Hubspot Sales
FEBRUARY 24, 2020
Social media has come a long way from the days of MySpace in the mid-2000s. Platforms that were once used to simply share photographs and keep in touch with contacts are now a major part of our daily lives, with the average adult spending nearly two and a half hours per day on social media. These apps are also an integral part of how modern companies do business.
Engage Selling
FEBRUARY 26, 2020
Imagine you’re preparing a delicious meal and you’re short on olive oil. Would you add vinegar to make that oil go further? Of course not! Those are complementary ingredients, not interchangeable ones.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
SBI Growth
FEBRUARY 28, 2020
Now that you’ve defined and kicked off your strategy for the year, it’s time to take a look at your team’s operational efficiency. Where are you getting bogged down? What are the biggest pain points in your processes? Through our.
Miller Heiman Group
FEBRUARY 25, 2020
Sales organizations face a paradox: although many continue to increase hiring, attrition is on the rise, according to our 2018-2019 Sales Performance Report , creating a major pain point. What’s the problem? Though sales organizations hire more sellers than ever to grow their business and compensate for losing salespeople, studies show that they may not be following hiring best practices: 84% of sales leaders say they lack the sales talent they need to succeed in the future.
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
FEBRUARY 25, 2020
We went from overwhelmed to well-oiled machine using the magical power of tags. The post Customer Service Ticketing System Magic: We Cut Response Time by 50% Using This Feature appeared first on Groove Blog.
Engage Selling
FEBRUARY 28, 2020
Over the last 12 to 16 months, I have been working with clients to help them implement a new sales methodology. And I’m telling you we have come up with a magic formula for implementation accountability and producing great results.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Miller Heiman Group
FEBRUARY 27, 2020
It’s hard out there for your average sales manager. Sales trends like ever-expanding buyer expectations, changing sales methodologies and nonstop transformation initiatives have coalesced to make their role more challenging than ever. Sales managers now routinely navigate: Increased managerial expectations and responsibilities. Access to more data and information (but this access does not always lead to more actionable insights).
The Center for Sales Strategy
FEBRUARY 24, 2020
Take this five-question quiz to set the foundation for this blog post—simply answer agree or disagree. 1. I interview sales candidates every week, even if I don’t have openings on my staff. 2. I find my best sales candidates when I’m under the gun and have openings on my staff. 3. I move out underperforming sellers often because I keep a talent bank of qualified prospects. 4.
Engage Selling
FEBRUARY 27, 2020
How often does your sales team take the time to reflect? What do I mean by this? Look, it’s no secret that salespeople work hard and often put in long hours.
SBI Growth
FEBRUARY 26, 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.
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
Revegy
FEBRUARY 25, 2020
The average size of a buying group has gone from 5.4 stakeholders in 2014 to 10.0 in 2018 [footnote 1], which highlights the need to tailor sales messages for each buyer persona. Yet, a recent survey by FinListics Solutions, the solution for financial analytics that power Insight-Led Selling® and Revegy, a leading technology platform for customer revenue optimization, reveals that only 26 percent of sales organizations believe they do this very well.
The Center for Sales Strategy
FEBRUARY 26, 2020
The top organizations in any marketplace place a high value on their people because they are the foundation on which success is built. They place an even higher value on managers who can develop top performers. Yet, all too often, business leaders hire people they believe in and sit back to see what they can do.
Drift
FEBRUARY 24, 2020
My days are ruled by a lot of things: Meetings with my marketers. Meetings with sales. Meetings with our senior leadership team. Webinars. Pipeline. Forecasting. Reporting. Ensuring my kids don’t burn the house down. And, of course, MarTech. MarTech rules my world. That means every morning and all day long my email inbox is filled with sales reps trying to sell me some new piece of software. 90%.
SBI Growth
FEBRUARY 25, 2020
Over the past two and a half decades, Cloud-based software delivery has transformed the marketplace with Software as a Service (SaaS) becoming the default way that customers purchase almost any software. This has changed the dynamics between vendor and customer.
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.
Sales Gravy
FEBRUARY 25, 2020
Projecting, which is all too common for salespeople, will cost you dearly at the sales negotiation table. A few years back, my wife and I bought our dream home. It was on a stretch of farmland—exactly what we’d always wanted. We both knew in our hearts that it would be the last home we ever bought. This was where we planned to spend the rest of our lives.
The Center for Sales Strategy
FEBRUARY 28, 2020
- MOTIVATION -. "Many receive advice, only the wise profit from it.". - Harper Lee. - AROUND THE WEB -. > How to Coach Underperforming Sales Reps– CloserIQ. Coaching underperforming sales reps is one of the biggest challenges that managers face. Too often, managers focus on the symptoms of a representative’s underperformance rather than the root causes.
Kainexus
FEBRUARY 25, 2020
Has your organization started a quality improvement program with great fanfare and a ton of enthusiasm only to see it peter out over time? If so, you are not alone. Starting down the path to continuous improvement is easy. Sustaining momentum is not. This post examines some of the most common reasons that CI programs go off the rails and how you can avoid or recover from them.
Sandler Training
FEBRUARY 27, 2020
Mike Montague interviews Nema Semnani on How to Succeed at Team Selling. The post How to Succeed at Team Selling appeared first on Sandler Training.
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.
Performance Methods
FEBRUARY 28, 2020
The post PMI & NetApp Case Study: Applying Value-Focused Selling for a Sales Transformation appeared first on Performance Methods, Inc.
The Center for Sales Strategy
FEBRUARY 25, 2020
As sales professionals, one of the biggest challenges we face is trying to connect with a new prospect. With so many different touchpoints, it’s easy for a prospect to avoid or ignore your voicemails, emails, texts, or LinkedIn request. If you want your message to stand out, it’s critical that you have a solid valid business reason (VBR) that establishes you as trusted and valued.
Sales Management Matters
FEBRUARY 27, 2020
Join us at Simon-Kucher & Partners’ Atlanta Pricing and Sales Strategy Forum on the afternoon of March 12th at the Waldorf Astoria Atlanta Buckhead. This event features a diverse group of industry experts, including the Chief Executive Officer at Foot Levelers, the Vice President of Customer Operations at Iconex, Investment Operations at Marblegate Asset Management LLC, the Head of Commercial Strategy at Trustly, the Senior Portfolio Manager at Louisiana-Pacific Corporation and experts
Showpad
FEBRUARY 25, 2020
Es ist geschafft, der „ War for Talents “ gewonnen und die offenen Stellen besetzt. Damit ist die Arbeit jedoch noch nicht getan. Denn die neuen Mitarbeiter brauchen ein effektives Onboarding. Es legt den Grundstein für eine erfolgreiche Zusammenarbeit zwischen Unternehmen und Mitarbeiter. Hierzu zählen alle ab Vertragsunterzeichnung anstehenden Prozesse.
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.
Sales Gravy
FEBRUARY 22, 2020
The Four Types of Sales Objections Jeb Blount, the Author of Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No does a deep dive into the four objections you face in sales. You'll learn techniques that you can use on your next sales call to skip past sales objections. On this episode, I have a conversation with Chris McDonough.
CMOE
FEBRUARY 26, 2020
Leading and managing others is a huge responsibility that can feel even more daunting if you’re new to a leadership role. There are a lot of skills to learn and rules to remember. One of the hardest parts of any management position is figuring out how to do the best possible job without getting behind on your own tasks or alienating your employees. A manager has more tasks to complete than any of the employees who report to them because they are ultimately responsible for everything their worker
Strikedeck
FEBRUARY 25, 2020
Vincent Manlapaz, in an interview with Arjun Pillai, talks about the importance of developing and shaping customer’s experience.
SBI
FEBRUARY 23, 2020
SalesTech Video Review: Brainshark. Brainshark is a data-driven sales readiness platform. That means you can prepare your client-facing teams with the knowledge and skills to perform at the highest level and the score cards to know what’s working and how to improve. When you’re able to correlate readiness to revenue, you can optimize your readiness programs and revenue at the same time. - Nancy Nardin, Smart Selling Tools.
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.
Hubspot Sales
FEBRUARY 27, 2020
In a letter he wrote to Jean-Baptiste Le Roy in 1789, Benjamin Franklin famously wrote, "In this world, nothing can be said to be certain, except death, taxes, and the utility of a shared repository for customer contact information in terms of helping a business's sales efforts — no matter its scale, structure, or industry.". I might have taken some creative liberty with the last part of that quote, but it doesn't make it any less true.
Showpad
FEBRUARY 24, 2020
Sales enablement continues to move from being a competitive advantage to a must-have asset for organizations that want to shorten the sales cycle, convert more customers and generate revenue. . Developing and executing a lucrative strategy requires involvement from sales leadership, reps, enablement professionals and marketing — not to mention sales enablement software that drives and supports your efforts.
SBI
FEBRUARY 25, 2020
What Your CMO Doesn’t Know About Customer Advocate Programs. At the change of each year, we scour thought pieces on the web for chief marketing officer (CMO) trends that we must be attuned to in the coming year. I’m always fascinated that customer advocate programs (CAP) are rarely in the various pundits’ priority lists, at least explicitly. The anticipated priorities in 2020, for instance, include some form of: Deepen customer knowledge through advanced analytics.
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.
Expert insights. Personalized for you.
124 
Let's personalize your content