SBI Growth
MARCH 31, 2020
Going into 2020, Market Leaders were already counting on the majority of their revenue coming from their existing customer base. Most companies build their 2020 Revenue plans on an assumption of GDP growth, and this assumption has shifted. As my.
Hubspot Sales
APRIL 3, 2020
It’s no secret that salespeople often fail as sales managers. Nonetheless, many of the best reps within an organization often end up in management positions. Whether you’re actively seeking a role as a manager or have already gotten a promotion, you should understand the most difficult aspects of the transition. Once you know the obstacles in your path, you can navigate around them.
Jermaine Edwards
APRIL 3, 2020
Defining Crisis. When we think about crisis we can often immediately cast our minds to natural disasters, global emergencies and PR scandals. In reality, crises can take many forms and most are hidden from public view but they will have wide-ranging consequences. How can we identify and know what is classified as a crisis in our business? Crisis can be defined in five characteristics or qualities: Is triggered by significant internal and/or external factors.
Groove HQ
MARCH 31, 2020
How we executed a super simple customer retention strategy to retain 10% more customers. The post This Easy Customer Retention Strategy Increased Our Annual Subscribers by 10% appeared first on Groove Blog.
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.
SBI Growth
MARCH 30, 2020
Your field sellers are certainly not strangers to phone or web meetings, but until we’re clear of CoVid-10, that’s ALL they can do to continue selling. Does that mean your entire sales organization just shifted to an inside sales model?
Hubspot Sales
MARCH 31, 2020
For the last fifty years, every company would live or die by the strength of their sales funnel. Closely scrutinized by everyone internal to the company — from individual sales reps all the way to the CEO — the sales funnel has been a staple of sales culture for decades. What Is A Sales Funnel? A sales funnel is a metaphor for a traditional sales process from beginning to end.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Drift
MARCH 31, 2020
On March 10, Drift made the decision to move all of its employees – across offices in Boston, Seattle, San Francisco and Tampa – to remote work. This was a big change for our nearly 400-person company, but one we knew was for the best. And a decision we know not everyone can make. We are so fortunate to have the ability to work remotely, but that doesn’t mean the transition has been easy.
SBI Growth
MARCH 29, 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
APRIL 1, 2020
What do jellyfish , a Dyson AM09 Fan Heater , and Peyton Manning's 2004 regular season have in common? They're all outrageously efficient. Jellyfish are the most efficient swimmers in the ocean. The Dyson AM09 Fan Heater was one of the results that came up when I searched "most efficient space heater" on Google. And Peyton Manning broke the NFL record for Adjusted Net Yards per Pass Attempt in 2004 before losing to Tom Brady in the playoffs.
The Center for Sales Strategy
MARCH 31, 2020
Panic, paralysis, and pessimism —these “three P’s” are your enemy during any time of disruption and economic downturn. Your best strategy in business (and, in life) is to minimize each of them during this COVID-19 fueled business disruption. Parts of what we’re seeing have occurred in the past—severe shock to the financial system such as the Great Recession of 2008/2009 where banking system nearly collapsed, a shutdown of events and travel post 9/11, and a 50% drop in stock indexes in 1987—all c
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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.
Groove HQ
APRIL 1, 2020
Working remotely has a lot of advantages, but it’s far from perfect. Here’s what we’ve learned in our journey as a remote team. Note: I wrote this post years ago (as you can see from the comments), but it seemed like a good time to update it as so many companies adjust to working from […]. The post 4 Pros & Cons of Running a Remote Team (& How We Do It) appeared first on Groove Blog.
SBI Growth
APRIL 2, 2020
There is no doubt that life is going to look a little bit different coming out of the COVID-19 pandemic. We have seen medical professionals turn to telemedicine, elementary school students begin eLearning, and even fine dining restaurants start.
Hubspot Sales
MARCH 30, 2020
When I was in middle school, I used to write songs with my best friend. We were sure we'd be famous one day, so we decided to keep track of who wrote what parts, so we could properly designate the percentage of revenue. Let's say I wrote 60% of the song, then I'd take 60% of the revenue. Yes, we actually did this. And although we didn't know it then, we were practicing attribution.
MTD Sales Training
MARCH 31, 2020
Selling is tough at the moment isn’t it? We’ve had over 82 sales training programmes postponed! Some have moved over to virtual channels like webinars and online training but a lot are just waiting it out. You might be in the same situation. If you are, I hope this tip might help you. It’s easy to panic in times like this so I wanted to send you some tips on what you should be doing now.
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.
Engage Selling
APRIL 3, 2020
I have been coaching salespeople on negotiation strategies for over 20 years. And I’ve found sellers consistently make one mistake: they jump too quickly to lower their price even if they’re getting something in return.
SBI Growth
APRIL 1, 2020
While many businesses are claiming “force majeure,” it is important to consider the impact our economic environment will have on your salespeople. This pandemic will prevent business as usual for many companies. Of all your employees, this has a disproportionate.
Hubspot Sales
APRIL 1, 2020
There are many challenges that come with any part of a sales process — and prospecting is no exception. Weathering relentless rejections and spending hours pursuing a prospect just to find out they aren't actually a good fit for your product or service can be annoying at best and soul crushing at worst. The amount of time put into content creation, emailing, cold calling, and other lead generation activities can seem tedious.
Kainexus
MARCH 30, 2020
My colleague Jeff Roussel kicked off (or I should say teed up) this series by writing about opportunities for improvement (OIs) when out playing golf. I loved it (when I read the draft), and I'm not a golfer -- but I do like bad puns. But, more of us are still going to the grocery store, so we thought it was important to publish this post first. Stay tunes for the golfing one!
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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.
The Center for Sales Strategy
APRIL 1, 2020
In addition to generating revenue and keeping their sales pipeline strong , sales managers are also tasked with running effective remote sales meetings. In our current work-from-home world, managers need to stay connected with sellers to conduct the following types of meetings: Sales meetings. Training sessions. One-on-one meetings (revenue development focused meetings).
SBI Growth
APRIL 3, 2020
With Q1 coming to an end, there is no doubt COVID-19 has changed how CEOs are viewing 2020. For many, forecasts have been drastically reduced, Reduction in Forces have been executed, and there is a feeling of uncertainty as to.
Hubspot Sales
MARCH 31, 2020
Certain things are supposed to last forever — memories, diamonds, honey's shelf-life , The Spice Girls' friendship. Frankly, that list is pretty short, and I assume most people saw it and thought, "Wait a minute. I don't see love or sales strategies on that list. There's no way this is accurate!". I understand that it's presumptuous and probably off-base to guess that's what you were thinking.
Engage Selling
APRIL 2, 2020
Despite everything going on right now with COVID-19, it is possible to find the good in today’s climate. I’ve spoken extensively about the coronavirus outbreak recently.
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The Center for Sales Strategy
APRIL 3, 2020
- MOTIVATION -. "Act as if what you do makes a difference. It does.". -William James. - AROUND THE WEB -. > It's Hard to Be in Sales Right Now. These Free Courses Can Help– LinkedIn. Sales, even in a great economy, can be a tough job. And, now with so much change and uncertainty, the role is even more challenging. As a result, salespeople across the world are asking themselves questions like: Can I prospect right now?
SBI Growth
APRIL 1, 2020
You are staring into the abyss. Fear, uncertainty, and doubt about your marketing strategy occupy your mind. And while you need to remain agile as the crisis unfolds to determine how to best pivot, there is a very important measure.
Force Management
APRIL 2, 2020
With the news about the COVID-19 Pandemic changing daily, focus can be a challenge for a sales leader. The constant shift likely means pivoting between heavy-hearted decisions, board meetings, conversations with employees and the albeit adjusted revenue numbers. Your customers are facing the same difficult decisions. How are you keeping your sales reps focused?
Sales Gravy
APRIL 3, 2020
On Coronavirus Talk #5, I’m not going to presume to tell you that the fear of losing your health, job, house, income, or retirement account is unfounded because it is not. This is not an empty message telling you that if you just manage your attitude everything else will work out. Though attitude is very important, attitude without direction will hurt you in this environment.
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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
Kainexus
APRIL 3, 2020
The more conversations I have with people, the more it is apparent that everyone doesn’t yet understand that they need to wear a mask when they go into a public place (grocery, gas station, etc). Here is a great short explanation and here is a great long explanation. In order for everyone to be on the same page about universal-public-mask wearing, we need to change the meaning, the intention, the belief, and ultimately the relationship we have with wearing masks.
SBI Growth
MARCH 28, 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.
Force Management
MARCH 30, 2020
We recently launched our new Audible-Ready podcast with four new episodes focused on how you can impact your numbers right now. Our focus is to provide short episodes that give you tangible tips you can use in your sales environments. Below is a rundown of our most recent episodes. Listen to a clip and launch your favorite podcast player to subscribe, listen or download and save for later.
Showpad
MARCH 31, 2020
The trend toward sales enablement has skyrocketed in the last few years as companies recognize how important it is to accelerating sales cycles and creating engaging buyer experiences. Showpad’s sales enablement platform helps companies overcome challenges and align their sales and marketing teams to work more efficiently and effectively. But what kind of bottom-line impact does it provide?
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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