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.
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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.
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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 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.
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
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 30, 2020
Even though using social media to sell has been widely adopted in many industries, the 2019 Media Sales Report revealed that social selling is currently more hype than reality. Only 12% of sales managers surveyed saying their salespeople are using social media effectively to set appointments with prospects. Research indicates that sales leaders still aren't convinced of social selling's value.
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.
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.
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.
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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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
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.
RAIN Group
APRIL 1, 2020
As the global economy teeters on the edge of uncertainty, companies are already canceling engagements, dropping vendors, and tightening their purse strings. They’re looking for any way to make their dollar stretch, and there’s no better time to do that than in contract negotiations. For industries still in buying mode, negotiations pose a unique opportunity to take advantage of desperate sellers struggling to meet their numbers.
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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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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
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.
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!
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.
Nutshell
MARCH 30, 2020
Nutshell’s BOUNDLESS 2020 virtual event was packed with valuable insights from top professionals in the fields of sales, marketing, customer support, and customer success. One of those professionals was Sujan Patel , a well-known marketing guru and entrepreneur who has helped major corporations like LinkedIn, Expedia, and Salesforce better connect with their customers.
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.
Texas Creative
APRIL 2, 2020
"> In the world of advertising, account transitions happen from time to time. Whether you're getting a new account or transitioning off of one, this change can cause uncertainty for both you and the client. As the account manager, your goal is to make this process as seamless as possible. The last thing you want to do as the incoming account manager is to make the client feel like they are in unstable hands.
Miller Heiman Group
APRIL 2, 2020
In our “ Customer Experience Best Practices Study ,” researchers from Miller Heiman Group explore the business case for investing in a customer experience strategy to drive revenue performance. In today’s competitive market, growth strategies based on low pricing or product innovations are not enough to create a lasting advantage. What does? Customer loyalty.
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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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