Software Sales Guru
MARCH 14, 2022
Money Before Technology I will argue that you should talk to a buyer about money before you talk about technical details. Believe it or not, buyers are on board with this idea. It’s salespeople who aren’t. Doing a quick analysis and getting a buyer’s input on whether it makes financial sense to move forward is a much quicker process than dealing with technology.
KAM With Passion
MARCH 17, 2022
This post is the first one of a series aimed at exploring how best-in-class organisations structure their approach to acquire, retain and grow customers. I invite you to read the whole post and then to download the 3 Complementary Capabilitie s one-pager that summarises the thinking behind this post with a single graphic. Introduction: When KAM is the wrong answer to a real problem.
Engage Selling
MARCH 18, 2022
? How can you differentiate yourself and beat the competition? I’ve noticed how common it is for us as sellers in today’s marketplace to assert that we’re different from our … Read More. The post How to Beat the Competition | Sales Strategies first appeared on Colleen Francis - The Sales Leader.
SBI Growth
MARCH 16, 2022
As commercial leaders are being pushed to grow at unprecedented rates, recent SBI research suggests that 57% of their highest-performing sellers are pursuing other opportunities. While neither sales processes nor SalesTech impacted sellers’ intent-to-stay in this same study, the tools a team uses can have a direct impact on a seller's pipeline volume, their sense of territory fairness, and their satisfaction with professional development — the three areas with the greatest impact on seller reten
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
MARCH 14, 2022
Perhaps as a sales manager or sales executive, you have pondered the question, "Is it time to restructure my sales operation?". When you're not getting the results you need from your sales team, it's certainly tempting to consider restructuring how you're going to market.
RAIN Group
MARCH 16, 2022
The best sellers do more than just close sales. They reshape buyer thinking and drive change through the value they provide. We call this insight selling , and it hinges on the concept of cognitive reframing.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Sandler Training
MARCH 17, 2022
Here are some of the key questions we coach salespeople to be prepared to ask in the initial phases of a conversation with a prospect. The post 15 Powerful Questions Salespeople Can Ask “Before We Get Started” appeared first on Sandler Training.
The Center for Sales Strategy
MARCH 15, 2022
Successful social selling can lead to significant growth for your business. In fact, the right tactics can do more than sell products, but provide a foundation of credibility and confidence that will bolster your brand as a whole. This all sounds very appealing, but how can you actually go about enhancing your own social selling efforts? Let’s look at a few methods that separate the pros from the rest of the pack.
Planview
MARCH 18, 2022
March is Women’s history month. It is a time where we can reflect on all the powerful women who have and continue to advocate for equality and change. At Planview, we believe women in tech are the future and Geetika Gagneja is a part of Planview’s past, present, and future. For this month’s blog spotlight , we are going to travel to Bangalore and follow Geetika to spend a day in the life of a Software Development Engineer Test manager.
Zendesk
MARCH 16, 2022
Not all sales are created equal. Depending on the products, region, and size of a company, a business may require sales experts with different specialties. In 2021, Americans spent nearly $487 billion on technological products and services (a 7.5 percent increase from the previous year)—they’re expected to spend even more in 2022. With the tech industry expanding exponentially, sales companies are on the hunt for tech-savvy, down-to-earth sales representatives who know what it takes to explain b
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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
SalesPop
MARCH 18, 2022
In this Expert Insight Interview, Amber Vanderburg discusses having a competitive advantage within teams. Amber Vanderburg is a multi-award-winning international businessperson, keynote speaker, and founder of the Pathways Group. This Expert Insight Interview discusses: How to create a competitive advantage when working with teams. The four major opportunities for gaining a competitive advantage.
The Center for Sales Strategy
MARCH 16, 2022
Each week, more Americans listen to podcasts than have Netflix accounts. Since it began in the early 2000s, podcasting has grown drastically and steadily. Just from 2018 to 2021, podcast listeners have increased by 29.5%. Thus far in 2022, 51% of the population has listened to a podcast, with over one-third of Americans listening to podcasts regularly.
Help Scout
MARCH 18, 2022
Want to declutter your sales and support inboxes and drive more revenue? Explore these nine email collaboration software platforms for 2022.
Hubspot Sales
MARCH 16, 2022
When it comes time to price your products or service, you may be struggling with the numbers. "Helpful" advice like, "Well, how much do you want to make?" can cause you to bring your pinky finger to your lips and exclaim, "One million dollars!" Unfortunately, while that would be lovely, it’s not realistic for most businesses. What’s more realistic is understanding how your customers perceive the value of your product and asking them what they’d be willing to pay for it.
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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.
Revenue Storm
MARCH 15, 2022
The “Great Resignation” has been a phenomenon that has served as a topic of conversation for the past year. Many Sales Leaders have directly experienced the impact with anecdotes ranging from, “I have turned over 70% of my team” to “It is almost impossible to recruit acceptable candidates to help us grow.”. Over five million people have voluntarily left the workforce, and 57% of employees say it is easier to switch jobs for a promotion.
The Center for Sales Strategy
MARCH 18, 2022
- MOTIVATION -. "A person always going hir or her best becomes a natural leader, just by example.". - AROUND THE WEB -. > How To Create An Exciting Portrait of Hope Through Strategic Planning – The Great Game of Business. When many business owners and executives hear the words "Strategic Planning," their minds jump to another topic. Any other subject will do.
Help Scout
MARCH 18, 2022
We’ve put together a list of 18 higher education email templates you can set up as saved replies to answer common student questions.
Hubspot Sales
MARCH 14, 2022
Sales orgs stand to gain a lot from incorporating project management principles into their operations. While sales project management is loosely defined and often overlooked, sales leadership should at least consider folding the core tenets behind it into their broader objectives and sales reps' day-to-days. Here, we'll take a closer look at what project management can look like in the context of sales and how applying its principles to sales efforts can provide a big-time lift to sales orgs.
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.
Force Management
MARCH 16, 2022
The greatest leaders are the ones who never let their team rest on their success, or wallow in defeat. At the end of the quarter, avoid screaming at the scoreboard. The final score only gives you the end result. It doesn’t tell you the whole story. It’s your responsibility as a sales leader to help your team uncover and address execution challenges.
Sales Readiness Group
MARCH 18, 2022
You don’t have to be a baseball fan to enjoy the movie Moneyball with Brad Pitt and Jonah Hill. The movie is an account of the Oakland Athletics baseball team's 2002 season and their general manager Billy Beane's attempts to assemble a competitive team on a minimal budget. In the film, Beane (Brad Pitt) and assistant general manager Peter Brand (Jonah Hill) used sophisticated analytics to break the game of baseball down into leading indicators and metrics that can predict success (in this case,
Groove HQ
MARCH 18, 2022
Looking for industry benchmarks and statistics from the customer service and support industry? We've got you covered. The post The Most Important Customer Service Statistics for 2022 appeared first on Groove Blog.
Sandler Training
MARCH 18, 2022
Today I want to focus on what I believe to be the five most important skills a sales leader can develop over time to be successful in their role. The post Five Critical Skills A Sales Leader Needs appeared first on Sandler Training.
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.
Insightly
MARCH 18, 2022
Customers would rather get a tooth pulled than call a support line. As technology converges and start-ups grow, businesses and consumers have more choices than ever. Smart executives know that the customer experience is what is going to win in today’s crowded marketplace. . But you’ve got this, right? You’ve mapped the customer journey and you’ve analyzed the customer experience (CX).
Crank Wheel
MARCH 16, 2022
Sales Promotion: What is Sales Promotion and how to use it?
Groove HQ
MARCH 18, 2022
Researching customer support salaries for yourself or your team? We've got you covered. The post Customer Support Salary Guide for 2022 appeared first on Groove Blog.
Performance Methods
MARCH 18, 2022
The post PMI Featured in Multiple Workshops at SAMA’s Annual Conference, May 23-25, 2022 in New Orleans appeared first on Performance Methods, Inc.
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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.
Strategic Planning and Management Insights
MARCH 18, 2022
SME Strategy is a strategy consulting company that specializes in aligning teams around their vision, mission, values, goals and action plans. Learn more about how we can help align your team with our strategic planning and implementation services.
Strategic Communications
MARCH 17, 2022
I have been interested in remote work for a number of years. Working in corporate communications while also doing freelance writing for a number of years when a company I was working for was going through a merger and planning to relocate its headquarters I thought: “why couldn’t I work for them—or some other company—remotely?” And as I often did back then when I was wondering about something, I decided to write about it.
Groove HQ
MARCH 18, 2022
We'll show you how to provide consistent quality training to improve customer experience. The post Your Guide to Training Customer Service Team Members in Ecommerce appeared first on Groove Blog.
Agile CRM
MARCH 16, 2022
Whether you are developing a digital product or a UI/UX concept a wireframing tool is required. A wireframe tool allows users to build web or mobile app wireframes. Before any coding is done, wireframes are used to assist designers and clients visualize how the website or app will look and work. Users can use the tool to construct simple boxes or shapes to represent different elements on a page, then connect them to create a website or app flowchart.
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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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