KAM With Passion
FEBRUARY 8, 2021
Build your KAM initiative on rock-solid principles. Are you in charge of a true Key Account Management initiative? By “true”, KAM initiative, I mean a programme that aiming at accelerating innovation and growth with a few carefully selected customers. If this is the case, here is a very simple approach that can help you tremendously as you design, implement or improve your KAM initiative.
SBI Growth
FEBRUARY 11, 2021
As 2020 is finally in the rear-view mirror, the workplace as we have known it looks drastically different. Sellers are growing accustomed to the remote working environment, and the top players have quickly transformed their workflows to accompany the rapid.
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The Center for Sales Strategy
FEBRUARY 9, 2021
Tom Brady is one of those figures that draws emotional responses ranging from adoration to outright disdain, often depending on whose team has had their playoff hopes crushed by him during his long tenure in the NFL. But, say what you want, there is plenty for all of us to learn about how to be an effective leader by observing what Tom Brady does. What he accomplished on Sunday is indeed one of the most profound successes in professional sports as he transformed a young, talented team in Tampa B
Engage Selling
FEBRUARY 12, 2021
Could your sales process use a little more assertiveness? A lack of assertiveness in sales often comes in the form of, well, not even asking for the sale in the first place! This, of course, is not a good thing. … Read More » The post Assertiveness in Your Sales Process first appeared on The Sales Leader.
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.
RAIN Group
FEBRUARY 10, 2021
A productive sales team is a successful sales team. Companies all over the world are struggling with sales productivity and the added pressure to hit their annual goals only exacerbates the problem. If your sales team isn’t continually assessing their strengths and weaknesses as strategies shift, you’re doing yourself a huge disservice. Your sales team should always be in a state of growth—keeping existing skills sharp, developing new selling tactics, and maintaining strong bonds with your custo
Hubspot Sales
FEBRUARY 9, 2021
2021 will bring sales professionals a host of new challenges and trends to consider, and it could be tricky to adapt. Of course, reps will need to add certain strategies into their repertoires, but "adapting" doesn't stop there. Several salespeople are coming into this new year holding onto some dead weight — outdated strategies that are bound to undermine sales efforts instead of enhancing them.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Engage Selling
FEBRUARY 12, 2021
Far too many sales organizations focus only on the internal KPIs (the things that drive your performance): sales velocity, sales process, your funnel, your pipeline, the number of calls you make, the number of conversions you make, your closing ratio, … Read More » The post Look Outside Your Sales Organization | Sales Strategies first appeared on The Sales Leader.
Nimble Business Success
FEBRUARY 12, 2021
Why Do Real Estate Agents Need a Personal Brand? Your real estate personal branding strategy is a reflection of who you are as an individual and as a real estate professional. It’s an opportunity to stand out from the crowd of other real estate agents and secure more business opportunities. If you execute your real […]. The post Top Real Estate Influencers That Can Help You Grow Your Business appeared first on Nimble Blog.
Hubspot Sales
FEBRUARY 9, 2021
When it comes to starting a business, securing capital is often one of the greatest challenges for Black entrepreneurs. Less access to banking in Black communities and a history of discriminatory lending practices have made it harder for Black founders to secure loans or financial assistance. And once your business is open, unexpected disasters like a pandemic can wreak havoc on even the most established business’ bottom line.
The Center for Sales Strategy
FEBRUARY 8, 2021
Season 2 of the Improving Sales Performance Series focuses on the data and analysis of the newly released Media Sales Report. Trey Morris, VP Senior Consultant at The Center for Sales Strategy, joined Matt Sunshine on the second episode of the season to analyze the data around the effects of COVID-19 and its impact on the media sales industry. You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published.
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
Sandler Training
FEBRUARY 12, 2021
The global sales space has been completely transformed over the last year with a virtual selling environment prevailing for almost all sales organizations. Sandler’s research reveals that 71.4% of participating sales managers and sales leadership report that their sales process has changed as a result of transitioning to remote commercial trading. Unfortunately, 63.2% don’t have a plan.
Freshworks
FEBRUARY 11, 2021
In many organisations there is an ongoing debate, and power struggle, about who should own the customer experience – is it marketing, operations, or does it sit with the CEO? There are advantages and drawbacks to it being owned by a specific function, and many people have started to question if only one function should be leading this. Knowing its importance, this article looks at what the best approach is for owning the customer experience and the implications it has on customers.
Hubspot Sales
FEBRUARY 8, 2021
In entrepreneurship, your first year of business can set the tone for the future health of your company — and new business owners face tough odds. According to the Bureau of Labor Statistics , 20% of small businesses don’t make it past the first year mark, and nearly half of businesses close by their fifth year. In other words, if you want your business to make it in the long run, your first few years of business matter.
The Center for Sales Strategy
FEBRUARY 11, 2021
By embracing technology such as lead intelligence, marketing automation, and effective use of a CRM, salespeople can waste less time doing data entry, understand more about their leads, and document all of this information so it's shared across the organization. In this post, we'll review each one of these productivity-enhancing technologies, enabling you to be one of the co mpanies that gains a substantial advantage over competitors and develops a more productive sales team.
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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.
PandaDoc
FEBRUARY 9, 2021
Ah, the tire kicker — one of a salesperson’s worst nightmares! A tire kicker is someone who will drag the sales cycle on. and on. and on while hogging your time and resources without ever actually buying. The term comes from car dealerships. Sales professionals have to spend time with prospective clients on the showroom floor while the customer tests the product (kicks the tires) of the particular car they want to buy.
Clarity Engagement Solutions
FEBRUARY 12, 2021
Have you found that your 2021 strategies for engaging with your customers aren’t working as expected? You’re not alone. In 2020 most pharmaceutical companies had to shift strategies to reach their customers via multi-channel, digital platforms, with hope that by 2021, everything would be back to normal. But the reality is, 2021 is far from that.
Sales Readiness Group
FEBRUARY 12, 2021
It’s no secret that the COVID-19 pandemic has dramatically impacted B2B sales teams, but what happens next? As we begin to see the light at the end of the COVID-19 tunnel, is the significant move to virtual selling going to accelerate? Or will things revert back to the pre-pandemic “normal” of primarily in-person selling? A good place to start is to understand where customers are going to work.
Kainexus
FEBRUARY 9, 2021
Kaizen events, also called rapid improvement sprints or blitzes, are an impactful way to implement improvement quickly, but they require planning and preparation to make them useful. We've heard many stories about Kaizen events that went wrong. That's not surprising because there are many ways that improvement events can go off the rails. The best way to avoid that outcome is to put in the effort ahead of time to ensure your event is a huge success.
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.
Agile CRM
FEBRUARY 11, 2021
Customer relationships are at the heart of every business. It doesn’t matter what size or type of company you own, there is no substitute to creating lasting and strong customer relationships. It is no longer about making a sale because long gone are the days when customers obliged to simple product advertisements and sales catalogs. Pitching a product directly to customers doesn’t work anymore, simply because they have evolved.
Clarity Engagement Solutions
FEBRUARY 12, 2021
Oh no, 2021 has started and our plan is already outdated! Sounds familiar? You’re not alone. In 2020 most pharmaceutical companies continued their strategic planning as if by 2021 everything would be back to normal. But the reality is, 2021 is far from that. In fact, we now see a NEW NORMAL appearing. We are changing our habits and your healthcare stakeholders aren’t any different.
CoSell
FEBRUARY 9, 2021
At this time, we're all looking to the future. It's time to reset for growth. If you've been looking ahead with anticipation, it's a good thing. Here's why. With Co-Selling, the outlook for the future is optimistic. Many B2B leaders are expecting digital interactions from pandemic-induced changes to stick. In a recent McKinsey report, leaders agreed that by embracing virtual sales, their sales organizations have flourished.
NG Data
FEBRUARY 8, 2021
The pace of change just accelerated. Luckily, we can give our clients a head start. We know that banks need to develop and roll out digital initiatives that deliver against business outcomes with more agility than ever. Scaling professional developer resources and expertise comes with its own set of challenges – availability, time, cost, and complexity.
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.
The Center for Sales Strategy
FEBRUARY 12, 2021
- MOTIVATION -. "Progress is impossible without change; and those who cannot change their minds cannot change anything.". -George Bernard Shaw. - AROUND THE WEB -. > Research Says There Are 16 COVID-19 Personality Types. Leaders Have to Plan for Them All – Inc. The pandemic is extraordinary not just because it's a once-in-a-century event, but because it's a challenge literally every human on the planet has faced.
Sandler Training
FEBRUARY 12, 2021
You don’t need us to tell you that we’re all working from a distance these days. Thanks to COVID, professional salespeople are, for the most part, not seeing buyers in person. The post Four Ways to Maintain the Human Element of the Sales Process appeared first on Sandler Training.
Revenue Storm
FEBRUARY 9, 2021
There is a secret to building relationships and connection with people, which lends itself to successful selling. Many do not learn it until later in their career, if at all. The secret to connect with people and build relationships, in business and personal life, is dropping the “facade” and simply being who you are. This is at the very foundation of building your personal brand.
Kainexus
FEBRUARY 12, 2021
For the entire team at KaiNexus, the phrase "spread continuous improvement" is a driving mission statement. It's not just a business objective, it's something that we think can change the world. We truly believe that. Our customers spread continuous improvement throughout their organizations. Often, this is person to person, team to team, department to department, and site to site.
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.
Xant
FEBRUARY 10, 2021
SILICON SLOPES, Utah, Feb. 9, 2021 /PRNewswire/ — G2’s Best Software Awards were announced yesterday and XANT received recognition in several notable categories, including Top 100 Software Products, according to user reviews. These awards recognize the best software companies based on data collected from over 1M authentic, verified customer reviews written and published between January 1, 2020 to December 31, 2020. “Through this truly unparalleled year of drastic change, every
SBI Growth
FEBRUARY 11, 2021
Regardless of your industry, the number of employees, annual revenue, or any other characteristic, SBI has seen several similarities in how market-leading companies build their revenue plans. These companies are defined as the top 9% of organizations that grow organically.
Sandler Training
FEBRUARY 10, 2021
Mike Montague interviews Cassie Kramer on How to Succeed at Keeping Your Financial House in Order. The post How to Succeed at Keeping Your Financial House in Order [PODCAST] appeared first on Sandler Training.
MDI Training
FEBRUARY 9, 2021
Many businesses are currently reinventing themselves. Most companies have been undergoing massive changes since the beginning of 2020. Many of them are actively trying to shape the digital transformation. In this blog post Anita Berger, Gunther Fürstberger and Masha Ibeschitz, share 4 agile change management tools that help to consciously initiate and manage change: Anita Berger.
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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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