Tue.May 18, 2021

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Becoming a trusted advisor by selling your company's expertise (not products)

The SAMA Podcast

SAMA will host a virtual symposium featuring Michael on Sept. 15, "The Challenge of Selling Expertise, Not Product: Transforming SAMs into high-value advisors supported by engaging digital content." Register here. LinkedIn: [link] In today's world of information overload and buyers who already know what they want (or think they do), strategic and key account managers need a way to elevate their customer conversations above the ground level.

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[New Data] 7 Actionable Habits of Top Sales Performers

Hubspot Sales

How do you win more consistently and more often? Are there specific traits and habits that top-performing salespeople possess as compared to their peers? These are some of the questions we set out to uncover with our latest research. This research study was conducted by ValueSelling Associates and Selling Power and surveyed more than 150 U.S. business-to-business senior sales leaders to identify the mindsets, attributes, and behaviors of top-performing salespeople.

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The 11 Best Live Chat Tools for Customer Support

Help Scout

Sometimes customers want to talk to a live person. Maybe they’re not finding what they need in your help documentation, or they want to talk through an issue in real time, and email simply won’t cut it. Offering live support can really take your customer experience to the next level. Though phone support may be what many think of for live support, there’s another option: live chat.

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The Ultimate Guide to Using the Sales Process to Improve Sales Performance

The Center for Sales Strategy

Some people are skilled at closing a sale. It's easy for them to build rapport with customers, gather information, pitch a product or service, and then close the sale. Others excel only in connecting with prospects and find it incredibly hard to present a product or close the sale. Utilizing a sales process can help salespeople become better at what they do.

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2024, The Year of the Customer

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.

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How Real Sales Managers Use Conversational Intelligence

Hubspot Sales

Conversational intelligence tools — programs that use artificial intelligence to automatically record, transcribe, and analyze hours of sales calls — are becoming a staple of a growing number of sales organizations' tech stacks. And it makes sense — tracking and pulling insight from sales calls manually is a frustrating, labor-intensive, often ineffective burden that can eat up sales managers' time without offering much return.

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The Five SALSA Principles of Effective Sales and Operations Planning

QYMATIX

Sales and Operations Planning (S&OP) is probably the most important planning process of any company. It will determine the difference between success and failure in the years to come. Usually, the S&OP includes a list of open sales deals, an updated sales forecast, production plan, inventory plan, customer lead time (backlog) plan, new product development plan, strategic initiative plan and the resulting financial plan.

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Best Ways To Grow Your Email Marketing List

Apptivo

Email marketing is one of the most important ways to attract customers and grow your business. Whether your business is small or large, Email marketing holds the same importance for everyone just because every other marketing channel isn’t much reliable. It is due to the convenience of Email marketing that businesses can easily communicate with their prospects and find a way to convert them into paying customers.

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Building Your Plan Priorities, Goals & KPIs

OnStrategyHQ

Like what you’re reading? Download the Complete Guide to Strategic Planning today. GET THE FREE GUIDE. Phase 3: Strategic Plan Development. Previously, you addressed where you are and where you are going. Now, you will focus on how you will get there. Use your SWOT to stay grounded and realistic as you build a roadmap from where you are today to where you want to be.

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How does sales qualification work?

Insightly

Sales qualification is the process that a company goes through to determine a prospect’s likelihood of becoming a paying customer. . While sales is still the driving force behind most qualification efforts, organizations today need to work closely with marketing in order to properly qualify leads. One of the reasons for this shift is the need to adapt to the rapidly evolving customer journey.

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How to Write a Values Statement (5 mins)

OnStrategyHQ

How to Write a Values Statement. What is a value statement? A value statement explains what you believe in & it is really a set of values that articulates what your team believes in. Learn how to write one here from Erica Olsen of OnStrategy. For more resources on building your strategic plan, view the Essentials Guide to Strategic Planning. Video Transcript. “Hi.

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How to Stay Competitive in the Evolving State of Martech

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

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Great Things Happen When Sales Coaching Becomes a Habit

Revenue Storm

Sales leaders have heard for years that we need to be great coaches… and that our primary role is to advance both the talent of our team and our sales opportunities to ensure organizational success. Many sales leaders have salespeople communicating randomly during their day (phone, text, IM, video, and email!) looking for input on how to advance a particular sales situation or to solve an issue.

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2021 E-commerce Statistics To Guide Your Business Strategy

Aepiphanni

When deciding on the next direction for your business, it’s important to be guided by strategy and statistics. This means that you will already have a basis on what works in the market, effectively avoiding the possible pitfalls of constantly and extensively experimenting. This especially holds true for the e-commerce sector. It’s such a fast-changing industry that making sure you’re constantly up to date with market trends can often be the line that separates business success from failure.

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Account Mapping: The Chocolate Truffle That No One Told You About

CoSell

What’s the big secret about co-selling? Account mapping is easy. It is tasty. It is delicious. It’s just like a yummy chocolate truffle. This explains why so many people are avid about how Cosell works. In a lot of conversations these last weeks, I’m speaking with professionals who are driving rapid expansion. These leaders are successfully responding to changes in our world.

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Five Easy Local Marketing Ideas You Can Do Now

ACT

Although the pandemic is still very much a reality around the world, hopeful signs are starting to emerge. As vaccine distribution increases, many countries are easing public restrictions and allowing more businesses and organizations to reopen. In fact, one report found that as of April 2021, nearly 57% of small businesses in the US have fully reopened — a vast difference from this time last year.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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15 sales incentives that actually work

Zendesk

As a sales manager, you’re tasked with the difficult job of motivating your team month after month. A pat on the back might work sometimes, but that doesn’t always cut it. Enter: sales incentives. Sales incentives help keep your team engaged and driven to crush their goals. Finding unique ways to reward your reps for their hard work also goes a long way in boosting employee satisfaction.

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Health Metrics: Shift to Sustainability Over Profitability

OnStrategyHQ

Annual planning and quarterly reviews are a thing of the past. Weekly management will drive planning processes in the future. The environment is changing daily, and your organization’s plan should adapt far more frequently than on an annual basis. Video Transcription. Hi, welcome to the “Virtual Strategist.” My name is Erica Olsen.

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5 Easy Ways to Improve Your Sales Execution Process

Revegy

Are you a sales leader that has walked into an organization still using scripts and cold call lists? You are not alone! You know there are much more sophisticated ways to run your sales team, but how do you encourage change without reluctance? Small, conventional changes can help move your sales plan into a more […]. The post 5 Easy Ways to Improve Your Sales Execution Process appeared first on Revegy, Inc.

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Making an Impact During these Unprecedented Times – In an Interview with Kim Oslob, Senior Director of Customer Engagement at MeasuringU

Strikedeck

Vincent Manlapaz, in an interview with Kim Oslob, discusses why businesses need to continue to deliver their overall brand promises. The post Making an Impact During these Unprecedented Times – In an Interview with Kim Oslob, Senior Director of Customer Engagement at MeasuringU first appeared on Strikedeck | Customer Success Platform.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.

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Types of Artificial Intelligence (AI): A Beginner’s Guide

SmartKarrot

Artificial Intelligence is undoubtedly one of the biggest gifts to mankind. While we are exploring the beauty and benefits of the subject, it is still disregarding the fact that the field stays largely undiscovered. Simply put, it is still tough to comprehensively gain perspective on the potential impact of artificial intelligence in each of our lives.

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How to Write a Mission Statement (4 mins)

OnStrategyHQ

How to Write a Mission Statement. Get the Mission Guide Here. What is a mission statement? Your mission statement answers the question, “why you exist as a company?” or “what is your organization’s core purpose?” Learn how to write one here from Erica Olsen of OnStrategy. For more resources on building your strategic plan, view our Essentials Guide to Strategic Planning.

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May 18 – Customer Success Jobs

SmartKarrot

Role: Vice President of Customer Success Location: Remote, Chicago, IL, US Organization: TapCloud As a Vice President of Customer Success, you will drive Customer Success outcomes through customer advocacy, product adoption, and customer satisfaction. Define and optimize customer lifecycle by identifying opportunities for continuous improvement and leveraging best practices.