Jermaine Edwards

APRIL 16, 2020

The New Normal. On March 1st, 2020 the world was hit with a global pandemic that literally transformed the way every business viewed themselves, their markets and their own position within them almost overnight. Every business was immediately forced to adapt. They adapted to become new kinds of businesses, take on new capabilities, create new ideas, initiate new collaborations and ultimately develop a whole new way of thinking.

Computers and Electronics 130

Computers and Electronics Supply Chain Telecommunications Financial Services 130

SBI Growth

APRIL 13, 2020

Waking up today, there is a lot of uncertainty in your world as sales leaders. The way you are interacting with customers and even your own sales team have changed overnight.

Sales 159

Sales 159

Groove HQ

APRIL 8, 2020

As a 100% remote company, we rely on Zoom to communicate with our global team. Today, we’re sharing our favorite Zoom tips and tricks to help newly-remote teams get up to speed on video conferencing. We build customer support software here at Groove. We provide an inbox for customer service email collaboration, a knowledge base […]. The post 16 Advanced Zoom Tips for Better Video Meetings appeared first on Groove Blog.

Meetings 143

Meetings Software Software Communication 143

Engage Selling

APRIL 10, 2020

A client once reported to me that the work we did with them last year is creating 35% more revenue to the company than it did in previous years.

Digitalization 152

Digitalization Sales Communication 152

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.

Hubspot Sales

APRIL 30, 2020

I sat staring at the Dun & Bradstreet printout. It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. After all, that’s what they beat into our heads during the intensive five-week training program I’d just completed: Go for the decision-maker.

Sales 137

Sales Decision-making Software Software 137

Miller Heiman Group

APRIL 14, 2020

Online shopping makes it easier for consumers to shop more often, and throughout the day. According to research from the IBM Institute for Business Value and the National Retail Federation , 71% of consumers shop in “micromoments”—whenever the impulse strikes—and often while they are doing something else, such as taking a break from a work project, eating lunch or even running on a treadmill.

Retail 124

Retail Customer Experience Advertising Organization 124

Nutshell

APRIL 28, 2020

Last year, remote work was a growing trend. In 2020, it’s the new normal. As the COVID-19 pandemic continues to sweep across the globe, professionals in nearly every industry have been forced to work from home in order to follow social distancing best practices. If you’re a salesperson, this working arrangement has probably been a tough transition—making sales calls from your kitchen table while the kids fight over the remote in the living room isn’t what we’d call an ide

Remote Working 121

Remote Working Sales Software Software 121

Groove HQ

APRIL 15, 2020

After seven years, 2,000+ customers, and growing from $0 to $290K+ in monthly revenue, I want to pull back the curtain on exactly what it takes to grow a business. Good, bad, and ugly. I almost shut the whole thing down. It was two years ago. Our business had stagnated. My head of marketing had […]. The post How to Grow Your Business: 15 Steps We Actually Took Growing to $3.5M/Year appeared first on Groove Blog.

Marketing 131

Marketing 131

Engage Selling

APRIL 9, 2020

As you almost certainly, in some format, have adjusted your day-to-day schedules and routines, be sure to keep track of what’s working.

152

152

Hubspot Sales

APRIL 10, 2020

Believe it or not, just one idea can completely transform your business. It can be easy to forget, but your customers are people. It is advantageous to speak to them as you would to someone you know. Following an Inbound approach has gained considerable momentum in the past few years. For your customers, that means there is a new expectation that they should be taken care of on a human level, not just as a means to make quota.

CRM 126

CRM Communication Decision-making Internet 126

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

SBI Growth

APRIL 20, 2020

Your Q2 plan has been impacted by the most significant economic disruption that any of us have ever seen. Everything changed in what was seemingly the blink of an eye. New deal flow has dried up, and the velocity of.

Management 119

Management Meetings B2B Marketing 119

Outbound Engine

APRIL 28, 2020

Whether you’re posting to Facebook, Instagram or LinkedIn, the content you share on social media can make or break the way your brand is perceived. Do you have a process for selecting your content to share on social media? There’s more to sourcing content than just randomly posting links or retweeting articles. You have to determine which content is appropriate for your audience, brand, and chosen social networks.

Media 124

Media Innovation Marketing Customer Experience 124

The Center for Sales Strategy

APRIL 28, 2020

The remote workforce offers opportunities and challenges that we may not have considered when working in a common location. We take for granted proximity to our coworkers and the ease with which we communicate and convey our emotions and intentions. Communication that we had in person tends to shift to digital and allows us to stay connected no matter where we are co-located.

Digitalization 120

Digitalization Communication Sales 120

Sandler Training

APRIL 10, 2020

Take a look at this list of common mistakes salespeople make while conducting meetings with prospects in platforms where video is an option. The post Six Common Mistakes Salespeople Make When Using Videoconference Technology appeared first on Sandler Training.

Meetings 117

Meetings Sales Technology Sales 117

Advertisement

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.

Meetings

Miller Heiman Group

APRIL 13, 2020

Sales managers normally face a trifecta of shifting demands from buyers, their direct reports and their organization. The uncertainty of a crisis only heightens the challenge of balancing these demands. During this crisis, sales managers play an even more critical role than usual in your organization’s strategy: because they typically oversee 8 to 10 sellers , sales managers exert tremendous influence over whether your organization’s approach to the crisis succeeds or fails.

Sales Management 110

Sales Management Management Sales Decision-making 110

Hubspot Sales

APRIL 14, 2020

Let’s be honest, just because it looks like someone is working hard, that doesn’t mean they are actually being effective. Along the same lines, your colleagues can be productive and effective at driving sales even when you all aren’t physically working together in the same office space. The workforce is rapidly changing, and traditional 40-hour work weeks with mandated hours worked from specific job sites isn’t the only way to get work done.

Remote Working 122

Remote Working Communication Onboarding Sales 122

SBI Growth

APRIL 28, 2020

The modern engineering organization is tooled, skilled, and increasingly experienced in delivering products using Agile methodology. This hard-won transformation required fundamental shifts in the processes by which product is designed, developed, and maintained. Yet the business impact of all this.

Organization 116

Organization Software Software B2B 116

Engage Selling

APRIL 29, 2020

More than ever, you need a proven approach to sustain your business now and position it for success in the economic recovery that’s coming.

Sales 125

Sales 125

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.

Sales

The Center for Sales Strategy

APRIL 22, 2020

Often the terms “tough times,” “slow times,” and “uncertain times” create a pessimistic feeling , but they can easily be seen as an opportunity. Yes, times are changing, and business models are shifting, but the relationship you establish right now with your clients and prospects will define your organization in the future. With no meetings or sales conferences taking place, how can you genuinely maintain relationships with clients and prospects?

Innovation 112

Innovation Meetings Organization Marketing 112

Groove HQ

APRIL 1, 2020

Working remotely has a lot of advantages, but it’s far from perfect. Here’s what we’ve learned in our journey as a remote team. Note: I wrote this post years ago (as you can see from the comments), but it seemed like a good time to update it as so many companies adjust to working from […]. The post 4 Pros & Cons of Running a Remote Team (& How We Do It) appeared first on Groove Blog.

Remote Working 113

Remote Working 113

Sandler Training

APRIL 25, 2020

And, while wins might be harder to come by during the pandemic, there are plenty of lessons to be learned. Here are a few that relate to business development and your sales team. The post Five Sales Lessons From The Coronavirus appeared first on Sandler Training.

Sales 113

Sales 113

Hubspot Sales

APRIL 27, 2020

The sales field has a leadership gap in gender representation that is hard to deny. According to Gartner , though women account for 50% of the entry-level sales talent pool, only 30% of senior sales leadership, 23% of sales rep, and 15% of frontline sales manager roles are held by women. Let me start by saying, there are many great experts in the HR and talent fields who spend their entire day focused on inclusivity, particularly as it relates to diversifying our workforce.

Leadership 121

Leadership Sales Sales Leadership Organization 121

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.

Supply Chain

SBI Growth

APRIL 2, 2020

There is no doubt that life is going to look a little bit different coming out of the COVID-19 pandemic. We have seen medical professionals turn to telemedicine, elementary school students begin eLearning, and even fine dining restaurants start.

Marketing 117

Marketing Advertising Organization B2B 117

Drift

APRIL 24, 2020

What does “good” look like? Most of us sellers know what a good email looks like. We know what a good cold call sounds like. And we’ve even read a few good LinkedIn requests too. But what does good look like when it’s in the form of a personalized video? Yes, video. Your new favorite medium. Now that many of us are working from home, video is the only option we have to connect with many of our.

Sales 106

Sales 106

Showpad

APRIL 9, 2020

Sales managers are tasked with not only leading their teams, but providing them with all the resources and support they need to develop trust with buyers and shorten sales cycles. That’s why, in addition to training and sales content to keep sales representatives at the top of their game, one-on-one coaching sessions are an essential part of sales enablement.

Sales 111

Sales Sales Training Leadership Sales Management 111

RAIN Group

APRIL 22, 2020

Selling virtually is a challenge for even the best sellers. You have to change the way you sell and use different technologies to maximize your success. While many of the principles of consultative selling remain the same (i.e., you have to build rapport, uncover needs, inspire with new ideas, build an impact case, etc.), how you go about doing these in a virtual environment is drastically different.

Sales 108

Sales 108

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

Engage Selling

APRIL 17, 2020

During these times, what are you doing to stay visible? Obviously, many industries are being impacted, some more heavily than others by COVID-19.

Sales Leadership 112

Sales Leadership Leadership Sales 112

Hubspot Sales

APRIL 6, 2020

Every sales team needs sales strategies, and a strong sales strategy plan builds the foundation for a cohesive, successful sales team and organization. Sales strategies also align salespeople on shared goals and empower them to do their best work — keeping them happy and successful, too. In this guide, we'll dig into how to create a sales strategy plan that helps you generate more leads and close more deals.

Sales 114

Sales Decision-making CRM Value Proposition 114

SBI Growth

APRIL 11, 2020

For weeks now, businesses have been impacted by COVID-19. While it has been difficult to predict the severity of the pandemic, the one thing that has been unwavering is people’s innate desire to connect with one another. As a Customer.

Customer Success 115

Customer Success Customer Experience Communication B2B 115

The Center for Sales Strategy

APRIL 29, 2020

Given the sudden health and economic crisis created by the COVID-19 pandemic , the phrase, “Never waste a good crisis,” has surfaced quite a few times. Noted public figures ranging from Machiavelli and Winston Churchill to Barack Obama have all invoked the phrase in times of trouble. It’s often viewed as an opportunist looking to advance an agenda during an unfortunate circumstance.

Sales Management 95

Sales Management Leadership Management Sales 95

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.

Negotiation