Jermaine Edwards

APRIL 16, 2020

The New Normal. On March 1st, 2020 the world was hit with a global pandemic that literally transformed the way every business viewed themselves, their markets and their own position within them almost overnight. Every business was immediately forced to adapt. They adapted to become new kinds of businesses, take on new capabilities, create new ideas, initiate new collaborations and ultimately develop a whole new way of thinking.

Computers and Electronics 130

Computers and Electronics Supply Chain Telecommunications Financial Services 130

SBI Growth

APRIL 13, 2020

Waking up today, there is a lot of uncertainty in your world as sales leaders. The way you are interacting with customers and even your own sales team have changed overnight.

Sales 159

Sales 159

Groove HQ

APRIL 15, 2020

After seven years, 2,000+ customers, and growing from $0 to $290K+ in monthly revenue, I want to pull back the curtain on exactly what it takes to grow a business. Good, bad, and ugly. I almost shut the whole thing down. It was two years ago. Our business had stagnated. My head of marketing had […]. The post How to Grow Your Business: 15 Steps We Actually Took Growing to $3.5M/Year appeared first on Groove Blog.

Marketing 131

Marketing 131

Miller Heiman Group

APRIL 14, 2020

Online shopping makes it easier for consumers to shop more often, and throughout the day. According to research from the IBM Institute for Business Value and the National Retail Federation , 71% of consumers shop in “micromoments”—whenever the impulse strikes—and often while they are doing something else, such as taking a break from a work project, eating lunch or even running on a treadmill.

Retail 124

Retail Customer Experience Advertising Organization 124

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

APRIL 13, 2020

If you could start one new thing this month that increased the open rate of your sales emails by 5Xs and improved your open-to-reply rate by 8Xs , would you do it? The obvious answer is yes, but sadly, once most of you realize what it is, you’ll come up with at least one of these excuses as to why you won’t do it and still avoid it. Video. Yes, video!

Leadership 123

Leadership Sales 123

Hubspot Sales

APRIL 14, 2020

Let’s be honest, just because it looks like someone is working hard, that doesn’t mean they are actually being effective. Along the same lines, your colleagues can be productive and effective at driving sales even when you all aren’t physically working together in the same office space. The workforce is rapidly changing, and traditional 40-hour work weeks with mandated hours worked from specific job sites isn’t the only way to get work done.

Remote Working 122

Remote Working Communication Onboarding Sales 122

Miller Heiman Group

APRIL 13, 2020

Sales managers normally face a trifecta of shifting demands from buyers, their direct reports and their organization. The uncertainty of a crisis only heightens the challenge of balancing these demands. During this crisis, sales managers play an even more critical role than usual in your organization’s strategy: because they typically oversee 8 to 10 sellers , sales managers exert tremendous influence over whether your organization’s approach to the crisis succeeds or fails.

Sales Management 110

Sales Management Management Sales Decision-making 110

Engage Selling

APRIL 17, 2020

During these times, what are you doing to stay visible? Obviously, many industries are being impacted, some more heavily than others by COVID-19.

Sales Leadership 112

Sales Leadership Leadership Sales 112

Hubspot Sales

APRIL 15, 2020

It’s normal to deal with slow periods in the world of sales. We all have difficult seasons, driven by changes in trends, new demands, or external factors that we can’t control. However, when both sellers and customers hit rough times, the problems that we face can be a lot greater, and more complicated to deal with. When these situations happen, businesses need to figure out how they can survive.

B2B 101

B2B Supply Chain Sales Digitalization 101

SBI Growth

APRIL 15, 2020

By now, we are fully entrenched in the COVID-19 crisis. We have moved beyond the “shock” phase and into an “acceptance” phase of the new normal, at least for the time being. As market leaders, we must adapt to the current.

Marketing 114

Marketing B2B Sales 114

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

Kainexus

APRIL 13, 2020

The coronavirus pandemic that is currently gripping the globe is unlike any other crisis that we have seen. It will directly impact the lives of those who are exposed and their families. It will indirectly change the lives of everyone else as events are canceled, schools and businesses close, and everyone is responsible for social distancing. Although it won't be very easy amid concerns for the wellbeing of yourself and your loved ones, how you handle this situation is of profound significance t

Leadership 94

Leadership 94

Engage Selling

APRIL 15, 2020

It’s important to keep finding things to remain positive about while in a crisis. To that end, I’ve talked about why it’s important to keep moving during tough times. It is equally important, however, to safeguard the way you think.

Sales Management 98

Sales Management Management Sales 98

Hubspot Sales

APRIL 14, 2020

I don't know if you've ever thought about this before, but sales and professional wrestling don't have very much in common. Actually, the first half of that sentence isn't entirely accurate — I can say with about 99% certainty that you've never thought about that before. But regardless of how absurd that comparison might be, it's still worth unpacking.

Logistics 97

Logistics eCommerce Sales Media 97

SBI Growth

APRIL 13, 2020

Throughout this past week, there has an overwhelming interest in the concept of going “back to base” During these uncertain times, your most significant opportunity for revenue growth is through retention. How will you create more value for your existing.

B2B 110

B2B Marketing Sales 110

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

Strategic Planning and Management Insights

APRIL 16, 2020

In this episode of the Strategy & Leadership Podcast , we were joined by Timothy Clark, author of The 4 Stages of Psychological Safety , and founder/CEO of Leader Factor - a boutique consulting firm focused on creating innovative cultures and organizational change. Are you preparing for a strategic planning meeting?

Innovation 93

Innovation Leadership Meetings 93

Engage Selling

APRIL 17, 2020

If you have been listening to me or following my work for any length of time, you know that I consistently implore and demand that you start asking for the sale more.

Sales 97

Sales 97

Hubspot Sales

APRIL 13, 2020

Sales content — brand or product-specific content your company produces to compel prospects to buy. The quality of your sales content can be a critical factor in a potential customer's decision to trust your business. If you can produce compelling content — specific to your business and how it will impact their lives or company operations — you can make them legitimately consider purchasing your product or service.

Marketing 95

Marketing Facilitation Brainstorming Sales 95

SBI Growth

APRIL 11, 2020

It can be difficult to keep up with current updates and regulations surrounding this new normal. Without knowing the full implications of how long this crisis will last, how are business leaders adapting their strategies, especially when working with customers.

Decision-making 110

Decision-making Customer Experience Customer Success Communication 110

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

Groove HQ

APRIL 17, 2020

A totally biased guide on why Groove is the best customer service platform for small businesses and startups. Like many startup founders, at his previous companies our CEO Alex had never used a customer service platform himself. But he knew it was crucial to talk directly to customers and hear their unbiased feedback in order […]. The post The Best Customer Service Platform for Small Businesses: 4 Unique Ways We Use Groove appeared first on Groove Blog.

Small Business 91

Small Business 91

The Center for Sales Strategy

APRIL 14, 2020

Most of us have joined what Time calls "the World's Largest Work-From-Home Experiment." Without proper preparation, the COVID-19 outbreak has prompted business leaders everywhere to tell their team to work remotely until further notice. Sales managers—your direct reports need your individualized coaching more than ever! The best managers have always individualized their coaching, but doing so remotely requires greater focus and intentionality.

Management 84

Management Sales Management Sales 84

Hubspot Sales

APRIL 13, 2020

During the summer of 2016, my husband and I were obsessed with the augmented reality (AR) game Pokemon Go. Like everyone else in the world, we started walking everywhere with family and friends so we could catch pokemon. While this was the first time I saw AR being used to drive engagement and increase revenue for a brand, the strategy has grown even more since then.

Retail 89

Retail Sales Advertising B2B 89

Showpad

APRIL 15, 2020

We all want to make more money, and if you work in sales, it’s also a major part of your job description. The digital age has transformed the way deals are made and accounts are won. Salespeople aren’t beholden to the daily grind of making phone calls. There are endless avenues to win new business and with that comes new technology to make your sales strategy smarter.

Sales 85

Sales CRM Software Software 85

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

Strategic Planning and Management Insights

APRIL 16, 2020

Given the troubling and unprecedented times we're living through today, we at SME Strategy are doing what we can to help prepare you and your organization for any type of uncertainty, economic slowdown, virus, natural disaster, and everything in between. Below is a video that will breakdown the scenario development process, and walk you through each step in process.

Organization 84

Organization Management 84

SBI Growth

APRIL 17, 2020

Appointing a Chief Customer Officer Who Owns the Retention Number. Corporate leaders around the world are all reacting to the tragic events and economic impact of the past few months. In order to weather the storm and come out on top.

Customer Experience 85

Customer Experience Customer Success B2B Marketing 85

MTD Sales Training

APRIL 12, 2020

Are you using online sales meetings throughout your sales process? More and more companies are going down this route especially those that sell software, SAAS products and online services. Sometimes it can save you a ton of time if you can jump on a video conference call with screen sharing capability. Do it correctly and it can work wonders for you.

Meetings 77

Meetings Suppliers Sales Training Sales 77

Sandler Training

APRIL 17, 2020

Mike Montague interviews Mike Crandall about how to succeed at prospecting during the pandemic. The post How to Succeed at Prospecting During a Crisis appeared first on Sandler Training.

82

82

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

The Center for Sales Strategy

APRIL 16, 2020

Most people would agree that their world feels as though it has recently flipped upside-down! In this brand new world of social distancing, we’re scrambling to figure out how to be productive in an unplanned work from home environment —and also remain engaged. Even in a strong business climate (like we had just weeks ago), company culture and employee engagement are vital to the success of an organization.

Sales 75

Sales Organization 75

Sales Gravy

APRIL 13, 2020

On this Sales Gravy Podcast, Jeb Blount (Fanatical Prospecting) discusses the danger of task saturation for Sales Professionals with Will Frattini of ZoomInfo. Prioritization is a big issue for salespeople who want to be productive and on this episode you'll learn tips and tactics for organizing your sales day so that you can focus on selling. On this Sales Gravy Podcast, Jeb Blount (Fanatical Prospecting) discusses the danger of task saturation for Sales Professionals with Will Frattini of Zoom

Management 78

Management Prioritization Sales Organization 78

Corporate Visions

APRIL 16, 2020

The post Customer Churn is Coming. What Can You Do? by Tim Riesterer appeared first on Corporate Visions. Recent research from Gainsight , a customer success software company, paints a gloomy picture for technology companies when it comes to customer renewals and upsells. Of the survey respondents, consisting of top-performing private cloud and SaaS companies: 77.5 percent believe their net retention rate will decrease between 3-20 percent compared to their original business plans.

Acquisition 76

Acquisition Customer Success Business Planning Software 76

MTD Sales Training

APRIL 15, 2020

When customers step through the door, they expect a certain level of customer service. Your customer will expect an experience that is free-flowing and completely hassle free and can set you apart from your competitors if you do it right. Each and every customer wants a unique experience where they feel like they are the only customer you have – they want it to be quick and painless but at a certain level of quality too.

Retail 71

Retail Sales Training Customer Experience Communication 71

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