Nutshell

JULY 24, 2019

When you can’t figure out why your sales have surged in one month and plummeted in another, it’s easy to shrug your shoulders and mark it up to “seasonality.”. Seasonality refers to fluctuations in your sales revenue that are caused by external factors and occur on a predictable schedule around the same time(s) every year. To be fair, you can’t really control seasonal shifts in consumer behavior, especially when those shifts are permanently tied to the holiday schedule or growing seasons.

Retail 120

Retail Sales Insurance B2B 120

The Center for Sales Strategy

JULY 24, 2019

Not long ago, I spoke with two leaders from a top-notch company enrolled in our Up Your Culture program. The purpose of our conversation was to help them find ways to create a strong sense of unification employee engagement across their multiple markets. They know that companies with highly-engaged employees are 17% more productive and 31% more profitable, and they recognize that those with strong levels of engagement enjoy 26% greater annual increases in revenue and 233% higher customer loyalty

Profitability 108

Profitability Marketing 108

Sandler Training

JULY 25, 2019

In the past couple of decades, our workplaces have gone from the office to mostly virtual spaces. We get our jobs done and we communicate in the cloud. However, we still struggle with the same issues in communication which we had decades ago. Here are a few effective ways to overcome communication barriers in the workplace which you can apply right now.

Communication 91

Communication 91

Engage Selling

JULY 26, 2019

??????????????????????????I recently talked to a CEO whose sales were down $16 million. That represented a 20% decrease from the prior year. Thus, they were concerned.

Sales 82

Sales Client Relationships Sales Training 82

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.

Nutshell

JULY 23, 2019

Tracking your contacts and conversations aren’t the only tasks a CRM is good for. If you choose the right one, it can save you a ton of time on analyzing your sales numbers and creating your financial forecasts for the future. A study by IBM found that being able to consolidate sales data was one of the top four most important features that businesses wanted out of a CRM.

CRM 109

CRM Negotiation Sales Management Sales 109

The Center for Sales Strategy

JULY 22, 2019

Over the last couple of months, I have had a number of clients share with me that they lost out on a couple of large deals that they had felt pretty strongly about. In each of those scenarios, my first question was, "Do you know why?" More often than not, the answer to my question was, “I’m not sure.” Anyone who has ever been in a sales position has received a “no” in their career – most likely more than they would like – it comes with the job.

Sales 84

Sales 84

RAIN Group

JULY 24, 2019

This RAIN Group article originally appeared on MarketingProfs. Sellers have a huge opportunity to take advantage of the vast amounts of information about their buyers that's available on social media. And yet, they don't. Whether you're researching new prospective buyers before reaching out, a buyer before a sales conversation, or a target industry, social media should be one of the first places you look.

Media 79

Media Sales 79

Sandler Training

JULY 23, 2019

Below, you will find some DON’Ts , some DOs , and some concise guidance TIPS on getting the very most out of the extraordinary learning and reinforcement tools available via online learning portals like Sandler Online. Read Time: 4 Minutes.

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The Center for Sales Strategy

JULY 25, 2019

Editor's Note: This post was originally published on the LeadG2 blog. Most managers and sellers have experienced this: A seller is moving a new business prospect through the sales process. All signs are positive. The prospect goes silent, and will not respond to email, phone calls, letters, or stop-ins. The seller goes to his/her manager and asks for advice.

Publishing 80

Publishing Sales Management 80

SBI Growth

JULY 22, 2019

Market-leading companies develop and execute on strategies that are aligned to their customers expressed and unexpressed needs. This is often captured in a Customer Journey Map. While this tool is frequently used to prioritize operational improvement efforts, to deliver on.

Prioritization 76

Prioritization Marketing Customer Experience Customer Success 76

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

Sales Management Matters

JULY 22, 2019

In part five of OpenSymmetry’s seven-part blog series on effective sales compensation plan design, we’re looking at the impact that an “agile” sales comp plan can have on sales performance. To read the entire blog series, start with blog one. When we think about the term agility, it is usually in describing the physical attribute of an individual who is nimble, flexible, and can adjust quickly to changing situations.

Sales 69

Sales Finance Business Planning Stakeholders 69

Hubspot Sales

JULY 26, 2019

Ever had someone ask about your product’s attach rate? Has your reaction elicited that burning sensation of panic when you realize you’re not quite sure what they’re asking? Relax and read on. We’ve got the quick definition, examples, and formula you need to reply calmly the next time you’re asked, “ What’s the attach rate? ”. What Is a Business's Attach Rate?

Software 74

Software Software Marketing Sales 74

The Center for Sales Strategy

JULY 23, 2019

When sales managers are working to build their talent bank with qualified candidates, it's not easy. Couple that with your desire to have the very best sales talent in there, it gets quite a bit harder.

Banking 71

Banking Sales Sales Management Management 71

Sandler Training

JULY 22, 2019

Learn how to build a better day. Whether it is yourself or your sales team, Jim Ayraud will help you learn the best practices for sales accountability and building new behavior habits. Listen Time: 23 Minutes.

Sales 72

Sales 72

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

Miller Heiman Group

JULY 24, 2019

In the latest Move the Deal episode, host Greg Moore talks with Predictable Revenue Founder and Co-CEO Aaron Ross. A pioneer in the evolution of the sales development representative role, Ross started at Salesforce.com as an inbound SDR and then moved on to create their outbound SDR process, helping them grow from $5M to $100M. Aaron wrote two best-selling books Predictable Revenue and From Impossible to Inevitable (co-authored with Jason Lemkin) and continues to help all kinds of companies find

Account Management 67

Account Management CRM Organization Management 67

MTD Sales Training

JULY 23, 2019

LinkedIn is rapidly approaching 600 million users. With that kind of exposure, sales consultants are missing out big time if they aren’t using the medium effectively. InsideSales.com shows that 80% of B2B leads come from LinkedIn vs. 13% on Twitter & 7% on Facebook. It’s a simple no-brainer. Demandwave.com states in one of its research papers that, of a group of B2B marketers surveyed, 59% were able to confidently say LinkedIn is generating leads for them.

Sales Training 64

Sales Training B2B Media Sales 64

Openview

JULY 24, 2019

The post Balena Raises $14.4 Million to Simplify IoT Device Management appeared first on OpenView.

Management 82

Management 82

The Center for Sales Strategy

JULY 26, 2019

- MOTIVATION -. "THE DIFFERENCE BETWEEN A SUCCESSFUL PERSON AND OTHERS IS NOT A LACK OF STRENGTH, NOT A LACK OF KNOWLEDGE, BUT RATHER A LACK OF WILL.". -VINCE LOMBARDI. - AROUND THE WEB -. > Living in an Age of the Empowered Buyer Requires a Fresh Approach to Prospecting — LeadG2. Outbound prospecting for new business has always been a bit of a numbers game.

Marketing 63

Marketing Sales 63

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

Sandler Training

JULY 26, 2019

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. Listen Time: 11 MInutes.

Sales Management 61

Sales Management Management Sales 61

Strategic Planning and Management Insights

JULY 22, 2019

Once you’ve created a strategic plan for your business, the next step is to roll out that plan throughout your organization. One of the most important aspects of executing your strategic plan successfully is getting buy-in from your team.

Organization 61

Organization 61

Force Management

JULY 24, 2019

One of the keys to a successful sales kickoff is to execute it in a way that aligns with your organization's overall business strategy. From there, your SKO agenda should be prioritized by the objectives and the outcomes you want the event to drive as it relates to that strategy.

Prioritization 53

Prioritization Organization Sales 53

Showpad

JULY 22, 2019

Enterprise sales enablement is growing and ever-changing to address the shifting marketplace. Consumer experience and buying perspectives have changed over the last several years, with 89% of consumers making buying decisions based on experience over product and price point (up from 12% just six years ago). . With new customer priorities the sales force must alter the way they approach buyer interactions, and have conversations with their prospects that meet their needs. .

Sales 58

Sales Decision-making Leadership Digitalization 58

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

Sandler Training

JULY 23, 2019

This is a special bonus episode, a look back at this year’s Sandler Summit and one of our opening keynotes by Glenn Mattson, Sandler trainer from New York City, talking about success. Listen Time: 9 Minutes.

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60

Groove HQ

JULY 23, 2019

A guide to finding the right tool for your growing team … and busting the myth of “best” Choosing the right help desk software for any small business isn’t easy. Why? Because options, offerings, and features abound. Whether you’re already struggling with a bad-fit solution or are just starting to evaluate platforms, a host of […]. The post How to Choose Help Desk Software for Your Small Business: Simple Over “Best” appeared first on Groove Blog.

Small Business 58

Small Business Software Software 58

Gordian Business

JULY 23, 2019

“ Culture does not change because we desire it to change. Culture changes when the organisation is transformed – the culture reflects the realities of people working together every day. ” — Frances Hesselbein. Everything written about managing major accounts strategically has one theme: it’s not a marketing or sales campaign, it’s a leadership initiative driven by the C-Suite.

Management 52

Management Account Management Leadership Account Planning 52

Miller Heiman Group

JULY 23, 2019

Sales may be the department that moves the deal, but it’s customer service that drives customer loyalty: Service professionals communicate with customers as much as 10 times more than sellers, according to the Technology Services Industry Association. While many business leaders believe that customer experience is a key competitive advantage, they may not have identified specific strategies to grow customer service experience into a thriving practice.

Manufacturing 51

Manufacturing Sales Communication Decision-making 51

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

CMOE

JULY 23, 2019

While the beautifully designed spaces and free coffee of the modern workplace might not look like a 19 th century sweatshop, it might still feel that way to employees slogging through their to-do lists. If you feel like there simply isn’t enough time in the day for everything you need to do, the answer could be putting some techniques in place to optimize productivity and cut distraction from your working life.

Media 55

Media Prioritization Profitability Business Growth 55

Showpad

JULY 25, 2019

Behind every winning sports team is a great coach. A coach sets the tone for success, creates a strategy, and provides continuous sales training and support so the team can reach its full potential. In Sales, front line Sales managers take on the role of coaches, supporting and developing team members day in and day out in their sales execution. By working to improve the performance of individual Sales reps, management plays a critical role in growing an organization’s revenue and improving its

Sales Management 53

Sales Management Management Sales Leadership 53

Sales Readiness Group

JULY 23, 2019

I recently had the opportunity to co-host a webinar on the Future of Sales Coaching ( access recording here ) with Jake Miller, Product Marketing Manager, at Allego. As part of the webinar, Jake shared some of Allego’s insights based on a survey Allego conducted of nearly 300 sales reps, managers, and enablement leaders on sales coaching. One key takeaway from this survey (see chart below) is that the #1 “ask” from sales reps was for more skills-based coaching.

Sales 48

Sales Management Marketing 48

Miller Heiman Group

JULY 22, 2019

In “All That Glitters Is Not Gold: 2019 World-Class Sales Practices Study,” CSO Insights, the research division of Miller Heiman Group, shared the top 12 best practices that are aligned with world-class sales performance (download it here if you haven’t read it yet). World-class Sales organizations that demonstrate adoption of these practices outperform everyone else—getting a 23% edge in win rates and quota attainment.

Sales 49

Sales Sales Analytics Sales Leadership Decision-making 49

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