The Center for Sales Strategy
NOVEMBER 4, 2024
It’s already time to look ahead into 2025. What are your priorities, and how are you going to set yourself up for success? Here are 12 talent-related items to consider focusing on in the coming year. Bookmark this blog to reference it monthly, or take a few minutes right now to add these items to your calendar.
Groove HQ
NOVEMBER 7, 2024
As your business expands, you might find yourself trapped in a vicious cycle of putting out fires, rather than strategically improving your service. The consequences? Inconsistent customer experiences, missed opportunities, and the gnawing sensation that your competitors are always one step ahead. But there’s good news. You can turn this situation around, and make your […] The post A Small Business Guide To Customer Service Quality Assurance appeared first on Groove Blog.
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FinListics Solutions
NOVEMBER 12, 2024
They’re Already Halfway Gone Executive B2B buyers are bypassing the traditional sales process. They’re moving independently, often 70% through their purchase decision before a sales rep enters the picture.
Force Management
NOVEMBER 14, 2024
Sales talent is a cornerstone to a best-in-class sales organization. As a sales leader you need the right people on board if you want to hit your revenue goals every quarter. Without a process to attract, hire and retain top sales talent you will waste money on mis-hires, lose talent to the competition and have no way to build a bench strength for growth.
Advertiser: ZoomInfo
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
Hubspot Sales
NOVEMBER 12, 2024
Getting ghosted is an unfortunate fact of sales life nowadays. Every once in a while, the conversation with a prospect is going to die down and never pick back up — but you don't have to take those fizzle-outs lying down. There are some strategies you can leverage to give yourself a fighting chance at re-engaging a prospect who seems like a lost cause.
Vantage Partners
NOVEMBER 22, 2024
Even the most sophisticated firms can lapse into incumbent complacency. A plan must involve changing both processes and mindsets to demonstrate and realize value at renewal time.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Groove HQ
NOVEMBER 1, 2024
As small businesses grow, they often find that their trusty Gmail setups struggle to keep up with increasing customer demands. What started as a simple, cost-effective tool has become a roadblock. Your inbox is overflowing, your team is juggling multiple conversations, and important customer issues are slipping through the cracks. It’s a common growing pain, […] The post Why Is It So Hard To Use Gmail for Customer Support?
FinListics Solutions
NOVEMBER 5, 2024
B2B sales reps often walk into client meetings with high hopes, only to leave without a clear path forward. Why? The answer isn’t just a lack of effort; it’s a lack of insight. Without a deep understanding of each client’s specific goals, revenue drivers, and unique industry dynamics, reps find themselves stuck in surface-level conversations.
RAIN Group
NOVEMBER 13, 2024
Effective sales training is widely acknowledged as a critical success factor for sales organizations. But how many companies are truly excelling in this area? And what distinguishes those with highly effective sales training and development from the rest? The answers may surprise you.
Sales Gravy
NOVEMBER 14, 2024
In this lively episode of The Sales Gravy Podcast, Jeb Blount welcomes Patrick "Pops" Garrett, Founder & Chief Drinking Officer of DrinkCurious, to explore the unique intersection between bourbon tasting and sales engagement. Key Takeaways: – Virtual Tastings as Sales Hooks: Virtual bourbon tastings became an effective "hook" to attract attendees to sales demos, webinars, and client meetings, increasing engagement and helping to break through typical sales communication noise. – Engagement and W
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Vantage Partners
NOVEMBER 1, 2024
Here are three of the most helpful ways to deal with pressure during high-stakes negotiations — not just to endure, but to get the outcome you desire.
Brooks Group
NOVEMBER 5, 2024
Your sales professionals need to add value and be seen as strategic advisors to engage todays buyers. We decided to help sales leaders equip their sellers effectively for this environment. The Sales Performance Research Center measured the abilities of hundreds of sales professionals before and after sales training.Our new report, The Value-Driven Seller: Essential Skills for Consultative Sales , reveals the skill gaps and areas sellers are weakest before training, their improvement after traini
DemandFarm
NOVEMBER 22, 2024
Do you know how the top key account managers (KAMs) become the top KAMs? They don’t just respond to an account’s needs—they anticipate them, creating proactive strategies that build trust and deepen relationships. Getting there requires more than assuming the role. Top KAMs work proactively to add ongoing value, evolving customer relationships into growth drivers and ensuring account success is always a step ahead.
FinListics Solutions
NOVEMBER 19, 2024
B2B sales reps only get one chance to make an impression with executive buyers, and that moment is make-or-break. Walk in with a surface-level understanding, and the opportunity evaporates. Execs don’t have time for vague promises—they need credible insights backed by hard data. Sales teams that fail to connect with the issues that truly matter to top decision-makers lose trust, relevance, and, often, the deal itself.
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
NOVEMBER 6, 2024
During my years working in customer service, I often took a hands-on approach to every support ticket that came my way. I never used automation or canned responses. Never directed customers to self-service resources. I went above and beyond with even the most basic of questions. While some customers appreciated the extra level of care, […] The post How To Create a Realistic Hybrid Customer Service Strategy appeared first on Groove Blog.
Sales Gravy
NOVEMBER 7, 2024
In this episode of The Sales Gravy Podcast, Jeb Blount sits down with Andy Matheou from RHM Staffing to dive deep into the challenges and triumphs of selling in the staffing industry. Andy shares his journey from individual contributor to a leadership role, offering invaluable insights on hustle, resilience, and the unique demands of staffing sales.
SalesGlobe
NOVEMBER 14, 2024
Young woman showing salesman stats on cellphone during informal meeting Inside Sales teams are playing an increasingly important role in driving growth for businesses across industries. As companies seek to enhance customer experience, improve efficiency, and drive seller productivity, Inside Sales is growing area of investment, exploration, and opportunity.
SBI Growth
NOVEMBER 21, 2024
Pricing is more than just setting a number on a product— it’s a strategic decision with implications stretching deep into the organization. The right pricing strategy can influence demand, brand perception, and profitability.
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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.
DemandFarm
NOVEMBER 7, 2024
Your work as a key account manager is similar to undertaking a long journey. You focus on each milestone, knowing the destination matters, but it’s the rhythm of the moment that keeps you going. If that sounds familiar, you’re already closer to the core of Robert Pirsig’s “Zen and the Art of Motorcycle Maintenance” than you might think. Pirsig’s book dives deep into concepts like quality, relationship and reaching the destination.
FinListics Solutions
NOVEMBER 21, 2024
When Momentum Slows, Deals Stall Sales cycles are getting longer, and with each added day, deals lose steam. As executive buyers bring in more stakeholders, sales teams must work through layers of priorities and decision-makers—all of which slows the process. Missed timing means missed opportunities, especially when competitors are ready to step in and close faster.
Groove HQ
NOVEMBER 21, 2024
As someone with a lot of experience in SEO, I understand those who hate it. It can often seem at odds with good writing. It occasionally feels forced. And there are plenty of businesses that artificially create content just for SEO purposes. Businesses invest thousands per month to optimize for it. But many don’t actually […] The post How To Ace Knowledge Base SEO (And Help Customers Find Your Articles) appeared first on Groove Blog.
ProlifIQ
NOVEMBER 7, 2024
Salesforce Account Plans – Using Your CRM To Drive Strategy Salesforce account plans are a powerful feature within the Salesforce ecosystem, designed to streamline and enhance strategic account planning for B2B sales and account management professionals. Most teams that manage more complex accounts or sales cycles take information from the CRM, build out elaborate QBRs or “account plans”, and then let them sit idly.
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.
Help Scout
NOVEMBER 27, 2024
Enhance your AI support with better data quality. Learn key practices to improve accuracy, prevent errors, and deliver a customer-first support experience with AI.
SBI Growth
NOVEMBER 11, 2024
Accurate sales forecasting is essential for business success. But it can be difficult to get it right due to certain missteps. Here are three of the most common errors that lead to incorrect forecasting and how to avoid them.
DemandFarm
NOVEMBER 22, 2024
Someone has to say this. You don’t need a tutor to realize the importance of optimizing your sales team’s efficiency. But how do you know if yours is efficient? Here is the simplest way—your sales team is in a rut if you don’t get satisfactory answers to the following questions. Are our sales teams consistently meeting targets and improving conversion rates?
Cosawi
NOVEMBER 26, 2024
Unlocking the SAM Journey Through Center of Excellence, Executive Engagement, & ABM Mastery By Dominique Côté Owner and Founder, Cosawi Disruption continues to drive innovation across industries, reshaping how businesses engage with customers. In 2024, we’re witnessing rapid changes as companies adapt to evolving market dynamics and shifting customer expectations.
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.
Groove HQ
NOVEMBER 20, 2024
Every great customer service representative has struggled with saying no. It’s practically ingrained into your subconscious that the “customer is always right”, even if they aren’t. Sometimes far from it. And yet, you’re led to believe you need to do everything in your power to please them. In reality, this isn’t always possible. Often, it’s […] The post How To Say No To Customers (And Why It’s Sometimes Necessary) appeared first on Groove Blog.
The Center for Sales Strategy
NOVEMBER 6, 2024
When was the last time that someone sat you down, focused all their attention on you, and talked to you about the things that you do really well? Still thinking? It’s usually hard to pinpoint the last time that happened because, for most of us, it doesn’t happen very often. Unless you are an NFL football player, then the last time would have been Monday morning, and it would have gone something like this (imagine dreamlike music).
Help Scout
NOVEMBER 14, 2024
Six essential ticket handling best practices to streamline support, boost customer satisfaction, and empower your support team.
Hubspot Sales
NOVEMBER 22, 2024
Before starting my career in marketing, I worked in business development. I had some of the best times and work experiences during those years. But, oof, I don‘t need to tell you how challenging life in sales can be. For every exhilarating win — yay, you closed a deal — there’s an all too humbling loss. Boo, you were ghosted by a prospect you thought for sure would convert.
Advertiser: ZoomInfo
In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.
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