Account Manager Tips
JUNE 23, 2020
Share. 0. Tweet. 0. Share. 0. Pin. 0. I'm excited to share my recent conversation with Phil Bourne with you. Phil is an account management and sales professional professional with a wealth of experience and wisdom he's distilled into The Tenets of Account Management. These guiding principles have served Phil well and I know they will help you find success as a key account manager.
Jermaine Edwards
JUNE 29, 2020
Every conversation matters. There are very few areas in your life where you can avoid speaking to others whether over the phone, face-to-face and now digitally. We all need to communicate with others. When we speak with anyone we can often miss something fundamental about this undervalued communication medium that has shaped the ideas of civilisations.
Hubspot Sales
JUNE 30, 2020
Sales-marketing alignment is a hot topic for most sales and marketing organizations and has been since the beginning of business. Here on the HubSpot blog, we’ve published several posts outlining ways sales and marketing organizations can work better together. For many companies, sales and marketing alignment efforts have been in place for a while, and in order for the business to grow, scale, and better support its customers, customer support organizations also need to be a part of the conversa
The Center for Sales Strategy
JUNE 30, 2020
From being quarantined in our homes to keeping six feet apart and avoiding handshakes, the way we interact with other humans has drastically changed. In the business environment, the normal behaviors and tactics that salespeople have relied on to drive their success are no longer available. We can no longer drop by to see a client, meet a prospect for lunch, or fly to another city for a face-to-face meeting.
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.
Nutshell
JUNE 22, 2020
Cold calling is great—if your prospects actually pick up the phone. Many buyers are more comfortable with texting than phone calls, which means you have to get comfortable with it too. Learn to leverage this underrated communication channel, and SMS sales just might become the secret weapon in your selling arsenal. Here are a few quick facts to prove it to you: The average American checks their phone 96 times a day.
SBI Growth
JUNE 1, 2020
Customer Experience is more important now more than ever, as lockdown orders remain in place across the country, many companies are being forced to serve customers outside of traditional channels. Customer Experience is no longer a buzzword or the next.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Engage Selling
JUNE 19, 2020
Have you noticed that the crisis has brought to light the two different types of sellers? The first type of seller is choosing to “wait out” the crisis and hopes for things to get back to “normal.
Hubspot Sales
JUNE 24, 2020
Smarketing — the practice of integrating your sales and marketing efforts to foster closer collaboration between the departments that carry them out. It's a cool buzzword that encompasses processes with some very practical and effective applications. It's a way to ensure that your messaging, promotion, and outreach are in sync across the different facets of your organization — a means of keeping everyone on the same page to leverage a common, integrated approach internally and project cohesion t
The Center for Sales Strategy
JUNE 26, 2020
- MOTIVATION -. "Change can be scary, but you know what's scarier? Allowing fear to stop you from growing, evolving, and progressing.". -Mandy Hale. - AROUND THE WEB -. > How to Protect Your Mental Health When Working Remotely– HubSpot. 2020 has brought with it unexpected levels of stress, anxiety, and fear for people across the globe. As we can all probably attest, the boundary between "work" and "home" life is quickly shrinking.
Showpad
JUNE 9, 2020
Should you centralize sales enablement? If so, which parts should be centralized? Since I’ve fielded these and similar questions over the last few weeks, I wanted to capture a few thoughts and experiences that can help organizations answer them, as well as provide a few criteria you can immediately apply and check for your organization. Driving sales enablement impact requires the right set-up: strategic, formal and charter-based.
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
Groove HQ
JUNE 12, 2020
Eight ways we managed to save money, time, and customers by keeping support in-house. The post How We Avoid Outsourcing Customer Support (Plus 3 Tips If You Absolutely Must) appeared first on Groove Blog.
Sandler Training
JUNE 23, 2020
Mike Montague interviews Hamish Knox on How to Succeed When the Sale Goes Sideways. In this episode: Throw your current proposal out the window Don’t let the “sunk cost fallacy” get in your way Be emotionally unattached from the outcome You can’t lose anything you don’t have Empathize with your prospect Go back and reset You… The post How to Succeed When the Sale Goes Sideways [PODCAST] appeared first on Sandler Training.
SBI Growth
JUNE 10, 2020
For a CRO leading a transformation, one of the major challenges of evolving a product portfolio is preserving the core customer base while innovating. In his final interview segment, Steve King, CRO of Hexagon PPM, shares his experience in not only retaining.
Hubspot Sales
JUNE 26, 2020
Every salesperson has a unique selling style. To better understand what type of salesperson you are, it’s helpful to determine which animal (yes, as in animals from the animal kingdom ) represents your selling style. Knowing your sales animal allows you to discover your dominant sales traits and leverage them for success. So what type of sales animal are you?
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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.
The Center for Sales Strategy
JUNE 29, 2020
With the recent layoffs and furloughs, social distancing, and working from home, there’s more talent available on the market than ever before. “As a result of the pandemic, it’s become an employer’s job market,” states a recent Forbes article. “Candidates will have to get more assertive and creative in finding ways to help them stand out or get lost in the crowd.”.
Engage Selling
JUNE 12, 2020
Strategic pivots can help you during these times. I’ve noticed salespeople, sales leaders and executives get discouraged because their current buyers have slowed down or completely ceased ordering.
Groove HQ
JUNE 29, 2020
Using real customer questions as our guide, we compare Groove to Zendesk and Freshdesk. The post Zendesk vs Freshdesk vs Groove: 3 Real Questions Answered appeared first on Groove Blog.
Kainexus
JUNE 26, 2020
For a topic with so many authors, students, practitioners, and leaders, it’s probably no surprise that there are a ton of blogs about Lean - Lean manufacturing, Lean enterprise, Lean thinking, etc. This list includes some bloggers I’ve been reading for the longest time, those who are the most active, and those whose insights are really valuable (and sometimes, people fall into all three categories).
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
JUNE 16, 2020
Any gap in alignment between the Sales and Marketing organization will endanger the commercial success of a company. The Revenue Marketing Strategy, when thoughtfully crafted, allows best-in-class marketing organizations to focus their energy on demonstrable revenue generation instead of debating.
Hubspot Sales
JUNE 29, 2020
The default answer for incentivizing salespeople is often money. Need to launch a new product? Start a sales contest. Need to upgrade more customers? Gamify it with financial incentives. But is money the ultimate motivator for salespeople? Let’s discuss what it means to be money motivated, and if financial incentives are truly the best way to foster an engaged, motivated sales team.
Sandler Training
JUNE 18, 2020
I believe we should start by simply acknowledging the reality that telling our employees that we have a learning culture does not mean that we actually have a learning culture in our organization. The post How to Create and Support a Learning Culture in Your Organization appeared first on Sandler Training.
Engage Selling
JUNE 12, 2020
In this week’s Sales Leader, I examine the difference between an objection and a heckle. Objections Versus Heckles An objection comes after a substantive discussion. It’s a legitimate question you have to answer.
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
JUNE 3, 2020
Nine real customer success strategies we use at Groove, along with templates to set them up yourself. The post 9 Customer Success Strategies That Actually Scale (Plus 4 Metrics We Track) appeared first on Groove Blog.
Nutshell
JUNE 12, 2020
Promoting a sales manager internally is tricky, but hiring an outsider might be even trickier. Current sales reps can make great candidates for open positions within the company. They’re already familiar with company values and processes, making them better-suited for leadership positions and mentoring others. Promoting a top-performing sales rep to the position of team manager may seem like a no-brainer, but a great sales rep doesn’t automatically make an effective manager.
The Center for Sales Strategy
JUNE 23, 2020
Highly engaged employees describe their company as authentic because they are who they say they are. They live their core values , rewarding those who demonstrate them and not tolerating those who don’t. It’s no secret that when your employees are engaged, they are emotionally committed and willing to give their best at work.?That’s because engaged employees feel as though they have a stake in the game and a sense of purpose which makes them willing to give it everything they’ve got to achieve s
Hubspot Sales
JUNE 25, 2020
If your CRM was once an island occupied only by your sales team, that's absolutely no longer the case. In the last few years, the CRM has evolved far beyond being just a tool for contact management. That's still a core function, sure, but the CRM now has something for every team and individual in your organization. When used most effectively, CRM software is the heart of every software stack.
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?
Sandler Training
JUNE 30, 2020
Mike Montague interviews Pete Oliver on How to Succeed at Vision-Based Execution. The post How to Succeed at Vision-Based Execution [PODCAST] appeared first on Sandler Training.
Engage Selling
JUNE 4, 2020
Being flexible in the future won’t just be about pushing back a meeting by 15 minutes. The “new” flexibility will long exist into the future as a result of COVID-19.
Groove HQ
JUNE 1, 2020
Want to know how to connect with influencers and VIPs? Here are two word-for-word email scripts you can use in your outreach. “How did you connect with _?” It’s a question that I get all the time. Whether it’s a VIP that we published an interview with, a publisher whose blog we guest posted on, […]. The post How to Connect with Influencers and VIPs: The Exact Email Scripts I Use appeared first on Groove Blog.
Nutshell
JUNE 5, 2020
We’re all cursed, and there’s a pile of research to prove it. Thanks to excessive entertainment, reams of content, and a barrage of advertisements, we’re swamped with information that we struggle to process. To determine where to aim our attention and what deserves it, our brains constantly guess what’s coming next. When we guess right, we switch off.
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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