Xant
MAY 13, 2021
In 2020, 52.8% of sales reps that operated as outside sales reps went from working in the Delta lounge to working in their home offices. Sales teams navigated unexpected changes to their processes and motions and are still learning how to adapt today. As organizations solidify their plans for the new buying landscape, sales leaders are adapting to the new normal.
Insightly
MAY 13, 2021
It’s not a secret that having a deep understanding of your customer is crucial for marketing. We’ve talked about the value of creating an ideal customer profile. The more you learn about your customer, the better you can market to them and build lasting customer relationships. . But for us marketers, that’s easier said than done. Marketers rarely ever speak directly to a lead, prospect, or customer.
CoSell
MAY 11, 2021
As we head into this quarter, many people I’m talking with are wondering how the pandemic will shape the workplace trends of 2021. It’s clear that we are getting used to working virtually, and this looks likely to continue for collaborative selling. One of the core tenets of sales training is we are focused on getting results. I bet you remember the SMART methodology from your sales training days.
Account Manager Tips
MAY 14, 2021
How to be a better key account manager Do you want some quick wins to improve your key account management performance? Here are five quick tips that won't suck up a lot of time and will really help you understand where to add value. That's what key account management is about after all. Tweet. 0. Share. 0. Pin. 0. Share. 0. Block a couple of hours in your diary for some thinking time and let's do this.
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Software Sales Guru
MAY 10, 2021
The Purpose of Questions When you’re on a sales call, you should have a purpose. That purpose helps to focus your questions and guide the call, to ultimately bring about a solution. If you went to engineering school, like I did, you were taught that asking the right questions will bring you 80% of the way to a solution. You cannot jump to a solution, Read more.
Hubspot Sales
MAY 10, 2021
Think about how many conversations one salesperson has with leads and prospects over the course of a quarter. Now think about how many conversations a team of salespeople has over the course of a quarter. As a result of all of these conversations — which occur daily — many important details about your target audience and buyer personas are uncovered.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Help Scout
MAY 12, 2021
Great customer service delivers real business value. That’s a foundational belief at Help Scout, as outlined in our support-driven growth articles. Even so, it can be difficult for empathetic customer service staff to think about customers in terms of business revenue. It somehow feels more “fair” to treat every customer equally, being helpful and responsive without regard to the money involved.
The Center for Sales Strategy
MAY 12, 2021
At The Center for Sales Strategy (CSS), our mission and reason for being is to Turn Talent into Performance. Talent is foundational, but it’s not the only element. It starts with talent, but you must also develop. After you’ve selected the person, you must commit to growing and developing them if you really want to turn talent into performance. How do you grow someone?
Hubspot Sales
MAY 10, 2021
Project management doesn't exactly lend itself to freestyling. You can't really wing it and bank on your intuition to successfully guide you as you go. You have to put in a lot of thought, carefully plan, determine relevant metrics, and observe progress on an ongoing basis if you want your project to come to fruition. And you can't just trust your memory to address all those actions and elements.
Sales Readiness Group
MAY 14, 2021
Here’s a post one of my colleagues recently made on LinkedIn after a long day of prospecting: “Today, I made 114 calls. The first 100 calls resulted in zero meetings. On call 102, I booked a meeting with a VP at a hypergrowth startup. Call 105 resulted in a meeting with one of the largest retailers in Canada. Don't quit too soon.”. Boom! This post went viral, generating thousands of likes, shares, and comments as other sales professionals shared their own war stories and words of encouragement.
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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.
Help Scout
MAY 14, 2021
When you provide a tool that your customers rely on to achieve their daily goals, a common guiding value is a user-first mentality. But what does this actually mean? For Brain.fm, this means achieving as much visibility into and consistency of customer success as possible. Brain.fm was founded in 2003 by Adam Hewett with the goal of helping people focus, relax, and sleep by way of neuroscience-backed functional music.
The Center for Sales Strategy
MAY 14, 2021
- MOTIVATION -. "Don't sit down and wait for the opportunities to come. Get up and make them.”. -Madam C J. Walker. - AROUND THE WEB -. > Why Are Salespeople So Afraid Of Change? – OpenView. It breaks my heart when salespeople are resistant to change. We’ve seen it happen again and again: A new trend emerges. LinkedIn lights up with hot takes from thought leaders.
Customer Think
MAY 11, 2021
May 10, 2021. Add to rss feed. A lot of blogs on custome.
Xant
MAY 10, 2021
Reps want to spend time selling and closing. To do that, they need a continuous pool of contacts. And not only that, but they need the right contacts. A tool like PeopleFinder gives them the ability to do just that. No more guessing, just connecting with the right people. THE PROBLEM: Sales reps spend on average 35.2% (or ?) of their time selling. That’s only 14-hours in a 40-hour workweek.
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.
Zendesk
MAY 14, 2021
. . . If there’s one silver lining to the pandemic, it’s that we’re all finally talking about mental health in the workplace. And unlike masked social gatherings or 24 hour-a-day pajamas, that’s not likely to change once things get under control. “This is something that’s going to stick with us ,” said Frances Brittingham, a customer experience manager at Calm , a meditation app.
SalesPop
MAY 12, 2021
What’s the core of sales automation? To automate, streamline and track daily routine sales activities. Yet, an excellent sales automation system is much more than just facilitating sales reps. Sales automation has grown to be an essential part of many organizations’ marketing mix. Apart from taking care of mundane tasks like call scheduling, meetings, identifying prospects, or creating emails, sales automation is helping in: Offering value to the customers.
Customer Think
MAY 11, 2021
A Changing Customer Base Means Changing Customer Tastes No exceptions. Take a retailer with a long-standing base of loyal, but maturing, customers. Recognizing the lifetime limitations of its market, the merchant launched an energetic strategy to attract younger shoppers. And it worked. It worked so well, in fact, that the merchant’s fast-expanding segment of younger […].
Xant
MAY 11, 2021
SILICON SLOPES, Utah, May 11, 2021 / PRNewswire / — XANT, the enterprise leader in Guided Sales Engagement, announces the release of PeopleFinder, a Playbooks feature that identifies buyer behaviors and recommends additional ideal contacts for reps to engage so they can stop guessing and focus on selling. As part of the Playbooks Buyer Intelligence suite, PeopleFinder identifies individuals who may be part of the buying group, contacts that hold similar positions or were involved in simila
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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.
Apptivo
MAY 12, 2021
Text messaging has become a primary mode of communication among people. The wheels of time have seen significant developments in communication from smoke signals, letters, telegraphs, telephones to emails. While the SMS concept developed in 1984, the first text message was sent on December 3, 1992, by Neil Papworth. The term ‘Text Message’ is a commonly referred umbrella term for SMS (Short Message Service) and MMS (Multimedia Messaging Service).
Aepiphanni
MAY 11, 2021
Online technology and global platforms have increasingly allowed companies of all sizes to do business world-wide. As sales have increased, business teams have expanded – many of which are now scattered across the globe. Understanding how culture plays a part in team dynamics is more important than ever as a leader. According to Business News Daily , “People of diverse backgrounds and places of origin offer a mix of skills, perspectives and ideas.
Customer Think
MAY 11, 2021
Are you a business owner? Does your business really need chatbots? Well, in recent times, we have seen how companies are desperate to introduce the chatbot. This is because chatbots are changing the way brands interact with their customers, and when the chatbot is of high quality, those changes are usually positive. Bots have indeed […].
Kainexus
MAY 11, 2021
With all of the work going on to set up and run Covid-19 vaccination centers around the world, the principles of Lean process design are really helpful. But, as hard as we might try, no process is ever perfect, so having a culture of continuous improvement from the get-go is incredibly important. Many times, when you ask an employee to share an improvement idea, they might say, “I can’t think of anything.
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Peter Simoons
MAY 9, 2021
Coopetition, according to the dictionary, is “collaboration between business competitors, in the hope of mutually beneficial results”. Coopetition seems to be a word that finds its origin in the 1980s and slowly but steadily has grown into a common form of alliances and partnerships. The best-known coopetition examples of today are probably the partnerships that have been formed between pharmaceutical companies, to develop Covid-19 vaccines.
OnStrategyHQ
MAY 14, 2021
We’ve been giving the OKR framework a lot of attention lately. And for good reason; it’s a great agile framework that keeps your plan relevant and focused. These were the very reasons that Next Technik, an Australian-based NetSuite development firm, decided to adopt OKRs as their planning framework. But, as they began to develop their plan, they realized they needed help aligning their OKRs to a clear corporate strategic direction.
Crank Wheel
MAY 12, 2021
A 5-step process for salespeople selling to multiple decision makers and budget holders
Scovel
MAY 14, 2021
Sales Prospecting: Everything you need to know . You cannot close deals if you don’t have prospects. You cannot have prospects if you don’t prospect. Prospecting is very important in the sales cycle that is many times ignored by multiple sales people. This is because of the rejections that come along with prospecting. The phones don’t get picked up.
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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
Kainexus
MAY 11, 2021
DMAIC (Deh-May-Ick) tools are some of the most critical options in the continuous improvement toolbox. They are most closely associated with the Six Sigma methodology. Still, the DMAIC approach to problem-solving is also used by those who practice Lean manufacturing or don’t use a formal management structure. DMAIC is so widely used because the problem-solving framework takes teams from discovering root causes to long-term, stable standard work.
The Center for Sales Strategy
MAY 11, 2021
When you focus on a natural strength, magic happens. They say that when you spend time practicing and honing a strength you have, you can grow in that area by as much as 10xs! Investing that same effort in an area that’s not a natural strength pays little return. Imagine the improvement that a salesperson could see if they had the innate ability to ask probing questions and uncover meaningful information—and then spent time practicing and developing that ability!
Apptivo
MAY 8, 2021
Customer Success teams are what everyone is talking about nowadays. And it is because Customer Success is directly related to customer loyalty and experience. Even though customer success is crucial, many companies still do not understand its importance. Therefore, this Apptivo Customer Relationship Management blog tells you all that you should know about a Customer Success Team.
ClearPoint Strategy
MAY 13, 2021
Project management is a priority at nearly every organization today because of its effectiveness at setting proper expectations around what can be delivered, by when, and for how much money. It unites teams and coordinates efforts to achieve results—without it, projects can veer off deadlines and out of scope. Good project management helps teams do much more than deliver what’s been promised.
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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