Openview

AUGUST 27, 2019

The post Axonius, a cybersecurity asset management startup, raises $20M in Series B appeared first on OpenView.

Cybersecurity 153

Cybersecurity Management 153

Hubspot Sales

AUGUST 28, 2019

Are your sales numbers flat this year? Are you struggling to get to hit your sales quotas? Do you need something extra to get the team motivated and meeting aggressive goals? I asked a few sales experts about their current favorite techniques for increasing sales — and threw in a few tips of my own. Finish the year strong and find your new favorite technique in this list. 1.

Sales 143

Sales Sales Leadership Leadership Meetings 143

Mike Kunkle

AUGUST 27, 2019

In the first post in this series , I defined Learning, Training, Development, and Education. Learning: Learning is the act of acquiring new knowledge and skills. Training: Training is job-related learning about what, why, and how (and maybe when and where) to do something (or multiple things), to be successful in a specific role. Development: Development is a targeted form of personalized learning to foster career growth.

Sales 130

Sales Onboarding Sales Training Leadership 130

SBI Growth

AUGUST 24, 2019

As a marketing leader, if you have ever thought about where your next new form of revenue is coming from, the answer is Outbound Marketing. Eric Quanstrom, CMO of Cience, joins us to discuss how Outbound is the new normal.

Marketing 118

Marketing Customer Experience Media Customer Success 118

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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.

Sales Management

Tidio

AUGUST 30, 2019

Before we jump into the subject of customer relations, consider this—. There are three varieties of customers: those you have, those you don’t (yet), and those you used to. And while it’s always a priority to focus on the current ones, the other two types are just as essential. Why? Well, you want to get new customers, that’s obvious. But you wouldn’t like your past customers to speak badly about you, would you?

Management 105

Management Acquisition CRM Software 105

Hubspot Sales

AUGUST 26, 2019

Spend most of your time selling to small- and medium-sized businesses (SMBs)? Want to fine-tune your sales strategy to focus more on SMB customers? You’re in the right place. We’re sharing proven sales techniques that will help you reach out and engage SMB businesses effectively. Which one will work for your reps? Before we delve into how you can sell to SMBs, it’s worth taking some time to define SMB sales, and talk about why SMB sales is important.

Sales 107

Sales Advertising Decision-making Prioritization 107

SBI Growth

AUGUST 27, 2019

It is well-documented that CMOs now need to be revenue generators. Gone are days of being primarily measured on brand reach and field marketing events. The modern-day CMO works with the CRO in driving revenue and making the number. However, in.

Marketing 110

Marketing Organization B2B Sales 110

MTD Sales Training

AUGUST 27, 2019

Many of us have been there. The presentation is going well, the customer is appreciating all our demonstrations, your ideas are being well-received…. Then….Wham! Something goes wrong! The laptop freezes. The demonstration falls apart. A member of the buyer team asks a question that you can’t answer. Whatever it is, it throws a spanner in the works and you struggle to cope.

Sales Training 91

Sales Training Sales Management 91

Hubspot Sales

AUGUST 28, 2019

When you're employing an all-star salesperson who closes deal after deal, it's disheartening when that rep decides to leave. Not just because the departure impacts your bottom line, but because it contributes to a notorious and ongoing problem in sales departments across the country: a high sales employee turnover rate. Employee turnover for salespeople remains high for many reasons, both in and out of your control, and it's up to the leaders of your sales department to: Know your sales departme

Sales 105

Sales Onboarding Leadership Decision-making 105

The Center for Sales Strategy

AUGUST 29, 2019

If you’re in sales, then you know its extremely important to close deals, right? That’s kind of an easy question, but I ask it only because it seems as though many salespeople think their job is to have a lot of business in “pending.”. When I ask salespeople how things are going, what I typically hear is, "I got a lot out there.” While I get why having "a lot out there" feels good, it's not the most important thing and may or may not be a good indicator of the customers you will earn.

Sales 90

Sales 90

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.

CMOE

AUGUST 27, 2019

“Dave—it’s been an honor and a privilege working with you these past 12 years, but my family and I will be moving to Florida in the spring so I must regretfully tender my resignation.”. In the business world, when a hardworking, well-respected employee says, “I’m moving,” it can often be viewed as a critical blow. It means involuntarily losing an invaluable and trusted colleague and requires HR to initiate the arduous task of finding a qualified and competent replacement.

Leadership 90

Leadership Remote Working Communication Organization 90

Engage Selling

AUGUST 29, 2019

Are you clear on your prospecting? You’re probably familiar with the saying “always be closing.” Sure, not a bad idea.

Client Relationships 86

Client Relationships Communication Management Sales 86

Miller Heiman Group

AUGUST 24, 2019

It’s time to begin making resource requests for your 2020 budget—and that means the resources that you’ll need to implement to grow your sales enablement strategy. While you consider the areas where you need to make investments, think about the answers to these questions: What are your sales goals for next year, and what kind of content, coaching and training does your organization need to achieve them?

Sales 77

Sales Government Organization Stakeholders 77

The Center for Sales Strategy

AUGUST 27, 2019

What does the term work-life balance mean to you? The standard definition for most of us is the time we allocate to work versus the time allocated to everything else, such as family, personal pursuits, social, and leisure activities. According to HubSpot Research , one-third of salespeople say their job negatively affects their personal life, and one-half admit they need to improve their work-life balance.

Sales 76

Sales Management Sales Management 76

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

B2B

Sandler Training

AUGUST 29, 2019

In addition to the people in your company who deliver services and keep operations running, how much do you value the folks who bring in the most revenue, i.e. the top sales performers? Answering this question directly should be part of your overall business plan. Read Time: 6 Minutes.

Business Planning 72

Business Planning Sales Leadership Management 72

Engage Selling

AUGUST 30, 2019

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Sales 72

Sales Client Relationships Sales Training Communication 72

SBI Growth

AUGUST 25, 2019

You have established your business within your target customer base and are looking to expand. Now what? Your finance team has stack ranked the opportunities and recommended that you enter a new market with untapped white space. Product has signed.

Finance 72

Finance Marketing B2B Sales 72

The Center for Sales Strategy

AUGUST 28, 2019

How modern marketers measure advertising effectiveness is one of the most searched topics in digital marketing today. Most agree results are crucial; however, there doesn’t seem to be one right answer when it comes to determining advertiser measures of success. As you’re building a relationship with a new business prospect or an existing customer, it’s important to have open and upfront conversations about how the advertiser measures success.

Advertising 75

Advertising Digitalization Marketing Sales 75

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.

Meetings

Sandler Training

AUGUST 26, 2019

Sandler V.P. of Online Learning, Mike Montague, interviews Matt Pletzer on How to Succeed in Succession Planning. Listen Time: 23 Minutes.

Leadership 72

Leadership Management 72

RAIN Group

AUGUST 28, 2019

Show them the impact. Make a strong ROI case. Sell the value. Sales pros tout the benefits of making a strong ROI (return on investment) case all the time. Yet we see sellers time and again who don't know how to calculate and communicate the impact of their solutions. They focus on features in their conversations and highlight the benefits, but don't convey what it means for each individual buyer and the difference it can make for them—financially, personally, and emotionally.

Communication 70

Communication Sales 70

Strategic Planning and Management Insights

AUGUST 26, 2019

In this episode of our Strategy and Leadership Podcast , we're joined by Melissa McComas, the Chief Strategy Officer at Piper Mantis Literary. Melissa originally started out as a junior executive before moving into retail buying, and then into a director position. She eventually opened her first brokerage in 1997, matching buyers and users in the multimedia sector for both consumers and B2B clientele.

Retail 69

Retail Leadership B2B 69

The Center for Sales Strategy

AUGUST 26, 2019

Presenting a campaign recap that clients understand can be frustrating because each individual has a different level of understanding of the process. Successful salespeople can easily generate new business while retaining and growing their existing accounts. When it comes to using digital solutions to do this, a big part of the success is how effective a seller is at selling the results back to the client while their campaign is running and once it is completed.

Digitalization 71

Digitalization 71

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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

Sales

Groove HQ

AUGUST 28, 2019

Customer satisfaction surveys color business insights by providing direct feedback from your most valuable resource. Using three questions as our guide, we’ll break down the essentials: What is a customer satisfaction survey? How do you write a customer satisfaction survey? How do you measure customer satisfaction? Early on in my career, I considered customer satisfaction […].

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Miller Heiman Group

AUGUST 29, 2019

There’s no question that an effective sales enablement function leads to improved performance and quota attainment. Yet most organizations don’t measure the effectiveness of their enablement efforts, whether it’s sales training , sales coaching or content. Less than one-fifth of organizations use leading and lagging indicators to understand the ROI of their enablement investments or measure their attainment of milestones or productivity, according to the 4 th Annual Sales Enablement Report

Sales 65

Sales Decision-making Stakeholders Organization 65

SBI Growth

AUGUST 29, 2019

Technology Companies are years ahead of any other industry when it comes to leveraging data to inform key decisions in their Go-to-Market model. This trend is likely due to their high-margin, high-growth rates, & rapidly advancing products creating fiercely competitive.

Healthcare 63

Healthcare Marketing B2B Sales 63

The Center for Sales Strategy

AUGUST 30, 2019

- MOTIVATION -. "THE ONLY LIMIT OF OUR REALIZATION OF TOMORROW WILL BE OUR DOUBTS OF TODAY.". -FRANKLIN D. ROOSEVELT. - AROUND THE WEB -. > Prospect Calling Evolved: 4 Techniques to Up Your Game — LinkedIn. Prospect calling: love it or hate it, this practice will likely always be part of the job. Our methods for communicating with potential customers are now more varied than ever, but there’s still something distinctly connective about getting on the phone and hearing someone’s voice.

Communication 69

Communication 69

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.

Sales

Strategic Planning and Management Insights

AUGUST 27, 2019

Culture is the thing that drives performance. In different organizations around the world, you may have heard about the importance of developing one. It provides a lot of benefits, such as open communication, good teamwork, and dedicated employees, which affect nearly every aspect of a company.

Organization 61

Organization Communication 61

Miller Heiman Group

AUGUST 27, 2019

Buyers demand more from sellers than ever before—and that’s just as true in manufacturing as it is for other industries. As the process buyers use to make purchase decisions continues to evolve, manufacturers need to change how they find and engage with the right buying influences. With an average of six or more decision-makers in each deal, sellers must then be able to speak intelligently to each of their unique needs.

Manufacturing 63

Manufacturing Stakeholders Decision-making Sales 63

Sandler Training

AUGUST 30, 2019

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. Listen Time: 8 Minutes.

Sales Management 55

Sales Management Management Sales 55

Showpad

AUGUST 27, 2019

TRANSFORM, the world’s largest Sales Enablement conference, is just around the corner. If you’ve never attended TRANSFORM or if you’ve joined us before, you can expect a day-and-a-half of networking with and hearing from the most innovative minds in the Sales Enablement space. Here are some FAQs and helpful links that will take you one step closer to joining the world’s largest Sales Enablement conference. .

Sales 55

Sales Innovation Organization Marketing 55

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.

Marketing