SBI Growth
APRIL 20, 2020
Your Q2 plan has been impacted by the most significant economic disruption that any of us have ever seen. Everything changed in what was seemingly the blink of an eye. New deal flow has dried up, and the velocity of.
The Center for Sales Strategy
APRIL 22, 2020
Often the terms “tough times,” “slow times,” and “uncertain times” create a pessimistic feeling , but they can easily be seen as an opportunity. Yes, times are changing, and business models are shifting, but the relationship you establish right now with your clients and prospects will define your organization in the future. With no meetings or sales conferences taking place, how can you genuinely maintain relationships with clients and prospects?
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Hubspot Sales
APRIL 20, 2020
Let’s get right to it — there are elements of the sales process that are wonderful on video and others that aren't. So the idea of doing an entire sales process from beginning to end while utilizing video may not be the best approach. To effectively use video to sell, you have to incorporate the right elements of video during specific points of the sales process.
Drift
APRIL 24, 2020
What does “good” look like? Most of us sellers know what a good email looks like. We know what a good cold call sounds like. And we’ve even read a few good LinkedIn requests too. But what does good look like when it’s in the form of a personalized video? Yes, video. Your new favorite medium. Now that many of us are working from home, video is the only option we have to connect with many of our.
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.
RAIN Group
APRIL 22, 2020
Selling virtually is a challenge for even the best sellers. You have to change the way you sell and use different technologies to maximize your success. While many of the principles of consultative selling remain the same (i.e., you have to build rapport, uncover needs, inspire with new ideas, build an impact case, etc.), how you go about doing these in a virtual environment is drastically different.
SBI Growth
APRIL 21, 2020
Well-established tech companies have typically developed a large, multi-layer partner ecosystem that they rely on. For a sales leader in this environment, problem-solving, and having shared responsibilities with these channel partners is the only way to succeed in moving the.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Sales Gravy
APRIL 23, 2020
On this episode of the Sales Gravy podcast, Jeb Blount discusses entrepreneurship, self-reliance and why sales professionals need to view themselves as entrepreneurs with Duct Tape Marketing's John Jantsch, the author of the new book, The Self-Reliant Entrepreneur. On this episode of the Sales Gravy podcast, Jeb Blount discusses entrepreneurship, self-reliance and why sales professionals need to view themselves as entrepreneurs with Duct Tape Marketing's John Jantsch, the author of the new book,
Sales Readiness Group
APRIL 24, 2020
I recently presented to the Women Business Owners (WBO) association on this topic. It was interesting to share thoughts and hear business owners' perspectives on how we can best engage with customers during this crisis.
SBI Growth
APRIL 24, 2020
These are truly challenging times. To adapt to this new normal, COVID-19, you are likely rethinking your go-to-market strategy. Companies need to reallocate go-to-market resources (people, money, and time) in order to capture opportunities in the short-term, as well as.
Hubspot Sales
APRIL 24, 2020
As a Millennial, I’ve spent the past decade rolling my eyes at the media’s portrayal of our generation. Whether depicted as participation trophy-holding underachievers who prioritize avocado toast over homeownership and carelessly destroyed various industries or constantly being mistaken for Gen Z , Millennials haven’t been portrayed in a positive or even neutral light.
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
Sales Gravy
APRIL 24, 2020
On this bonus Selling in a Crisis Daily Sales Briefing, Jeb Blount and and Jeffrey Gitomer discuss what you should be doing now to get ahead of the curve and read for recovery on the other side of the coronavirus shutdown. On this bonus Selling in a Crisis Daily Sales Briefing, Jeb Blount and and Jeffrey Gitomer discuss what you should be doing now to get ahead of the curve and read for recovery on the other side of the coronavirus shutdown.
The Center for Sales Strategy
APRIL 20, 2020
Salespeople fill a fundamental role in society, so why do they get a bad rep? In a HubSpot’s Research study, Buyers Speak Out: How Sales Needs to Evolve , respondents were asked to submit the word they most associated with salespeople. The number one response was “pushy.". Persistence is part of being a salesperson, but there’s a difference between consistently adding value with each check-in and rambling on about the benefits of what you’re selling.
SBI Growth
APRIL 19, 2020
We have seen first hand how the COVID-19 crisis has devastated businesses around the world for weeks. However, as we adapt to a new era of commerce, many companies have found opportunities to reevaluate their strategies and thrive.
Hubspot Sales
APRIL 22, 2020
Every company has a product or offering that performs better with customers than others. Whether it’s an athletic apparel company that has one style of legging that outsells the rest, or a car manufacturer that has a specific model their customers flock to. It’s a universal business truth — not every product you offer is going to sell at a high rate at all times.
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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.
Nutshell
APRIL 23, 2020
Sales teams and marketing teams often work together, but what about your sales and customer support teams? If sustained revenue growth is your goal, you can’t afford to neglect the relationship between these two departments. The reasoning is simple: If your customers have a post-sale experience that falls below their expectations, they’ll move onto a competitor and your company’s growth will peter out.
The Center for Sales Strategy
APRIL 24, 2020
- MOTIVATION -. "Whether you think you can, or you think you can't, you're right.". -Henry Ford. - AROUND THE WEB -. > Building A High-Performing Virtual Selling Channel– Forbes. Virtual selling is now fundamental to growth in a market where remote selling is the “next normal” as the coronavirus pandemic has forced over 4 Billion consumers, customers, employees, and salespeople to stay at home.
Strategic Planning and Management Insights
APRIL 24, 2020
Sudden changes, such as the current COVID-19 global health crisis has caused a disruption in every-day business, while many individuals and teams find themselves navigating new ways to work together effectively. While Tuckman’s Stages of Team Development apply to newly formed teams, they also apply to teams that encounter new situations or experience abrupt change and disruption.
Corporate Visions
APRIL 23, 2020
The post Why Isn’t Everyone Whiteboarding? by Tim Riesterer appeared first on Corporate Visions. A new survey shows that 77 percent of salespeople rely on PowerPoint for their in-person presentations, while only 6 percent use whiteboarding. The whiteboard vs PowerPoint disparity jumps even higher in remote selling situations, where slides are used more than 83 percent of the time while using a digital whiteboard, or any kind of annotation, drops to below 4 percent.
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.
Miller Heiman Group
APRIL 22, 2020
We recently published a blog discussing four of the essential customer experience best practices that we identified in interviews of top customer service reps. Today, we continue that discussion and reveal the last four effective practices that sales and service organizations should emulate. Get the Study. 5. Manage Difficult Conversations. No matter how good your product or service is, mistakes are inevitable.
Engage Selling
APRIL 24, 2020
Over the next four weeks, we will be sharing special content that’s specific to the COVID-19 crisis. In particular, we will be exploring strategies that you can implement as sellers and sales leaders in order to: 1.
MTD Sales Training
APRIL 19, 2020
In its third edition of ‘the State of Sales’ report in 2020, SalesForce reported that “Sales reps have increased their time connecting virtually with customers at a rate 3x greater than connecting in person.”. In addition, it states that “Sales reps can reach more customers with virtual selling or even reach customers in various geographical locations.”.
Outbound Engine
APRIL 20, 2020
Imagine that you are on a beach vacation with your family (Pre-COVID of course). It’s been a beautiful day, with plenty of cool drinks, warm sun, and not enough sunscreen. All of the sudden, the water quickly recedes from the shore. You look up, curious. Where there was once seemingly endless waves, are now miles of wet sand and exposed sea life flopping about.
What if there was a better method of changing the conversation with your customer from delivering pricing to delivering value solutions? A method that would help keep you in control, manage the uncertainty, and close larger deals more quickly for you and your company? There is.
Sandler Training
APRIL 20, 2020
Mike Montague interviews David Brown on How to Succeed with the Sales Software of the Future. The post How to Succeed with the Sales Software of the Future appeared first on Sandler Training.
Kainexus
APRIL 22, 2020
Many leaders are finding themselves faced with the task of managing a 100% remote team for the first time. The challenge is amplified by the fact that remote work is new to most employees, and even getting together for an in-person meeting once in a while is impossible. Unfortunately, business challenges and process defects don’t disappear because there’s a pandemic.
Cranfield Executive Development
APRIL 21, 2020
Great performances make me want to jump from my seat and applaud. They make me feel more awake, more passionate, more motivated, more courageous - they make me feel more in every way.
Strikedeck
APRIL 21, 2020
Vincent Manlapaz, in an interview with Daniel Farkas talks about the importance of having a shared mindset and winning customer’s trust by prioritizing their success.
Advertiser: ZoomInfo
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.
Sandler Training
APRIL 24, 2020
David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How To Succeed at Sandler Rule #16 – Never ask for the order; make the prospect give up [PODCAST] appeared first on Sandler Training.
Kainexus
APRIL 20, 2020
Are you struggling to drive a continuous improvement culture in your organization? Do you need to revive a CI culture that has lost momentum? If you’re like so many others, it can be difficult to know which questions to ask, and where to start. Jeff Roussel, chief revenue officer of KaiNexus and a true continuous improvement leader and believer, recently joined Allison Greco, founder of Continuous Improvement International , to talk about how you can build a continuous improvement culture.
Sales Gravy
APRIL 22, 2020
On this Selling in a Crisis Daily Sales Briefing, Jeb Blount discusses what salespeople need to be doing now to prepare to accelerate once the recovery begins. On this Selling in a Crisis Daily Sales Briefing, Jeb Blount discusses what salespeople need to be doing now to prepare to accelerate once the recovery begins.
Corporate Visions
APRIL 24, 2020
The post Why Isn’t Everyone Whiteboarding? by Tim Riesterer appeared first on Corporate Visions. A new survey shows that 77 percent of salespeople rely on PowerPoint for their in-person presentations, while only 6 percent use whiteboarding. The whiteboard vs PowerPoint disparity jumps even higher in remote sales situations, where slides are used more than 83 percent of the time while using a digital whiteboard or annotation of any type drops to below 4 percent.
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Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.
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