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
Let's talk about supplier management. You need a specific product or service to run your small business, so you reach out to your suppliers and tell them what you need. They provide it. You pay them for it. End of story. Sound too easy? It is. Yes, the process of procuring goods can be more complicated than the description above. There can be payment issues, supply shortages, miscommunications that lead to incorrect shipments and scheduling delays.
The ability to see things from your customer’s perspective is a huge advantage in B2B sales and marketing. Buyers will always place more trust in a salesperson who treats them like a human being, not just a phone number on a lead list. Brian Carroll is the founder of the B2B Lead Blog , author of the best-selling Lead Generation for the Complex Sale , and the Founder and CEO of Markempa , which helps organizations improve their demand generation and sales results through empathy.
Sales managers deserve support from your organization, starting with a clear definition of what success looks like in their role. Great companies start with a strong blueprint that includes the processes and tools that enable sales managers to drive success at the team level.
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.
How much of your day do you spend completing routine tasks? For many working professionals and entrepreneurs, their primary job duties get overshadowed by time-consuming administrative tasks. This rings especially true for sales professionals. On average, sales reps spend only 35% of their time selling , which means nearly two-thirds of their time is spent on non revenue-generating activities.
Every time your customer makes a buying decision, they deal with risk. They ask: “What if I make a mistake? What if things don’t work out? Can I be sure I’m making a good choice? What’s the cost of failure?
How can I be successful in media sales? How long will it take for me to make a lot of money? How quickly can I expect to be promoted? Whether fresh out of college or a seasoned professional seeking a career change, anyone pursuing a career in media sales (or any sales position) asks these same three questions. Everyone wants to know how they can be successful, make good money, and advance their careers.
How can I be successful in media sales? How long will it take for me to make a lot of money? How quickly can I expect to be promoted? Whether fresh out of college or a seasoned professional seeking a career change, anyone pursuing a career in media sales (or any sales position) asks these same three questions. Everyone wants to know how they can be successful, make good money, and advance their careers.
It’s been about a year and a half since we launched our volunteer initiative “A Day for Ghent.” This past Tuesday, October 15, our founders gathered with a mix of companies and non-profit organisations at Saint Peter’s Abbey (Sint-Pietersabdij) in Ghent to learn about this volunteering platform and share what has been accomplished in the past 18 months. .
Every company has bad customer service examples. Here’s how to recover. In a perfect world, you and your customer service team would always take exactly the right steps to respond to customers. But we don’t live in a perfect world, and we all make mistakes. Believe it or not, these moments are vital to the […]. The post 3 Bad Customer Service Examples & 3 Lessons for How to Recover (Because They Did) appeared first on Groove Blog.
Did you know that 60% of job seekers report having had a poor candidate experience in their job hunt? And, even worse, according to Career Arc , 72% of them shared those bad experiences with others (often on social media)! Ouch! Are you burning bridges with your interview process? If so, it’s time to make a change so you can protect your company culture and image.
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.
If you buy something you love, what do you do? You tell someone. The number of times someone has raved about their new air fryer to me is a testament to that technology. “It has the same crispy taste without the deep-fried fat!” That’s advocacy. It’s the demonstration of a positive experience with a product or service; the excitement about something you can’t keep to yourself because you want everyone you know to feel it too.
We all want to get access and sell higher, yet it’s difficult. CXO’s are busy, and often protected by a gatekeeper. But the payoff is larger deals, more strategic relationships, longer term relationships and the ability to insulate yourself from the competition. The question is, how do you get the meeting, and what do you do when you get there?
There’s a truth about gatekeepers that you need to be thinking about. Namely, that you create them. You read that right. You’re creating your own gatekeepers.
Have you ever felt pumped after leaving a sales training session, conference, or workshop, thinking about all the new, fresh ideas you can put into action to improve sales performance ? A good sales training session forces you to grow and challenge yourself. Whether it’s motivational speakers or powerful content, there are several moments where we feel empowered to be better professionals, and we leave with pages of notes and quotes to live by.
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.
Every company has bad customer service examples. Here’s how to recover. In a perfect world, you and your customer service team would always take exactly the right steps to respond to customers. But we don’t live in a perfect world, and we all make mistakes. Believe it or not, these moments are vital to the […]. The post 3 Bad Customer Service Examples & 3 Lessons for How to Recover (Because They Did) appeared first on Groove Blog.
Mike Montague interviews Nema Semnani on how to succeed at storytelling. In this episode: the right attitude for effective storytelling, imagined realities are powerful motivators, how to tell a compelling story. The post How to Succeed at Storytelling appeared first on Sandler Training.
An employee’s attendance at a learning event—even if he or she is actively engaged during the session—does not demonstrate learning success for the employee, his/her manager, or the organization. The desired outcome any organization wants to achieve by providing these development opportunities is change; change that is clearly demonstrated through performance improvement and a stronger bottom line.
In most organizations, it’s easy to make the case that millions, hundreds of millions, or even billions of dollars in financial gain can be had through sales improvement. You can affect growth. You can affect competitiveness. You can affect stock price. These are common leadership priorities.
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.
Warning: This is not a customer-service tool round-up packed with links and (self-serving) reviews. Why? Because that’s not what you need. Most customer service tools have similar features; knowing the channels your customers and support agents rely on is essential. Your help desk software and inbox should be the centerpiece around which all other workflows […].
By Helen Yu, Chief Customer Officer. Last week Sales Enablement leaders from around the world gathered at TRANSFORM London for a day-and-a-half of learning, networking, and inspiration from some of the most forward-thinking, innovative leaders in the space. As the newly appointed Chief Customer Officer here at Showpad , attending TRANSFORM was the best onboarding experience possible — I was fully immersed in and inspired by our customers’ stories.
Holding salespeople accountable: This is one of the major challenges of managing a sales team – regardless of whether it’s a traditional team where people show up for work at a central physical location, or a team working remotely, or a team at a call center. The post The Neglected Art of Holding Your Sales Team Accountable appeared first on Sandler Training.
Yuri Dekiba, research director and sales operations expert at CSO Insights, the research division of Miller Heiman Group, joins host Greg Moore this week to discuss all things data strategy and sales technology. In their conversation, Dekiba and Moore geek out together over their shared love of sales ops, Dekiba offers her best advice on how executive sales leadership can own sales data strategy.
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!
- MOTIVATION -. "The secret of getting ahead is getting started.". -Mark Twain. - AROUND THE WEB -. > How to Manage A Team of Experience Sales Reps – CloserIQ. As you start your professional journey towards salespeople’s leadership, there’s always new information to learn and to take in. But one “issue” you might come across is managing salespeople who might have even more experience than you.
Sales automation software has become an in-demand solution among businesses of all industries and sizes. Sales and Marketing teams are realizing significant advantages thanks to cutting-edge systems that can shorten the sales cycle and automate menial processes that save precious time and capital resources. . Leading the pack in automation technologies are artificial intelligence (AI) and its more advanced variant, machine learning (ML).
In this post, Kathy Venincasa, one of our inaugural Miller Heiman Group Icons and a sales forecasting master, discusses what she sees as the top four sales operations best practices. Over the course of my career, my roles in sales operations have ranged from serving as a number cruncher to motivating and training sellers, analyzing sales budgets and compensation plans to forecasting.
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
In his book Blink, author Malcolm Gladwell contends that people make their best and most accurate decisions in the first two seconds of facing a situation—in other words, in the blink of an eye. The post Make Decisions to Get Decisions appeared first on Sandler Training.
Kaizen events , sometimes called rapid improvement events, are an effective way of solving difficult challenges within organizations. A team of stakeholders and subject matter experts takes a few days away from regular order to focus on improving a process. Because the effort is concentrated, root causes can be identified, and potential fixes implemented in short order.
75% of small business owners know that marketing is an effective method for attracting new business. More than 40% of salespeople say prospecting is the most challenging part of the sales process. With limited time and budget, it can be hard to strike a balance between marketing and sales when running a small business. The truth is, it’s not about choosing marketing over sales.
Today we feature a blog by Michael DeRosa, the director of professional development at Travelers Insurance, and one of our 2019 Miller Heiman Group Icons. Channel selling is a different breed of selling from direct sales. To succeed, sales managers need to adopt a different approach and mindset—but the overall message they convey must be the same to all of their sellers.
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.
132 
Let's personalize your content