Upland

NOVEMBER 28, 2021

Get more sales references without launching a traditional reference program. Even when organizations acknowledge their sales reference processes could be better, it can be an overwhelming problem to confront. Will it require new hires? New software? A big investment of time or resources? A well-oiled, traditional customer reference or advocacy program can be an organization’s strongest asset, but launching, revamping, or expanding a traditional program isn’t right for every organization.

Sales 195

Sales B2B Software Software 195

Hubspot Sales

NOVEMBER 28, 2021

When you first start out in business, you can probably manage to keep all of your customers or clients top-of-mind … because you don’t have that many. At this stage, sticky notes are your best friend. As you become more established, your customer base grows. It becomes harder to keep every customer and prospect straight. Contacting them at regular intervals to follow up on something they plan to buy or have already bought gets trickier.

CRM 123

CRM Communication Decision-making Profitability 123

Upland

NOVEMBER 28, 2021

Struggling to get quality references is an all-too-common problem for B2B sellers. But the first step to a better sales reference future is acknowledging that the old way is broken. Getting relevant sales references on tight deadlines isn’t easy. Many organizations don’t have formal customer reference or advocacy programs at all. And for companies that do, these programs often can’t move or scale quickly enough to fulfill every sales reference request before prospects’ deadlines.

B2B 195

B2B Prioritization Customer Success Organization 195

Showpad

NOVEMBER 28, 2021

Technology Leea uses: Showpad, Outreach, and ZoomInfo. Meet Leea Huffine, Creative Marketing and Communications Manager at Atlas Copco. In this interview, Leea shares with us how she’s implemented marketing automation, digital deal rooms, and digital media content to support the sales team in a hybrid sales environment. . “We had to adapt in a very short period of time to our new normal,” Leea said.

Digitalization 98

Digitalization Sales Environment Sales Communication 98

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.

Upland

NOVEMBER 28, 2021

Key traits of a winning sales reference pool. Prospective customers are in control of more of the B2B sales cycle than ever before. Contacting an enterprise sales rep is no longer a prospect’s first stop on the long road to making an important business purchase. In fact, Forrester reports that an average buyer completes about 70% of a B2B purchasing decision before ever contacting sales.

Sales 195

Sales Manufacturing B2B Decision-making 195

Peter Simoons

NOVEMBER 28, 2021

Tip 24: Measure and Evaluate Alliance Performance. An airplane is off its course most of the time. Wind, turbulence and air traffic are all factors why an airplane can’t fly in a straight line from Airport A to Airport B. Yet it arrives at its destination thanks to constant corrections along the way. An airplane only reaches the right destination because of measurements and evaluations of the data acquired, upon which the pilot or the autopilot adjusts the airplane’s course.

Publishing 98

Publishing Facilitation Meetings Management 98

Liston Witherill

NOVEMBER 28, 2021

A story is a good start for delivering your proposal. It also needs to believable. To sell creativity your prospects need to trust you, and your claims need to be credible. You know this. So you need a systematic approach to building trust during your sales process. Trust comes from proof. Can you prove — or come close to proving — the claims you make about how you can help your client?

Decision-making 40

Decision-making Banking Small Business Marketing 40

Upland

NOVEMBER 28, 2021

If your sales reference program needs a boost, the prospect may be daunting. Do you need to invest significant resources to build out an entire customer advocacy program, complete with its own dedicated staff? It’s not a bad option if you have the time and resources, but it’s also far from the only one. Companies primarily focused on delivering targeted sales references during sales cycles should consider a lightweight reference app that’s explicitly built for B2B sellers.

B2B 195

B2B CRM Sales Organization 195