Holden Advisors

NOVEMBER 9, 2021

Holden Advisors has the privilege of working with some of the top global sales organizations which affords us visibility into challenges that leaders in those organizations face on a daily basis. We're frequently asked about these common challenges because they might be applicable to issues encountered by other companies. The following represent the top three themes that we see across our sales performance engagements that Holden Advisors has encountered over the past 10 years.

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Sales Profitability Organization Communication 195

Software Sales Guru

NOVEMBER 8, 2021

Mobile Defense Plan When a salesperson believes the buyer has the money, and thus all the leverage, negotiating a deal feels insurmountable. This belief causes mistakes to happen, as the seller starts offering concessions in order to get a deal. Any deal. Instead of turning into a wimpy seller, learn to deploy the Mobile Defense Plan for sales negotiations.

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Negotiation Software Software Sales 147

Customer Think

NOVEMBER 12, 2021

I originally wrote today’s post for WixAnswers. It appeared on their blog on June 7, 2021. We know that the customer experience is important to the success of any organization. Customers are king, and they vote with their wallets – and with their fe.

Customer Experience 144

Customer Experience Organization 144

Hubspot Sales

NOVEMBER 8, 2021

I'll preface these tips by mentioning that many sales teams struggle to hit quota during the holiday season — and those issues come from a lot of different angles, including: It's a shorter quarter with weeks-long holidays for prospects. Prospects take additional PTO during the holidays, in addition to company-wide holidays. Company-wide freezes — like code, website, purchasing, and budgeting freezes — tend to occur during the holidays.

Communication 142

Communication Prioritization Meetings Management 142

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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

Engage Selling

NOVEMBER 12, 2021

The ability to draw regularly from a deep well of confidence is a top predictor of successful performance. Experts know this and top-ranked salespeople do, too. But confidence isn’t just important at a personal level. It matters as much at … Read More » The post Believe With Trust: Building Organizational Confidence first appeared on The Sales Leader.

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Sales Sales Leadership Leadership Management 134

Software Sales Guru

NOVEMBER 8, 2021

The Cost of Sales Discussing costs is a part of every sales cycle, and many sellers bring in the cost of the status quo to help justify the price. Yet we rarely look at our own costs to pursue leads that may never close. Think about all zombie accounts that hang out on your forecast for months or years that will never close. Pursuing them. Read more.

Sales 147

Sales Software Software Management 147

SBI Growth

NOVEMBER 10, 2021

Both CEOs and staffing firms shared that despite planned headcount additions, they are struggling to fill open roles, with the number of posted sales roles growing by 65% since early 2021. Further complicating sales leaders’ efforts to hit quota, on average, surveyed leaders are operating with 31% of sales capacity that’s either open headcount or in year 1 on the job, indicating partial capacity at best.

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Acquisition Organization Sales 127

Hubspot Sales

NOVEMBER 8, 2021

As a wholesaler or supplier of high volumes of certain products, you're going to run into cases where you want a bit more from your buyers — instances where they might have the bandwidth to buy more but lack the motivation to. Those kinds of situations put you in a tough spot, and incentivizing buyers to put up more cash for higher volume orders is a challenge in itself.

Manufacturing 126

Manufacturing Suppliers Profitability Construction 126

RAIN Group

NOVEMBER 8, 2021

Some buyers are conditioned to try certain tactics to lower your price. Maybe they've read about negotiation in books or were trained to use pressuring strategies.

Negotiation 124

Negotiation Sales 124

Customer Think

NOVEMBER 10, 2021

This was a question I had often asked myself. Your team might take weeks or months to build a product. You’re about to ship it. And you find out that your customers don’t use it much, or even worse, they ask you to keep adding minor and irrelevant features that they may not end up […].

Marketing 136

Marketing 136

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.

Drift

NOVEMBER 11, 2021

Welcome back to another edition of Inside Drift, where we introduce you to members of the team that make Drift such a great place to work. So far you’ve met Shannon Donovan, Mary Mitchell, Catherine LaMacchia, Nadine Shaalan, Britnee Laughlin, Carolina Caprile, Michelle Ai, Frank Schepps, Tate Knapp, Zareena Javed, Jason Richman, Stacy Chen, Lillian Frost, Josh Moody, Miles Kane, Lorraine Chon-Qui.

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B2B Sales 118

Hubspot Sales

NOVEMBER 9, 2021

No business is perfect. There's always something you could be doing better — some hitch or hiccup in your sales or marketing efforts that could use some smoothing over. And while those gaps are more obvious and pressing for some companies, every organization stands to gain from consistent, incremental improvement. Something called revenue performance management (RPM) can provide the basis for that kind of progress — so no matter where your sales and marketing efforts stand, it's worth taking som

Management 111

Management Banking Acquisition Decision-making 111

RAIN Group

NOVEMBER 11, 2021

Negotiations may be more competitive than ever, but the best negotiators are still confident, able to achieve target pricing, and more satisfied with the results of negotiations. But where do these negotiators excel?

Negotiation 119

Negotiation Sales 119

Customer Think

NOVEMBER 7, 2021

The Great Resignation, the Big Quit, the Turnover Tsunami – whatever you want to call it, is a growing trend in the world of work that is taking off across the globe. But what exactly is it, what consequences might it have for the customer service industry and could it be the wake-up call our […].

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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

Flevy

NOVEMBER 9, 2021

What makes companies great in their industries is sustained above-average Growth. Conventional approach to Organic Growth has business leaders extending their existing product lines and brands, as well as entering new geographic regions. This conventional Growth Strategy at some point in time starts failing to provide the results required to hold market leadership positions.

Leadership 111

Leadership Banking Prioritization Organization 111

Help Scout

NOVEMBER 9, 2021

Use this guide to identify your specific support software needs, understand the types of solutions to look for, evaluate your options, and get leadership buy-in.

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Leadership Software Software 110

The Center for Sales Strategy

NOVEMBER 10, 2021

Being a sales manager has always been a difficult job. But we can all agree that over the last couple of years, it’s gotten a lot harder. In this episode of the Sales Leadership Series, Mike Searson, Vice President, Local Revenue at Corus Entertainment discusses sales and executive leadership tips. He also addresses some of the top KPIs he looks at and what sales managers should be focused on in the upcoming years.

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Sales Leadership Leadership Sales Sales Management 108

Customer Think

NOVEMBER 8, 2021

Photo by Unsplash, CC0 1.0 Manufacturers can serve as a valuable resource to their customers by implementing digital strategies. It makes doing business simpler, which is another excellent growth strategy. Customer experience is at the heart of acquisition and retention, but until now seemed to be only a strategy for B2C. However, B2B companies have […].

Manufacturing 136

Manufacturing Customer Experience B2C Acquisition 136

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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

Crank Wheel

NOVEMBER 9, 2021

Here are 10 steps on how many use cloud calling to guarantee a successful campaign

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Help Scout

NOVEMBER 11, 2021

Live chat metrics make it easy to understand how your team is performing and how your customers feel. Here are 14 to start measuring today.

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The Center for Sales Strategy

NOVEMBER 8, 2021

This past year has been full of changes due to the pandemic. More and more people prefer to shop and find their information online. By now, you realize it's going to take more than just clever marketing and hard work to compete in this ever-changing landscape. If you want to prepare for 2022, you must look at the pandemic’s impact and how the business landscape has changed.

Sales 101

Sales Marketing 101

Customer Think

NOVEMBER 8, 2021

Not getting enough from your investments in data? Look into more personalization. Worldwide online buyers are expected to reach 2.14 billion by the end of 2021 according to Statista. The increasing number of online consumers has prompted a higher demand and tougher competition in online marketing. Having an online presence may bring in sales, but […].

Marketing 136

Marketing Sales 136

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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

Apptivo

NOVEMBER 8, 2021

Smart devices have become one of the key tools for viewing and managing data at all times from anywhere. On that note, Apptivo has come up with a new update for our Android application to meet the latest update of our web application. Our Android All-in-One Mobile App has been upgraded to version 6.3.8 to ensure optimum stability. Apptivo – All-In-One Android App Updates – v6.3.8.

Meetings 98

Meetings Management 98

Peter Simoons

NOVEMBER 7, 2021

The world we live in is in transformation and the Covid pandemic has turned it upside down! Supply chains have become a logistical nightmare, containers appear to be on the wrong side of the world, ships are queuing up waiting to enter main harbours and gas and oil prices are at an all-time high. That list is far from complete, but you doubtless recognise the situation!

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Supply Chain Logistics Innovation Management 97

The Center for Sales Strategy

NOVEMBER 9, 2021

As a sales manager, here’s an easy concept to get your head around: sales performance improves when sales managers set clear expectations with each salesperson. Think about it, when sellers know what to do—and managers establish performance tracking metrics and leading indicators to monitor progress—life becomes easier for all involved. Simply put, when life is easier for a salesperson, they perform at a higher level.

Sales 101

Sales Sales Management Management Sales Leadership 101

Customer Think

NOVEMBER 9, 2021

One of the most effective ways to stand from your competition in today’s competitive market is to provide stellar customer service. By evaluating relevant key performance indicators (KPIs) or call center metrics, companies can gauge how their customers perceive the support they receive from their organization. This article covers ten essential metrics or KPIs that […].

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Organization Marketing 130

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

Freshworks

NOVEMBER 8, 2021

In April 2021, the number of Covid-19 infections in India was increasing at a rate of more than 3 lakh new cases daily. . India needed a steady supply of critical medical equipment, personal protection equipment (PPE) kits, masks and sanitizers, oxygen cylinders and concentrators, and Covid-19 essential medication as the numbers continued to rise. When resources proved scarce, their optimal allocation was the need of the hour.

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Healthcare Government Software Software 95

Zendesk

NOVEMBER 9, 2021

Every company needs a sales plan. Without a plan, it’s easy to lose track of sales goals, lose momentum, and ultimately, lose money. Sales budgets can help—they make it easier to form concrete sales plans and greatly simplify sales management. In this article, we’ll cover what a sales budget is, why it’s important, and how to best create one for your business.

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Sales Profitability CRM Communication 93

The Center for Sales Strategy

NOVEMBER 12, 2021

- MOTIVATION -. "It's not about having the right opportunities. It's about handling the opportunities right.". - Mark Hunter. - AROUND THE WEB -. > 3 Essential Steps to Get Buy-In from Your Entire Company – The Great Game of Business. “If people don’t participate, they don’t buy in. If they don’t buy in, they don’t commit. If they don’t commit, they don’t deliver!

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Customer Think

NOVEMBER 12, 2021

VoC begets VoC I’m always championing active use of your Voice of the Customer (VoC) insights. After all, I say, if you’re just collecting your Customers’ insights but not doing anything with them.

Customer Experience 129

Customer Experience 129

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