Openview

JANUARY 26, 2021

The post How Atlanta’s Calendly turned a scheduling nightmare into a $3B startup appeared first on OpenView.

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SBI Growth

JANUARY 28, 2021

As the calendar has turned to 2021, top-tier NFL teams are preparing for deep runs in the playoffs. Others are going back to the drawing board, diagnosing what went wrong and how to turn it around next season. These narratives.

Sales 147

Sales B2B Marketing 147

The Center for Sales Strategy

JANUARY 26, 2021

According to research , over $5 billion is spent solely on sales training and sales improvements every year in the US. If your remote sales team is not up to speed with the latest sales strategies and techniques, you could be costing your business a lot of money in missed opportunities. Coaching a remote sales team has its perks, you have less overhead because there is no brick and mortar location, plus, everyone has a bit more freedom and flexibility.

Sales Training 140

Sales Training Sales 140

Hubspot Sales

JANUARY 26, 2021

I started a business during my senior year of college. I was on the verge of graduation, beginning a full-time job, and sensing the reality of adulthood looming right around the corner. Looking back, that was a wildly uncertain time. Still, I pushed through, scaled it over a couple of years, and sold it before I moved to Chicago. I recently posted the question of “Should you start a business in uncertain times?

Decision-making 139

Decision-making Finance Investors Banking 139

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.

Revegy

JANUARY 27, 2021

“There are so many variables that shift and change throughout a sales cycle. You need to understand how you can pivot your process to continue moving the ball down the field when those changes happen. Time kills deals. You have to maintain forward progress.” Sales plans aren’t static documents. They’re dynamic, agile frameworks that can be adjusted to help you adapt more effectively.

Account Planning 98

Account Planning Sales Account Management Management 98

CoSell

JANUARY 26, 2021

It’s a brand new year and it’s time to take a close look for ways to do account mapping. Oh, you’re not so sure what that is…no worries, mate. In this short post, we’ll pull back the veil and explore account mapping. The old way. The new way. You’re about to get a crash course in account mapping. Strap in your seatbelt and let’s get going. What Is Account Mapping?

Banking 98

Banking Profitability B2B Sales 98

Hubspot Sales

JANUARY 26, 2021

It's finally done. The contract is signed. Another customer is on the books. It's all smiles and high-fives — you’ve even had a new client celebration within your company. Everyone on your end is ready to get to work on a new — and hopefully profitable — relationship. But that excitement and eagerness don't seem to go both ways. Your new customer isn't responsive when you reach out, and when they do get in touch, they're throwing out demands that extend beyond the contract they signed.

Meetings 121

Meetings Construction Publishing Stakeholders 121

Freshworks

JANUARY 25, 2021

A great customer experience is in the eye of the beholder and if last year taught us anything it is that customers will carry on using well designed digital channels for the simplicity and speed of service they provide. However, people are still feeling quite anxious and worried about their future, so ensuring that customers are treated with empathy will be critical to meeting their needs.

Customer Experience 98

Customer Experience Digital Transformation Digitalization Publishing 98

CoSell

JANUARY 23, 2021

Even the most successful sales professionals face a huge challenge in today’s environment. How to keep things personal when connecting virtually with prospects and clients? In a recent McKinsey study, we’re seeing what many of us are also finding to be true: the majority of B2B companies have shifted their go-to-market sales model. Traditional in-person selling is down 52%.

Cybersecurity 98

Cybersecurity Insurance Internet B2B 98

The Center for Sales Strategy

JANUARY 28, 2021

So much has been said and written about what top sellers do to set themselves apart from the average and low performing salespeople. Let’s look at this from a different angle. What things do they make certain to NEVER do? In order to fully understand what makes a high performing sales person, it’s helpful to recognize behaviors NOT exhibited by this elite group.

Sales 133

Sales 133

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

Hubspot Sales

JANUARY 27, 2021

Navigating rejection and helping your potential customers move through their objections and reservations are the name of the game when working in sales. What are the most common objections you get during the sales process? Do you find you get the same objections over and over? How do you handle them? Your approach makes all the difference in your performance.

Sales 112

Sales Prioritization 112

Zendesk

JANUARY 25, 2021

In the last few years, Instagram has really grown up. The brainchild of Facebook originally hit the social media scene in 2010 as a quirky platform to share photos. But in the past decade, it’s blossomed from artsy little sister to super-hot marketing powerhouse. Today, Instagram has grown to be one of the most popular social media platforms, with 1 billion active users a month.

Media 97

Media CRM Marketing 97

Kainexus

JANUARY 26, 2021

When the COVID-19 pandemic first struck the US at scale in March of 2020, many organizations scrambled to transition to a remote work model. For most, the initial goal was to maintain operations while keeping employees safe. Very few people at the time anticipated the duration of the need for stay-at-home orders and widespread social distancing. Now that we are into 2021, vaccine distribution has been started, but the end is not yet in sight.

Remote Working 97

Remote Working Organization 97

The Center for Sales Strategy

JANUARY 25, 2021

When it comes to digital marketing , there's a heightened focus on analytics to determine success. Many businesses continue to place a heavy reliance on last click attribution models to determine which of their digital marketing tools are driving results. Last click attribution gives 100% of the credit for a conversion or a sale to the last click a visitor made before he or she arrived on the website to complete that action.

Digitalization 122

Digitalization Marketing Sales 122

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

Hubspot Sales

JANUARY 26, 2021

Some things never change. The world never stops turning. Arnold Palmers are always the best drink to order on a restaurant patio in the summer, and Betty White remains a national treasure with every passing year. There are plenty of other examples I could cite — those are probably the main ones though. Consistency is, well, consistent in a lot of fields, and pricing is no exception.

Advertising 103

Advertising Logistics Construction Negotiation 103

EcSell Institute

JANUARY 26, 2021

Editor's Note: This post has been updated for accuracy and comprehensiveness since it's original publish date on March 16, 2020. Photo by Hattie Kingsley Photography. You have been on my mind, all of you. I am referring to those who lead individuals and teams. Why you specifically? Because of a responsibility you inherited when you accepted your role – to help those on your teams grow physically and/or mentally to heights they would not achieve without you in their lives.

Publishing 95

Publishing Management 95

Kainexus

JANUARY 28, 2021

Six Sigma is a business methodology focused on improving the quality of goods or services an organization produces by reducing variance in the production process. Six Sigma leaders know that when a production process lacks the stability to create high-quality output consistently, it will continue producing defective products until someone intervenes and improves the process.

Organization 92

Organization 92

The Center for Sales Strategy

JANUARY 29, 2021

- MOTIVATION -. "What you do has far greater impact than what you say.". -Stephen Covey. - AROUND THE WEB -. > 1 Top Priority About Remote Work That Most Managers are Forgetting – Inc. We're quickly approaching the one-year mark since the global shift to remote work. According to Upwork , remote work has seen an 87% increase since before the pandemic.

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Remote Working Logistics Management Organization 105

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

Outbound Engine

JANUARY 26, 2021

During our many years of experience helping thousands of clients grow their business and name recognition, we’ve also seen more than a few businesses making the same mistakes. Here are a few of the biggest email marketing mistakes businesses should avoid. 1. Not embracing mobile. Everyone is on their phones all the time. One study found Americans check their phones 80 times a day!

Marketing 89

Marketing Small Business Communication Insurance 89

Sandler Training

JANUARY 25, 2021

Mike Montague interviews Hamish Knox on How to Succeed When a Client Leaves. The post How to Succeed When A Client Leaves [PODCAST] appeared first on Sandler Training.

Client Relationships 81

Client Relationships 81

Sales Readiness Group

JANUARY 25, 2021

One universal challenge of managing a remote sales team can be summed up with the simple question, “What do my sales reps do all day?”. Since the COVID-19 pandemic hit and most sales reps are working from home, it’s even harder to answer that question. Let’s say I’m managing a remote team of five or six sales reps; how do I know if they are engaged and productive?

Sales 71

Sales Management Sales Management 71

CoSell

JANUARY 28, 2021

As you grab the reins for virtual selling, it’s good to know that digital selling the way to go. According to recent reports from McKinsey, virtual selling is the name of the game for B2B companies. It’s central to how to thrive in the new economy. Let’s look at how people around the world are responding to, adapting to, and embracing virtual selling.

Virtual Selling 72

Virtual Selling B2B Digitalization Sales 72

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

Strikedeck

JANUARY 26, 2021

Vincent Manlapaz, in an interview with Jey Govindan talks about why Customer Success should be an integral part of any company’s strategy. Without CS being part of a company's growth and expansion mindset, (mutual) success is unlikely to be achieved. The post How Does the CS Organization Measure Its Predictability in Success? first appeared on Strikedeck | Customer Success Platform.

Organization 70

Organization Customer Success Onboarding Customer Experience 70

RAIN Group

JANUARY 28, 2021

A seller’s job is to drive change. The best sellers lead sales conversations down the right path by asking strong questions, setting the agenda, sharing ideas, summarizing and communicating the impact of taking action, involving the buyer in creating a solution, and inspiring action.

Sales 58

Sales Communication 58

SBI Growth

JANUARY 26, 2021

Back in the fall, my colleague Tony Erickson wrote about the unique challenges of planning for 2021 and referenced the need to make smarter bets, and used casino imagery to drive the point home. Included in that article was a.

Marketing 59

Marketing B2B Sales 59

Sales Gravy

JANUARY 29, 2021

How to celebrate success during the pandemic? Salespeople and their leaders are asking this question. This season, the pandemic has canceled President's Club and moved Sales Kickoffs from physical meetings to virtual. Its left many sales professionals feeling that the work they did to reach the top is anti-climatic and empty. In this Sales Gravy Podcast episode, Jeb Blount and Victor Antonio discuss the keys to celebrating success and staying motivated this year and beyond.

Sales Management 55

Sales Management Meetings Sales Management 55

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Marketing

Brooks Group

JANUARY 27, 2021

Though the end of the COVID-19 pandemic may soon be approaching, it’s clear that our buyers will want us to keep our distance for some time to come. A recent study by McKinsey & Company found that 89 percent of sales professionals will prefer virtual sales for at least the next year, and perhaps beyond. With so much of your company’s future reliant on hand-to-hand combat in the sales theatre, you must commit to an understanding of how to best communicate with your buyer – a nuanced affair th

Virtual Selling 52

Virtual Selling Sales Training Communication Meetings 52

OnStrategyHQ

JANUARY 29, 2021

Shifting to almost exclusively remote strategic plan facilitation has given OnStrategy opportunities to work with clients from around the globe. It’s been a big transition moving from in-person planning meetings to virtual facilitation sessions. As we reflect on this shift, there are a few important points worth considering if you have teams that are working remotely, or if you’re working with teams in a different geography (or both!).

Facilitation 52

Facilitation Healthcare Decision-making Meetings 52

Showpad

JANUARY 29, 2021

Congratulations, your business has sales coaching software! Perhaps you’ve had such a solution for a while now, or maybe you’ve just invested in one or are planning out your strategy for acquiring a platform. Now, the hard part begins — actually making effective use of your sales coaching software. A problem that many businesses encounter is that while they have a number of diverse and valuable technology implementations, they may not know how to make the greatest use of such solutio

Software 52

Software Software Negotiation Sales 52

EcSell Institute

JANUARY 28, 2021

Photo by Hattie Kingsley Photography. As of today, thousands of leaders across the globe have purchased a copy of The Coaching Effect book. We know this because we recently had to replenish our warehouse with a second printing of the book written by our very own CEO, Bill Eckstrom, and President, Sarah Wirth. Both authors have spent over a decade researching the activities, behaviors, and performance of leaders.

Leadership 52

Leadership Sales 52

Advertisement

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.

B2B