Upland
OCTOBER 13, 2020
There’s a reason that the “murder board” offers such a strong visual representation of a case and is seen in some of our most favorite crime-shows. When a detective puts photos of all the suspects and their associates on a wall with strings mapping out details and relationships, it’s a great way to visualize how the characters relate to each other as part of a more extensive investigation.
Engage Selling
OCTOBER 15, 2020
Is your team getting virtual communication right? Communication in 2019 meant something different than it does in 2020.
Force Management
OCTOBER 15, 2020
We spend a lot of time on our blog talking about challenges our customers face and possible solutions. We try to practice what we preach, making our blog content focused on our customer, and less about us. However, today we are breaking with the norm and sharing a little more about Force Management to help you align on your biggest opportunity to drive sales impact.
SBI Growth
OCTOBER 11, 2020
The software industry has experienced more disruption in the last 6 months than in the previous 10 years. With an increased need for online purchasing, content management, payment processing, and more, leading software CEOs have navigated changes in demand drivers.
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.
PandaDoc
OCTOBER 14, 2020
The Request For Proposal (RFP) process is broken, flawed, and disorganized. It is a complicated business routine that is vital to companies progressing, expanding, and forging partnerships where both sides win. When you’re down in the weeds, entangled in the messy process, it can be hard to figure out how to make improvements. Luckily, technology is our saving grace.
Hubspot Sales
OCTOBER 14, 2020
Social media is used by businesses across all industries to reach their target audience members. For example, you might hear about a company using Instagram to market their products, LinkedIn to share industry expertise and insights, or Facebook Messenger to respond to customer service queries. Less frequently do we hear about social media being used by sales reps as a way to identify, connect with, educate, nurture, speak to, and convert prospects — this process is known as social selling.
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
OCTOBER 12, 2020
Are you one of the 63% of businesses that have problems getting traffic and leads? Or are your salespeople part of the 44% that give up after one rejection? It happens to everyone in sales. You connect with a prospect, conduct a needs analysis, maybe even give a stellar presentation, but something happens along the way, and the prospect stalls. Do you know it takes six to eight follow-ups for sales leads to convert to paying customers?
Sandler Training
OCTOBER 15, 2020
Everyone wants to know what business closed today. Or this week. Or this quarter. But is that really all we should be asking? Make no mistake. These are all critical key performance indicators (KPIs). It’s worth noticing, though, that what closed today, this week, and this quarter all are lagging indicators. Arguably more important in… The post Sandler Research Center Report: Pipeline Health appeared first on Sandler Training.
Hubspot Sales
OCTOBER 14, 2020
A solid, carefully coordinated dry run is a big help in any context. Having a feel for what to expect, what can go wrong, and what you need to do better makes literally any situation run more smoothly — and sales calls are no exception. As a salesperson, you don't want to go into a call blindly — especially if you're newer to the game. You want to have your feet beneath you to set yourself up for success.
Engage Selling
OCTOBER 16, 2020
Email prospecting: we’re relying on it more and more during this new selling environment. However, unfortunately, the ratio of prospecting emails sent to responses are getting worse.
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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
OCTOBER 14, 2020
Just securing an appointment is one of the most difficult steps in the entire sales process. Having a referral or industry success story makes this task a little easier (so, use them if you have them). But, what do you use if you don’t have either at your disposal? What if you just can't get the appointment?
Sandler Training
OCTOBER 13, 2020
Given the upheavals and uncertainty of 2020, many leaders and salespeople have been asking us what we see on the horizon as the next year approaches. What skills and adaptations will be necessary not just to survive, but to thrive in 2021? After meeting with tens of thousands of sales professionals this year, we would… The post Sales Professionals: What is on the Horizon for 2021?
Hubspot Sales
OCTOBER 12, 2020
Predicting the outcome of a deal is like predicting a tornado. If you say, "There’s a tornado coming — I know because I can see it," no one’s impressed. The same is true for a deal that’s obviously very close to closing. On the other hand, if you say, "There’s a tornado coming in the next half hour — I know because of these X conditions,” you give everyone a chance to prepare.
PandaDoc
OCTOBER 14, 2020
Storytelling is one of our oldest forms of communication and is an excellent persuasive tool. Stories do the job better than facts – you only have to look to the tabloid news cycle to see that. It’s also clear that, however fictional, stories can profoundly impact actions in reality, as the ‘Jaws effect’ proves. Despite their power, many brands aren’t utilizing storytelling techniques in their sales strategy.
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.
Sales Gravy
OCTOBER 16, 2020
The Fine Art of Blending Text Messaging Into Your Account Management Process I love blending text messaging into my account management process. As a communication tool, it’s fast, efficient, less formal than email, and allows for arm’s-length, nonintrusive, synchronous communication that still feels personal. There are two reasons why blending text messaging into your account management process works: It’s mobile.
Sandler Training
OCTOBER 13, 2020
Mike Montague interviews John Livesay on How to Succeed at Better Selling Through Storytelling. Find John Livesay at: [link] In this episode: Best attitude, behavior, and technique to succeed at better selling through storytelling Turn a case study into a case story and people will listen and remember you The key to dealing with rejection is,… The post How to Succeed at Better Selling through Storytelling [PODCAST] appeared first on Sandler Training.
Hubspot Sales
OCTOBER 15, 2020
Running a retail business feels more complicated today than ever before. To survive in a competitive market, brands must be agile. They also need to make many crucial decisions. Add in a global pandemic and its economic impacts , and success can seem an impossible task. At heart, though, retail remains straightforward. You must provide products that consumers genuinely desire.
The Center for Sales Strategy
OCTOBER 16, 2020
- MOTIVATION -. "Management is doing things right; leadership is doing the right things.". -Peter Drucker. - AROUND THE WEB -. > You Should be Using Video Sales Letters Instead of Emails– Sales Fuel. Which would you rather do: Read a letter or watch a short video? You probably agree with most people and would choose the video, right? It’s just easier that way.
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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.
Groove HQ
OCTOBER 15, 2020
Here's an ultra-practical guide to help non-technical founders (and customers alike) troubleshoot and resolve issues. The post 5 Steps To Troubleshooting Technical Issues Quicker appeared first on Groove Blog.
PandaDoc
OCTOBER 15, 2020
Collaboration is the single most important ingredient to a successful project. “97% of employees and executives believe lack of alignment within a team impacts the outcome of a task or project.” -Mckinsey & Co. Collaboration 101: What is Collaboration? Collaboration is when a group works together to accomplish a common goal. According to Salesforce, 86% of employees and executives cite a lack of collaboration or ineffective communication for workplace failures.
Hubspot Sales
OCTOBER 13, 2020
Do you have a new class of sales development reps starting soon? If so, you're probably thinking about how to train them and conduct effective coaching. While it might seem like a hassle to spend a lot of time on training, it's crucial to prioritize. Did you know that most SDRs require 4.1 months to fully ramp ? That's why training is so important for your sales team.
Kainexus
OCTOBER 14, 2020
Modern leaders are fortunate to have a host of proven continuous improvement tools like DMAIC , Standard Work, kanban, Hoshin Kanri , and more. We owe a lot to those who pioneered Lean management and other methodologies that bake quality improvement into daily business processes. These tools are available to everyone, but not all organizations that strive for improvement achieve it.
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!
Excelerate
OCTOBER 11, 2020
Security Should be Top of Mind for All Businesses – Large or Small According to Secureworld, attackers are relying on emotional triggers such as greed, curiosity, urgency, helpfulness, and fear to take control of systems. This means they are ignoring the front door and sending targeted spear phishing emails instead. For many of you reading this post, it is quite possible you have already handed someone your digital keys.
RAIN Group
OCTOBER 14, 2020
How sales happen has changed significantly in just the last several months, and these changes are here to stay. Selling virtually has proven to be a challenge for even the most seasoned sellers. It requires sellers to be more strategic, more deliberate, and more proactive than ever before. It requires a refocused approach because the rules have changed.
Hubspot Sales
OCTOBER 12, 2020
As a B2B sales pro or account executive, you know how important it is to make a good first impression with a potential client. However, in today’s competitive business environment when buyers are experiencing Zoom fatigue and information overload, making a good first impression and standing out from the competition is no easy feat. Endless pitch decks that focus more on the seller’s desire to land the deal than the needs of the customer are disengaging and tiresome for buyers who are overwhelmed
The Center for Sales Strategy
OCTOBER 15, 2020
Marketing content isn’t just for branding and lead generation anymore. Today’s buyers aren’t interested in being sold. Instead, they want to be educated and informed. Consequently, it’s more important than ever that sales teams have access to content relevant to their prospect’s business problems and positions the seller and the organization as thought leaders and subject matter experts.
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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
Nimble Business Success
OCTOBER 16, 2020
There’s no shortage of options when it comes to automating business processes. Integration tools like Zapier and Unito are making automation easy and inexpensive – especially when compared to the effort of building brand new features into an existing software product. There’s also no shortage of reasons for automation. Manual operations are prone to errors […].
SBI Growth
OCTOBER 15, 2020
You are to the point where you have built the ideal go-to-market strategy, completed a thorough buyer segmentation, and you even pulled together a Rockstar sales playbook. You have clearly defined buyer personas and even a well-defined buyer’s journey. You.
Hubspot Sales
OCTOBER 12, 2020
Most sales reps work independently. They have their own quotas, are judged by KPIs specific to their individual performance, and often literally compete with their fellow reps. Their operations are often siloed — particularly when it comes to reps operating in different roles. The sales pod format challenges that convention. It's a team structure that binds a handful of reps — operating at different levels within a sales organization — to collaborate, work, and be evaluated as a cohesive unit.
Openview
OCTOBER 14, 2020
BOSTON, Oct. 14, 2020 – OpenView Venture Partners, a leading venture capital firm focused on business software, announced the closing of its sixth fund at the end of the second quarter. The Fund was oversubscribed, reaching its hard cap of $450 million in commitments. OpenView will maintain its focused strategy of high conviction, concentrated venture investments in business software companies on the path to be large and enduring businesses. “We are excited to continue to partner wit
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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