Sat.Jul 18, 2020 - Fri.Jul 24, 2020

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10 Growth Opportunities Hiding in Your Customer Support Software

Groove HQ

Learn how to use your customer support software as a catalyst for growth. The post 10 Growth Opportunities Hiding in Your Customer Support Software appeared first on Groove Blog.

Software 140
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Why executives must lead the change management of sales enablement

Showpad

Welcome to the third post of this blog series for executives. In this edition, I’ll be discussing why you as an executive in a sales, marketing or CX leadership role play a mission-critical part when it comes to making sales enablement successful in your organization. . One aspect of making enablement successful is how it is designed and set up.

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How a CMO Acquires Customers For Life

SBI Growth

Iconic customer programs generate fierce loyalty and accelerate revenue growth. CX professionals also realize that a poor customer experience goes far beyond just a negative review – it places future deals at risk. In his final interview segment, Ryan Hollenbeck, CMO at.

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3 Ways You Need to Prepare to Sell Moving Forward

Engage Selling

It’s no secret that the selling landscape has changed over the last few months. The entire globe has been impacted, and now is the time to ensure you’re aligned with these three ways to sell moving forward.

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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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How to use the marketing flywheel method to supercharge your business

Nutshell

Sales and marketing professionals are constantly slinging around new buzzwords, complex terms, and confusing abbreviations. It’s what we do. No blog, video, or sales pitch is complete until the phrase “boost ROI” or “improve your net promoter score” is used. Well, here’s another important term for you to memorize: the marketing flywheel.

Marketing 119
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The Necessity of Fluency Coaching

Corporate Visions

The post The Necessity of Fluency Coaching by Tim Riesterer appeared first on Corporate Visions. One of the claimed strengths of the traditional classroom training and enablement events was the power of roleplay, or “stand and deliver” activities. But there’s another, more effective way for your reps to gain proficiency in newly learned skills: Fluency Coaching.

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This Mistake Can Cost You the Deal | Sales Strategies

Engage Selling

I want to share with you a tale of woe. One of my customers emailed me and mentioned they just lost two of their biggest clients.

Sales 125
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Three Ways Sales Organizations Can Offer Buyers More Value

Miller Heiman Group

If sellers want to rebound from COVID-19, they must find ways to change. But the need for sales organizations to change is nothing new; it’s just more urgent now. Even before the pandemic arose, we lived in a world where buyers are generally better at buying than sellers are at selling. Because sellers don’t consistently deliver value to their buyers, there’s a significant “value gap” that creates even more distance between buyers and sellers: 77% of buyers don’t view sellers as a resource when

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Is the Needs Analysis Meeting Really the First Step?

The Center for Sales Strategy

We often think of the needs analysis meeting as the beginning of the sales process, but, is it really? Today's buyers are complex. Their needs are perplex and they're hesitant to share information. When speaking with a prospect for the first time, you must ask the right questions. First, you have to know what questions to ask. To conduct a great needs analysis meeting — one where the client is anxious to participate and is really open with information — there are two areas you need to work on be

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Everything You Need to Know About Innovation Consulting

Hubspot Sales

In today’s dynamic market, many companies are faced with providing creative solutions to their customer’s problems in order to stay in business, making workplace innovation extremely important. According to the McKinsey Global Innovation Survey , though 86% of executives agree innovation is key for growth strategy, only 6% are satisfied with the innovative efforts of their company.

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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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Adapting Your Coverage Model for 2020 and Beyond

SBI Growth

In early March, everyone’s coverage model was forced to change. No longer were we allowed to meet customers or prospects in person, and unfortunately, this still holds true four months later. Which has caused us to ask the following questions: How.

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Building Resilient Organizations: The Pivotal Role of Learning & Development

Vantage Partners

Resilience has never been more important for us, as organizations and as individuals. At the intersection of strategy and people, learning and development leaders are uniquely positioned to embed business resilience and operationalize it. L&D executives discussed how—and shared with peers their recent experiences during pandemic—at the most recent Learning Lab on June 22 facilitated by Vantage Partners and hosted by Danny Ertel, a founding partner at Vantage Partners.

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How to Succeed at Understanding Your Personality [PODCAST]

Sandler Training

Mike Montague interviews Dr. Benjamin Hardy on How to Succeed at Understanding Your Personality. The post How to Succeed at Understanding Your Personality [PODCAST] appeared first on Sandler Training.

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How to Crush Adversity with a Strong Sales Culture

The Center for Sales Strategy

You hear it every day, “these challenging times,” “the new normal,” “the pandemic.” It’s no surprise that we are all facing adversity and uncertainty, but it doesn’t mean all doom and gloom. In fact, you can crush adversity and come out on the other side stronger, successful, and more skilled than ever. What is the secret to weathering the storm? Start with your sales culture as your foundation and proactively instill and foster resilience.

Sales 80
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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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Bold CMOs Know the Only Budget Question to Ask During a Recession Is How Much More to Invest

SBI Growth

There is no doubt that we are facing a bleak environment. Unemployment at 11%. Dow Jones Industrial Average posts its worst one day decline ever. A pandemic sweeps the nation.

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Coronavirus Talk #8: On New Possibilities

Sales Gravy

Open yourself up to new opportunities It's difficult to see new possibilities during this crisis. It seems like we've been in this pandemic for years rather than months. Secretly, most of us have been living with the hope that the coronavirus pandemic would be over quickly and that we'd get back to normal. With the new surge in cases, what is becoming clear is that everything has changed, that there is no going back, and that the only thing we can count on is new possibilities.

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What a Retainer-Based Approach Can Do for a Consulting Business

Hubspot Sales

Working as a consultant can be a tricky, uncertain game at points. It can be exhausting to bounce from client to client, charging an hourly rate without any guarantee of where your next payday is coming from. And even when business is going well, the peace of mind that comes with knowing you're set financially for an extended period of time can be an attractive prospect.

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Is Your Organization Suffering Because of a Sales Structure Problem?

The Center for Sales Strategy

Sales structures look different for all organizations depending on the industry, size of the team, product, and the sales process. As your company and people evolve or as things change in your business sector, your sales structure should change as well in order to maintain a competitive advantage. Companies that identify the need to change sales structure continue to grow, while those who ignore it find themselves struggling to meet sales goals and stay competitive.

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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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How to Navigate the Elusive Face-To-Face Meeting in a New Virtual World

SBI Growth

As a sales leader, you understand better than most the power of face to face interaction. You’ve likely built your selling career on face-to-face sales pitches and the always productive dinner meeting. You’ve set your team’s strategy for the year.

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How to Succeed at Sandler Rule #28 – When Under Attack, Fall Back

Sandler Training

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 #28 – When Under Attack, Fall Back appeared first on Sandler Training.

Sales 71
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Buying a Customer Support Platform? Here Are 6 Mistakes to Avoid

Groove HQ

We expose the mistakes most small businesses make when choosing software, so you can avoid them. The post Buying a Customer Support Platform? Here Are 6 Mistakes to Avoid appeared first on Groove Blog.

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Weekly Roundup: Staff Reduction, Embracing Distributed Sales Teams + More

The Center for Sales Strategy

- MOTIVATION -. "Corporate culture matters. How management chooses to treat its people impacts everything for better or worse.". -Simon Sinek. - AROUND THE WEB -. > COVID Caution: Staff Reduction in the Pandemic-era– CEOWORLD Magazine. A glimmer of hope flashed when the U.S. Bureau of Labor Statistics recently reported U.S. job losses in May were in line with the months preceding the COVID-19 pandemic.

Sales 73
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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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Sales Prospecting Offers: 6 Proven Approaches for Generating Meetings

RAIN Group

Value is at the center of all sales activities, including prospecting. Often, discussions with our clients about buyers value focus on the reasons that buyers ultimately buy from you, using the 4 Whys: Why act? Why now? Why us? Why trust?

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How Starting a B2B Podcast Can Elevate Your Personal Brand

Sales Gravy

Starting a B2B Podcast is a Smart Virtual Selling Strategy On this episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) and James Carbary (Content-Based Networking) discuss how starting a B2B podcast can elevate your personal brand and build familiarity. Familiarity Leads to Liking In Sales, familiarity is powerful because familiarity leads to liking.

B2B 57
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Change Management Tips for Leaders

Kainexus

People react very positively to the concept of continuous improvement. They are a little less enthusiastic when it is framed as constant change. But, of course, improvement requires change. Our clients who’ve done it successfully have shared their best ideas for how to get there. Acknowledge that Most People Don’t Like Change. People balk at trying new things for several reasons, including risk adversity.

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8 Ways to Generate Word of Mouth Advertising for Your Small Business

Outbound Engine

It has often been said that word of mouth advertising is both priceless and free, and that is certainly the case. This unique form of advertising cannot be purchased with even the largest marketing budget, yet its influence on would-be customers is so large it is nearly incalculable. Studies have shown that consumers place a greater value on the direct buying experiences of their peers than on anything else.

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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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The definitive guide to effective client onboarding

PandaDoc

First impressions count. Regardless of your industry, your client’s perception of your business will be created and cemented in the first 90 days. This 90-day period, often called “onboarding,” is perhaps the most critical time in the client-business life cycle. An excellent onboarding experience builds trust, addresses concerns, and sets expectations for both the client and your project team.

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Strategy Implementation: How to Execute on Your Plans

Strategic Planning and Management Insights

Many companies create a strategic plan every year. When done correctly, these plans layout goals for the company for the following 12 months. Unfortunately, oftentimes companies don’t realize their goals. The main culprits for this are lack of focus and accountability. This article explains a methodology to overcome this challenge.

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A Brief Introduction to 5 Principles of Lean Manufacturing

Kainexus

Lean Thinking , by James P. Womack and Daniel T. Jones, covers the five principles of Lean manufacturing. “Truly remarkable. the most comprehensive, instructive, mind-stretching and provocative analysis of any major industry I have ever known," said Philip Caldwell , former Chairman and CEO of Ford Motor Company. Peter Drucker called it, “A very important book.

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Executive Business Review Series: Time and Timing

Desired Path

Processes are essential for keeping our businesses running smoothly, but sometimes we find ourselves stuck in a pattern simply because that is the way we have always done it. One of the best examples of this is how we conduct our executive business reviews. More often than not, we subscribe ourselves to a particular timeframe across our entire customer base – assuming that a quarterly meeting is universally beneficial.

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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.