June, 2021

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Revenue Operations: Secrets to Generating Sales and Growing Revenue

Xant

What is Rev Ops? Revenue operations are the behind-the-scenes happenings in a sales org. Operations (ops) define processes, implement strategies, enable sales teams to do their work, and ultimately drive results. The systematic element of sales allows sales teams to track progress and repeat successes with the knowledge of what activities are working with customers and what activities are wasting reps’ time.

CRM 105
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When To Give Your Work Away, and When to Charge

Strategic Communications

I saw a very interesting question in an online group I monitor recently: “Is it ever a good idea to give your work away?” In this case, the question was related to consulting services but the question could just as easily apply to companies selling tangible products. And, perhaps, it is in comparing the two ? services and tangible products ?

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How to Create a Unique Value Proposition in a Crowded Market

Corporate Visions

In well-defined categories, many companies can solve the same problems with similar capabilities and pricing. So what does it take to create a truly unique value proposition? The post How to Create a Unique Value Proposition in a Crowded Market appeared first on Corporate Visions.

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Character Matters: Learn How to Become a Better SAM

Strategic Account Management Association

By Rowena Abrahams, Contributing Editor, SAMA. “Who you are matters as much as what you do.”. Dr. Fred Kiel, co-founder of KRW International , a global leadership consulting firm and Kelly Garramone, CEO of KRW and Executive Director of the KRW Research Institute, prove that character “isn’t kumbaya.” Kiel is often referred to as a sage in the field of character science.

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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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10 New Capture Strategy Tips to Keep Clients & Avoid Competitive Bids

Account Manager Tips

How a capture strategy helps avoid competitive bidding Is your client due for renewal? Avoid a bidding war and follow these 10 capture strategy tips to keep your client long before they think of going to RFP. Tweet. 0. Share. 0. Pin. 0. Share. 0. Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives.

Suppliers 246
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When to Disengage

Software Sales Guru

When to Disengage There may be a time when you find yourself in a situation in which a buyer is asking for something that you, as the salesperson, do not know how to respond to. When this happens, it’s important to remember that an agreement does not need to be reached in one meeting. It’s okay to disengage from the discussion to gather more information, Read more.

Software 147

More Trending

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4 Steps to Overcoming Sales Objections

RAIN Group

The word "no" can be a tough pill to swallow. In selling, when you're trying to meet a quota, squeeze in an extra deal before the end of the quarter, or get your bonus, the word "no" is too often interpreted as a sign to run for the hills. Worse, some salespeople see most objections as a call to battle. With this attitude, it’s no wonder they handle sales objections poorly.

Sales 140
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How to Make a Great Customer-Centric Web Design

Customer Think

Web design is a variable that changes as fast, if not faster than we can get our latest creation published! In just the past twelve months, digital adoption has expanded five to ten times faster than was expected, thanks to the pandemic and lockdowns. This, together with the increased economic uncertainty and loss of predictability, […].

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The Challenge of Selling Expertise (Not Product)

Strategic Account Management Association

An interview with Michael Thomas by Harvey Dunham, Managing Director of Business Development at SAMA. Michael Thomas is the founder of Magnetic Services. He also spent years as a managing consultant for Microsoft’s global consulting organization. This interview is based on a recent SAMA podcast. Join us for a Next Practice Symposium on September 15 when Michael Thomas will be speaking more on this topic.

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Identifying Three Sales Process Bottlenecks and the Tactics to Drive Improved Performance

The Center for Sales Strategy

Improving the performance of a sales team, or a specific seller on the team, is a top focus for any sales leader. Often, we hear sales managers say they just need more activity or need to add more into pending, but the answer is rarely that simple. To know what is needed to improve performance, you need start by diagnosing where the problem is and what is causing the problem.

Sales 127
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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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The Four Stages of Learning

Software Sales Guru

The Four Stages of Learning I recently discussed the value of training in order to change our instinctive response to certain situations. If you’ve read my other sales tips, you know that I strongly believe in the value of coaching and repetition in order to learn new skills. Let’s take a quick look at the four stages of learning new skills, as popularized by Noel.

Software 147
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How to Build a Globally Remote Team That Really Works

Help Scout

It’s still yesterday for you. Statistically speaking, you (like most of my Help Scout colleagues) are probably somewhere in the Northern Hemisphere. Meanwhile, I cling to the bottom of the planet in Australia, probably in your tomorrow. That separation is about more than weather and the relative deadliness of the local wildlife. Remote vs. really remote.

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How Leading Finance Executives Drive Transformative Growth

SBI Growth

SBI recently held its first Chief Financial Officer Growth Forum to bring together like-minded finance executives to discuss common challenges and share best practices with their peers. These growth-focused CFOs gathered in an intimate virtual setting to discuss the following.

Finance 123
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CDPs Then & Now – The Customer ID (Identification & Data) Problem

Customer Think

In November 2019 perhaps you caught this article: “To CDP or NOT – 3 tips – then you decide.” The main takeaway – the CDP space is a quasi-market with a mixed bag of firms coming from different lineages and different levels of capability, maturity, and focus. The conclusion: buyer beware and standby. That was […].

Marketing 131
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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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How to Stand Out When Prospecting Online

Sandler Training

These days, everyone is using online resources to initiate early prospecting discussions via digital media. Which is part of the problem. The post How to Stand Out When Prospecting Online appeared first on Sandler Training.

Media 125
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The Best Places to Research a Prospect Before a Sales Call

The Center for Sales Strategy

Being a decision-maker in today’s business world makes them a target for every over-enthusiastic salesperson with their landline number. Can you imagine how exhausting that must be? To avoid this trap and maximize every opportunity in today's challenging sales environment, you'll need a workable sales strategy and viable methods of researching prospects.

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7 Ways to Get Motivated and Crush Your Sales Goals Post-Pandemic

RAIN Group

The best sellers understand how important it is to develop the ability to adapt. But how do you continue to adapt and stay motivated over the long haul?

Sales 132
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10 Inspirational Customer Experience Examples

Help Scout

We’ve all read those great customer experience stories that make us feel awed and admiring, but some of those stand-out examples can be misleading. While they certainly jerk at the emotions and evoke a sense of wonder for the brand, they usually end up drawing attention because they are so far outside of the norm. They aren’t the typical conditions under which the company does business.

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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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5 Ways Sales Leaders Create a Winning Culture

SBI Growth

In years past, if you wanted to build out or strengthen your sales organization, you could simply offer higher compensation than your competitors. The higher sales cost would be greatly outweighed by the revenue that high-performing sales professionals would drive.

Sales 116
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7 signs your prospect is a bad fit

Nutshell

If your sales pipeline feels like you’re herding cats, it might just be that you’re focusing on the wrong animal. Metaphorically speaking. Newsflash: half of your prospects are a bad fit for the products and/or services you sell. If you try to close deals with these folks, you’ll only waste your time, inflate your company’s refund rate, and lower your brand’s reputation in the marketplace.

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7 Principles Sales Reps (Who Crush Their Number) Swear By

Hubspot Sales

Sales principles are the fundamental concepts that ring true in every sales process. They’re based on customer psychology, marketing science, and human interaction studies. Internalizing these principles will make you a better salesperson by fostering stronger connections with your prospects. That connection will build trust, which will help you advise your customer on what they need.

Sales 115
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How to Use a Sales Diagnostic to Improve Performance

The Center for Sales Strategy

Have you ever thought about how the 10,000 foot view from an airplane is often more interesting and illuminating than the proverbial 30,000 foot view? This is true when looking at a sales organization as well. The 30,000-ft. view that you tend to take with something like a SWOT analysis or other strategic exercises is good, but the 10,000-ft. view might be more appropriate.

Sales 121
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The 2023 Supply Chain Crystal Ball: Challenges and Solutions

Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst

Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.

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How to Choose a Sales Training Partner

Sales Readiness Group

Most companies don’t go through the process of hiring a sales training partner very often. When they do, they’re often looking to be educated about the selection process – or, in a worst-case scenario, influenced toward an ineffective solution by an unscrupulous vendor.

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Customer Experience vs. Customer Success: Explained

Help Scout

Many want to draw strict boundaries around customer experience and customer success, but I find it much more satisfying to live inside the spectrum rather than at the edges. I see customer experience and customer success as flavors inside the same ice cream parlor of treating the customer well. If you’re doing it right, you’re delivering a great experience that helps them successfully use your product or service.

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The Value Of Email Marketing In 2021

Apptivo

Given the transformation in digital technology, businesses across the globe rely more on search engines to capture leads for their websites. A separate marketing team is put into place by businesses to manage and analyze the traffic. This marketing team analyzes the visibility of their website in search engines and takes appropriate measures to improve brand awareness.

Marketing 111
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Showpad 2021 Modern Selling Study: Enablement Drives B2B Selling Behaviors

Showpad

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. To dig into all the data, visit the study homepage. Showpad’s 2021 Modern Selling Study found that sales enablement has become more important since the start of the pandemic. More than 400 organizations from various industries and company sizes, covering the US, the UK and the DACH region answered questions on all things enablement, buying behaviors, selling challenges and what that means for the enablement profession.

B2B 111
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The Truth About Sales Agility: Separating Fact From Fiction

Speaker: Michelle Vazzana

Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?

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M&A Growth Strategy

Flevy

Mergers and Acquisitions enable numerous opportunities for growth. Organizations pursue these initiatives for a number of reasons—e.g. to expand further, attract more clients, or to broaden their product / service offerings. Scores of M&A transactions materialize across the globe each year, but not all of them achieve the synergies such deals promise.

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[INFOGRAPHIC] 2020 Media Sales Report

The Center for Sales Strategy

2020 was one for the history books. From the outbreak of COVID-19 to heightened tensions during an election year, the sanest approach seemed to be simply taking one day at a time. However, sales professionals are forever optimists, always looking ahead, and ready to take on the next challenge. The 2020 Media Sales Report studies the landscape over the past year, including the expectations for sales managers and the strategies deployed by media salespeople to assess their effectiveness across six

Media 118
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Everything You Need to Know About Using Tie Downs in Sales

Hubspot Sales

Only 3% of buyers trust salespeople. In fact, the only people that buyers trust less than sales reps are car salespeople, politicians, and lobbiers. Sales tie downs are here to help fix that. They allow you to build trust and loyalty with your buyers, as well as close more deals. Unlike a regular sales process, using sales tie downs with your potential customers implements routine questions that allow you to check in, make sure the prospect is following along, and ensure that you’re talking abou

Sales 110
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5 Tips to Turn Your Pipeline into Sales Generation

Revegy

Sales pipeline management is the root of your sales process and strategy. Without consistent and habitual pipeline analytics, it is very likely you and your team will miss the mark. Ensuring regular maintenance, team insights, and strategy implementation can set you up for success and ultimately lead to revenue growth. According to Vantage Point, 72% of sales […].

Sales 110
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Negotiate Larger Deals More Quickly

What if there was a better method of changing the conversation with your customer from delivering pricing to delivering value solutions? A method that would help keep you in control, manage the uncertainty, and close larger deals more quickly for you and your company? There is.