Miller Heiman Group

SEPTEMBER 3, 2020

Now is the time when organizations need problem-solvers who can help them overcome unforeseen challenges, putting sellers in a position to engage with customers on a deeper level than ever before. Our research shows that more than 70% of buyers wait until after they have already defined their needs to engage sellers. They see sellers as product representatives rather than problem-solvers, and often see little to differentiate one seller from another.

Suppliers 154

Suppliers Sales Organization 154

RAIN Group

SEPTEMBER 2, 2020

Sales negotiation is a critical part of the sales process. It moves the deal to a close, and it's where both parties come to agree on the terms of the initiative, including the price. However, many sellers and organizations struggle with negotiating successfully. Seventy-seven percent of sellers report that negotiating with buyers virtually is challenging, and only 27% of buyers say that sellers are very effective at negotiating with them (from our Virtual Selling Skills & Challenges report)

Negotiation 143

Negotiation Virtual Selling Sales Organization 143

Hubspot Sales

AUGUST 31, 2020

While there are many perspectives on what kind of goals are best to set and easiest to achieve, fewer goal-setting strategies have gotten better PR than the SMART goal. In case you need a refresher, SMART stands for specific, measurable, assignable, relevant, and time-based. Sound familiar? This acronym has been the framework recommended most to students and professionals alike when it comes to setting goals.

Sales 142

Sales Sales Analytics Organization Meetings 142

Showpad

SEPTEMBER 1, 2020

Measuring the ROI of sales enablement is truly the master discipline. This topic is the focus of the sixth and last part of my series for executives, and for good reason. Doing this correctly requires a lot of groundwork, as well as your executive involvement! So far, we have covered a lot in this series for you as an executive. You learned about the three critical success factors of enablement , how to l everage sales enablement for digital transformation and how your leadership is required to

Sales 132

Sales Stakeholders Onboarding Leadership 132

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

SEPTEMBER 1, 2020

Because of recent events, unemployment rates are much higher than we’ve seen in recent years. However, don’t let that fool you; it’s still a very competitive job market out there. Why? In part, because smart companies are examining their talent and prioritizing their top performers. When they know it’s time to let someone go, you can guarantee it’s not going to be their top people.

Prioritization 127

Prioritization Marketing Sales 127

SBI Growth

SEPTEMBER 3, 2020

No one disputes the importance of Sales and Marketing alignment, especially in today’s uncertain environment. However, the challenge lies in developing a successful interlock process around annual planning that still allows both organizations the agency to complete detailed domain-specific plans. In.

Sales 121

Sales Marketing Organization B2B 121

Engage Selling

SEPTEMBER 3, 2020

There is a “dangerous” sales number that you need to know about. It’s the number one. Let me explain. A client of mine recently emailed me and mentioned that they lost two of their biggest clients.

Sales 112

Sales Client Relationships Account Management Sales Leadership 112

Sales Readiness Group

SEPTEMBER 4, 2020

Is your team ready to sell virtually? Training for virtual selling is about a lot more than just slapping the name “Virtual” on the front of an existing selling skills program. It needs to address more than just the technology and a virtual meeting room application. It’s about adopting a different mindset, a different skillset and a different way of showing up for your customers.

Virtual Selling 110

Virtual Selling Meetings Sales 110

SBI Growth

AUGUST 29, 2020

In a virtual world, Customer Experience has definitively been at the forefront of the digital revolution. How has your company adapted to the new demands of the market? Many have been turning to AI and automation for an optimized experience. On.

Customer Experience 121

Customer Experience Marketing Digitalization Sales 121

Hubspot Sales

SEPTEMBER 1, 2020

I'm pretty torn on whether having telepathy would be cool. I generally err on the side of, "I'm good. It's a bit too invasive.". At the same time, it could be fun to do small stuff like never lose a game of rock-paper-scissors or finish people's sentences. And creepy as it might be, it would probably be incredibly practical — particularly in sales. If you could know exactly why a prospect was looking to buy, you'd have no problem tailoring an effective sales strategy to suit their interests and

Decision-making 116

Decision-making Facilitation Prioritization B2B 116

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

The Center for Sales Strategy

SEPTEMBER 2, 2020

Before we get into the how to use a Sales Playbook , let’s make sure we’re all on the same page when it comes to answering what is a Sales Playbook. In its simplest terms, a Sales Playbook is a key piece to a winning sales enablement strategy that outlines your sales process and aligns it with the buyer’s journey. It provides salespeople with a collection of resources like best practices, insights into their buyers, how to approach specific sales scenarios, talk tracks, email templates, ways to

Sales 100

Sales 100

Sales Readiness Group

SEPTEMBER 2, 2020

Whether your selling virtually or in-person, the first minutes of an initial sales call with a new prospect are critical. This is when you build rapport with the buyer. The COVID-19 pandemic has radically changed the ability of field reps and account executives to build rapport during face-to-face meetings. See here for how to connect with customers virtually.

Sales 98

Sales Meetings 98

SBI Growth

AUGUST 31, 2020

In a survey of nearly 200 CMOs taken last year, the following question was asked – in what area of business leadership would you most like your influence to grow? Overwhelmingly, the most common answer was in the area of.

Marketing 106

Marketing Leadership B2B Sales 106

Hubspot Sales

SEPTEMBER 4, 2020

Successful salespeople are far from your average employee. For stellar sales reps, their approach to work goes much further than hitting their number each month. If you’re ready to knock your sales career out of the park, it’s time to put yourself in the mindset of an entrepreneur, managing your sales market the same way you would manage a business.

Sales 112

Sales Business Planning Small Business Prioritization 112

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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.

Meetings

Strategic Planning and Management Insights

SEPTEMBER 1, 2020

Matt Sweetwood is a lifetime CEO with over 30 years of experience, and is currently the CEO of LUXnow and author of Leader of the Pack. Having spent the majority of his career in the electronics distribution and retail superstore space, Matt had to re-invent his business multiple times to keep up with digital transformation, which ultimately led to a successful exit for him.

Leadership 98

Leadership Digital Transformation Retail Digitalization 98

The Center for Sales Strategy

SEPTEMBER 3, 2020

Sales managers often ask us how to make Individual Focus Meetings (IFM) with their salespeople more productive. What's interesting about this, is that salespeople also ask us (on a weekly, if not bi-weekly basis) why they even need an Individual Focus Meeting with their sales manager. As you can already tell, there seems to be an issue with this weekly meeting — neither side is getting what they want out of it.

Meetings 92

Meetings Sales Management Management Sales 92

Kainexus

SEPTEMBER 1, 2020

McKinsey and Company , one of the country’s leading management consultancies, reports that up to 70% of systemic change programs fail to reach their business goals. Why? According to the firm, “Common pitfalls include a lack of employee engagement, inadequate management support, poor or nonexistent cross-functional collaboration, and a lack of accountability.

Management 94

Management Organization Software Software 94

Hubspot Sales

SEPTEMBER 2, 2020

Finding effective leadership in sales is every bit as difficult as it is vital. You need someone with the authority and experience to set and maintain an effective course for your sales efforts. That, in itself, is a tough task to approach, but it doesn't stop there. That same figure also has to have the personability and compassion to cultivate the kind of culture that produces motivated, dedicated sales reps.

Sales 97

Sales Leadership Facilitation Decision-making 97

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

Engage Selling

SEPTEMBER 4, 2020

These days, my clients are concerned about two significant barriers holding them back from hitting their sales targets. You’re likely facing these as well.

Sales 94

Sales 94

The Center for Sales Strategy

SEPTEMBER 4, 2020

- MOTIVATION -. "We cannot change what we are not aware of, and once we are are, we cannot help but change.". -Sherly Sandbrg. - AROUND THE WEB -. > 7 Things Employees Wish Bosses Would Start Doing Immediately– Inc. Great organizations are built by great bosses. (That's why identifying and attracting talented people is almost as important as developing talented people.).

Virtual Selling 75

Virtual Selling Organization Management 75

Groove HQ

AUGUST 31, 2020

Small and scrappy doesn’t have to mean inefficient. Find out how and when it’s time to move from Gmail to a real Shared Inbox. The post How we saved 40,000 hours by moving off a Gmail shared inbox appeared first on Groove Blog.

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Hubspot Sales

AUGUST 31, 2020

Honing in on the right pricing strategy for your business can be a struggle — one with a lot of factors to consider and plenty of options at your disposal. In most cases, how you price your products or services will be some combination of multiple concepts — ideally supported by some degree of competitive analysis and market research. But those more overt considerations aren't the only ones you should make.

eCommerce 97

eCommerce Retail Digitalization Marketing 97

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 3, 2020

Recognizing and rewarding employees on their efforts is a critical component of a continuous improvement culture. Without recognition, it’s typically challenging to drive employee engagement. Your employees need you to recognize the work and contributions they make, and as a result of recognition, they’ll continue to produce work that both you and them are proud of.

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NG Data

SEPTEMBER 1, 2020

Customer Data Platforms (CDPs) leverage big data to create competitive advantage As a result of increased competition and rapidly evolving consumer expectations, businesses are under increased pressure to develop the way they target and appeal to customers and in turn, maintain a profitable personal relationship. Now that companies are breaking down their data silos, they are struggling to harness.

Profitability 52

Profitability Leadership 52

Strikedeck

SEPTEMBER 1, 2020

Vincent Manlapaz, in an interview with Jonathan Beretta talks about the importance of improving the product and user experience in measuring the impact of your customer experience (CX) program.

Customer Experience 52

Customer Experience Onboarding Customer Success 52

Hubspot Sales

SEPTEMBER 3, 2020

Collecting and analyzing sales metrics isn't one of the most exciting tasks for a sales leader, but it's one of the most important. Sales metrics like customer acquisition cost (CAC), lifetime value (LTV), total revenue, annual recurring revenue (ARR), and churn rate are some of the most notable metrics you'll track. These metrics help you see your sales strategy as a bigger picture.

B2C 87

B2C Retail Acquisition B2B 87

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

Excelerate

AUGUST 31, 2020

Most companies today struggle with having too much to do with too few resources. ? It’s a problem for Fortune 500 Corporations and it’s a problem for two-person start-ups. How do you optimize your people, your company’s most precious resource? Portfolio prioritization is a key way to address this issue. Prioritizing your organization’s needs as a “portfolio of work” will help you to align your available capacity to the most critical work.

Organization 52

Organization Prioritization Innovation Leadership 52

Sandler Training

SEPTEMBER 4, 2020

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Sandler Rule #35 – If the Competition Is Doing It, Stop Doing It Right Away [PODCAST] appeared first on Sandler Training.

Sales Training 56

Sales Training Sales 56

ReviewTrackers

SEPTEMBER 1, 2020

Facts and Figures About Yelp. Yelp is one of today’s most popular online review sites, with the unique power to influence purchase decisions and consumer behavior. Founded in 2004, it has also become one of the top digital platforms for businesses looking to improve their online reputation, enhance their search engine visibility, engage with potential and existing customers, and drive more people to their business locations.

Advertising 32

Advertising Retail Decision-making Digitalization 32

Strikedeck

SEPTEMBER 3, 2020

Shreesha talks about how to leverage customer advocacy to expand your business.

Onboarding 40

Onboarding Customer Experience Customer Success 40

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