June, 2022

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Priorities for the Modern Leader

The Center for Sales Strategy

Work and career are areas that are ever-evolving. New ways of working emerge, skill sets and experiences change, and employee expectations shift. As a leader, it's important to understand where your priorities need to be and how you can position yourself to help your employees grow.

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Leaders: EVERYONE Got a New Job Two Years Ago!

Revenue Storm

By now I am sure you are tired of hearing how the pandemic, along with other issues like supply chain, inflation, and the war in Ukraine, have turned our lives upside down. How and where we work, how our clients work and buy, and how we have to sell.

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The customer may be right, but you need a PoV!

Upland

I can’t tell you the number of times I’ve seen Professional Services (PS) projects get waylaid by cost overruns, schedule slips, or clinging clients who don’t wish an engagement to end.

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Five questions from a campaign, thought leadership and project management workshop

Red Star Kim

At last week’s campaigns workshop for PM Forum training we had a full house of delegates with a rare balance between legal, accountancy/actuarial, property/engineering and consultancy firms.

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Contact vs. Company Intent Signal Data

Intent signal data comes in two types: either companies or individuals signaling interest in products like yours. Which kind of data delivers more advantages to B2B marketers? It depends. Get this infographic to learn about the advantages of intent-based leads and how you can most effectively use both types of data.

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How to Resize and Retool Your Sales Force

Mike Kunkle

This is a post I never wanted to write. I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. At the time I published it initially, I had hoped the worst of the pandemic-fueled layoffs were behind us.

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Navigating Product-Led Growth Complexities

Force Management

Product-led growth (PLG) is driving some of the fastest growing B2B companies. While these solutions can propel organizations forward, this approach requires business leaders to make strategic decisions around what’s needed to scale that success. Sales Messaging Product-Led Growth

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Simple Things You Can Do to Make a Big Impact on Sales Performance

The Center for Sales Strategy

Without sales, you don't have a business. Your profits are directly linked to sales performance, so it's important to maximize sales wherever possible. There are a range of things you can do to improve sales, and if you're not doing this your business will never reach its full potential.

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Never Get Ahead of the Buyer

Software Sales Guru

Never Get Ahead of the Buyer After reviewing an MRI, I had a doctor tell me, “This surgery is inevitable. You are going to want to do this.” His knowledge convinced him of the need, but he was ahead of me emotionally. He was convinced before I was convinced.

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A general law of interpersonal relationships?

Red Star Kim

This time last week (17 th June) I was asked to join some other great speakers at the 75 th MPF Retuning your firm online session. Richard Chaplin asked me to speak about psychology and business relationships.

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2022 Ecommerce Platform Guide: WooCommerce vs BigCommerce

Groove HQ

Comparing WooCommerce and BigCommerce means comparing two of the larger ecomm platforms around -- if you're on WordPress, it's an easier choice, otherwise - we'll help you sort through the options. The post 2022 Ecommerce Platform Guide: WooCommerce vs BigCommerce appeared first on Groove Blog.

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Intent Signal Data 101

Intent signal data helps B2B marketers engage with buyers sooner in the sales cycle. But there are many confusing terms used to describe intent data. Read this infographic to better understand three common areas of confusion.

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Partner With Your CMO on the Path to Revenue Growth

Force Management

While the delineation between marketing and sales can vary from one organization to the next, establishing a close working relationship between both areas remains critical.

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The Ideal Buyer in Today’s Marketplace | Sales Strategies

Engage Selling

??????? Is there such thing as an ideal buyer? I recently have been interviewed on a number of podcasts because there’s great interest in my new book, Right on the … Read More.

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Encouraging Collaboration Between Departments

The Center for Sales Strategy

Every successful organization depends on the productivity of various departments and teams to achieve its overall mission and goals. But being a part of a team doesn’t mean teamwork happens naturally.

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Sales Tools and Tips to Use at Each Point in the Buyer’s Journey

Software Sales Guru

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7 Ways to Supercharge Your ABM Strategy with Real-Time Intent

Streaming real-time intent is a homerun for marketing and sales’ account-based marketing (ABM) strategies. With real-time buyer insights, you can be first-in-line to provide solutions and lead better, hyper-personalized conversations.

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Book review: Coaching skills: A handbook by Jenny Rogers

Red Star Kim

Delegates on my coaching training sessions often ask for recommendations of good books on coaching and this is a mature, comprehensive and challenging exploration of what it takes to be a great coach. So here is a book review of Coaching skills: A handbook by Jenny Rogers.

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7 Sales Negotiation Tips

Brooks Group

Sales negotiation is a critical skill for any sales professional. Whether you’re negotiating with a potential customer or working out the details of a contract, being able to negotiate effectively can make the difference between success and failure.

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How to Retain Your Top Sales Talent in the Great Resignation

Force Management

Your most important asset is your people. How can you own the talent management process to make your people your sales organization's biggest competitive advantage?

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6 Ways to Handle Price Increases Like a Sales Pro

Engage Selling

Discover six ways to handle price increases like a sales pro! Price increases are a big part of life now, but most sellers can’t be like the local gas station … Read More. The post 6 Ways to Handle Price Increases Like a Sales Pro first appeared on Colleen Francis - The Sales Leader.

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Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

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Are You Productive Or Just Busy?

The Center for Sales Strategy

Productivity refers to moving the sales cycle forward, improving application numbers, and increasing booked volume. Productivity measures how well you're able to meet the goals and objectives of your company, regardless of whether these are short-term or long-term goals.

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The complete guide to cold calling vs warm calling

Crank Wheel

Read on to find out all you need to know in this complete guide to cold calling vs warm calling

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The Wild West, Cher and Covid – Reflections from a Referrer Management workshop (June 2022)

Red Star Kim

The MBL workshop on Referrer and Intermediary Management earlier this week combined those in front-line fee-earning roles (e.g. employment and family solicitors) with those from marketing and business development in legal, tax, wealth management and property firms.

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Insightly Celebrates Pride Month

Insightly

Listening, learning, and amplifying the voices of the LGBTQIA+ community will be the focus for Insightly this month. We’re excited to join in the celebration of Pride. . What is Pride Month? Why June?

Media 83
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A Deep Dive Into Supply Chain Strategy: Why Yours Isn't Working

Speaker: Michelle Meyer, Founder and CEO of MatterProviders

Michelle Meyer is here to walk you through the future of supply chain strategy, and why your current approach is probably not working. In this exclusive webinar, she will explore ways to develop and perfect your new supply chain design in this post-pandemic era of economic uncertainty.

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Latest Podcasts: Lessons for Leaders

Force Management

What do the most successful business leaders do to take themselves and their people to the next level? Tune into these episodes for insight on how to build and lead elite sales teams.

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Made to Stand Out: 5 Unique Ways Entrepreneurs Differ from Employees in Their Approach to Life and Work

Aepiphanni

What makes an entrepreneur different than his or her employee counterparts? An entrepreneur approaches his or her life and work with a unique mindset. Management and Leadership competitive entrepreneurs entrepreneurship mindset of entrepreneurs

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6 Ways to Improve Pipeline Efficiency

The Center for Sales Strategy

Having a robust sales pipeline may help the sales team, sales managers, and the C-suite sleep better at night. But if there’s little or slow movement of those deals through the pipeline, everyone will spend more time counting sheep than counting money.

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How to Build (and Retain!) a Great Alliance Team

Vantage Partners

The 2022 ASAP Global Alliance Summit was a memorable one. After three years away, it was so nice to be back together, see old friends, and once again learn how different alliance management organizations are keeping pace with company strategies that depend more than ever on external partnerships.

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Digitizing Logistics: Harness the Power of Data in 4 Steps

Entering a new demand gen position in a volatile market is nerve-wracking. In demand generation, data is essential for knowing who you should target and how. In this eBook, you’ll learn how to identify and target your ideal prospects using different types of data.

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Increase conversion rates with an effective B2B sales funnel strategy

Crank Wheel

Pull in the highest-value, sales-qualified leads, at the most useful points in the sales cycle

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The Move to Inside Sales | Sales Strategies

Engage Selling

???????? One of the shifts we’re noticing in today’s marketplace involves the move to inside sales. Field sales reps are doing more inside sales than ever before. So, those of … Read More.

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What’s Important to Your Buyer?

Force Management

Companies that drive significant growth in their markets all have one thing in common — cross-functional alignment around buyer value and solution differentiation.

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2022 Midpoint: Solving the Top 5 B2B Sales Challenges

Insightly

While the Covid-19 pandemic may be nearing an end, this massive global event has fundamentally changed the way we do business. That’s especially true in the world of B2B sales, where deals have traditionally closed over meetings, handshakes, and other face-to-face interactions. .

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The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.