This site uses cookies to improve your experience. To help us insure we adhere to various privacy regulations, please select your country/region of residence. If you do not select a country, we will assume you are from the United States. Select your Cookie Settings or view our Privacy Policy and Terms of Use.
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Used for the proper function of the website
Used for monitoring website traffic and interactions
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Strictly Necessary: Used for the proper function of the website
Performance/Analytics: Used for monitoring website traffic and interactions
"You're too expensive" or "I can get more, for less, somewhere else" Ever heard that before? That's because most businesses blend in, not stick out. Even when they do deliver something innovative, it's not for long. Competitors catch up fast. So, it's up to you to figure out how to differentiate your solutions in this market of sameness. Give your client a reason to choose you over everyone else.
Your sales kickoff is a crucial tool for maximizing your sales team's potential. As the economy shifts, leaders are looking to increase efficiency in critical areas to hit their revenue goals.
When new technologies and competitors disrupt markets , numerous organizations struggle to keep up using arcane Business Models, strategies, technologies, and practices. Most likely reason is that they are inadequately prepared to develop new products and services amidst uncertainty. Situations like this stimulate some organizations to partner with others.
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.
Whether working in sales or support, the best reps know how to be charismatic. When these team members walk into a meeting or join a call, they immediately put customers at ease with their conversational tone and genuine demeanor. While some people are naturally charismatic, instant likeability doesn’t come easily for everyone. For the reps who are on the more introverted side or maybe even new to a management role, rest assured that charisma is something that can be learned, according to a stud
If you want to succeed at any job, make yourself invaluable. Go the extra mile; make them never be able to imagine what life without you there would be like. - Ross Mathews Selling in a crisis is tough. Losing your job during an economic downturn is worse. Now more than ever, you need your income. If you lose your job, there is a much higher probability that you will take a pay cut when you land your next one or end up in a role or company that you dislike.
Once a year I have to produce four reflective learning statements for the Chartered Institute of Marketing (CIM) in order to maintain my Chartered Marketer status as a Fellow of CIM. Each year I put off this exercise until the last minute. Yet I always emerge from the process feeling energised. And with a sense of achievement and an extensive list of things to learn over the coming year.
Once a year I have to produce four reflective learning statements for the Chartered Institute of Marketing (CIM) in order to maintain my Chartered Marketer status as a Fellow of CIM. Each year I put off this exercise until the last minute. Yet I always emerge from the process feeling energised. And with a sense of achievement and an extensive list of things to learn over the coming year.
Develop Dissatisfaction to the Point of Action There are endless reasons why a potential buyer may be looking for a new software solution, but it usually involves some level of dissatisfaction with the current solution. Unfortunately, dissatisfaction alone is not enough to close a sale. Deals can stop because the financial decision maker feels there are other priorities, or because someone on the purchasing committee.
Every business needs a skilled sales team to generate a positive ROI, but on-the-job performance is rarely the product of training alone. In fact, a marketing novice could keep up with an unengaged expert provided they use the right motivation and productivity strategies. However, it’s much harder to motivate staff than it is to train them. There’s no one size fits all approach to motivational tactics, as every employee is unique and requires wildly different incentives to sell.
How much control do sales managers have over the performance of their teams? More than you might think. A RAIN Group Center for Sales Research study found that Elite and Top-Performing Sales Organizations prioritize sales coaching significantly more than other organizations, and they have more skilled and motivating sales managers.
???????????? Discover how to integrate social media into your sales strategy. Sales VPs ask me all the time whether sellers should utilize social media. And they ask that skeptically because … Read More. The post How to Integrate Social Media Into Your Sales Strategy first appeared on Colleen Francis - The Sales Leader.
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.
When customers win, suppliers win. But what does that mean in pratice? Join Harvey Dunham and Denise Freier as they hear the story of how Gus Maikish capped off his career at IBM by orchestrating an incredible turnaround in a newly created position as the Managing Director of his global strategic account globally. Learn how Gus prepared his whole career for this opportunity and learned his lessons well.
Strong sales leaders often think about how to have better business outcomes in their organizations. And while thinking about ways to improve sales performance, the idea of changing the sales structure has likely come to mind. It may seem overwhelming, and you may be wondering where to start.
Here are the newest integrations from Zendesk to help your team provide top-quality experiences. Yext User History. Yext User History (Support) reveals a requester’s journey through your Yext Search experiences–up until and after case creation. Arm your agents with this data so they can provide more relevant answers. The component displays all of the actions a customer has taken in Yext search.
Closing a deal is definitely the most challenging and demanding part of sales negotiations with the customer. All the previous steps lose their significance once finalizing the deal is postponed or canceled. In this article, you’ll find some valuable advice on how to seal the deal faster, as well as how to close the deal with an undecided customer. Definition and typical steps.
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.
Organizations striving to reach operational excellence through continuous improvement engage in many individual projects to achieve this goal. However, the most successful organizations implement a structured approach for managing their improvement work so that every person in the organization can contribute to positive change. Specialized continuous improvement project management software helps organizations dedicated to CI get the most out of each project.
Strong sales leaders often think about how to have better business outcomes in their organizations. And while thinking about ways to improve sales performance, the idea of changing the sales structure has likely come to mind. It may seem overwhelming, and you may be wondering where to start.
If you want to maximize sales, use criticism! You’ve probably had to deal with professional criticism at some point (or often) in your sales career. In such a fast-paced, high-pressure … Read More. The post Using Criticism to Maximize Sales first appeared on Colleen Francis - The Sales Leader.
It’s easy for sales professionals to get frustrated and lose motivation when selling into a slowing economy. There are many headwinds facing client organizations these days – including recovery from COVID , ongoing recessionary pressures, inflation, budget cuts, supply chain issues, and continued employee turnover.
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 research and Growth Forum discussions indicate that CEOs and their leadership teams tend to hedge their bets during uncertain times. But we have seen from high-performing companies that they take a focused approach to value creation. To do this effectively, assessing the conditions in a systematic way and knowing where to focus efforts is critical.
In a tight job market, finding candidates, qualifying them, conducting interviews, and hiring are all rushed and stressful. Many managers are in the position of having open positions on their teams that they're desperate to fill and having candidates enter and leave the job market quickly, so having a well-thought-out interviewing plan is vital. Equally important is learning to look and listen for the talents necessary for success in sales.
Figuring out how to develop the right talent in an organization and assemble the right team can be a complicated equation. Each role may require different competencies, behaviors, and skill sets to truly drive success. In today’s market, many companies opt to promote from within the company. But in some cases, it can be more beneficial to acquire outside talent.
Aepiphanni Business Consulting has helped small and medium enterprises to find a foothold in their relative industries and transform into businesses with high operational efficiency. We don’t just build their business in line with their vision but convert them into Extraordinary companies that can boast of achieving their aim with the right resources.
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!
It’s no secret to early-stage founders: the startups funding landscape is different today than it was even a year ago. With funding harder to come by in a relatively less stable period for the global economy, venture capital firms are looking more carefully at startups before determining who gets the green light. There is a strong silver lining to all this, though—not only are there still funds to go around, but establishing good business practices in leaner times can better position startups fo
Change Management Best Practices. Gail Wright . Hi my name is Gail Wright, and I am a consultant with SalesGlobe. And I have with me today my friend and former colleague, Allison Tignor, who is a change management consultant. And we both actually used to work for the same retailer for, gosh, years years. And so Allison, you want to tell us a little bit about yourself?
Digital technology available today makes it possible to hyper-personalize communications with customers and prospects. But, just because you can, doesn’t mean you should. I think the biggest mistake that marketers can make in pursuing hyper-personalization is assuming familiarity with people—customers and prospects—that simply doesn’t exist.
Aepiphanni Business Consulting has helped small and medium enterprises to find a foothold in their relative industries and transform into businesses with high operational efficiency. We not just build their business in line with their vision but convert them into Extraordinary companies that can boast of achieving their aim with the right resources.
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
Today, I’m going to be talking about leadership. I’m going to bring it back to sales leadership, but I’m going to start with some broader topics. The seeds for this were in a book I recently read, called Hearts Touched with Fire: How Great Leaders are Made by David Gergen. David was an adviser to four presidents from Nixon to Obama, and really got to see leadership – the good, the bad, and the ugly – up close and personal.
At this live event on October 25, senior executives will share insights and perspectives on the changing role of the Chief Revenue Officer (CRO). The discussion will cover their views […]. The post How the Chief Revenue Officer (CRO) Role is Changing (A Sales Leadership Community Panel Discussion Hosted by the Houston Chapter) appeared first on SOAR Performance Group.
Are you trying to find the best remote sales tools for your team? Because there are so many apps available, selecting the best tools for your company’s needs can be difficult. After all, you want tools that make it easier for your sales reps to make more sales and do their best work. Some prefer an all-in-one solution, while others prefer to build a highly customized sales stack by connecting various tools via APIs and integrations.
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.
We organize all of the trending information in your field so you don't have to. Join 105,000+ users and stay up to date on the latest articles your peers are reading.
You know about us, now we want to get to know you!
Let's personalize your content
Let's get even more personalized
We recognize your account from another site in our network, please click 'Send Email' below to continue with verifying your account and setting a password.
130 
Let's personalize your content