Jermaine Edwards
JUNE 29, 2020
Every conversation matters. There are very few areas in your life where you can avoid speaking to others whether over the phone, face-to-face and now digitally. We all need to communicate with others. When we speak with anyone we can often miss something fundamental about this undervalued communication medium that has shaped the ideas of civilisations.
SBI Growth
JULY 2, 2020
There has been exponential growth in the amount of data generated since the start of the digital age. This has enabled almost every industry and business to become more productive, but a function like sales that is largely relationship-based (especially.
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Hubspot Sales
JUNE 30, 2020
Sales-marketing alignment is a hot topic for most sales and marketing organizations and has been since the beginning of business. Here on the HubSpot blog, we’ve published several posts outlining ways sales and marketing organizations can work better together. For many companies, sales and marketing alignment efforts have been in place for a while, and in order for the business to grow, scale, and better support its customers, customer support organizations also need to be a part of the conversa
The Center for Sales Strategy
JUNE 30, 2020
From being quarantined in our homes to keeping six feet apart and avoiding handshakes, the way we interact with other humans has drastically changed. In the business environment, the normal behaviors and tactics that salespeople have relied on to drive their success are no longer available. We can no longer drop by to see a client, meet a prospect for lunch, or fly to another city for a face-to-face meeting.
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.
Engage Selling
JULY 3, 2020
Don’t assume things in sales, doing so will often work against you! Imagine discussing your product or services for weeks or months with someone and realizing that they’re not a decision-maker.
SBI Growth
JULY 1, 2020
We recently wrote about the emergence of the Chief Customer Officer and took that opportunity to survey CCO’s about how they will make their 2020 number. We found that companies had initially been planning on nearly 31% of their 2020.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
The Center for Sales Strategy
JULY 3, 2020
- MOTIVATION -. "Freedom is nothing else but a chance to be better.". -Albert Camus. - AROUND THE WEB -. > 7 Enduring Trends Defining the Future of Sales– LinkedIn. Sales organizations adapted quickly to the new reality brought by COVID-19. LinkedIn research showed that salespeople, suddenly working remotely, embraced virtual selling almost immediately: 77% of salespeople said they were holding more video meetings. 57% said they were making more phone calls. 51% said they were sending more em
Engage Selling
JULY 3, 2020
“We didn’t see it coming.” That’s what an exasperated client of mine said to me recently when they lost not one, but two big accounts due to unforeseen internal changes within each customer’s organization.
RAIN Group
JULY 1, 2020
Engagement Threshold (noun): The point at which attention is captured and maintained, and below which is lost. We teach the concept of the engagement threshold to sellers that need to hold buyers’ attention in virtual sales meetings. When we teach it to sellers, we need to gain and keep their attention. It’s never been easy, but in a virtual environment, it’s significantly more difficult.
Hubspot Sales
JULY 1, 2020
Negotiations come in various shapes, sizes, and scales. The term can cover everything from haggling at a flea market to hashing out a fair price for a new car to finding common ground for billion-dollar deals. The process is a pillar of all things business, and sales efforts are no exception. Virtually any sale can involve some kind of negotiation, so naturally, as a salesperson, it's in your best interest to understand how to be a shrewd negotiator.
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
The Center for Sales Strategy
JUNE 29, 2020
With the recent layoffs and furloughs, social distancing, and working from home, there’s more talent available on the market than ever before. “As a result of the pandemic, it’s become an employer’s job market,” states a recent Forbes article. “Candidates will have to get more assertive and creative in finding ways to help them stand out or get lost in the crowd.”.
Groove HQ
JUNE 29, 2020
Using real customer questions as our guide, we compare Groove to Zendesk and Freshdesk. The post Zendesk vs Freshdesk vs Groove: 3 Real Questions Answered appeared first on Groove Blog.
Corporate Visions
JULY 2, 2020
The post The Three Waves of Sales Enablement by Tim Riesterer appeared first on Corporate Visions. In Alvin Toffler’s book, “ The Third Wave ,” he talks about society’s transition from the Industrial Age (Second Wave) to the Information Age (Third Wave). Toffler considered the Agricultural Age as the First Wave transition from our hunter-gatherer origins.
Hubspot Sales
JUNE 29, 2020
The default answer for incentivizing salespeople is often money. Need to launch a new product? Start a sales contest. Need to upgrade more customers? Gamify it with financial incentives. But is money the ultimate motivator for salespeople? Let’s discuss what it means to be money motivated, and if financial incentives are truly the best way to foster an engaged, motivated 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.
Sandler Training
JUNE 30, 2020
Mike Montague interviews Pete Oliver on How to Succeed at Vision-Based Execution. The post How to Succeed at Vision-Based Execution [PODCAST] appeared first on Sandler Training.
Groove HQ
JULY 1, 2020
Tired of answering the same support questions over and over and over again? A knowledge base is the answer. He was a founder at a small tech startup that was just gaining traction. I was a freelance writer. His company was adding customers daily, which was great—but also a problem. More customers meant more support […]. The post What Is a Knowledge Base?
Vantage Partners
JULY 2, 2020
Just like their newly remote teams, leaders wrestle with their own difficulties adjusting to work in a virtual environment. How can leaders adapt quickly, building upon their existing leadership strengths to approach and overcome new, unexpected challenges? Here’s a flexible framework that can help.
Hubspot Sales
JULY 2, 2020
LinkedIn is a strictly professional, B2B platform — qualities that set it apart from most of the social media ecosystem. By LinkedIn's own estimate , 97% of B2B marketers use the platform to support their content marketing efforts. Couple that figure with the fact that roughly 88% of video marketers report that video marketing offers a positive ROI, and you'll find that a solid LinkedIn video strategy is a sound investment.
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.
PandaDoc
JULY 1, 2020
Creating new sales opportunities and achieving stable growth is the goal of every company. Precision prospecting is the first step towards reaching new revenue heights. Prospecting is the process of searching for potential buyers (the prospects) that are good fits for your service or product and then communicating with them in a way that moves them to the next stage of a sales pipeline.
Groove HQ
JULY 1, 2020
Our favorite tools for growing businesses looking to keep costs down and efficiency way up. The post 20 Best Customer Support Tools: Our Favorite Budget-Friendly and Scalable Solutions for Growing Teams appeared first on Groove Blog.
Kainexus
JUNE 30, 2020
It's hard to believe that the first half of 2020 is in the books. Just kidding. I don't blame you if you feel like there's been 10 years worth of news in the last six months. It's been intense. COVID-19 has impacted every American to varying degrees and much has changed about the way we live and work. This year, more than ever, it makes sense to do a mid-year check-in with every employee.
SBI Growth
JUNE 28, 2020
Customer Experience is no longer just a buzz word that companies can throw around. It has become a megatrend that demands a complete mindset shift in not only executive teams, but it also requires buy-in from the board in order.
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.
Nutshell
JULY 2, 2020
Sales calls are tough, but making calls while your coworkers argue next to your cubicle? Forget about it. Sales calls have been giving salespeople ulcers since the day they were invented. The idea that you’re about to hop on a phone with a total stranger, and by the end of it you’re going to be closer to paying your mortgage, is frightening.
Miller Heiman Group
JUNE 30, 2020
In normal times, sales managers carry the heavy weight of many responsibilities, including coaching their sales team, ensuring a positive customer experience and improving financial results. To achieve these goals, they must overcome a series of hurdles—including limited resources, a lack of support and conflicting priorities. But now, they face one more hurdle: the challenges posed by the COVID-19 crisis.
Sandler Training
JULY 3, 2020
Many of the sales leaders I talk to these days tell me that they are struggling with the issue of keeping the team(s) focused. The post “How Do I Keep The Sales Organization Focused…Even When There Are Major Distractions?” appeared first on Sandler Training.
Hubspot Sales
JUNE 29, 2020
While there are some common techniques that are used and adopted by successful salespeople, there is truly no one-size-fits-all approach to mastering sales. Take a moment to reflect on your sales process, and some of the recent deals you’ve closed. Has each deal followed the same steps? Did you connect with a prospect and follow a prescriptive sales process that culminated in you asking directly for the sale?
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.
Strikedeck
JUNE 30, 2020
Keri talks about how to guide and engage clients in today's climate.
SBI
JULY 1, 2020
5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. Now, with the economic uncertainties of 2020, sales teams of all sizes are desperate for a more strategic approach to building dependable and ongoing opportunities to optimize customer revenue in their most strategic accounts. Customer revenue optimization (CRO) is achieved through the processes and enabling technologies that help organizations identify the optimal path to revenue
Performance Methods
JULY 3, 2020
The post PMI & SAMA Publish “The Keys to Effective Strategic Account Planning” eBook (2nd Edition) appeared first on Performance Methods, Inc.
Hubspot Sales
JUNE 29, 2020
Say you have a bold, innovative, new product that's almost ready for launch. You have a feeling it's going to change things — your life, your industry, "the game," the world, the very fabric of society as we know it. You've even started buying black turtlenecks, New Balance Sneakers, blue jeans, and circle frame glasses — even though you have 20/20 vision.
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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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