Mike Kunkle

AUGUST 27, 2019

In the first post in this series , I defined Learning, Training, Development, and Education. Learning: Learning is the act of acquiring new knowledge and skills. Training: Training is job-related learning about what, why, and how (and maybe when and where) to do something (or multiple things), to be successful in a specific role. Development: Development is a targeted form of personalized learning to foster career growth.

Sales 130

Sales Onboarding Leadership Sales Training 130

Hubspot Sales

AUGUST 28, 2019

Are your sales numbers flat this year? Are you struggling to get to hit your sales quotas? Do you need something extra to get the team motivated and meeting aggressive goals? I asked a few sales experts about their current favorite techniques for increasing sales — and threw in a few tips of my own. Finish the year strong and find your new favorite technique in this list. 1.

Sales 139

Sales Sales Leadership Leadership Meetings 139

Openview

AUGUST 27, 2019

The post Axonius, a cybersecurity asset management startup, raises $20M in Series B appeared first on OpenView.

Cybersecurity 153

Cybersecurity Management 153

SBI Growth

AUGUST 24, 2019

As a marketing leader, if you have ever thought about where your next new form of revenue is coming from, the answer is Outbound Marketing. Eric Quanstrom, CMO of Cience, joins us to discuss how Outbound is the new normal.

Marketing 118

Marketing Customer Experience Media Customer Success 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.

Groove HQ

AUGUST 29, 2019

What’s the best way to respond to an angry customer? It’s one of the most stressful parts of working in customer service. It’s also an issue that came up repeatedly in a recent survey we conducted of 2,300+ customer service professionals and businesspeople. When we asked about your biggest challenges, we heard answers like this: […]. The post How to Deal With Angry Customers: Examples, Research, and Field-Proven Best Practices appeared first on Groove Blog.

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MTD Sales Training

AUGUST 27, 2019

Many of us have been there. The presentation is going well, the customer is appreciating all our demonstrations, your ideas are being well-received…. Then….Wham! Something goes wrong! The laptop freezes. The demonstration falls apart. A member of the buyer team asks a question that you can’t answer. Whatever it is, it throws a spanner in the works and you struggle to cope.

Sales Training 91

Sales Training Sales Management 91

SBI Growth

AUGUST 27, 2019

It is well-documented that CMOs now need to be revenue generators. Gone are days of being primarily measured on brand reach and field marketing events. The modern-day CMO works with the CRO in driving revenue and making the number. However, in.

Marketing 110

Marketing Organization B2B Sales 110

CMOE

AUGUST 27, 2019

“Dave—it’s been an honor and a privilege working with you these past 12 years, but my family and I will be moving to Florida in the spring so I must regretfully tender my resignation.”. In the business world, when a hardworking, well-respected employee says, “I’m moving,” it can often be viewed as a critical blow. It means involuntarily losing an invaluable and trusted colleague and requires HR to initiate the arduous task of finding a qualified and competent replacement.

Leadership 90

Leadership Remote Working Communication Organization 90

Hubspot Sales

AUGUST 26, 2019

Spend most of your time selling to small- and medium-sized businesses (SMBs)? Want to fine-tune your sales strategy to focus more on SMB customers? You’re in the right place. We’re sharing proven sales techniques that will help you reach out and engage SMB businesses effectively. Which one will work for your reps? Before we delve into how you can sell to SMBs, it’s worth taking some time to define SMB sales, and talk about why SMB sales is important.

Sales 86

Sales Advertising Decision-making Prioritization 86

Miller Heiman Group

AUGUST 24, 2019

It’s time to begin making resource requests for your 2020 budget—and that means the resources that you’ll need to implement to grow your sales enablement strategy. While you consider the areas where you need to make investments, think about the answers to these questions: What are your sales goals for next year, and what kind of content, coaching and training does your organization need to achieve them?

Sales 77

Sales Government Organization Stakeholders 77

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

AUGUST 29, 2019

Are you clear on your prospecting? You’re probably familiar with the saying “always be closing.” Sure, not a bad idea.

Client Relationships 86

Client Relationships Communication Management Sales 86

The Center for Sales Strategy

AUGUST 27, 2019

What does the term work-life balance mean to you? The standard definition for most of us is the time we allocate to work versus the time allocated to everything else, such as family, personal pursuits, social, and leisure activities. According to HubSpot Research , one-third of salespeople say their job negatively affects their personal life, and one-half admit they need to improve their work-life balance.

Sales 72

Sales Management Sales Management 72

Hubspot Sales

AUGUST 28, 2019

When you're employing an all-star salesperson who closes deal after deal, it's disheartening when that rep decides to leave. Not just because the departure impacts your bottom line, but because it contributes to a notorious and ongoing problem in sales departments across the country: a high sales employee turnover rate. Employee turnover for salespeople remains high for many reasons, both in and out of your control, and it's up to the leaders of your sales department to: Know your sales departme

Sales 80

Sales Onboarding Leadership Decision-making 80

SBI Growth

AUGUST 25, 2019

You have established your business within your target customer base and are looking to expand. Now what? Your finance team has stack ranked the opportunities and recommended that you enter a new market with untapped white space. Product has signed.

Finance 72

Finance Marketing B2B 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

Sandler Training

AUGUST 29, 2019

In addition to the people in your company who deliver services and keep operations running, how much do you value the folks who bring in the most revenue, i.e. the top sales performers? Answering this question directly should be part of your overall business plan. Read Time: 6 Minutes.

Business Planning 72

Business Planning Sales Leadership Management 72

The Center for Sales Strategy

AUGUST 28, 2019

How modern marketers measure advertising effectiveness is one of the most searched topics in digital marketing today. Most agree results are crucial; however, there doesn’t seem to be one right answer when it comes to determining advertiser measures of success. As you’re building a relationship with a new business prospect or an existing customer, it’s important to have open and upfront conversations about how the advertiser measures success.

Advertising 71

Advertising Digitalization Marketing Sales 71

RAIN Group

AUGUST 28, 2019

Show them the impact. Make a strong ROI case. Sell the value. Sales pros tout the benefits of making a strong ROI (return on investment) case all the time. Yet we see sellers time and again who don't know how to calculate and communicate the impact of their solutions. They focus on features in their conversations and highlight the benefits, but don't convey what it means for each individual buyer and the difference it can make for them—financially, personally, and emotionally.

Communication 70

Communication Sales 70

Strategic Planning and Management Insights

AUGUST 26, 2019

In this episode of our Strategy and Leadership Podcast , we're joined by Melissa McComas, the Chief Strategy Officer at Piper Mantis Literary. Melissa originally started out as a junior executive before moving into retail buying, and then into a director position. She eventually opened her first brokerage in 1997, matching buyers and users in the multimedia sector for both consumers and B2B clientele.

Retail 69

Retail Leadership B2B 69

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

Miller Heiman Group

AUGUST 29, 2019

There’s no question that an effective sales enablement function leads to improved performance and quota attainment. Yet most organizations don’t measure the effectiveness of their enablement efforts, whether it’s sales training , sales coaching or content. Less than one-fifth of organizations use leading and lagging indicators to understand the ROI of their enablement investments or measure their attainment of milestones or productivity, according to the 4 th Annual Sales Enablement Report

Sales 65

Sales Decision-making Stakeholders Organization 65

The Center for Sales Strategy

AUGUST 26, 2019

Presenting a campaign recap that clients understand can be frustrating because each individual has a different level of understanding of the process. Successful salespeople can easily generate new business while retaining and growing their existing accounts. When it comes to using digital solutions to do this, a big part of the success is how effective a seller is at selling the results back to the client while their campaign is running and once it is completed.

Digitalization 68

Digitalization 68

SBI Growth

AUGUST 29, 2019

Technology Companies are years ahead of any other industry when it comes to leveraging data to inform key decisions in their Go-to-Market model. This trend is likely due to their high-margin, high-growth rates, & rapidly advancing products creating fiercely competitive.

Healthcare 63

Healthcare Marketing B2B Sales 63

Groove HQ

AUGUST 28, 2019

Customer satisfaction surveys color business insights by providing direct feedback from your most valuable resource. Using three questions as our guide, we’ll break down the essentials: What is a customer satisfaction survey? How do you write a customer satisfaction survey? How do you measure customer satisfaction? Early on in my career, I considered customer satisfaction […].

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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

Miller Heiman Group

AUGUST 27, 2019

Buyers demand more from sellers than ever before—and that’s just as true in manufacturing as it is for other industries. As the process buyers use to make purchase decisions continues to evolve, manufacturers need to change how they find and engage with the right buying influences. With an average of six or more decision-makers in each deal, sellers must then be able to speak intelligently to each of their unique needs.

Manufacturing 63

Manufacturing Stakeholders Decision-making Sales 63

The Center for Sales Strategy

AUGUST 30, 2019

- MOTIVATION -. "THE ONLY LIMIT OF OUR REALIZATION OF TOMORROW WILL BE OUR DOUBTS OF TODAY.". -FRANKLIN D. ROOSEVELT. - AROUND THE WEB -. > Prospect Calling Evolved: 4 Techniques to Up Your Game — LinkedIn. Prospect calling: love it or hate it, this practice will likely always be part of the job. Our methods for communicating with potential customers are now more varied than ever, but there’s still something distinctly connective about getting on the phone and hearing someone’s voice.

Communication 66

Communication 66

Sandler Training

AUGUST 26, 2019

Sandler V.P. of Online Learning, Mike Montague, interviews Matt Pletzer on How to Succeed in Succession Planning. Listen Time: 23 Minutes.

Leadership 72

Leadership Management 72

Engage Selling

AUGUST 30, 2019

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Sales 72

Sales Client Relationships Sales Training Communication 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

Miller Heiman Group

AUGUST 29, 2019

There’s no question that an effective sales enablement function leads to improved performance and quota attainment. Yet most organizations don’t measure the effectiveness of their enablement efforts, whether it’s sales training , sales coaching or content. Less than one-fifth of organizations use leading and lagging indicators to understand the ROI of their enablement investments or measure their attainment of milestones or productivity, according to the 4 th Annual Sales Enablement Report

Sales 60

Sales Decision-making Stakeholders Organization 60

Strategic Planning and Management Insights

AUGUST 27, 2019

Culture is the thing that drives performance. In different organizations around the world, you may have heard about the importance of developing one. It provides a lot of benefits, such as open communication, good teamwork, and dedicated employees, which affect nearly every aspect of a company.

Organization 61

Organization Communication 61

Gordian Business

AUGUST 27, 2019

“ The future is about creating value. ” — Jessica Jackley. Value with your strategic accounts means focusing on the concept of joint value creation between a strategic supplier and a key account. The joint value creation process often impacts both growth and strategic relationships. The greatest opportunity in your major accounts is your quarterly meetings with executives from your team and key executives from your key account.

Digitalization 52

Digitalization Suppliers Government Healthcare 52

Yesler

AUGUST 27, 2019

[link]. A lot of companies still don’t make the connection between a good user experience and value to their business. Especially for our clients—technology companies selling to businesses—a website is critical for making a good impression and providing value by making it easy for visitors to find what they are looking for. That’s because technology customers drive the buying journey by seeking information in advance, on their own time—content like case studies, white papers, product features, a

Facilitation 52

Facilitation Customer Experience Decision-making Stakeholders 52

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