Upland

MARCH 19, 2021

No matter how great your sales team is, it’s always easier and more cost effective to upsell existing customers. What if we told you that measuring the whitespace potential in accounts can mean life or death for many B2B companies? It’s often a big blind spot for companies of all sizes — middle market up to the Fortune 500. Think of the metrics commonly tracked by businesses — from bookings, to billings, to their backlog, conversion rates, deal sizes, renewals, NPS, and more.

Account Planning 195

Account Planning B2B Sales Sales Environment 195

Engage Selling

MARCH 19, 2021

In earlier times—let’s call it 2018—it was common for sellers to be exclusively in control of their sales pipeline. They built it and moved prospects through it based only on inputs that mattered to their organization. However, just because those … Read More » The post Building a Buyer-Verified Pipeline first appeared on The Sales Leader.

Organization 136

Organization Sales Sales Leadership Leadership 136

The Center for Sales Strategy

MARCH 19, 2021

- MOTIVATION -. "Treat objections as requests for further information.". -Brian Tracy. - AROUND THE WEB -. > Does the Ben Franklin Close Still Work in 2021 – HubSpot. All of Benjamin Franklin's achievements are a credit to certain aspects of his personality — his patience, his rationality, his boldness, his bravery, and his fondness for pros-and-cons lists.

Sales 129

Sales 129

Sandler Training

MARCH 19, 2021

“Leading from the Front in Challenging Times” is the latest survey from the Sandler Research Center (SRC). It compiles and analyses data from a global collection of hundreds of sales leaders and managers. The post Sandler Research Center Survey: “Leading from the Front in Challenging Times” appeared first on Sandler Training.

Management 117

Management Sales Leadership 117

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.

Engage Selling

MARCH 19, 2021

Have you considered the power behind being ubiquitous in your industry? In other words, how often does your name come up in conversation when your industry is mentioned? There are those whose name never comes up, or perhaps seldomly, and … Read More » The post Being Ubiquitous in Your Industry first appeared on The Sales Leader.

Sales 105

Sales Sales Leadership Sales Management Leadership 105

SalesPop

MARCH 19, 2021

An extremely important aspect of account management is the strategic aspect, the plans of dealing with various accounts. I recently discovered through research just how much of an impact real account planning can have on company success. 93 percent of all world-class sales organizations have long-term objectives with regard to their key accounts. In businesses as a whole, though, over 60 percent do not even engage in account planning.

Account Planning 98

Account Planning Energy and Utilities Account Management CRM 98

Thoughtful Leader

MARCH 19, 2021

How strong is your leadership brand? Are you perceived as a premium leadership product? Or a cheap alternative to the real thing? Our leadership brand represents how people perceive us as leaders. A strong leadership brand will open doors and help you to influence people and achieve your goals. A weak leadership brand will do [.]. The post 6 Great Ways to Build Your Leadership Brand appeared first on Thoughtful Leader.

Leadership 76

Leadership Communication 76

ProlifIQ

MARCH 19, 2021

Landing a major enterprise account is a terrific achievement. And not just because of how complex the sales process is, but also because of how much opportunity enterprise accounts have for growth. Scaling an enterprise account is one of the best ways for a sales team to smash quota – far beyond just the next quarter. For example, retaining and growing an existing customer is less expensive than finding a new one.

Account Planning 52

Account Planning Stakeholders Profitability CRM 52

Showpad

MARCH 19, 2021

You’ve heard the phrase “nature versus nurture.” This theory differentiates between the talents and skills we’re born with and those we develop from outside influences. A knack for sales, for example, can absolutely be one of those things that a person is just plain born with. Growing up, someone might have won more raffle tickets than anyone else without seeming to try; now they blow their quotas out of the water with ease.

Sales 52

Sales B2B Meetings Management 52

ProlifIQ

MARCH 19, 2021

Landing a major enterprise account is a terrific achievement. And not just because of how complex the sales process is, but also because of how much opportunity enterprise accounts have for growth. Scaling an enterprise account is one of the best ways for a sales team to smash quota – far beyond just the next quarter. For example, retaining and growing an existing customer is less expensive than finding a new one.

Account Planning 52

Account Planning Stakeholders CRM Profitability 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

Aepiphanni

MARCH 19, 2021

Being an entrepreneur means that you have the flexibility to run your schedule and business your way. However, this much freedom also means that there is a possibility of getting off track once in a while —especially when finances are involved. If you’re looking for ways to better manage your money, here are five financial tips we recommend for small business owners: 1.

Small Business 40

Small Business Finance Investors Banking 40

SmartKarrot

MARCH 19, 2021

Role: Director of Customer Success Location: Salt Lake City, UT, US Organization: SmithRx As a Director of Customer Success, you will lead the Customer Success and Implementation teams. You will be accountable for customer satisfaction and retention of book of business. Build trusting relationships with client leadership. Manage client relationships ensuring expectations and deliverables are documented and met, key stakeholders are informed, and client satisfaction is achieved.

Customer Success 10

Customer Success Advertising Stakeholders Client Relationships 10

Zendesk

MARCH 19, 2021

Angry customers are among the most challenging aspects of working in customer service. It’s hard to remember that “the customer is always right” when a customer is calling you names or cursing you out. Luckily, there are ways to prevent tense conversations from getting out of hand. Support agents should follow time-tested tricks for de-escalating situations and, if necessary, turn to effective call scripts and email templates designed to diffuse customer anger.

Decision-making 98

Decision-making Meetings Media Software 98

Nutshell

MARCH 19, 2021

Your email list is one of the most important assets you have, whether you run a small local business or a multinational corporation. Why? Because it’s yours. You built it. Social media followers are nice to have, and we definitely recommend engaging with your audience on platforms like Facebook, Instagram, and Twitter. (Or even TikTok , maybe). But you can’t rely on social media too heavily because you don’t control the channel—the social media companies do.

Marketing 71

Marketing Co-Creation Media Advertising 71

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

Zendesk

MARCH 19, 2021

In our Customer Experience Trends Report 2020 , we uncovered a startling statistic: about 50 percent of respondents said they’d switch to a competing brand after just one bad customer experience. Fifty-percent customer churn is a death sentence for almost any business—which means it’s time to prioritize customer satisfaction. It doesn’t matter if you’re a Fortune 500 company or a mom-and-pop shop up the road.

Media 98

Media Customer Experience Retail Value Proposition 98

SmartKarrot

MARCH 19, 2021

Many times, companies do not understand why they fail to meet customer needs. A huge reason is a Product-Market Fit. When people fail to realise the need correctly in the market or fail to fix a product goal, it is where there is no cohesion between markets and products. Product-market fit is when your product fits your customers like a glove, and they become your salespeople.

Marketing 11

Marketing Value Proposition Profitability Meetings 11