Upland
JUNE 14, 2022
I can’t tell you the number of times I’ve seen Professional Services (PS) projects get waylaid by cost overruns, schedule slips, or clinging clients who don’t wish an engagement to end. While there are multiple reasons these common difficulties occur such as poorly scoped deliverables or bad communication on the part of the project team, one of the lesser considered solutions has to do with having a point-of-view (POV).
The Center for Sales Strategy
JUNE 15, 2022
Having a robust sales pipeline may help the sales team, sales managers, and the C-suite sleep better at night. But if there’s little or slow movement of those deals through the pipeline, everyone will spend more time counting sheep than counting money. After all, opportunities in the pipeline don’t pay the bills. Only closed/won deals produce revenue.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Mike Kunkle
JUNE 12, 2022
This is a post I never wanted to write. I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. At the time I published it initially, I had hoped the worst of the pandemic-fueled layoffs were behind us. Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams.
Sales Gravy
JUNE 12, 2022
On this episode of the Sales Gravy Podcast Jeb Blount, Jr sits down with author Andy Paul to discuss what it means to Sell Without Selling Out. Together they discuss why it is so important to make selling more human. You'll learn that persuasion is not a sales skill. Instead it is a blunt instrument of last resort that sellers use when they don’t know how to influence the choices buyers make.
Advertisement
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
JUNE 17, 2022
Discover six ways to handle price increases like a sales pro! Price increases are a big part of life now, but most sellers can’t be like the local gas station … Read More. The post 6 Ways to Handle Price Increases Like a Sales Pro first appeared on Colleen Francis - The Sales Leader.
SuperOffice
JUNE 14, 2022
I know – prospecting is hard. And salespeople hate it. ??. In fact, more than 40% of sales reps consider prospecting the most challenging stage of the sales process. At the same time, prospecting is one of the most important parts of sales. Without it, your sales pipeline won’t be filled with sales opportunities. And the more opportunities (aka quality leads ) you have in your pipeline, the more chances you have to close deals.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
The Center for Sales Strategy
JUNE 13, 2022
Productivity refers to moving the sales cycle forward, improving application numbers, and increasing booked volume. Productivity measures how well you're able to meet the goals and objectives of your company, regardless of whether these are short-term or long-term goals. On a day-to-day basis, if you write out a to-do list at the start of the day and are able to cross off most or all of the items by the end of the day, then you can consider it productive.
Zendesk
JUNE 17, 2022
Imagine walking into an ice cream parlor and ordering a chocolate sundae. You sit down and take your first bite, and immediately want to spit out the ice cream—it tastes like radishes. Though you have nothing against radishes, you believe chocolate ice cream should taste like chocolate. You tell the server, who listens attentively and assures you that your feedback is highly appreciated.
Aepiphanni
JUNE 16, 2022
What makes an entrepreneur different than his or her employee counterparts? An entrepreneur approaches his or her life and work with a unique mindset.
Hubspot Sales
JUNE 14, 2022
An offering can't dominate a market as another "face in the crowd." The most successful products and services have some kind of edge — a defining, compelling x-factor that captures and capitalizes on potential customers' attention. That "edge" is most commonly known as a competitive advantage — and if you want your business to survive and thrive, you need to identify and lean into yours.
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.
The Center for Sales Strategy
JUNE 16, 2022
You found someone's email address online. Someone you've been looking to get in touch with for a long time. Now, it's up to you to write an email that'll get opened. A cold email can be effective depending on your target audience's communication preferences. Follow these four approaches and you'll increase your chances for success — and your open rate.
Zendesk
JUNE 17, 2022
A customer might love your product or service, but the real test comes when they reach out to your support team. If they’re met with frustrating options—like an automated phone menu that doesn’t let them speak to a human—it’s game over. According to the Zendesk Customer Experience Trends Report 2022 , 61 percent of consumers will walk away from a company after just one bad customer service experience.
SalesPop
JUNE 15, 2022
Even though businesses moving to remote sales have been increasing in the past few years, others have been reaping the benefits of remote sales for years. They have long adopted and understood the power of remote sales, which has helped them establish a strong market compared to their competitors. Remote selling has allowed businesses to overcome time constraints and geographical locations in a bid to engage with a larger number of customers over a shorter period.
Hubspot Sales
JUNE 13, 2022
The metaverse is a universe within a universe — meta, I know. It is a virtual and alternate reality where people exist in online spaces, play games, meet people, and build their versions of reality. It’s a relatively new concept, but, as with many emerging platforms, it poses opportunities for businesses as it does for consumers. Read on to learn everything you need to know about the metaverse and its relation to sales.
Advertiser: ZoomInfo
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
The Center for Sales Strategy
JUNE 17, 2022
- MOTIVATION -. "A good leader takes a little more than his share of the blame, a little less than his share of the credit.". - AROUND THE WEB -. > 15 Remote Management Best Practices For 2022 – Yesware. Although we’re finally moving out of the pandemic, remote work is here to stay. Global Analytics reports that 25 – 30% of employees will continue to work from home even after the last reminders of the Coronavirus pandemic are long behind us.
Planview
JUNE 14, 2022
June is an exciting and busy month of the year. It is the beginning of summer vacation, PRIDE month, and a monumental holiday. An important holiday that more than a quarter of Americans know nothing about: Juneteenth. The Planview BIPOC (Black, Indigenous and People of Color) and the Force for Good ERGs came together to inspire our employees to commemorate the day and support local black communities.
Force Management
JUNE 15, 2022
While the delineation between marketing and sales can vary from one organization to the next, establishing a close working relationship between both areas remains critical. The most successful companies are the ones with leaders who can mitigate any silos and ensure the entire customer-facing organization is aligned with what’s most important to their buyer.
Hubspot Sales
JUNE 16, 2022
The role of a sales team is to sell. The sales manager is responsible for creating, advancing, and managing the people, processes, and systems for their team to be successful. While this job routinely requires setting goals for the team, sales managers must set goals for themselves as well. These goals focus on personal development improvements and bettering the sales team through leadership.
Advertisement
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
JUNE 14, 2022
It's always surprising to me how few sellers conduct an audit of a prospect's website and social media presence prior to meeting with a prospect. This simple step doesn’t need to take a lot of time, but it will go a long way to help prepare you to ask better, more knowledgeable questions about the prospect, their business, and what might be important to them.
Revenue Storm
JUNE 14, 2022
In an information, data saturated world, buyers are truly able to engage with sellers less and less. In a report published in Q1 this year from Gartner, in a complex B2B purchasing decision, the stakeholders spend only 17% of their time with suppliers. If you are in a competitive situation with, say 5 potential suppliers, this means that your buyers are only engaging with you about 3.4% of the time.
Aepiphanni
JUNE 15, 2022
How can an entrepreneur be both born and made? At first glance, it seems like a contradiction. Many people are born with a propensity towards entrepreneurial leadership.
Hubspot Sales
JUNE 15, 2022
Zoom, Skype, Google Hangouts, and other means of virtual communication were present before the coronavirus pandemic, but they were all underutilized. However, the pandemic forced us to embrace these tools and find new ways of communicating and collaborating through them. As some companies are considering a return to the office in 2022, many are struggling with whether to stick to virtual meetings or resume face-to-face communication.
Advertisement
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
Crank Wheel
JUNE 15, 2022
Getting leads for your service-based business isn’t a cakewalk. You need to spend hours understanding your target audience, identifying the channels they’ll be active on, creating content and combining different methods of lead generation to even start filling your pipeline.
SBI Growth
JUNE 15, 2022
Buying behaviors have changed significantly since 2020, forcing companies to launch unique and effective digital experiences for their customers.
Sales Readiness Group
JUNE 15, 2022
Are you a sales leader looking to improve your sales team’s performance? Most sales leaders would say yes – they are on a never-ending quest to improve the sales process, sharpen their team’s selling skills, and close more business.
Hubspot Sales
JUNE 14, 2022
Ah, here you are — searching for articles on the riveting topic of revenue recognition and the latest accounting standard, otherwise known as ASC 606. You’re here because you know that when you run a business, there is typically one goal. Some call it earnings, profit, or income, but at its core, it’s revenue. You’re probably also aware that how your company accounts for revenue depends on different factors.
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.
Planview
JUNE 16, 2022
To create interconnected products and services that move a company forward, business leaders must continually assess and evolve capabilities while directing cross-organizational coordination between strategy, work, people, technology, and outcomes. To help drive change and advance strategic objectives, organizations turn to enterprise-wide portfolio planning and delivery solutions such as Planview Enterprise One ® , which enables strategy execution, project portfolio management, lean portfolio m
Groove HQ
JUNE 13, 2022
When you compare BigCommerce vs Shopify directly, you’ll find that there is a clear choice for you. We'll help you determine the best fit. The post 2022 Ecommerce Platform Guide: Shopify vs BigCommerce appeared first on Groove Blog.
Arpedio
JUNE 17, 2022
Developing world class salespeople. ? Back to blog. Is there a proven method to build a great sales team? The answer is YES. There are fundamentals you simply cannot ignore. We have discussed methodologies and looked further into the steps you can take to make a great salesperson with Scott Schnaars, VP of Americas at Cloudinary. And this is what we found out….
Hubspot Sales
JUNE 15, 2022
When most people think of checks, they also think of dinosaurs, dodo birds, and other long-dead things. But while paper checks have one foot in the grave, eChecks are alive and thriving. In fact, there were 29.1 billion eCheck payments made in 2021 , according to Nacha, the organization that maintains the eCheck network. If you want your business to get in on some of those billions, read on to learn what eChecks are and how they work.
Advertiser: ZoomInfo
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.
Expert insights. Personalized for you.
195 
Let's personalize your content