Jermaine Edwards

APRIL 3, 2020

Defining Crisis. When we think about crisis we can often immediately cast our minds to natural disasters, global emergencies and PR scandals. In reality, crises can take many forms and most are hidden from public view but they will have wide-ranging consequences. How can we identify and know what is classified as a crisis in our business? Crisis can be defined in five characteristics or qualities: Is triggered by significant internal and/or external factors.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

SBI Growth

MARCH 31, 2020

Going into 2020, Market Leaders were already counting on the majority of their revenue coming from their existing customer base. Most companies build their 2020 Revenue plans on an assumption of GDP growth, and this assumption has shifted. As my.

Customer Success 160

Customer Success Marketing B2B Communication 160

Groove HQ

MARCH 31, 2020

How we executed a super simple customer retention strategy to retain 10% more customers. The post This Easy Customer Retention Strategy Increased Our Annual Subscribers by 10% appeared first on Groove Blog.

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130

Drift

MARCH 31, 2020

On March 10, Drift made the decision to move all of its employees – across offices in Boston, Seattle, San Francisco and Tampa – to remote work. This was a big change for our nearly 400-person company, but one we knew was for the best. And a decision we know not everyone can make. We are so fortunate to have the ability to work remotely, but that doesn’t mean the transition has been easy.

Remote Working 118

Remote Working Decision-making Sales B2B 118

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

MARCH 30, 2020

Even though using social media to sell has been widely adopted in many industries, the 2019 Media Sales Report revealed that social selling is currently more hype than reality. Only 12% of sales managers surveyed saying their salespeople are using social media effectively to set appointments with prospects. Research indicates that sales leaders still aren't convinced of social selling's value.

B2B 106

B2B Media Sales Sales Management 106

SBI Growth

MARCH 30, 2020

Your field sellers are certainly not strangers to phone or web meetings, but until we’re clear of CoVid-10, that’s ALL they can do to continue selling. Does that mean your entire sales organization just shifted to an inside sales model?

Virtual Selling 132

Virtual Selling Organization Meetings Sales 132

Hubspot Sales

APRIL 3, 2020

It’s no secret that salespeople often fail as sales managers. Nonetheless, many of the best reps within an organization often end up in management positions. Whether you’re actively seeking a role as a manager or have already gotten a promotion, you should understand the most difficult aspects of the transition. Once you know the obstacles in your path, you can navigate around them.

Sales Management 111

Sales Management Management Sales Meetings 111

The Center for Sales Strategy

MARCH 31, 2020

Panic, paralysis, and pessimism —these “three P’s” are your enemy during any time of disruption and economic downturn. Your best strategy in business (and, in life) is to minimize each of them during this COVID-19 fueled business disruption. Parts of what we’re seeing have occurred in the past—severe shock to the financial system such as the Great Recession of 2008/2009 where banking system nearly collapsed, a shutdown of events and travel post 9/11, and a 50% drop in stock indexes in 1987—all c

Banking 106

Banking Sales Management Sales Management 106

SBI Growth

MARCH 29, 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.

Digital Transformation 128

Digital Transformation Management Digitalization Sales 128

MTD Sales Training

MARCH 31, 2020

Selling is tough at the moment isn’t it? We’ve had over 82 sales training programmes postponed! Some have moved over to virtual channels like webinars and online training but a lot are just waiting it out. You might be in the same situation. If you are, I hope this tip might help you. It’s easy to panic in times like this so I wanted to send you some tips on what you should be doing now.

Sales Training 98

Sales Training Sales Communication Meetings 98

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

Engage Selling

APRIL 3, 2020

I have been coaching salespeople on negotiation strategies for over 20 years. And I’ve found sellers consistently make one mistake: they jump too quickly to lower their price even if they’re getting something in return.

Negotiation 94

Negotiation Sales Communication 94

Hubspot Sales

MARCH 31, 2020

For the last fifty years, every company would live or die by the strength of their sales funnel. Closely scrutinized by everyone internal to the company — from individual sales reps all the way to the CEO — the sales funnel has been a staple of sales culture for decades. What Is A Sales Funnel? A sales funnel is a metaphor for a traditional sales process from beginning to end.

Sales 99

Sales Manufacturing Decision-making Sales Leadership 99

SBI Growth

APRIL 2, 2020

There is no doubt that life is going to look a little bit different coming out of the COVID-19 pandemic. We have seen medical professionals turn to telemedicine, elementary school students begin eLearning, and even fine dining restaurants start.

Marketing 117

Marketing Advertising Organization B2B 117

RAIN Group

APRIL 1, 2020

As the global economy teeters on the edge of uncertainty, companies are already canceling engagements, dropping vendors, and tightening their purse strings. They’re looking for any way to make their dollar stretch, and there’s no better time to do that than in contract negotiations. For industries still in buying mode, negotiations pose a unique opportunity to take advantage of desperate sellers struggling to meet their numbers.

Negotiation 90

Negotiation Sales Meetings 90

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

The Center for Sales Strategy

APRIL 1, 2020

In addition to generating revenue and keeping their sales pipeline strong , sales managers are also tasked with running effective remote sales meetings. In our current work-from-home world, managers need to stay connected with sellers to conduct the following types of meetings: Sales meetings. Training sessions. One-on-one meetings (revenue development focused meetings).

Meetings 81

Meetings Sales Management Management Sales 81

Hubspot Sales

APRIL 1, 2020

What do jellyfish , a Dyson AM09 Fan Heater , and Peyton Manning's 2004 regular season have in common? They're all outrageously efficient. Jellyfish are the most efficient swimmers in the ocean. The Dyson AM09 Fan Heater was one of the results that came up when I searched "most efficient space heater" on Google. And Peyton Manning broke the NFL record for Adjusted Net Yards per Pass Attempt in 2004 before losing to Tom Brady in the playoffs.

Sales 90

Sales Construction Marketing Communication 90

SBI Growth

APRIL 3, 2020

With Q1 coming to an end, there is no doubt COVID-19 has changed how CEOs are viewing 2020. For many, forecasts have been drastically reduced, Reduction in Forces have been executed, and there is a feeling of uncertainty as to.

B2B 96

B2B Customer Success Marketing Sales 96

Engage Selling

APRIL 2, 2020

Despite everything going on right now with COVID-19, it is possible to find the good in today’s climate. I’ve spoken extensively about the coronavirus outbreak recently.

Communication 80

Communication Sales Leadership Leadership Sales 80

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

The Center for Sales Strategy

APRIL 3, 2020

- MOTIVATION -. "Act as if what you do makes a difference. It does.". -William James. - AROUND THE WEB -. > It's Hard to Be in Sales Right Now. These Free Courses Can Help– LinkedIn. Sales, even in a great economy, can be a tough job. And, now with so much change and uncertainty, the role is even more challenging. As a result, salespeople across the world are asking themselves questions like: Can I prospect right now?

Marketing 76

Marketing Sales 76

Hubspot Sales

MARCH 30, 2020

When I was in middle school, I used to write songs with my best friend. We were sure we'd be famous one day, so we decided to keep track of who wrote what parts, so we could properly designate the percentage of revenue. Let's say I wrote 60% of the song, then I'd take 60% of the revenue. Yes, we actually did this. And although we didn't know it then, we were practicing attribution.

Marketing 89

Marketing Decision-making Sales Software 89

SBI Growth

MARCH 28, 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.

Digital Transformation 87

Digital Transformation Marketing Digitalization B2B 87

Nutshell

MARCH 30, 2020

Nutshell’s BOUNDLESS 2020 virtual event was packed with valuable insights from top professionals in the fields of sales, marketing, customer support, and customer success. One of those professionals was Sujan Patel , a well-known marketing guru and entrepreneur who has helped major corporations like LinkedIn, Expedia, and Salesforce better connect with their customers.

Marketing 71

Marketing Advertising e-Learning Acquisition 71

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

Kainexus

MARCH 30, 2020

My colleague Jeff Roussel kicked off (or I should say teed up) this series by writing about opportunities for improvement (OIs) when out playing golf. I loved it (when I read the draft), and I'm not a golfer -- but I do like bad puns. But, more of us are still going to the grocery store, so we thought it was important to publish this post first. Stay tunes for the golfing one!

Publishing 74

Publishing 74

Miller Heiman Group

APRIL 2, 2020

In our “ Customer Experience Best Practices Study ,” researchers from Miller Heiman Group explore the business case for investing in a customer experience strategy to drive revenue performance. In today’s competitive market, growth strategies based on low pricing or product innovations are not enough to create a lasting advantage. What does? Customer loyalty.

Customer Experience 67

Customer Experience Facilitation Organization Stakeholders 67

SBI Growth

APRIL 1, 2020

You are staring into the abyss. Fear, uncertainty, and doubt about your marketing strategy occupy your mind. And while you need to remain agile as the crisis unfolds to determine how to best pivot, there is a very important measure.

Customer Success 89

Customer Success Marketing B2B Management 89

Showpad

MARCH 31, 2020

The trend toward sales enablement has skyrocketed in the last few years as companies recognize how important it is to accelerating sales cycles and creating engaging buyer experiences. Showpad’s sales enablement platform helps companies overcome challenges and align their sales and marketing teams to work more efficiently and effectively. But what kind of bottom-line impact does it provide?

Onboarding 72

Onboarding Marketing Sales Sales Training 72

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

Texas Creative

APRIL 2, 2020

"> In the world of advertising, account transitions happen from time to time. Whether you're getting a new account or transitioning off of one, this change can cause uncertainty for both you and the client. As the account manager, your goal is to make this process as seamless as possible. The last thing you want to do as the incoming account manager is to make the client feel like they are in unstable hands.

Account Management 71

Account Management Management Advertising 71

Hubspot Sales

MARCH 31, 2020

Certain things are supposed to last forever — memories, diamonds, honey's shelf-life , The Spice Girls' friendship. Frankly, that list is pretty short, and I assume most people saw it and thought, "Wait a minute. I don't see love or sales strategies on that list. There's no way this is accurate!". I understand that it's presumptuous and probably off-base to guess that's what you were thinking.

Retail 68

Retail Digital Transformation eCommerce Manufacturing 68

SBI Growth

MARCH 31, 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.

Digital Transformation 70

Digital Transformation Marketing Digitalization B2B 70

Kainexus

APRIL 3, 2020

The more conversations I have with people, the more it is apparent that everyone doesn’t yet understand that they need to wear a mask when they go into a public place (grocery, gas station, etc). Here is a great short explanation and here is a great long explanation. In order for everyone to be on the same page about universal-public-mask wearing, we need to change the meaning, the intention, the belief, and ultimately the relationship we have with wearing masks.

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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