Software Sales Guru

DECEMBER 7, 2020

A Holiday Reminder of the Mutual Agenda I was wrapping gifts for the holidays and received a large box with several gifts from one store for my wife. As I wrapped them, I said, “Boy I really need some gift boxes. These are hard to wrap without gift boxes.” As I reached for the last gift, it was not a gift, but a bunch of. Read more. The post A Holiday Reminder of the Mutual Agenda appeared first on Software Sales Gurus.

Software 130

Software Software Sales 130

Revenue Storm

DECEMBER 8, 2020

2020 has been an interesting year. As Nietzsche stated, “Whatever doesn’t kill you, only makes you stronger.” Close what you can and dust your hands off. The year is almost over! Every new year should generate excitement and new energy. The sales world has changed, and the new reality is going to require new thinking, a new attitude, new skills, new people, and new places.

Brainstorming 148

Brainstorming Decision-making Sales Marketing 148

SBI Growth

DECEMBER 7, 2020

There’s no doubt that the pandemic has permanently impacted daily life in every way. It’s also clear that corporate digital transformation is accelerating in every way. After all, in 2019, many enterprise sales calls absolutely had to be in person.

Digitalization 142

Digitalization Digital Transformation Sales B2B 142

The Chapman Group

DECEMBER 8, 2020

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. These are often the top achievers in the organization. They often need little guidance and development; however additional development, and exposure to new ideas, processes, and skills are usually welcomed.

Account Management 133

Account Management Management Value Proposition Account Planning 133

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.

Hubspot Sales

DECEMBER 9, 2020

You've probably heard of solution selling — it might even be your strategy of choice. It's a sales methodology that became popular in the 1980s, and it's based on a pretty simple premise: A salesperson diagnoses their prospect’s needs, then recommends the right products and or services to accommodate them. The prospect might not know they have a problem or opportunity, let alone what it looks like, how urgent or important it is, and how they should address it.

Cybersecurity 135

Cybersecurity Retail Decision-making Procurement 135

The Center for Sales Strategy

DECEMBER 10, 2020

At The Center for Sales Strategy (CSS), we’re big believers in talent. And nothing confirms our trust in talent more than when we witness a direct connection between the talent level of a given salesperson and the success they achieve. When highly talented, that success happens more quickly and it lasts over the long haul — and when talent is softer, success is modest at best.

Sales 121

Sales Sales Management Management 121

RAIN Group

DECEMBER 9, 2020

Stop. Collaborate. Listen. Sellers of a certain age know that rapper Vanilla Ice was actually onto something when he uttered those words at the start of his song, "Ice Ice Baby." Years later, the concept of collaboration and a seller's ability to work with buyers, instead of speaking at or simply selling to them, to close a deal has become more important than ever.

Meetings 125

Meetings Virtual Selling 125

Sandler Training

DECEMBER 11, 2020

Mike Montague, Global Head of Content at Sandler and host of the How to Succeed podcast, features some sales enablement insights from the 2021 Sales Enablement Report by Sandler, LinkedIn, Hubspot, and Gong. The post How to Succeed at Sales Enablement in 2021 [PODCAST] appeared first on Sandler Training.

Sales 121

Sales 121

The Center for Sales Strategy

DECEMBER 8, 2020

The IMPACT sales leadership system is both a training curriculum and an ongoing guidebook for sales leaders of all organizations and levels of experience. This system ensures sales leaders make the right People decisions, follow the best Processes , and engage in effective Planning to deliver top Performance. In episode 6 of the Improving Sales Performance series , Managing Partner at The Center for Sales Strategy (CSS) John Henley uncovers details about the new IMPACT leadership system and how

Sales Leadership 113

Sales Leadership Leadership Sales Decision-making 113

SBI Growth

DECEMBER 9, 2020

Here are the most popular posts read by our Sales subscribers… How to Lead a Digital-Oriented Sales Strategy. With the immediate impact of the COVID pandemic largely behind us, organizations are slowing shifting back from the mindset of sustainability to growth. Let’s.

Sales 120

Sales Digitalization Organization 120

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

DECEMBER 7, 2020

A sales process is like a figure skating routine. Both are guided by a series of predetermined steps — featuring promising buildup and a dramatic, bombshell conclusion. The steps between prospecting and closing are essentially the same as those between a leadup like a camel spin and a finale like triple axel or backflip (which I found out is banned in competition while looking up figure skating moves to write this introduction because apparently, the figure skating world hates fun).

Sales 118

Sales Decision-making Stakeholders Prioritization 118

Sandler Training

DECEMBER 11, 2020

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Sandler Rule #49 – Leave Your Child in the Car [PODCAST] appeared first on Sandler Training.

Sales 120

Sales 120

The Center for Sales Strategy

DECEMBER 9, 2020

With most of the workforce now working from home, sales managers are figuring out what the new normal is when it comes to their team’s workflow. While there are numerous benefits to an at-home, flexible work schedule (like lower stress and a higher employee retention rate), sales teams still need all the help they can get for constant communication, effective project management, goal setting, and team building.

Sales 98

Sales Communication Sales Management Management 98

Texas Creative

DECEMBER 10, 2020

"> I took a massive leap of faith when deciding to start a brand-new job in 2020. While I enjoyed the virtual interviews in my pajamas, I soon thought about how tough acclimating to a new job would be while working from home, and anxiously exclaimed, “I’ve never done this before!” to which I was reassured, “No one has ever done this before. No one has ever tried to hire, be hired, or onboard during a global pandemic before.

Onboarding 98

Onboarding 98

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

SuperOffice

DECEMBER 8, 2020

Today’s leading companies are turning toward relationship marketing strategies that build lasting relationships with new customers, while strengthening the connections with their existing customers, and in this way encourage loyalty. Many studies proved that having long-term relationships with customers, brings your more profit. According to Fundera , 65% of a company’s business comes from existing customers, and 43% of customers spend more money with brands they’re loyal to.

Marketing 98

Marketing Customer Experience Profitability Media 98

Zendesk

DECEMBER 8, 2020

As the months of remote work add up, it’s becoming increasingly difficult to partake in the virtual coffee dates and happy hours we relied on in the early days of the pandemic. Zoom fatigue is setting in, and it often feels better to simply opt out of the activities that aren’t required. Of course, we all need to make choices about how we spend our energy right now.

Remote Working 98

Remote Working Management Organization 98

The Center for Sales Strategy

DECEMBER 11, 2020

- MOTIVATION -. "People are influenced to change by people they trust.". -Mike Bosworth. - AROUND THE WEB -. > The Art of the Sales Follow-Up: 7 Ways to Keep the Conversation Going – HubSpot. Most of your business’s prospective customers will not buy from you instantly. You cannot simply introduce someone to your products or services once and expect that they will go the rest of the way by themselves.

Sales 94

Sales Meetings Marketing 94

Strikedeck

DECEMBER 8, 2020

Vincent Manlapaz, in an interview with Scott Renna shares his design thinking process by understanding the customer journey and recognizing ways to empower customers to maximize the value of their membership with Cofense.

Onboarding 98

Onboarding Customer Experience Customer Success 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

PartnerTap

DECEMBER 9, 2020

Share Your Target Account Data Generously with Your Strategic Partners – Without Any Constrictions. We all know that feeling of having a dry pipeline – an increasing fear of uncertainty and failure stresses you out, which makes coming up with new ideas even more difficult. But you don’t have to build pipeline all alone. Your strategic partners are the most effective resource when it comes to new lead generation.

Software 98

Software Software Customer Success Sales 98

Engage Selling

DECEMBER 11, 2020

Is it possible to create predictable results in unpredictable times? The short answer, of course, is it depends on your particular industry.

Sales Leadership 106

Sales Leadership Sales Management Leadership Management 106

Kainexus

DECEMBER 10, 2020

Tony Hsieh, CEO of Zappos, famously said, “If you get the culture right, most of the other stuff will just take care of itself.” He might not have been thinking of a continuous improvement culture specifically, but he’s right. Culture is the foundation on which success is built. Strong leaders build the foundation for the culture they want to achieve.

Organization 97

Organization 97

Aepiphanni

DECEMBER 8, 2020

Maureen Metcalf, Forbes Magazine Counsel Member, understands that disruption is the best avenue into opportunity. Projecting leadership trends in 2021, she wrote an article on Forbes.com after reviewing the work she did for clients in 2020 and conducting 50 interviews with executives, thought leaders and academics. Each trend reflects a variety of U.S. circumstances and global events that have.

Leadership 94

Leadership Management 94

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

SBI Growth

DECEMBER 6, 2020

Here are the most popular posts read by our Marketing subscribers… How Leading CMOs Develop a Strong Messaging Architecture. The difference between connecting with a prospect and losing a deal is sometimes all in the wording. A tactical messaging architecture provides a.

Marketing 95

Marketing 95

Hubspot Sales

DECEMBER 7, 2020

Believe it or not, your company's sales efforts don't have to be confined exclusively to your sales organization. In many cases, there's a base of potential collaborators who might be interested in folding your product or service into their sales operations as well. The process of coordinating and carrying out that kind of cooperation is known as partner enablement — a way to tap and train businesses beyond yours to sell your product or service on their own.

Sales 92

Sales Onboarding Construction Organization 92

Sandler Training

DECEMBER 11, 2020

A Q&A with HubSpot and Suzie Andrews, Sandler Training. The post How Should Sales Leaders Approach 2021 appeared first on Sandler Training.

Sales 99

Sales Sales Leadership Leadership Management 99

The Center for Sales Strategy

DECEMBER 7, 2020

To start something at the beginning and complete it (in order) to the very end is seen as a virtue. Linear thinking is logical, and experts say that most of us in the western world rely on it 90% of the time. But don’t let that limit you into believing there's always just one path to the best result. What result do you want from sales training ? To say the team completed all the courses or learn to sell smarter or faster?

Sales Training 73

Sales Training Sales 73

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

Engage Selling

DECEMBER 11, 2020

The biggest challenge sales leaders are reporting to me right now is how to get their salespeople in front of buyers.

Sales 93

Sales Sales Leadership Leadership Marketing 93

Miller Heiman Group

DECEMBER 8, 2020

Recently, the Technology & Services Industry Association (TSIA) honored several technology companies that earned certification in Support Staff Excellence (SSE) for 2020 at its TSIA Interact Virtual Technology & Services event. SSE is a staff development program, offered by TSIA and delivered by Korn Ferry, that enables organizations to deliver a superior customer service experience by developing their most critical service delivery resource: their people.

Customer Experience 64

Customer Experience Customer Success Organization Management 64

Sandler Training

DECEMBER 11, 2020

Here is our 120-second overview of three critical areas where we are seeing the most productive sales leaders set their teams up for success in 2021. The post Two-Minute Read: Leading An Organization For Optimal Revenue Results in 2021 appeared first on Sandler Training.

Organization 70

Organization Sales Leadership Management 70

Sales Readiness Group

DECEMBER 11, 2020

Stop me if this sounds familiar: Your salesperson tells you that the first meeting with the major account was a success. The prospect loves the product! Fast forward a few more meetings with the buyer, and now the deal is bogging down. After another month or two, the deal finally dies.

Meetings 62

Meetings Sales 62

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