Hubspot Sales
OCTOBER 14, 2019
It’s no secret that selling to other businesses is tricky. You simply won’t succeed if you don’t take B2B selling for what it is: a high-stakes selling game that requires an entirely unique approach from direct-to-consumer selling. Before we dive into the insider tips, let’s get crystal clear on what B2B selling entails. When done right, B2B sales have the potential to be both extremely lucrative and deeply rewarding.
Engage Selling
OCTOBER 18, 2019
Are you setting your sales managers up to fail? A few years ago, I met an executive running sales teams who had recently been promoted to the role. He gave new meaning to the term “hands off.
Groove HQ
OCTOBER 15, 2019
Josh Kohlbach developed a unique customer experience strategy during his time working as a marketing consultant for small businesses. Business was good, and demand was strong. So strong, he soon hired two developers to help him keep up with the work. The problem was: the business was taking over his life. “I think we ran […]. The post Customer Experience Strategy: How This Startup Used Customer Reviews to Gain Traction appeared first on Groove Blog.
Tidio
OCTOBER 14, 2019
The year 2019 was great for the customer support field. We’ve seen the emergence of some trends that are slowly but surely becoming a must for e-commerce businesses. To summarize the most important trends in customer support in 2019, we’ve decided to craft a quick customer support guide. There, you’ll find answers to all the burning questions and much, much more.
Advertiser: ZoomInfo
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.
Hubspot Sales
OCTOBER 15, 2019
If you are getting acquainted with your CRM software and are impressed with how it functions independently, allow us to introduce you to your new favorite feature — integrations. While CRM software is powerful on its own, integrating your CRM with other tools across your sales stack makes your job so much easier. Ideally, your CRM should serve as the core hub to all of your sales activities, and integrations serve as the supporting cast making your central software even more powerful.
The Center for Sales Strategy
OCTOBER 14, 2019
Do you often struggle with time management? Do you always have way too much to do? Do you ever feel buried in work? If you answered "yes" to these questions, you may not be delegating as much as you should. Delegation is one of the talents that separate the best from the rest in sales management and is crucial to developing the strengths of others, yet it’s often something leaders don’t think about on a regular basis.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Corporate Visions
OCTOBER 17, 2019
The post What Is Status Quo Bias in Sales and Marketing? by Anton Rius appeared first on Corporate Visions. What Is Status Quo Bias? Status Quo Bias is defined as a person’s innate preference for not doing something different from what they’re doing today. Over the years, a number of psychological studies have shown that when faced with a decision, the majority of people tend to stick with their status quo.
Miller Heiman Group
OCTOBER 14, 2019
More than half of B2B respondents to the CSO Insights 2018 Buyer Preferences Study said they found value in discussing their situations with salespeople, while only 2.6% preferred to avoid sellers entirely. The remainder fell in the middle: they found some sellers helpful, while others wasted their time. It’s no wonder, then, that buyers often don’t view sellers as a valuable resource when making a purchase decision.
The Center for Sales Strategy
OCTOBER 15, 2019
It’s no secret time management is one of the highest requirements for succeeding in sales. Consistent questions heard within the industry are, “What are some ways I can improve my time management?” and “How can I be more efficient?”. There are a multitude of strategies to help us be more productive, but they can be difficult to adopt because they force us to go against routines we’ve had for years.
Force Management
OCTOBER 16, 2019
Now is the time many of us assess how our year has gone. Some of you may be scrambling to make the number, hinging the year on a few deals that you're waiting to close. Others of you may be riding out the quarter, perhaps pushing some deals into next year to give yourself a little runway.
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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.
Showpad
OCTOBER 17, 2019
Sales enablement is about ensuring Sales reps have the resources and tools necessary to connect with leads, prospects, and customers in a way that prompts further engagement. While a Sales enablement strategy is key to supporting your process, it can only get you so far without customer relationship management (CRM). Many organizations may think the two are one and the same, but they in fact have several key differences, but integrated into one strategy can drive the Sales cycle.
MTD Sales Training
OCTOBER 14, 2019
Have you heard of the term ‘integrative negotiation’? It’s not a term used often but it’s a concept that can take your negotiating skills onto the next level. Here, we discuss what it is and how you can best utilise it in your negotiating meetings, especially if you need to get to a position during win-win bargaining. The term ‘integrative’ comes from the counselling and therapy world.
The Center for Sales Strategy
OCTOBER 18, 2019
- MOTIVATION -. "Determine that the thing can and shall be done, and then we shall find the way.". -Abraham Lincoln. - AROUND THE WEB -. > 9 Insider Tips for Closing More B2B Sales - HubSpot. It’s no secret that selling to other businesses is tricky. You simply won’t succeed if you don’t take B2B selling for what it is: a high-stakes selling game that requires an entirely unique approach from direct-to-consumer selling.
Planview
OCTOBER 17, 2019
What does innovation management mean to you? Does it mean gathering ideas or does it mean building a culture of engagement? If you answered yes to both, you’re on the right track. You need ideas to be innovative, but you need an innovation culture to continually source the most valuable ideas. The concept of “building an innovation culture” is a topic that’s come up in a variety of conversations with Planview Spigit clients over the last few months.
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.
Miller Heiman Group
OCTOBER 16, 2019
This week’s episode of Move the Deal features Max Armbruster, founder and CEO of Talkpush. Based in Hong Kong, Talkpush brings artificial intelligence to large-scale recruiting to make hiring and finding talent easier. Subscribe to the podcast on your favorite podcast network: iTunes | Stitcher | Spotify | Google Play. Delivering a Seamless Hiring Experience.
The Center for Sales Strategy
OCTOBER 16, 2019
Senior Consultants at The Center for Sales Strategy are known for helping organizations grow their sales through training, the development of customized strategy plans, and coaching. By facilitating digital training in many workshops, there are several conversations around Google Analytics and how it can be used to sell the results of a campaign – some are more in-depth and hands-on, while others are more introductory based on the workshop.
Brightbridge Consulting
OCTOBER 12, 2019
Defining key account management. After much discussion The Association for Key Account Management (AKAM), of which Alistair Taylor, Managing Partner of Brightbridge is a main Board Member, agreed on the following definition of key Account management. This reflects its holistic nature and importance. What is Key Account Management? Formal definitions.
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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.
Sandler Training
OCTOBER 17, 2019
I remember taking a parenting class when my boys were young. The big takeaways from the class were the requirement to tell your child what the consequences of their behavior would be and to be clear on what you expected from them. The post Building a Culture of Mutual Agreements appeared first on Sandler Training.
Miller Heiman Group
OCTOBER 17, 2019
The Challenger Sale—popularized in 2011 by the book of the same name—posits that consultative selling is dead. Instead, it recommends that sellers use friction to aggressively take control of buyer conversations and drive results. While this approach can generate net-new business, its approach contradicts a key concept that research has proven: in uncertain economic times , the best way to grow your sales organization is to invest in deepening customer relationships.
Engage Selling
OCTOBER 18, 2019
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MTD Sales Training
OCTOBER 16, 2019
Episode 37: Asking for a pay rise, differentiate from the competition, quote from Jill Konrath. In this episode we take a look at how you can prepare for and confidently ask for a pay rise. Our skillspill identifies the best ways to follow up with customers. And our Inspire Me quote comes from Jill Konrath. Take a look at this episode on [link]. The post Asking for a pay rise, differentiate from the competition appeared first on MTD Sales Training.
Advertiser: ZoomInfo
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!
Sandler Training
OCTOBER 14, 2019
Mike Montague interviews Carlos Garrido on How to Succeed at Asking for Referrals. The post How to Succeed at Asking for Referrals appeared first on Sandler Training.
Drift
OCTOBER 16, 2019
If you ask me, there’s no such thing as a simple sales meeting. Because getting someone to book a meeting with you is hard work. First, you’ve got to win their attention and show them how you can help them solve whatever challenge they’re facing. Then you go back and forth and back and forth until you finally find a time that works for both you and their whole team.
Kainexus
OCTOBER 17, 2019
It’s almost time for Halloween when all the ghosts and monsters come out of hiding to give folks a scare. Fortunately, it’s all in fun. But there is something that should be truly frightening to business leaders, and that’s research about employee engagement and motivation. Gallup has measured the state of the workplace for more than twenty years. Their research digs deep into the motivating and demotivating factors for employees and sheds light on what leaders can do to create the conditions fo
Strikedeck
OCTOBER 15, 2019
Vincent Manlapaz, in an interview with Mary Poppen, Chief Customer Officer at Glint Inc, talks about the urgency and importance to building Customer Success in an organization right from the start.
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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
Strategic Planning and Management Insights
OCTOBER 17, 2019
In this episode of our Strategy and Leadership Podcast, we welcomed Zvi Band, the Co-founder and CEO of Contactually and author of Success Is in Your Sphere. Zvi has a diverse background, starting as a software engineer out of college and eventually evolving into the leader he is today. In addition to his career, Zvi is involved in his community and supports building relationships in both his personal and professional life.
Sandler Training
OCTOBER 18, 2019
This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. The post How to Succeed at Team Selling appeared first on Sandler Training.
Kainexus
OCTOBER 14, 2019
Small #kaizen at a #Lean #SixSigma conference — tape markings on stage to show speakers where to stay for the purposes of lighting and video. This was added during the first break. This small improvement didn’t require a belt, root cause analysis, or a project champion. pic.twitter.com/X1wPr3qsnM — Mark Graban (@MarkGraban). October 10, 2019. When I first saw this tweet from our resident Lean and Six Sigma expert and author, Mark Graban , I thought that he made an excellent point.
SBI
OCTOBER 15, 2019
The Pros and Cons of Following Sales Playbooks. When you think of a “sales playbook”, what’s the first thing that comes to mind? If you’re thinking of a plan or guidebook for your sales team to follow, you aren’t too far off. Most of us will agree that planning your work and working according to plan is a good idea. Yet not all sales workflows are created equal – there are some pros and cons to keep in mind before you decide whether a playbook is right for you.
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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