Sat.Dec 26, 2020 - Fri.Jan 01, 2021

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How CEOs of Tech-Enabled Services Accelerate in a Downturn

SBI Growth

It may be easy to assume that tech-enabled services became an overnight success in the wake of the work-from-home and digital phenomena. However, many companies will not only miss their number but have also experienced an 8% year over year decrease.

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In Sales, Tonality Matters More Than You Think. Here's Why

Hubspot Sales

If you’ve ever been in an argument with your significant other, you’ve probably figured out that the way you say something is often more important than what you say. Did you ever consider that the same principle applies to sales? It’s true; the tone of your voice might actually be jeopardizing your sales success. You may have put hundreds of hours into researching your market, learning your product, and crafting your pitch, but if you aren’t aware of what your voice conveys to your potential cus

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How to Inspire your Employees and Increase Productivity

The Center for Sales Strategy

You want to get the most out of your people… so how do you really inspire them? Most of the managers immediately respond, “Pay them more!” Believe it or not, that’s not going to cut it. Most employees are not coin-operated, and more money does not lead to more engagement. Wonderfully stated in a Harvard Business Review article, authors Eric Garton and Michael C.

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The simple guide to drip email campaigns

Nutshell

Research shows that for every $1 you spend on email marketing, you get back $4 , with drip email campaigns playing a huge role. But to get such mouthwatering ROIs, you must understand the types of email campaigns that help move your marketing needle up. One such campaign is called a drip email campaign. What is a drip email campaign? At its simplest, a drip email campaign is an automated email marketing strategy designed to send out several emails to a subscriber over a specific period.

Marketing 115
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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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The Four Forever Changes Transforming B2B Sales Enablement

Corporate Visions

You can choose to jump on these changes and charge toward the new reality of selling. Or, you can hold back and be told to address these issues to catch up with your competition. Whatever choice you make, this article presents a glimpse into your future. The post The Four Forever Changes Transforming B2B Sales Enablement appeared first on Corporate Visions.

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Everything You Need to Know About Sales Mirroring

Hubspot Sales

Consumers prefer to buy things from people they like. It’s a common-sense concept: If a pushy door-to-door salesman comes calling and attempts to barge his way into the house with a product you don’t want, chances are you aren’t spending any money. On the other hand, if you’re on the hunt for a new car and the salesperson is knowledgeable, kind, and considerate there’s a much better chance that you’ll give her your business.

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Best of 2020: Our Top 10 Virtual Selling Resources

RAIN Group

2020 has been marked by a lot of changes, distractions, and new challenges. If it were up to us, we’d title it, “The Year Sellers Plugged In.” Not only literally, with the wholesale shift from live to virtual selling, but also figuratively in the sense sellers had to become even more keenly aware of buyer wants and needs to be successful in a virtual environment.

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Discovering The Right Partnerships with Sales Insights

CoSell

As a business owner, you’re on the lookout for ways to collaborate with the right partners. Whether you’re a solo entrepreneur, a small business, or part of a larger organization, working with the right partners offers a way to expand awareness and build a loyal customer base. With sales insights, you can determine the best partners to seek out, work with, and grow together.

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5 Ways to Work with Pre Qualified Leads

Hubspot Sales

Customers are the lifeblood of any business. Without a healthy book of existing customers and a steady stream of new customers, a business can’t grow. This is why most businesses have a sales funnel — a way of bringing in potential customers and working with them until they become buyers. This is where your marketing team and your sales team work together to create success for the company.

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Riding the wave isn’t easy — 10 self-care tips from a pro surfer

Zendesk

Layne Beachley knows exactly what it takes to overcome setbacks and accomplish lofty goals. Her seven ISA World Championship titles are a testament to this, as is her general approach to life. Born in Manly, New South Wales, Beachley first started surfing professionally at age 16. By age 20, she was ranked 6th in the world. By 2006, she had seven World Championship titles under her belt, and was the only surfer ever to win six consecutive competitions.

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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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Building a Strategic Customer Success and Scaling CS Programs

Strikedeck

Vincent Manlapaz, in an interview with Rama Saripalle talks about the importance of aligning key business processes (CS strategies, customer feedback, and customer experiences) as the leading driver for CS programs' success.

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Create Valuable Partnerships with Your Best Customers

CoSell

How can you create valuable partnerships? It’s a big question that’s on everyone’s minds. We’re looking for fresh ways to add value to our best customers. Much like a personal relationship, a customer partnership works best when you focus on authentic success. If you’re only focused on short-term gains, the partnership won’t survive long term. In the last few weeks, I’ve found myself having this conversation over and over again.

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How to Identify and Fix A Sales Bottleneck

Hubspot Sales

Sales is a critical function – without it, your company wouldn’t bring in revenue. While every member of your staff carries out an essential function, none of them would have jobs if your sales team isn’t closing deals. Knowing how important your salespeople are, you’ve put a great deal of effort, time, and money into hiring the best and training them.

Sales 132
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6 Steps to Continuous Improvement in Automotive Manufacturing

Kainexus

Manufacturers of all kinds seek to achieve continuous quality improvement because it ensures the consistency of products delivered to customers and protects against the competition. It also paves the path to compliance with industry-specific standards. This is crucial in the automotive sector because defective vehicle parts may lead to expensive recalls or worse accidents that cost lives.

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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 Create a Sales Accountability Culture

Sales Gravy

On this episode of the Sales Gravy Podcast Jeb Blount (People Follow You) and Kristie Jones discuss the trials and tribulations of building and sustaining a sales accountability culture. You'll learn that without accountability your sales team will generate inconsistent results and devolve into the wild, wild west. Kristie: How I Developed My Passion for Creating a Sales Accountability Culture I actually started in SaaS sales leadership back in 2000.

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Building a Winning Go-To-Market Strategy

CoSell

Are you looking for ways to diversify your revenue and make your business viable in any economic conditions? Are you planning for growth that withstands economic setbacks? Let’s look at a hands-on way to build a winning go-to-market strategy. In many sales organizations, we’re always talking about go-to-market strategies. In shorthand, we refer to it as GTM.

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How to Navigate Sales Territory Mapping in 2021

Hubspot Sales

Sales is changing. New technologies come out every day that make our jobs more straightforward -- and more complex. But all this new technology doesn’t help us if we don’t have a plan to use it. A study by Gartner's uncovered that enterprises lose out on up to 10% of their annual sales due to poor planning. Moving into 2021, sales territory mapping software is here to help clear up the ambiguity, help you plan for the future, and get your team on the right track.

Sales 130
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Effective Debt Management For Entrepreneurs

Aepiphanni

Debt may be a complicated topic for entrepreneurs to discuss but even Harvard Business Review considers the different instances when debt is good. From being a cheaper form of financing than equity to using the debt to deduct from corporate income taxes, loans may benefit your business in the long run. However, Joseph Benoit from Entrepreneur.com points out that many entrepreneurs are suffering.

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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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The Second Universal Challenge Enterprises Face While scaling Revenue-Generating Partnerships (Part 2 of 3)

PartnerTap

This is the second installment in our three-part series on scaling revenue-generating partnerships. You can find the first article, and the first challenge, in the series here. Universal C hallenge #2: can’t co-sell without the right data, access, insights, and technology. There are many companies that have invested in teams of people to manually account map and connect sales reps with partners on a case-by-case basis.

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Enhancing Customer Engagement through Gamification

LinkedFusion

What is gamification? One of the best ways to increase customer engagement is, adding sports elements(gamification) to non-sports activities. While gamification is a moderately new term, the idea of driving its prosperity isn’t. Making a task more enjoyable is a great way to encourage participation. Likewise, when customers find that interacting with a brand is delightful, they are more likely to do so and recommend others to engage with them.

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A Basic Guide to Territory Optimization

Hubspot Sales

Great sales teams are always striving to grow. They're agile, informed, and perpetually going above and beyond to figure out key areas they can improve. But with ever-expanding goals comes a greater need to refine the processes that make your team tick. In this post blog, we'll help you understand how to optimize your sales territory strategy to achieve bigger and better things this year.

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Episode 10 | Navigating Team Dynamics with the Aepiphanni Team

Aepiphanni

In this special Off the Cuff episode, Rick and Ingrid sat down with three other Aepiphanni team members—Stephanie Torres (Digital Marketer), Hazel Haygood (Project Manager) and Mariana Skafi (Community Manager)—to talk about how the year 2020 played out for them as professionals and for the team as a whole. Episode 10 dived deeper into the Aepiphanni team’s dynamics, the kind of leadership Rick.

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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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DonorsChoose shares tips for startups navigating uncertainty

Zendesk

This year, teachers have been working harder than ever to support their students as they navigate distance learning in the midst of a global pandemic. Meanwhile, the customer support team at DonorsChoose , a platform that connects teachers with funding for classroom projects, is supporting those teachers and learning on the fly as they navigate continued uncertainty around schools and reopening plans.

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TechTarget Announces Closing of BrightTALK Acquisition

SBI

TechTarget Completes its Acquisition of BrightTalk, a Leading Virtual Events Platform. NEWTON, MA – DECEMBER 23, 2020. TechTarget, Inc. (Nasdaq: TTGT), the global leader in B2B technology purchase intent data today announced the closing of the previously announced acquisition of BrightTALK Limited, a private company incorporated in England. As a leading marketing platform for webinars and virtual events in the enterprise IT market, the BrightTALK acquisition will enable TechTarget to significan

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Sales Acceleration: What It Is & How to Impact It

Hubspot Sales

Most of the time, responding quickly is the best way to make your customer happy. Seller response time influences 57% of buyers' behavior. Luckily, with sales, quickness also happens to be the way to make your sales team happy. Sales acceleration helps you do both. What is sales acceleration? Sales acceleration enables teams to shorten their sales cycles and engage healthier and more bountiful prospects.

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How to Use a Google Reviews Widget

ReviewTrackers

Google Reviews Widgets. Google reviews widgets, available in various shapes and sizes, enable you to embed or display online reviews from your Google business listing on your own website. Using widgets to display a business’ Google reviews has become a go-to strategy for today’s marketers. This allows them to leverage reviews as a powerful form of social proof.

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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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Startups podcast: 4 startups on how they’re solving for a post-pandemic world

Zendesk

As we look ahead to the new year, it’s clear that we need to challenge, disrupt, and transform the world as we once knew it. And who better to talk to about disruption than startups? Read on to learn about startups working to make the post-pandemic world a better place. Season 2 is here. Join us for the Sit Down Startup podcast, where we sit down (virtually) for casual, coffeehouse conversations with startup founders, CEOs, and CX leaders.

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Episode 10 | Navigating Team Dynamics with the Aepiphanni Team

Aepiphanni

Navigating Team Dynamics with the Aepiphanni Team. [embed][link] In this special Off the Cuff episode, Rick and Ingrid sat down with three other Aepiphanni team members—Stephanie Torres (Digital Marketer), Hazel Haygood (Project Manager) and Mariana Skafi (Community Manager)—to talk about how the year 2020 played out for them as professionals and for the team as a whole.

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The Sales Manager's Guide to Strategic Planning

Hubspot Sales

Have you ever felt like your sales team is doing an okay job, but you know they could be doing better? Or, alternatively, perhaps you're second-guessing some of your hiring decisions — could you have found a rep who would've sold more? Fortunately (it's a good thing, we promise), this may be due less to the people you've hired and more to the guidance you've provided.

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Investment in Community: 2020 Strategy and Performance Management Cohort Recap

ClearPoint Strategy

The first ClearPoint Strategy and Performance Management Cohort, a program created and run in partnership with ELGL, wrapped up with raving reviews from participants, mentors and ClearPoint team members. The actionable steps learned to create a strategic plan and invaluable relationships formed will benefit participating communities long into the future.

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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.