Holden Advisors

NOVEMBER 3, 2021

Not every company has a pricing department. Here we explain why they are incredibly important players in the price, cost, revenue equation. Recently, I was on a call with a prospective client who asked the following question: “What are the primary responsibilities of a pricing division? Is it setting the price or is it controlling discounts?”. Because pricing departments play an important role and many companies are without one—or only have a discount division—I thought it would be a good idea t

Procurement 369

Procurement Finance Construction Government 369

Engage Selling

NOVEMBER 5, 2021

I recently worked with a client on a new program and got the opportunity to interview a few of their sales managers. I wanted to identify what differentiated top performing managers from poor performing managers. There was one aspect, in … Read More » The post Don’t Make This Mistake with Your Sales Data | Sales Strategies first appeared on The Sales Leader.

Sales 143

Sales Sales Management Management Sales Leadership 143

Customer Think

OCTOBER 31, 2021

Artificial Intelligence (AI) – the capability of a machine or piece of software to display human-like intelligence – permeates our daily lives, often in ways we do not notice. It touches us in myriad ways. Advanced technology operates behind the scenes, powering and optimizing smartphone apps, transportation, healthcare, retail, and more. In the words of […].

Artificial Intelligence 145

Artificial Intelligence Transportation Healthcare Retail 145

The SAMA Podcast

NOVEMBER 1, 2021

To learn more about Birkman and The Birkman Method: www.birkman.com To order the new book, "Creatures of Contact": [link] To purchase a questionnaire/report: [link] SAMA CEO Denise Freier sits down with Sharon Birkman, CEO of Birkman International, the behavioral and occupational assessment company. They discuss how Birkman's methodology for measuring personality can help SAMs achieve higher performance by giving them a better understanding of interpersonal dynamics affecting their inter

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104

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 2, 2021

Your answer to the classic ' sell me this pen ' exercise shows whether you're trapped in a fixed mindset or excelling in a growth mindset. Everyone knows that you perform better after a year in sales than a day in sales. But, what about after five years? Do your skills keep leveling up, or do you slip into repetitive routines? Adopting the growth mindset in sales is the way to make sure every contact your team has is memorable, the orders start pouring in, and the customers keep coming back for

Sales 103

Sales 103

QYMATIX

NOVEMBER 2, 2021

Revenue stagnation is a nightmare most managers are scared to dream. If a market is growing in line with the economy and income stagnates, then market share is approximately contracting, and a company is becoming irrelevant. No manager wants that. However, sales leaders are currently under tremendous pressure to grow profitably. Sales acceleration and profitability are difficult to mix.

B2B 103

B2B Sales Profitability Sales Analytics 103

Hubspot Sales

NOVEMBER 3, 2021

No two regional markets are the same. Your target base in one area might have fundamentally different interests, needs, and degrees of buying power than your ideal prospects in another location. Tapping into multiple regional markets means diversifying your revenue stream and potentially bringing on a wider range of customers. But as I touched on, regional markets are unique, and some are further or less accessible than others.

Manufacturing 103

Manufacturing Transportation Construction Marketing 103

The Center for Sales Strategy

NOVEMBER 1, 2021

Sales meetings have always been stressful. But with the recent shift to digital, many sales professionals have had to adapt to a whole new way of closing deals. Naturally, as with anything new, mistakes are still being made. And since sales meeting blunders can cost you business, we've created a list of the five most common ones so you can avoid them in the future.

Meetings 103

Meetings Sales Digitalization 103

Kainexus

NOVEMBER 4, 2021

Transforming corporate culture is not a small undertaking. There are usually both tangible and intangible costs. When done effectively, the long-term advantages far outweigh the costs of living with a culture that isn't thriving, but how do you measure the impact of such a change? After all, much of what constitutes corporate culture is intangible. For that reason, the goal isn't really to measure the culture but rather to measure the outcomes that are impacted by the culture.

Organization 99

Organization 99

Customer Think

NOVEMBER 5, 2021

Among the many challenges customer experience (CX) professionals face, often the most difficult is how to engage cross-functional and multi-level support. Beyond support for specific projects, there is a crucial need for ongoing sponsorship of the CX program, even as new areas of focus develop for the organization. Throughout my career I’ve had the good […].

Customer Experience 138

Customer Experience Organization Leadership 138

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

ProlifIQ

NOVEMBER 3, 2021

Fail to plan, plan to fail. That saying doesn’t just apply to trekking through the wilderness or leading a military campaign; it applies to sales – specifically, what steps in opportunity planning that you’re taking. If you’re not familiar, opportunity planning is what top sales reps do to strategize how they’ll find, qualify, pursue, and close a deal within a target account.

Profitability 98

Profitability Account Planning Sales Key Account Management 98

The Center for Sales Strategy

NOVEMBER 3, 2021

Guests Jaleigh Long, VP/GM Atlanta and Athens Radio, Cox Media Group and Katie Reid, VP/GM Jacksonville, Cox Media Group, join the livecast to help wrap up season 5 of the Improving Sales Performance Series #WomeninSales. As female thought leaders, experts, and industry gurus, both Jaleigh and Katie share their insight, tips, and knowledge on various topics that help companies improve sales performance.

Media 98

Media Sales 98

Quip

NOVEMBER 3, 2021

It’s time! We are happy to announce the 6th annual recipients of the 2021 Quip Diversity Scholarship! After announcing the scholarship back in August , we received close to 100 applications. We were blown away by the applicants’ thoughtfulness, experiences, achievements, and creativity. There were many well-deserving candidates, which made the selection process especially difficult for us.

Meetings 98

Meetings 98

Customer Think

OCTOBER 30, 2021

The concept of fashion is essentially more than what someone wears. This industry is figuring out which technological aspect suits it best and generates maximum benefits, especially in light of the reasons and technological developments throughout the world. Artificial Intelligence is a new force that is reallocating the ideas of following fashion trends from the […].

Artificial Intelligence 137

Artificial Intelligence 137

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

Zendesk

NOVEMBER 3, 2021

Catchphrases are like fashion trends or pop songs (“Baby Shark” comes to mind): For a while, they are ubiquitous and beloved. People can’t get enough of them, and if you can pull them off as part of your communication, it proves you’re cool. Then, seemingly overnight, the thing’s popularity hits a tipping point and no one can stand it anymore. That’s the case with overused customer service expressions like “happy to help.”.

Communication 98

Communication Media 98

Apptivo

NOVEMBER 2, 2021

Hello! and welcome back to Apptivo’s November month’s product update. We have optimized current apps with an amazing upgrade to make them more persistent to our customers with these latest updates. We sought to solve various relevant problems in this release to improve the general stability of all applications. Here’s a short rundown of our most recent update.

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98

Hubspot Sales

NOVEMBER 5, 2021

The sheer volume of spam and phishing scams out there that have made email servers start to work carefully to keep unwanted and sketchy emails out of prospects' inboxes — and sometimes, your messages can get caught up in the fray. Thankfully, there are best practices you can incorporate into your emails, so email servers know that you’re legitimate.

Sales 98

Sales Digitalization CRM Management 98

Customer Think

NOVEMBER 2, 2021

TweetLinkedInShareEmail If you ask most B2B marketers how they use chat platforms like Drift, the immediate answer would most likely be: converting Web visitors. And indeed, increasing Web engagement and Web conversion rates is still a primary us.

B2B 129

B2B Marketing Digitalization 129

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

Peter Simoons

OCTOBER 31, 2021

Tip 22: Manage Your Stakeholders. Inasmuch as we tend to think of organizations as inorganic entities, the fact is that organizations are made up of people. People have their own individual quirks and behaviors. The people in your organization who will have a stake in your partnership or alliance can influence the growth and progress of the partnership or alliance with their quirks and behaviors.

Stakeholders 97

Stakeholders Management Publishing Prioritization 97

Kainexus

NOVEMBER 2, 2021

The Six Sigma business methodology aims to eliminate waste and defects. It also aims to reduce variation in business processes. Efforts to improve are considered Six Sigma projects and are often made using a systematic model known as DMAIC. DMAIC stands for Define - Measure - Analyze - Improve - Control. As with any other improvement effort, the ultimate goal of the DMAIC method is to improve customer satisfaction.

Management 95

Management 95

Hubspot Sales

NOVEMBER 1, 2021

Sometimes things that we buy can be supplemented by an additional purchase, like a case for a laptop or in-flight upgrades. While it may feel like we really need to buy the extra item, it’s usually something that will simply improve our experience. When we buy these optional items, they’re usually priced using a strategy called optional product pricing.

Manufacturing 93

Manufacturing Retail Software Software 93

Customer Think

NOVEMBER 2, 2021

Customer Experience (CX) has been changing and adapting year after year, but the early 2020 up to today changed the landscape of how customers interact with companies. The pandemic changed the way experts look at CX and they had to do it abruptly to keep their business afloat and to continue giving the same quality […].

Customer Experience 129

Customer Experience 129

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

The Center for Sales Strategy

NOVEMBER 4, 2021

For most sales reps, the benefits of employing automation tools are manifest. Who wouldn’t want to hand over humdrum tasks to digital systems so they could spend more time on activities that are fulfilling. Studies have shown sales professionals typically spend only 11% of their time actively selling , which is doubtless something many workers in the profession would like to change.

Client Relationships 84

Client Relationships Facilitation Digitalization Software 84

Sandler Training

NOVEMBER 4, 2021

Mike Montague interviews John Rosso, award-winning Sandler trainer and author of the best-seller, Prospect The Sandler Way and the new book with Mark McGraw called 21st-Century Prospecting. . The post How to Succeed at 21st-Century Prospecting [PODCAST] appeared first on Sandler Training.

Communication 86

Communication Sales 86

Force Management

NOVEMBER 3, 2021

Our October episodes provide a refresher on key sales fundamentals that your reps can use to stand out from the competition and move their deals forward faster. Each episode provides tactics your salespeople can add to their approach as they prepare for their next sales conversation. Send these episodes to your sales team today. Have your managers listen as well so they can coach on those critical skills during future opportunity review sessions.

Sales 72

Sales Management 72

Customer Think

NOVEMBER 5, 2021

In the early days of starting a new business, it’s normal to hyper-focus on getting as many customers as possible. As long as they’re purchasing something, it’s a win, right? However, as time goes on and you’re looking to scale, having a loyal, high-quality customer base becomes much more important for your ROI. You don’t […].

Customer Value 125

Customer Value 125

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

The Center for Sales Strategy

NOVEMBER 5, 2021

- MOTIVATION -. "Expect the best, prepare for the worst, capitalize on what comes.". - Zig Ziglar. - AROUND THE WEB -. > How Do You Get Stuff Done Without Telling People What to Do? – Radical Candor. Certainly part of why Steve Jobs “always got it right” was that he was a genius. You can’t operationalize or imitate genius. But genius was only part of the story; there are plenty of geniuses with brilliant ideas who can’t turn them into anything tangible.

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62

EcSell Institute

NOVEMBER 1, 2021

Building trust between coach and student-athlete begins with in-the-moment interactions.

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96

Crank Wheel

NOVEMBER 3, 2021

Are you embracing virtual sales? Read CrankWheel's guide to virtual sales.

Sales 98

Sales 98

Customer Think

NOVEMBER 5, 2021

When it comes to mobile apps, user experience is the ultimate deciding factor whether it will win the hearts or end up in deletion. In other words, the higher the user experience, the greater the user engagement and optimum the results are. While some may think about apps that are used only once in a […].

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119

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