Hubspot Sales

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible. But as with any other skill, some salespeople have a better grip on prospecting than others — and we, here at the HubSpot Sales Blog, want to do our part to make sure you prospect as effectively as possible.

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Sales Prioritization CRM Communication 106

The Center for Sales Strategy

APRIL 16, 2024

A good salesperson knows that success starts with making connections, building rapport, and creating a positive space. Short and irritable prospects make it difficult to have any meaningful conversation and make your job much harder than it needs to be. Building rapport and making connections doesn't have to take long, and it's well worth the investment.

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Sales 95

Force Management

APRIL 16, 2024

We recently hosted a live session on Driving a Revenue Mindset with our Managing Director and Facilitator Brian Walsh. He shared insights on what’s changing in sales, what remains critical, and what the most successful organizations are focusing on to maintain revenue momentum. Be sure to check out the full on-demand recording here.

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Facilitation Organization Management Sales 81

FinListics Solutions

APRIL 16, 2024

In today's fast-paced business environment, standing out in a sea of competitors requires more than just a superior product or service; it demands a customer-first approach to revenue generation. This pivotal shift is the heart of the newly released eBook, "7 Steps to Building a Customer-First Revenue Organization," co-authored by Dr. Stephen Timme,and Sheevaun Thatcher, CPC.

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Organization B2B Sales Training Sales 81

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.

Customer Think

APRIL 15, 2024

“Stand away from the mouse and nobody will get hurt!” – Salesperson at a tradeshow when a prospect tried running the software themselves “Our objective is to ‘suspend disbelief.’” – Me Easy to Use? One of prospects’ most common concerns is, “Will the software be easy to use?

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Software Software Sales 62

The Center for Sales Strategy

APRIL 15, 2024

There’s a whole lot more to recruiting the right person for your team than just matching resumes to job descriptions. It’s about cultivating experiences and creating an impression that goes beyond a mere transaction. In today’s candidate-led job market, your company's reputation matters—a lot. Many of the people who have the power to influence your reputation are those you’re recruiting.

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Marketing 86

Planview

APRIL 15, 2024

By now, many boards have asked their executive teams to create at least one AI use case—if not tens of use cases. Choosing the right AI use case doesn’t just affect how the board sees your performance, it impacts your enterprise’s competitiveness in the Digital Age. It’s a remit that Jeff McMillan, the new head of firmwide AI at Morgan Stanley, understands. “We’ve deployed two use cases.

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Prioritization Decision-making Digital Transformation Digitalization 59

Customer Think

APRIL 15, 2024

Sales and sales management is a series of conversations. The quality of your conversations equal the quality of success in life and business. However, an increasing problem in sales is the lack of quality conversations. You sent your team to a great sales training workshop where they learned the right questions to ask.

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Sales Training Sales Management Management Sales 62

Strategic Communications

APRIL 17, 2024

Whatever happened to… Over the past decade, we’ve seen a number of iconic brands simply disappear without a great deal of fanfare. On the other hand, we’ve seen the meteoric rise of new players that quickly captured the hearts, minds—and wallets—of consumers. But will they be able to sustain their gains? Only time will tell. Here we take a look at some of the “losers,” and some of the “winners” and try to determine what it is that keeps a brand strong.

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Innovation Retail Value Proposition Logistics 52

PandaDoc

APRIL 17, 2024

In this article, we’re going to learn all about contractor management software (CMS). Contractor management software is a tool that helps organizations streamline and automate the processes related to hiring, onboarding, monitoring, and evaluating external contractors and vendors. The market for construction software is expected to reach $3.875 billion by 2030.

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Software Software Management Construction 52

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

Flevy

APRIL 16, 2024

Marketers have always been curious about why some service or product offerings seem irresistibly appealing while others fade into obscurity. In the past, the same phenomenon was at play that used to make people glued to their TV sets for hours, and today, this is what triggers us to check on our phones compulsively numerous times a day. Nir Eyal, the author behind the bestseller “Hooked: How to Build Habit-Forming Products,” reveals that the most engaging products follow a blueprint

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Advertising Digital Transformation Decision-making Digitalization 52

Customer Think

APRIL 15, 2024

I wrote today’s post for RingCentral; it covers the power of communication in the customer experience and includes how AI can redefine your communication strategy for better customer engagement. Communication is one of the most overlooked components of the customer experience.

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Communication Customer Experience 62

ACT

APRIL 16, 2024

Did you know that by 2025, 80 percent of B2B sale s interactions between buyers and sellers are predicted to happen virtually? That’s how fast the remote sales landscape is evolving. Virtual sales teams allow organisations to optimise costs, hire the best sales talent worldwide, and engage with prospects in different time zones. That said, developing and managing successful remote teams comes with several challenges, and resolving them before setting up virtual sales teams is critical for succes

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Sales CRM Virtual Selling Communication 52

PandaDoc

APRIL 17, 2024

“What is ACV in sales?”, we hear you ask. Well, are you a SaaS company or an organization that deals with yearly or multiyear subscriptions and/or contracts? If so, it’s a key metric you might be missing out on. In this article, we’ll teach you all you need to know about ACV. Key takeaways ACV stands for “annual contract value.” It’s a metric that tells you about the yearly revenue generated by individual contracts.

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Sales Internet Profitability CRM 52

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

QYMATIX

APRIL 15, 2024

With AI front and centre in our collective consciousness, it’s no surprise that it has also had its fair share of controversy. AI scandals are not that numerous (yet), but they are impactful. So, today we’ll look at some famous AI scandals and what we can learn from them. Popular AI scandals Since the 2010s, controversial news stories relating to AI systems and their use have popped up.

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Government B2B Software Software 52

Customer Think

APRIL 15, 2024

Today’s consumer is ravenous for video content – on average, they watch 17 hours of online video per week, and they’re 52% more likely to share videos with their peers than any other kind of content. Consequently, an increasing number of retailers are pursuing video commerce strategies to ensnare curious customers and drive better sales.

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Retail Sales Digitalization Marketing 62

Arpedio

APRIL 15, 2024

In today’s rapidly evolving business landscape, artificial intelligence (AI) has emerged as a pivotal tool in revolutionizing the sales domain. The adoption of AI technologies is not merely a trend; it represents a fundamental shift that empowers businesses to optimize their sales processes, improve customer engagement, and drive revenue growth.

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Artificial Intelligence Decision-making Prioritization Innovation 52

Flevy

APRIL 14, 2024

In a world where Customer Loyalty and Satisfaction are paramount, the Customer Effort Score (CES) emerges as a beacon guiding organizations to optimize their interactions. This article is centered around one of the most impactful Customer Experience metrics. the Customer Effort Score. CES plays a role in understanding the ease of customer interactions, thereby shaping customers’ loyalty and advocacy.

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Digital Transformation Decision-making Customer Experience Facilitation 52

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

Nutshell

APRIL 16, 2024

It was a busy first quarter here at Nutshell! We rolled out new features like: Nutshell Landing Pages A/B testing in Nutshell Campaigns Customizable lead board cards And free marketing-only seats (Missed some of these new updates when they launched? Check out our Q1 roadmap and the Product Updates page on our site to see a full list of the most recent Nutshell releases.

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CRM Communication Organization Sales 71

Customer Think

APRIL 16, 2024

Sure, reward points and perks are a nice cost of entry. But based on consumer feedback, loyalty programs in 2024 might want to consider offering painkillers.

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Arpedio

APRIL 15, 2024

As the tapestry of sales continues to evolve, the incorporation of artificial intelligence in sales stands out as a transformative force. To remain competitive and forward-thinking, companies are increasingly looking towards an AI sales strategy that not only augments human capabilities but reshapes them. This strategic shift involves more than the application of advanced technologies; it requires a comprehensive approach to sales strategy optimization, ensuring that every customer interaction i

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Artificial Intelligence Decision-making Sales Sales Environment 52

RAIN Group

APRIL 17, 2024

When it comes to sales performance, getting the most out of your team starts with strong onboarding. Organizations with effective onboarding are 6.3x more likely to prepare their new sales hires to succeed.

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Onboarding Sales Organization Sales Management 68

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.

Negotiation

Customer Think

APRIL 16, 2024

In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the high cost of making a bad hire in sales. They emphasize the importance of creating an ideal hiring profile with hard and soft skills and non-negotiables.

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Negotiation Sales Leadership Leadership Sales 57

Customer Think

APRIL 16, 2024

Being a good leader is hard because it is not being good at one or two things but being good at a multitude of things. Being a good leader means that we need to make tough decisions, even when they dont have all the information they need to make them.

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Decision-making Leadership 57

Customer Think

APRIL 17, 2024

I walked into the house with Dinger and a baby toad hopped in with us, snuck under the closet door and disappeared. When I first spotted the toad, I thought it was a tiny piece of mulch and didn’t give it a second thought.

Sales 52

Sales 52

Customer Think

APRIL 16, 2024

In the ever-evolving landscape of software development, Intelligent Automation and No-code Tools are emerging as the catalysts for change, propelling the industry into a new era of efficiency, agility, and innovation.

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Software Software Innovation Organization 52

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.

Marketing

Customer Think

APRIL 16, 2024

Listen to the podcast: One of the things I talk about a lot with clients is customer emotions. The reason I do is because over half of any experience is highly influenced by customer emotions, which, among other things, motivate customers to act.

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Innovation 48

Customer Think

APRIL 16, 2024

Major Update Rebuilds Platform Around GenAI, Reduces Risk With Slate of Safety Features

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Customer Think

APRIL 16, 2024

Enterprise-ready generative AI tool delivers an interactive conversational experience that helps users extract and synthesize insights for data-driven business decisions at scale

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Customer Think

APRIL 16, 2024

Did you see Oppenheimer when it was at theaters last year? Christopher Nolan’s latest movie tells the story of how the American physicist J. Robert Oppenheimer led the race to develop atomic weapons during the Second World War and then spent the rest of his life regretting his creation.

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Customer Experience 44

Advertisement

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.

B2B