Upland
NOVEMBER 28, 2021
It’s not personal, but prospective customers don’t want to talk with sales reps. Sure, they may be happy to watch sellers’ slideshows and sit in on demos, but when it comes down to vetting a product and making an important B2B purchase, the word of someone paid to close the sale is only going to go so far. In an era of empowered consumers, this should come as no surprise.
Hubspot Sales
NOVEMBER 28, 2021
When you first start out in business, you can probably manage to keep all of your customers or clients top-of-mind … because you don’t have that many. At this stage, sticky notes are your best friend. As you become more established, your customer base grows. It becomes harder to keep every customer and prospect straight. Contacting them at regular intervals to follow up on something they plan to buy or have already bought gets trickier.
Customer Think
NOVEMBER 29, 2021
One of our podcast listeners, Jeanne-Claude, wrote about a problem he was having for a recent episode. I am writing about it here today because it is likely a problem some of you share. Jeanne-Claude’s problem is that his company offers a complicate.
SBI Growth
DECEMBER 1, 2021
While the current macroeconomic environment presents growth leaders with considerable opportunity, CEOs will benefit from showing commitment to the shortlist of growth initiatives that matter most to their annual plans as opposed to shifting gears with the market. SBI Research found that lower-growth companies are 250% more likely to take an agile approach to 2022 planning than their peers.
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.
Upland
NOVEMBER 28, 2021
Get more sales references without launching a traditional reference program. Even when organizations acknowledge their sales reference processes could be better, it can be an overwhelming problem to confront. Will it require new hires? New software? A big investment of time or resources? A well-oiled, traditional customer reference or advocacy program can be an organization’s strongest asset, but launching, revamping, or expanding a traditional program isn’t right for every organization.
RAIN Group
DECEMBER 3, 2021
In What Sales Winners Do Differently , we studied over 700 purchases from the perspective of business-to-business buyers to find out what really happened in their buying experiences.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Hubspot Sales
NOVEMBER 30, 2021
Pricing the products or services you’re selling to another business can be challenging. Saying “Ok I’m going to charge $5 for this is nice” sounds nice, but you don’t want to lose out on valuable revenue, especially since you’ve likely put hard work and time into creating what you sell. When selling B2B, it’s critical to understand the characteristics of the business you’re selling to, and also what’s most important to your business based on what you’re selling.
Upland
NOVEMBER 28, 2021
Struggling to get quality references is an all-too-common problem for B2B sellers. But the first step to a better sales reference future is acknowledging that the old way is broken. Getting relevant sales references on tight deadlines isn’t easy. Many organizations don’t have formal customer reference or advocacy programs at all. And for companies that do, these programs often can’t move or scale quickly enough to fulfill every sales reference request before prospects’ deadlines.
EcSell Institute
NOVEMBER 30, 2021
Why coaching by example and answering the ‘why’ makes the most impact on student-athletes.
Customer Think
DECEMBER 2, 2021
Website builders who are familiar with CMS tools like WordPress can easily develop professional online pages, but sometimes the effort and talent invested in these projects don’t correlate with their success or ad revenue. Though creating high-quality online content is the main goal of any web designer, the harsh reality of the digital industry tells […].
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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.
Hubspot Sales
DECEMBER 3, 2021
Revenue is the first metric that appears on an income statement, and for good reason. It's the starting point for calculating profit, and generating enough of it means your business can cover operating expenses and stay afloat in the long run. Yet, despite revenue's importance, there's a lot of confusion around it. What does (and doesn't) count as revenue?
Upland
NOVEMBER 28, 2021
Key traits of a winning sales reference pool. Prospective customers are in control of more of the B2B sales cycle than ever before. Contacting an enterprise sales rep is no longer a prospect’s first stop on the long road to making an important business purchase. In fact, Forrester reports that an average buyer completes about 70% of a B2B purchasing decision before ever contacting sales.
Force Management
DECEMBER 1, 2021
Each of our November episodes share ways sales leaders, managers and reps can prepare for a successful new quarter or year. Each episode digs deep into tactics your salespeople can use to plan for aggressive growth goals, reduce competitive losses, and minimize margin cuts. Peruse each episode to find those worth listening to or sharing with your sales team.
Customer Think
DECEMBER 2, 2021
Five key steps you need to keep building customer loyalty Loyal customers are your most profitable clients and the most effective advertisements you can have for your brand- this is an even greater trend after the pandemic. Things have certainly gone digital, but how we learn and trust products may be more similar. Source: Canva […].
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.
EcSell Institute
NOVEMBER 30, 2021
Why coaching by example and answering the ‘why’ makes the most impact on student-athletes.
Upland
NOVEMBER 28, 2021
If your sales reference program needs a boost, the prospect may be daunting. Do you need to invest significant resources to build out an entire customer advocacy program, complete with its own dedicated staff? It’s not a bad option if you have the time and resources, but it’s also far from the only one. Companies primarily focused on delivering targeted sales references during sales cycles should consider a lightweight reference app that’s explicitly built for B2B sellers.
Hubspot Sales
NOVEMBER 29, 2021
Businesses exist to make money. That's not a particularly shocking or controversial statement, but it still bears repeating. Every company has its eyes on its bottom line and, in turn, is mindful of its profit margin — the most definitive metric of how successful your sales efforts are, relative to your expenses. Here, we'll take a closer look at how to increase profit margin, go over what typical profit margins look like by industry, and see how you can gauge how solid yours is.
Customer Think
DECEMBER 1, 2021
Are you thinking about adding videos to your marketing strategy? If so, you’re in the right place. Videos are an excellent way to generate leads, build trust with your audience, and secure more sales. You may be shocked to learn that despite the explosion of visual content over the last several years, 43% of shoppers […].
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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
DECEMBER 1, 2021
It's more important than ever to engage with your sales team. Sales teams that are not engaged are much more likely to underperform, experience low budget attainment, and unwanted turnover. Data shows that less than 30% of today's workforce is truly engaged. This is especially true for end-of-the-quarter and end of the year! According to HubSpot, if a seller is disengaged and underperforming, it costs 150% of their salary to replace them.
ClearPoint Strategy
DECEMBER 2, 2021
KPIs are a much talked-about but frequently underutilized business tool; few companies implement them with the level of rigor required to produce good results. Choosing the right KPIs and implementing a KPI tracking process requires dedication and commitment on everyone’s part. We put together this guide to help organizations like yours get more out of their KPIs.
Zendesk
NOVEMBER 29, 2021
Here are the newest integrations from Zendesk to help your team provide great experiences. Square by ChargeDesk. Square by ChargeDesk (Support) (Chat) (Sell) lets you instantly view every customer’s billing history next to support tickets, chat conversations, and Zendesk Sell information. It also performs key actions such as refunding orders and cancelling subscriptions.
Customer Think
DECEMBER 2, 2021
I was delighted to be asked to contribute the following article to the International Journal of Sales Transformation's special report on "Emerging from the Pandemic". I chose to focus on issues that I believe B2B sales leaders should be prioritising in.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
The Center for Sales Strategy
DECEMBER 3, 2021
- MOTIVATION -. "Today is always the most productive day of your week.". - Mark Hunter. - AROUND THE WEB -. > Always Be Closing? Yes – But Without Slamming the Door | The Evolution of Sales (Past, Present & Future) – Allwork. For many years, “Always Be Closing” (ABC) was the go-to sales technique. Today, however, most experts believe it’s not effective.
Sales Gravy
DECEMBER 1, 2021
It's How You Sell That Matters Most On this episode of the Sales Gravy Podcast, Jeb Blount Jr. and Larry Levine, author of Selling From the Heart, discuss why how you sell is often more important than what you sell. Larry and JBJ break down why sales professionals who demonstrate authenticity and empathy gain a clear competitive advantage and what it really means to sell from the heart.
Help Scout
DECEMBER 1, 2021
Managing customer requests is a hassle without the right tool. These 11 help desk software options will help you get things under control.
Customer Think
DECEMBER 2, 2021
Most companies face hiring and staffing challenges ahead of the holiday season, but the past two years have been especially difficult with the pandemic’s ripple effect creating the toughest hiring seasons on record. For instance, reports from the U.S. Labor Department indicate nearly 4.3 million workers voluntarily quit their jobs this past August. Despite there […].
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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
NOVEMBER 30, 2021
Working in sales isn't getting any easier. In 2020, the majority of sales reps weren't expected to meet their sales quotas. As the leader of your sales team, it's up to you to motivate your team to reach their targets and more. But that's easier said than done. We've created a guide with 7 sales team motivation strategies that you can use to overcome the sales leaders' challenges you encounter as the face of your team, whether you're new to the position or on your way to becoming an expert.
Arpedio
DECEMBER 2, 2021
careers. Are you Arpedio’s new Sales Development Representative? (Swedish-speaking). careers. Are you Arpedio’s new Sales Development Representative? (Swedish-speaking). Careers. Are you Arpedio’s new Sales Development Representative? (Swedish-speaking). ? Back to careers. Are you an aspiring future Account Manager and have a passion for sales? Do you want to help drive sales processes from start to end and prepare the business for continued growth and further international roll-out?
Insightly
DECEMBER 2, 2021
Sales and marketing teams have the same ultimate goal: revenue generation and growth. Despite this, marketing and sales do not always spend enough time aligning on goals. Sometimes marketing teams measure success by the volume of leads generated, while sales may be less concerned with volume and more concerned with quality, or the likelihood these leads will convert into paying customers. .
Customer Think
NOVEMBER 30, 2021
Social media has become one massive advertising field since the pandemic. And digital advertisers are estimated to burn up to $100 million a day in the next five years because of advertising fraud. Companies heavily invest in online ads since it has become the main platform in getting their products out to the market. Instagram’s […].
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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