Nutshell

SEPTEMBER 23, 2020

There’s no need to adjust your monitor—things are looking a bit different around here lately. The upcoming launch of Nutshell’s first-ever email marketing tool (currently slated for release in January 2021) will take our product from best-in-class CRM to a new competitor in an emerging category: growth software. That evolution calls for a reimagining of certain visual assets, and the retirement of others.

e-Learning 127

e-Learning Software Software Internet 127

The Center for Sales Strategy

SEPTEMBER 21, 2020

Sales leaders that commit to growing and developing their people through effective feedback boost sales performance, attract and retain top talent, and outperform other organizations that fail to make feedback and coaching a priority. Recruiting and Selecting highly talented people for your organization is critical - but you can’t stop there. Innate talents cannot develop into strengths until your team members can use them consistently, confidently, and productively.

Sales 125

Sales Organization 125

Hubspot Sales

SEPTEMBER 23, 2020

The big-bang that created the Software as a Service (SaaS) model gave birth to a constellation of what seems like millions of software solutions. Among those are around 1,000 sales software solutions aimed at helping companies sell more, in less time, at the right price. As a result, companies have never been in a better position to enable their sellers with tools to grow revenue.

Software 128

Software Software CRM Sales 128

Engage Selling

SEPTEMBER 25, 2020

Recently, a Canadian colleague of mine needed to travel out-of-country and wanted to purchase medical coverage for COVID-19. I happily referred her to my business insurance broker.

Insurance 117

Insurance Customer Success Communication Sales 117

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

SEPTEMBER 24, 2020

It’s the worst feeling ever, and the bigger and more high-profile the deal, the worse it feels! The stars were aligned. Your sponsor told you it was in the bag. The official decision was just a formality. You’re all set for a celebratory dinner with your family or friends. High-fives and kudos from your colleagues await. You’ve got plans for that big commission check.

Decision-making 107

Decision-making Organization Sales Account Management 107

The Center for Sales Strategy

SEPTEMBER 22, 2020

Sales coaching isn’t a one-size-fits-all process. Each salesperson on your team offers a special blend of talent. As a leader, your responsibility is to coach based on a clear understanding of all their strengths and weaknesses. You know that coaching your team as individuals is essential to their growth and success. But for a remote sales team , coaching takes on a higher level of importance.

Remote Working 117

Remote Working Sales 117

Engage Selling

SEPTEMBER 25, 2020

Often, the obvious pick for a sales manager is also the wrong one. Picture this. You have an opening for a sales manager position in your organization. The obvious pick is your top performing sales rep, right? Not necessarily.

Sales Management 117

Sales Management Management Sales Organization 117

RAIN Group

SEPTEMBER 23, 2020

How many times have you received a prospecting email or phone call and said, "Sure, let's meet right away?". If you're like most of us, it probably doesn't happen very often. If you're on the other side and the one sending emails or making calls, what's your success rate? Probably pretty dismal. Congratulations! You're like most of the people we surveyed.

Meetings 105

Meetings Value Proposition Sales 105

The Center for Sales Strategy

SEPTEMBER 24, 2020

Everyone knows that sales is a numbers game. The more you have out there, the better off you are, which is why we all typically agree that sales is a numbers game,right? What are the numbers everyone is talking about? As sales managers, are you looking at the wrong numbers? How many times have you heard or said, "Don't worry! I've got a lot out there pending!

Sales 110

Sales Sales Management Management 110

Hubspot Sales

SEPTEMBER 22, 2020

Consumers today expect a seamless experience across every stage of the buyer’s journey. From the moment a person subscribes to a company’s newsletter to their first conversation with a salesperson to the final product demo before making a purchase decision, they want every interaction to be personal and contextual. These heightened expectations, coupled with the fact that most sales teams across the globe are now selling remotely, make it more important than ever for businesses to have a powerfu

CRM 111

CRM Software Software Meetings 111

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

SBI Growth

SEPTEMBER 23, 2020

Being customer-centric can no longer be a company’s competitive advantage. This is especially true in Europe, where we have seen a considerable shift across organizations and their focus on the Customer Experience. In order to truly drive top-line revenue, increase.

Customer Experience 105

Customer Experience Organization B2B Digitalization 105

Corporate Visions

SEPTEMBER 22, 2020

An effective marketing message should do more than make a good first impression. To influence buying decisions, your message needs to make a lasting impression. The most effective marketing message connects to your buyer’s situation and their motivations within that situation. So, how do you know what motivates your buyer? The post How to Create a Consistent and Effective Marketing Message appeared first on Corporate Visions.

Marketing 101

Marketing Decision-making 101

Peter Simoons

SEPTEMBER 20, 2020

Meet Max, our youngest and furriest family member! As an 8 week old Dutch Sheepdog puppy, Max entered our household two weeks ago. Now, I have been coaching Alliance Professionals for a long time, but since the arrival of Max, I’ve discovered the need for a whole set of new collaborative coaching skills! It is obvious that Max has a mind of his own.

Meetings 98

Meetings 98

Hubspot Sales

SEPTEMBER 24, 2020

Wouldn't it be awesome if you could stay one step ahead of your prospects and customers at all times — to know what to expect, their individual and collective preferences, and the right strategies to employ to make the most of them? Unfortunately, no one has that kind of power — not you, not me, not my horoscope, not that psychic with a storefront at your local strip mall that you walk by and wonder, "How do enough people believe what a strip mall psychic says to keep this place afloat?".

Sales Analytics 93

Sales Analytics Sales Construction Decision-making 93

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Meetings

OnStrategyHQ

SEPTEMBER 25, 2020

The Challenge: With 2021 only a few short months away, EMC knew that success in the new year starts with preparing and adapting their plan now. How We’re Supporting EMC Reinsurance: We jumped in to helped EMC efficiently update and refresh their strategic plan for 2021 in 3 one-hour planning sessions. EMC Reinsurance’s Mission: “Provide our global partners with reinsurance expertise and financial peace of mind, when it matters most.”.

Organization 92

Organization 92

Strategic Planning and Management Insights

SEPTEMBER 21, 2020

"The biggest risk in communication is the belief it's been communicated when it hasn't". Keith Kitani is a two-time entrepreneur who built and sold his first business to Adobe. Now, he's the founder and CEO of GuideSpark, a leader in change communication that drives change and results by re-focusing the hearts of minds of employees. Most business leaders are comfortable creating strategies, along with programs to carry out those strategies.

Communication 92

Communication Organization Management 92

The Center for Sales Strategy

SEPTEMBER 23, 2020

“CRMs are just another tracking tool.”. “I’ll spend more time trying to learn how to use it than actually using it.”. You’ve heard the complaints from your sales team about using a Customer Relationship Management (CRM) system. And, chances are if you’ve considered implementing a sales enablement tool like a CRM into your strategic plan to drive revenue, you’ve read a lot of articles that discuss the various reasons why most sales CRM systems fail.

CRM 82

CRM Sales Management Management Sales 82

Sandler Training

SEPTEMBER 25, 2020

We live in an era when virtual selling has, in many industries, all but eclipsed face-to-face, in-person selling. The post Pre-Call Planning for the Virtual Sales Landscape appeared first on Sandler Training.

Virtual Selling 88

Virtual Selling Sales 88

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

Kainexus

SEPTEMBER 22, 2020

We often get questions about whether the Lean management methodology can be applied in the financial services industry. Because of its manufacturing roots, many people assume that it doesn’t apply to banking or other services-oriented sectors. However, because banking is very process-intensive, the Lean approach can generate significant operational improvement and waste reduction.

Banking 72

Banking Financial Services Manufacturing Organization 72

Strategic Planning and Management Insights

SEPTEMBER 24, 2020

Your strategic planning session could be the most significant event of the year for your organization - let’s make sure it’s done right.

Organization 90

Organization 90

The Center for Sales Strategy

SEPTEMBER 25, 2020

- MOTIVATION -. "The most powerful leadership tool you have is your own personal example.". -John Wooden. - AROUND THE WEB -. > The Software Standing Between You and a Winning Sales Team– HubSpot. Do me a favor, complete this sentence: my sales software is so __. Correct me if I'm wrong, but I'm guessing that phrases like 'helpful, 'fast,' and 'easy to use' didn't immediately come to mind.

Software 89

Software Software Leadership Sales 89

CMOE

SEPTEMBER 24, 2020

Whether you’re a manager at your organization or an entrepreneur leading the charge for a brand new company, financial skills are crucial to your success both professionally and personally. These skills help you understand how your organization succeeds or where it falls short, enables smoother communication across departments, and ultimately drives major business decisions.

Finance 98

Finance Profitability Decision-making Leadership 98

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

Kainexus

SEPTEMBER 24, 2020

Did you now that the number of people actively using Twitter is over 270 million ? Over 50 million people have joined the social media platform in the last year. This year, it's expected that 20% of internet users in the US will be on Twitter. Needless to say, Twitter is a great way to share your ideas with the world. With over 300 billion Tweets shared since Twitter first launched, I think it's time that we get some more out there about kaizen.

Internet 75

Internet Media 75

SBI Growth

SEPTEMBER 21, 2020

To say that change is difficult is an understatement. It explains why some of us are still proudly wearing the hole-ridden t-shirt they’ve had since college (guilty as charged). In a work environment, change is even harder. Especially when you’re.

Management 70

Management B2B Communication Marketing 70

Strikedeck

SEPTEMBER 25, 2020

Shreesha talks about the importance of understanding the voice of the customer and how it can give you a more competitive edge.

Customer Success 81

Customer Success Onboarding Customer Experience 81

Sandler Training

SEPTEMBER 25, 2020

The global pandemic has highlighted the need for sales teams to focus appropriate amounts of selling time, effort, and energy on client retention. The post Client Retention Via Strengthening the Relationship: Key to Success in Chaotic Times appeared first on Sandler Training.

Client Relationships 66

Client Relationships Sales 66

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

LinkedFusion

SEPTEMBER 24, 2020

Can LinkedIn be used to generate real estate leads? The answer is definitely Yes! But actually how effective is LinkedIn for Real estate lead generation? Some stats are proof of this: LinkedIn has the highest visitor-to-lead conversion rate, almost three times as that of Twitter and Facebook! 80% of LinkedIn members drive business decisions at their companies.

Decision-making 52

Decision-making Construction Publishing Marketing 52

Desired Path

SEPTEMBER 23, 2020

The discussion of scaling Customer Success is a popular topic as it is a common problem organization’s face as they grow. What works as a fast-growing startup – where the Customer Success team’s focus is very hands-on, high-touch and usually quite bespoke, regardless of what the customer’s subscription fee is - does not scale. Last week in part I of this Scaling Customer Success series we looked at why making changes to an existing, successful engagement model is necessary when the company start

Customer Success 52

Customer Success Customer Experience Organization Communication 52

Strikedeck

SEPTEMBER 22, 2020

Vincent Manlapaz, in an interview with Doug Snow, talks about the importance of building a CS organization that meets the business objectives of the company and its customers.

Meetings 52

Meetings Customer Success Organization Onboarding 52

Sandler Training

SEPTEMBER 25, 2020

Mike Montague interviews Oksana Esberard, author of Next Level You and mental health advocate, on How to Succeed and Stay Mentally Healthy. The post How to Succeed and Stay Mentally Healthy appeared first on Sandler Training.

66

66

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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.

B2B