Sat.May 02, 2020 - Fri.May 08, 2020

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Why change may make your customer results worse

Jermaine Edwards

What changes are your customers making today that may impact your relationship tomorrow? This is one of a dozen questions every organisation and key account team must ask. Why? Because each change made by a customer today is a step away from your relevance to them in the future. Let me share two examples. Manufacturing company. In 2019 we began working with a large manufacturer of silicon products.

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How To Go From Order Taker To Trusted Advisor

MTD Sales Training

Order Taker? Trusted Advisor? Or Cheese Monster? How do your customers view you? From the customer’s point of view there are 4 types of relationships that they have with their suppliers. And if you can progress through each of the stages I’m about to describe below you can really make a huge difference to their business and your own profits.

Suppliers 140
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3 sales enablement myths debunked for senior executives

Showpad

You may already have a sales enablement program, initiative or function at your organization. Or perhaps some of your colleagues want to talk to you about developing one. . If your enablement initiative drives sales results as expected, you don’t need to read this article. If that’s not the case – if you’re not engaged in sales enablement or your current approach doesn’t meet your expectations and deliver desired results, I encourage you to read this blog post with an open mind and h

Sales 134
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Marketing during COVID-19: What messages do your buyers need right now?

Nutshell

The COVID pandemic is the time to remind your audience that, now more than ever, we are all in this together. If your inbox is like everyone else’s, you’ve undoubtedly received tons of emails with the subject line “We’re All in this Together.” Businesses are using the COVID pandemic as a time to blast emails to anyone who will listen. Maybe you’ve even sent one of your own; hopefully it was tactful.

Marketing 121
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2024, The Year of the Customer

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.

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15 Tips for Effective Warm Calling

Hubspot Sales

In 2020, salespeople need to change the way they approach prospecting. First, work your inbound leads. Let your marketing team work the top of the funnel. You don’t have to call all the leads who are just looking for information or education — those leads need to be nurtured, and Marketing is the right team to do it. But what if you don’t have enough inbound leads?

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Revenue Multiplier, Not Cost Center: Why Sales Leaders Should Invest in Customer Success

SBI Growth

As a sales leader, you have most certainly heard the words “Customer Success,” especially if you are a sales leader for a subscription-based technology company. Some companies tout customer success as the critical driver of their growth.

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20 Motivational Videos for Your Sales Team

The Center for Sales Strategy

Stressed? Anxious? Unmotivated? Everyone requires motivation. And, your sales team is no exception as they strive to keep up performance, reach goals, and deliver results. The constant pressure (combined with adversity and uncertainty) is physically and mentally draining. Motivation is crucial for performance. T he real purpose of a motivational speech is to get the recipient, to do something differently, because the speaker has got you to think differently.

Sales 92
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12 Personality Traits of Successful Entrepreneurs

Hubspot Sales

Though hard work is often a factor in success, one’s level of output does not always determine success in their field — and entrepreneurship is no exception. There are many factors that can contribute to the success of an entrepreneur as they launch, operate, and scale their business. These factors can include the timing of their business launch, how competitive their market is, the reliability of their supply chain, the amount of capital they are able to obtain, and the current economic climate

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The 6 best CRMs for iPhone: Which iOs app has the features you need?

Nutshell

Mobile CRM apps aren’t just important for outside sellers and road warriors. Every modern salesperson should have the ability to stay informed and efficient on the go. While no smartphone app can replicate the full experience of using a desktop CRM, there are a handful of CRM iPhone apps that do a great job when it comes to making essential features easy to use.

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How CEOs Masterfully Execute the GTM Strategy

SBI Growth

In the first quarter of last year, SBI published a research report that discussed how gaps in execution often threaten a CEO’s strategic plan. The data collected underscored the point; various studies indicated that somewhere between 63% – 74% of.

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How to Stay Competitive in the Evolving State of Martech

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

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New Normal Tweaks on a Proven Sales Process

The Center for Sales Strategy

Sales managers and salespeople have discovered new ways of conducting face-to-face sales activity as a result of recent social distancing restrictions. Being creative and using video technology to stay connected with customers as well as propose and close business with new prospects has become the new normal. World-class sellers know it’s time to move from playing defense to playing offense because customers and prospects need help.

Sales 78
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37 LinkedIn Social Selling Stats You Need to Know

Hubspot Sales

At the beginning of 2020, the average adult in the U.S spent over three and a half hours on their smartphone each day, with half of that time spent engaging on social media networks. Though we don’t yet have the data to support it, for many people those values have likely increased as the year has gone on. Not only has personal social media usage been on the rise, but professional social media usage has become more prevalent as well — and the field of sales is no exception.

Media 114
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[Checklist] Take the Lead in Virtual Selling

RAIN Group

Selling virtually is a challenge for even the best sellers. The Virtual Selling Checklist below will help you make the transition to virtual selling as you wrap your head around three key components to success: Selling: While many of the principles remain the same (i.e., building rapport, uncovering needs, inspiring with new ideas, building an impact case, etc.), how you go about doing these in a virtual environment is drastically different.

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Market Share Gain: The Most Viable Growth Play During a Downturn

SBI Growth

As the market (and demand) for a company’s goods decreases, the natural inclination for many CEOs is to cut cost in order to maintain profitability. However, many market-leading CEOs look at a recession as a time to undergo fundamental transformation.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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Weekly Roundup: New B2B Sales Practices To Adopt, How to Network Remotely + More

The Center for Sales Strategy

- MOTIVATION -. "Start working with your prospects as if they've already hired you.". -Jill Konrath. - AROUND THE WEB -. > New B2B Sales Practices To Adopt In The Midst Of A Global Crisis– Forbes. As unnerving as these times are, there are plenty of ways for startups to hedge against the current situation. In fact, by being agile and making changes to your company’s sales processes, you can even potentially turn current economic challenges into opportunities.

B2B 71
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How to Network Remotely in Sales

Hubspot Sales

One of my favorite quotes about business comes from Herminia Ibarra — a professor of organizational behavior at London Business School. She says, "Networking is a lot like nutrition and fitness: we know what to do, the hard part is making it a top priority.". It's a brutally honest analogy. And much like keeping up with proper nutrition and fitness, networking can be a lot harder when working remotely.

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How Leading Financial Services Firms Use Miller Heiman Group to Bridge Service and Sales

Miller Heiman Group

The financial services industry has been rocked to its core by a number of recent developments: a series of reputational issues, a wave of heavy regulation from government agencies, the emergence of digital currencies, and nontraditional competitors, including PayPal and Venmo, entering the market. Add razor-thin margins to the mix, and it’s clear why banks and other financial institutions are fighting to attract new customers and maintain relationships with their current customers.

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Aligning Your Sales Enablement Charter to the New Revenue Plan

SBI Growth

“Adapt or Perish, now as ever, is nature’s inexorable imperative” – H.G. Wells. The beginning of 2020 has been the epitome of this famous quote. The Global COVID-19 Pandemic has shaken the economy and organization’s Revenue Plans. Whether it’s continuing to.

Sales 71
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How to Leverage Intent Data for Better Outcomes

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.

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Coaching the Sales Process: Overlooked Points in the IDENTIFY Step

The Center for Sales Strategy

Routines, schedules, processes —they all make us more efficient, consistent, and accurate in our roles. A strong sales process helps the prospect along their journey but also acts as a roadmap for reps so that they can consistently close deals. The strategic sales process that we teach at The Center for Sales Strategy is called Sales Accelerator. It's an updated look at the customer-focused sales process, addressing how the sales process has evolved, and more in-step with how real selling is don

Sales 70
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7 Types of Sales Analysis & the Reports to Create With Them

Hubspot Sales

Knowledge is power. And as a sales leader, you already know this. Your sales reps have a deep knowledge of how prospects can leverage your product, and they can craft customized plans about the best ways to do so. When it comes down to it, those are the only reasons prospects actually need reps. Knowledge of your product is undeniably valuable, but it's not enough for your team to be successful.

Sales 112
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How to Succeed at Finding Your Voice and Your Audience [PODCAST]

Sandler Training

Mike Montague interviews Terri Trespicio on How to Succeed at Finding Your Voice and Your Audience. The post How to Succeed at Finding Your Voice and Your Audience [PODCAST] appeared first on Sandler Training.

Sales 62
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In Case You Missed It: April Showers, When It Rains It Pours!

Corporate Visions

The post In Case You Missed It: April Showers, When It Rains It Pours! by Rick Weber appeared first on Corporate Visions. In this monthly “In Case You Missed It” digest, you’ll get caught up with all the Corporate Visions news and updates you might have missed last month. From a brand-new product launch, to podcast interviews, and a shoutout in Forbes, here’s what the Corporate Visions team was doing in the month of April.

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Negotiate Larger Deals More Quickly

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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How to be Proactive and Strategic at Work

CMOE

Many leaders and talented individuals tell us that they want to do more than just fulfill their basic responsibilities, but their organizations either don’t have or don’t communicate a clear vision or direction for the future. This is a big dilemma for people who consistently do good work, are reliable, and need something more to keep them engaged and motivated.

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The 3 Essential Stages of a Successful Startup

Hubspot Sales

I have been working with startup companies for nearly 40 years. I joined my first startup in 1983 when my boss left the company I was working for to join a competitor. When he announced he was leaving, I asked him why and my career trajectory changed forever. Here’s how that conversation went: Me: Why are you leaving? Roger: I am going to a startup company!

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Beyond the Crisis: Sales Leaders Prepare for the “New Normal”

Sandler Training

During any crisis our instinct is to focus on the recent past, the ‘Old Normal’ and the immediate impact of the crisis itself. This fails to take into account the fact that the future is highly unlikely to be a return to business as usual but rather, a “New Normal.”. The post Beyond the Crisis: Sales Leaders Prepare for the “New Normal” appeared first on Sandler Training.

Sales 59
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We Believe.

Kainexus

During the early stages of KaiNexus, our chief executive officer, Greg Jacobson, and our chief revenue officer, Jeff Roussel, put together a few key points that capture the core values of KaiNexus. Recently, I got the opportunity to sit down (via video chat) with Greg and Jeff to have them shed some light on our beliefs. At KaiNexus, we base our work and everyday lives around 10 key points.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.

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It’s time to sack your coach too!

Cranfield Executive Development

So there might appear to be a theme here given the topic of our last blog ( sack your mentor blog ), but actually the intent is completely different.

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5 Essential Components of a Sales Development Process

Hubspot Sales

Let's say your marketing team is crushing it. All the metrics they use to measure success are green. At the same time, your sales time is not feeling the effects of their efforts and are spending more time prospecting when they should be closing. What's going on here? In many organizations, a disconnect happens between marketing and sales: The sales team says that leads coming in are unqualified.

Sales 101
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Right People, Right Roles, Wrong Time: Updating your recruiting and retention priorities in the New Normal

Sandler Training

When we experience a crisis, we may be strongly tempted to focus our attention on what was happening during the period that came right before the crisis, the ‘Old Normal.’ We may even be preoccupied with the current impact of the crisis itself. It goes against all tenets of self-preservation to look beyond that immediate time of crisis and instead focus on a plan of action in the future recovery phase.

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Where Do We Go From Here? Get Ahead of the “New Normal”

Blue Canyon Partners

As businesses start to emerge from the COVID-19 crisis, leaders need to look ahead to the recovery and determine how to help their organization accelerate the turn to the “new normal.” Companies will need to rethink their strategy and respond with a new go-forward plan. To successfully navigate the “new normal” you must understand which trends matter, which ones will continue to force change, and how these trends will impact your business.

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Contact vs. Company Intent Signal Data

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.