Mon.Feb 13, 2023

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Money and Power: How to Get to the Decision Maker

Software Sales Guru

Money and Power: How to Get to the Decision Maker I have discussed previously why co-building the business case is important in its own right. In addition, it opens the door to power. Power = person who makes the financial decision and controls the purse strings. Junior and/or technical people are often uncomfortable or unable to talk about money. You can use this to your.

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Acquire the right customers or suffer in customer retention

Customer Think

Leverage customer data and learn from segments to GROW RELATIONSHIPS WITH CUSTOMERS through your DTC channel. If you’re a marketer, it’s important to focus on acquiring the right customers. Otherwise, you’ll spend all your time and energy trying to retain them – which can be costly.

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The Blueprint for Success: Creating a Sales Leader Success Plan

The Center for Sales Strategy

Are you tired of watching sales managers struggle and then resorting to a Performance Improvement Plan (PIP) only to see little to no improvement? It's time to break that cycle and set your sales leaders up for success with a Sales Leader Success Plan.

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The Complete Guide to Business Networking [+8 Key Tips You Should Leverage]

Hubspot Sales

Whether you're trying to grow your business or climb the career ladder, developing personal relationships with other business professionals is crucial. Business networking can open up doors. You’ll find new job opportunities, industry knowledge, recruitment leads, and prospective clients you might not have had access to otherwise. In this guide, you'll learn what business networking is, the benefits of business networking, and some tips from real-life experts on how to build a strong business ne

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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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5 Factors for Buying the Best Sales Training for Your Team

Sales Readiness Group

Sales training gives your team the right strategies and tools for a competitive edge. Investing in training is essential to improve the skills and techniques of your sales team, adapt to new market conditions and take advantage of emerging opportunities. But with so many training programs available, it can be difficult to determine which one is right for your organization.

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The 15 Best Credit Card Processors for Small Businesses

Hubspot Sales

Consumers are going cashless. In fact, shoppers use credit, debit, and mobile app payments for a majority of their transactions, accounting for 60% of total payments in 2021. To grow, businesses must keep up with the trends. That means selecting a credit card processor that supports your business effectively. To help you make the right choice, we gather fifteen credit card processors for small businesses and their key features.

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Virtual Selling for Sales Professionals

Brooks Group

What Does ‘Virtual Selling’ Mean? For hundreds of years, traditional methods of sales have dominated the market. From door-to-door sales to full-on, boardroom-style sales meetings, sales reps have been able to harness the power of face-to-face interaction to make a sale. However, in the modern world, everything seems to have changed. The past decade or so, especially since the COVID-19 pandemic in the early 2020s, has seen consumers working from home; thus, remote selling seems to ha

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Four Common B2B Account Manager Mistakes

Sales Outcomes

Account Managers often struggle to grow and retain revenue, particularly during economic uncertainty. Here are four common mistakes that contribute to customer churn and prevent realizing the full potential of account relationships. 1. Unable To Transition From Tactical To Strategic Sales Motions While account managers need to be responsive to tactical customer asks, fulfilling requests without digging deeper can inhibit growth and retention.

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Mergers and Acquisition Series Part 2: Incentive Compensation Alignment

SalesGlobe

Understanding Role Differences In the first part of this series, we talked about the importance of role definition and how roles that are seemingly the same on the surface, but when you get right down to it, can be very different from one company to another. In order to address incentive compensation, you first need to understand the role. The temptation is to look at the plans first.

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The Importance of Sales to CS Handoff

ProlifIQ

Defining a Sales Handoff The business model for many B2B Saas companies involves customer growth. While acquiring new business is always important, sometimes it’s over-emphasized when talking about a go-to-market strategy. In fact, most Saas companies get the majority of their revenue from existing customers. Therefore, customer satisfaction should be a top priority for businesses.

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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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Why Accountability Is Important in Leadership

CMOE

Seventy-two percent of leaders believe accountability is vital to business success, yet only 31% are satisfied with their company’s level of accountability. Even staff members notice a serious gap: 91% express accountability as their employer’s top leadership-development need. When leaders are not held accountable for their actions, commitments, and work, this permeates the entire business.

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Rally Around Your Clients’ Goals!

Whetstone

As a sales professional, it’s easy to get caught up in the hustle and bustle of meeting quotas and closing deals. But as we enter the new year, it’s important to remember that our ultimate goal as sales professionals is not just to make a sale, but to help our customers achieve their goals. To truly succeed as a salesperson, we must shift our focus from our own targets to the needs and desires of our customers.

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10 tips to foster efficient inter-departmental collaboration

PandaDoc

A successfully functioning team requires a shared vision, mutual respect, and impeccable communication. However, departments often suffer from tunnel vision when it comes to day-to-day operations. It’s vital to recognize the importance of collaboration across your company. Interdepartmental collaboration, in particular, is essential to create a healthy, high-functioning, and productive working environment.

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How ChatGPT Will Massively Disrupt Many Industries And Democratize AI

Customer Think

By now, you might have heard of ChatGPT by OpenAI. This AI-powered chatbot can write everything from raps to commercial copy for Ryan Reynold’s mobile company to online Customer Experience articles. It has the potential to make AI accessib.

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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.