Sat.Jun 11, 2022 - Fri.Jun 17, 2022

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The customer may be right, but you need a PoV!

Upland

I can’t tell you the number of times I’ve seen Professional Services (PS) projects get waylaid by cost overruns, schedule slips, or clinging clients who don’t wish an engagement to end. While there are multiple reasons these common difficulties occur such as poorly scoped deliverables or bad communication on the part of the project team, one of the lesser considered solutions has to do with having a point-of-view (POV).

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6 Ways to Improve Pipeline Efficiency

The Center for Sales Strategy

Having a robust sales pipeline may help the sales team, sales managers, and the C-suite sleep better at night. But if there’s little or slow movement of those deals through the pipeline, everyone will spend more time counting sheep than counting money. After all, opportunities in the pipeline don’t pay the bills. Only closed/won deals produce revenue.

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The Wild West, Cher and Covid – Reflections from a Referrer Management workshop (June 2022)

Red Star Kim

The MBL workshop on Referrer and Intermediary Management earlier this week combined those in front-line fee-earning roles (e.g. employment and family solicitors) with those from marketing and business development in legal, tax, wealth management and property firms. Alongside generating new business directly from clients and developing existing client relationships, referrer management was seen as vital to generate revenue and profit – particularly for those reliant on commercial transactions in

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How to Resize and Retool Your Sales Force

Mike Kunkle

This is a post I never wanted to write. I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. At the time I published it initially, I had hoped the worst of the pandemic-fueled layoffs were behind us. Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams.

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2024, The Year of the Customer

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.

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6 Ways to Handle Price Increases Like a Sales Pro

Engage Selling

Discover six ways to handle price increases like a sales pro! Price increases are a big part of life now, but most sellers can’t be like the local gas station … Read More. The post 6 Ways to Handle Price Increases Like a Sales Pro first appeared on Colleen Francis - The Sales Leader.

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Are You Productive Or Just Busy?

The Center for Sales Strategy

Productivity refers to moving the sales cycle forward, improving application numbers, and increasing booked volume. Productivity measures how well you're able to meet the goals and objectives of your company, regardless of whether these are short-term or long-term goals. On a day-to-day basis, if you write out a to-do list at the start of the day and are able to cross off most or all of the items by the end of the day, then you can consider it productive.

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How to Sell Without Selling Out with Andy Paul

Sales Gravy

On this episode of the Sales Gravy Podcast Jeb Blount, Jr sits down with author Andy Paul to discuss what it means to Sell Without Selling Out. Together they discuss why it is so important to make selling more human. You'll learn that persuasion is not a sales skill. Instead it is a blunt instrument of last resort that sellers use when they don’t know how to influence the choices buyers make.

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What is high-touch customer service? (+ how to deliver it)

Zendesk

A customer might love your product or service, but the real test comes when they reach out to your support team. If they’re met with frustrating options—like an automated phone menu that doesn’t let them speak to a human—it’s game over. According to the Zendesk Customer Experience Trends Report 2022 , 61 percent of consumers will walk away from a company after just one bad customer service experience.

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4 Winning Approaches for Writing a Cold Email

The Center for Sales Strategy

You found someone's email address online. Someone you've been looking to get in touch with for a long time. Now, it's up to you to write an email that'll get opened. A cold email can be effective depending on your target audience's communication preferences. Follow these four approaches and you'll increase your chances for success — and your open rate.

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What Is Competitive Advantage? Its Nature & How to Find Yours

Hubspot Sales

An offering can't dominate a market as another "face in the crowd." The most successful products and services have some kind of edge — a defining, compelling x-factor that captures and capitalizes on potential customers' attention. That "edge" is most commonly known as a competitive advantage — and if you want your business to survive and thrive, you need to identify and lean into yours.

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How to Stay Competitive in the Evolving State of Martech

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

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Best Practices For Remote Sales – UPDATED 2022 – A Complete Guide

SalesPop

Even though businesses moving to remote sales have been increasing in the past few years, others have been reaping the benefits of remote sales for years. They have long adopted and understood the power of remote sales, which has helped them establish a strong market compared to their competitors. Remote selling has allowed businesses to overcome time constraints and geographical locations in a bid to engage with a larger number of customers over a shorter period.

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How Planview ERGs are Encouraging Employees to Honor Juneteenth

Planview

June is an exciting and busy month of the year. It is the beginning of summer vacation, PRIDE month, and a monumental holiday. An important holiday that more than a quarter of Americans know nothing about: Juneteenth. The Planview BIPOC (Black, Indigenous and People of Color) and the Force for Good ERGs came together to inspire our employees to commemorate the day and support local black communities.

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Weekly Roundup: Remote Management, Beating Gatekeepers + More

The Center for Sales Strategy

- MOTIVATION -. "A good leader takes a little more than his share of the blame, a little less than his share of the credit.". - AROUND THE WEB -. > 15 Remote Management Best Practices For 2022 – Yesware. Although we’re finally moving out of the pandemic, remote work is here to stay. Global Analytics reports that 25 – 30% of employees will continue to work from home even after the last reminders of the Coronavirus pandemic are long behind us.

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Every Minute Counts

Revenue Storm

In an information, data saturated world, buyers are truly able to engage with sellers less and less. In a report published in Q1 this year from Gartner, in a complex B2B purchasing decision, the stakeholders spend only 17% of their time with suppliers. If you are in a competitive situation with, say 5 potential suppliers, this means that your buyers are only engaging with you about 3.4% of the time.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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Made to Stand Out: 5 Unique Ways Entrepreneurs Differ from Employees in Their Approach to Life and Work

Aepiphanni

What makes an entrepreneur different than his or her employee counterparts? An entrepreneur approaches his or her life and work with a unique mindset.

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LinkedIn Voice Messages: How & Why to Send Them

Hubspot Sales

Sometimes, a standard LinkedIn message lacks a personal edge. Prospects might have a waterfall of mundane messages filling up their inboxes — ones that make them feel like another name on a list. So if you want to add a little oomph to your outreach, you might want to consider sending a LinkedIn voice message instead. Here, we'll go over the steps you need to follow to send a voice message on LinkedIn, go over the bases your message should cover, and see a sample LinkedIn voice message that inco

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Improving Digital Sales Performance: Pre-Call Prep

The Center for Sales Strategy

It's always surprising to me how few sellers conduct an audit of a prospect's website and social media presence prior to meeting with a prospect. This simple step doesn’t need to take a lot of time, but it will go a long way to help prepare you to ask better, more knowledgeable questions about the prospect, their business, and what might be important to them.

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Partner With Your CMO on the Path to Revenue Growth

Force Management

While the delineation between marketing and sales can vary from one organization to the next, establishing a close working relationship between both areas remains critical. The most successful companies are the ones with leaders who can mitigate any silos and ensure the entire customer-facing organization is aligned with what’s most important to their buyer.

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How to Leverage Intent Data for Better Outcomes

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.

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How to pitch digital marketing services to businesses

Crank Wheel

Getting leads for your service-based business isn’t a cakewalk. You need to spend hours understanding your target audience, identifying the channels they’ll be active on, creating content and combining different methods of lead generation to even start filling your pipeline.

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Creating Sales Goals as a Sales Manager [Expert Tips & 11 Examples]

Hubspot Sales

The role of a sales team is to sell. The sales manager is responsible for creating, advancing, and managing the people, processes, and systems for their team to be successful. While this job routinely requires setting goals for the team, sales managers must set goals for themselves as well. These goals focus on personal development improvements and bettering the sales team through leadership.

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Born to Be a Boss: 8 Elements that Prove Successful Entrepreneurs are Both Born and Made

Aepiphanni

How can an entrepreneur be both born and made? At first glance, it seems like a contradiction. Many people are born with a propensity towards entrepreneurial leadership.

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5 Steps to Crush Your Numbers as a Sales Leader

Sales Readiness Group

Are you a sales leader looking to improve your sales team’s performance? Most sales leaders would say yes – they are on a never-ending quest to improve the sales process, sharpen their team’s selling skills, and close more business.

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Negotiate Larger Deals More Quickly

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.

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2022 Ecommerce Platform Guide: Shopify vs BigCommerce

Groove HQ

When you compare BigCommerce vs Shopify directly, you’ll find that there is a clear choice for you. We'll help you determine the best fit. The post 2022 Ecommerce Platform Guide: Shopify vs BigCommerce appeared first on Groove Blog.

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36 Virtual vs. Face-to-Face Communication [Stats to Know in 2022]

Hubspot Sales

Zoom, Skype, Google Hangouts, and other means of virtual communication were present before the coronavirus pandemic, but they were all underutilized. However, the pandemic forced us to embrace these tools and find new ways of communicating and collaborating through them. As some companies are considering a return to the office in 2022, many are struggling with whether to stick to virtual meetings or resume face-to-face communication.

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Fly’s Friday Five: Making the Best Out of the Bad News

Brooks Group

Today, I’ll be talking about current events. I’m wondering if you’ve heard the news because if you have, you’ve heard an awful lot about inflation, price increases, supply chain disruption, the baby formula shortage, and there’s geopolitical unrest. Clearly the war in Ukraine continues to go on. . In fact, in a recent McKinsey article , this time last year, 83% of global executives had a positive outlook on the economy.

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Why Visual Mapping of Accounts is Essential to Your Sales- and Account Professionals

Arpedio

Why Visual Mapping of Accounts is Essential to Your Sales- and Account Professionals. Download white paper. Why Visual Mapping of Accounts is Essential to Your Sales- and Account Professionals. Download white paper. ? Back to blog. A white paper on the endless possibilities of interactive org charts. In the past few years, the use and presentation of organizational charts have undergone a complete transformation.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.

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New research to help companies choose a CRM

Insightly

What CRM will you use? It’s a pivotal decision that you want to get right for your organization. Most people approach this decision with a mix of resources: asking colleagues, drawing on past experience, visiting review sites, requesting vendor demos, etc. . These steps are ideal to help you to focus on the problems you are looking to solve and the goals you have.

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What is ASC 606? A Guide to Its Ins & Outs

Hubspot Sales

Ah, here you are — searching for articles on the riveting topic of revenue recognition and the latest accounting standard, otherwise known as ASC 606. You’re here because you know that when you run a business, there is typically one goal. Some call it earnings, profit, or income, but at its core, it’s revenue. You’re probably also aware that how your company accounts for revenue depends on different factors.

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Switch On! | Storytelling To Engage Your Clients

SalesGlobe

Watch the full event here. Storytelling can help turn data insights from your practice into action. Without effective communication, insights can go unnoticed or unremembered by your clients and potential clients. Storytelling plays a powerful role in uniting people and brands also in the professional industry. Audiences are more likely to engage with messages that resonate with them or trigger an emotional response.

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Let’s get physical: A CX Moment with Spartan Race

Zendesk

With the world finally emerging from the restrictions put in place by a global pandemic, people are eager to get outside and get physical. And after a challenging couple of years, the team at Spartan Race—the world’s largest obstacle course and endurance brand—is eager to get its loyal fans back outdoors and competing in races. Founded in 2010 by former Wall Street trader Joe De Sena, Spartan Race is one of the globe’s fastest-growing sports, with more than 1.2 million athletes competing in hund

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Contact vs. Company Intent Signal Data

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.