Mon.Dec 21, 2020

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The Role of Whitepapers in the Sales Process

Software Sales Guru

The Role of Whitepapers in the Sales Process Marketing campaigns often revolved around some type of lead magnet like a downloadable whitepaper. A marketing department will create a whitepaper with the goal of showcasing a solution and use it to generate leads. But a solution does not necessarily create a market or lead to sales. The end result is the marketing department feels they have.

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The Impact of Your Digital Evolution on Your Customer Acquisition Cost

SBI Growth

The global pandemic has brought about the greatest virtual sales experience ever to occur. Organizations that were staving off digital evolution were forced into adoption, while those that had embraced digital were positioned for success. In a multi-quarter stretch where.

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Five Steps to Help Your Team Master Virtual Selling

Miller Heiman Group

COVID has greatly affected the buying and selling process. A recent Korn Ferry survey of global sales organizations revealed that virtual selling is here to stay, with fewer than 2% expecting the changes to be temporary. Changes include the addition of more, and likely new, stakeholders entering the buying and selling process. The pandemic has also impacted the length of time it takes to close a deal.

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A Step-by-Step Guide to the MEDDIC Sales Qualification Process

Hubspot Sales

Properly qualifying prospective customers is tough. It takes a lot of energy to identify new leads and move them through the qualification process. Sometimes, you may not discover a new lead is a poor fit until after you've spent hours on research and calls. If your sales team is struggling to speak to the right customers or close deals, try the MEDDIC sales qualification process.

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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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New Year’s Resolutions for Business Owners in 2021

Outbound Engine

If you’re used to taking some time around the holidays to make resolutions for your personal happiness in the new year, why not try doing the same for your business? There’s a lot about 2021 that is currently hard to predict, but making real, actionable goals for your business can help fight the uncertainty and introduce some stability to your year.

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Welcome to My Home. Please Come In.

The Center for Sales Strategy

So many things have changed this year in response to the pandemic we may not fully appreciate how different our lives really are. Most of the changes have not been positive, but certain outcomes have proven to be beneficial now and are likely to continue into future. For example, if pre-pandemic shutdown I would have advised you not to bother meeting with a prospect in their office, but rather simply visit them at their home — you might have thought I had lost my mind.

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Partnerships in Review 2020: Themes Across Industries

Vantage Partners

At the end of last year, my team and I took a few moments to reflect on an interesting 2019 in the world of partnerships , and to consider what the year to come might look like. 2020 brought us plenty of surprises – and readers might be surprised to find that we didn’t anticipate them all.

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Improvement Software Rollout: How to Overcome Resistance to Change

Kainexus

By the time an organization invests in software technology to support continuous improvement , they've usually embraced the idea that improvement should be a daily activity practiced by everyone in the organization. They realize that the people closest to the production of value for the customer are the ones who are in the best position to identify and resolve problems.

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Ranking the top email marketing platforms by their CRM features

Nutshell

Can you rely on your email marketing platform to do the job of a CRM ? . Email marketing software offers users a basic way to manage their database of contacts, which makes it extremely valuable to new businesses. But in order to grow your business, you’ll eventually need sales tools that help you turn those contacts and subscribers into actual paying customers.

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Twenty-Five for ’21: Predictions for the New Year, Part 1

SalesGlobe

Here are five of our twenty-five predictions for 2021. How did we arrive at these insights? No crystal ball was required. We did, however, survey sales leaders from around the world, consult with SalesGlobe clients from Fortune 1000 companies, and interview experts on selling, strategy, communication, and sales technology in our weekly Rethink Sales Virtual Round Tables.

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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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Need a Remote Sales Definition? We’ve Got One.

Showpad

Alongside the staggering toll the COVID-19 pandemic has taken on public health across the globe, the crisis’ economic fallout was similarly massive, affecting nearly every industry to some degree. Sales was no exception. . On the consumer level, e-commerce became the key to any success businesses managed to have. At the same time, those selling in the B2B environment had to conduct their pitch meetings with clients over video conference calls (along with the rest of their operations, in mo

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6 ways to ensure subscription renewal of SaaS clients

PandaDoc

Companies following Software as a Service (SaaS) business models can face challenges regarding generating revenue and growth. The issue is that success is tied to customer renewal rates. SaaS businesses provide services across online markets that are saturated with software offering similar services. A SaaS business’s growth depends on its ability to acquire customers and more importantly, retain them.

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Dec 21 – Customer Success Jobs

SmartKarrot

Role: VP of Customer Success Location: Pleasant Grove, UT, US Organization: IsoTalent As a VP of Customer Success, you will develop and execute a strategic roadmap for the customer success organization. Drive customer outcomes by increasing renewals, reducing churn, driving up-sell, and identifying opportunities for cross-sell. Identify key opportunities to improve the customer journey by developing and executing on customer programs.

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How to Use Regression Analysis to Forecast Sales: A Step-by-Step Guide

Hubspot Sales

There are various ways to understand the effectiveness of your sales team activity or how well sales teams are at driving sales to reach operational and financial goals. Sales forecasting , a method that predicts sales performance based on historical performance, is one way to get this understanding. Sales forecasting is important because it can help you identify what is going right, as well as what areas of your current strategy need to be adapted and changed to ensure future success.

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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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Customer Success Qualified Lead (CSQL): Everything You Need to Know

SmartKarrot

If you are a customer success professional, you get to collaborate with many other departments in your organization. Customer success is not a siloed function. It brings many opportunities for other departments to leverage the customer data that it has access to. And when it collaborates with the sales division, customer success qualified lead, CSQL, is what it produces to drive business growth.