Nutshell
MARCH 13, 2020
If your company has a unique sales process or sells a variety of products and services, it can be tempting to build a CRM from scratch. Theoretically, a custom CRM would include all the features your organization needs, none that you don’t, and would be tailored to your specific business in everything from the in-product terminology to workflows reflecting how your team sells.
The Center for Sales Strategy
MARCH 9, 2020
LinkedIn is the most popular professional social networking site out there, which means if you have a B2B business or cater to other professionals in a specific industry, it could be the ideal platform for growing your business. By now, you’ve updated your LinkedIn profile using the Ultimate LinkedIn Profile Checklist. Now you want more engagement, you want your LinkedIn posts to attract more viewers and increase shares—but where do you even start?
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Engage Selling
MARCH 13, 2020
The very best reps I know own their territories as if it were their own business. They plan for success in those territories proactively, rather than just taking whatever comes their way, crossing their fingers, and hoping for success.
Strategic Planning and Management Insights
MARCH 12, 2020
On this episode of the Strategy & Leadership Podcast , we're joined Dr. Gleb Tsipursky, CEO of Disaster Avoidance Experts LLC and author of Never Go With Your Gut : How Pioneering Leaders Make the Best Decisions and Avoid Business Disasters.
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.
SBI Growth
MARCH 10, 2020
Did you know that 70% of the buying experience is based on how the customer feels they are treated? Failing to deliver a good customer experience – from the customer’s perspective – has real consequences. The good news is, if a.
Hubspot Sales
MARCH 8, 2020
Salespeople have never had so much technology at their fingertips. Some of the latest — and possibly most promising — tools for sales teams use predictive analytics, a form of artificial intelligence technology that can optimize decision making around sales efforts. But with all the products promising to tell the future, it’s hard to discern which can actually deliver.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Groove HQ
MARCH 10, 2020
A well-thought-out plan for creating knowledge base articles with examples from our own help center. The post 8 Knowledge Base Examples (From Our Help Center) with Lessons for How to Create Your Own appeared first on Groove Blog.
SBI Growth
MARCH 11, 2020
If a comprehensive history of corporate entities is ever written and published, it will be littered with anecdotes of firms that were forced to make challenging decisions when business was difficult. Were they ready for an economic recession? Had the.
Sandler Training
MARCH 12, 2020
In the complex world of enterprise accounts, team selling is the name of the game. When it comes to winning, selling to, growing, and serving major accounts, team selling needs to be much more than just a tag line. It needs to be the way you do business. The post Winning Business through Channel Selling appeared first on Sandler Training.
RAIN Group
MARCH 11, 2020
Reinforcement has been a trend in the world of sales training for a while now. All the research data in sales training—and learning and development in general—supports the need for robust reinforcement. But it’s still not happening often enough. According to Aberdeen , fewer than half (44%) of companies formally follow-up initial sales training with reinforcement.
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
PandaDoc
MARCH 11, 2020
It’s no secret that we like to drink our own champagne over here at PandaDoc. We use our product to onboard new hires, forecast internal revenue, and above all, close more deals. Our sales team faces the same pressure to hit quota month over month as our customers do, and with each month that passes the relationship between buyer and seller evolves.
Hubspot Sales
MARCH 11, 2020
Pricing a product is like baking cookies for your kid's second grade class. In this case, their classmates will only eat cookies within a certain range of crispiness — one you don't have a definitive grasp on. Ideally, every kid in the class will want to eat your cookies, but you realize limitations in resources and variability in preferences make that improbable.
The Center for Sales Strategy
MARCH 13, 2020
- MOTIVATION -. "Quality performance starts with a positive attitude.". - Jeff Gitomer. - AROUND THE WEB -. > The B2B Sales KPIs You Should Be Tracking According to 60+ Experts– Databox. The art of B2B marketing in the digital age is becoming more complex. In a world where buyers and decision-makers have access to a world of information (offered by you and your competitors) and the buyer’s journey is becoming increasingly noisy, more effort does not always equal better results.
Sales Readiness Group
MARCH 11, 2020
According to industry research, sales managers that devote more than three hours of coaching per month to each of their team members achieved 107% of their team quota. On the other hand, teams that received no coaching met only 82% of their quota. Coaching works because it helps you create leverage, and leverage is the key to be a successful sales manager.
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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
MARCH 7, 2020
On this episode of the Sales Gravy podcast, Jeb Blount (author of INKED) and Darryl Praill (CMO of Vanilla Soft) discuss the new paradigm and mash-up of sales and marketing. If you want to engage more prospects, build a bigger pipeline, and close more sales, then you'll want to pay attention to and heed Jeb's and Darryl's advice. There are new rules for sales and marketing.
Groove HQ
MARCH 9, 2020
You do not need a 50-page document for your marketing style guide. Ours is less than 1,000 words. I once spent three days locked in a room with three other writers arguing about style and grammar as we tried to develop rules for our style guide. Em dashes. En dashes. Bullet points. Oxford commas. It […]. The post Our Marketing Style Guide Is Just 658 Words.
The Center for Sales Strategy
MARCH 12, 2020
From reduced revenue to poor employee morale, there’s one situation that creates heightened anxiety among sales managers and CEOs, and that’s an open position that goes unfilled for too long. “Somebody is better than nobody”—we’ve all said it when it comes to our sales team. There’s pressure to fill open jobs quickly, and with good reason, but what brings us to this point of desperation?
Hubspot Sales
MARCH 10, 2020
As your startup grows, you’ll want to build a stellar leadership team to usher in your company’s next level of success. And for nearly every business, bringing in more money is an important sign of success. As the founder, you can’t be responsible for this alone — you need a talented leader who can build a stellar team of sellers to bring in more revenue for your company.
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.
Miller Heiman Group
MARCH 10, 2020
Loyalty drives the 4 Rs: revenue, reputation, referrals and retention. But when buyers start to see companies and their sellers as interchangeable vendors who can easily be replaced, they have little reason to remain committed to one business. Just meeting, not to mention exceeding, the modern customer’s expectations for a personalized, enhanced, omnichannel experience is getting harder.
Revegy
MARCH 10, 2020
Developing client financial insights is one of the key skills that separates top performing sellers from all others. Yet, a recent survey by FinListics Solutions and Revegy reveals that less than 25 percent of sellers believe they understand their customers’ financial performance very well, and almost 50 percent believe their understanding needs significant improvement.
MTD Sales Training
MARCH 10, 2020
Episode 44 – Two words that can eliminate indecision, how microlearning can help us prosper and a quote from Henry Ford. This latest podcast takes a look at the two words that can eliminate indecision in your prospect. Could it really be as simple as that? Well, stay tuned to find out those simple words and the reason why they could have a big effect on the way your prospect considers the decisions they make.
Kainexus
MARCH 11, 2020
Eliminating waste is at the heart of the Lean Business methodology. The goal of Lean is to spend more of your time creating value for customers by reducing or eliminating everything else - the waste. Several common types of waste have been identified and together represent the “ 7 Wastes of Lean ” (sometimes expressed as "8 types of waste, including the additional "waste of human potential" or "waste of talent").
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
MARCH 12, 2020
A triple-digit increase in sales opportunities identified—and 4X revenue growth based on those opportunities. The ability to maintain steady customer satisfaction and customer support scores despite a delayed product release. Do these results and customer experience metrics sound unrealistic? Think again. They represent the gains that become possible when a firm implements Miller Heiman Group’s Bridging Service Into Sales training to improve its customer experience strategy.
Sandler Training
MARCH 13, 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 #10 – Develop a Prospecting Awareness [PODCAST] appeared first on Sandler Training.
Kainexus
MARCH 13, 2020
With more new cases of COVID-19 diagnosed every day and the recognition that we’re only at the beginning of this pandemic, the health and safety of employees is a top priority of companies around the globe. Our hearts go out to the many people around the world who will be affected by this development. In an effort to do our own small part, on Thursday, March 12 our company transitioned into a virtual company with all staff working from home indefinitely.
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
MARCH 9, 2020
Even as a talented sales rep, you’re bound to experience failure at one point or another. Whether you were just shy of hitting your quota or you had a promising deal that didn’t go through, not every attempt at a goal is going to result in a home run. If you’re experiencing one of those moments, all hope is not lost. Here are some inspirational quotes to help you get back on your feet after a setback.
Sandler Training
MARCH 10, 2020
Mike Montague interviews Mike Michalowitz on How to Succeed at Putting Profit First. The post How to Succeed at Putting Profit First with Mike Michalowitz appeared first on Sandler Training.
Sales Gravy
MARCH 12, 2020
On this Sales Gravy Quick Tip, Jeb Blount reveals the real secret to superstar sales success. The good news is it's obvious and within your grasp. On this Sales Gravy Quick Tip, Jeb Blount reveals the real secret to superstar sales success. The good news is it's obvious and within your grasp.
Kainexus
MARCH 13, 2020
When we chat with people about making the switch to digital continuous improvement , many of the benefits are immediately apparent. People know that using software with workflow capabilities to manage projects is a much better option than using spreadsheets and email. They sense that having a platform designed for the purpose will streamline work and get individual projects across the finish line more often.
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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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