Sales Readiness Group
AUGUST 16, 2021
There are many stereotypes of what makes a great sales rep. Outgoing, smooth talker, able to present their solution pitch flawlessly to the client. Confident – sometimes, too confident. You know the profile, right? But there’s a key attribute that’s not always associated with high-performing salespeople, and it might surprise you.
ClearPoint Strategy
AUGUST 18, 2021
You’ve probably heard people in your company talk about both strategy and tactics. These are common terms and are thrown around regularly in articles online and in the office—and are often confused. So, we’re here to set the record straight on the difference between tactics and strategy. There are quite a few differences between strategy and tactical planning.
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Force Management
AUGUST 17, 2021
Aligning the sales strategy with the company growth strategy is a key component to successfully growing a sales organization. There’s no better time than the sales kickoff to make sure your sales team knows the company growth plan and how they as salespeople are a key component to making that happen. What do you need to do now to make sure your sales organization is set up for success next year?
Holden Advisors
AUGUST 16, 2021
Usage-based pricing, or quantity-based pricing, is the next iteration of the subscription economy, especially for B2B software companies. If you’re considering how your company would fare with usage-based pricing, there’s no time like the present, but here are a few things to think about before you jump in. The shift to subscription pricing many years ago led to what we now call the subscription economy, a term coined by Zuora.
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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
AUGUST 18, 2021
While we all know the last 18 months have presented innumerable challenges, they have also highlighted how some individuals can thrive in digital or remote environments, flipping the script on the competencies many sales leaders thought were tried-and-true in their.
Software Sales Guru
AUGUST 16, 2021
The Road to Sales Mastery In one of my recent Software Sales Bootcamps, one of my students mentioned that his CEO had been through one of my bootcamps and was using the techniques he learned on sales calls and it wasn’t always smooth and natural. My question to him was, “What makes you skeptical? Is it because his technique is not working?” The student said, Read more.
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
AUGUST 17, 2021
Are you running out of ideas for how to find new prospects for your sales funnel? It can be demoralizing when you feel like you’ve exhausted every avenue to find potential prospects for your B2B sales pipeline, but there are always more avenues to explore. One such avenue is LinkedIn. LinkedIn is actually one of the best tools for finding B2B sales prospects thanks to the platform’s sophisticated search functions and ease of use.
Hubspot Sales
AUGUST 20, 2021
Many organizations fail to outline and document procedures when it comes to producing products, handling service concerns, or guiding their customers along their buyer’s journey. Without these documented procedures, employees are forced to start from scratch every single time, leading to wasted time, energy, and money — along with stress on your team and customer frustration.
Sales Readiness Group
AUGUST 19, 2021
Blended learning approaches are certainly not new, but given the challenges over the past 18 months, we are seeing many opportunities to apply these approaches in creative new ways. The pandemic heightened interest in hybrid models (a combination of virtual instructor led, digital, collaborative learning, etc.) that already existed – and provided a testing ground for their effectiveness.
Customer Think
AUGUST 20, 2021
B2B voice of customer maturity is not about scores, real-time feedback, response rates, listening posts, benchmarks, or comparisons to B2C trends. So, what does it mean? Let’s look at a sports analogy for enlightenment. When you’re mature in a sport, it means increased motor skills, strength, power, and in many cases, reduced risk of injury. […].
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
AUGUST 16, 2021
The war for talent is particularly brutal right now, so once you find and hire the right person, you might be tempted to pat yourself on the back and relax. Unfortunately, while you may have won a single battle, the war is still on. It's vital to plan out your strategy and then apply it. How? By creating a strong onboarding plan that impresses your new hire and sets them on the path to being a top performer.
Hubspot Sales
AUGUST 17, 2021
Creating the right compensation plan is one of the more difficult tasks you have to account for when building a sales team. If it’s too simple, you run the risk of missing some integral parts of your business, but the alternative might actually be worse. If you build a plan that's too complex, your reps might not understand it, or — worst case scenario — do the opposite of what you want them to do.
SBI Growth
AUGUST 18, 2021
While we all know the last 18 months have presented innumerable challenges, they have also highlighted how some individuals can thrive in digital or remote environments, flipping the script on the competencies many sales leaders thought were tried-and-true in their world. As highlighted in our 2022 annual planning report , we see leading firms redirecting an average of 19% of their sales capacity from “Field Sellers” toward some combination of Inside Sales, eCommerce platforms, and Customer Succ
Customer Think
AUGUST 18, 2021
If you’re a marketer, you must have already heard of geofence marketing. Many marketers are already taking advantage of this tactic to boost their sales, get more conversions and increase their profit. And you should try using it too if you want to stay ahead of your competitors. But before using geofence marketing for your […].
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
AUGUST 18, 2021
For years, we've heard the phrase — make lemonade out of lemons. How do you make lemonade out of lemons? In this episode of the Sales Leadership Series, Tom Morris, Author of over 30 books, including his latest, "Plato’s Lemonade Stand," joins the show to talk about challenge, change, difficulty and delight. This discussion took concepts from his books and applied them to sales leadership and tips for sales leaders.
Revegy
AUGUST 18, 2021
The post The Sales Maturity Quiz appeared first on Revegy, Inc.
SBI Growth
AUGUST 19, 2021
Dallas, TX – SBI, a go-to-market growth advisory, today announced the official launch of its Commercial Technology Practice. The use of technology continues to drive commercial effectiveness and productivity across B2B organizations, and as a result, is becoming more prominent.
Customer Think
AUGUST 14, 2021
There’s no doubt personalization is a critical part of the modern-day customer experience. And most brands and business owners fundamentally get that, but actually achieving it is another story. For instance, according to a post-pandemic survey published by Salesforce, more than two-thirds of consumers expect brands to understand their unique needs and expectations, and 91% […].
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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
AUGUST 20, 2021
- MOTIVATION -. "Always Deliver More Than Expected.". - Larry Page. - AROUND THE WEB -. > Finding Opportunities to Turn 'The Great Resignation' Into 'The Great Recognition' – Bonusly. Employee retention and turnover continue to be a struggle for many companies. We often talk about epiphany moments on the blog, and in our opinion, there’s no larger epiphany than living through a global pandemic.
CMOE
AUGUST 19, 2021
Successful organizations are those that foster a collaborative work culture, but fully 86 percent of leaders and team members believe a lack of teamwork leads to project failure and team conflict. Collaboration is crucial to your team’s success but how can you increase collaboration at work? Organizations consist of team members who possess a wide variety of skills, so team leaders must understand how to leverage these skills to benefit their employees’ development and the organization’s strateg
Sandler Training
AUGUST 17, 2021
Mike Montague interviews Michael Gordon on How to Succeed at Improving Your Money Concept. The post How to Succeed at Improving Your Money Concept [PODCAST] appeared first on Sandler Training.
Customer Think
AUGUST 17, 2021
The past two years have been very destructive for both the livelihood as well as businesses. With pandemic taking a grip over the world, companies across the world have been forced to rethink, how they can conduct their business is running and how they can supply their services to the users. Along with that, people […].
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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
AUGUST 19, 2021
Customers aren't going to want to do business with a company that doesn't offer a great buying experience. No matter the type of business you run, you need to treat your clients right if you want them to remain in business with you and spread the word about your good reputation. Below are a few ways that you can improve the way your company interacts with prospects and clients.
OnStrategyHQ
AUGUST 20, 2021
As many organizations start to ditch the idea of an annual offsite retreat in favor of more agile quarterly strategy refreshes, you might wonder when you need a more traditional strategic planning offsite retreat. Do you still need to hold one annually? The short answer is no! If you’ve opted for a more agile approach for reviewing and refreshing your plan quarterly ( you can learn more about that here ), you really shouldn’t host the traditional annual planning retreat where you completely over
ClearPoint Strategy
AUGUST 19, 2021
The Balanced Scorecard (BSC), in my humble opinion, is one of the best management reporting frameworks available. I’ve worked with countless clients to integrate the BSC, and know it like the back of my hand. But if you’ve landed on this page, I’m guessing you aren’t looking for a simple, detail-less, contrite description of what a scorecard is and how to use it.
Customer Think
AUGUST 14, 2021
Getting Started Getting your business or product ready for launch can be an exciting prospect, but it also requires a lot of consideration and planning. Namely, assembling a marketing team. As the gig economy flourishes, more and more businesses are leaning towards flexible talent rather than in-house talent. In 2020, an Intuit report discovered that […].
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.
Zendesk
AUGUST 19, 2021
As technology becomes more sophisticated, so do virtual sales and marketing techniques. Newer channels and automations allow brands to bypass the “hard sell” and engage consumers with something a little friendlier and more conversational. You may have heard of “conversational marketing” as a more modern alternative to other lead generation and customer engagement techniques.
OnStrategyHQ
AUGUST 20, 2021
“How does the growth of our organization provide a greater impact to our community’s future?”. As strategy consultants with a global client base, we see many business models and ways of working. The variety of organizations and their ways of working is one of the things that we love about our work. As we recently started working with One Foundation in New Zealand to build their growth strategy, we became genuinely enamored with their business model and mission—so much that we think other leaders
SalesPop
AUGUST 18, 2021
Sales Transformation. For some years I’ve been saying that, as a society, we’re in the midst of a transformation. Given what’s happened in the last couple of years, there’s no one left who is disagreeing with me! It’s become very obvious. One very noticeable aspect of this transformation is the image change that has occurred with salespeople. If you look at the bestselling sales books currently available, you’ll see salespeople being characterized as significant agents of positive change for com
Customer Think
AUGUST 14, 2021
One of the biggest mistakes business owners and startup founders make is failing to conduct a 360-degree analysis of the company’s marketing potential. No matter how “revolutionary” and valuable you think your product or service is—or how great your marketing strategy looks—you must define your customer segments and target them accordingly. Ninety-five percent of all […].
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.
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