Holden Advisors
DECEMBER 6, 2021
One of our top goals in any consulting engagement is uncovering revenue and profit growth opportunities for clients. Generally, we want to answer four key questions: How much opportunity is there? Accordingly, how hard should we work to capture it? Where is it coming from? Is it concentrated in a given geographic region or business unit, and is it coming from a specific sales discount category or channel?
Upland
DECEMBER 6, 2021
The most successful account executives rely on close collaboration with their wider revenue teams to expand existing customer relationships and win the opportunities that matter. But sellers often move fast and get pulled in several different directions at once. Multitasking, jumping from meeting to meeting, and racing the clock, are all too familiar for salespeople.
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Software Sales Guru
DECEMBER 6, 2021
4 Rules of Price Concessions When a buyer puts pressure on a seller, the seller’s natural reaction is to start offering concessions. Yet if a seller gives big discounts quickly, they degrade themselves and diminish their offering in the eyes of the buyer. Before giving any concessions, savvy sales negotiators will deploy the mobile defense plan to politely, but firmly, stand behind the price.
Customer Think
DECEMBER 5, 2021
Customer experience isn’t just what you create, but the perception you inspire. You might’ve optimized your ads, improved the customer support response rate, and even created an intuitive website; but if your customers don’t think so, then there’s still work to be done. So how do testimonials play into creating exceptional experiences? When it comes […].
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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.
Engage Selling
DECEMBER 10, 2021
Did you know closing ratios on deals that employ traditional selling methods (e.g., cold calls and direct mail) have not changed since the 1980s? Seriously. They’ve not budged at all since “Eye of the Tiger” was a hit song on … Read More » The post Are You Still Selling Like It’s 1982? first appeared on The Sales Leader.
Hubspot Sales
DECEMBER 9, 2021
Everyone is looking to unwind when the holidays come around. Every year brings its trials, triumphs, and tribulations — and all of them can be exhausting. So as you come upon 2021's end, you can help your team unwind a bit by throwing a holiday party. But those kinds of events can run your company a lot of cash — and when you're working within the confines of a startup budget, you might not have the room for some extravagant celebration.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Customer Think
DECEMBER 10, 2021
Retail has been challenged on every front over the last 12 plus months, resulting in several changes within the customer experience (CX) industry – livestream shopping, social commerce, and supply chain disruptions are just a few examples that have forced a dramatic pivot towards digital transformation. Once change has started, there’s no stopping it from […].
Help Scout
DECEMBER 7, 2021
Team email management software minimizes the stress of organizing, processing, and prioritizing email, improving your team's productivity.
Zendesk
DECEMBER 6, 2021
Customer satisfaction has been dropping in the US since about 2018, according to the American Customer Satisfaction Index (ACSI). The question is why , especially when so many companies are trying hard to meet customer needs on a variety of fronts. There are some general trends that offer clues—for example, customer expectations keep rising. Customers have become much more critical of everything, whether it’s product quality, delivery, or customer service.
Planview
DECEMBER 8, 2021
Effectively selling Agile to executives is more than just getting the go-ahead for an Agile transformation. Because Agile includes a culture shift and a mindset change, as well as funding, you need executives to truly buy in to the approach. If you’ve gotten approval from leadership to embark on an Agile transformation, you may be gaining momentum from Agile teams embracing new ways of working and benefits like faster delivery, better quality, and improved morale.
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.
Customer Think
DECEMBER 5, 2021
According to the Content Marketing Institute, 87% of marketers use email marketing for content distribution. Putting the numbers in perspective, roughly nine out of every 10 marketers use email marketing to reach customers. As a digital marketer, you face stiff competition when it comes to email marketing and content distribution. To beat the competition, you […].
The Center for Sales Strategy
DECEMBER 10, 2021
- MOTIVATION -. "Anyone, anywhere, can make a positive difference.". - Mark Sanborn. - AROUND THE WEB -. > 10 Tips to Avoid Burnout While Working in Sales – Badger Maps. Are you feeling a lack of motivation, negative energy, and exhaustion? Wheels spinning but you’re getting nowhere? While sales pros enjoy the roller coaster ride of emotions, it can take a toll on your physical and mental health.
Help Scout
DECEMBER 9, 2021
Why let your human customer service team be yelled at when you could hire a robot to take it all instead? Is AI the answer to customer service abuse, or is there another way?
Sales Gravy
DECEMBER 7, 2021
This is another episode of #AskJeb where Jeb answers a question, from Justin, a sales leader based in Dallas. Justin asked: "What's the best predictive indicator of a person becoming a sales champion." Sales Champions Are Optimists This is a question that sales leaders all across the globe grapple with because they all want to hire sales champions and build sales champions.
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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
Customer Think
DECEMBER 10, 2021
The life of a sales rep has never been easy. Whether they’re traveling around the globe, bogged down in administrative work, or fresh out of leads, the road to closing a deal can be an uphill battle. A lot of sales reps work overtime under normal circumstances, but the pandemic has exacerbated the problem: now […].
The Center for Sales Strategy
DECEMBER 6, 2021
A recent McKinsey survey shows that 90% of organizations will adopt some combination of remote and on-site work as they emerge from Covid restrictions. This combination will change how we meet and interact forever. Hybrid meetings, a mix of people in office and those working remotely, is the new normal.
ClearPoint Strategy
DECEMBER 10, 2021
Most organizations begin their reporting process in Microsoft Excel and PowerPoint—and typically don’t consider alternatives until their reporting becomes too robust or complex. They then begin looking for new tools in the marketplace and often find that creating the insightful reports they need will require a best-in-class reporting tool. Companies looking for reporting software need a solution that can handle five major components: Structure.
MDI Training
DECEMBER 10, 2021
MDI is CO2 neutral. The pandemic has made us more thoughtful. Adult education in presence is connected with traveling. Often these are only short distances, but we also had seminar weeks where participants came together from all over the world. With the Pandemic Lockdowns, we switched to virtual delivery and realized that continuing education is fun and effective this way, too.
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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.
Customer Think
DECEMBER 5, 2021
I originally wrote today’s post for StellaConnect. It appeared on their site on July 13, 2021. You’ve probably all heard – or read about – the Bain statistic from 2005 that goes like this: 80% of executives believe that they are delivering a supe.
The Center for Sales Strategy
DECEMBER 7, 2021
No matter how good a product is, nobody will buy it if they have not heard about it. On top of that, sometimes it takes a skilled and informed presentation of a product for people to realize how much value it can bring to them. That is the job of the more than 13 million people who are employed in sales just in the United States! Of course, the world of sales comes with its own challenges.
ClearPoint Strategy
DECEMBER 10, 2021
Every organization must make a big strategy shift at some point or another to stay at the forefront of its industry. In some cases, a big strategic change may also be necessary to simply survive. Successfully shaping and executing a new strategy is challenging, but there are a few standout examples we can all learn from. Here are five companies with good strategy execution, coming from different markets and industry positions. 1.
Zendesk
DECEMBER 9, 2021
In 2013, our world witnessed one of the most poignant and romantic love stories in recent memory between Joaquin Phoenix and…a robot. It’s a tale as old as time: Guy gets phone, guy falls in love with phone’s operating system, and a beautiful relationship blossoms. Her may be an extreme example, but the movie offers an important lesson for businesses: Humans and technology can have interactions that—at the end of the day—are deep, meaningful, and shockingly human.
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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
Customer Think
DECEMBER 8, 2021
Just over a decade ago, Apple released its iPhone 4S, “the most amazing iPhone yet.” It was faster, promised eight hours of 3G talk time, and introduced consumers to a feature called Siri, the first personal virtual assistant. “For decades, technologists have teased us with this dream,” said Apple’s Phil Schiller, then the senior VP […].
ProlifIQ
DECEMBER 8, 2021
A bird in the hand is worth two in the bush. In sales, though, a bird in the hand can be worth way more than that – because after all, growing a current account is a lot easier and more efficient than landing a new one. . If you can identify just one possible upsell opportunity per account, you’ll accelerate faster to quota than you could by hunting for new business.
ClearPoint Strategy
DECEMBER 9, 2021
Strategic planning and operational planning are both vital to an organization’s success. Oftentimes, organizations use both terms to mean the same thing, but they shouldn’t. Are they the same? If not, what’s the difference? Do you need both? We hear these kinds of questions frequently. To help answer them, first we’ll walk through the definitions of strategic planning vs. operational planning.
Zendesk
DECEMBER 8, 2021
Over the past two years, the Internet has become our conference room, gym, doctor’s office, personal gathering place—basically, our whole life. With consumers spending more time online than ever before, companies have had to rethink their customer service experience. Businesses need to gain a clear understanding of the type of digital interactions customers want instead of relying on intuition.
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.
Customer Think
DECEMBER 5, 2021
Your target audience is the backbone of your marketing strategy, influencing everything from the design and pricing of your product to where ads are displayed. Your goal is to create an optimized experience that appeals specifically to these customers. The more accurately you appeal to your target audience, the more relevant traffic and high-value customers […].
Insightly
DECEMBER 10, 2021
Countless businesses operate under the assumption that they’re maximizing the CRM process implemented in their companies even if it may not be fully optimized to support their organization. You might be wondering, if something that ubiquitous doesn’t work, then what does? A unified CRM is what’s required to thrive in a competitive landscape.
Showpad
DECEMBER 5, 2021
Meet Tom Carter , National Vice President, Business Marketing at Kaiser Permanente. In this interview, Tom shares how the partnership between marketing and sales made all the difference in rolling out a new digit al sales strategy. . “If you continue to focus on just telling your company story, it won’t work,” Tom said. “ What works is finding out how your story can become a part of theirs , so they see you in their solution and can imagine what it would be like having you as a business partner.
Zendesk
DECEMBER 6, 2021
It’s easy to talk about being a customer-first organization. It’s comforting to think that everyone in the organization puts the customer first. This attitude should, in theory, lead to happier customers, better business outcomes, and the type of place anyone would love to work. But defining and executing a customer-first strategy is not as organic as it might seem.
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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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