Upland

JANUARY 26, 2020

“Give me six hours to chop down a tree, and I will spend the first four sharpening the ax.” -Abraham Lincoln. Honest Abe knew the value of not launching head-first into something without a considered plan of attack. How are sales teams meant to grow revenue in key accounts with a well thought out account planning strategy? According to McKinsey, “The five-year growth rate of total returns to shareholders for digital leaders is almost double that of all other firms,” when

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Nutshell

JANUARY 30, 2020

Although typically perceived as software for salespeople, CRMs are the secret sauce behind most successful marketing initiatives. A CRM is an integral piece of software for marketers and salespeople. Powerful and versatile, CRMs are used to manage every aspect of the sales pipeline , from signing up newsletter subscribers to nurturing longtime customers, and literally everything in between.

CRM 155

CRM Marketing Decision-making Advertising 155

MTD Sales Training

JANUARY 28, 2020

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up. Whether it’s the price you are charging or their needs to get different quotes, or many other reasons, it can be quite deflating when the competition is brought up in the sales meeting. Should you try to by-pass the issue?

Meetings 150

Meetings Sales Sales Training Profitability 150

Engage Selling

JANUARY 29, 2020

It’s a friction point that holds you back from achieving sales success: buyer objections. If left unchecked, those objections will stop you dead in your tracks from being able to present a compelling proposal to your prospective customer.

Sales 138

Sales 138

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.

SBI Growth

JANUARY 20, 2020

“What is the standard, and what is everybody else doing?” You’ve asked yourself this question individually in many different situations. What you choose to eat, how you decide what to wear to an important event, or even how often you.

B2B 136

B2B Marketing Sales 136

RAIN Group

JANUARY 29, 2020

Win-win negotiation is the way to go…except in one situation: when the buyer has their hand in your pocket. Whether they're doing it intentionally or just out of habit, sometimes buyers try to push down seller prices just to see if they can. When they do, you should counter with value , but you also have to signal as you respond, "That won't work. I know what I'm doing.

Negotiation 136

Negotiation Sales 136

Nutshell

JANUARY 14, 2020

By Cody Slingerland and Ben Goldstein. Selling something that your customers will never hold in their hands requires a very specific approach and a whole lot of practice. Software-as-a-service (SaaS) refers to any cloud software product that a company hosts and makes available to customers over the Internet, rather than offering it as a download onto their computers or mobile devices.

Sales 127

Sales Software Software CRM 127

Corporate Visions

JANUARY 23, 2020

The post Avoid These Critical Mistakes in Your Quarterly Business Reviews by Nicci Nesmith Hammerel appeared first on Corporate Visions. Is your quarterly business review format putting your customer relationships at risk? Once your prospect becomes a customer, you might focus on typical customer success drivers, like getting your customer to adopt and love your product, or to stay engaged through check-ins and quarterly business reviews.

Customer Success 120

Customer Success Decision-making Account Strategy Account Management 120

Engage Selling

JANUARY 24, 2020

Could your sales team be forgetting about this crucial step? Recently, I was coaching a sales manager and we discovered that their inside store reps thought they were too busy to do a proper quote.

Sales 117

Sales Sales Management Management 117

Hubspot Sales

JANUARY 15, 2020

Imagine you’re a prospect, and you stumble across my profile. Which version feels more authentic, engaging, and ultimately, effective? Here’s version one, which doesn’t include a summary: And here’s version two, which does: Version two, right? The summary is one of the most important parts of your profile, since it’s a space to showcase your passion, enthusiasm, and most importantly, your track record of results.

Sales 118

Sales Retail Profitability Banking 118

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

MTD Sales Training

JANUARY 21, 2020

Do you often hear people say ‘Oh, I’m not in sales…I can’t sell anything!’. If you do, and they work in your company, you’re letting go of many opportunities for successfully creating a great image for your brand. I say this because everyone, from the CEO to the janitor , creates an image for what you do. Imagine one of your receptionists answers the phone in a gruff manner because they have just had a bad meeting with their manager.

Sales Training 112

Sales Training Sales Communication Meetings 112

Groove HQ

JANUARY 27, 2020

A marketing persona template and research process to help your business grow. Before coming to Groove, I worked as a full-time freelance writer and marketing consultant, mostly working in the B2B space. Many of the companies I worked with sent me their marketing personas (sometimes called “customer avatars”) as we started working together. Most (almost […].

Marketing 113

Marketing B2B 113

SBI Growth

JANUARY 30, 2020

Remember when a cloud was only a fluffy thing in the sky? It was only 20 years ago that Salesforce introduced the revolutionary idea to help companies use cloud-based applications for customer relations management. The applications would be run over.

Customer Success 106

Customer Success Management Key Account Management Account Management 106

Corporate Visions

JANUARY 15, 2020

The post How to Make Sure Your Buyers Remember Your Message by Carmen Simon appeared first on Corporate Visions. The Science of Memorable Content. If you’re in Sales or Marketing, you’re in the business of influencing other peoples’ choices. Every time you communicate with your buyers, it’s an opportunity to move them in some way—to change, to choose you, or to stay with you instead of switching to a competitor.

Decision-making 113

Decision-making e-Learning Communication Marketing 113

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

Engage Selling

JANUARY 15, 2020

Good deals get stuck when you lack access to the right people to successfully close a sale. There are two ways that lack of access occurs.

Sales 122

Sales Meetings Sales Management Management 122

Hubspot Sales

JANUARY 2, 2020

Chances are, your sales team is currently focused on making functional changes for significant improvement. This can include new quotas, territories, products, and compensation plans. Let's add one more thing to the list — creating a spirit of cooperation between your sales and marketing organization. Unless your team totally knocked it out of the park last year and you think lightning can strike twice using the same approach, now is a good time to try something new.

Marketing 111

Marketing Meetings Organization Customer Experience 111

Sales Gravy

JANUARY 19, 2020

Can introverts sell? Jeb Blount author of Sales EQ, and Mathew Pollard author of The Introvert's Edge, break down the myths about introverts and selling. In part one of this series, you'll learn why successful introverts employ a consistent, repeatable sales system. Listen to Part Two of Introverts Can Sell Listen to Part Three of Introverts Can Sell Listen to Part Four of Introverts Can Sell Listen to Part Five of Introverts Can Sell Listen to Part Six of Introverts Can Sell Can introverts sel

Sales 109

Sales 109

Groove HQ

JANUARY 29, 2020

It wasn’t working, and I was frustrated. Four years ago, we put hundreds of hours into developing our company’s core values, and they now felt broken. The things we used to do because they were “scrappy” were beginning to strain our infrastructure. The things we used to do because they were “fun” led to stagnation […]. The post You’ll outgrow your company’s core values.

108

108

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

SBI Growth

JANUARY 22, 2020

Recessions are an economic reality. They are also difficult to predict. The question isn’t whether there will be another recession, it’s when the recession will hit. The truth is, nobody knows when the next recession will occur. You can listen.

Organization 104

Organization B2B Marketing Sales 104

RAIN Group

JANUARY 8, 2020

It's 2020 and now is the time to begin executing on your plan to blow the doors off your sales goals. But where should you begin? What’s going to make the biggest difference? What are others doing that's working today ? To answer these questions, we looked across our sales research studies and pulled out 5 key ways Top Performers stand out compared to The Rest.

Sales 107

Sales 107

Engage Selling

JANUARY 24, 2020

When it comes to hiring, the number one skill or behavior to look for is teachability/coachability. As a manager, you want people who don’t think they know it all.

Sales 106

Sales Management 106

Drift

JANUARY 10, 2020

I got off the phone with a brilliant founder last night who has decided to “do enterprise sales” because she had experience working for a mega-brand and recognized a gap in the market as a result. This process of arriving at or deciding to pursue enterprise sales is pretty common in the startup world. However, I can say from first-hand experience that building the team you’re thinking of will be.

Sales 96

Sales Marketing B2B 96

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

Hubspot Sales

JANUARY 27, 2020

During high school, I never did well during my physical education class. One of the main reasons? The track and field unit. Every year during this unit, we'd have to do a high jump, hurdles, and baton racing. Needless to say, none of these activities were my forte. However, baton racing has continued to be an apt metaphor in my career. For example, most organizations have a process of passing a lead from the marketing team to the sales team.

Internet 100

Internet Prioritization Marketing Meetings 100

Outbound Engine

JANUARY 13, 2020

There are few things more relaxing than getting a good massage. As people seem to be more stressed than ever, services such as massage therapy are more needed than ever. However, coming up with marketing ideas for massage therapists can be quite challenging. It’s your job to think creatively to make sure your business stands out from your competitors.

Marketing 99

Marketing Media Advertising Communication 99

SBI Growth

JANUARY 13, 2020

The 2019 fiscal year is in the rearview mirror, and 2020 has officially started. Strategic planning is finished, and plans to get off to a fast start in FY20 are in motion. For many CEOs, the strategy and approach used.

Marketing 100

Marketing Organization B2B Sales 100

RAIN Group

JANUARY 22, 2020

Everyone says, "Sell value, drive value, make sure buyers both perceive and receive exceptional value from you, and your sales teams will be more successful.".

Sales 112

Sales 112

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

JANUARY 31, 2020

Silence is one of the simplest things a seller can learn to do, but it is the most difficult for them to execute in the sales process effectively.

Sales 112

Sales Communication Sales Leadership Leadership 112

Showpad

JANUARY 20, 2020

Analytics, which can also be referred to as data science, is best described as the formal process of discovering and illustrating the patterns that can be found in data. (The word is also sometimes interchangeably used with “big data,” but to be clear, analytics involves reviewing and drawing actionable conclusions from information, whereas the former is just the info.) .

Sales 97

Sales Value Proposition Onboarding Negotiation 97

Hubspot Sales

JANUARY 28, 2020

How do you know how much effort you should put into pursuing a specific prospect? How can you prioritize one contact over another? Those scenarios aren’t always easy to navigate. Prospecting is a spectrum. There are going to be sales opportunities worth pursuing to different degrees for different reasons. But, how can you tell what those degrees and reasons actually are?

Prioritization 99

Prioritization Sales Publishing CRM 99

Nutshell

JANUARY 15, 2020

Leading software review platform Capterra recently published its Top 20 CRM Software report for 2019, and we’re thrilled to announce that Nutshell has placed at #5! According to Capterra, Nutshell “earned placement in this elite report based on the overall rating from your software user reviews and search volume within your software category on Capterra.

CRM 90

CRM Software Software Publishing 90

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