Hubspot Sales
OCTOBER 14, 2019
It’s no secret that selling to other businesses is tricky. You simply won’t succeed if you don’t take B2B selling for what it is: a high-stakes selling game that requires an entirely unique approach from direct-to-consumer selling. Before we dive into the insider tips, let’s get crystal clear on what B2B selling entails. When done right, B2B sales have the potential to be both extremely lucrative and deeply rewarding.
SBI Growth
OCTOBER 2, 2019
You see it all the time. An executive leader is scared to make bold decisions required to grow the firm. We call it “Incrementalism.” They quickly review minor successes of the past year and re-up. The meagerly reallocate funds towards.
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Engage Selling
OCTOBER 18, 2019
Are you setting your sales managers up to fail? A few years ago, I met an executive running sales teams who had recently been promoted to the role. He gave new meaning to the term “hands off.
Nutshell
OCTOBER 1, 2019
It always pays to read the fine print—especially when it comes to Salesforce contracts. While Salesforce remains the most well-known name in CRM software , their billing practices, one-sided contracts, and minimal user support can make them a bad fit for small businesses. Many Salesforce customers have encountered substantial financial hardships and unbelievable frustration simply because they didn’t know what they were getting themselves into.
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.
Groove HQ
OCTOBER 15, 2019
Josh Kohlbach developed a unique customer experience strategy during his time working as a marketing consultant for small businesses. Business was good, and demand was strong. So strong, he soon hired two developers to help him keep up with the work. The problem was: the business was taking over his life. “I think we ran […]. The post Customer Experience Strategy: How This Startup Used Customer Reviews to Gain Traction appeared first on Groove Blog.
CSSP
OCTOBER 4, 2019
Annual Strategic Planning. Strategic Planning should not be a one-and-done business process. As a rule, your organization should conduct annual strategic planning even though it’s time horizon is typically multiple years. Why, you ask? Isn’t a strategic plan valid for more than one year? No, for a number of reasons. First, if the rate of change in your competitive environment is rapid.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
SBI Growth
OCTOBER 4, 2019
As Summer wraps up and a successful third quarter draws towards a close, it’s time for sales leaders to start looking towards 2020 and beyond as part of the annual planning process. Amongst the plethora of reports and discussions to.
RAIN Group
OCTOBER 9, 2019
LinkedIn is a powerful prospecting and sales tool. It’s a great way to connect with new buyers, stay top of mind, and engage with your network.
Nutshell
OCTOBER 21, 2019
The ability to see things from your customer’s perspective is a huge advantage in B2B sales and marketing. Buyers will always place more trust in a salesperson who treats them like a human being, not just a phone number on a lead list. Brian Carroll is the founder of the B2B Lead Blog , author of the best-selling Lead Generation for the Complex Sale , and the Founder and CEO of Markempa , which helps organizations improve their demand generation and sales results through empathy.
Sales Readiness Group
OCTOBER 7, 2019
The short answer is "it depends." In this video, we share four proven management actions you can take to improve performance. Watch now to learn step by step how to solve performance issues or avoid wasting time with someone who's just not a good fit.
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
The Center for Sales Strategy
OCTOBER 3, 2019
Sales enablement is a broad and powerful term that covers a lot of sales functions under one large umbrella. We define sales enablement as the strategy, content, technology, and training that empowers sales teams to sell smarter and faster. Sales enablement tools put the right resources and content in the salesperson's hands right when they need it.
Hubspot Sales
OCTOBER 11, 2019
Mark Zuckerberg once said, "Move fast and break things. Unless you're breaking stuff, you're not moving fast enough.". However, that tendency in startups can lead to burned-out sales reps and a business ill-prepared to scale. That's why the goal shouldn't be to grow fast but to grow better. So when you experience slow business, remember that slow and steady wins the race.
SBI Growth
OCTOBER 8, 2019
Earlier this year, SBI consultant Kirk Snider wrote, “the only way to provide a good experience is to listen to what your customer is saying.” In his article, he shares why implementing different, and numerous types of listening paths are.
Corporate Visions
OCTOBER 10, 2019
The post The Deciding Journey: Four Value Conversations You Need to Master by Tim Riesterer appeared first on Corporate Visions. When you think about the customer journey, you might recall the stages in a typical buying journey model, like Awareness, Consideration, and Decision. But in practice, the B2B customer buying journey doesn’t follow such a broad or predictable sales process.
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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.
Nutshell
OCTOBER 9, 2019
A well-designed chatbot helps you start conversations with website visitors when you’re online, or capture their info for later outreach when you’re not. This is a gigantic advantage for an inbound sales team. Instead of waiting for your visitors to find their way to a contact form—and risk floating away, never to be seen again—your chatbot can get in front of them and identify which ones need sales attention.
RAIN Group
OCTOBER 2, 2019
Sales success doesn't just happen. Sales winners aren't born with special knowledge or abilities that others don't have. Maybe it looks that way when you watch top performers from the outside, but they've worked to hone their skills, constantly learning and improving. And guess what? The secret to sales success isn't, as Blake says in Glengarry Glen Ross , to "Always be closing.".
The Center for Sales Strategy
OCTOBER 14, 2019
Do you often struggle with time management? Do you always have way too much to do? Do you ever feel buried in work? If you answered "yes" to these questions, you may not be delegating as much as you should. Delegation is one of the talents that separate the best from the rest in sales management and is crucial to developing the strengths of others, yet it’s often something leaders don’t think about on a regular basis.
Hubspot Sales
OCTOBER 2, 2019
As a sales leader, your ability to develop and retain your sales reps is important to your company’s bottom line and future success. Employee retention in the sales field continues to be an issue. In 2018, the average sales professional tenure was reported to be 1.5 years , down by half from 2010. Furthermore, the average sales professional turnover rate is 35% — a dramatic number compared to the average turnover rate of all industries, which is just 13%.
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.
SBI Growth
OCTOBER 5, 2019
Studies have shown that up to 90% of strategies fail to implement. The key reason for lack of implementation comes down to business execution and the inability to mobilize the entire organization towards a common outcome. You probably read a.
Engage Selling
OCTOBER 11, 2019
Could your organization be giving into certain stereotypes? There are a limitless amount of companies out there seeking to cater to certain generations.
Chaordix Co-Creation
OCTOBER 29, 2019
The spookiest day of the year is upon us, marking the culmination of a month or more of haunted houses, ghost stories and endless horror movie marathons. Frightening ourselves for fun is a given at this time of year and there are even hordes of year-round horror aficionados, but most people don’t have a fondness for fear when it comes to business matters.
Groove HQ
OCTOBER 17, 2019
I shared a story recently about one of the darkest moments of my career. We’re through it now and better because of it. But, woah… rough times. Two years ago, we were still in its grip. Our team retreat was just a few weeks away, and I was a wreck. Sitting at my kitchen table […]. The post Founder’s Depression Is B t appeared first on Groove Blog.
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.
The Center for Sales Strategy
OCTOBER 8, 2019
Many clients at The Center for Sales Strategy are essentially in the business of helping companies grow their business. In order to do that effectively, we teach salespeople how to think like a business owner. Thinking like a business owner takes the focus off what you sell (your products) and puts your focus on how to help your client or prospect achieve their desired business results.
Hubspot Sales
OCTOBER 11, 2019
As a business owner, entrepreneur, or manager (or all the above), you know how important sales is to the success of your business. Salespeople make critical prospect connections, communicate the value of your product or service, and directly impact your bottom line. However, it’s also no secret that salespeople can sometimes get a bad rap — ever see a comic strip or a meme poking fun at the stereotypical pushy, tactless nature of the traditional salesperson?
SBI Growth
OCTOBER 9, 2019
At times it may seem that the shiny new toy is always better. A common mistake that many firms make is ignoring their existing customer base and focusing on marketing to and acquiring new logos. There’s still value in your.
Engage Selling
OCTOBER 23, 2019
Every time your customer makes a buying decision, they deal with risk. They ask: “What if I make a mistake? What if things don’t work out? Can I be sure I’m making a good choice? What’s the cost of failure?
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?
Sales Readiness Group
OCTOBER 24, 2019
We all want to get access and sell higher, yet it’s difficult. CXO’s are busy, and often protected by a gatekeeper. But the payoff is larger deals, more strategic relationships, longer term relationships and the ability to insulate yourself from the competition. The question is, how do you get the meeting, and what do you do when you get there?
Groove HQ
OCTOBER 1, 2019
Whether you’re hiring for your first customer service representative or expanding a team, use these job interview questions to find top performers. (Hint, they’re not really questions.) A good friend of mine leads support at a fairly well-known software company. A large part of her job is finding, interviewing, and hiring new agents in various […].
The Center for Sales Strategy
OCTOBER 2, 2019
Today’s consumers are distracted with numerous options and bombarded with loads of information. As a result, they often struggle to find the products or services that best meet their needs. In a rapidly changing industry, tools, and tactics that enabled sales and closed deals just a few years ago don’t stand a fighting chance today. Innovation and agility are keys to staying ahead of altering consumer demands.
Hubspot Sales
OCTOBER 28, 2019
Put yourself in the position of a prospect. Let's say you're working with two salespeople from competing companies at the same time. The first sends you an obviously canned email asking for a five-minute call. They follow up the call with a demo, the demo with a pitch — and before you know it, they're asking for the close. The other salesperson comments on a few of your recently shared LinkedIn posts, sends you a personalized email, and, after learning a little more about your business needs, as
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.
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