Hubspot Sales
FEBRUARY 24, 2020
Social media has come a long way from the days of MySpace in the mid-2000s. Platforms that were once used to simply share photographs and keep in touch with contacts are now a major part of our daily lives, with the average adult spending nearly two and a half hours per day on social media. These apps are also an integral part of how modern companies do business.
SBI Growth
FEBRUARY 26, 2020
Historically, discussions about “the customer experience” have been code for “let’s talk about some quick wins to improve our renewal rates before the end of the next quarter.” But more recently, CX has joined product, marketing, and sales as another.
Engage Selling
FEBRUARY 26, 2020
Imagine you’re preparing a delicious meal and you’re short on olive oil. Would you add vinegar to make that oil go further? Of course not! Those are complementary ingredients, not interchangeable ones.
Groove HQ
FEBRUARY 25, 2020
We went from overwhelmed to well-oiled machine using the magical power of tags. The post Customer Service Ticketing System Magic: We Cut Response Time by 50% Using This Feature appeared first on Groove Blog.
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.
Hubspot Sales
FEBRUARY 27, 2020
In a letter he wrote to Jean-Baptiste Le Roy in 1789, Benjamin Franklin famously wrote, "In this world, nothing can be said to be certain, except death, taxes, and the utility of a shared repository for customer contact information in terms of helping a business's sales efforts — no matter its scale, structure, or industry.". I might have taken some creative liberty with the last part of that quote, but it doesn't make it any less true.
SBI Growth
FEBRUARY 28, 2020
Now that you’ve defined and kicked off your strategy for the year, it’s time to take a look at your team’s operational efficiency. Where are you getting bogged down? What are the biggest pain points in your processes? Through our.
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
FEBRUARY 24, 2020
Take this five-question quiz to set the foundation for this blog post—simply answer agree or disagree. 1. I interview sales candidates every week, even if I don’t have openings on my staff. 2. I find my best sales candidates when I’m under the gun and have openings on my staff. 3. I move out underperforming sellers often because I keep a talent bank of qualified prospects. 4.
Hubspot Sales
FEBRUARY 25, 2020
Let’s say you’re a salesperson, selling a B2B cloud computing solution. Your product is exceptional, but your business is relatively new and, in turn, relatively unknown. The vast majority of companies don’t know who you are, how reliable you can be, and what your product is capable of. With all that in mind, do you think you could walk into a large enterprise’s lobby, land a meeting with the CEO, and convince them to overhaul the entire company’s cloud computing infrastructure and implement you
Miller Heiman Group
FEBRUARY 25, 2020
Sales organizations face a paradox: although many continue to increase hiring, attrition is on the rise, according to our 2018-2019 Sales Performance Report , creating a major pain point. What’s the problem? Though sales organizations hire more sellers than ever to grow their business and compensate for losing salespeople, studies show that they may not be following hiring best practices: 84% of sales leaders say they lack the sales talent they need to succeed in the future.
Engage Selling
FEBRUARY 27, 2020
How often does your sales team take the time to reflect? What do I mean by this? Look, it’s no secret that salespeople work hard and often put in long hours.
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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.
The Center for Sales Strategy
FEBRUARY 26, 2020
The top organizations in any marketplace place a high value on their people because they are the foundation on which success is built. They place an even higher value on managers who can develop top performers. Yet, all too often, business leaders hire people they believe in and sit back to see what they can do.
Sales Gravy
FEBRUARY 25, 2020
Projecting, which is all too common for salespeople, will cost you dearly at the sales negotiation table. A few years back, my wife and I bought our dream home. It was on a stretch of farmland—exactly what we’d always wanted. We both knew in our hearts that it would be the last home we ever bought. This was where we planned to spend the rest of our lives.
Miller Heiman Group
FEBRUARY 27, 2020
It’s hard out there for your average sales manager. Sales trends like ever-expanding buyer expectations, changing sales methodologies and nonstop transformation initiatives have coalesced to make their role more challenging than ever. Sales managers now routinely navigate: Increased managerial expectations and responsibilities. Access to more data and information (but this access does not always lead to more actionable insights).
Showpad
FEBRUARY 24, 2020
Sales enablement continues to move from being a competitive advantage to a must-have asset for organizations that want to shorten the sales cycle, convert more customers and generate revenue. . Developing and executing a lucrative strategy requires involvement from sales leadership, reps, enablement professionals and marketing — not to mention sales enablement software that drives and supports your efforts.
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.
Revegy
FEBRUARY 25, 2020
The average size of a buying group has gone from 5.4 stakeholders in 2014 to 10.0 in 2018 [footnote 1], which highlights the need to tailor sales messages for each buyer persona. Yet, a recent survey by FinListics Solutions, the solution for financial analytics that power Insight-Led Selling® and Revegy, a leading technology platform for customer revenue optimization, reveals that only 26 percent of sales organizations believe they do this very well.
The Center for Sales Strategy
FEBRUARY 28, 2020
- MOTIVATION -. "Many receive advice, only the wise profit from it.". - Harper Lee. - AROUND THE WEB -. > How to Coach Underperforming Sales Reps– CloserIQ. Coaching underperforming sales reps is one of the biggest challenges that managers face. Too often, managers focus on the symptoms of a representative’s underperformance rather than the root causes.
SBI Growth
FEBRUARY 26, 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.
Drift
FEBRUARY 24, 2020
My days are ruled by a lot of things: Meetings with my marketers. Meetings with sales. Meetings with our senior leadership team. Webinars. Pipeline. Forecasting. Reporting. Ensuring my kids don’t burn the house down. And, of course, MarTech. MarTech rules my world. That means every morning and all day long my email inbox is filled with sales reps trying to sell me some new piece of software. 90%.
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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.
Kainexus
FEBRUARY 25, 2020
Has your organization started a quality improvement program with great fanfare and a ton of enthusiasm only to see it peter out over time? If so, you are not alone. Starting down the path to continuous improvement is easy. Sustaining momentum is not. This post examines some of the most common reasons that CI programs go off the rails and how you can avoid or recover from them.
The Center for Sales Strategy
FEBRUARY 25, 2020
As sales professionals, one of the biggest challenges we face is trying to connect with a new prospect. With so many different touchpoints, it’s easy for a prospect to avoid or ignore your voicemails, emails, texts, or LinkedIn request. If you want your message to stand out, it’s critical that you have a solid valid business reason (VBR) that establishes you as trusted and valued.
SBI Growth
FEBRUARY 25, 2020
Over the past two and a half decades, Cloud-based software delivery has transformed the marketplace with Software as a Service (SaaS) becoming the default way that customers purchase almost any software. This has changed the dynamics between vendor and customer.
Sandler Training
FEBRUARY 27, 2020
Mike Montague interviews Nema Semnani on How to Succeed at Team Selling. The post How to Succeed at Team Selling appeared first on Sandler Training.
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!
Performance Methods
FEBRUARY 28, 2020
The post PMI & NetApp Case Study: Applying Value-Focused Selling for a Sales Transformation appeared first on Performance Methods, Inc.
Strategic Planning and Management Insights
FEBRUARY 24, 2020
In this episode of the Strategy & Leadership Podcast , we're joined by Aviv Shahar: author of 'Create New Futures' and founder of Aviv Consulting. Aviv was born and raised in Israel, and was originally trained to fly supersonic jets in the Israeli Airforce. Since then, he has spent three decades gaining valuable experience working on the executive leadership teams of Fortune 500 companies.
Sales Management Matters
FEBRUARY 27, 2020
Join us at Simon-Kucher & Partners’ Atlanta Pricing and Sales Strategy Forum on the afternoon of March 12th at the Waldorf Astoria Atlanta Buckhead. This event features a diverse group of industry experts, including the Chief Executive Officer at Foot Levelers, the Vice President of Customer Operations at Iconex, Investment Operations at Marblegate Asset Management LLC, the Head of Commercial Strategy at Trustly, the Senior Portfolio Manager at Louisiana-Pacific Corporation and experts
Strikedeck
FEBRUARY 25, 2020
Vincent Manlapaz, in an interview with Arjun Pillai, talks about the importance of developing and shaping customer’s experience.
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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
Showpad
FEBRUARY 25, 2020
Es ist geschafft, der „ War for Talents “ gewonnen und die offenen Stellen besetzt. Damit ist die Arbeit jedoch noch nicht getan. Denn die neuen Mitarbeiter brauchen ein effektives Onboarding. Es legt den Grundstein für eine erfolgreiche Zusammenarbeit zwischen Unternehmen und Mitarbeiter. Hierzu zählen alle ab Vertragsunterzeichnung anstehenden Prozesse.
Sales Gravy
FEBRUARY 22, 2020
The Four Types of Sales Objections Jeb Blount, the Author of Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No does a deep dive into the four objections you face in sales. You'll learn techniques that you can use on your next sales call to skip past sales objections. On this episode, I have a conversation with Chris McDonough.
SBI
FEBRUARY 23, 2020
SalesTech Video Review: Brainshark. Brainshark is a data-driven sales readiness platform. That means you can prepare your client-facing teams with the knowledge and skills to perform at the highest level and the score cards to know what’s working and how to improve. When you’re able to correlate readiness to revenue, you can optimize your readiness programs and revenue at the same time. - Nancy Nardin, Smart Selling Tools.
CMOE
FEBRUARY 26, 2020
Leading and managing others is a huge responsibility that can feel even more daunting if you’re new to a leadership role. There are a lot of skills to learn and rules to remember. One of the hardest parts of any management position is figuring out how to do the best possible job without getting behind on your own tasks or alienating your employees. A manager has more tasks to complete than any of the employees who report to them because they are ultimately responsible for everything their worker
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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