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Sales leaders often find that commitment to change is the single most important ingredient in a successful account planning practice. A lthough change can be scary, difficult and potentially costly if not managed correctly, it is ultimately the key to achieving higher win rates, championing large buying groups, and growing revenue. The current world of sales is not for the faint of heart, and certainly not one for those who don’t like change.
In this episode, we’re continuing our season-long deep dive into the latest Media Sales Report from The Center for Sales Strategy. Today, Trey Morris, VP/ Senior Consultant here at CSS, is joining Matt to help answer the question, “Why is it getting harder to convert prospects and renew clients?
At the recent Training – PM Forum on “ Buy-in, engagement and stakeholder management ” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland. The session used the 7P model of buy-in to explore rational and emotional tools to achieve buy-in: Plan, Process, People, Psychology, Persuasion, Pressure and Patience.
CEOs want to retain the playmakers and managers that have proven themselves in the past. But for many companies, their talent may now be holding them back. It goes beyond tech augmentations and enablement, it is the fundamental hiring framework that is flawed. How has sales evolved from the past, and what should leaders look for when finding new talent?
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.
Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. A while back, I was at the park, and my phone rang. I rarely get phone calls, and I usually ignore them. This time, something felt different. I decided to pick up. Bad move — it was a salesperson. Him: Hi this is Sean calling from Bulletproof Lead Gen.
Do you ever feel like you're using your CRM, but not really using it? Many seem to fall into this trap, believing they've mastered their software when, really, they're only scratching the surface. After all, The 5th Annual Media Sales Report found that 74% of salespeople believe they use their CRM effectively. This data point may, in fact, reflect reality.
On this episode of the Sales Gravy Podcast, Jeb Blount sits down with KaTom CEO Patricia Bible to discuss what it takes to lead and sustain a hyper-growth company. Reflecting on her journey with KaTom, Patricia shared insights into the exponential growth of this hyper-growth organization. "It's been a whirlwind of achievements, challenges, and invaluable lessons," she remarked.
On this episode of the Sales Gravy Podcast, Jeb Blount sits down with KaTom CEO Patricia Bible to discuss what it takes to lead and sustain a hyper-growth company. Reflecting on her journey with KaTom, Patricia shared insights into the exponential growth of this hyper-growth organization. "It's been a whirlwind of achievements, challenges, and invaluable lessons," she remarked.
“Executive alignment is critical to growth and value creation. Nearly 75% of companies with high commercial momentum have go-to-market (GTM) leadership teams that are highly aligned.” This may sound like common sense to many executive leaders, but some companies can still have a hard time making this happen when their leaders don’t know where to start.
I‘ve been on both sides of the “how to reschedule a meeting” dilemma. I’ve found myself scrambling to book new times with contacts, and I've received my fair share of “So sorry, but I need to reschedule,” emails — and all of those instances were handled with varying degrees of tact and professionalism. It can be tough to know how to reschedule a meeting appropriately and effectively.
It takes a unique set of talents to be successful in B2B sales. People who are naturally self-motivated and have a strong desire to win consistently outperform the rest. But here’s the catch — these same people are those who crave recognition for their performance the most. Recognition isn’t just “nice to have;” but a crucial element in boosting employee motivation and job satisfaction.
Leading your organization to sustained revenue growth begins by honing your greatest asset: your talent. Every organization has its top performers, and usually others within the ranks hold the potential to become elite. When organizations invest in the learning, coaching, and development needed to level-up each team and player, they give themselves a competitive advantage at every touch-point in the customer journey.
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.
Geoff Williams, longtime SAMA Board Member and Corporate Member, boasts a distinguished career in international sales and global strategic account management. Having shaped successful programs at Schneider Electric and Danfoss, Geoff’s new role as SAMA's interim CEO brings a clear and precise vision for the future of strategic account management. In this episode, Williams’ wealth of experience and wisdom shines bright as he unravels the intricacies of SAM's role as a true business initiative, pr
Candeeze is a small husband-and-wife D2C brand that sells freeze-dried candy online. They ran a unique launch strategy on TikTok, and their most-viewed video got: 32m+ views 3.5m+ likes 54.8k+ shares 15.7k+ comments It also gained them 280k followers in seven days. There are many reasons why their launch was so successful and gained the attention of millions.
As stories of AI chatbots replacing entire customer support teams circulate, it’s easy to feel uneasy about the future. A notable incident involving a CEO who laid off 90% of his support staff after a chatbot outperformed them only adds fuel to the fire. However, let’s take a step back and assess the situation with […] The post Debunking the Myth: Why AI Enhances, Not Replaces, Human Customer Support appeared first on Groove Blog.
Not only are all bonus plans not the same, and they don’t have to be tied to higher profits (although profits are important). Read more with our guide!
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.
Gone are the days of cold calls and generic pitches. Today's buyers are well-informed, conducting thorough research before engaging with sales reps. This means your team needs to operate more as strategic advisors, understanding customer goals and demonstrating the tangible value your solutions bring.
Due to tech advancements, the consumer journey has changed a lot. The customers are already expecting too much because, through the internet, they want a personalised touch to their experience. 52% expect to use ChatGPT to answer customer questions, and 43% to outreach potential customers.
While you should always focus on your business’s competencies and objectives first, keeping an eye on your competitors provides you with ideas on how to improve your marketing approach. Competitor monitoring tools give you the power to track your competition’s wins and losses, giving you a competitive advantage within the market. That said, different competitor tracking tools bring different features and benefits to the table.
VP of People Leah Knobler shares why we outgrew our old performance management system, how we revamped the process to embrace a more performance-driven culture at Help Scout, and what we've learned along the way.
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.
Artificial Intelligence (AI) is reshaping the world at an unprecedented pace. Platforms like OpenAI and Bard are at the forefront of this movement, offering tools that amplify human potential. They enable users to generate creative content, streamline processes, and extract insights from massive data sets. These platforms have garnered significant attention due to their advanced […] The post How AI Is Going to Revolutionize Customer Support!
In November of last year, I spoke at the CX NXT – Customer Experience Summit in Dubai on the topic of failure, fumbles and fiascos in customer experience.
As a B2B business owner, it’s essential to follow up with valuable leads. It’s especially important to do so when they choose not to convert into customers. Think about how many potential customers you’re missing out on when you don’t attempt to approach those who already showed interest in your business. With the technology at our fingertips today, you can proactively reach out to visitors who are considering your solution without them needing to fill out a form.
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!
As a leader of a shared services or center of excellence team, you might wonder how to showcase your team’s business value as tangibly as sales figures do. It’s crucial to articulate a clear and measurable value proposition for your team, which can significantly ease budget discussions. Let’s explore strategies for defining your team’s impact in quantifiable terms, making your contributions as evident and persuasive as financial outcomes when budgeting time comes around.
One of the more infamous quotes in marketing is usually attributed to John Wanamaker, who reportedly said, ” Half the money I spend on advertising is wasted. The trouble is, I don’t know which half.” Cracking the code on what drives marketing effectiveness can be incredibly difficult.
If you’ve ever walked into an Aesop store, it’s a full sensory experience. The smells, the sights, the samples—and the incredibly warm and knowledgeable staff. It’s hard to imagine such a rich experience ever existing online and yet, the team at Aesop is tackling just that. The work began in 2020, when much of the world retreated from physical spaces.
B2B buyers today see many products and services as commodities: items that seem equivalent no matter who produces them. This is when a value-based selling approach—the ability to add value to your product or service—is critical. For example, you could put Lee and Levi’s in the same category of durable, affordable, classic jeans. But both of these 100-plus-year-old brands have built passionate fanbases.
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
Amidst the relentless waves of innovation and competition, OEMs, suppliers, and manufacturers in the automotive industry navigate a sea of challenges and opportunities. Technical debt, the accrued cost of code awaiting updates, is a significant obstacle. According to McKinsey , this “tax” on development comprises about 40 percent of IT balance sheets, stemming from the intense pressure to enter the market and gather feedback swiftly.
Both strategies require careful implementation and constant supervision! By John Goodman and Peter North, Customer Care Measurement & Consulting CCMC’s latest National Rage study found that 43% of Americans admit to having yelled at a service person, and over half reported having rage. 9% are seeking “revenge” against a company.
AI is radically transforming the world of customer service, and at Zendesk Relate , you’ll gain insights and best practices to lead your organization through this next wave of transformation successfully and make your business ready for AI-first service. You’ll leave with the perspective, connections, and know-how to provide more meaningful experiences, deliver automated service through next-gen digital agents that customers love, and equip your agents and admins with the knowledge to harness cu
As the saying goes, “change is the only constant,” and 2023 was no exception. The market saw many problems in sales: inflation and global conflicts roiled markets, causing some companies to tighten budgets and delay expenditures. B2B sellers often faced friction in the buying process, forcing them to cede more control to buyers, increase transparency […] The post Five Key Sales Challenges to Overcome in 2024 appeared first on Revegy.
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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