Hubspot Sales

FEBRUARY 11, 2019

Being your own boss, calling all the shots, hustling to hit your goals -- for many people, entrepreneurship is the ultimate career goal. But as awesome as running your own business sounds, it's also incredibly difficult. How difficult? 75% of startups fail. Entrepreneurs are also more anxious than other people and experience more day-to-day stress. After all, when you're responsible for the bottom line, every setback falls on you personally.

Investors 145

Investors Small Business Brainstorming Banking 145

SBI Growth

FEBRUARY 12, 2019

Sales 105

Sales Organization Communication Marketing 105

Groove HQ

FEBRUARY 13, 2019

When it comes to doing business online, ecommerce is among the most challenging industries to be in—and ecommerce customer service is no joke, either. The proliferation of platforms like Shopify and WooCommerce makes setting up shop virtually free, so you constantly have to battle nimble entrants trying to steal a slice of the pie. At […]. The post The Little Big Guide to Ecommerce Customer Service appeared first on Groove Blog.

eCommerce 104

eCommerce 104

Openview

FEBRUARY 11, 2019

Being a salesperson isn’t just about knowing the ins and outs of your product. You may have all the answers to commonly asked questions and have no problem pitching your product, but your value proposition only goes so far. In order to be successful, you have to be able to identify the needs of each potential customer. A needs-based salesperson is the gateway between brands and consumers.

B2B 101

B2B Value Proposition Media Digitalization 101

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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

Hubspot Sales

FEBRUARY 15, 2019

The way we interact with people is changing, both in our personal and professional lives. When we send text messages to friends and emails to colleagues, we expect a quick reply. And whether we're instant messaging a co-worker or chatting with customer support on our favorite website, we often get a response almost instantly. Wouldn't it be great if your sales team could connect with prospects in a similar way?

Software 145

Software Software Co-Creation CRM 145

SBI Growth

FEBRUARY 15, 2019

Sales 104

Sales Marketing 104

RAIN Group

FEBRUARY 13, 2019

This article was originally published on the Sales Enablement Society. Sellers often complain that it's impossible to get through to buyers. Gatekeepers are tough. Buyers are busy. Calls go to voicemail. Email goes to junk. The list goes on. While getting through certainly isn't easy, sellers who work at it do get through. In fact, 82% of buyers say they accept meetings at least sometimes with sellers who reach out to them.

Publishing 91

Publishing Meetings Sales 91

Hubspot Sales

FEBRUARY 14, 2019

How do you manage your contacts and deals? If you're manually keeping track of them with spreadsheets and documents, you're likely in need of some automation and organization. Manual data entry can result in missing contact information due to human error. Plus, it's difficult to keep team members in the loop about contact and deal movement. And transferring customer ownership if a salesperson leaves the company is a challenge.

CRM 134

CRM Organization Communication Management 134

Nutshell

FEBRUARY 13, 2019

Even if your hiring process is bringing in the right talent, you can’t expect your new rock-star sales reps to succeed without an equally effective onboarding plan. Generally speaking, employee onboarding is the process of training a new team member and integrating them into your organization. Onboarding sales reps can include typical best practices like having them review your employee handbook and attend orientation meetings, but it should also incorporate training and engagement elements to b

Onboarding 82

Onboarding Sales Co-Creation Organization 82

Miller Heiman Group

FEBRUARY 11, 2019

CSOs, CFOs and CMOs (and salespeople) should be troubled by the outcome of deal forecasts in 2018. Just 47 percent of forecasted opportunities resulted in wins, identical to 2017, while losses of forecast deals increased to 32 percent. On its face, this looks like a dire moment. But the new “Selling in the Age of Ceaseless Change: The 2018-2019 Sales Performance Report ” from CSO Insights , the research division of Miller Heiman Group , finds a bright spot for sellers who are prioritizing relati

Stakeholders 96

Stakeholders Prioritization Leadership Sales 96

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.

SBI Growth

FEBRUARY 14, 2019

HR leaders work for months creating Talent Programs that target sales and marketing employees. There is substantial pressure on making sure that the spend is worth the efforts. The programs have been meticulously created, the work has been done and.

Marketing 81

Marketing Sales Organization 81

MTD Sales Training

FEBRUARY 11, 2019

There are many times when a sale can stall in its progress and there are many reasons for it occurring. One of the most common is the issue of price, where a prospect has not yet seen the value of paying the price for your products or services. Why does this happen? Naturally, it’s because people associate what they have to pay with how useful the solution will be for their current situation.

Decision-making 79

Decision-making Sales Training Profitability Sales 79

The Center for Sales Strategy

FEBRUARY 14, 2019

You called. Left a message. "Maybe they're busy," you think. Or, "maybe they just don't return calls." Perhaps it's neither of these. Maybe it's on you. Maybe you just haven't given them a compelling enough reason to call you back. If you want people to call you back, you need to give them a reason. If the reason you are providing is something along the lines of, "I have a really great idea to share with you," then you sound just like the other 25 calls they've received.

Sales 78

Sales 78

Engage Selling

FEBRUARY 15, 2019

???????Ten years ago, I was working with clients where we were focused on their business as a speciality item.

Banking 75

Banking Sales Client Relationships Profitability 75

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

SBI Growth

FEBRUARY 11, 2019

First, what is Customer Experience and why should you care? Private Equity firms care about Customer Experience (Cx), because it is key to driving revenue growth, maximizing reducing the expense to bookings ratio, while providing customers with a great interaction.

Customer Experience 78

Customer Experience Organization 78

Miller Heiman Group

FEBRUARY 13, 2019

When managing top-tier accounts in consolidated markets, it’s critical to work strategically to close more deals. Unfortunately, in large markets controlled by a small number of companies, such as automobile manufacturing or medical devices, this can be riddled with challenges. Losing a strategic account represents a monumental loss and you may find yourself banging your head against a wall, asking where you went wrong or if you missed early warning signs.

Account Management 69

Account Management Value Proposition Marketing Management 69

The Center for Sales Strategy

FEBRUARY 15, 2019

- MOTIVATION -. "THE MOST UNPROFITABLE ITEM EVER MANUFACTURED IS AN EXCUSE". -JOHN MASON. - AROUND THE WEB -. > Three New Selling Skills You Need to Win with Buyers — Selling Power. Effective sales professionals are recognizing that the skills needed today look different from conventional selling capabilities. Uptiering, asserting, and aligning are all part of the new playbook.

Manufacturing 68

Manufacturing Sales 68

Showpad

FEBRUARY 14, 2019

Let’s face it; prospecting isn’t the most fun part of selling. However, it is a crucial part of finding potential buyers, developing relationships with them, and closing deals. Without prospecting, reps have no one to actually sell to. In the next blog in our “Sales Enablement Defined” series, we’ll talk about sales prospecting and where it fits into the sales enablement ecosystem.

Value Proposition 66

Value Proposition Sales Prioritization Internet 66

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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

Kainexus

FEBRUARY 12, 2019

No executive in the world would turn down operational excellence if you handed it to them on a platter even if they don’t exactly know what it is. It just sounds like something awesome. But operational excellence isn’t like an hors d'oeuvre you can pluck off a tray. In order to be achieved, it must be clearly understood, injected into the culture, and supported with a methodology to guide decisions.

Marketing 57

Marketing 57

Strikedeck

FEBRUARY 12, 2019

Robert shares his best tips for how to speak to customers so that they are inclined to listen and understand.

Onboarding 55

Onboarding Customer Success 55

The Center for Sales Strategy

FEBRUARY 11, 2019

January is history, and some sellers are already singing the blues because their year is off to a cold start. That’s the bad news… here’s the good new s ; it is not too late to make some changes to accelerate revenue and improve sales performance. Here’s a list of five things to get 2019 back on track and heat up sales revenue!

Sales 68

Sales Account Growth Management 68

Sales Readiness Group

FEBRUARY 13, 2019

In today’s crowded marketplace, it’s easy to forget how many choices your buyer has. Buyers have a difficult time differentiating your solution from the competition’s solution. What may be an obvious distinction to you may not be so apparent to the buyer. So you need to explain why the buyer should select your solution instead of the alternatives. Skilled sales reps differentiate their solutions by highlight features that are important to the buyer where they're strong, and their competitors are

Sales 54

Sales 54

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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

Outbound Engine

FEBRUARY 11, 2019

Let’s make something clear: email is not dead. Thinkpiece authors and marketing thought leaders have been predicting email’s death for a decade or more, but the data shows that email is just as ubiquitous as ever. And not only is it an all-but-universal marketing channel, it’s also an effective one. In most studies, email has a higher ROI than all traditional channels and even beats social media on many key metrics.

Software 53

Software Software Marketing CRM 53

Engage Selling

FEBRUARY 9, 2019

So far in this series on generosity, I’ve talked about how selling is about giving and being in service to others.

Sales Training 48

Sales Training Sales Leadership Leadership Sales 48

The Center for Sales Strategy

FEBRUARY 13, 2019

We always talk to our salespeople about having better business acumen, and we teach them to speak like a business owner. This gives sellers leverage and credibility when talking with prospects and customers. Growing up, my dad always told me that if you just read the front page of The Wall Street Journal, you'd be more informed than 95% of the business people out there that you'd be talking to.

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67

SBI

FEBRUARY 12, 2019

How AI is Poised to Transform Sales. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Tom Victory , VP of Marketing at Aviso. NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS? TOM: Although there are a lot of emerging technologies debuting in the sales and marketing space, Aviso is singularly focused on advancing the adoption

Sales 42

Sales Leadership Organization Marketing 42

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

Kainexus

FEBRUARY 13, 2019

Are you trying to spread an improvement culture without the improvement software? You invest in software for all of the important parts of your business, right? People. That software exists for continuous improvement, too. When you started on your improvement journey, you may not realize it, but you actually already made a technology decision. I bet you probably managed the work in spreadsheets and bulletin boards - these are technology!

Software 40

Software Software Decision-making Organization 40

Analytics-Based Performance Management

FEBRUARY 15, 2019

There is a widening gap between what the CFO and accountants report and what internal managers and employee teams want and need. This does not mean that information produced by the accountants is of little value. In the last few decades, management accountants have made significant strides in improving the utility and accuracy of the costs they calculate and report.

Decision-making 40

Decision-making Profitability Banking Retail 40

The Center for Sales Strategy

FEBRUARY 12, 2019

I can't get enough of Marie Kondo. Unless you are completely removed from social media or Netflix, you know her to be the spiritual guide to decluttering your living space on her Netlfix original series, " Tidying Up With Marie Kondo." I am a believer and often ask myself, "Does this spark joy?" and after my recent one-on-one coaching calls with salespeople from all over the country, many seem to feel as if their Account Lists are cluttered and could use some of Marie's guidance!

Media 67

Media Management Account Growth Sales 67

SBI

FEBRUARY 14, 2019

Why Sales Enablement Needs To Be Measured in Salesforce. We have an enablement problem… People think we suck at enabling our reps because we can’t prove its impact. Many SaaS companies struggle with ramp time, and it’s getting worse over time. The Bridge Group reports that on average, it takes 5 or more months for new sales reps to ramp at SaaS companies today.

Onboarding 42

Onboarding Sales CRM Publishing 42

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