Upland
JULY 9, 2020
Political strategist James Carville famously noted, “It’s the economy stupid” to remind his team to maintain their focus on the most important issue of the presidential campaign. That same advice is just as timely today for B2B sales and marketing leaders facing significant headwinds with COVID-19 and a very conservative spending climate. It’s a challenging market.
Showpad
JULY 7, 2020
Welcome to the second post of this blog series for executives. . In this edition, I’ll be discussing the three most critical success factors when it comes to sales enablement. Did sales enablement success factors change during COVID-19? . The COVID-19 crisis has challenged all areas of our lives; not only in business. There are almost no comfort zones any longer.
Hubspot Sales
JULY 6, 2020
The concept of integrity seems inherently at odds with some prospects' perceptions of sales professionals. It's a field partially-defined by the cliche of the sleazy salesperson — the one on the used car lot that knowingly sells you a lemon or any other borderline con-person who's out for cash and nothing else. In reality, that cliche couldn't be more far off.
Account Manager Tips
JULY 9, 2020
Your first 90 days in a new job as an account manager are the most challenging.and with the most at stake. Why? Because while you're trying to figure it all out, everything you do is being viewed through a microscope. A 30 60 90 day success plan is essential to help transition from your old job to your new one. You'll secure early wins, build credibility quickly and earn the confidence of your clients, your colleagues and your boss.
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.
The Center for Sales Strategy
JULY 6, 2020
Have you ever participated in a trust building exercise? They have been the craze for years. There have been a few fun ones, like Escape Rooms, but there have also been a few you wish to forget, like “trust fall.” Seriously, who enjoys blindly falling backwards hoping someone will catch us?! Team building exercises are a great way to form relationships and build reciprocity.
Nutshell
JULY 10, 2020
Real estate marketing online is the wild west. There are good guys, bad guys, and no shortage of ugly. Real estate marketing is all about building your personal brand and creating an environment where your prospects feel comfortable reaching out to you, or “converting,” as they say in the biz. Unfortunately, there are many real estate agents who completely missed the memo.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Miller Heiman Group
JULY 7, 2020
Sellers aren’t alone in suffering through the impacts of COVID-19: your customers are likely feeling the same pressures and stresses that are plaguing you and keeping you awake at night. Before you can sell to your customers, you need to understand their mindset and, more importantly, recognize how their mindset affects their decision-making. And you need to avoid the three deadly sins that trigger inaction.
The Center for Sales Strategy
JULY 7, 2020
History is fascinating! You can learn so much from the past. The History channel offers some amazing documentaries that can enlightening for those of us that want to learn from the past to improve our future. One of the most popular series on History is the "The Men Who Built America". These epic documentaries tell the story of how great men and women shaped our country through their entrepreneurial spirits and built companies and brands that built America.
Nutshell
JULY 10, 2020
Nutshell’s BOUNDLESS 2020 event was full of insights from big names in sales, marketing, and customer success. This writeup is based on a webinar interview of Christine Volden, a leading sales and CRM evangelist and the founder of SoulfulSelling.com. The original interview was conducted by Nutshell’s Head of Customer Experience, Katherine Mays , at Nutshell’s 2020 BOUNDLESS. .
Hubspot Sales
JULY 9, 2020
Every company wants its sales to exceed its expectations. No organization wants to fall short of its projections, so it's vital that every company consistently refines its forecasting methods and ensures that each facet of its business is working to the best of its ability. That's no secret. It's fairly straightforward. What's less obvious is tracking whether a product's sales are underperforming, to what degree they might be lagging, and figuring out how to remedy that problem at hand.
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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.
Engage Selling
JULY 10, 2020
In this week’s Sales Leader, I explore the importance of being aware and prepared for sales calls.
Kainexus
JULY 8, 2020
Effective cross functional collaboration can be the key to tackling an organization’s toughest problems. Cross functional teams can serve as pockets of innovation, and they can improve both individual and group performance. There’s very little question about their value. The question is, why are cross functional teams so difficult to manage and maintain?
Nutshell
JULY 6, 2020
Effective email outreach is like walking a tightrope. You have to personalize the messages you send in order to get a response. But if you spend too much time on each email, you’ll never be able to scale your efforts. What’s a sales rep to do? The answer is to invest in sales engagement software! Keep reading to learn what sales engagement software is, why it’s beneficial, and how to use these tools to better personalize your automated outreach efforts and boost productivity. .
Hubspot Sales
JULY 10, 2020
For B2B brands, connecting on a personal level is crucial to turn prospects into clients. It’s why so many companies hold and attend conferences and other major events. For a skillful B2B salesperson, speaking directly to a roomful of people is a goldmine for lead generation. However, things don’t always go according to plan. There are many reasons you might have to cancel your upcoming B2B events.
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
JULY 8, 2020
Let’s face it—if you don’t have revenue attribution in place, you’re behind the curve. B2B companies are realizing an average lift of 15 to 18 percent in revenue as a result of implementing closed-loop revenue attribution and optimizing investments across.
Excelerate
JULY 6, 2020
Although “big data” has been on the scene for more than a decade, many companies still struggle with how to use data to help them succeed in the marketplace. Challenges for companies of all sizes include how to utilize existing data in disparate systems, how to maintain that data and how best to leverage the data to create a competitive advantage. Data-driven decisioning doesn’t have to be a big, scary investment for your company.
The Center for Sales Strategy
JULY 8, 2020
How fast does your team move when a lead comes in? A lead response study of 2,241 US companies showed that the average first response time of B2B companies to their leads was 42 hours. A quality lead degrades over time. Every aspect, from the channel you select to the amount of time you take to respond, impacts your prospect’s decision. Whether you conduct your sales outreach by phone, email, or social media, timing is crucial — and here’s the data to back it up.
Hubspot Sales
JULY 6, 2020
Be honest for a moment — are you still using spreadsheets to keep track of contact information for your nonprofit? How has that been working out? Chances are, your organization grew out of this method of contact management quickly, and the tedious task of manually tracking contact data can be impacting your fundraising efforts. Spreadsheets can’t meet the needs of a growing organization.
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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.
SBI Growth
JULY 8, 2020
Coulda, shouda, woulda. Often, sales teams whiff at deals that should have never been lost in hindsight. How does this happen? The data was bad. I didn’t know XYZ about this account/contact. I missed the trigger event. The dots were never connected. Revenue operations frequently.
Miller Heiman Group
JULY 9, 2020
In our last blog, we talked about how sellers can address emotional decision makers and those who are stuck in a fight, flight or freeze mode without resorting to what we call the three deadly sins. Today, we’ll address four steps to lead buyers away from decisions fueled by rationality rather than emotion. We’ll start by discussing the four modes where you’re likely to find your buying influences.
RAIN Group
JULY 7, 2020
88% of sellers find developing relationships virtually challenging. It’s one of the biggest challenges sellers face today. Many sellers lament that it’s just not the same as meeting someone face-to-face. They struggle to connect and build trust. Fortunately, it’s possible to develop strong relationships even when you can't connect with buyers in person.
Hubspot Sales
JULY 7, 2020
Claiming and retaining an optimal market share for your company is every bit as challenging as it is essential. It's important to consistently generate new business, but doing so isn't always self-explanatory. The quality of your product or service might be sufficient to keep current customers happy, but you might run into trouble with getting those customers on board in the first place.
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!
SBI Growth
JULY 4, 2020
For years, the evolution of Marketing leaders has transformed drastically. Today, those changes are even more significant than what their role looked like nearly 90 days ago. Still, there is no telling what the second half of the year will.
Corporate Visions
JULY 8, 2020
The post Three Examples of Situational Enablement in Action by Tim Riesterer appeared first on Corporate Visions. This article describes three examples of Situational Enablement in action. What is Situational Enablement? Situational Enablement programs are initiatives that you can roll out quickly when you need to address acute, must-win business challenges and market opportunities.
The Center for Sales Strategy
JULY 10, 2020
- MOTIVATION -. "A bend in the road is not the end of the road unless you fail to make the turn.". -Helen Keller. - AROUND THE WEB -. > How COVID-19 Impacted Businesses in Q2– HubSpot. Since COVID-19 was declared a global pandemic on March 11, businesses have had to reckon with its economic impact for over a full quarter. Now that businesses have closed the books on Q2, HubSpot took a step back and assessed where their customers are, four months later.
Strategic Planning and Management Insights
JULY 9, 2020
Going through difficult times is a fact of human life. But the ability to be resilient through the adversity is an admirable and useful quality for anyone to possess. Being resilient in the face of adversity allows you to bounce back from the difficult times, it allows you to make courageous choices, connect with others and develop your creativity. In this blog, I’ll breakdown what exactly resilience is and how you can become more resilient in your daily life and in business!
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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
Sandler Training
JULY 8, 2020
David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Sandler Rule #26: People Buy in Spite of the Hard Sell Not Because of it [PODCAST] appeared first on Sandler Training.
Sales Gravy
JULY 9, 2020
Shifting Initial Sales Meetings From Face to Face to Video Calls One of the most effective points in the sales process to leverage video sales calls and virtual selling skills is the initial meeting. The initial meeting is first step in the sales process. It is the appointment you (or your sales development rep) set during outbound prospecting or from an inbound lead.
The Center for Sales Strategy
JULY 10, 2020
- MOTIVATION -. "A bend in the road is not the end of the road unless you fail to make the turn.". -Helen Keller. - AROUND THE WEB -. > How COVID-19 Impacted Businesses in Q2– HubSpot. Since COVID-19 was declared a global pandemic on March 11, businesses have had to reckon with its economic impact for over a full quarter. Now that businesses have closed the books on Q2, HubSpot took a step back and assessed where their customers are, four months later.
Kainexus
JULY 7, 2020
While definitions of “ employee engagement ” abound, they all come back to an employee’s emotional and psychological investment in their work. When employees are engaged, they are willing and able to contribute to the company’s success. That is why companies with engaged employees are 21% more profitable than those without. It’s important to note that employee engagement and employee satisfaction/happiness are not the same.
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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