Sat.Jul 11, 2020 - Fri.Jul 17, 2020

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Insights From Market-Leading CROs on the Next Normal

SBI Growth

To kick off the summer, SBI held a virtual meeting comprised of an intimate group of market-leading B2B Chief Revenue Officers (public and private, $240M to $8B in revenue) as part of their advisory board program. These global CRO’s gathered.

Marketing 150
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8 ways to use pop-ups to generate more sales

PandaDoc

When most people think of pop-ups, they think of unrelated advertisements that appear while they’re in the middle of reading something. But that’s not all they can be! Used effectively, they can be a great way to generate more sales and draw your customers in. But how can you use them effectively? Here are a few initial tips. Place them in context. Pop-ups should always relate to the page on which they appear.

Sales 140
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How to Track & Close More Deals in a CRM

Hubspot Sales

A CRM — at least one with a host of sales-oriented features — is a means to an end. It's designed with intention, and in many cases, that intention is enhancing your ability to track and close more deals. One of these systems can contain tools that streamline prospect and customer outreach, make data entry and maintenance more straightforward, help you better understand and visualize your sales process, and track your team's performance — among several other resources that can supplement and enh

CRM 139
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Virtual Sales Skills & Challenges: 18 Need-to-Know Stats

RAIN Group

Developing relationships, collaborating online, leading virtual sales conversations, gaining and keeping attention, leveraging technology, making the ROI case, delivering value—these are challenging regardless of the selling and economic environment. But are they more difficult in a down economy while many sellers are transitioning to virtual sales?

Sales 124
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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.

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More Than a Moment—How a CMO Creates a Holistic Journey for Customers

SBI Growth

Often, those who are in a selling role find it challenging to distinguish the customer journey from the buyer journey and what that means for them and their quota. However similar they may seem, their touchpoints, and the overall experience.

B2B 128
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Like It or Not: It’s All Video by Default Now

Engage Selling

It used to be that in-person meetings in sales were the default, and video conferencing was the exception. Now, it’s the other way around. Stop fighting this fact!

Meetings 121

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How to Lead an Effective Sales Team Meeting

Sales Readiness Group

Sales managers play a critical role in the psyche and success of their sales teams and that's especially true during the Covid-19 pandemic. Given that most teams are now completely virtual, this has introduced new complexities in terms of how sales reps connect with their customers, managers, and peers.

Meetings 108
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Salespeople: Have You Planted Your Garden?

Sandler Training

Back in the 1930s, in the wake of the stock market crash that led to the Great Depression, there was a social phenomenon in the United States known as the “Hoover Garden,” sometimes called a “Depression Garden.”. The post Salespeople: Have You Planted Your Garden? appeared first on Sandler Training.

Marketing 103
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Common Issues for Key Decision Makers Post-Pandemic

The Center for Sales Strategy

Active buyers in today’s market have immediate and pressing issues that couldn’t be foreseen earlier this year. Business owners have more distractions than ever, and there’s no roadmap for dealing with the economic changes that are still occurring. Putting yourself inside the mind of these buyers will help you gain access to them. Understanding who they are post-pandemic is critical to understanding how you sell your products and services to them.

Marketing 102
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The Science of Memorable Sales Presentations

Hubspot Sales

Imagine you have a captive audience, and you're making your pitch to prospects who are perfect for the product/service you're selling. The last thing you want is for their eyes to glass over, indicating that they're absorbing none of the information you're delivering. We've all fallen victim to a boring presentation at one point or another, but you don't want it to happen at a make-or-break moment in the lifecycle of an important deal.

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2024, The Year of the Customer

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.

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How to Best Align Execution and Strategy Once and for All

SBI Growth

The Essential C-Suite Initiative You Are Overlooking Today. It’s time revenue enablement is elevated to its rightful place among C-suite and boardroom discussions, alongside those of quarterly earnings, diversity and inclusion, and enterprise value. Fully embracing revenue enablement could mean the.

B2B 101
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Managing Remote Teams: 3 Challenges | EcSell Institute

EcSell Institute

Photo by Hattie Kingsley Photography. It has never been more important for leaders to actively engage with their teams. To do this in our new virtual world can be challenging, however, this exceptional situation can be an opportunity for clarifying priorities as you navigate through this crisis and implement your recovery plan. A good balance of encouragement, empathy and gratitude is also crucial.

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Deficit Learning and the Rise of the Just-in-Time Situational Salesperson

Corporate Visions

The post Deficit Learning and the Rise of the Just-in-Time Situational Salesperson by Tim Riesterer appeared first on Corporate Visions. People are more willing to learn and will learn best when they’re in a deficit—a moment of need. This kind of learning is what we call, “Deficit Learning.”. For example, do you remember the last time you had to change a flat tire?

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Top Down Selling: a Skill Any Salesperson Should Have on Hand

Hubspot Sales

Sales efforts aren't always cut and dry. In many cases, you won't be able to present a product or service at a price that a prospect will be immediately receptive to — especially if that product or service comes with multiple options at different price points. There might have to be some give and take when making a sale — some degree of negotiation to land on a mutually beneficial agreement that suits both you and your customer well.

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How to Stay Competitive in the Evolving State of Martech

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

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The Most Effective Marketing Starts With the Corporate Strategy

SBI Growth

Even though some of the immediate business impacts of the COVID shutdown has started to abate, one of its more lasting effects has been to throw most enterprise 2020 marketing plans into total disarray. Tradeshows and field marketing events have.

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Three On-Demand Presentations to Watch with Your Alliance Management Team

Vantage Partners

The 2020 ASAP Global Summit featured many great presentations – and because the conference was virtual, these are all available to registered participants through August 18th. If you haven’t already explored the library of on-demand content, review the catalog and select a few sessions relevant to you and your company, and consider (virtually) getting together with your colleagues for a watch party.

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Are You Ready to Build a Sales Assembly Line?

The Center for Sales Strategy

Last week, we discussed why the sales industry needed a Henry Ford assembly line. We determined that while the technology that we use has changed over time, our sales structure’s foundation has not. Before Ford's assembly line, auto manufacturers built cars one-at-a-time. They hired a skilled artisan who would build the vehicle from the ground up, which meant that Ford had to hire people who knew every aspect of the vehicle.

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Everything You Need to Ask In Your Next Sales Audit

Hubspot Sales

In sales, every day is a new opportunity to contact leads, close deals, and move closer to your target. However, it's also important to step back regularly and conduct sales audits to ensure your team is performing at a high level that meets or exceeds your expectations. What is a sales audit? The term may sound a little intimidating, but it doesn’t have to be.

Sales 132
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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How to Succeed with Radical Relevance

Sandler Training

Mike Montague Interviews Bill Cates on How to Succeed with Radical Relevance. Find Bill Cates online at [link]. The post How to Succeed with Radical Relevance appeared first on Sandler Training.

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Why Sales Organizations and Leaders Must Take a Stand on Racism

Miller Heiman Group

Here in the United States, we’re facing two pandemics: one, the coronavirus, has been with us for a matter of months, while the other, systemic racism, has been with us for more than 400 years. We’re in a race against time with the virus, searching for a vaccine to stem the tide of illness and deaths, but we’re also now in a similar race to eliminate the inequities that Black Americans struggle with every day in every facet of their lives, from the criminal justice system to education, healthcar

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Why 75% of Proposals Will Never Close, and 10 Ways to Improve

The Center for Sales Strategy

The market's uncertainty has left many companies with an uncomfortable and frustrating bloated feeling in their sales pipeline. Even before the pandemic, you could have easily convinced me that compensation plans changed radically and that people in sales were getting paid based on pending business. Every time I asked a salesperson how they were doing, I received the same response: "I’ve got a lot pending!”.

B2B 78
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How to Build an Online Presence as a Sales Industry Influencer, According to Notable Sales Experts

Hubspot Sales

Hear me out for a moment — we’re going to take our salesperson hat off and are going to tap into our marketing alter-egos (briefly, I promise). Over the past decade, the rise of social media and the emerging field of influencer marketing has turned how companies advertise and sell their products upside down. Between 2014 and 2019, the increase in influencer marketing spend mirrored the decrease in print advertising spend.

Sales 118
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How to Prove Marketing Value: Demonstrate Content ROI and Contribution to Sales

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

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The 5 best sales and marketing software platforms for unified growth teams

Nutshell

Combined sales and marketing software helps growth teams communicate better, coordinate their efforts, and save money. . There are two common problems with using multiple software platforms for all your sales and marketing tasks. First, you run the risk of information getting out of sync, with updates in one platform not appearing in others. Second, you’re likely overspending by paying for multiple products.

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Benchmarking for Client Satisfaction

Sandler Training

The value of client retention is significant, especially when compared to the cost of customer acquisition. The post Benchmarking for Client Satisfaction appeared first on Sandler Training.

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Weekly Roundup: Sales Trends You Need to See, Jumpstarting Revenue + More

The Center for Sales Strategy

- MOTIVATION -. "Life is 10% what happens to you and 90% how you react to it.". -Charles R. Swindoll. - AROUND THE WEB -. > Pay Attention to These Sales Trends– Forbes. Today, sales tactics and consumer behavior have changed. What worked in 1995 would be very inefficient now. Entrepreneurs and business owners should be paying attention to current sales trends so that they can meet the needs of their consumers and turn a profit.

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The What, How, and Why of Effective B2B Inside Sales

Hubspot Sales

Digital transformation and a shifting sales landscape are driving both general interest in and a pronounced need for salespeople that might not physically interface with prospects. As time has gone on, many B2B companies have begun to incorporate that brand of sales — known as B2B inside sales — into their overall sales infrastructure. Considering their increasing prevalence and tremendous utility, B2B inside sales are certainly worth understanding and exploring.

B2B 114
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How to Leverage Intent Data for Better Outcomes

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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20 Inspirational Business Process Improvement Quotes

Kainexus

Let’s be honest, it can be difficult to get people excited about the subject of business process improvement. The phrase itself has no personality, no flair. Of course, we know that continuous improvement and innovation are requirements for success in today’s hyper-competitive environment. One way to get teams excited about business process improvement is to bring meaning to it using an inspiring motto or catchphrase that gives life to the idea.

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How to Rebuild a Team During a Crisis [A CMOE Case Study]

CMOE

Helping leadership teams recover after the global pandemic will be no small task. In this blog, we will share the story of one leader who is using his experience with CMOE’s Team Alignment process to bring his team back from the brink. Case Study: Shawn. Shawn is considered by many to be a good leader. He wants the best for his team and all of his stakeholders and worked tirelessly during the pandemic-driven shutdown and subsequent reopening of his plant to ensure the business would survive.

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Reinforce Positive Behavior in the Workplace Through Employee Recognition

The Center for Sales Strategy

The benefits of employee recognition are far-reaching. When employees receive recognition for a job well done, they want to repeat the positive behaviors that led to that success, increasing productivity and performance. This is because people are neurologically hard-wired to repeat positive behaviors when they receive praise. “Meaningful recognition activates the brain’s limbic system, causes a rush of dopamine, and compels us to repeat rewarding behaviors,” explains Beth Sunshine , Partner at

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How to Determine Where Your Sales Team is Struggling the Most

Force Management

Over the past few months, many sales organizations have been struggling with margins, deal size and overall sales productivity due to the current economic climate. While some sales leaders are simply trying to keep their teams focused, others are trying to do anything to stop the bleeding and recoup lost revenue.

Sales 53
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.