Mike Kunkle
NOVEMBER 30, 2018
[ NOTE: This post was originally published in late November of 2018. I have updated it to reflect a few changes, including the company rebranding, my title, and some cool new solutions that we offer.]. The position change announcement feature on LinkedIn has become the birthday announcement on Facebook. Except for anyone with a large network, it’s 10 times more overwhelming.
Hubspot Sales
NOVEMBER 29, 2018
As technology advances, so has the real estate industry. And videos have become key tools for realtors to share their listings and introduce themselves to prospective clients. Real estate mogul, Barbara Corcoran , began by recording videotapes of her listings. They were initially recorded on VHS tapes, but she found the greatest success when she uploaded the videos to her website.
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SBI Growth
NOVEMBER 29, 2018
The average lifespan of a Revenue Leader is less than two-years. Why? Most of the time the Leader’s departure is related to poor revenue performance or inadequate return on Sales & Marketing dollars. In the following article, we will outline.
RAIN Group
NOVEMBER 27, 2018
Seventy-five percent of purchases are strategic, meaning the buyer is making an investment and not required to buy. Yet only 14% of buyers discover these strategic opportunities from sellers. If you want to grow your sales in 2019, the opportunities are out there and very few sellers are taking advantage. How can you build a team that closes this gap?
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
NOVEMBER 26, 2018
The advertising game for traditional media is changing and evolving. In this case, change is not a good thing. It’s time for a revolution on your sales team. Are you ready? This sounds kind of dramatic, perhaps over-dramatic, but it is true. Some type of revolution needs to take place on your sales team in order for traditional media companies to stay in the game.
Hubspot Sales
NOVEMBER 27, 2018
Growing a business requires investment capital. Scaling businesses need money to launch products, hire employees, service customers, and expand. There are numerous ways to raise capital, and each will have a different impact on your company and the pace at which you grow. The most common way to raise capital is through either equity or debt. But what do each of these entail?
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
NOVEMBER 27, 2018
You’ll have heard many times that it costs more to attract new customers than to retain the business of current ones, and it’s true that the marketing costs plus all the other charges and outlays to attract customers far outweigh the time and effort to keep and increase business with existing clients. So, if your customer does leave you or ceases to repeat orders with you, it can prove to be not only a major disappointment for you, but also a big loss of profitability for your company.
The Center for Sales Strategy
NOVEMBER 27, 2018
Well, you wouldn’t be alone — I hear this from sales managers all the time. Here are the reasons I see that salespeople too often select the wrong companies to pursue: They are opportunistic and therefore look for low-hanging fruit where getting access to decision makers is relatively easy. Sometimes that works out, but too often it translates into prospects that do not have the resources to be a key customer in your organization.
Hubspot Sales
NOVEMBER 30, 2018
As an entrepreneur , cash is necessary to fund your operations. Whether you need new equipment for your business or a larger office space, you'll have to raise funds to pay for these investments. Funding can come from a loan, investor, business line of credit , or you can pay cash. Cash and short-term assets that can be quickly converted to cash are called current assets.
SBI Growth
NOVEMBER 24, 2018
Joining us on is Sarah Kennedy Ellis, the Chief Marketing Officer for Marketo, the leading marketing automation software provider. Below is a timestamped summary of the show segments and the topics covered. If you’d prefer to listen to the podcast.
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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
Nutshell
NOVEMBER 26, 2018
Quick question for anyone who uses Unbounce in their marketing stack: Which of your campaigns drove the most revenue for your company last month? As marketers, it’s critical that we understand the business impact of our efforts. Dumping leads into the top of the funnel isn’t enough— we need to know which campaigns are ultimately leading to revenue, and which ones should be cut loose.
The Center for Sales Strategy
NOVEMBER 28, 2018
Which of the following will generate the highest return? More customers. Keeping customers longer. More revenue per customer. Any one of these can grow revenue. But one has been shown to consistently bring in a higher return on your investment. Most businesses say they are focused on these in the order of the list: adding more customers, than keeping them longer, and finally getting more revenue per customer.
Hubspot Sales
NOVEMBER 30, 2018
Have you ever swallowed a question or backed off from a certain topic for fear of offending your buyer? This happens on sales floors around the world every day. Reps let their qualification questions slide so as not to flare tempers. But the truth is, salespeople are often more worried about the potential of p **g off prospects than the situation warrants.
SBI Growth
NOVEMBER 27, 2018
A Platform elevates your offerings from merely functionally adequate to a driver of an emotional bond with your customers. To get there, you must set the standard across four key facets of your organization: Product Management Operations Human Resources Customer Success and Customer Experience. You.
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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.
MTD Sales Training
NOVEMBER 25, 2018
One of the keys to increasing sales is getting under the skin of the prospect or your customer, so ascertain the real needs and to get them to understand how they can improve their business using your solutions. Without that depth of knowledge, you sound just like any other vendor, trying to persuade your prospect to buy from you rather than someone else.
The Center for Sales Strategy
NOVEMBER 30, 2018
- MOTIVATION -. "WELL DONE IS BETTER THAN WELL SAID.". -BENJAMIN FRANKLIN. - AROUND THE WEB -. > Strengthen Your Sales Management Techniques for 2019 — LinkedIn. As a sales manager, two of the best words you can hear are “thank you.” While it’s of course great to hear them from a customer who feels you went above-and-beyond, it’s even better to hear them from a sales rep for whom you’ve made a real difference.
Hubspot Sales
NOVEMBER 29, 2018
Raise your hand if you’ve ever daydreamed of starting a business with your best friend. Maybe you had the conversation after three-too many happy hour sangrias or maybe it’s something the two of you have been discussing for years. Jennifer Paschall and Gita Vasseghi, co-owners of No Mo-Stache , managed to turn this longtime dream into their reality.
Outbound Engine
NOVEMBER 26, 2018
If you’re a follower of our blog, you’re familiar with the importance of following up with customers after a sale and continuing to nurture relationships long term. The holiday season is a great time to check in with clients and remind them that you are thankful for their business and their relationship. We’ve put together a few actionable customer gift ideas you can use this holiday season.
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.
Corporate Visions
NOVEMBER 28, 2018
The post 4 Strategies and Tactics for Better Sales and Marketing Alignment by Corporate Visions appeared first on Corporate Visions. According to Forrester Research , only eight percent of B2B companies say they have tight alignment between sales and marketing. That means that 92 percent of organizations have a sales and marketing alignment problem.
The Center for Sales Strategy
NOVEMBER 29, 2018
Editor's Note: This post was originally published on Salesandmarketing.com. If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. Telling people they’re not meeting expectations and inspiring them to turn things around isn’t easy. In fact, most of the time, it’s downright uncomfortable.
Planview
NOVEMBER 30, 2018
In a recent HR Technologist article , Spigit CEO, Scott Raskin, made the case for why companies need to get employees invested in their innovation and improvement processes – and how to do it. At Spigit, our customers have seen a significant difference in how engaged their employees are when they’re able to collaborate and get involved in the company’s strategy through innovation.
Showpad
NOVEMBER 26, 2018
Today it might seem obvious that sales enablement is a critical business function, and for many organizations, the importance of a structured sales enablement team has only very recently gained traction. For those early in their journey toward better sales enablement, here’s a primer on what it means, where you should focus and how you can measure success.
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.
Strikedeck
NOVEMBER 27, 2018
Zahra shares the insights from the lively Customer Success meetup event at ServiceNow in October on whether CS is a band-aid for a malfunctioning product.
Help Scout
NOVEMBER 27, 2018
Remote work certainly has its advantages: broader talent pools, uninterrupted blocks of time for deep-focus work, and the quality of life that can come with the freedom to work wherever you choose. But like every setup, there are pros and cons — and the downsides aren’t what companies who are afraid of remote work or flexible schedules think they are.
Planview
NOVEMBER 26, 2018
Providing our airmen and women and operators of the US Air Force with top-notch technology is crucial to keeping our country safe. Spigit recently partnered with AFWERX, a product of the Air Force launched. with innovation hubs around the US, to solve some of their biggest challenges through crowdsourced innovation. A collaboration between the USAF and non-military contractors, and directly envisioned by Secretary of the Air Force Heather Wilson, AFWERX was created with the objective of overcomi
Engage Selling
NOVEMBER 30, 2018
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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.
ReviewTrackers
NOVEMBER 27, 2018
Why Claim Your Yelp Business Page? Founded in 2004, San Francisco-based Yelp has collected approximately 171 million crowd-sourced reviews of businesses in a wide range of categories, from restaurants and hotels to dentists, boutiques, and mechanics. Studies have shown that 82 percent of Yelp users visit the site when preparing to spend money. Also, 93 percent of Yelp users go on to make purchases at the business they looked up and researched on the site.
Help Scout
NOVEMBER 26, 2018
For customers, live chat is easy, effortless, and often their preferred mode of interaction with businesses. But for customer support managers responsible for scheduling their teams, live chat can be anything but easy and effortless. Coordinating a team for live chat coverage is a lot more difficult than scheduling for email support. Rather than just letting everyone run wild in the email inbox, agents need to be scheduled for coordinated shifts because chat needs to be kept online.
PandaDoc
NOVEMBER 26, 2018
Whether we like it or not, you have to agree: The development of improved AI and forecasting means sales is no longer an “artform” but a “science” The question is how to hire sales reps whose qualities match the trends seen in data and keep them on to continue building relationships with clients at scale. Your sales representatives are the ones working with your prospects to learn more about their needs, build relationships, and deliver results.
Openview
NOVEMBER 30, 2018
There’s no sugar-coating it: creating new sales opportunities from cold email is hard work. Each email you send competes with ~125 other business emails per day vying for the attention of your customer. While creating a strong initial intro email is important, most opportunities are opened from follow-up steps – often requiring 7 to 13 touches before a prospect becomes a sales qualified lead.
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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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