Upland
AUGUST 24, 2020
Forecast calls the world over follow a fairly uniform structure. Regardless of company size, a CRO gathers her sales leaders and runs them through the standard paces: Calling the numbers; closed/won progress; a fly-over of top deals with an update on the current state of play. As she turns her attention to the top deals, she expects crisp answers to a key set of questions: “What’s the latest update?”.
Hubspot Sales
AUGUST 24, 2020
More people are interested in starting online businesses than ever before, and ecommerce is one of the most obvious options. But if you’re considering setting up an online store, or changing your focus in response to the current climate, you might be wondering what you should sell. In this article, we’ll look at the recent changes to the ecommerce landscape and what they mean for you as you start your online business journey or pivot into a new niche.
Engage Selling
AUGUST 28, 2020
Make no mistake about it. Right now, you must be micromanaging your metrics. Micromanaging has been given a bad rap.
The Center for Sales Strategy
AUGUST 25, 2020
What has changed for your organization since the beginning of 2020? Now more than ever, employers must be more empathetic , flexible, and transparent as the workforce navigates through this sudden work-life blend reality. A recently published article from The Atlantic shares that when the pandemic is over, one in six workers is projected to continue working from home or co-working at least two days a week.
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.
Force Management
AUGUST 28, 2020
First-line managers, more often than not, are the linchpin to whether a sales enablement initiative sticks or falls by the wayside. If your managers see how invested you are in the change initiative’s success, they’ll see the importance of driving long-term reinforcement and adoption. To get managers to put in the work required to drive results, 30, 60, 90 days after the launch of your initiative, you’ve got to put in the work 30, 60, 90 days before the launch of your initiative.
Hubspot Sales
AUGUST 24, 2020
The landscape of sales has shifted radically over the past decade or so. While phone calls, meetings, and other familiar sales staples still have a place in the field, digital sales tactics — techniques conducted through virtual channels — have emerged and started taking up some serious space. A thorough understanding of digital sales has turned from a "nice to have" to a "need to have," and having a handle on the concept and its strategies is only getting more important.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Groove HQ
AUGUST 28, 2020
Shopify tools to help you grow your online store. COVID-19 has driven a massive growth in E-commerce spending. To put it in perspective, consumers spent more online in April and May of 2020 than they did during the entire holiday season last year. “According to our data, it would’ve taken between 4 and 6 years […]. The post 15 Low-Cost Shopify Tools for E-commerce Entrepreneurs appeared first on Groove Blog.
SBI Growth
AUGUST 22, 2020
As part of our advisory program, SBI recently held a virtual meeting comprised of an intimate group of market-leading B2B CEOs (public and private with market caps from $1B to 10B) to discuss current market challenges and opportunities for achieving.
Hubspot Sales
AUGUST 26, 2020
The commercial world is full of uncertainty. In the wake of the COVID-19 pandemic , many businesses – large and small – are looking to the future with trepidation. More than ever, companies must be as productive and efficient as possible. In B2B sales, that means boosting conversion rates and landing more lucrative clients. Any new means of doing so or tools to assist the process are like gold dust for brands across all niches.
The Center for Sales Strategy
AUGUST 28, 2020
- MOTIVATION -. "Always do your best. What you plant now, you will harvest later.". -Og Mandino. - AROUND THE WEB -. > 5 Sales Trends COVID-19 Has Accelerated: And Why they're Here to Stay– Sales Hacker. When COVID-19 first hit the United States in March, many sales organizations thought the adjustments they had to make would be temporary. But as the crisis continues, it’s becoming increasingly clear that many of the changes brought on by the pandemic will be permanent.
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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.
Engage Selling
AUGUST 28, 2020
I have spent the last few months participating in a large number of video conferences. Sometimes, as many as six or seven video conferences a day because most of us are, indeed, now utilizing video.
SBI Growth
AUGUST 26, 2020
Running a sales transformation is difficult. In our experience at SBI, we have found that the organization’s culture, increased collaboration, and focus on value creation are key levers to successfully grow revenue. Additionally, we also see innovation as being a.
Hubspot Sales
AUGUST 25, 2020
The average salesperson has a variety of tools and tactics at their disposal. Some are more industry-specific — ones that are strictly applicable to particular products and services. Others might only apply to certain sales methodologies , serving as pillars of individual selling frameworks and philosophies. But sales techniques aren't always so niche.
Kainexus
AUGUST 27, 2020
McKinsey published a study that reveals the four most important behaviors of successful leaders. As the report says, “Over 90% of CEOs are already planning to increase investment in leadership development because they see it as the single most important human-capital issue their organizations face.” McKinsey research has often emphasized the importance of good leadership for organizational health.
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.
The Center for Sales Strategy
AUGUST 24, 2020
It's been nearly six months since the first social distancing orders were issued—six months of working from home , Zoom meetings, and not wearing work clothes. Back in early April, most of us didn't think that this new normal would last more than a few weeks. Well, we were wrong. Working remotely, Zoom meetings, casual every day, is here to stay for a while — and maybe forever.
SBI Growth
AUGUST 25, 2020
Let’s face it – Don Draper and the Mad Men era didn’t do marketing many favors. Don Draper was a terrible boss and would have made a horrendous CMO. Even if you could get past his heavy drinking, the long.
Hubspot Sales
AUGUST 27, 2020
The sales call — one of the most imposing, potentially uncomfortable realities of sales life. Successfully conducting one can be a tricky process to navigate. On one hand, you can't script your call. You don't want to come off as too nervous to deviate from some rigidly defined course you've set for the conversation. On the other, you can't just wing it.
Groove HQ
AUGUST 25, 2020
Our most successful autoresponder email campaigns—now yours for the taking (and learning). The post These 8 Autoresponders Improved Conversions By 250% appeared first on Groove Blog.
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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
AUGUST 28, 2020
For as long as there have been salespeople, there has been data to analyze about the process they use to bring in business. The post Four Ways to Utilize Data to Inform Your Sales Process appeared first on Sandler Training.
The Center for Sales Strategy
AUGUST 26, 2020
Are you coaching a salesperson who is struggling to stay focused and deliver results while working from home? You’re not alone! Several studies provide evidence of increased productivity while working remotely, but earlier this year Forbes also reported more than 75% of employees admit their productivity has plummeted due to distractions related to working from home and the pandemic.
Hubspot Sales
AUGUST 27, 2020
You can use a single question to determine how experienced a sales manager is: “What has a bigger impact on your team’s success, sales skills or motivation?”. Newer managers tend to say the former, while more experienced ones pick the latter. The reality is, motivation isn’t just a little more important than sales skills — it’s far more influential.
Force Management
AUGUST 26, 2020
Cracking into new accounts is the top challenge of sales leaders in the current environment. Sales Mastery just released new data after asking 200+ sales leaders for their top sales objective moving forward. While new accounts topped the list, selling more in existing accounts, optimizing lead generation and conversion, and decreasing churn rounded out the top challenges for sales leaders and managers. as they plan to hit their numbers in 2020.
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!
The Chapman Group
AUGUST 23, 2020
It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. These are often the top achievers in the organization. They often need little guidance and development; however additional development, and exposure to new ideas, processes, and skills are usually welcomed.
PandaDoc
AUGUST 25, 2020
You might think that once you’ve got through the preliminary startup funding stages and got your business up and running, the really hard work is more or less done. In actual fact, it’s only just beginning. The key question that faces you at that stage is how to carve out a solid niche in what will inevitably be a hugely competitive market place. From online promotions to SEO lead generation , there are a whole host of challenges you’ll have to negotiate when trying to boost sales.
Hubspot Sales
AUGUST 25, 2020
Personal motivation is a powerful foundation of sales success. What role does a manager play in a rep’s personal motivation, especially when you have a new or discouraged rep? Ultimately, it’s a large role. Sales has one of the highest voluntary turnover rates compared to other industries. By 2018, the average sales rep tenure was 1.5 years — half of what it was in 2010.
CMOE
AUGUST 26, 2020
A company that grows much faster than expected can cause headaches and stress at a time when any business owner would prefer to be celebrating. While some businesses manage to transition from niche to mainstream by scaling with ease, others struggle to maintain their identity and high standards of customer service—and eventually, their profits. With these problems in mind, I’ve outlined some of the pitfalls of rapid growth , and how you, as a successful business owner, can avoid them. 1.
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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
Miller Heiman Group
AUGUST 25, 2020
Consider these two statistics: Less than a quarter of B2B buyers think sellers are a resource for solving their business problems or see differences among sellers, according to our 2018 Buyer Preferences Study. The vast majority (84%) of sales leaders weren’t convinced that the talent they have is enough to generate future success in our 2018 Sales Talent Study.
Showpad
AUGUST 25, 2020
In many organizations, sales and marketing teams operate in silos, working independently of each other toward disparate goals. . In order to maximize success, sales and marketing must work in tandem toward a common goal. After all, sales opportunities often begin in the marketing department. Marketing efforts ideally end in sales, or at the very least, in lead generation.
Kainexus
AUGUST 25, 2020
Oil & Gas companies need to be ever more flexible and agile to succeed as the industry continues to face price volatility, technical innovation, and an uncertain regulatory environment. Given these unstable conditions, it’s not surprising that some Oil & Gas companies are reluctant to adopt a standardized continuous improvement method. However, when applied thoughtfully, with an eye on the long-term, the principles of continuous improvement are relevant and can drive results even in the
RAIN Group
AUGUST 26, 2020
When the team at the RAIN Group Center for Sales Research surveyed 528 sellers and buyers on their virtual buying and selling experiences earlier this year, we uncovered significant gaps between what influences buyer purchase decisions and seller effectiveness. The sad truth? Only two or three in 10 sellers do well in the four areas that most influence purchase decisions.
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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