Hubspot Sales

DECEMBER 9, 2020

You've probably heard of solution selling — it might even be your strategy of choice. It's a sales methodology that became popular in the 1980s, and it's based on a pretty simple premise: A salesperson diagnoses their prospect’s needs, then recommends the right products and or services to accommodate them. The prospect might not know they have a problem or opportunity, let alone what it looks like, how urgent or important it is, and how they should address it.

Cybersecurity 135

Cybersecurity Retail Decision-making Procurement 135

RAIN Group

DECEMBER 9, 2020

Stop. Collaborate. Listen. Sellers of a certain age know that rapper Vanilla Ice was actually onto something when he uttered those words at the start of his song, "Ice Ice Baby." Years later, the concept of collaboration and a seller's ability to work with buyers, instead of speaking at or simply selling to them, to close a deal has become more important than ever.

Meetings 125

Meetings Virtual Selling 125

SBI Growth

DECEMBER 9, 2020

Here are the most popular posts read by our Sales subscribers… How to Lead a Digital-Oriented Sales Strategy. With the immediate impact of the COVID pandemic largely behind us, organizations are slowing shifting back from the mindset of sustainability to growth. Let’s.

Sales 120

Sales Digitalization Organization 120

The Center for Sales Strategy

DECEMBER 9, 2020

With most of the workforce now working from home, sales managers are figuring out what the new normal is when it comes to their team’s workflow. While there are numerous benefits to an at-home, flexible work schedule (like lower stress and a higher employee retention rate), sales teams still need all the help they can get for constant communication, effective project management, goal setting, and team building.

Sales 100

Sales Communication Sales Management Management 100

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.

PartnerTap

DECEMBER 9, 2020

Share Your Target Account Data Generously with Your Strategic Partners – Without Any Constrictions. We all know that feeling of having a dry pipeline – an increasing fear of uncertainty and failure stresses you out, which makes coming up with new ideas even more difficult. But you don’t have to build pipeline all alone. Your strategic partners are the most effective resource when it comes to new lead generation.

Software 98

Software Software Customer Success Sales 98

Sales Readiness Group

DECEMBER 9, 2020

COVID-19 has accelerated the move from traditional classroom-based sales training to virtual training. Participants' experience with virtual has been mixed. The unfortunate and inconvenient truth is that virtual sales training has struggled for years to produce the desired outcomes and return on investment that many programs promise. Challenges include lack of participant engagement, poor retention of concepts, and failure to create lasting behavior change in the real world.

Sales Training 62

Sales Training Sales 62

Strategic Planning and Management Insights

DECEMBER 9, 2020

With the COVID-19 pandemic shutting down economies across the world, thousands of businesses were forced to transition to remote work or close their doors altogether. From layoffs to furloughs, the coronavirus dealt a serious blow to businesses, both big and small. Whether you’re an established business or looking to start your own, it’s important to have a recession-proof strategic plan in place to ensure your company can weather any storm.

Remote Working 52

Remote Working Business Planning 52

SBI

DECEMBER 9, 2020

Allego Expands Sales Learning and Enablement Market Leadership with Acquisition of Refract. NEEDHAM, Mass. December 9, 2020 – Allego , the leader in sales learning and enablement solutions, today announced its acquisition of Refract , a UK-based leader in sales engagement and multilingual conversation analytics. Refract brings to the merger deep capabilities in revenue intelligence—delivering AI-enhanced content and coaching recommendations from sales calls, demos and meetings—to improve

Acquisition 43

Acquisition Leadership Marketing Virtual Selling 43

SmartKarrot

DECEMBER 9, 2020

Role: Director, Customer Success Management Location: Minneapolis, MN, US Organization: Calabrio, Inc. As a Director of Customer Success Management, you will promote a culture focused on industry excellence and superior service. Enhance and continuously improve Calabrio customer success management methodology leveraging best practices and change management.

Customer Success 10

Customer Success Leadership Customer Experience Prioritization 10

Hubspot Sales

DECEMBER 9, 2020

Well-managed pipelines are a salesperson’s North Star, their bread and butter. Poorly-managed pipelines are an entirely different story, as they may affect deal closure and make it challenging to create accurate sales forecasts. Sales trainer Mark Hunter thinks he knows why — poor prospecting. “We wind up with prospects in our pipeline that aren’t prospects,” Hunter said.

Decision-making 138

Decision-making Negotiation Prioritization Profitability 138

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

Peter Simoons

DECEMBER 9, 2020

I will publish my ebook “25 tips for successful Partnerships and Alliances” in parts here on my website. Every other week a tip from the book will be shared, in the weeks in between I will publish my regular column. If you prefer to read the tips in the ebook faster rather than wait a full year then click here to purchase your own copy of the book.

Government 52

Government Value Proposition Logistics Publishing 52

Hubspot Sales

DECEMBER 9, 2020

Sales forecasting can be a tedious process filled with endless rows of data that can start to blur together after you've spent one too many days looking at it. Though it isn't the most exciting process, preparing an accurate, reliable sales forecast is one of the most important tasks a sales team does each year. A thorough sales forecast can pinpoint how much reps should bring in on a weekly, monthly, quarterly, and annual basis.

Sales 136

Sales Software Software Small Business 136

SmartKarrot

DECEMBER 9, 2020

Customer experience is a determining factor to stick out from the competition. In 2020, this aspect held true more than ever. The COVID-19 pandemic forced companies to cater to customer experience in a whole new aspect. Customer experience has become a top priority for businesses and more so in 2021. This is because customer experience has become the deciding factor for customers to choose whether they want to be associated or not.

Customer Experience 22

Customer Experience Communication Customer Success Profitability 22