Sales Readiness Group

JANUARY 29, 2019

A look into each of the characteristics top performing sales teams have in common. Watch this video to help your team achieve their full potential.

Management 128

Management Sales Sales Management 128

Hubspot Sales

FEBRUARY 1, 2019

What's your company worth? It's an important question for any entrepreneur, business owner , employee, or potential investor -- for any size company. And like most complex mathematical problems, it depends on a variety of factors. If you're an entrepreneur , understanding the value of your company becomes increasingly important as the business grows, especially if you want to raise capital, sell a portion of the business, or borrow money.

Investors 107

Investors Profitability Negotiation Small Business 107

Groove HQ

JANUARY 30, 2019

The best advice on customer service we’ve learned in half a decade of blogging Throughout five years of blogging at Groove, we’ve written about customer service tips a lot ourselves, as well as chatted with other influencers in the industry. Our support blog is full of fascinating stories, case studies, interviews, and tips spread all […].

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105

SBI Growth

JANUARY 29, 2019

As CEO, you are responsible for driving your corporate strategic direction: You identify objectives and goals, initiatives and timelines. You identify budget allocations and expected ROIs. You set revenue targets both short and long term. You are placing a big bet on being a.

Value Proposition 95

Value Proposition Meetings Customer Success Marketing 95

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

JANUARY 29, 2019

There are many benefits to using LinkedIn as a sales professional that include everything from personal branding and thought leadership to prospecting, lead nurturing, and recruiting. The problem is, often times, sales professionals don't have time to set up or update the basics of their LinkedIn accounts to best represent them and their company. You can't build a great building on a weak foundation, and the LinkedIn profile is just that: the foundation that could affect the success of your soci

Sales 91

Sales Leadership Media 91

Hubspot Sales

JANUARY 30, 2019

Data is one of the primary drivers of business strategy and projection, however, many decision makers don't fully understand how inaccurate data collection and poor data maintenance can negatively impact their marketing, sales and bottom line. According to a recent report, bad data accounts for trillions of dollars spent annually by U.S. businesses, and unfortunately, bad data's impact doesn't end there: According to the 1-10-100 data quality principle, the relative cost of fixing a data error i

CRM 96

CRM Decision-making Marketing Management 96

Engage Selling

JANUARY 31, 2019

Why are you good? Seriously. Have you asked yourself this question before? Let’s face it. Salespeople often come with healthy egos, to put it lightly. The good ones know that they’re good, but it’s vital to go beyond that.

Client Relationships 87

Client Relationships Communication Management Sales 87

Miller Heiman Group

JANUARY 31, 2019

Salespeople are highly motivated to sell as many solutions as possible to their existing accounts. Yet most accounts end up getting smaller over time, not larger. This is directly related to how the seller fits into the buyer’s process. 70 percent of buyers start interacting with sellers after the buyer has fully defined their needs, according to CSO Insights, the research division of Miller Heiman Group.

Account Planning 83

Account Planning Decision-making Account Strategy Prioritization 83

The Center for Sales Strategy

JANUARY 31, 2019

One of the most common debates in sales is how to best measure performance and other sales indicators. While some organizations prefer process-oriented KPIs, others have an outcome-oriented bias. Both ends of the spectrum are invaluable for powering your sales, but when it comes to prioritizing inputs vs. output, the “i’s” have it.

Prioritization 82

Prioritization Sales Organization 82

Nutshell

JANUARY 28, 2019

Love the Patriots or hate ‘em , you can’t deny that Bill Belichick is one of the most effective coaches in football history. Belichick is the only NFL head coach with five Super Bowl victories, and under his direction the Pats have won nine AFC championship titles (beating my Colts in a number of those games). Clearly, the man knows how lead a team.

Sales 79

Sales Sales Management CRM B2B 79

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

RAIN Group

JANUARY 30, 2019

One of the biggest mistakes sellers make in a sales negotiation is letting buyers take control of the negotiation, leaving you to play defense. If you want to come to a great agreement (and you do), you need to lead the process. In our white paper, 6 Essential Rules of Sales Negotiation , Rule #3 is: Lead the Negotiation. A key part in leading a sales negotiation is teeing up the meeting properly with an agreed to agenda ahead of time.

Negotiation 80

Negotiation Sales Meetings 80

SBI Growth

JANUARY 28, 2019

Download our Cross-Industry Benchmark Assessment Tool to help identify areas that need to be strengthened in your own company, to isolate what industries you should look to for cross-industry benchmarks, and for a step-by-step guide of who to engage at.

Acquisition 73

Acquisition Leadership Marketing Sales 73

The Center for Sales Strategy

JANUARY 28, 2019

Most sales organizations are dealing with some hidden constraints that negatively impact revenue and cash. Here’s a list of the three most common, plus solutions to eliminate them.

Sales 74

Sales Organization Sales Management Management 74

MTD Sales Training

JANUARY 28, 2019

Meetings with your salespeople can often be seen as a grind, or a necessity, rather than something to be looked forward to. For many sales managers, they can turn into long, boring sessions that people can’t wait to get out of. Many sales meetings fail because of the following reasons: – administrative matters receive more time than sales matters. – one or more salespeople dominate the meeting. – trivial matters encroach on more important subjects. – management uses threa

Meetings 72

Meetings Sales Management Management Sales 72

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

Miller Heiman Group

JANUARY 29, 2019

In today’s unpredictable, fast-paced sales environment, midsize organizations need a formal sales enablement initiative to ensure that sales reps are having quality conversations with prospects that lead to more wins. Sales enablement affects the bottom line in a real way. Unfortunately, many midsize organizations struggle with sales enablement. One of the largest inhibitors to sales enablement in midsize companies is taking a random approach to it.

Organization 64

Organization Onboarding Sales Technology Sales 64

SBI Growth

JANUARY 30, 2019

The CMO Guide to Data: Why Your Marketing Database Is Broken, and How to Fix It Hyper targeted advertising with highly personalized content will be table stakes for best in class marketing in 2019, but all your efforts could go to.

Advertising 67

Advertising Marketing Digitalization Sales 67

The Center for Sales Strategy

FEBRUARY 1, 2019

- MOTIVATION -. "YOU WIN THE GAME ONE PLAY AT A TIME.". -FRANK TARKENTON. - AROUND THE WEB -. > One Simple Way to Improve Your Sales Process with Content (VIDEO) — LeadG2. Are you using content in the sales process? How do you use content in the sales process? Likely, your marketing team has created a large amount of great content that's not only beneficial for lead generation, but is also helpful for lead nurturing.

Sales 65

Sales Marketing 65

Engage Selling

FEBRUARY 1, 2019

?????I just got back from rolling out a program in a part of the world that I’ve never worked in before.

Marketing 78

Marketing Sales 78

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

Drift

JANUARY 28, 2019

As President & Chief Strategist of The Bridge Group – and the self-proclaimed “Queen of Sales Development” – Trish Bertuzzi has made a name for herself by advising companies that want higher performing sales development and inside sales teams. According to Trish, the team with the hardest job in the entire sales process is the sales development team.

Sales 54

Sales 54

SBI Growth

FEBRUARY 1, 2019

Picture this: We are a few weeks into the new year, the results from Q4 are in, and there’s been a big drop in sales.

Marketing 82

Marketing Sales 82

The Center for Sales Strategy

JANUARY 30, 2019

Need some help connecting with target accounts when prospecting? Do you know the decision maker you need to connect with at a company, but don't have their email address? Have no fear. Trey is here. to share a hot tip that he uses regularly to connect with target accounts.

Management 63

Management Sales 63

Jeb Blout

JANUARY 30, 2019

I spent the past week working with one of my client’s inside sales teams. My objective was to map the sales process of their very best reps in preparation.

Sales 52

Sales 52

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

Engage Selling

JANUARY 26, 2019

In this three-part series on generosity in sales, I’ve talked about how this must-do work is a three-part journey. First, there’s what you need to do to be generous at a personal level.

Sales 48

Sales Sales Training Sales Leadership Leadership 48

SBI Growth

JANUARY 30, 2019

The Top 5 Technologies to Support Revenue Enablement Revenue enablement technology has evolved to meet challenges presented by sophisticated buyers. Advancements in 5 key technologies allow you to sell more, free capacity, develop talent, and optimize content. How to Settle the.

Meetings 63

Meetings Digitalization Marketing Sales 63

Strikedeck

JANUARY 29, 2019

Clayton shares how to move from reactive to proactive Customer Success, and the necessary strategies to advance!

Customer Success 60

Customer Success Onboarding 60

Kainexus

JANUARY 28, 2019

Although the overarching objective of Lean management is to create an unhindered flow of value to the customer, another of its primary concerns is transparency. If you can see roadblocks, process irregularities, resources that aren’t at capacity, and poorly aligned goals you can do something about them. That’s why so many Lean tools are designed to allow visual management.

Management 43

Management 43

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

Outbound Engine

JANUARY 28, 2019

All of us at OutboundEngine believe that every business deserves great marketing. We also know not every professional has the time or interest to take on the marketing tasks needed to promote and grow a business. As a result, we’ve put together this free guide to social media. Our 2019 Social Media Guide for business owners will help give you direction as you map out your social media marketing strategy for this year and beyond.

Media 41

Media Decision-making Marketing 41

SBI Growth

JANUARY 30, 2019

Are Your Portfolio Companies Optimizing Their GTM Resources? Waste and inefficiency are the enemy of growing enterprise value. It isn’t enough to simply have an org chart, budget plan, and strategy laid out. You must match up the right people, with.

Digitalization 63

Digitalization Marketing Sales 63

Help Scout

JANUARY 30, 2019

Throwing the perfect spiral pass takes skill, but so does achieving the perfect level of spiciness in Auntie Maureen’s Big Game Bean Dip recipe. Delivering a great performance in any field is a worthy endeavor. What if we weren’t all so focused on the game-to-remain-unnamed-because-of-vigorously-defended-trademark-rules, and instead we celebrated peak performance in the field of customer service?

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Kainexus

JANUARY 29, 2019

Kaizen boards are excellent tools for visualizing the progress of work and capturing ideas for improvement. They give teams instant insight into the health of improvement and make excellent starting places for daily huddles and other meetings. When the Kaizen board is managed in online software, teams can collaborate across locations, the entire organization can benefit from collected knowledge, and the documents and other artifacts can be linked to items on the board, accelerating the pace of i

Software 41

Software Software Digitalization Meetings 41

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