Sat.Apr 30, 2022 - Fri.May 06, 2022

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Sales Managers Can Help Salespeople Close More Deals

The Center for Sales Strategy

I know what you’re thinking… NO, I do not think sales managers should close deals for their salespeople. Doing that (consistently) only causes more issues, but that's not what this is about. The reality is, while pending business is great, what we need to see is salespeople closing business.

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KAM Leader Series: Shaping Innovative Solutions

Strategic Account Management Association

By Tania Lennon, Global Space Lead, Talent Assessment and Leadership at ZS and Dominique Côté, CEO and Founder, Cosawi and Principal, The Summit Group SAMA is proud to offer this 3rd article in the 4-part series on the importance of SAM / KAM leadership. In this series we explore the key capabilities that drive the … Continue reading KAM Leader Series: Shaping Innovative Solutions.

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How To Plan Effective Global Sales Training

Brooks Group

Time to read: 3 Minutes. Companies with salespeople who sell around the globe are starting to recognize the importance of finding effective sales training to create a standardized approach throughout their organization. When working with global customers, salespeople may find that purchasing decisions are made in a home office located in a different country.

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The Surprising Way to Boost Your Sales Team’s Morale

Engage Selling

Want to boost your sales team’s morale? I don’t blame you. Let’s face it, the top sales teams have no shortage of morale on their side. When you picture a … Read More. The post The Surprising Way to Boost Your Sales Team’s Morale first appeared on Colleen Francis - The Sales Leader.

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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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Stop Spinning Your Wheels: Selling Techniques for Fast Closes

The Center for Sales Strategy

Stop spinning your wheels on lousy prospects! Slow kills deals. Every seller knows (and loves) the feeling of a textbook sales process that goes from identify to closed-won, quickly. The benefits of moving prospects to customers quickly through the pipeline expose several key leading indicators of the health of your sales team and sales process.

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No-code CRM integrations? Explore Insightly AppConnect

Insightly

Integrating applications is not new; companies have long been integrating their tech stack using tools like AWS Lambda and Zapier. These are complex tools that work very well. However, the desired user experience is moving to low-code/no-code integration solutions that still support robust builds, while offering reliability, speed, and – perhaps most importantly – ease of implementation.

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Five Strategies to Successfully Onboard New Hires

Aepiphanni

So, you’ve started your business and now you’re ready to hire a team and start delegating tasks. How do you begin the process of onboarding new employees to your company? It may be one business process to which you’ve given little thought. After all, the excitement of even just seeing your business begin to take […].

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4 Sales Team Challenges That Prevent Growth

The Center for Sales Strategy

Let's cut to the chase — it's important to quickly identify and address your sales team's challenges. It's also important to note that no business or team is exempt from sales challenges. The differentiating factor is the ability to overcome those challenges. Below you'll find four of the most common challenges among struggling sales teams and how to address them.

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Do You Need PPM or Continuous Improvement Software?

Kainexus

There are several technology solutions designed to help companies accelerate improvement initiatives and support business process improvement disciplines such as Lean and Six Sigma. So it isn't surprising that software buyers can become confused or overwhelmed by all the choices. When it comes to project portfolio management (PPM) and continuous improvement software, we find that buyers are often unsure about whether - and how - they differ.

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Internal customer service: Definition, tips, and examples

Zendesk

Internal service for employees is just like customer service. The same rules apply: Make yourself available, answer questions, solve problems, and monitor feedback. Having a process for handling internal questions is one thing you can do to improve the employee experience at a time when workers are increasingly dissatisfied at work. Internal requests from corporate employees increased 31 percent last year.

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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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Turnover Happens

SBI Growth

One of the biggest challenges any sales organization encounters is the turnover of a quota bearing sales rep. In a Q1 2022 study by SBI , seller attrition rates hovered around ~27%, on average, where 15% to 20% was the historical range. Whether voluntary or involuntary; the company has lost a quota bearing, revenue producing individual, and every moment that position is empty, less revenue is generated, and it becomes harder for the company to make its number.

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Weekly Roundup: Upcoming Leaders, Sales Prospecting Tips + More

The Center for Sales Strategy

- MOTIVATION -. "If you are not willing to learn, then no one can help you. If you are determined to learn, no one can stop you.". - AROUND THE WEB -. > Who Are The Upcoming Leaders In Your Company?– The Great Game of Business. Most companies spend countless hours working on strategy, sales and growth plans, financial plans, and 5-year forecasts, also known as HIP ( High-Involvement Planning™).

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Lean Management System: Principles and Software Tools

Kainexus

Organizations have adopted the Lean methodology worldwide to improve work processes, reduce waste, and achieve overall performance optimization. The approach grew out of the Toyota production system, which helped Japan capture the automotive market following World War II. Although there are other popular business management approaches, Lean succeeds because it focuses on improving business processes daily and delivering the end product to customers with the most possible value.

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The 8 Things You Can Do to Be More Assertive in Sales

Crank Wheel

This is why salespeople should consider taking an assertive approach. Assertiveness does more than impress customers.

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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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What is a Business Development Rep?

Hubspot Sales

The hardest part of closing a deal is finding one. It's why every great sales team needs a connector — someone who identifies prospects and warms them up with outreach and networking. This person is a business development representative (BDR). They identify new leads, qualify them, and connect them with the right people on your team. Here, we'll dive more into the role of a BDR, the skills necessary to do the job, and their impact on a sales team.

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Fatal Sales Leadership Practices That Will Ruin You

The Center for Sales Strategy

Did you know that there are 397,900 sales managers in the United States? It's expected that this number will jump by 7% each year, which is the average amount of growth in the U.S. for a profession. As a manager, you need to ensure that your team is successful and happy. Keep reading, and we'll guide you through the fatal sales leadership practices you should avoid.

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4 Unique Challenges Facing Sales Managers

Sales Readiness Group

Now that you’ve hired a new sales manager for your team (or you’ve been hired as a sales manager), you can relax and take it easy. Right? Wrong. Research suggests that the average sales leader’s tenure is less than two years, much shorter than the average tenures of most other management positions.

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10 Best Zendesk Alternatives

Groove HQ

Intercom? Help Scout? GrooveHQ? Which one will be the best Zendesk alternative? The sleeper who beats Zendesk for you is. The post 10 Best Zendesk Alternatives appeared first on Groove Blog.

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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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What Is Market Pricing? (+ How To Calculate It)

Hubspot Sales

A pricing strategy is how you establish the best price for what your business is selling. Market-based pricing is a commonly used strategy, as remaining competitive in your industry is always a best practice. Read on to learn everything you need to know about market pricing, how to calculate your own market price and examples of it in action. What is market pricing?

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Zendesk for healthcare: transforming patient and employee experieinces

Zendesk

The healthcare industry is going through unprecedented disruption that is putting pressure on healthcare providers, payers, and vendors to adapt quickly to survive. Learn how Zendesk for Healthcare helps support teams deliver exceptional service through any channel. The post Zendesk for healthcare: transforming patient and employee experieinces appeared first on Zendesk.

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3 Reasons Sales Managers Focus Responsibilities on Selling vs. Managing (And What to Do About It)

Sales Readiness Group

Senior sales leaders become frustrated when their sales managers, many of whom were promoted from the sales ranks , focus their responsibilities on selling as opposed to managing their sales teams.

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Boost Cross-selling Opportunities with CDP Software

NG Data

Personalize every experience and increase customer lifetime value (CLTV) with in-built software for cross-selling success. For businesses across every industry, consistently driving value for customers is a common objective, with the goal ultimately being to boost CLTV and increase revenue per customer. Maximizing cross-selling opportunities though advanced customer data software presents a.

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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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Mission Statement Examples

OnStrategyHQ

Refresher: What is a Mission Statement? Remember that a mission statement explains why your organization exists. It is a foundational element of your plan that establishes your core purpose and who you serve! If written well, your mission statement will stand the test of time, giving guidance to more temporary and time-specific goals and plans. For a mission statement to provide clarity, we recommend writing it in concrete language.

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A 3-pronged approach to creating (and scaling) legendary customer service experiences

Zendesk

More than half of people have higher expectations for customer service now compared to a year ago, according to Microsoft’s State of Global Customer Service Report. But providing consistent, quality customer service is a challenge. You can’t simply automate or template your way to success. It’s an art and a science that requires masterful people skills, as well as constant digging into the data behind interactions (and setting goals along the way) to turn bland customer experiences into remarkab

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What Happens When the Unfiltered Truth Emerges

The Congruity Group

What Happens When the Unfiltered Truth Emerges Excerpt from “The Rarest Advantage – How to Co-Create Strategic Value to Retain and Expand Your Key Customer Accounts” by Betsy Westhafer and Tony Bodoh. Our client had a strategic account that was in jeopardy, yet they were woefully unaware. The challenges in the relationship that were [.]. The post What Happens When the Unfiltered Truth Emerges appeared first on The Congruity Group.

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Everything you need to know about video prospecting

Crank Wheel

In recent years, video has experienced a surge in popularity across multimedia platforms from socials to streaming. Building on the success of film and television, it’s now the most popular form of online content.

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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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Best Practices for Hiring Agencies, Contractors, and Freelancers

Strategic Communications

There comes a point in the life cycle of many businesses when advertising needs outgrow the “homespun” and it’s time to call upon the services of a professional agency or consultant. Even small businesses can benefit from the third-party perspective and marketing savvy that experts can offer. There’s a misconception that agencies are too expensive for small companies.

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The new face of user groups—and 3 reasons to consider joining

Zendesk

The need to embrace a digital-first approach to business over the past two years has brought about new opportunities to connect with one another—from our colleagues to our customers and even their customers. With distances shortened by a screen, customer communication no longer remains a regional affair or something that requires travel. In particular, as a year-round connection point, a company’s user groups offer a way for customers to routinely connect with industry peers and the company to p

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What is a contact center? How to create a successful contact center.

Apptivo

All About Contact center. 1. What is contact center? 2. What are the types of contact centers? 3. What are the benefits of a contact center? 4. How do contact centers work? 5. Technologies used by contact centers. 6. Future of contact centers. 7. Final Thoughts. What is Contact center? A contact center is a communication point from which the companies manage all the interactions of the consumer across multiple channels.

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Think Differently and Engage Differently: Two Requirements for Becoming More Strategic to Your Most Important Accounts

SOAR Performance Group

Whether your organization is large or small, becoming more strategic to your most important accounts is likely a priority. Regardless of where you are on your journey—from departmental selling to […]. The post Think Differently and Engage Differently: Two Requirements for Becoming More Strategic to Your Most Important Accounts appeared first on SOAR Performance Group.

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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.