Jermaine Edwards
MARCH 26, 2020
It’s a VUCA World. Have you ever been really vulnerable? In a place that you’ve never been before? Answers seem distant and hard to reach. Those around you are silent, or at best have ideas, but nothing is really sticking. That was what I experienced at the beginning of March 2020. The phone began to ring from my customers around the world, business partners and team members.
SBI Growth
MARCH 26, 2020
Market-leading CEOs work closely with their leadership teams to maintain strong and transparent communication with not only their customers but also their employees. Every employee is an ambassador of the brand, and without clear guidance and communication internally, external messages.
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Sales Readiness Group
MARCH 23, 2020
In the span of a few weeks, the work world has shifted en masse from regular offices to working at home as a result of the COVID-19 pandemic. For sales organizations, this means moving everything to virtual, including training.
Engage Selling
MARCH 27, 2020
Today’s global pandemic is an extraordinary public health crisis. As we get past the immediate challenge of doing what’s necessary and wise to stay well and safe, the next big question is: “What must I do to keep going professionally?
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.
Think! Inc.
MARCH 23, 2020
The current health and business environment is very likely to increase virtual negotiation. Are you ready? We'd like to share some pointers on how to proceed in the new world. To start, a study of email, telephone and face-to-face negotiation (published in Harvard Business Review) notes the following: No surprise but the best outcomes for both sides were reached face-to-face.
SBI Growth
MARCH 25, 2020
The full impact of CoVid-19 is not yet known, but in some markets and regions, it may already be clear that customers are deferring or even canceling planned purchases. Perhaps yours is one of them. If so, is it realistic.
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
MARCH 26, 2020
Your best customers are your competitors’ best prospects. At The Center for Sales Strategy, we have long said that it’s much easier to fill the bucket if it’s not leaking from the bottom. Many companies have an incredibly large need to go out and get new business every month—mainly because they're losing 33% or more of their current business. It's true, and while new business is certainly one of the solutions for curing the problem of not retaining existing business, it’s really only a bandage.
Groove HQ
MARCH 24, 2020
How we handled an overflowing inbox while keeping our focus on sustainable growth. The post Small Business Customer Service: With 5x More Tickets Than Usual We Had to Act Fast appeared first on Groove Blog.
SBI Growth
MARCH 23, 2020
Recent world events have only accelerated a trend that we have seen over the last two decades – the collapse of face to face selling. Think about it, even without a global pandemic keeping us all inside, we live in.
Drift
MARCH 24, 2020
Over the past few weeks, a number of customers have reached out to learn more about how we run our webinars and virtual events at Drift, particularly around the registration process. And as more of us shift efforts and spend to digital in this new climate, I wanted to share some tips on the sales side. Particularly, how you can turn every webinar registration into a sales conversation.
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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
The Center for Sales Strategy
MARCH 27, 2020
- MOTIVATION -. "Establishing trust is better than any sales technique.". -Mike Puglia. - AROUND THE WEB -. > Best Virtual Sales Conference and Events in 2020– Sales Hacker. In a good year, most of the best sales conferences are physical events where you can attend sessions, rub elbows with thought leaders, and make new connections. But this year….
Hubspot Sales
MARCH 24, 2020
Nearly every salesperson has been there at some point — feeling like life has to revolve around meeting quota. Now there’s no denying reaching your sales goals is important, it is your job after all. But real life also happens. Sometimes you need to take time off. On one hand, taking time off can be a good thing, and can be planned for accordingly, such as a vacation or parental leave.
SBI Growth
MARCH 27, 2020
It costs seven times more to attract new customers than it does to retain existing ones. Research also shows that a 5% increase in customer retention can generate up to 125% in profits. Given the current economic conditions, customer retention is.
Sandler Training
MARCH 23, 2020
Mike Montague interviews, Sandler author and director of Leadership for Organizational Excellence, Dave Hiatt, about How to Succeed at Leading During Rapid Change Get Dave's book on communicating with skill or The Road to Excellence at Amazon or the Sandler Shop. The post How to Succeed at Leading During Rapid Change appeared first on Sandler Training.
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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.
The Center for Sales Strategy
MARCH 23, 2020
My years of working in a blended role—as part seller and as part consultant—keeps me grounded and attached to the needs of sellers as well as customers and new business prospects. Here’s some advice that I’m using in my sales role and passing along as a consultant: during this time of turmoil one of the most important things you can do is listen and demonstrate empathy.
Miller Heiman Group
MARCH 25, 2020
Without travel and face-to-face meetings, how can sales organizations maintain—and grow—their sales revenue? To protect both customer relationships and economic health, sellers need to look at social distancing not as an obstacle but as an opportunity to do things differently and build more successful partnerships with buyers. Sales organizations must take a critical first step in crisis management and help sellers figure out how to shrink the gap between themselves and buyers.
SBI Growth
MARCH 21, 2020
Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.
Nutshell
MARCH 27, 2020
An elevator pitch is a quick, 30-second statement that’s designed to educate and spark interest in a specific organization. This is how elevator pitches work: Imagine you’re dining at your favorite restaurant when a hand taps you on the shoulder. You turn to see a former colleague standing behind you, on their way to their own table. After you exchange pleasantries they ask, “So, what does your new company do?
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 Management Matters
MARCH 24, 2020
Our audience of sales managers and sales effectiveness leaders will have its work cut out for it over the next several months. They will be forced to recast performance expectations, chart as clear a future course as possible with imperfect data, and adapt their organizations to unaccustomed modes of selling, learning, and collaborating. They will lunge at tech suddenly indispensable in a social distancing selling environment.
The Center for Sales Strategy
MARCH 25, 2020
What do American crime dramas, musical fantasies, and a Canadian sitcom have in common? They can all help you practice social distancing and make you a better person. It’s true! Research provided by Psychology of Aesthetics, Creativity and the Arts found that watching high-quality TV dramas can actually increase our emotional intelligence and make us more empathetic people.
SBI Growth
MARCH 22, 2020
Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.
Sandler Training
MARCH 27, 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 #12 – Answer every question with a question appeared first on Sandler Training.
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.
Cranfield Executive Development
MARCH 24, 2020
Wherever in the world you live and work, we are all in a scary place right now. More than ever, people are looking to their line managers, leaders and colleagues for guidance on how to cope with change and uncertainty.
The Center for Sales Strategy
MARCH 24, 2020
Numerous research studies provide evidence that employees are more productive when working remotely. Sales teams are target-driven, so they’re going to find the motivation they need to be productive! However, managing a remote team isn’t easy. Here's advice from our experts, some who have managed remote teams since 1983!
SBI Growth
MARCH 26, 2020
March 26, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consulting firm specializing in accelerating revenue growth, announces veteran B2B executive leader Colleen Honan as a member of SBI’s Board of Directors. Colleen supported the B2B sales community for.
Kainexus
MARCH 22, 2020
Sabbath and Coronavirus - those are probably two words you would not put together. Recently, I have researched (and not on the obvious), the Sabbath. Everywhere I looked and everything I saw said, "to slow down," "you are exhausted," "you aren't enjoying your life." The word Sabbath started appearing everywhere. People on Instagram, Podcasts, reading, everywhere.
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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.
Cranfield Executive Development
MARCH 27, 2020
I like watching how my kids with a few toys in their hands, and their imagination at play, can create elaborate battles with sophisticated plots. Sometimes I get invited into their imaginative arena to join their forces to fight the enemies. Today we are all invited to fight an enemy we can’t see, but we have given it a name: COVID-19 (or more accurately SARS-CoV-2).
Showpad
MARCH 25, 2020
Q&A with Russell Wurth, Showpad’s Vice President of Sales Enablement. In the best of times, organizations want to understand ROI before investing in a new technology solution. In the wake of COVID-19, purchases are under even more scrutiny, as budgets are often tightened in times of uncertainty. In order to secure funds, teams must be able to prove that a technology solution can have a large, quantifiable impact on the bottom line.
SBI Growth
MARCH 23, 2020
Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.
Kainexus
MARCH 26, 2020
Many conversations about our fight against the Coronavirus imply that combating the virus is unnecessarily destroying the economy. Or, said another way, to preserve the economy, we need to relax our fight against the virus.
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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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