Hubspot Sales

OCTOBER 25, 2019

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.

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Suppliers Procurement Small Business Negotiation 132

Nutshell

OCTOBER 21, 2019

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.

Marketing 90

Marketing Sales B2B Decision-making 90

The Center for Sales Strategy

OCTOBER 23, 2019

Media 87

Media Sales 87

Engage Selling

OCTOBER 23, 2019

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?

Decision-making 76

Decision-making B2B Sales Management Management 76

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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

Hubspot Sales

OCTOBER 21, 2019

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.

Facilitation 89

Facilitation CRM Account Management Healthcare 89

Showpad

OCTOBER 21, 2019

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. .

Profitability 70

Profitability 70

Engage Selling

OCTOBER 25, 2019

There’s one thing I’ve noticed with organizations and people who are really good at bringing new business: they are good at operationalizing value.

Sales 75

Sales Organization 75

The Center for Sales Strategy

OCTOBER 24, 2019

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.

Media 66

Media B2B Sales Management Organization 66

Yesler

OCTOBER 23, 2019

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.

Decision-making 64

Decision-making Stakeholders Customer Experience Account Management 64

RAIN Group

OCTOBER 23, 2019

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.

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Sales Training Organization Leadership Sales 63

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.

Engage Selling

OCTOBER 24, 2019

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.

Sales 73

Sales 73

Sales Readiness Group

OCTOBER 24, 2019

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?

Meetings 62

Meetings 62

Groove HQ

OCTOBER 25, 2019

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.

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The Center for Sales Strategy

OCTOBER 21, 2019

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.

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Media Sales 61

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

Sandler Training

OCTOBER 21, 2019

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.

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Sales 60

CMOE

OCTOBER 23, 2019

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.

Publishing 60

Publishing Organization Communication Management 60

Groove HQ

OCTOBER 23, 2019

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 […].

Software 61

Software Software 61

The Center for Sales Strategy

OCTOBER 22, 2019

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.

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Sales Training Sales 60

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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

Showpad

OCTOBER 24, 2019

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.

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Sales Digital Transformation Onboarding Stakeholders 56

Sandler Training

OCTOBER 22, 2019

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.

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Sales Management Leadership Sales Management 54

Force Management

OCTOBER 23, 2019

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.

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Sales Management Management Sales Organization 52

Miller Heiman Group

OCTOBER 23, 2019

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.

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Sales Technology Sales Leadership Leadership Sales 52

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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

Showpad

OCTOBER 21, 2019

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).

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Artificial Intelligence Logistics Sales Software 53

The Center for Sales Strategy

OCTOBER 25, 2019

- 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.

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Management Sales Leadership 50

Strikedeck

OCTOBER 22, 2019

Tom Sweeny talks about the fundamental steps required to make your customers successful.

Customer Success 45

Customer Success Onboarding Customer Experience 45

Miller Heiman Group

OCTOBER 22, 2019

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.

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Artificial Intelligence Cybersecurity Sales Construction 52

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

Sandler Training

OCTOBER 24, 2019

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.

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Decision-making Sales 44

Outbound Engine

OCTOBER 24, 2019

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.

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Small Business Marketing Advertising Media 42

Kainexus

OCTOBER 21, 2019

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.

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Stakeholders Organization 41

Miller Heiman Group

OCTOBER 24, 2019

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.

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Sales Management Insurance Management Value Proposition 51

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