Miller Heiman Group

SEPTEMBER 3, 2020

Now is the time when organizations need problem-solvers who can help them overcome unforeseen challenges, putting sellers in a position to engage with customers on a deeper level than ever before. Our research shows that more than 70% of buyers wait until after they have already defined their needs to engage sellers. They see sellers as product representatives rather than problem-solvers, and often see little to differentiate one seller from another.

Suppliers 154

Suppliers Sales Organization 154

SBI Growth

SEPTEMBER 3, 2020

No one disputes the importance of Sales and Marketing alignment, especially in today’s uncertain environment. However, the challenge lies in developing a successful interlock process around annual planning that still allows both organizations the agency to complete detailed domain-specific plans. In.

Sales 121

Sales Marketing Organization B2B 121

Engage Selling

SEPTEMBER 3, 2020

There is a “dangerous” sales number that you need to know about. It’s the number one. Let me explain. A client of mine recently emailed me and mentioned that they lost two of their biggest clients.

Sales 112

Sales Client Relationships Account Management Sales Leadership 112

The Center for Sales Strategy

SEPTEMBER 3, 2020

Sales managers often ask us how to make Individual Focus Meetings (IFM) with their salespeople more productive. What's interesting about this, is that salespeople also ask us (on a weekly, if not bi-weekly basis) why they even need an Individual Focus Meeting with their sales manager. As you can already tell, there seems to be an issue with this weekly meeting — neither side is getting what they want out of it.

Meetings 90

Meetings Sales Management Management Sales 90

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.

Hubspot Sales

SEPTEMBER 3, 2020

Collecting and analyzing sales metrics isn't one of the most exciting tasks for a sales leader, but it's one of the most important. Sales metrics like customer acquisition cost (CAC), lifetime value (LTV), total revenue, annual recurring revenue (ARR), and churn rate are some of the most notable metrics you'll track. These metrics help you see your sales strategy as a bigger picture.

B2C 87

B2C Retail Acquisition B2B 87

Kainexus

SEPTEMBER 3, 2020

Recognizing and rewarding employees on their efforts is a critical component of a continuous improvement culture. Without recognition, it’s typically challenging to drive employee engagement. Your employees need you to recognize the work and contributions they make, and as a result of recognition, they’ll continue to produce work that both you and them are proud of.

53

53

ReviewTrackers

SEPTEMBER 3, 2020

Management 26

Management 26

Showpad

SEPTEMBER 3, 2020

The countdown is on for TRANSFORM 2020, the must-attend sales enablement event of the year! TRANSFORM is always one of the highlights of the year for me, and this year will be no exception. On October 1-2, 10,000 sales, marketing and enablement professionals will come together for two days of learning, networking and fun. This year’s event will look a little different than in year’s past.

Digitalization 52

Digitalization Organization Marketing Sales 52