SBI Growth
OCTOBER 22, 2020
At this point in 2020, all your competitors have undergone some variation of a “digital transformation” to supplement an end-to-end data-driven, Customer Experience (CX) focused digital sales strategy. A recent study conducted by KPMG found that over 90% of companies.
Openview
OCTOBER 19, 2020
The post OpenView Venture Partners raises $450M for sixth fund, its largest to date appeared first on OpenView.
RAIN Group
OCTOBER 21, 2020
To succeed in sales, you need a steady stream of new opportunities entering the pipeline, whether it's with new clients or existing accounts. That's not as easy as it used to be, given that people are now working, buying, and selling virtually, and many organic opportunities to create sales opportunities have disappeared.
Hubspot Sales
OCTOBER 20, 2020
If you’ve worked in sales, you know that your performance is based on a single premise: you have to want to sell. Prospecting effectively, rebounding quickly from rejection, and dealing with difficult customers won’t happen if your heart’s not in it. With 95% of sales performance attributed to your mental state , positivity — and its transformative power — becomes your biggest lever for success.
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.
The Center for Sales Strategy
OCTOBER 20, 2020
Salespeople in different industries encounter different questions and objections, right? Wrong. Your products and services may affect the minor details of objections, but Google the phrase ‘most common sales objections’ and you’ll find most sellers face the same objections from their leads. Whether it’s price objections, the prospect isn’t interested, or “now isn’t a good time,” sellers often encounter the same types of questions and objections during the sales process.
Corporate Visions
OCTOBER 22, 2020
Your audience is looking at your content to inform their buying decisions. But how will they remember your message if it looks the same as most other content they see? The post Marketing Visuals: Can Your Audience See the Difference? appeared first on Corporate Visions.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Hubspot Sales
OCTOBER 20, 2020
Legendary football coach Vince Lombardi was an absolute goldmine for awesome quotes — one of the best ones being, "We didn't lose the game; we just ran out of time.". That one is absolutely killer. But as much as I love how gloriously petty and competitive that particular Lombardi gem is, it's not my favorite thing he ever said. No, that would have to be this quote: "Perfection is not attainable, but if we chase perfection, we can catch excellence.".
Engage Selling
OCTOBER 23, 2020
It’s incredibly frustrating. Ride-along coaching ought to be a powerful tool at the disposal of every leader in a sales-based organization today. But, many still don’t use it properly and their sellers—and sales—suffer the consequences.
The Center for Sales Strategy
OCTOBER 21, 2020
Your IFM's should be the most productive and most important time spent with your sales reps every week. For those unfamiliar with the acronym IFM, it stands for Individual Focus Meeting. What is an IFM? It's what our team at The Center for Sales Strategy (CSS) calls your weekly one-on-one meetings with your salespeople ( CSS loves to create an acronym for more common sales terms to keep you on your toes.).
SBI Growth
OCTOBER 17, 2020
Legacy companies have been able to withstand nearly every possible economic condition over several decades, and yet even they have had to persevere through new challenges seen this year. However, companies like Hexagon PPM have not been around for over 50.
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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.
Hubspot Sales
OCTOBER 20, 2020
Using persuasive language is central to consistently carrying out successful sales efforts. Approaching prospects with some bumbling, inarticulate, lazy, passive jumble of words can stifle any sales pitch — regardless of the product or service behind it. As a salesperson, you need to have some tact and gusto to what you say — and there are certain words and phrases you can use to build the kind of sales vocabulary that will help you see the results you need.
Sandler Training
OCTOBER 21, 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. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated… The post How to Succeed at Sandler Rule #41 – There Are No Bad Prospects, Only Bad Salespeople [PODCAST] appeared first on Sandler Training
Sales Gravy
OCTOBER 23, 2020
Sales Myth: You Have to Sell Yourself Most of us, at one time or another in our careers, have heard some trainer or manager exclaim, “You have to sell yourself.” “If you want to get that job, son, you have to sell yourself.” “The real key to sales is your ability to sell yourself.” “If you want others to like you, you’ll have to sell yourself.” The Sell Yourself Cliche This philosophy is prevalent in business culture.
Showpad
OCTOBER 21, 2020
Remote workforces were one of the biggest trends of the 2010s, as many employers and employees embraced work from home. Now, remote workforces are the new normal during the pandemic. They also promise to be a major workforce model in the future. This structure provides many benefits, but can complicate things a bit for sales operations. While any business function and process will need to acclimate and adjust to the lack of in-person interaction, sales in particular thrives on experiences and en
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.
Hubspot Sales
OCTOBER 21, 2020
Every salesperson knows landing a closed-won deal is one of the most important aspects of the job. However, with so much focus on the deal itself, it can be easy to overlook the necessary steps it takes to even reach a successful deal. When companies place too much emphasis on closing sales without ensuring their teams have the operational support they need, it may hinder their ability to grow in the long run.
Quip
OCTOBER 20, 2020
It’s been a lively year of learning and innovation as so many adapt to working from anywhere. To help, we’ve developed new Quip for Customer 360 features aimed at transforming business processes within the Salesforce platform. In the Winter ’21 Salesforce Release , we’ve focused on expanding the breadth of CRM functionality so that your teams can easily standardize best practices, automate repeatable processes, and ignite teamwork by bringing live Salesforce data into Quip documents and associat
The Center for Sales Strategy
OCTOBER 19, 2020
When you think about the sales meetings you attend, are you delighted or disappointed? Are you engaged or enraged? Is your time spent in the meetings worthwhile or wasted? Sales meetings are a staple in most every sales department. Time is money to every salesperson and sales leader. It’s up to the sales leader to make sure each meeting is positive, motivating, and worthwhile.
Strikedeck
OCTOBER 23, 2020
Sudha talks about how through structured data management, companies can optimize customer feedback quality to gauge satisfaction levels and responses.
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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.
Hubspot Sales
OCTOBER 19, 2020
There is so much more to being a good salesperson than being able to close a deal. While yes, the ability to secure and win new business is important for every company’s bottom line, successful salespeople need to be well-rounded professionals with business acumen and relationship-building skills. It’s important to note, however, that these skills don’t come out of nowhere.
Kainexus
OCTOBER 22, 2020
The process you use to develop your strategic plan is as important as the plan itself. That’s why many organizations turn to the Hoshin Kanri approach, which focuses on creating a plan that takes into account both the daily management of the organization and the tactics necessary to reach those goals that will have the most significant impact. The result is a set of specific action plans and resources necessary to achieve your business breakthrough.
Force Management
OCTOBER 21, 2020
Company leaders are moving quickly to make sure their their qualification process is set up to ensure their sales teams can execute against it and they can effectively predict the business. In our recent webinar, How MEDDICC Helps Drive Revenue Predictability , John Kaplan explored how companies are using MEDDICC today to drive revenue predictability, despite market uncertainties.
The Center for Sales Strategy
OCTOBER 23, 2020
- MOTIVATION -. "Perfection is not attainable, but if we chase perfection, we can catch excellence.". -Vince Lombardi. - AROUND THE WEB -. > Re-energizing Sales Efforts in a Virtual World– Sales & Marketing Management. Is your sales team disengaged? This year, it’s hard not to be. According to Gallup, the U.S. work force experienced the most significant drop in employee engagement in 2020.
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!
Hubspot Sales
OCTOBER 19, 2020
English poet Alexander Pope once said, "Blessed is he who expects nothing, for he shall never be disappointed.". It's a bleak, melancholy sentiment that's true in its own right, but doesn't hold up too well in terms of real-world application. Any person who " expects nothing" doesn't actually exist. Expectations are a fact of life — especially for sales professionals.
Kainexus
OCTOBER 20, 2020
Even before the pandemic, most American workers felt that they were being forced into wasteful or even counterproductive meetings regularly. According to a study by Korn Ferry , 51% of professionals reported that spending too much time in meetings and on calls distracts them from making an impact at work to some extent. Another 16% said that it was true to a great extent.
Miller Heiman Group
OCTOBER 20, 2020
At a time when sellers have immense pressure to close deals with limited time to engage customers, sales technology is an invaluable tool to give organizations clarity regarding what they need to do to be successful. Korn Ferry Sell helps you create a strategic selling process to win deals faster, and deliver more value to your clients. And our recent research shows that organizations whose tech stack was integrated among applications and with CRM report 9.4% higher win rates and 8.1% higher quo
The Center for Sales Strategy
OCTOBER 22, 2020
72% of Americans believe whoever is elected in the White House will directly impact their finances — and 32% are putting off a big financial decision until Election Day. Every four years, there’s a whirlwind of uncertainty about who will win the presidential and congressional elections. This year, our economic future tops the poll of concern. The unknowns are causing leadership to take fewer risks, hold off on making necessary business decisions, and hesitant to have conversations regarding annu
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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
Sandler Training
OCTOBER 21, 2020
Mike Montague interviews best-selling author, Nir Eyal, on How to Succeed at Being Indistractable. The post How to Succeed at Being Indistractable appeared first on Sandler Training.
CMOE
OCTOBER 20, 2020
So, you have identified a superstar employee at your organization. They started out as an exemplary beginner and were quick to grasp the expectations of their role and job responsibilities. Over time, they had no problem meeting their targets. Their managers were impressed and promoted them to a higher-level position on the team. Once again, this top performer exceeded expectations.
Desired Path
OCTOBER 21, 2020
The Toronto Customer Success Executive Breakfast is a forum whereby local industry leaders get together over breakfast to discuss the still young and rapidly evolving field of Customer Success. Organized by DesiredPath , senior executives in the field of Customer Success are invited to share their knowledge and expertise amongst their peer group in an intimate and highly interactive setting.
Strategic Planning and Management Insights
OCTOBER 20, 2020
"It's easy to start a business, but not so easy to sustain and grow it".
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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