Jermaine Edwards
MAY 27, 2020
Are you really THE expert? Research. Research. Research. We know we’re supposed to do it. The good ones do, the bad ones do very little, and then the great ones simply know its importance as they do it weekly, not just before a call. When I started out in sales I was told to do customer research. No one told me what I should be researching, why and how I should use it.
SBI Growth
MAY 29, 2020
Data is becoming a core component of every business. As a result, the quality of the data being gathered, stored, and consumed is becoming increasingly important. We have all seen the impact that poor data quality can have on a.
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RAIN Group
MAY 27, 2020
There are many mistakes to avoid when it comes to virtual selling. Although we all make—and learn from—our mistakes, they're often magnified in a virtual environment, which makes awareness and preparation paramount to success.
Engage Selling
MAY 29, 2020
I want you to think like your competitor. Why? Thinking like your competitor will help you figure out where you’re weak and strong in the accounts you’re managing, which can lead to retention and growth activities.
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.
The Center for Sales Strategy
MAY 25, 2020
A conversation about desired business results (needs, challenges, and opportunities) is an essential part of the sales process. When engaging new business prospects as well as current customers, it’s crucial to ask the right questions. Aside from the right questions, other tools can help a seller discover core needs quickly and succinctly. Needs analysis is a central and critical part of making the sale.
SBI Growth
MAY 23, 2020
In today’s environment, where sales leaders are running accelerated transformations, it’s more important than ever that your team is bought in and well equipped to bring your vision to life. In a previous segment, Steve King, CRO of Hexagon PPM, shared.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Strategic Planning and Management Insights
MAY 26, 2020
Keith Ferrazzi is a two-time New York Times best selling author, Harvard Business School graduate, and the former youngest CMO of a Fortune 500 company at Starlight Hotels. Keith's company, Ferrazzi Greenlight, works with executive leadership teams within some of the largest companies in the country including Verizon, Delta Airlines and General Motors.
The Center for Sales Strategy
MAY 27, 2020
Based on HubSpot research, only 3% of buyers trust sales representatives. If your sales process follows the cookie-cutter pattern of simply selling a product or service, the chances of you reversing that statistic are slim to none. If you follow the formulated Sales Accelerator process, you know how important it is to execute the steps in correct order.
SBI Growth
MAY 28, 2020
Why Are We Having a Hard Time Identifying Customer Needs? Just as social media platforms are constantly evolving, so is the way customers wish to interact with your company. Think of your new customer interactions as “TikTok”—it’s quick (less than 15.
Hubspot Sales
MAY 28, 2020
In Glengarry Glen Ross , Alec Baldwin plays Blake, a belligerent trainer sent to shake up a tired, underperforming sales team. Blake storms into a room of unsuspecting reps and starts screaming about prospects. "Only one thing counts in this life — get them to sign on the line which is dotted!". Fortunately for Blake, his character claims to have earned $970,000 in a year.
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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
Strategic Planning and Management Insights
MAY 27, 2020
The Problem. Many organizations have worked hard to develop their strategic plan, and yet a year or two down the line, they notice that they've not made enough progress towards their goals, or that their teams and departments have diverged down different paths, on projects or activities that don't align with their strategic objectives.
The Center for Sales Strategy
MAY 26, 2020
As 2020 unfolds, we see that Glassdoor’s prediction of a culture-first decade is upon us. Company culture and employee engagement are differentiators for organizations. This rise in popularity is largely due to a long string of well-respected experts, with studies in hand, pointing to a solid link between employee engagement and company productivity, revenue, and key customer retention.
SBI Growth
MAY 27, 2020
With your selling motions in full swing, and with some bookings coming through the door, how can you best assess the health of your organization as it relates to revenue growth? Through our work helping leading companies grow their revenue.
Hubspot Sales
MAY 26, 2020
Sometimes, you’re miles ahead of your competitor on pricing, features, and customer service. Other times, you’re not — and it’s better that both you and your prospects are aware of those shortcomings. The last thing you want to do is mislead someone during the sales process about your product, service, or capabilities, only to anger your newly acquired customer with poorly set expectations.
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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.
Nutshell
MAY 28, 2020
Copper CRM is a good choice for sales teams that live and breathe G Suite, but what about those of us who prefer a bit of software freedom? Copper CRM is a special CRM that is specifically designed to be used with Google products, like Gmail and Google Docs. Copper is used by around 12,000 companies, including some biggies like Shipt, Hello Fresh, and Atlassian.
Sandler Training
MAY 28, 2020
Sales leaders often become confused by the differences between coaching and managing. The post The Difference Between Managing and Coaching Your Salespeople appeared first on Sandler Training.
Strategic Planning and Management Insights
MAY 28, 2020
Over the course of the next four months, the Association for Strategic Planning (ASP) will be hosting its annual Conference Series - virtually. Originally planned as an in-person conference in Whistler, British Columbia, ASP has chosen to move online in light of COVID-19. Despite the virus, a tremendous amount of value is being made available from June through September, including a combination of keynotes, masterclasses and virtual exhibitor halls.
Hubspot Sales
MAY 25, 2020
The world is struggling with unprecedented new challenges. No industry has been untouched, and for B2B salespeople it’s becoming increasingly difficult to connect with prospects. As the nature of work shifts, economic repercussions impact businesses, and large gatherings of people are limited, salespeople must find new avenues for building genuine relationships.
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.
The Center for Sales Strategy
MAY 29, 2020
- MOTIVATION -. "It's not about having the right opportunities. It's about handling the opportunities right.". -Mark Hunter. - AROUND THE WEB -. > 22 Responses to the Sales Objection "It's Not a Good Time to Buy"– HubSpot. You've been speaking with a prospect for a while and you have a sense of their goals and challenges—it seems like your offering is a great fit for their business.
Miller Heiman Group
MAY 28, 2020
Customers form an impression of service reps within a matter of seconds, whether they’re meeting a field service technician in person or reporting a problem to a tech support specialist over the phone or online. It’s what your service reps do in those critical early seconds that sets the stage for the rest of your interaction—and for whether you’ll have a positive, neutral or negative defining moment.
Sandler Training
MAY 28, 2020
In my career I’ve seen many leaders with this challenge and sometimes all they need is a little framework to help coach their people. I have broken down five steps to help transfer these skill sets. The post Five Ways to Drive Strategy into Your Team’s Opportunities appeared first on Sandler Training.
Hubspot Sales
MAY 27, 2020
If you regularly read the HubSpot Sales Blog, you know we talk a lot about entrepreneurship. We have covered everything from how to start a business to the ins and outs of social entrepreneurship and everything in between. One topic we haven't discussed is who is starting and running successful businesses. When you think of a successful entrepreneur, what image comes to mind?
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.
Sales Readiness Group
MAY 28, 2020
Like many, I ‘ ve spent plenty of time watching Netflix during the COVID-19 lockdown. I recently came across Salesman , a fantastic documentary from 1969 that follows four salesmen working for the Mid-American Bible Company as they sell expensive Bibles door-to-door in low-income neighborhoods.
Kainexus
MAY 29, 2020
The renowned football coach and philosopher, Vince Lombardi, once said, “ Perfection is unattainable, but if we chase perfection, we catch excellence. ”. That’s the mindset of a Lean organization. There’s a bedrock belief that every process, investment, employee, or action should directly translate to value for the customer with no waste. That ideal is unattainable, of course, but Lean organizations try to get close to it every day, and in doing so, reach a level of success that their competitor
Sandler Training
MAY 28, 2020
As a sales leader, there’s a simple way to help the salesperson check their beliefs when they are potentially getting in the way (head trash). The post How to Help Your Sales Team Rid Themselves of Excuses appeared first on Sandler Training.
Hubspot Sales
MAY 29, 2020
Be honest, how much time do you spend manually updating your contact lists? It’s ok, this is a safe space. If you are only using static lists, chances are you are spending more time than you’d like to admit keeping your lists up-to-date, please allow us to introduce you to the ultimate game-changer: the smart list. What is a smart list? A smart list, also known as an active list, is a contact list within a CRM that automatically updates depending on specific criteria.
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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.
Blue Canyon Partners
MAY 29, 2020
Many economies are reopening. How fast they will recover is not clear. But what is clear is that the world is different. As the new normal evolves, business leaders need a playbook to navigate their organization through this critical period. To do so successfully leaders must anticipate what the new normal will look like, adapt their strategy, and determine how to accelerate their organization to drive success.
Kainexus
MAY 28, 2020
Ever wonder why factories, warehouses, grocery stores, and other similar businesses usually have a sign that says something like, "Accident-Free for 82 Days." It's because the simple act of measuring and reporting that number makes it evident across all levels of the organization that this metric is important. We measure what matters. No one wants to be the guy who sets the sign back to zero.
Sandler Training
MAY 28, 2020
We’re going to tell you how to get there by sharing what’s working for the most successful companies and why based on the results of Sandler Research Center’s Report: The Hunt for New Clients. The post The Hunt for New Clients appeared first on Sandler Training.
Outbound Engine
MAY 27, 2020
No one knows what the future holds. In every industry, small businesses are facing uncertainty and upheaval. You likely can’t do business the same way you did a month ago. You might be worried about your income, and maybe even about your business making it through. Your business was built on staying connected with your network and customers. In today’s world of social isolation, it’s harder than ever to connect in person.
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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.
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