SBI Growth
MARCH 26, 2020
Market-leading CEOs work closely with their leadership teams to maintain strong and transparent communication with not only their customers but also their employees. Every employee is an ambassador of the brand, and without clear guidance and communication internally, external messages.
Jermaine Edwards
MARCH 26, 2020
It’s a VUCA World. Have you ever been really vulnerable? In a place that you’ve never been before? Answers seem distant and hard to reach. Those around you are silent, or at best have ideas, but nothing is really sticking. That was what I experienced at the beginning of March 2020. The phone began to ring from my customers around the world, business partners and team members.
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Sales Readiness Group
MARCH 23, 2020
In the span of a few weeks, the work world has shifted en masse from regular offices to working at home as a result of the COVID-19 pandemic. For sales organizations, this means moving everything to virtual, including training.
Hubspot Sales
MARCH 23, 2020
Relationship-building is one of the most important competencies a successful sales professional can have. Whether you are striving to win over a potential customer, are establishing trust with your company’s leadership team, or are collaborating with your marketing organization , knowing how to connect with others is critical to success in your role.
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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
MARCH 25, 2020
The full impact of CoVid-19 is not yet known, but in some markets and regions, it may already be clear that customers are deferring or even canceling planned purchases. Perhaps yours is one of them. If so, is it realistic.
Engage Selling
MARCH 27, 2020
Today’s global pandemic is an extraordinary public health crisis. As we get past the immediate challenge of doing what’s necessary and wise to stay well and safe, the next big question is: “What must I do to keep going professionally?
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Hubspot Sales
MARCH 23, 2020
"Why don't you all just fade away? Don't try to dig what we all say. I'm not trying to cause a big sensation. I'm just talking 'bout my generation.". I pulled from The Who's seminal "My Generation" — a song came out in 1967 with a message that has literally never stopped being applicable. Every fifteen to twenty or so years, a new generation emerges, and as the kids that compose it come of age, they generally catch some flack from their older counterparts.
SBI Growth
MARCH 23, 2020
Recent world events have only accelerated a trend that we have seen over the last two decades – the collapse of face to face selling. Think about it, even without a global pandemic keeping us all inside, we live in.
Groove HQ
MARCH 24, 2020
How we handled an overflowing inbox while keeping our focus on sustainable growth. The post Small Business Customer Service: With 5x More Tickets Than Usual We Had to Act Fast appeared first on Groove Blog.
Think! Inc.
MARCH 23, 2020
The current health and business environment is very likely to increase virtual negotiation. Are you ready? We'd like to share some pointers on how to proceed in the new world. To start, a study of email, telephone and face-to-face negotiation (published in Harvard Business Review) notes the following: No surprise but the best outcomes for both sides were reached face-to-face.
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
MARCH 24, 2020
Nearly every salesperson has been there at some point — feeling like life has to revolve around meeting quota. Now there’s no denying reaching your sales goals is important, it is your job after all. But real life also happens. Sometimes you need to take time off. On one hand, taking time off can be a good thing, and can be planned for accordingly, such as a vacation or parental leave.
SBI Growth
MARCH 27, 2020
It costs seven times more to attract new customers than it does to retain existing ones. Research also shows that a 5% increase in customer retention can generate up to 125% in profits. Given the current economic conditions, customer retention is.
Strategic Planning and Management Insights
MARCH 23, 2020
The COVID-19 virus has slowed and even halted the day-to-day operations of many organizations around the world. While some countries and industries have been impacted more than others, self isolation and quarantine still allow many to work remotely. It's important to remember that many people don't have the ability to work at all right now, so the ones that can work remotely are the lucky ones.
The Center for Sales Strategy
MARCH 26, 2020
Your best customers are your competitors’ best prospects. At The Center for Sales Strategy, we have long said that it’s much easier to fill the bucket if it’s not leaking from the bottom. Many companies have an incredibly large need to go out and get new business every month—mainly because they're losing 33% or more of their current business. It's true, and while new business is certainly one of the solutions for curing the problem of not retaining existing business, it’s really only a bandage.
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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
Drift
MARCH 24, 2020
Over the past few weeks, a number of customers have reached out to learn more about how we run our webinars and virtual events at Drift, particularly around the registration process. And as more of us shift efforts and spend to digital in this new climate, I wanted to share some tips on the sales side. Particularly, how you can turn every webinar registration into a sales conversation.
SBI Growth
MARCH 21, 2020
Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.
Hubspot Sales
MARCH 24, 2020
Almost everything you say, do, search, or interact with online can be valuable to someone. Your Google image search of "lizards riding skateboards" or your visit to a Tumblr page that posts the same picture of the guy who played Uncle Joey on Full House every day might seem trivial — but can be very telling to who you might be as a consumer. Businesses stand a lot to gain from the information your web presence provides, and some have taken some pretty invasive measures to get it.
The Center for Sales Strategy
MARCH 27, 2020
- MOTIVATION -. "Establishing trust is better than any sales technique.". -Mike Puglia. - AROUND THE WEB -. > Best Virtual Sales Conference and Events in 2020– Sales Hacker. In a good year, most of the best sales conferences are physical events where you can attend sessions, rub elbows with thought leaders, and make new connections. But this year….
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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.
Miller Heiman Group
MARCH 25, 2020
Without travel and face-to-face meetings, how can sales organizations maintain—and grow—their sales revenue? To protect both customer relationships and economic health, sellers need to look at social distancing not as an obstacle but as an opportunity to do things differently and build more successful partnerships with buyers. Sales organizations must take a critical first step in crisis management and help sellers figure out how to shrink the gap between themselves and buyers.
SBI Growth
MARCH 22, 2020
Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.
Sandler Training
MARCH 23, 2020
Mike Montague interviews, Sandler author and director of Leadership for Organizational Excellence, Dave Hiatt, about How to Succeed at Leading During Rapid Change Get Dave's book on communicating with skill or The Road to Excellence at Amazon or the Sandler Shop. The post How to Succeed at Leading During Rapid Change appeared first on Sandler Training.
Showpad
MARCH 24, 2020
The global business landscape looks a lot different than it did just a few short weeks ago. In the wake of COVID-19, many companies across the world have shifted to remote work. And for the time being, the majority of sellers are working from home. There’s no doubt this is a challenging time for businesses. In order to grow revenue, sellers must continue to learn and sell, regardless of where they are.
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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
The Center for Sales Strategy
MARCH 25, 2020
What do American crime dramas, musical fantasies, and a Canadian sitcom have in common? They can all help you practice social distancing and make you a better person. It’s true! Research provided by Psychology of Aesthetics, Creativity and the Arts found that watching high-quality TV dramas can actually increase our emotional intelligence and make us more empathetic people.
SBI Growth
MARCH 26, 2020
March 26, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consulting firm specializing in accelerating revenue growth, announces veteran B2B executive leader Colleen Honan as a member of SBI’s Board of Directors. Colleen supported the B2B sales community for.
Sales Management Matters
MARCH 24, 2020
Our audience of sales managers and sales effectiveness leaders will have its work cut out for it over the next several months. They will be forced to recast performance expectations, chart as clear a future course as possible with imperfect data, and adapt their organizations to unaccustomed modes of selling, learning, and collaborating. They will lunge at tech suddenly indispensable in a social distancing selling environment.
Nutshell
MARCH 27, 2020
An elevator pitch is a quick, 30-second statement that’s designed to educate and spark interest in a specific organization. This is how elevator pitches work: Imagine you’re dining at your favorite restaurant when a hand taps you on the shoulder. You turn to see a former colleague standing behind you, on their way to their own table. After you exchange pleasantries they ask, “So, what does your new company do?
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.
The Center for Sales Strategy
MARCH 23, 2020
My years of working in a blended role—as part seller and as part consultant—keeps me grounded and attached to the needs of sellers as well as customers and new business prospects. Here’s some advice that I’m using in my sales role and passing along as a consultant: during this time of turmoil one of the most important things you can do is listen and demonstrate empathy.
Sandler Training
MARCH 27, 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 #12 – Answer every question with a question appeared first on Sandler Training.
Cranfield Executive Development
MARCH 24, 2020
Wherever in the world you live and work, we are all in a scary place right now. More than ever, people are looking to their line managers, leaders and colleagues for guidance on how to cope with change and uncertainty.
Showpad
MARCH 25, 2020
Q&A with Russell Wurth, Showpad’s Vice President of Sales Enablement. In the best of times, organizations want to understand ROI before investing in a new technology solution. In the wake of COVID-19, purchases are under even more scrutiny, as budgets are often tightened in times of uncertainty. In order to secure funds, teams must be able to prove that a technology solution can have a large, quantifiable impact on the bottom line.
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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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