Engage Selling
MAY 15, 2020
Has your team started honing their remote selling abilities? That is, are you and your sales team prepared for the inevitable “virtualization” of sales that was already well underway prior to the pandemic?
SBI Growth
MAY 15, 2020
The need for agility in the execution of customer pursuit efforts has never been greater. With revenues virtually falling to zero in many industries, CEOs and CROs (including your competitors) are working to maximize revenue from their customer base. This.
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Hubspot Sales
MAY 15, 2020
If the first few months of 2020 have taught us anything, it’s that uncertain times can call for quick pivots to sales and marketing plans. Businesses have had to evolve quickly with trade shows, events, and in-person sales meetings being canceled for the foreseeable future, likely throwing a wrench in many 2020 sales and marketing strategies. But even as we are navigating our new normal, there is one place that is experiencing an incredible boom in traffic: eCommerce websites.
Groove HQ
MAY 9, 2020
My story of becoming an entrepreneur—and how I nearly lost everything on the very first day. “BOOM.” The vehicle shook, and I startled. “What the hell was that?,” I thought. And then, as my little car slowed to a crawl, and then to a stop, my excitement turned to a sigh of irritation as I […]. The post Becoming an Entrepreneur: How I Started My Very First Business with Just $300 appeared first on Groove Blog.
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
MAY 15, 2020
- MOTIVATION -. "Obstacles don't have to stop you. If your run into a wall, don't turn around and give up. Figure out how to climb it, go through it, or work around it.". -Michael Jordan. - AROUND THE WEB -. > Workers Will Be Way More Productive in 2021 Than in 2019– Inc. As The New York Times pointed out, allowing employees to work from home and creating a quieter and more private workplace will result in happier workers, which means they're more likely to remain engaged and even get more oo
SBI Growth
MAY 14, 2020
You Chose to Work With Channel Partners for a Reason. At some point in your company’s evolution, you made the strategic decision to work with channel partners. Maybe these partners had better brand recognition. Perhaps you needed to scale without the.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Sales Readiness Group
MAY 14, 2020
As a basketball fan (sorry to say NBA season is still on hold), I had to think really hard about the use of the term “rebound” as opposed to “recovery.” When I think about the term rebound, it conveys an image of something that happens relatively quickly; the player misses the shot, and the ball bounces off the backboard or rim very quickly. Given that businesses are starting to re-open at different paces depending on industry and geography, I struggled with this idea of the economy recovering t
Sandler Training
MAY 15, 2020
How do your prospects feel after sitting across from you in a sales call? The post Sandler Rule: Sales is a Broadway Play Performed by a Psychologist appeared first on Sandler Training.
SBI Growth
MAY 13, 2020
In an increasingly commoditized marketplace, what are you doing to ensure one of your biggest differentiators is setting you apart from your competitor’s customer experience? Do you have a purposeful end to end strategy for acquiring, onboarding, and training this.
Hubspot Sales
MAY 11, 2020
Remote work is the new normal for many professionals, and salespeople are being tasked with meeting and exceeding their sales quotas while making a swift transition to working from home. Stellar sales work is possible outside of a traditional company office. As a sales manager, it is important to lead your remote team with intention to help them reach their goals while adjusting to a new way to work.
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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
Groove HQ
MAY 13, 2020
How we built a highly effective (and super lean) remote support team. The post How We Support 9,000+ Users With Only 2 Customer Team Members: 9 Tips for Remote Customer Support appeared first on Groove Blog.
Sandler Training
MAY 15, 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 #19 – Never help the prospect end the interview appeared first on Sandler Training.
SBI Growth
MAY 12, 2020
At the beginning of stay-at-home orders, maintaining a connection with the customer base was a top priority for CMOs. Marketing teams worked quickly to stand up virtual communities and help customers in an authentic way. Now, as executives look to the.
Hubspot Sales
MAY 12, 2020
Have you ever been in a virtual meeting and felt like there was a spotlight on you? You're not alone. Since nothing is subtle on camera, the spotlight effect is a normal feeling in remote meetings. Having worked remotely for almost a year, I know that virtual meetings can feel awkward. In fact, according to HubSpot's Remote Work Report, communication with co-workers and feelings of loneliness are challenges that remote workers face daily.
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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.
The Center for Sales Strategy
MAY 11, 2020
Everyone is looking for creative ways to drive new business —and we could easily provide a list of five hacks that would be helpful. But those five tips would not have the same impact that changing just one thing would have—your perspective. There is a legendary story about a large American shoe company that sent two sales representatives to different regions of the Australian outback to scope out the business potential for the company.
Sandler Training
MAY 13, 2020
Mike Montague interviews Sandra Crozier-McKee on How to Succeed at Emotional Intelligence. The post How to Succeed at Emotional Intelligence appeared first on Sandler Training.
SBI Growth
MAY 10, 2020
In the last couple of months, CEOs from a variety of industries have found themselves in uniquely challenging situations. However, during this time, they have all exhibited a common trait — they have proven it has been imperative to uphold.
Force Management
MAY 13, 2020
The main goal right now for many organizations, including Force Management, is to effectively lead through the turnaround while supporting customers, employees and communities in the best way possible. That’s why we wanted to share some of the insights in this recent article by McKinsey & Company on how marketing and sales leaders can shape the next normal.
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.
The Center for Sales Strategy
MAY 13, 2020
While technology and buyer behaviors have caused businesses to modernize their sales process, basic principles such as qualifying prospects, defining needs, and understanding buying patterns haven’t changed that much. Every business is different, but most follow a progression with comparable sales stages. Recognizing the need to humanize the sales process, our Sales Accelerator series is known for being more in-step with how real selling is done today while applying basic fundamentals.
Miller Heiman Group
MAY 14, 2020
Every company wants to deliver a great customer experience, but not every company has identified or implemented the customer experience strategies that enable them to follow through. What customer service best practices should your customer experience strategies include? We looked at the entire service experience—including awareness, purchase and adoption—in our Customer Experience Best Practices Study to discover the key differentiators between companies that have raised their customer satisfac
SBI Growth
MAY 11, 2020
“Curiosity killed the cat” is an old proverb used to warn of the dangers of unnecessary investigation or experimentation. Now, replace “curiosity” with “complacency,” and this new phrase will resonate with many businesses that cease to exist. In 2000, Reed Hastings.
Engage Selling
MAY 15, 2020
In today’s selling environment, we’re using video more than ever before. And in some markets, video is the only way we can engage in face-to-face interaction with our customers.
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.
The Center for Sales Strategy
MAY 12, 2020
Setting the first appointment with a new business prospect is not an easy take. Some argue it’s the toughest part of the sales process. Additionally, it’s something veteran sellers struggle with as much as new sellers. The main reason this is a difficult task is the lack of credibility that salespeople are saddled with. Let’s face it; salespeople are usually met with skepticism and kept at arm’s length by prospects who don’t know or trust them.
Miller Heiman Group
MAY 12, 2020
Two out of three sales reps are more concerned about their paycheck than catching the coronavirus, according to a recent survey that we conducted. Compensation is also a concern for close to 100% of sales organizations as they figure out how to handle grounded sales teams, who are relegated to holding video conferences with prospective customers that have their own worries, including shrinking budgets and diminished financial outlooks.
Hubspot Sales
MAY 11, 2020
Say you have a lead that's demonstrated a very real interest in your product. They need the kind of product you offer, have the budget to pay for it, are looking to purchase on a reasonable timeline, and have the authority to actually make those kinds of decisions for their company. At that point, that lead is no longer a lead — they've become an opportunity.
Nutshell
MAY 12, 2020
Nutshell’s BOUNDLESS 2020 event was full of incredible insights from legends in the fields of sales, marketing, and customer success. One of those legends was Social Centered Selling Founder and CEO Barbara Giamanco , who revolutionized the sales industry when she co-authored the first book about social selling, The New Handshake: Sales Meets Social Media.
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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.
Kainexus
MAY 13, 2020
Leaders who want to develop a culture of rapid continuous improvement have many tools at their disposal. So many, in fact, that it can be difficult to keep them all in mind when deciding how to execute an opportunity for improvement or to address a difficult challenge. Or course, most organizations don’t use all of them at any one time, but each can be remarkably effective when applied to the right situation.
MTD Sales Training
MAY 15, 2020
We’re all looking for the silver bullet technique when it comes to increasing our sales but we can also learn a great deal from those salespeople who make the most mistakes! We’re often looking for “what to do.” Just as powerful is knowing “what not to do.” Here’s 18 sales mistakes that poor salespeople make. How many are you guilty of?
Sandler Training
MAY 15, 2020
Training Industry, one of the most trusted and respected sources of information on the business of learning, recently selected Sandler Training as one of the top 20 sales training companies. The post Sandler Named to “Top 20” List for 11th Straight Year appeared first on Sandler Training.
ReviewTrackers
MAY 11, 2020
Social media gives customers the opportunity to voice their opinion about your business in an open space. It’s a space that exists for everyone to see — friends, family, and other consumers. That’s why businesses should manage their reputation on social media. But what exactly is it? And how exactly can it help your business? . Here is a guide to help you understand social media reputation management and why you need to incorporate it into your marketing strategy.
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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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