The Chapman Group
NOVEMBER 9, 2020
By: Denny Chapman Jr. At first I thought that these situations were isolated incidents – Senior leaders in critical/strategic accounts either declining meetings with the strategic account manager, and pushing them down the organizational chart to meet and speak with other (less powerful and influential) team members… or current contacts not enabling conversations with their leaders.
Hubspot Sales
NOVEMBER 9, 2020
One of Hollywood’s most famous depictions of the sales world is found in Glengarry Glen Ross. Alec Baldwin’s character, Blake, is the epitome of the high-powered, low-empathy, money-driven salesperson, and gets what he wants through fear, intimidation, and profanity-laced speeches. After threatening and terrorizing a group of salesmen (no women allowed in this boiler room), Blake gets to his point – salespeople should "ABC": Always Be Closing.
SBI Growth
NOVEMBER 12, 2020
While the world innovated rapidly and continually adopts many advanced technologies, the sales environment is still catching up. In most cases, face-to-face selling was the top method or process, allowing for strong relationship building, effective communication, and the ability to.
The Center for Sales Strategy
NOVEMBER 11, 2020
Many large-scale surveys routinely find time management skills are among the most desired workforce skills, but also among the rarest skills to find. It comes as no surprise that one of the biggest challenges sales leaders face is time management. And while there are many articles and time management tools readily available, there’s also the old-fashioned sales calendar.
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.
Kainexus
NOVEMBER 10, 2020
Across the globe, healthcare leaders are working hard to implement the principles of continuous improvement in their organizations. Continuous improvement is a systematic, repeatable approach to enhancing the quality of care and patients' health outcomes. Building a culture of continuous improvement is not a short-term project or a quick fix but a journey that never ends.
Hubspot Sales
NOVEMBER 9, 2020
Business to Business , or B2B, sales occur between companies that sell products or services to other companies. This could look like a technology company selling marketing software to other companies and wholesalers selling products to supermarkets. While there are specific shared characteristics between all B2B sales, the industries they take place in require different levels of understanding and preparation on behalf of the salesperson.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Account Manager Tips
NOVEMBER 9, 2020
Is there anything worse a key account manager has to do than tell clients about a price increase? You're between a rock and hard place. Your company says to get the price rise across the line while your clients refuse to accept. Now what? . Idea in brief. Preparation Planning is everything when telling clients about a price increase. Define the context, your communication strategy, negotiation tactics and contingency plans in the event of an escalation.
Engage Selling
NOVEMBER 13, 2020
Recently, Gartner shared intriguing research to a group of us sales experts.
Hubspot Sales
NOVEMBER 10, 2020
When I was in school, I played club volleyball. It was an intense environment — we traveled all around the country playing other teams in decked out conference centers and stadiums. Our coaches took our seasons very seriously. Practices were strict, physical training was mandatory, and we were encouraged to ask for anything we needed to prepare for tournaments — extra reps, a specific food or drink, even a certain playlist on our iPods.
KAM With Passion
NOVEMBER 11, 2020
For the first KAM WITH PASSION Seen on the Web selection, I have chosen posts of three of my favorite sales practitioners and bloggers. Each of the three, always writes thoughts-provoking articles. You will probably see a lot from them in future issues of this selection. The themes covered in these 3 posts touch on some fundamental aspects of complex sales.
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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.
Sandler Training
NOVEMBER 9, 2020
Mike Montague interviews Sharlene Douthit on How to Succeed at Giving Good Feedback. The post How to Succeed at Giving Good Feedback [PODCAST] appeared first on Sandler Training.
SBI Growth
NOVEMBER 8, 2020
With the global shift to working from home, UC&C companies have witnessed a record amount of demand for their tools and services to carry on productivity away from the office. However, how are market leaders positioning themselves to be set.
Showpad
NOVEMBER 12, 2020
Today’s guest post is written by Andy Springer, Chief Client Officer of the RAIN Group. It doesn’t matter what you’re selling; effective salespeople know people don’t buy products and services. They buy solutions to needs. It’s your job then, as a seller, to uncover those needs. Unfortunately, many sellers struggle here, especially when selling virtually (at least according to buyers).
Engage Selling
NOVEMBER 13, 2020
I don’t know many people whose 2020 went “according to plan.” As we approach the end of the year, here’s some sales advice to be considering right now. 1.
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
NOVEMBER 9, 2020
At The Center for Sales Strategy (CSS), we’re big proponents of thinking like an owner — in other words, getting into the minds of the decision makers and decision influencers you call on. One of the many ways to do that is uncover and understand what financial challenges are top of mind for them, especially as we head into a new year.
Kainexus
NOVEMBER 12, 2020
We've written about standard work in the past, but it is often a topic that is overlooked or misunderstood in the continuous improvement process of many organizations, so it's definitely worth revisiting. If you’re in the process of implementing Lean , Kaizen , Six Sigma , or another method of continuous improvement , we strongly recommend making standard work a part of your process.
Openview
NOVEMBER 12, 2020
The post ‘Enterprise software is recession proof, ‘ according to a new report that tracked how the pandemic affected 400 firms appeared first on OpenView.
PandaDoc
NOVEMBER 12, 2020
There’s one aspect of sales that never changes—the importance of time. The sound of the countdown begins each day of every week of every month of every year. For the most part, the sales process comes down to two things: numbers and time. And they go hand in hand. You spend days, weeks, and months racing away against that clock to ensure that you hit quota.
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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
NOVEMBER 10, 2020
“Why interview if I can’t hire?” This is a frequently asked question this year — and understandably so. Recruiting top sales talent takes time and energy, and it feels pointless if you’re a company experiencing a hiring freeze. Let’s pause there for a minute. While not under a hiring freeze, college football teams are limited to the number of players that they can have on the roster.
PartnerTap
NOVEMBER 12, 2020
Let’s face it cold calling is hard but throw in a global pandemic and it’s even harder. If you want to gain access into key accounts, focusing on your partners is time well spent. However getting your partners to the point of sending you leads that garner successful business outcomes takes work. If you feel like you aren’t getting enough partner leads or those partner leads aren’t the Glengarry leads you’re looking for, it’s time to develop a partner mindset.
Clarity Engagement Solutions
NOVEMBER 9, 2020
The feedback from our clients is consistent. Access to decision-makers is getting more difficult. More consolidation; more complexity; more competition. New buyers; new buying criteria & processes; new players. The old approaches aren’t working and glossy marketing material and iPads are ineffective. However, pharma companies are increasingly recognizing that true customer alignment is vital for success.
Showpad
NOVEMBER 10, 2020
Content marketing is an inbound lead engine. As a methodology, content marketing supports sales enablement efforts in numerous ways such as: Generating high-quality leads at a fraction of the cost of outbound marketing or sales. Shortening the sales cycle by removing low-intent leads from nurture or outreach campaigns. Building a stronger reputation in the marketplace and owning a greater share of voice.
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!
The Center for Sales Strategy
NOVEMBER 13, 2020
- MOTIVATION -. "Leadership is unlocking people's potential to become better.". -Bill Bradley. - AROUND THE WEB -. > How Sales Jobs Could Change in the Next Decade – HubSpot. Whether we're talking about the pre-internet days or the distant future, one thing is clear: There is a gap between businesses and their customers, and sales reps function to bridge that gap.
Force Management
NOVEMBER 12, 2020
End-of-year territory reviews and planning sessions are upon us. As a leader, it's critical to support your sales managers and reps in developing a plan to drive consistent pipeline and ensure your sales team isn’t missing out on high-value accounts. Now is a great time to align your team around a consistent sales planning mindset.
Clarity Engagement Solutions
NOVEMBER 9, 2020
Traditionally the pharma industry relied on the volume of prescriptions made. The process of approval was simple: once the data showed the efficacy, safety and reliability to the regulatory agencies, the drug was approved. The product was then targeted to specific physicians and dispensed to pharmacies. Thus, market access involved little engagement with a small set of stakeholders.In emerging markets, market access as a corporate function is still not as well structured as it is in developed ma
SBI Growth
NOVEMBER 9, 2020
November 10, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in revenue growth, today announced that Ryan Tognazzini has joined the firm’s Private Equity practice as a Managing Director. Ryan originally joined SBI in 2010 as one of.
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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
PandaDoc
NOVEMBER 9, 2020
I grew up in a small town in East Tennessee called Oak Ridge. Nicknamed “The Secret City” for its instrumental role during the Manhattan Project, the city boasts one of the country’s highest PhD-per-capita rates. Many of those PHDs work at the Oak Ridge National Laboratory, internationally recognized as the home for one of the world’s fastest supercomputers.
CMOE
NOVEMBER 12, 2020
Hiring new talent is a key function of Human Resources, so the time it takes to find a suitable candidate for an open position is an important performance parameter for the HR team. Keeping the time-to-hire short is important to control recruiting costs and keep the organization running smoothly. It also ensures that you can snap up talented candidates before your competition.
Clarity Engagement Solutions
NOVEMBER 9, 2020
How you reward Key Account Managers is seen as a critical ingredient in the overall success of any Key Account Management KAM strategy. The role of a key account manager requires effective coordination of a web of complex activities. The idea behind a well-structured Key Account Management (KAM) reward program, is that the recipient should be compensated in alignment with the value they bring to their organisation’s customer engagement efforts and their individual performance.
Showpad
NOVEMBER 11, 2020
Sales enablement is a framework specific to each company — one size does not fit all. . As such, its implementation and execution across the corporate spectrum vary greatly. If your organization is aiming to improve sales effectiveness, leverage marketing collateral and win deals faster than ever before, a sales enablement program is a productive place to start.
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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