Showpad

JUNE 29, 2021

More than 400 organizations from various industries and company sizes, covering the US, the UK and the DACH region answered questions on all things enablement, buying behaviors, selling challenges and what that means for the enablement profession. Since the pandemic, the number of organizations with enablement grew by 17%.

B2B 111

B2B Digital Transformation Decision-making Digitalization 111

Red Star Kim

APRIL 12, 2023

The situation is further complicated by the fact that different B2B services might have significantly different client journeys and sales cycles and thus strategies. Detailed delegate poll results and feedback are shown towards the end of the post.

Media 130

Media Marketing B2C Stakeholders 130

Showpad

JUNE 29, 2021

Engaging buyers in an effective way requires sales professionals having access to the right content and messaging for their targeted buyer roles and their business challenges. Additionally, it’s crucial that they can tailor their approach and their messages in each buyer interaction in a valuable, relevant and differentiating way.

Digital Transformation 59

Digital Transformation Decision-making Digitalization Onboarding 59

Hubspot Sales

OCTOBER 9, 2019

In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% When you're on an exploratory call , you want to be prepared for every question, objection, or circumstance a prospect throws your way. Plus, it can increase your sales. Find a mentor.

Sales Training 132

Sales Training Sales Decision-making Communication 132

Xant

FEBRUARY 5, 2021

During our Sales Development Summit 2020, Daniel Disney shared his top 10 tips for selling more through LinkedIn in 2021. During our Sales Development Summit 2020, Daniel Disney shared his top 10 tips for selling more through LinkedIn in 2021. Production value matters with video. Focus on a Personal Brand. On-brand backgrounds.

Sales 63

Sales Digitalization Publishing Organization 63

Arpedio

AUGUST 22, 2023

Key account management best practices ← Back to blog In today’s competitive landscape, effectively managing key accounts is not just a strategy: It’s a necessity. From strategic planning to personalized engagement, stay tuned for the top key account management best practices that drive exceptional results. Let's talk!

Key Account Management 52

Key Account Management Account Management Management Onboarding 52

Nutshell

SEPTEMBER 30, 2020

For example, your dog knows exactly the kind of high-value experience they’re going to get when they hear W-A-L-K. A strategy that brands use to deliver value to an audience through multimedia content without selling them on anything—at least not explicitly. How is this different from regular old lead generation? Evangelist.

Marketing 98

Marketing Advertising Media Digitalization 98

Nutshell

AUGUST 21, 2020

With over a hundred and one different things that could kill your cloud software business, poor marketing is the slow poison that can put it to sleep for good. But is SaaS marketing different from other types of marketing? Therefore, marketing for a SaaS product requires a distinctly different approach. Product complexity.

Marketing 142

Marketing Onboarding Media B2C 142

Apptivo

AUGUST 17, 2022

Sales quotes are considered as the important criteria to sustain sales and achieve the quotes in a successful way. Each and every person is different and might require unique motivational tactics. Each and every person is different and might require unique motivational tactics. Each and every person’s workstyle is different.

Sales 52

Sales Decision-making Communication Innovation 52

PandaDoc

APRIL 26, 2023

A sales process is crucial to any commercial organization looking to secure revenue and grow. How your compensation package (including commission structure) works tells a great deal about your organization. Apart from that, commission is also a great motivator to drive more sales if it’s executed right.

Sales 52

Sales Government Retail Acquisition 52

Arpedio

OCTOBER 20, 2023

Understanding the power of a stakeholder matrix – A comprehensive guide Relationship Mapping Software ← Back to blog In the dynamic landscape of account management, understanding your clients’ needs, expectations, and concerns is paramount to building lasting and mutually beneficial relationships. Let's talk!

Stakeholders 52

Stakeholders Account Management Client Relationships Decision-making 52

PandaDoc

MAY 6, 2019

Long ago, in a time before the internet, sales organizations struggled to gather enough quality data. Sales organizations are bombarded with so much data that we struggle to efficiently filter and analyze it all. “ 57% of sales organizations do not view themselves as effective users of advanced analytics.”

Decision-making 88

Decision-making Sales Internet Organization 88

MDI Training

FEBRUARY 9, 2021

In this blog post Anita Berger, Gunther Fürstberger and Masha Ibeschitz, share 4 agile change management tools that help to consciously initiate and manage change: Anita Berger. The other hand stands for the ability to drive change, to be attentive to the disruptive waves coming in, to select and ride the right ones. How does it feel?

Management 69

Management Digital Transformation Leadership Stakeholders 69

Hubspot Sales

MARCH 3, 2020

In 2019, millions of social media users took to their Facebook and Instagram profiles to post their 10-year challenge photos consisting of side-by-side shots of themselves in 2009 and 2019. The challenge was a fun way to reflect on personal growth over the decade, and to document how we’ve grown out our bad haircuts from the previous decade.

Artificial Intelligence 84

Artificial Intelligence Sales Retail CRM 84

MDI Training

NOVEMBER 14, 2023

He asked himself and ChatGPT the same questions to determine the differences. Read this blog post to see the results. Creativity and innovation Creativity involves linking different ideas and concepts in unexpected ways. Values and ethics People have moral and ethical considerations that influence their decision-making.

Leadership 52

Leadership Artificial Intelligence Digital Transformation Co-Creation 52

PandaDoc

NOVEMBER 25, 2022

Nurture a contact within the customer’s organization. This allows for selling complex products and services in a way that doesn’t burden customers with technical mumbo-jumbo and focuses on tangible benefits instead. Probably the most popular approach to complex B2B sales, solution selling has been around for decades. Close the deal.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

PandaDoc

FEBRUARY 24, 2023

The goal is to move from the status of a potential buyer to that of a customer by using different communication channels. Thus, successful commercial prospecting will allow your company to increase sales, revenue, and customer lifetime value. LinkedIn prospecting is way easier and more efficient than you think.

Advertising 52

Advertising Media Communication Marketing 52

PandaDoc

FEBRUARY 24, 2023

The goal is to move from the status of a potential buyer to that of a customer by using different communication channels. Thus, successful commercial prospecting will allow your company to increase sales, revenue, and customer lifetime value. LinkedIn prospecting is way easier and more efficient than you think.

Advertising 52

Advertising Media Communication Marketing 52

AchieveIt

AUGUST 23, 2023

Organizations have been navigating through an era marked by profound shifts. Organizations now face an imperative to infuse their strategies with adaptability, resilience, and agility. The notion of creating multi-year plans has given way to a more dynamic and responsive approach.

Banking 52

Banking Decision-making Organization Finance 52

Nutshell

MARCH 30, 2020

If you’re in the B2B world and you’re trying to drive traffic with Instagram ads, or you’re spending energy thinking about Snapchat ads, you’re probably wasting your time.”. Send them something of value on a regular basis. This is because the friction is so low, and the value is so high.

Marketing 71

Marketing Advertising e-Learning Acquisition 71

Brooks Group

OCTOBER 18, 2023

Gartner research reveals that many organizations lack effective coaching. Only 40% of sales professionals report a well-established coaching culture at their organization. Just 42% say sales managers at their organization are actually held accountable for providing good coaching. Anticipate nerves. Collaborate on the solution.

Sales Management 79

Sales Management Management Sales Meetings 79

Hubspot Sales

JANUARY 17, 2018

Fortunately, there’s a simpler way to learn new sales techniques without having to set aside extra time in your day -- through podcasts. Length: 10-25 minutes. One week, Caskey and Neale discuss lead generation; the next, they talk about communicating value or resolving objections about price. Listen on: iTunes. In the Arena.

Sales 145

Sales B2B Artificial Intelligence Value Proposition 145

Sales Management Matters

JULY 8, 2019

In this blog series, sales performance management (SPM) consulting firm OpenSymmetry explored key sales compensation plan design components and considerations for team-based incentivization. you will get different perspectives on the importance of different margin measures. Depending on the source of information (e.g.

Profitability 69

Profitability Supply Chain Finance Sales 69

Miller Heiman Group

JULY 18, 2019

On the surface, your sales organization looks like it’s doing everything your shareholders or board expects: Your revenue attainment is up, and more salespeople are exceeding their goal than you’ve seen in the last five years. Put the Customer at the Center of Your Organization. Assess Your Sales Performance.

Organization 55

Organization Sales Shareholders Sales Technology 55

Apptivo

MAY 26, 2022

3 Simple and Effective Ways to increase customer satisfaction. In this blog, we will delve deep to. Today improving customer experience is one of the top priorities of many organizations. Few ways in which customer satisfaction can help a business succeed. What is customer satisfaction? Conclusion. Introduction.

Retail 52

Retail Customer Experience Media B2C 52

CoSell

APRIL 13, 2021

More and more people and companies are seeing the value of remote working. The first part of the action is looking at the value of structures. This may be as simple as having a cup of tea or coffee, organizing your desk, and setting time aside for account mapping. Organizing structures may seem like a little thing.

Remote Working 52

Remote Working e-Learning Sales Digitalization 52

Zendesk

FEBRUARY 7, 2022

What’s the difference between customer support and customer service? What’s the difference between customer service and customer support? Beyond identifying what information was compromised and then taking steps to solve that problem, going the extra mile can go a long way. Customer support definition. Not exactly.

Decision-making 52

Decision-making Customer Experience Insurance Business Growth 52

Arpedio

JULY 11, 2022

Back to blog. Even though we’re targeting specific prospects and personas that we’d like to talk to, we’re still looking at the business as a whole: we try to work on behalf of our business for their business, and we try to find the business goals and challenges that align with the value propositions that we offer.

B2B 52

B2B Account Management Customer Success Leadership 52

Nutshell

JANUARY 14, 2020

The SaaS industry has different selling techniques , key metrics , and sales process activities compared to the ones you’d encouter while selling a tangible physical product or a more traditional service like a marketing consultation package. With commissions, SaaS reps can expect the numbers on their paycheck to rise.

Sales 127

Sales Software Software CRM 127

Arpedio

NOVEMBER 7, 2022

Back to blog. And we’re starting to realize that sales play a big part, even in non-selling jobs and in life in general: Everytime we try to get people’s attention, or try to find a way to get people to care about what we’re trying to advocate, we’re actually selling. Now, what role does psychology and strategy play in all this?

B2B 52

B2B Sales Decision-making Account Management 52

Arpedio

NOVEMBER 7, 2022

Back to blog. And we’re starting to realize that sales play a big part, even in non-selling jobs and in life in general: Everytime we try to get people’s attention, or try to find a way to get people to care about what we’re trying to advocate, we’re actually selling. Now, what role does psychology and strategy play in all this?

B2B 52

B2B Sales Decision-making Account Management 52

Arpedio

NOVEMBER 30, 2021

Back to blog. Interactions with customers are becoming more complex due to an overwhelming amount of information and products and therefore there is an opportunity for sellers to shift from the traditional role of information provision to the new role of information management to create value for buyers.

Digitalization 52

Digitalization Account Management B2B Decision-making 52

Hubspot Sales

OCTOBER 29, 2017

You might know him from The Little Red Book of Selling, the best-selling sales book of all time (and one of our picks for 10 must-read sales books for rookie reps). I recently featured a few of Gitomer’s videos on writing sales emails on this blog. But my favorite video is " Stop Closing and Start Providing Value, or Lose to Price.".

Sales Training 111

Sales Training Sales Publishing Co-Creation 111

Hubspot Sales

MAY 19, 2020

An ABM campaign is an excellent way to re-engage big prospects who went with another solution and educate them about what’s changed since their decision. Having answered those questions, identify 10 to 15 companies that match that criteria, mark them as target accounts, and create a campaign for engaging them. The best part?

Decision-making 111

Decision-making Management Acquisition Value Proposition 111

SalesGlobe

APRIL 19, 2022

So, what does this mean for sales, and why should sales professionals and partners of the sales organization care? The moment the organization has a green light to access the information, the team can go in and quickly mitigate risks and the sales leader can communicate a message that resonates and makes sense.

Acquisition 52

Acquisition Sales Decision-making Communication 52

Planview

MARCH 29, 2019

Cambia is an exemplary example of how organizations can create a culture of innovation by engaging their most valuable resource—their people. This strategy was difficult to scale, lacked a way to organize around a topic, and was missing a clear pathway for moving ideas forward. The process wasn’t transparent.

Innovation 60

Innovation Healthcare Energy and Utilities Insurance 60

Arpedio

DECEMBER 22, 2021

Back to blog. Ned has over 12 years of professional sales experience, 10 of which he has spent in healthcare sales, strategic account management and sales leadership working for Medtronic, the largest medical device company in the world. December 22, 2021. LinkedIn Live: 2021 SAMA highlights and what to expect for 2022. Ned Gilbert.

Supply Chain 52

Supply Chain Account Management B2B Stakeholders 52