Sat.Feb 08, 2020 - Fri.Feb 14, 2020

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4 Things That Will Impact Your Sales Growth in 2020

The Center for Sales Strategy

Of all the decisions and executive makes, none is as important as the decisions about people, because they determine the performance capacity of the organization." - Peter Drucker. The new year is 1/12 complete, and January is old news. How is your organization doing so far? Are you on track to exceed your growth goals for 2020? Are you lagging behind?

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Google Data Studio Examples: These 5 Reports Save Me a Full Day of Work Every Month

Groove HQ

KPI reports used to take me 2 hours a week to prepare. Now I do it in 5 minutes. These Google Data Studio examples will show you how. Not long ago, we had a manual, spreadsheet-based KPI reporting process. Every week, I would manually review numerous tabs across a couple of Google Sheets files, compile […]. The post Google Data Studio Examples: These 5 Reports Save Me a Full Day of Work Every Month appeared first on Groove Blog.

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Trending Sources

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A Simple Strategy to Better Manage Your Time

Engage Selling

I often get bombarded with questions from overwhelmed salespeople and sales managers on how to manage their time effectively given everything they have to do in a day.

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Three Powerful Sales Closing Questions

MTD Sales Training

You had a great sales interaction: Both you and the prospect were calm and comfortable. You developed some rapport and the prospect showed some positive buying signals during the meeting. However, when you presented your proposal it seems as though everything became silent, time began to slow down and tension filled the air as you anxiously waited for the prospect’s decision.

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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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7 Powerful Persuasion Tactics to Close Your Next Deal

Hubspot Sales

Wouldn’t it be amazing if every lead entered your pipeline convinced your product is for them, ready to sign on the dotted line? Well, maybe that wouldn’t be amazing — because then your customers wouldn’t need to be sold to , which is what you’re here to do. At times, you will have very engaged leads who have done their own research and are ready to buy right away.

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How a Turnaround CEO Diagnoses the Real Problems

SBI Growth

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.

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How to Transform How You Sell: No More Product Pushing

Sales Readiness Group

Traditionally the sales professional has been viewed with cynicism based on the perception of self-serving salespeople who are overeager to convince customers to buy the product(s) they are selling. This view is based on a long-standing stereotype of salespeople who speak more than they listen, assume they know what a customer wants or should want, and are hyper-focused on convincing customers to buy from them.

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The Sales Revenue Formula: How to Use It and Why It Matters

Hubspot Sales

I’m going to say something that isn’t going to come as a surprise to anyone. I think it’s pretty blunt and noncontroversial, and I promise I’m going somewhere with it. Here it is … businesses want to make money. That’s more or less why they sell goods and services or even exist in the first place. Generating income is critical to how companies stay afloat, expand, and do almost everything else they do.

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Everything You Need to Know About Whiteboarding in Sales

Corporate Visions

The post Everything You Need to Know About Whiteboarding in Sales by Tim Riesterer appeared first on Corporate Visions. Whiteboarding your sales presentations is a powerful alternative to PowerPoint—and research shows it’s more effective, too. You’ve likely heard the phrase, “Death by PowerPoint.” It’s become a common way to describe the mind-numbing experience of sitting through a feature-length slide presentation filled with bullet points and clip art.

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Green Circle Growth: Get Serious About Quarterly Reviews

Engage Selling

Quarterly business reviews are essential for understanding potential growth with existing customers, retention issues and future opportunities.

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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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Three Major Changes Challenging Today’s Sales Leadership

Miller Heiman Group

It’s challenging to work in sales management today. Sales managers often resemble Atlas, tasked with holding up the world as their areas of responsibility are ever-increasing: managing their team and market. improving their sellers’ skills. bettering the customer experience and. delivering stronger sales results. As if these pressures aren’t enough, sales managers must handle these responsibilities in turbulent times.

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The Plain-English Guide to Cost-Based Pricing [+Examples]

Hubspot Sales

As a consumer, I value transparency from companies and salespeople that I buy from. Namely, transparency in how an organization runs and how they decide the price of their products. One company I've found that does this is Everlane, an ethically sourced clothing retailer. To generate more sales, Everlane uses a cost-based pricing model to differentiate itself from its competitors -- more on their strategy below.

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Sales Manager's Takeaways From Talent Training

The Center for Sales Strategy

The majority of participants that attend a “typical” training program or workshop will forget 70% of what they were taught within two weeks. Our goal for the Talent Focused Management (TFM) workshop is to provide clients with strategies and tactics that they can actually put into practice immediately. Here are some takeaways from sales managers that will enlighten The Center for Sales Strategy (CSS) clients, as well as others, as to why —and how—not all workshops are created equally.

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Know Your Agency Inside and Out

Texas Creative

"> There’s a recurring question that you will hear throughout your adult life. The question that you are asked every time you meet a new person. “So what do you do?” And that is when I tell them that I work in client services for an advertising agency. Most people just nod and pretend to know what I am talking about. Then you have those people that work in advertising or marketing and actually understand what you do.

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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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How to Succeed at Using Books as a Sales Tool [PODCAST]

Sandler Training

Mike Montague interviews Tim Priebe, Founder of T&S Online Marketing, on How to Succeed at Using Books as a Sales Tool. The post How to Succeed at Using Books as a Sales Tool [PODCAST] appeared first on Sandler Training.

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New Study: 2020 Trends in Sales Management

Miller Heiman Group

In the past few years, three waves of change have rocked the sales industry: Sellers often play a smaller role in the buying cycle, as buyers wait later in the sales cycle to engage them. Seller performance has stagnated, as they struggle to adopt perspective-based selling methodologies. Sales organizations undergo constant change initiatives. Managers sit squarely at the intersection of these trends, yet for most organizations, sales management strategies have hardly changed.

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Weekly Roundup: Sales Skills Your Team Needs, How to Shorten Your Sales Cycle + More

The Center for Sales Strategy

- MOTIVATION -. "A team is not a group of people that work together. A team is a group of people that trust each other.". -Simon Sinek. - AROUND THE WEB -. > Sales Skills Your Team Needs for 2020– CloserIQ. 2020 is officially underway. If you want your team to succeed this year, you can’t expect the same old tactics to work. Prospects are now more informed than ever.

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PART FOUR: INTROVERTS CAN SELL | LEVERAGING THE THIS OR THAT TECHNIQUE [PODCAST]

Sales Gravy

On part FOUR of our podcast series on Why Introverts Can Sell, Jeb Blount (Inked) and Mathew Pollard (The Introvert’s Edge) discuss a powerful technique that introverts and extroverts may leverage, in emotionally charged situations, to make better, rational decisions. Listen to Part One of Introverts Can Sell Listen to Part Two of Introverts Can Sell Listen to Part Three of Introverts Can Sell Listen to Part Five of Introverts Can Sell Listen to Part Six of Introverts Can Sell On part FOUR of ou

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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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6 Easy Ways to Get More Out of Your Social Media Cover Photos

Outbound Engine

Images dominate the social media landscape. Specifically, social media cover photos are the largest visual chunk of your profile, making them ripe with the opportunity to create a lasting impression. They’re also a key tactic for increasing views and engagement on your social pages. Twitter, a mostly text powered platform, sees a nearly 150% boost in retweets from image posts.

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Management Philosophies That Drive Culture & Growth - Interview with Alex Rooney

Strategic Planning and Management Insights

In this episode of the Strategy & Leadership Podcast , we're joined by Alex Rooney, Vice President and co-founder of Vision33 Inc. Alex and his company specialize in IT and professional services with several business lines including SAP, business application software, change management and developing intellectual property. Impressively, Vision33 has averaged 25% year over year growth for the past 15 years.

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How to Succeed at Sandler Rule #5 – Never answer an unasked question [PODCAST]

Sandler Training

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 #5 – Never answer an unasked question [PODCAST] appeared first on Sandler Training.

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What To Do if Your Team Isn't Finding New Opportunities for Improvement?

Kainexus

The topic of this blog is a question that we get quite often. Teams will implement a continuous improvement program with much enthusiasm and tons of activity, but over time, the momentum slows, and new opportunities for improvement come less and less frequently. If you are in this boat, you are definitely not alone. Because so many folks have experienced and talked to us about this, we have some advice.

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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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Everything You Need to Know About Whiteboarding in Sales

Corporate Visions

The post Everything You Need to Know About Whiteboarding in Sales by Tim Riesterer appeared first on Corporate Visions. Whiteboarding your sales presentations is a powerful alternative to the typical PowerPoint—and research shows it can make your presentation more effective, too. You’ve likely heard the phrase, “Death by PowerPoint.” It’s become a common way to describe the mind-numbing experience of sitting through a feature-length slide presentation filled with bullet points and clip art.

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Top 5 Medical Devices Regulation Hazards to Avoid

Showpad

As of May 2020, regulations governing medical devices as part of the European Union’s Medical Device Directive (MDD) and Active Implantable Medical Device Directive (AIMDD) will be replaced by the Medical Devices Regulation (MDR). If your organisation operates in the medical device industry, don’t let compliance with previous regulations lull you into complacency.

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How to Succeed at Rule #6 – Don’t buy back tomorrow the product or service you sold today [PODCAST]

Sandler Training

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 Rule #6 – Don’t buy back tomorrow the product or service you sold today [PODCAST] appeared first on Sandler Training.

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Checklist for Planning an Awesome Kaizen Event

Kainexus

Kaizen events are an effective tool for harnessing the innovative ideas and creativity of your workforce to implement rapid improvement in a specific area of the organization. In the literature about Kaizen events , a lot of emphasis is put on the event itself, but we have found that often the difference between success and failure is actually the pre-event planning phase.

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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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Everything You Need to Know About Whiteboarding in Sales

Corporate Visions

The post Everything You Need to Know About Whiteboarding in Sales by Tim Riesterer appeared first on Corporate Visions. Whiteboarding your sales presentations is a powerful alternative to the typical PowerPoint—and research shows it can make your presentation more effective, too. You’ve likely heard the phrase, “Death by PowerPoint.” It’s become a common way to describe the mind-numbing experience of sitting through a feature-length slide presentation filled with bullet points and clip art.

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[New Research] Top Performance in Sales Negotiation

RAIN Group

What are the best strategies for success in sales negotiations? What do buyers really want? Which tactics work best for buyers? For sellers? How is negotiating with procurement different? The RAIN Group Center for Sales Research recently studied 713 buyers and sellers in a major global study to answer these questions and more. We analyzed data from 449 buyers representing $2.59 billion in annual purchases and 264 sellers in over 26 industries across the Americas, EMEA, and APAC.

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The Scalable Sales Manager: the Key to Unlocking Your Sales Teams’ True Potential

SBI

The Scalable Sales Manager: The Key to Unlocking Your Sales Teams’ True Potential. by Howard Brown, CEO of ringDNA. The role of Sales Manager has always been one of the hardest jobs in sales. Tasked with recruiting and hiring, overseeing large teams, providing guidance and training, building culture, setting quotas, creating sales plans, analyzing data, forecasting, assigning territories… the list of responsibilities is as diverse as it is long.

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Coaching: It’s much more than communication skills.

CMOE

What is Coaching? People often think of coaching as a set of communication or cognitive skills. While it’s true that coaching does require the ability to communicate and interact with others successfully, I would argue that coaching is something you do with your whole self. Listening effectively, asking good questions, and assertively expressing your point of view are all essential coaching abilities , but they don’t tell the whole story.

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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.