RAIN Group
JANUARY 8, 2020
It's 2020 and now is the time to begin executing on your plan to blow the doors off your sales goals. But where should you begin? What’s going to make the biggest difference? What are others doing that's working today ? To answer these questions, we looked across our sales research studies and pulled out 5 key ways Top Performers stand out compared to The Rest.
Drift
JANUARY 10, 2020
I got off the phone with a brilliant founder last night who has decided to “do enterprise sales” because she had experience working for a mega-brand and recognized a gap in the market as a result. This process of arriving at or deciding to pursue enterprise sales is pretty common in the startup world. However, I can say from first-hand experience that building the team you’re thinking of will be.
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SBI Growth
JANUARY 10, 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.
Hubspot Sales
JANUARY 6, 2020
If you’re trying to optimize your sales process and empower your sales team to achieve better results, the answer lies in frictionless selling. Simply put, frictionless selling is a way of rethinking sales to effectively reduce friction and create more convenient experiences for both buyers and sellers. In this blog post, we’ll discuss why frictionless selling drives great results, and how you can incorporate this new approach into your sales model.
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.
The Center for Sales Strategy
JANUARY 7, 2020
In 0.50 seconds, Google produces approximately 20,000,000 results for the term ‘employee engagement.’ Obviously, employee engagement is a hot topic. At the core of employee engagement are company values. These values determine the why, how, and what of the company. Elevated levels of employee engagement are positively correlated with better business results.
Sales Readiness Group
JANUARY 10, 2020
Most sales managers know they need to coach their salespeople to maximize performance, but they don’t know how to get started. When you’re confronted with a complex problem, remember what Albert Einstein once said, “If I had an hour to solve a problem, I'd spend 55 minutes thinking about the problem and 5 minutes thinking about solutions.”. Here are four steps to help you think about how to start coaching your sales team.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Groove HQ
JANUARY 6, 2020
Take control of your customer reviews with these 10 inspiring lessons from some of Groove’s top customers. The post 10 Good Customer Service Reviews, Examples, and Lessons appeared first on Groove Blog.
The Center for Sales Strategy
JANUARY 9, 2020
If you have—or have ever had—a veteran salesperson on your staff, you know they bristle at training. The mere suggestion of it can set them off—and for good reasoning! Most of us were once salespeople, and we were good at it. And we too would sound off on why training wasn’t for us, why we wanted simply to be left alone to perform. Here's a list of reasons why sales veterans hate sales training, can you add to the list?
MTD Sales Training
JANUARY 6, 2020
We often get salespeople on our programs discussing the most important aspect of sales, and many consider the sales processes that they follow as the most important aspects that will keep the sales and commissions rolling in. However, we always point out that you could have the best processes in the industry, the most valuable product in the market place, or the cheapest price in your area.
SBI Growth
JANUARY 9, 2020
The year is 2007. The real estate market is flush. Stocks are booming. Getting a loan has never been easier. Companies are investing in themselves, growing their businesses, and increasing shareholder value. Now fast forward to 2008. The real estate bubble.
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
Hubspot Sales
JANUARY 8, 2020
Objection handling is one of the most dreaded occurrences that salespeople encounter in their careers. This is because objections are typically viewed as a hindrance to the sales process and can sometimes throw an otherwise confident sales professional into a frenzy. Do you find that you’re continually thrown off guard by customers’ objections? Or that you never seem to respond in a way that helps move the sale forward after a customer raises an objection?
The Center for Sales Strategy
JANUARY 6, 2020
The world of sales has rapidly changed as new technology evolved and became more accessible to businesses and sales teams. Over the last decade, the major trends in sales have included ideas like inbound marketing , social selling , and implementing sales enablement tools. From companies becoming more intentional about building a culture of engagement to sellers mastering the art of shared-screen conversations, predictions in sales trends for the next decade take a slightly different approach.
Strategic Planning and Management Insights
JANUARY 10, 2020
In this episode of the Strategy & Leadership Podcast , we were joined by the Principal of Apogee Public Relations and instructor at UBC's Sauder School of Business, Shawn Hall. Shawn's vast experience, which includes time as the Director of Social and Media Relations for Telus, has led him to become an expert in reputation management and helping organizations manage change and crises.
Engage Selling
JANUARY 10, 2020
A large number of my clients this year are looking to grow and retain their existing account base.
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Hubspot Sales
JANUARY 8, 2020
Every day you want to progress toward achieving positive sales performance. Most days you feel that sense of achievement, but you also see areas for improvement when it comes to productivity levels. In our 2019 RFPIO Responder Survey, salespeople in technology, healthcare, and financial services revealed they’re working toward time management and revenue objectives with perseverance.
The Center for Sales Strategy
JANUARY 8, 2020
Recruiting top-performing sales leadership for your organization is harder than ever. The quality of the sales organization is directly associated with the quality of sales leadership. When looking for top-performing sales leaders, you can’t just look for great salespeople. You need someone who can coach, go in the field, watch, and understand the sales process.
SBI Growth
JANUARY 6, 2020
You have seen the dire warnings about the imminent recession. According to the Duke CFO Survey, 70% of CFOs believe it will happen by the end of 2020. According to the Conference Board, CEO confidence reached the lowest point in a.
Engage Selling
JANUARY 9, 2020
Especially in 2020, you need to diversify your prospecting to ensure long-lasting success. The world continues to change at a rapid pace.
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.
Corporate Visions
JANUARY 9, 2020
The post Why Your Sales Kickoff Needs a Shake-Up by Tim Riesterer appeared first on Corporate Visions. The goal of every great sales kickoff event is to get your team fired up, energized, and ready to win. Yet, year after year, most sales kickoffs get dragged down by too many informational, product-based breakouts. And all these product presentations often come at the expense of more customer-centric activities—including practice and coaching—that actually drive more energy, better performance,
The Center for Sales Strategy
JANUARY 10, 2020
- MOTIVATION -. "Become the person who would attract the results you seek. ". -Jim Cathcart. - AROUND THE WEB -. > The Ultimate Guide to Objection Handling: 40 Common Sales Objections and How to Respond – HubSpot. Every prospect you speak to has sales objections, or reasons they're hesitant to buy your product. Why are sales objections unavoidable?
Showpad
JANUARY 6, 2020
Let’s say you’re presented with an example of one Sales organization versus another. They are mostly identical in terms of the budget, resources, and personnel provided to their separate Sales and Marketing teams. . Imagine that you’re asked to determine why one of them has low Sales revenue and the other is doing reasonably well. Not exactly an easy matter to parse, at least not on the surface – but there’s a good chance the difference between good and bad is the e
Outbound Engine
JANUARY 9, 2020
The new year is an exciting time for many of us, but it’s an especially good time for health and wellness professionals. If you work in the health and wellness industry, you’re likely used to the surge of clients looking to start the year off with healthier habits. The new year also means the search for marketing ideas for health and wellness businesses.
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.
Miller Heiman Group
JANUARY 9, 2020
This guest blog post features one of our inaugural Miller Heiman Group Icons, Nicholas Gregory. In this post, he recommends ways that sales enablement leaders can implement sales transformation strategies. As a global sales enablement professional and leader, one of the chief lessons I try to teach is moving sales enablement from the perception it’s purely a training function or just a new word for training.
Sandler Training
JANUARY 7, 2020
I’m about to share something I have implemented here at Sandler which has jump-started our growth year after year after year. The post Leaders: Six Ways to Jump Start Growth in 2020 appeared first on Sandler Training.
Texas Creative
JANUARY 9, 2020
"> To kickoff 2020, here are 10 things you might not have known about Texas Creative.
Showpad
JANUARY 9, 2020
Happy New Year! Start 2020 out on the right foot with the latest Sales and Marketing news. 5 Steps to Generating ROI with B2B Content in 2020. Simply creating content isn’t enough to improve your buyer experience and close deals — that content needs to be agile in order to resonate with the right buyers at the right time. Elevate your content Marketing and see real returns with these steps from MarTech Advisor.
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.
Miller Heiman Group
JANUARY 7, 2020
2020 marks the start of not just a new year, but a new decade, which makes it an excellent time to revisit the challenges that have plagued the sales industry and find new solutions. For many sales organizations, that means taking a good look at your talent and determining if your talent strategy aligns to your business goals. If your company resembles the average sales organization, getting hiring right is a concern that’s not just keeping you up at night–it’s literally costing you.
Sandler Training
JANUARY 6, 2020
Mike Montague has been involved with Sandler for over 20 years as a client, certified trainer, VP of online learning, and now global head of content. The post How to Succeed at Having 2020 Vision [PODCAST] appeared first on Sandler Training.
Strikedeck
JANUARY 7, 2020
Tom Lipscomb talks about using and understanding various revenue and cost ratios to optimize financial success.
SBI Growth
JANUARY 9, 2020
January 9, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a leading management consulting firm exclusively focused on revenue growth, announced the completion of a strategic investment by CIP Capital. CIP Capital is a private equity firm focused on.
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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.
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