Engage Selling

MARCH 5, 2020

Do your customers like talking to you and members of your sales team? When we talk about effective sales professionals, we often only think about, well, their sales!

Sales 130

Sales Sales Leadership Leadership 130

Hubspot Sales

MARCH 2, 2020

Generation Z is the first generation to be raised entirely in the internet age — a childhood where smartphones are practically omnipresent and dedicating 23 hours per week to streaming video content is commonplace. They're tech-savvy, skeptical, and — like any new generation to those that came before it — difficult to reach and understand. Older generations sometimes bemoan how cushy life is for kids these days, criticize them for enjoying the comforts of the age they live in, or insist they nev

Internet 111

Internet Retail Media Prioritization 111

RAIN Group

MARCH 4, 2020

Many sales managers and coaches are never taught how to lead effective sales coaching conversations. So they start with, “What’s up?”. Then they listen to sellers for an hour with a bit of back and forth about this opportunity or that one. They may talk about the need to fill the pipeline or come up with an idea to move one of the opportunities forward.

Sales 109

Sales Sales Management Management 109

Showpad

MARCH 3, 2020

Sales operations (sales ops) and sales enablement are terms used often within an organization. But how do they contribute to sales productivity and overall business performance? Sales reps need support to drive growth and increase likelihood of success, whether they’re going through initial onboarding, working through the buyer’s journey or collaborating with marketing.

Logistics 100

Logistics Sales Onboarding CRM 100

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.

Miller Heiman Group

MARCH 3, 2020

Sales organizations always look to gain a competitive advantage. But it’s become harder to find that advantage amid a sea of change: customers engage sellers later in their buying journey and technology, sellers struggle to adopt new selling methodologies and organizations constantly deploy myriad transformation initiatives. Despite these unsettled times, one thing remains constant: every organization wants to improve its sales performance.

Sales 88

Sales Strategic Thinking Decision-making Organization 88

SBI Growth

MARCH 3, 2020

Go-to-Market success requires leadership and input from a multitude of functions within a company. Senior leadership provides strategic guidance. Sales management has the pulse of the customer and prospect. Marketing executives understand market trends. Finance heads determine where to make.

Finance 87

Finance Leadership Sales Management Marketing 87

The Center for Sales Strategy

MARCH 3, 2020

Fortune Magazine reports that 46% of new sales employees leave or get fired within 18 months. Additionally, the average ramp-up time for salespeople is between six and nine months. Both alarming statistics that cost your company a lot of revenue. What are new hires looking for to make their first days and weeks successful in sales? When talking with several new hires, there are interesting commonalities that resonate across multiple companies.

Onboarding 81

Onboarding Sales 81

Hubspot Sales

MARCH 3, 2020

In 2019, millions of social media users took to their Facebook and Instagram profiles to post their 10-year challenge photos consisting of side-by-side shots of themselves in 2009 and 2019. The challenge was a fun way to reflect on personal growth over the decade, and to document how we’ve grown out our bad haircuts from the previous decade. Now, it’s time to do the 10-year challenge with your sales strategy.

Artificial Intelligence 84

Artificial Intelligence Sales Retail Transportation 84

SBI Growth

MARCH 6, 2020

Is It a Lead Generation Challenge or a Lead Management Challenge? It’s quite literally the longest-running conflict in the revenue growth world – sales reps don’t feel that they’re receiving enough quality leads from Marketing to make their number. Either the.

Marketing 83

Marketing Management Sales Organization 83

Sandler Training

MARCH 3, 2020

If you’re a sales leader, you are tasked with striking a delicate balance. Your job is not to sell for the members of your team – selling is what you hire, train, and retain good salespeople to do, after all. Yet your job is to help shape the business development strategies that make the most… The post Three Successful Business Development Strategies For Sales Leaders appeared first on Sandler Training.

Sales 79

Sales Business Growth Leadership Management 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

The Center for Sales Strategy

MARCH 2, 2020

There’s no longer a debate on whether social media is an effective way to remain relevant in today’s busy and modern online world. Social media has come a long way since the mid-2000s, where users simply used it to share photographs and “check-in.”. Today, smart sellers incorporate social media into their sales strategy as an additional way to connect with prospects.

Media 78

Media Sales 78

Kainexus

MARCH 6, 2020

Whether your company has 10 employees or 10,000, coming up with ideas to keep everyone connected and engaged can be a challenge. It’s easy to fall back on the same old employee engagement programs, but they tend to lose their effectiveness with too much repetition. Don’t worry; we’ve got your back. Here are 21 employee engagement activities you can use as inspiration.

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77

SBI Growth

MARCH 4, 2020

Account-Based Marketing has been at the top of the hype scale in marketing departments for a number of years now. At this point, most organizations have tested or adopted ABM at some level. Still, now marketing and product leaders are.

Organization 83

Organization Marketing B2B Sales 83

Sandler Training

MARCH 3, 2020

In today’s world, artificial intelligence (AI) is getting more powerful and more prominent in the sales process. What does that mean for professional salespeople? There used to be an occupation called “switchboard operator” – now there isn’t. Fifty years from now, will there no longer be an occupation called “professional salesperson”? We say no.

Artificial Intelligence 75

Artificial Intelligence Sales 75

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

The Center for Sales Strategy

MARCH 4, 2020

While recently chatting with a new salesperson about setting appointments with new business target accounts, the seller said, “I never leave a message if my call goes into voicemail. I don’t want to waste time leaving a message.”. It’s no secret that leaving a good sales voicemail is hard. Even the most well-crafted messages often get ignored by prospects.

Sales 78

Sales 78

Engage Selling

MARCH 6, 2020

I want you to throw out the concept of an ideal buyer. They just don’t exist anymore.

Sales 95

Sales 95

SBI Growth

MARCH 1, 2020

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.

Digital Transformation 62

Digital Transformation Management Digitalization B2B 62

Sandler Training

MARCH 3, 2020

Setting clear expectations is an important part of any sales leader’s working day. Unfortunately, it’s something that doesn’t always happen as effectively or as consistently as we might like. Here are five simple steps you can take to get better at this critical part of the job. Eliminate the words “obvious” and “obviously” from your… The post Five Tips for Effective Sales Leaders to Set Clear Expectations appeared first on Sandler Training.

Sales 64

Sales Business Growth Sales Leadership Leadership 64

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

Outbound Engine

MARCH 3, 2020

Not that long ago, having a social media presence wasn’t a must because not everyone used social media. However, over the past decade, the percentage of American adults on social media grew from 26 in 2009 to 72 percent in 2019 ! We’re talking basically 3 out of 4 people are now active on social media. But simply being present on social media isn’t enough–you need to have interactions and that means followers.

Media 58

Media Advertising Publishing Organization 58

Kainexus

MARCH 3, 2020

These days, most of us operate on tight budgets with limited bandwidth. Leaders have many competing priorities, and it can be a challenge to take on anything new. But what if one new initiative could make everything else that's happening more effective? Would it be worth investing resources if a new technology could boost productivity and transform the culture ?

Software 53

Software Software Organization 53

Sales Gravy

FEBRUARY 29, 2020

Get Jeb Blount's New Book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal At the strategic level, sales negotiation is like a chess game, but at the tactical level, it’s like playing poker. The parties hide their emotions behind poker faces in an attempt to obscure the strength of their real hand - keeping their cards close to the vest.

Negotiation 53

Negotiation Stakeholders Sales 53

Sandler Training

MARCH 5, 2020

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Sandler Rule #8 – When prospecting, go for the appointment [PODCAST] appeared first on Sandler Training.

Sales 60

Sales 60

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

Showpad

MARCH 5, 2020

New month, new tips and best practices to learn! Read below for the latest in sales enablement. How Agile Learning Can Improve Your Sales Strategy. Companies spent an estimated $366.2 billion on training activities in 2018 — yet reps forget the skills and knowledge learned weeks, if not days, later. So, what’s the problem, and what needs to be done to fix it?

Sales 52

Sales Innovation Leadership Customer Experience 52

Chally

MARCH 5, 2020

All too often, new sales managers land in a leadership role based on their ability to sell. They were a fantastic salesperson who constantly hit goals and quickly rose to the top. Because of this, many don’t know the first thing about sales talent management. One of the quickest ways to ramp up new sales managers is to help them become aware of and avoid the mistakes that are commonly made by less successful sales managers.

Sales Management 52

Sales Management Management Sales Leadership 52

Sales Gravy

MARCH 4, 2020

Many so-called "sales experts" are quick to tell you that they have the one path to prospecting salvation or the top secret for making sales prospecting easy. Run away from these charlatans as fast as you can! There is no one way and there is no secret. The key to effective sales prospecting, is adopting a balanced prospecting methodology that spans across all prospecting channels.

Sales 52

Sales 52

Sandler Training

MARCH 5, 2020

Mike Montague interviews Antonio Garrido on How to Succeed at Ride-Alongs. The post How to Succeed at Ride-Alongs [PODCAST] appeared first on Sandler Training.

Sales Management 55

Sales Management Leadership Management Sales 55

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

Somersault Innovation

MARCH 5, 2020

It’s a new year, and if you're on a sales enablement team, you're probably thinking about how you can help the sales team reach their goals this year, from SKOs to fresh new tools. But we've gotta ask. has anyone ever thought of enabling the enablement team?

Sales 52

Sales 52

Cosawi

FEBRUARY 29, 2020

Marketing Role in Creating Distinctive Business Value. So what do the best marketing organizations do differently to create distinctive business value in today’s digital economy? The Figure below illustrates what the best marketing organizations are doing. Focusing on the right side, we can see some of the critical roles that Marketing needs to play for the success of the customercentric journey and what we have been exploring in this article. .

Marketing 52

Marketing B2C Global Accounts Innovation 52

Strikedeck

MARCH 3, 2020

Philipp Wolf talks about the difference between Customer Success and Customer Experience and how they fall hand in hand with each other.

Customer Experience 55

Customer Experience Customer Success Onboarding 55

SBI

MARCH 1, 2020

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. RICH : Buyers are more informed, smarter in terms of how they purchase, and better at identifying authenticity or hype in a sales process. For that reason, companies who don’t start by considering a client’s buying experience first are at risk of the types of sales process misalignment that risk lost sales, unnecessary discounts, shorter contract terms and similar consequences.

Sales Training 47

Sales Training Sales Investors Digitalization 47

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