SBI Growth
DECEMBER 15, 2020
Traditionally, B2B sales teams are mostly dominated by men. Though female sales reps earn a base pay of 33% lower than male reps, women are still paid higher at a commission rate. In fact, 86% of women achieved their set.
Hubspot Sales
DECEMBER 16, 2020
If you’re struggling as the year comes to a close, you’re not alone. Ask any salesperson if they’ve had a tough 2020, and you’ll get a resounding “ Yes.”. From the sales floor to the makeshift home office set up, salespeople of all kinds in all industries have faced a myriad of challenges and roadblocks this year. I interviewed seven sales leaders from across the country to better understand how they overcame the challenges of 2020, what challenges they expect to encounter in 2021, and how they
Force Management
DECEMBER 15, 2020
2020 was a year unlike any other. Many of us are still working through unexpected and unique challenges. The Force Management content team worked to publish content that was relevant and helpful to a sales community that was navigating unprecedented times. Taking a look back, we put together a list of the content that resonated most with our network of revenue leaders.
The Center for Sales Strategy
DECEMBER 16, 2020
What are your most effective recruiting tools and strategies? As a hiring manager, you’ve witnessed first-hand that simply posting a job listing is not enough to attract top talent to your organization. You may have tried to throw-out company statistics and numbers while interviewing, but even those impressive numbers didn’t set you apart from the competition.
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.
SBI Growth
DECEMBER 16, 2020
CMOs commonly struggle with talent issues across marketing functions, more so than their counterparts in sales. Being the benevolent leaders that they are, CMOs often explain this as a consequence of marketeers requiring deeper role specialization, technical skill requirements, data.
Hubspot Sales
DECEMBER 14, 2020
Business growth often comes from internal changes. While these changes are positive and aid in business development, internal teams can sometimes struggle to adapt to new strategies after years of the same processes. As a sales leader, you know how important it is for your sales teams to be ready and adapt to change as it comes. This is especially important since sales performance is often a critical factor in determining how businesses can grow since revenue gives them the means to expand.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
The Center for Sales Strategy
DECEMBER 14, 2020
None of us fathomed that a year ago we could do business without traveling. No one imagined that we would exclusively have online events, online trainings, online meetings, online calls, and so on. Lessons learned in 2020 boil down to three words — Accept, Adapt, Accelerate. We’ve accepted that there’s a new reality for the way we do business. We’ve adapted to the way we sell and talk to clients based on our new reality.
Nutshell
DECEMBER 18, 2020
The end of 2020 is upon us (thankfully), which means it’s time to look ahead to the next 12 months. If you’re a sales leader, planning your annual sales kickoff event is probably at the top of your to-do list…or at least it should be. Even in uncertain times, it’s important to get your sales team thinking long term. Keep reading to learn what a sales kickoff is, why these kinds of events are valuable to sales teams, and five tips you can use to ensure your kickoff is a huge suc
Hubspot Sales
DECEMBER 16, 2020
What pops into your head when I say the words data hygiene ? Do you picture cleaning your hard drive with a soapy sponge? No? Maybe that’s just me … although that would probably cause more harm than good. Anyway, data hygiene is an oddly-named yet important part of maintaining a strong database. Without accurate information that you obtain legally about real consumers, your data is meaningless.
Sandler Training
DECEMBER 14, 2020
Mike Montague interviews Alea Homison on How to Succeed at Organization-Wide Effectiveness Using Sandler. The post How to Succeed at Organization-Wide Effectiveness Using Sandler [PODCAST] appeared first on Sandler Training.
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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.
Openview
DECEMBER 16, 2020
The post Business Insider: How software testing startup Cypress.io went from nearly broke with no revenue two years ago to winning big customers like Disney, Shopify, and Slack, with $40 million in fresh funding appeared first on OpenView.
Miller Heiman Group
DECEMBER 16, 2020
How has COVID-19 impacted virtual selling practices? Korn Ferry surveyed sales organizations around the world to find out, uncovering how companies are working to achieve stability in the midst of ongoing crisis. Organizations seem to have the same idea: focus and execute on what you can control as the surest path to success. They’ll need to consider a range of strategies and tactics to succeed.
Hubspot Sales
DECEMBER 15, 2020
Have you ever hung up the phone after a sales call and thought, “Wow, I nailed that!” Or maybe you thought, “I feel as though I could've more effectively guided the conversation if I had just said fill in the blank.”? Either way, a recording of that call would be helpful — it’d provide the ability to learn and pull actionable insights from your conversation with a given prospect.
Showpad
DECEMBER 16, 2020
The transition to a fully remote work life has been a journey for employees around the globe. But think about those that found a new opportunity and started a new job completely remote. No in-person welcome on the first day. No orientation with their fellow new hires sitting beside them. No face-to-face interaction with their manager. Having to navigate new technology and software on their own.
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.
Sandler Training
DECEMBER 18, 2020
Mike Montague interviews the Email Marketing Heroes, Rob and Kennedy, on How to Succeed at Email Marketing. The post How to Succeed at Email Marketing [PODCAST] appeared first on Sandler Training.
Zendesk
DECEMBER 18, 2020
While a rich, modern messaging experience is a technical reality, it may feel out of reach for startups who are, say, establishing a customer support team for the first time. Messaging might feel ambitious now, but you can still plan for it down the road, and there are more than a few reasons why you should. Let’s get started. The importance of messaging.
Hubspot Sales
DECEMBER 16, 2020
The entrepreneurial spirit isn't ageist. Anyone who has the passion, business acumen, creativity, and critical thinking skills necessary to found and operate a business of their own can take on the challenges and responsibilities that come with entrepreneurship. It has no minimum age. There are plenty of successful inventors, innovators, and businesspeople operating their own companies before they turn 30.
Sales Gravy
DECEMBER 18, 2020
On this inspiring episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) talks to Brian Knox, owner and founder of B Knox Photography. This young entrepreneur leveraged Fanatical Prospecting to quickly ramp up his successful and fast-growing photography business that he started this year. This conversation about sales and entrepreneurship is both educational and inspirational.
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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.
Strikedeck
DECEMBER 18, 2020
Vincent Manlapaz, in an interview with Steve McDougal as he shares his insights on why relationships are won or lost during key moments.
Showpad
DECEMBER 18, 2020
In today’s wildy competitive and sometimes uncertain business environment, organizations need every advantage possible to keep themselves ahead of (or, at the very least, competitive with) other vendors in their field. A comprehensive and well-thought-out sales enablement strategy can be exactly that advantage. Modern sales managers have a lot on their plates and may not have had the time to plot out enablement in a way that would work most effectively for their unique needs.
Hubspot Sales
DECEMBER 15, 2020
How did your leadership priorities change in 2020? If you started paying more attention to the sales enablement needs of your organization, you’re not alone. According to recent HubSpot research, 65% of sales leaders who outperformed revenue targets in 2020 reported having a dedicated person or team working on sales enablement efforts instead of making it an initiative someone works on off the side of their desk.
Peter Simoons
DECEMBER 13, 2020
Recently I presented to Dr. Brian Tjemkes’ Alliances, Mergers and Networks Program at the VU University in Amsterdam. In good 2020 style, this presentation was fully online. Nevertheless it was highly interactive. Over 100 students participated and they asked many questions. One hour wasn’t enough for their questions so at the end of the presentation I invited the students to reach out to me on LinkedIn to continue the conversation.
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!
Zendesk
DECEMBER 16, 2020
Running a business means managing all of the moving parts—and that includes agent scheduling. Your contact center needs enough agents at the right times to serve your customers without long waits. If your call center is understaffed, your team may not be able to answer calls quickly—that’s frustrating to your customers. In fact, customers have a higher expectation a quick response by phone support than any other channel.
Showpad
DECEMBER 18, 2020
This year has been challenging, unforgiving and unique for everyone around the world — it’s difficult to put into words how immense and widespread the impact of COVID-19 has been, and likely will continue to be. Despite everything that’s happened – the good and the bad – we wanted to close this year on a note of gratitude. As part of our Showpad Cares initiative, we’ve identified a handful of nonprofit organizations that we are giving back to because they do so much to give to
Hubspot Sales
DECEMBER 14, 2020
As a sales leader for a large, nation-wide business, you know that all members of your team don’t often interact with each other, or even know who their coworkers are. While team-wide accomplishments are probably announced to everyone, individual teams in one region may not be aware of the successes of their coworkers in another region and how they all work together to help your organization meet their sales goals.
Kainexus
DECEMBER 15, 2020
In some organizations, the leaders who are good at putting out fires are considered the best managers. But what if, instead of putting out fires, leaders had the luxury to spend time on fire prevention? What if, when the rare flame was spotted, every leader was skilled in identifying and correcting the root cause? These conditions are possible with an approach called Leader Standard Work.
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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
KAMCast
DECEMBER 17, 2020
IN THIS EPISODE: In today’s world we could categorise organisations into two camps: those that add value, and those that add COST. Why type of organisation are you? What is your definition of value? How will you know when you are adding and creating value for your customers? Do your most important clients know the extra lengths you go to provide them with unexpected, relevant and personalised value that is ultimately useful to them?
The Center for Sales Strategy
DECEMBER 18, 2020
- MOTIVATION -. "Happiness can be found, even in the darkest of times, if only one remembers to turn on the light.". -Albus Dumbledore. - AROUND THE WEB -. > Remote Work is Lonely. Here's What Companies Can Do To Foster a Community – OpenView. Some organizations have transitioned to hybrid models since the pandemic began, but many teams are still completely virtual.
Zendesk
DECEMBER 15, 2020
Mobile gaming is booming, lucrative, and extremely competitive. In the latter half of 2020 alone, mobile gamers exceeded $20 billion in spending. Gamers are loyal, high spending customers, and games account for 80% of app store spending. Customer experience is a key differentiator in this space, and agile brands are offering their customers more ways to reach out by adopting new channels, and bringing seamless customer service straight into their own apps.
Strikedeck
DECEMBER 15, 2020
Vincent Manlapaz, in an interview with Mary Poppen talks about managing customer expectations. How do we support customers amid this global pandemic and the lessons it teaches us?
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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