?

Customer Think

Ah, the wonders of modern technology! Where every solution is just a voice command away. We now have smartphones fully equipped with voice assistants to make the best recommendations.

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How to Build A Sales Enablement Framework

Hubspot Sales

When I joined a SaaS startup as the Head of Sales, we were an emerging upstart in a crowded space. It was an uphill battle trying to explain who we were and convince skeptical prospects to take a chance on our solution. Fortunately, the prospects we did close became big fans, and they thought of us as the best kept secret on the market. My first task?

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Identifying Prospecting Abilities in Potential Sales Hires

The Center for Sales Strategy

Effective prospecting is the backbone of sales success, yet finding candidates with the right skills can be challenging. Sales professionals need a unique blend of persistence, creativity, and communication to excel in prospecting. Companies can better evaluate these abilities by focusing on key indicators during the hiring process. Here, we'll guide you through the steps to identify strong prospecting skills in potential hires, ensuring you select the best candidates to drive your business forw

Sales 101
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Building Robust Support and CX Eco-System: Tried-and-True Strategies That Actually Work

Customer Think

In today’s competitive business landscape, the synergy inside of Support and Customer Experience (CX) departments is critically crucial for fostering strong customer relationships, successfully organized touchpoints and ensuring organizational prosperity.

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How Persuasion Skills Set Top Key Account Managers Apart

Account Manager Tips

The post How Persuasion Skills Set Top Key Account Managers Apart first appeared on The KAM Coach Discover how persuasion skills help key account managers influence decisions, build relationships, and drive business growth. Practical tips included.

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Announcing Our New Integration with KrispCall: Capabilities, Benefits, and Getting Started

Nutshell

Integrating your CRM with the rest of your business tools can help you get even more from your CRM and manage your customer relationships more efficiently. That’s why we’re excited to announce a new integration with KrispCall , an advanced cloud-based telephony solution. With this integration, you can automatically track your calls in Nutshell, sync contact information across both platforms, and make calls directly from Nutshell.

CRM 126
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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.

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13 best sales collaboration tools to empower your team

PandaDoc

Without a doubt, a strong drive for great numbers is at the heart of any high-performing sales team. But the secret to closing great deals is about more than having high-performing salespeople on your team. Salespeople are busy. Between prospecting, sales calls, data entry, quote preparation, and follow-ups, it’s very easy for teams to mismanage data and trip over themselves on the way to the finish line.

Sales 98
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Where HR Ends and IT Begins: Serving Your Internal Customer

Customer Think

Managing the employee lifecycle is critical to an organization’s success. This includes the key stages of onboarding, promotion, offboarding, and everything in between. Each function requires precise coordination between human resources (HR) and information technology (IT). Yet, this coordination often presents challenges, especially when departments operate within separate silos.

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Go-to-Market & Partnership Strategies: Mastering Sales Training with Barrett King

Sales Gravy

In this episode of The Sales Gravy podcast, Jeb Blount Jr. hosts Barrett King, Senior Director of Revenue and Partnerships. In this episode they dive into key insights on building effective sales training, the importance of a well-defined go-to-market strategy, and the power of partnerships to drive customer success. Barrett's approach to how sales enablement and partnerships can dramatically reduce the time it takes for a sales team to become proficient, creating stronger, faster results.

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10 Lessons From Small Businesses That Survived the Great Recession

Hubspot Sales

Welcome to Trends , a weekly newsletter with the zestiest business trends and actionable insights for entrepreneurs. The Trends team ran a survey of hundreds of companies that survived the Great Recession. Here are 10 key insights we pulled on weathering economic uncertainty that you should bear in mind — especially with the whole “next economic catastrophe” thing potentially on the horizon. 1.

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2024, The Year of the Customer

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.

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The Execution-Driven SKO: Lessons from our Conversation with Tim Caito

Force Management

This week, we hosted a webinar with Force Management Senior Partner Tim Caito. Tim is our resident expert on sales negotiation and has years of experience planning and leading sales kickoffs. He joined us to share his do's and don'ts when it comes to planning a sales kickoff that drives measurable results on company strategic goals and revenue objectives.

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Why Nurture Programs Aren’t Just About Converting Leads

Customer Think

Even in an era of ABM, intent data, and AI-driven marketing, lead nurturing still has an essential role to play in helping B2B marketers drive revenue and maximize the ROI from their demand generation efforts.

B2B 92
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Beyond Competency: Why B2B Sales Organizations Need the Right Skills, Solutions, and Partners to Thrive

FinListics Solutions

The pressure is mounting for B2B sales teams. It’s no longer just about selling well—today’s sales environment demands more. Sales organizations must not only close critical competency gaps in selling skill sets but also must leverage the right solutions and form smart partnerships to stay competitive.

B2B 85
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How to Crush The Conversion Game on Your Website

Hubspot Sales

Welcome to Trends , a weekly newsletter with the zestiest business trends and actionable insights for entrepreneurs. The Good is an agency focused on conversion rate optimization (CRO). They’ve increased revenue and conversion rates by as much as 132% and 87% respectively for big name clients like Xerox, The Economist , and SwissGear. We sat down with Natalie Thomas , Director of Strategy at The Good — aka the queen of conversion — to find out everything they’ve learned from performing hundreds

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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Negotiate Like There IS a Tomorrow

Vantage Partners

If you need the other side to work with you after you sign the deal, then how you get your deals done matters—a lot.

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7 Proven Strategies to Keep Holiday Shoppers Engaged with Your App

Customer Think

Retail app downloads spike significantly during peak shopping periods, especially around Thanksgiving and Black Friday. However, sustaining user engagement beyond the holiday rush poses a significant challenge. The majority of holiday installers — and there are many of them — fail to engage with the app within the first week after download.

Retail 87
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How to Finish the Year Strong and Build Next Year’s Sales Pipeline

Brooks Group

When it’s the fourth quarter, there are two things on every sales leader’s mind: Finishing the year strong to meet or exceed revenue goals. Building a sales pipeline so their team is on track for next year. In the race to wrap up the year, top-of-the-funnel activity often gets put on the back burner, while sales professionals focus on the immediate task at hand: hitting this year’s number.

Sales 82
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Maximize Trade Show Success: A Sales Team Playbook

Revegy

Trade shows offer sales teams a unique opportunity to connect with potential clients face-to-face, build relationships, and showcase products. In fact, 72% of attendees are more likely to buy from exhibitors they’ve met in person, making trade shows a powerful lead generation channel. But to stand out in the hustle of a crowded event floor, […] The post Maximize Trade Show Success: A Sales Team Playbook appeared first on Revegy.

Sales 76
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10 Ways to Leverage Buyer Signals and Drive Revenue

In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.

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Watch Your Blind Spots

Vantage Partners

If you ask any professional services provider team about the criticality of stakeholder alignment to winning business and delivering successfully, they will tell you it is indispensable. Yet, few provider firms institutionalize building stakeholder alignment as an organizational capability.

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Driving CX Innovation Through Employee Empowerment: A Step-by-Step Guide to Growth

Customer Think

All images are designed by DALL-E, with all rights reserved to ECXO.org. Article originally posted at: [link] To start my article, I’d like to hear your thoughts: Do you believe that a strong connection between employee experience, empowerment, and innovation is crucial for generating truly innovative outcomes, or is there something more extraordinary required?

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How to Stop Your Competitors from Stealing Your Key Accounts

The Center for Sales Strategy

In sales, there are only two kinds of customers: the ones you know other salespeople are trying to steal. and those you don’t know other salespeople are trying to steal! You should treat all accounts as if someone else is trying to win them over and take your lead. So, what are some steps you can take toward Key Account retention?

Sales 74
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Is AI the Future of Sales Coaching? [+ Benefits and Challenges]

Hubspot Sales

Let’s face it: AI isn’t going anywhere. In fact, when it comes to the big wide world of sales, folks seem to be getting nice and cozy with the idea of using AI for all things sales-related. In the last year alone, I – and the entire world, it seems – noticed that AI made quite the impression on multiple industries worldwide, from digital marketing to healthcare (in all honesty, I genuinely haven’t witnessed this much hype around a topic since the global explosion of One Direction … you just had

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How to Prove Marketing Value: Demonstrate Content ROI and Contribution to Sales

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

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How to Master Annual Planning Rollout for 2025

SBI Growth

With the right information and strategic bets in place, leaders prime their organizations for revenue excellence in 2025 and beyond. But even the best revenue plans can fall short of delivering their projected results if the execution and rollout aren’t up to par. In our discussions with market leaders, we often see the best organizations go beyond fixed multiyear project plans; they are agile, constantly adapting to the market and achieving higher returns faster.

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Are the days of data-led, customer-centric thinking over?

Customer Think

Why imaginative customer-driven thinking boosts innovation and growth It’s a given that truly understanding your customers is the key to success. But in today’s dynamic global consumer landscape, where customer-centric thinking is showing its shortcomings, brands must move beyond traditional data-led approaches if they want to tap into the real opportunities.

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Nutshell Launches New REST API 

Nutshell

When Nutshell launched in 2010, open API access was at our core. Today, we’re launching broad new swaths of API access via REST API, with a comprehensive documentation and testing suite (powered by Readme.com). How will the new REST API documentation benefit my team? We’ve made it easier to access data with better filtering and searching capabilities via our new list APIs.

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Why Your Customer Service Voice Matters (And How To Develop It)

Groove HQ

Striking the right tone in customer service interactions can be challenging. You need to make sure you’re clearly understood, empathic, and helpful. At the same time, you want to represent the brand appropriately. It’s a lot to manage at the same time. Do you use a more casual, informal tone, or stay professional? Do you […] The post Why Your Customer Service Voice Matters (And How To Develop It) appeared first on Groove Blog.

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How to Leverage Intent Data for Better Outcomes

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.