Groove HQ

FEBRUARY 12, 2020

KPI reports used to take me 2 hours a week to prepare. Now I do it in 5 minutes. These Google Data Studio examples will show you how. Not long ago, we had a manual, spreadsheet-based KPI reporting process. Every week, I would manually review numerous tabs across a couple of Google Sheets files, compile […]. The post Google Data Studio Examples: These 5 Reports Save Me a Full Day of Work Every Month appeared first on Groove Blog.

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The Center for Sales Strategy

FEBRUARY 10, 2020

Of all the decisions and executive makes, none is as important as the decisions about people, because they determine the performance capacity of the organization." - Peter Drucker. The new year is 1/12 complete, and January is old news. How is your organization doing so far? Are you on track to exceed your growth goals for 2020? Are you lagging behind?

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Decision-making Sales Organization Banking 143

Hubspot Sales

FEBRUARY 12, 2020

Wouldn’t it be amazing if every lead entered your pipeline convinced your product is for them, ready to sign on the dotted line? Well, maybe that wouldn’t be amazing — because then your customers wouldn’t need to be sold to , which is what you’re here to do. At times, you will have very engaged leads who have done their own research and are ready to buy right away.

Small Business 133

Small Business Brainstorming Software Software 133

Engage Selling

FEBRUARY 14, 2020

I often get bombarded with questions from overwhelmed salespeople and sales managers on how to manage their time effectively given everything they have to do in a day.

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Management Sales Management Sales 126

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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

MTD Sales Training

FEBRUARY 11, 2020

You had a great sales interaction: Both you and the prospect were calm and comfortable. You developed some rapport and the prospect showed some positive buying signals during the meeting. However, when you presented your proposal it seems as though everything became silent, time began to slow down and tension filled the air as you anxiously waited for the prospect’s decision.

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Sales Decision-making Negotiation Sales Training 120

Showpad

FEBRUARY 9, 2020

A great deal of modern business processes require the right division of labor to function. The sales cycle is not an exception to this rule, and by extension, neither is sales enablement. . In fact, sales-related processes may benefit from the clear delegation of duties across the team more than any other aspect of services (as opposed to something like account management, which can be somewhat more fluid). .

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Sales Onboarding Account Management Media 99

Engage Selling

FEBRUARY 13, 2020

Be honest, is your sales team, or are you lacking consistency? One of the most underrated concepts when it comes to growing sales is this idea of consistency.

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Sales 114

SBI Growth

FEBRUARY 8, 2020

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.

Digital Transformation 90

Digital Transformation Digitalization B2B Customer Experience 90

Sales Readiness Group

FEBRUARY 13, 2020

Traditionally the sales professional has been viewed with cynicism based on the perception of self-serving salespeople who are overeager to convince customers to buy the product(s) they are selling. This view is based on a long-standing stereotype of salespeople who speak more than they listen, assume they know what a customer wants or should want, and are hyper-focused on convincing customers to buy from them.

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Sales 87

Hubspot Sales

FEBRUARY 10, 2020

As a consumer, I value transparency from companies and salespeople that I buy from. Namely, transparency in how an organization runs and how they decide the price of their products. One company I've found that does this is Everlane, an ethically sourced clothing retailer. To generate more sales, Everlane uses a cost-based pricing model to differentiate itself from its competitors -- more on their strategy below.

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Manufacturing Profitability Retail Transportation 121

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.

Engage Selling

FEBRUARY 12, 2020

Quarterly business reviews are essential for understanding potential growth with existing customers, retention issues and future opportunities.

Meetings 103

Meetings Sales Account Growth Account Planning 103

Corporate Visions

FEBRUARY 14, 2020

The post Everything You Need to Know About Whiteboarding in Sales by Tim Riesterer appeared first on Corporate Visions. Whiteboarding your sales presentations is a powerful alternative to PowerPoint—and research shows it’s more effective, too. You’ve likely heard the phrase, “Death by PowerPoint.” It’s become a common way to describe the mind-numbing experience of sitting through a feature-length slide presentation filled with bullet points and clip art.

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Sales Decision-making Acquisition Facilitation 85

Texas Creative

FEBRUARY 13, 2020

"> There’s a recurring question that you will hear throughout your adult life. The question that you are asked every time you meet a new person. “So what do you do?” And that is when I tell them that I work in client services for an advertising agency. Most people just nod and pretend to know what I am talking about. Then you have those people that work in advertising or marketing and actually understand what you do.

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Advertising Meetings Marketing 83

The Center for Sales Strategy

FEBRUARY 12, 2020

The majority of participants that attend a “typical” training program or workshop will forget 70% of what they were taught within two weeks. Our goal for the Talent Focused Management (TFM) workshop is to provide clients with strategies and tactics that they can actually put into practice immediately. Here are some takeaways from sales managers that will enlighten The Center for Sales Strategy (CSS) clients, as well as others, as to why —and how—not all workshops are created equally.

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Sales Management Management Sales 81

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

Miller Heiman Group

FEBRUARY 13, 2020

It’s challenging to work in sales management today. Sales managers often resemble Atlas, tasked with holding up the world as their areas of responsibility are ever-increasing: managing their team and market. improving their sellers’ skills. bettering the customer experience and. delivering stronger sales results. As if these pressures aren’t enough, sales managers must handle these responsibilities in turbulent times.

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Sales Leadership Leadership Sales Sales Management 80

Sandler Training

FEBRUARY 12, 2020

Mike Montague interviews Tim Priebe, Founder of T&S Online Marketing, on How to Succeed at Using Books as a Sales Tool. The post How to Succeed at Using Books as a Sales Tool [PODCAST] appeared first on Sandler Training.

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Sales Marketing Sales Training 68

Sales Gravy

FEBRUARY 9, 2020

On part FOUR of our podcast series on Why Introverts Can Sell, Jeb Blount (Inked) and Mathew Pollard (The Introvert’s Edge) discuss a powerful technique that introverts and extroverts may leverage, in emotionally charged situations, to make better, rational decisions. Listen to Part One of Introverts Can Sell Listen to Part Two of Introverts Can Sell Listen to Part Three of Introverts Can Sell Listen to Part Five of Introverts Can Sell Listen to Part Six of Introverts Can Sell On part FOUR of ou

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Decision-making Emotional Intelligence Sales 66

The Center for Sales Strategy

FEBRUARY 14, 2020

- MOTIVATION -. "A team is not a group of people that work together. A team is a group of people that trust each other.". -Simon Sinek. - AROUND THE WEB -. > Sales Skills Your Team Needs for 2020– CloserIQ. 2020 is officially underway. If you want your team to succeed this year, you can’t expect the same old tactics to work. Prospects are now more informed than ever.

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Prioritization Sales 73

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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.

Meetings

Miller Heiman Group

FEBRUARY 11, 2020

In the past few years, three waves of change have rocked the sales industry: Sellers often play a smaller role in the buying cycle, as buyers wait later in the sales cycle to engage them. Seller performance has stagnated, as they struggle to adopt perspective-based selling methodologies. Sales organizations undergo constant change initiatives. Managers sit squarely at the intersection of these trends, yet for most organizations, sales management strategies have hardly changed.

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Sales Management Management Sales Sales Leadership 65

Strategic Planning and Management Insights

FEBRUARY 10, 2020

In this episode of the Strategy & Leadership Podcast , we're joined by Alex Rooney, Vice President and co-founder of Vision33 Inc. Alex and his company specialize in IT and professional services with several business lines including SAP, business application software, change management and developing intellectual property. Impressively, Vision33 has averaged 25% year over year growth for the past 15 years.

Management 63

Management Leadership Software Software 63

Outbound Engine

FEBRUARY 10, 2020

Images dominate the social media landscape. Specifically, social media cover photos are the largest visual chunk of your profile, making them ripe with the opportunity to create a lasting impression. They’re also a key tactic for increasing views and engagement on your social pages. Twitter, a mostly text powered platform, sees a nearly 150% boost in retweets from image posts.

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Media Small Business Banking Marketing 57

Kainexus

FEBRUARY 11, 2020

The topic of this blog is a question that we get quite often. Teams will implement a continuous improvement program with much enthusiasm and tons of activity, but over time, the momentum slows, and new opportunities for improvement come less and less frequently. If you are in this boat, you are definitely not alone. Because so many folks have experienced and talked to us about this, we have some advice.

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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

Sandler Training

FEBRUARY 12, 2020

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Sandler Rule #5 – Never answer an unasked question [PODCAST] appeared first on Sandler Training.

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Sales 56

SBI

FEBRUARY 10, 2020

The Scalable Sales Manager: The Key to Unlocking Your Sales Teams’ True Potential. by Howard Brown, CEO of ringDNA. The role of Sales Manager has always been one of the hardest jobs in sales. Tasked with recruiting and hiring, overseeing large teams, providing guidance and training, building culture, setting quotas, creating sales plans, analyzing data, forecasting, assigning territories… the list of responsibilities is as diverse as it is long.

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Sales Management Management Artificial Intelligence Sales 54

Credo

FEBRUARY 14, 2020

Download our case study featuring three thriving, innovative institutions.

Innovation 52

Innovation Leadership 52

Kainexus

FEBRUARY 12, 2020

Kaizen events are an effective tool for harnessing the innovative ideas and creativity of your workforce to implement rapid improvement in a specific area of the organization. In the literature about Kaizen events , a lot of emphasis is put on the event itself, but we have found that often the difference between success and failure is actually the pre-event planning phase.

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Innovation Organization 52

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

Sandler Training

FEBRUARY 14, 2020

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Rule #6 – Don’t buy back tomorrow the product or service you sold today [PODCAST] appeared first on Sandler Training.

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Sales 52

Corporate Visions

FEBRUARY 14, 2020

The post Everything You Need to Know About Whiteboarding in Sales by Tim Riesterer appeared first on Corporate Visions. Whiteboarding your sales presentations is a powerful alternative to the typical PowerPoint—and research shows it can make your presentation more effective, too. You’ve likely heard the phrase, “Death by PowerPoint.” It’s become a common way to describe the mind-numbing experience of sitting through a feature-length slide presentation filled with bullet points and clip art.

Sales 52

Sales Decision-making Acquisition Value Proposition 52

Showpad

FEBRUARY 14, 2020

As of May 2020, regulations governing medical devices as part of the European Union’s Medical Device Directive (MDD) and Active Implantable Medical Device Directive (AIMDD) will be replaced by the Medical Devices Regulation (MDR). If your organisation operates in the medical device industry, don’t let compliance with previous regulations lull you into complacency.

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Manufacturing Government Marketing Organization 52

RAIN Group

FEBRUARY 12, 2020

What are the best strategies for success in sales negotiations? What do buyers really want? Which tactics work best for buyers? For sellers? How is negotiating with procurement different? The RAIN Group Center for Sales Research recently studied 713 buyers and sellers in a major global study to answer these questions and more. We analyzed data from 449 buyers representing $2.59 billion in annual purchases and 264 sellers in over 26 industries across the Americas, EMEA, and APAC.

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Negotiation Procurement Sales 52

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