Showpad

JUNE 9, 2020

Should you centralize sales enablement? If so, which parts should be centralized? Since I’ve fielded these and similar questions over the last few weeks, I wanted to capture a few thoughts and experiences that can help organizations answer them, as well as provide a few criteria you can immediately apply and check for your organization. Driving sales enablement impact requires the right set-up: strategic, formal and charter-based.

Sales 121

Sales Sales Management Organization Government 121

Groove HQ

JUNE 12, 2020

Eight ways we managed to save money, time, and customers by keeping support in-house. The post How We Avoid Outsourcing Customer Support (Plus 3 Tips If You Absolutely Must) appeared first on Groove Blog.

Management 118

Management 118

SBI Growth

JUNE 10, 2020

For a CRO leading a transformation, one of the major challenges of evolving a product portfolio is preserving the core customer base while innovating. In his final interview segment, Steve King, CRO of Hexagon PPM, shares his experience in not only retaining.

Innovation 111

Innovation B2B Marketing Sales 111

Engage Selling

JUNE 12, 2020

Strategic pivots can help you during these times. I’ve noticed salespeople, sales leaders and executives get discouraged because their current buyers have slowed down or completely ceased ordering.

Sales 108

Sales Sales Leadership Sales Management Leadership 108

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.

Nutshell

JUNE 12, 2020

Promoting a sales manager internally is tricky, but hiring an outsider might be even trickier. Current sales reps can make great candidates for open positions within the company. They’re already familiar with company values and processes, making them better-suited for leadership positions and mentoring others. Promoting a top-performing sales rep to the position of team manager may seem like a no-brainer, but a great sales rep doesn’t automatically make an effective manager.

Interpersonal Skills 98

Interpersonal Skills Management Decision-making Sales 98

Hubspot Sales

JUNE 8, 2020

As a sales leader, you've probably wondered what impacts your prospects and potential customers. Well, content has become more important than ever for B2B buyers and decision-makers. According to Demand Gen’s 2020 Content Preferences Study , 67% of B2B companies said they’re leaning more on content to research and inform decisions. But that’s not all.

e-Learning 101

e-Learning Sales Decision-making B2B 101

Engage Selling

JUNE 12, 2020

In this week’s Sales Leader, I examine the difference between an objection and a heckle. Objections Versus Heckles An objection comes after a substantive discussion. It’s a legitimate question you have to answer.

Sales 106

Sales Communication 106

Nutshell

JUNE 10, 2020

According to SmarterHQ , 72% of consumers say they won’t engage with emails that don’t have personalized content. Email tracking pixels are a safe and secure tool that you can use to supercharge your marketing campaigns while giving your recipients exactly what they want. Although privacy-minded critics sometimes refer to them as “spy pixels,” the truth behind what email tracking pixels do and how they work may surprise you.

Cybersecurity 90

Cybersecurity Advertising Marketing Software 90

Hubspot Sales

JUNE 12, 2020

Selling is a lot like interpretive dance or improv comedy — a free-flowing art form that requires tact and charisma. And like those two other practices, sales can be grating and obnoxious when done poorly — like so bad that you leave the theater mid-performance and argue with your significant other about how it was unfair of them to drag you to see their cousin's improv troupe without notice instead of letting you watch the season finale of Survivor: Edge of Extinction like you had planned on al

Profitability 95

Profitability Sales Meetings Management 95

SBI Growth

JUNE 6, 2020

Customer Onboarding is a crucial activity for customer success teams. In fact, within SBI’s 4-Step Customer Success (CS) Strategy, successful Customer Onboarding is the #1 factor in ensuring that customers achieve their desired outcomes. Yet, if you were to ask.

Onboarding 87

Onboarding Customer Success Customer Experience 87

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

JUNE 12, 2020

- MOTIVATION -. "Prospecting - find the man with the problem.". -Ben Friedman. - AROUND THE WEB -. > How Digital Selling and Digital Marketing Work Together to Win Sales– HubSpot. Whenever I have a conversation about digital selling, the discussion quickly transitions to topics like search engine optimization, Facebook Ads, or some other messaging related category.

Digitalization 84

Digitalization eCommerce Media Marketing 84

Miller Heiman Group

JUNE 10, 2020

As a result of the coronavirus pandemic, everything seems different, but sales fundamentals haven’t changed that much, if at all. What’s most different is our time: each moment seems more precious, which means sellers must be conscious of how they spend their time preparing for interactions and of how they spend their buyers’ time. Because every moment matters, foundational selling and questioning skills are more critical now than in the past.

Decision-making 81

Decision-making Prioritization Sales Organization 81

Hubspot Sales

JUNE 9, 2020

Question for you — what makes someone a good seller? Is it their ability to prospect, how they can deliver a sales pitch, or being a master at the upsell? All of these traits and more can make you a better salesperson. When it comes to professional development for salespeople it can also be helpful to discuss traits that can hinder your growth, which is what we are discussing today.

Decision-making 92

Decision-making Retail Media Facilitation 92

SBI Growth

JUNE 11, 2020

The best leaders will tell you that they don’t want a bunch of “yes men” on their team. They encourage new ideas and debate because they understand that innovation happens not when people agree, but when there’s a difference of.

Innovation 83

Innovation Onboarding B2B Leadership 83

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

JUNE 10, 2020

Grow, t he sixth and final step in the Sales Accelerator Process is often-overlooked and underutilized—despite having hidden revenue-generating opportunities. Closing deals is the ultimate goal in sales, but it’s not where the work ends with clients. Salespeople should start to care about the renewal the moment they make the sale. It costs five times more to attract a new customer than it does to retain an existing one.

Sales 84

Sales Meetings Account Growth 84

Kainexus

JUNE 11, 2020

A growing number of construction firms are embracing the Lean methodology that emphasizes maximizing value for the customer while minimizing waste. The approach is simple and attractive in an industry where budgets, timeframes, and safety are all critical, but the project delivery is very different than traditional construction methods. This makes proper execution of the philosophy and techniques difficult to implement.

Construction 84

Construction Manufacturing Management 84

Hubspot Sales

JUNE 8, 2020

It's never been more difficult to be a B2B sales rep. You have to manage heightened expectations, battle against a multitude of competitors and make sure you have time to meet the needs of everyone in your pipeline. Regardless if you are a grizzled sales veteran with decades of experience or brand new to the profession, here are some simple steps to delight your prospects.

B2B 87

B2B Sales Decision-making Marketing 87

SBI Growth

JUNE 12, 2020

Companies often sign up channel partners without considering how they fit into a holistic go-to-market strategy. As a result, Marketing leaders often find themselves trying to deliver one-size-fits-all marketing support to a complex web of channel partners that bear no.

Marketing 77

Marketing 77

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

The Center for Sales Strategy

JUNE 8, 2020

Whether you’re a veteran in your career or just starting out, one of the most helpful things you can do is continue your professional growth. Our team enjoys many forms of professional development , and we find one of the quickest ways to grow is by reading. At The Center for Sales Strategy (CSS), you’ll find a book in our hands most of the time. Reading helps you develop empathy , gain valuable exposure to other perspectives, and increases verbal intelligence—all of which make you a better lead

Sales 83

Sales 83

Sandler Training

JUNE 11, 2020

Although the current unemployment rate has spiked up in many areas, hiring a productive salesperson can still be a huge challenge. The post Hiring a Productive Salesperson Can be Hard appeared first on Sandler Training.

Leadership 73

Leadership Management 73

Hubspot Sales

JUNE 9, 2020

The online learning industry is booming. According to a study by Research & Markets , the online education sector is set to grow from $187.877 billion in 2019 to $319.167 billion by 2025. While that’s a positive thing for the industry and course creators, it will inevitably make the space more competitive. If you’re a course creator already established in your space, that means the coming years will bring more competition.

Marketing 77

Marketing Sales Management 77

Kainexus

JUNE 9, 2020

When you ask people if they would like to be involved in continuous improvement , they are likely to say, “Of course!” But ask them if they would like to experience continuous change, and you’re likely to get a different answer. Of course, improvement requires change, so what gives? The difference is that “improvement” describes the desired state, a positive outcome.

Organization 60

Organization Management 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

The Center for Sales Strategy

JUNE 9, 2020

As a sales manager, do you feel like some of your veteran sellers struggle with new business development? It’s no secret that the recent downturn in revenue has shifted the focus to new business sales initiatives. Unfortunately, many sellers are struggling in this area of new business development. They are showing signs of call reluctance—the fear of taking a step in the sales process, fear of rejection, and fear of the unknown.

Sales Management 75

Sales Management Management Sales 75

Sandler Training

JUNE 11, 2020

By using the Transactional Analysis model, we’re more likely to have better outcomes from challenging conversations, particularly in challenging times. The post If You Know Transactional Analysis, Now is the Time for Your Nurturing Parent to Shine appeared first on Sandler Training.

Sales Management 60

Sales Management Leadership Management Sales 60

Hubspot Sales

JUNE 10, 2020

I've made this comparison to sales skills before, but for me, it always rings true. Salespeople, just like Liam Neeson in " Taken ," need a particular set of skills to be successful. One of those skills is vulnerability. After researching how vulnerability can impact sales, I decided to talk to CeCe Aparo , Vice President and GM of Corporate Training at Hoffman , a sales management training organization.

Sales Training 74

Sales Training Sales Communication Innovation 74

Blue Canyon Partners

JUNE 12, 2020

The spring of 2020 ushered in numerous unexpected shocks. The COVID-19 pandemic, business shutdowns, civil unrest, high unemployment, and a volatile stock market are coalescing events that point to a highly uncertain business outlook. As we head into the summer and the second half of 2020, many ask once again: where do we go from here? To navigate through this indeterminate period, executives must anticipate what their new normal will look like and how it will impact their business; use these in

Suppliers 52

Suppliers Value Proposition Digitalization B2B 52

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

Desired Path

JUNE 10, 2020

Last week I presented at CS in Focus’ first virtual event speaking about going “ Back to the Fundamentals: Navigating Customer Success During a Global Pandemic”. The presentation built off of an article that I wrote a few weeks earlier about what Customer Success will look like moving forward. The fact is, the current and evolving market conditions have forced companies to pay particular attention to customer success in order to keep customers and to ensure that the churn rate is kept as low as

Customer Success 52

Customer Success Innovation Customer Experience Organization 52

Sandler Training

JUNE 12, 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 #23 – The Best Way to Get Rid of a Bomb is to Diffuse it Before it Blows Up appeared first on Sandler Training.

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Hubspot Sales

JUNE 10, 2020

I've made this comparison to sales skills before, but for me, it always rings true. Salespeople, just like Liam Neeson in " Taken ," need a particular set of skills to be successful. One of those skills is vulnerability. After researching how vulnerability can impact sales, I decided to talk to CeCe Aparo , Vice President and GM of Corporate Training at Hoffman , a sales management training organization.

Sales Training 72

Sales Training Sales Communication Innovation 72

Blue Canyon Partners

JUNE 12, 2020

The spring of 2020 ushered in numerous unexpected shocks. The COVID-19 pandemic, business shutdowns, civil unrest, high unemployment, and a volatile stock market are coalescing events that point to a highly uncertain business outlook. As we head into the summer and the second half of 2020, many ask once again: where do we go from here? To navigate through this indeterminate period, executives must anticipate what their new normal will look like and how it will impact their business; use these in

Suppliers 52

Suppliers Value Proposition Digitalization B2B 52

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