Openview

AUGUST 27, 2019

The post Axonius, a cybersecurity asset management startup, raises $20M in Series B appeared first on OpenView.

Cybersecurity 153

Cybersecurity Management 153

Outbound Engine

DECEMBER 4, 2019

It’s always a good time for business owners to think about the most effective small business marketing ideas. Maybe your messages don’t seem to be landing as they have in the past. Or it could be that business seems to be stagnant. Whether you’ve been in business for 3 months or 30 years, there is always room for improvement. Here is a list of small business marketing ideas and tips to give you a competitive edge. 1.

Small Business 145

Small Business Marketing B2C Media 145

Hubspot Sales

AUGUST 8, 2019

You can’t manage what you don’t measure. While metrics are important in every aspect of any business, they’re especially critical in sales. Sales leaders can’t use their intuition to guide their decisions — not only are they dealing with a huge amount of information, but the risk of failure is high. That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople.

Acquisition 145

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Groove HQ

DECEMBER 17, 2019

Learn how to create a knowledge base from the ground up that your customers will love. The post How to Create a Knowledge Base: Building Self-Service for Customer Support appeared first on Groove Blog.

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Advertisement

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

Mike Kunkle

AUGUST 27, 2019

In the first post in this series , I defined Learning, Training, Development, and Education. Learning: Learning is the act of acquiring new knowledge and skills. Training: Training is job-related learning about what, why, and how (and maybe when and where) to do something (or multiple things), to be successful in a specific role. Development: Development is a targeted form of personalized learning to foster career growth.

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Nutshell

APRIL 10, 2019

Effective marketing is about more than just attracting one-time customers. It’s about creating a lasting impression that will keep all your customers engaged with your products or services and coming back for more. Imagine a locally-owned store operating in a small town—a simple, familiar place where the shopkeep knows your name and knows precisely how to help you find what you need.

Marketing 128

Marketing CRM e-Learning Advertising 128

RAIN Group

NOVEMBER 27, 2019

Preparation is often the greatest determinant of negotiation success. Across negotiation studies and surveys, sellers who get the best outcomes: Know what they sell. Research buyer wants and needs through sources other than the buyer. Have a keen understanding of the buyer’s day-to-day life and concerns. Prepare for each negotiation with trades, counteroffers, and knowledge of their walk-away points.

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Jeffrey Gitomer

JANUARY 13, 2019

YES! The success of a small business rests on the owner's ability to sell. Small business owners have about 50 different hats to wear, but sales is the biggest hat an entrepreneur wears. Actually without the sales hat, the other hats are useless. When I say sales, I'm not just talking, "Hey, please buy my stuff." Sales is not just selling your product or service.

Small Business 125

Small Business Suppliers Banking Sales 125

Engage Selling

APRIL 18, 2019

There’s a right way and a wrong way to handle objections. Let’s start with the wrong way.

Client Relationships 124

Client Relationships Communication Management Sales 124

Miller Heiman Group

MAY 23, 2019

In 1492, Christopher Columbus set sail across the ocean blue with the goal of finding riches in the East Indies. However, though he had a clear goal, he didn’t have a map, so he fell well short of his intended destination, landing in the Caribbean islands instead. (Despite what many believe, he didn’t discover continental North America or even set foot there.).

Decision-making 122

Decision-making Suppliers Sales Organization 122

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.

Openview

FEBRUARY 25, 2019

Growing a business can often create a complicated conundrum for entrepreneurs: How do we get the people who have what it takes to help us believe in our mission enough to take a risk and join the cause? This situation can often lead us to do some questionable stuff – like biting off more than we can chew to get them on board: Bigger titles than they’re ready for or we can support.

Decision-making 131

Decision-making Finance Onboarding Communication 131

SBI Growth

MARCH 21, 2019

A product leader at a recent client of mine expressed a frustration that most product leaders can relate to. His organization had recently invested heavily in developing a new product that targeted a growing segment of the company’s customer base.

Organization 120

Organization Sales Suppliers Marketing 120

Hubspot Sales

SEPTEMBER 20, 2019

Imagine your sales team performing 19% better month after month. Sound nice? Of course. But how can you make this happen? Research from the Sales Executive Council (SEC) examined thousands of salespeople and found receiving quality coaching helped them improve long-term performance by upwards of 19%. A separate study from CSO Insights reveals a correlation between quota attainment and coaching.

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Showpad

DECEMBER 31, 2019

It’s that time of year again… trend time. Before we get into it, let’s first clarify what a trend actually is. According to the dictionary definition, a trend can have different aspects, such as a drift (a prevailing tendency or inclination), a swing (a general movement), a vogue (a current style or preference), or an approach (a line of development).

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Value Proposition Sales Customer Value Sales Management 119

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

Mike Kunkle

AUGUST 20, 2019

One of the things that’s been on my mind lately is the difference between education, learning, development, and training as they relate to sales talent development organizational learning strategies for Sales. Why? In the past three months, I’ve had this conversation (“this” meaning talent development and organizational learning strategy for Sales) with four different company leaders (C-suite, sales, or sales training/enablement), so it seemed time to share some thoughts on the topic.

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Nutshell

MARCH 1, 2019

Following up with buyers is a crucial part of any salesperson’s job. Rarely will a new prospect get back to after your first cold email , and even your best clients often need multiple touches to draw them back into a sales conversation. Both situations take time and persistence. Buyers want to know that you care about them and their needs, and following up is a way to show that you care.

Sales 124

Sales Communication Decision-making Marketing 124

Sales Readiness Group

MARCH 28, 2019

Managing sales performance is a fundamental sales management skill. Learn how to effectively manage sales behaviors to get your sales team to generate great results consistently.

Management 116

Management Sales Sales Management 116

Corporate Visions

APRIL 25, 2019

The post Five Selling Techniques That Really Work, And Five That Don’t (Updated April 2019) by Corporate Visions appeared first on Corporate Visions. The Five Best Sales Techniques… And Five of The Least Effective. Who couldn’t use an arsenal of effective selling techniques? But there is a lot of “conventional wisdom” out there that, in reality, doesn’t help you make the sale.

Value Proposition 111

Value Proposition Decision-making B2B Profitability 111

Advertisement

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

Jeffrey Gitomer

MARCH 4, 2019

Are you willing to refer your clients or customers to someone else? Is someone else willing to refer their clients or customers to you? Yes, if there is mutual trust. Here are the prerequisites: You consider yourself the best at what you do. You do a memorable job in making the sale. You do a perfect job of delivering what you promised. You provide impeccable service after the sale.

Suppliers 115

Suppliers Construction Decision-making Sales 115

Engage Selling

DECEMBER 30, 2019

Previously, we looked at how important it is to beware of talk traps.

Sales 120

Sales 120

Miller Heiman Group

JUNE 13, 2019

Ostensibly designed to help sellers close more deals, in many organizations, the CRM is just another administrative task on a salesperson’s already crowded plate. It’s a way for sales managers to monitor deal status that adds little, if any, value to their selling activities. But this approach to CRM is changing. More and more businesses are adopting sales technology tools, such as our analytics solution Scout , that turn their CRM data into actionable insights.

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Openview

MARCH 15, 2019

Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. Brands including HubSpot, Atlassian, Slack, Xero, Zendesk and Klaviyo use a variety of partner programs and other tactics to expand into new markets, scale their sales efforts and take advantage of partners’ existing connections and credibility.

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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

SBI Growth

APRIL 26, 2019

Customer centricity and stiff competition in the tech industry are changing how sales enablement operate. Teams need to focus on sales reps solving customer challenges instead of simply selling products and services. Sell Solutions Instead of Products. Traditional sales enablement motions are.

Sales 119

Sales Supply Chain B2B Marketing 119

Hubspot Sales

AUGUST 6, 2019

The average ramp-up time for salespeople is between six and nine months. That’s a lot of lost revenue for your company. So how do you maximize the investment you’re making in sales new hires? Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). It takes time. It might feel like you’re over-communicating.

Negotiation 145

Negotiation Onboarding CRM Sales Training 145

MTD Sales Training

JUNE 25, 2019

How many times have you made a presentation and afterwards thought ‘that was so boring, even I wouldn’t have bought my product!’. There are many occasions where we have presented a solution and it’s not created any connection with the prospect. How, then, can we build a great presentation and really connect with the prospect? First, lets see what we shouldn’t do in our presentation: A product demonstration should NEVER be a tour of features and functions.

Procurement 111

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Mike Kunkle

MAY 15, 2019

[This article was originally published as part of the Sales Education Foundation 2018 Annual Magazine , co-authored with Robert M. Peterson, Ph.D., Dean’s Distinguished Professor of Sales, Northern Illinois University Professional Sales Program ]. “The factory of the future will have only two employees, a man and a dog. The man will be there to feed the dog.

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Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst

Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.

Supply Chain

Nutshell

FEBRUARY 6, 2019

One of the main benefits of CRM software is the ability to get every aspect of your business working in sync. By uniting your communication and marketing tools with your sales platform, your team can conduct and track all their sales conversations from a single tool. But if you also rely on accounting software to manage incoming and outgoing payments, there are a lot of hidden benefits to integrating it with your CRM as well.

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Sales Readiness Group

MARCH 25, 2019

Prospecting is a lot like fly fishing. In this episode, we talk about the similarities between those two practices, and how by "matching the hatch" you're much more likely to break through the noise when prospecting.

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Groove HQ

JULY 30, 2019

Amidst day-to-day struggles, we forget great support stems not from a mysterious alchemy of magnetism and magic. Instead, it arises from a certain set of core competencies. Behind the scenes of every experience are attainable skills that separate average or frustrating from truly exceptional customer service. But what skills matter? And how do you take […].

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Jeffrey Gitomer

MARCH 5, 2019

The most coveted prize in selling besides a sale is a referral. How do you approach this person? Everyone tells you to get referrals, no one tells you what to do next. How do you maximize the selling power of this referral? Here are 8.5 rules to ensure your success: Approach with care, be prepared, don't move too quickly. Timing is everything. Don't appear to be too anxious to get the sale (money).

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Meetings Communication Sales 113

Speaker: Michelle Vazzana

Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?

Sales