Force Management
DECEMBER 10, 2020
Through podcasts, conversations and LinkedIn activity, you’ve probably heard me call 2020 the “great teacher.”. No matter who you are or where you are in this world, we all have learned something about ourselves this year. I like to compare the 2020 business landscape to boats in the harbor. The water level lowered and ALL of our boats went down at the same time, but not all of our boats rose at the same time.
Revenue Storm
DECEMBER 8, 2020
2020 has been an interesting year. As Nietzsche stated, “Whatever doesn’t kill you, only makes you stronger.” Close what you can and dust your hands off. The year is almost over! Every new year should generate excitement and new energy. The sales world has changed, and the new reality is going to require new thinking, a new attitude, new skills, new people, and new places.
Hubspot Sales
DECEMBER 7, 2020
A sales process is like a figure skating routine. Both are guided by a series of predetermined steps — featuring promising buildup and a dramatic, bombshell conclusion. The steps between prospecting and closing are essentially the same as those between a leadup like a camel spin and a finale like triple axel or backflip (which I found out is banned in competition while looking up figure skating moves to write this introduction because apparently, the figure skating world hates fun).
SBI Growth
DECEMBER 7, 2020
There’s no doubt that the pandemic has permanently impacted daily life in every way. It’s also clear that corporate digital transformation is accelerating in every way. After all, in 2019, many enterprise sales calls absolutely had to be in person.
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The Chapman Group
DECEMBER 8, 2020
It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. These are often the top achievers in the organization. They often need little guidance and development; however additional development, and exposure to new ideas, processes, and skills are usually welcomed.
The Center for Sales Strategy
DECEMBER 10, 2020
At The Center for Sales Strategy (CSS), we’re big believers in talent. And nothing confirms our trust in talent more than when we witness a direct connection between the talent level of a given salesperson and the success they achieve. When highly talented, that success happens more quickly and it lasts over the long haul — and when talent is softer, success is modest at best.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Software Sales Guru
DECEMBER 7, 2020
A Holiday Reminder of the Mutual Agenda I was wrapping gifts for the holidays and received a large box with several gifts from one store for my wife. As I wrapped them, I said, “Boy I really need some gift boxes. These are hard to wrap without gift boxes.” As I reached for the last gift, it was not a gift, but a bunch of. Read more. The post A Holiday Reminder of the Mutual Agenda appeared first on Software Sales Gurus.
SBI Growth
DECEMBER 5, 2020
Over the past several months, SBI’s latest research has unpacked how market-leading CEOs have responded to market disruption and how they approach planning for 2021. Those identified as “Accelerators” have not only managed to thrive in the face of adversity.
Sandler Training
DECEMBER 11, 2020
Mike Montague, Global Head of Content at Sandler and host of the How to Succeed podcast, features some sales enablement insights from the 2021 Sales Enablement Report by Sandler, LinkedIn, Hubspot, and Gong. The post How to Succeed at Sales Enablement in 2021 [PODCAST] appeared first on Sandler Training.
Hubspot Sales
DECEMBER 8, 2020
Back in 2017, HubSpot discovered that only 3% of consumers thought of salespeople as "trustworthy.". Luckily, some major companies, like LinkedIn, have discovered a way to improve sales relationships, customer trust, and — ultimately — sales numbers. It's called " buyer-first selling. ". Recently, HubSpot sat down with Kwesi Graves , Regional Sales Manager at LinkedIn, to learn more about how he centers his team's sales approach completely around the ideal buyer.
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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
DECEMBER 8, 2020
The IMPACT sales leadership system is both a training curriculum and an ongoing guidebook for sales leaders of all organizations and levels of experience. This system ensures sales leaders make the right People decisions, follow the best Processes , and engage in effective Planning to deliver top Performance. In episode 6 of the Improving Sales Performance series , Managing Partner at The Center for Sales Strategy (CSS) John Henley uncovers details about the new IMPACT leadership system and how
SBI Growth
DECEMBER 9, 2020
Here are the most popular posts read by our Sales subscribers… How to Lead a Digital-Oriented Sales Strategy. With the immediate impact of the COVID pandemic largely behind us, organizations are slowing shifting back from the mindset of sustainability to growth. Let’s.
Sandler Training
DECEMBER 11, 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 #49 – Leave Your Child in the Car [PODCAST] appeared first on Sandler Training.
Hubspot Sales
DECEMBER 9, 2020
Well-managed pipelines are a salesperson’s North Star, their bread and butter. Poorly-managed pipelines are an entirely different story, as they may affect deal closure and make it challenging to create accurate sales forecasts. Sales trainer Mark Hunter thinks he knows why — poor prospecting. “We wind up with prospects in our pipeline that aren’t prospects,” Hunter said.
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.
RAIN Group
DECEMBER 9, 2020
Stop. Collaborate. Listen. Sellers of a certain age know that rapper Vanilla Ice was actually onto something when he uttered those words at the start of his song, "Ice Ice Baby." Years later, the concept of collaboration and a seller's ability to work with buyers, instead of speaking at or simply selling to them, to close a deal has become more important than ever.
The Center for Sales Strategy
DECEMBER 9, 2020
With most of the workforce now working from home, sales managers are figuring out what the new normal is when it comes to their team’s workflow. While there are numerous benefits to an at-home, flexible work schedule (like lower stress and a higher employee retention rate), sales teams still need all the help they can get for constant communication, effective project management, goal setting, and team building.
Engage Selling
DECEMBER 11, 2020
Is it possible to create predictable results in unpredictable times? The short answer, of course, is it depends on your particular industry.
Hubspot Sales
DECEMBER 9, 2020
Sales forecasting can be a tedious process filled with endless rows of data that can start to blur together after you've spent one too many days looking at it. Though it isn't the most exciting process, preparing an accurate, reliable sales forecast is one of the most important tasks a sales team does each year. A thorough sales forecast can pinpoint how much reps should bring in on a weekly, monthly, quarterly, and annual basis.
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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 10, 2020
Tony Hsieh, CEO of Zappos, famously said, “If you get the culture right, most of the other stuff will just take care of itself.” He might not have been thinking of a continuous improvement culture specifically, but he’s right. Culture is the foundation on which success is built. Strong leaders build the foundation for the culture they want to achieve.
The Center for Sales Strategy
DECEMBER 11, 2020
- MOTIVATION -. "People are influenced to change by people they trust.". -Mike Bosworth. - AROUND THE WEB -. > The Art of the Sales Follow-Up: 7 Ways to Keep the Conversation Going – HubSpot. Most of your business’s prospective customers will not buy from you instantly. You cannot simply introduce someone to your products or services once and expect that they will go the rest of the way by themselves.
Sandler Training
DECEMBER 11, 2020
A Q&A with HubSpot and Suzie Andrews, Sandler Training. The post How Should Sales Leaders Approach 2021 appeared first on Sandler Training.
Hubspot Sales
DECEMBER 9, 2020
You've probably heard of solution selling — it might even be your strategy of choice. It's a sales methodology that became popular in the 1980s, and it's based on a pretty simple premise: A salesperson diagnoses their prospect’s needs, then recommends the right products and or services to accommodate them. The prospect might not know they have a problem or opportunity, let alone what it looks like, how urgent or important it is, and how they should address it.
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Texas Creative
DECEMBER 10, 2020
"> I took a massive leap of faith when deciding to start a brand-new job in 2020. While I enjoyed the virtual interviews in my pajamas, I soon thought about how tough acclimating to a new job would be while working from home, and anxiously exclaimed, “I’ve never done this before!” to which I was reassured, “No one has ever done this before. No one has ever tried to hire, be hired, or onboard during a global pandemic before.
SuperOffice
DECEMBER 8, 2020
Today’s leading companies are turning toward relationship marketing strategies that build lasting relationships with new customers, while strengthening the connections with their existing customers, and in this way encourage loyalty. Many studies proved that having long-term relationships with customers, brings your more profit. According to Fundera , 65% of a company’s business comes from existing customers, and 43% of customers spend more money with brands they’re loyal to.
Zendesk
DECEMBER 8, 2020
As the months of remote work add up, it’s becoming increasingly difficult to partake in the virtual coffee dates and happy hours we relied on in the early days of the pandemic. Zoom fatigue is setting in, and it often feels better to simply opt out of the activities that aren’t required. Of course, we all need to make choices about how we spend our energy right now.
Hubspot Sales
DECEMBER 7, 2020
Believe it or not, your company's sales efforts don't have to be confined exclusively to your sales organization. In many cases, there's a base of potential collaborators who might be interested in folding your product or service into their sales operations as well. The process of coordinating and carrying out that kind of cooperation is known as partner enablement — a way to tap and train businesses beyond yours to sell your product or service on their own.
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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
Strikedeck
DECEMBER 8, 2020
Vincent Manlapaz, in an interview with Scott Renna shares his design thinking process by understanding the customer journey and recognizing ways to empower customers to maximize the value of their membership with Cofense.
PartnerTap
DECEMBER 9, 2020
Share Your Target Account Data Generously with Your Strategic Partners – Without Any Constrictions. We all know that feeling of having a dry pipeline – an increasing fear of uncertainty and failure stresses you out, which makes coming up with new ideas even more difficult. But you don’t have to build pipeline all alone. Your strategic partners are the most effective resource when it comes to new lead generation.
Zendesk
DECEMBER 7, 2020
Here’s an eye-opening fact: the beauty-products industry is worth more than $500 billion a year. That’s on par with the global sports industry, the entire German construction market, and is roughly three times the value of the video game industry. From mascara to masks, eyeshadow to eyeliner, the average person spends thousands of dollars per year on a beauty regimen.
SBI Growth
DECEMBER 6, 2020
Here are the most popular posts read by our Marketing subscribers… How Leading CMOs Develop a Strong Messaging Architecture. The difference between connecting with a prospect and losing a deal is sometimes all in the wording. A tactical messaging architecture provides a.
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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