Upland

MARCH 19, 2021

No matter how great your sales team is, it’s always easier and more cost effective to upsell existing customers. What if we told you that measuring the whitespace potential in accounts can mean life or death for many B2B companies? It’s often a big blind spot for companies of all sizes — middle market up to the Fortune 500. Think of the metrics commonly tracked by businesses — from bookings, to billings, to their backlog, conversion rates, deal sizes, renewals, NPS, and more.

Account Planning 195

Account Planning B2B Sales Sales Environment 195

Software Sales Guru

MARCH 15, 2021

Guidelines for Use of Call Recordings in Sales Coaching I just put this together for a new client who expressed concerns about his team’s response to the use of call recordings for coaching, since they had never done it. He was worried about resistance to a new level of accountability that might impact morale. He was also concerned it might make his folks fearful of.

Sales 130

Sales Software Software Management 130

Engage Selling

MARCH 19, 2021

In earlier times—let’s call it 2018—it was common for sellers to be exclusively in control of their sales pipeline. They built it and moved prospects through it based only on inputs that mattered to their organization. However, just because those … Read More » The post Building a Buyer-Verified Pipeline first appeared on The Sales Leader.

Organization 136

Organization Sales Sales Leadership Leadership 136

Hubspot Sales

MARCH 14, 2021

Social media is borderline-omnipresent nowadays, and that trend isn't exclusive to our personal lives. It's become a fact of professional life as well — particularly in the sales world. Solid social selling skills are transitioning from a nice-to-have to a need-to-have for sales professionals, but developing that kind of expertise is much easier said than done.

Media 136

Media Manufacturing Account Management Sales 136

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 18, 2021

There is an inherent danger in grouping two items together for conversational purposes, even when they go together. The danger is when they are always tied up in one phrase; they begin to sound like they are the same thing. Peanut butter and jelly go together, but they are not the same thing. The same rings true for recruitment and selection.

Acquisition 130

Acquisition Sales 130

Software Sales Guru

MARCH 15, 2021

Guidelines for Use of Call Recordings in Sales Coaching I just put this together for a new client who expressed concerns about his team’s response to the use of call recordings for coaching, since they had never done it. He was worried about resistance to a new level of accountability that might impact morale. He was also concerned it might make his folks fearful of.

Sales 130

Sales Software Software 130

Hubspot Sales

MARCH 15, 2021

Motivation is a key factor of sales success. Besides simply being motivated to do their job, sales professionals also need to be motivated to push past rejections, deals that fall through, and pipelines that are hard to manage. There are various tried and true methods that sales leaders can use to motivate their teams , like comprehensive training programs, building trust, and constructive feedback.

Sales 131

Sales Co-Creation Construction Meetings 131

The Center for Sales Strategy

MARCH 19, 2021

- MOTIVATION -. "Treat objections as requests for further information.". -Brian Tracy. - AROUND THE WEB -. > Does the Ben Franklin Close Still Work in 2021 – HubSpot. All of Benjamin Franklin's achievements are a credit to certain aspects of his personality — his patience, his rationality, his boldness, his bravery, and his fondness for pros-and-cons lists.

Sales 130

Sales 130

Groove HQ

MARCH 18, 2021

Find out how small businesses can benefit from understanding the principles behind SLAs. The post What is an SLA: Definition, Examples, and Tips for Small Businesses appeared first on Groove Blog.

Small Business 120

Small Business 120

Sandler Training

MARCH 19, 2021

“Leading from the Front in Challenging Times” is the latest survey from the Sandler Research Center (SRC). It compiles and analyses data from a global collection of hundreds of sales leaders and managers. The post Sandler Research Center Survey: “Leading from the Front in Challenging Times” appeared first on Sandler Training.

Management 117

Management Sales Leadership 117

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

Hubspot Sales

MARCH 15, 2021

Picture this: your quota just doubled for the new year. You’ve got the same segments, industries, and titles to chase after. But you need a different strategy to lock down more dollars—and fast. It’s time to work smarter (not harder). So how can you approach your targets differently? Focus on winning more revenue through Request for Proposals (RFPs).

Stakeholders 112

Stakeholders Software Software Organization 112

The Center for Sales Strategy

MARCH 17, 2021

In Season 2 of Improving Sales Performance Series , we’ve focused on the data and analysis of the 2020 Media Sales Report. In this episode, Dani Buckley, Isha Bell, and Emily Hartzell of LeadG2 join Matt Sunshine as they discuss the data from the Media Sales Report surrounding the analysis of the sales enablement information. You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published.

Media 124

Media Sales Publishing 124

Engage Selling

MARCH 19, 2021

Have you considered the power behind being ubiquitous in your industry? In other words, how often does your name come up in conversation when your industry is mentioned? There are those whose name never comes up, or perhaps seldomly, and … Read More » The post Being Ubiquitous in Your Industry first appeared on The Sales Leader.

Sales 105

Sales Sales Leadership Sales Management Leadership 105

RAIN Group

MARCH 17, 2021

Sales is about change. It’s about getting people to go from where they are—their current state—to a new and better place—their future state—or what we call the New Reality. In our decades of work with clients globally and our proprietary research, we’ve identified 11 ways sellers can influence buyers throughout the sales process to guide them to their New Reality.

Sales 105

Sales 105

Advertisement

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

Hubspot Sales

MARCH 15, 2021

For many companies, pricing strategy essentially amounts to guesswork — shooting in the dark and hoping they land on prices that customers are willing and happy to pay. But that's no way to do business. That said, pinning down an optimal price for a product or service is admittedly easier said than done. You need a solid grasp of your offering's value, a clear picture of who's buying it, and an understanding of their interests and circumstances.

Sales 110

Sales Profitability Publishing Value Proposition 110

The Center for Sales Strategy

MARCH 16, 2021

At The Center for Sales Strategy (CSS), we are a team of extremely high achievers. We’re always looking for ideas for self-improvement. So much so, that in our annual Employee Engagement survey each year, learning and development are always at the top of the list of what our team craves. Knowing this, we add learning opportunities in multiple ways. One important development opportunity comes through the CSS Quarterly Book Club.

Sales 118

Sales 118

SalesPop

MARCH 19, 2021

An extremely important aspect of account management is the strategic aspect, the plans of dealing with various accounts. I recently discovered through research just how much of an impact real account planning can have on company success. 93 percent of all world-class sales organizations have long-term objectives with regard to their key accounts. In businesses as a whole, though, over 60 percent do not even engage in account planning.

Account Planning 98

Account Planning Energy and Utilities Account Management CRM 98

Zendesk

MARCH 17, 2021

Everyone knows customer service is important. Or at least everyone should know. Because we are all customers. And customer service is everywhere. Some customer experiences are obvious. You’re probably thinking about them now. For example, the way the clerk treats you in a store, or a company’s generous return policy. But really, any interaction you have with any company or organization is, at its core, a customer service experience: a call to the bank, a visit to the hospital, a trip on the trai

Banking 98

Banking Customer Experience Small Business Software 98

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

Hubspot Sales

MARCH 16, 2021

It's no secret that pandemic fatigue is weighing on all of us. Everyone is eagerly awaiting some degree of normalcy, and for a lot of professionals, that means returning to a legitimate office space. But that transition back will come with a host of challenges, and navigating them won't be easy. Preparing a workplace for employees' return will be tough, and it's going to involve some serious effort and major boxes to check.

Logistics 103

Logistics Communication Meetings Management 103

Flevy

MARCH 16, 2021

Marketing , these days, is shifting towards developing great ideas and creating customer experiences that consumers discuss further in their circle. The focus of the marketing effort is on building a brand image. To supplement this organizations need to develop a culture that lives the brand. Top brands have been built by communicating their message to the most loyal customers who then shout it out to their friends and a chain starts making the brand a known name.

Decision-making 98

Decision-making Small Business Marketing Prioritization 98

Peter Simoons

MARCH 14, 2021

A few weeks ago, I wrote about the difference between a partnership and an alliance. In response to that column I received lots of replies from you. They all acknowledged the fact that in communication, it is essential to create clarity regarding the terms you use. Since that column appeared, a number of consulting firms published their views on the business world and not surprisingly connected their findings to the current pandemic: Accenture stated that “ COVID-19 made it clear that companies

Negotiation 98

Negotiation Acquisition Publishing Communication 98

Zendesk

MARCH 15, 2021

As we enter year two of “life after coronavirus,” procuring proper personal protective equipment (PPE) can be just as difficult as it was in the early days of the pandemic. While most hospitals have a good supply, it can still be tough for small health care facilities and regular citizens to pick up a cache of affordable, high-quality PPE. That’s where Project N95 comes in.

Supply Chain 98

Supply Chain Healthcare Suppliers Procurement 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

Oratium

MARCH 15, 2021

The pivot to virtual selling will change the sales function profoundly and permanently; far more deeply than most companies yet realize. As virtual selling becomes the new normal, most companies are walking into a trap. They are thinking that all they need to do to be successful is to make sure that their salespeople master the basics of the virtual platform (muting/unmuting, sharing your screen, etc.).

Virtual Selling 98

Virtual Selling Sales Meetings 98

Kainexus

MARCH 18, 2021

DMAIC (pronounced d?-MAY-ick) is a data-driven technique used to improve processes. It is a key tool of the Six Sigma methodology, but it can be implemented as a standalone improvement method or as part of other process initiatives like Lean. The technique is simple, yet powerful. It brings structure to the improvement process and helps teams explore potential solutions, decide a course of action, and implement process controls in short order.

95

95

Revenue Storm

MARCH 16, 2021

2021 is a year of possibility, but sales leaders must harness the energy and focus of their people to maximize their results. While this may appear overly simplistic, there are four components that are GUARANTEED to create results. If you go “back to basics” you will immediately see a maximum use of time placed against the highest yielding sales activity.

Communication 78

Communication Organization Sales Management 78

Zendesk

MARCH 18, 2021

Following a year of xenophobic rhetoric and racist attacks amid the pandemic, Asian Americans have faced racist violence at a much higher rate than ever before. Last year, reported hate crimes against Asian Americans rose by 150%. Many of these, specifically against the elderly and Asian-owned businesses, have occurred in our own communities. And while we see anti-Asian violence happening nationwide, the appalling uptick in recent attacks has been particularly focused in the Bay Area.

Publishing 95

Publishing Organization Profitability Media 95

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

Strikedeck

MARCH 16, 2021

Vincent Manlapaz, in an interview with Ronni Gaun talks about the lessons she learned during this time and what she thinks helps serve customers effectively. The post Making an Impact During These Unprecedented Times: Ronni Gaun, Top 100 CS Strategist in 2020 first appeared on Strikedeck | Customer Success Platform.

Customer Success 90

Customer Success Onboarding Customer Experience 90

Sandler Training

MARCH 19, 2021

Mike Montague interviews Antarctic Mike on How to Succeed at Meeting New People. The post How to Succeed at Meeting New People [PODCAST] appeared first on Sandler Training.

Meetings 90

Meetings 90

Strategic Planning and Management Insights

MARCH 17, 2021

How do you as a leader defeat unconscious bias in the workplace, in your hiring process and organizational culture? First, you need to know what it is.

97

97

SBI Growth

MARCH 17, 2021

Customer Success (CS) teams originated in the mid-1990s in response to the sky-high failure rate of large-scale Customer Relationship Management (CRM) implementations.

Customer Success 83

Customer Success CRM Software Software 83

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