Sat.Feb 09, 2019 - Fri.Feb 15, 2019

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The 13 Best Live Chat Software Tools of 2019

Hubspot Sales

The way we interact with people is changing, both in our personal and professional lives. When we send text messages to friends and emails to colleagues, we expect a quick reply. And whether we're instant messaging a co-worker or chatting with customer support on our favorite website, we often get a response almost instantly. Wouldn't it be great if your sales team could connect with prospects in a similar way?

Software 130
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Why You Need to Be a Needs-Based B2B Salesperson

Openview

Being a salesperson isn’t just about knowing the ins and outs of your product. You may have all the answers to commonly asked questions and have no problem pitching your product, but your value proposition only goes so far. In order to be successful, you have to be able to identify the needs of each potential customer. A needs-based salesperson is the gateway between brands and consumers.

B2B 101
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The Little Big Guide to Ecommerce Customer Service

Groove HQ

When it comes to doing business online, ecommerce is among the most challenging industries to be in—and ecommerce customer service is no joke, either. The proliferation of platforms like Shopify and WooCommerce makes setting up shop virtually free, so you constantly have to battle nimble entrants trying to steal a slice of the pie. At […]. The post The Little Big Guide to Ecommerce Customer Service appeared first on Groove Blog.

eCommerce 104
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Sellers Must Focus on Perspective to Increase Win Rates in 2019

Miller Heiman Group

CSOs, CFOs and CMOs (and salespeople) should be troubled by the outcome of deal forecasts in 2018. Just 47 percent of forecasted opportunities resulted in wins, identical to 2017, while losses of forecast deals increased to 32 percent. On its face, this looks like a dire moment. But the new “Selling in the Age of Ceaseless Change: The 2018-2019 Sales Performance Report ” from CSO Insights , the research division of Miller Heiman Group , finds a bright spot for sellers who are prioritizing relati

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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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CRM Database, Explained in 400 Words or Less

Hubspot Sales

How do you manage your contacts and deals? If you're manually keeping track of them with spreadsheets and documents, you're likely in need of some automation and organization. Manual data entry can result in missing contact information due to human error. Plus, it's difficult to keep team members in the loop about contact and deal movement. And transferring customer ownership if a salesperson leaves the company is a challenge.

CRM 101
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11 Ways You Can Influence Buyers to Connect With You

RAIN Group

This article was originally published on the Sales Enablement Society. Sellers often complain that it's impossible to get through to buyers. Gatekeepers are tough. Buyers are busy. Calls go to voicemail. Email goes to junk. The list goes on. While getting through certainly isn't easy, sellers who work at it do get through. In fact, 82% of buyers say they accept meetings at least sometimes with sellers who reach out to them.

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How To Handle A Client That Wants A Bigger Discount

MTD Sales Training

There are many times when a sale can stall in its progress and there are many reasons for it occurring. One of the most common is the issue of price, where a prospect has not yet seen the value of paying the price for your products or services. Why does this happen? Naturally, it’s because people associate what they have to pay with how useful the solution will be for their current situation.

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Selling Techniques for Getting that First Appointment

The Center for Sales Strategy

You called. Left a message. "Maybe they're busy," you think. Or, "maybe they just don't return calls." Perhaps it's neither of these. Maybe it's on you. Maybe you just haven't given them a compelling enough reason to call you back. If you want people to call you back, you need to give them a reason. If the reason you are providing is something along the lines of, "I have a really great idea to share with you," then you sound just like the other 25 calls they've received.

Sales 75
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Why Do PE Firms Care About Customer Experience?

SBI Growth

First, what is Customer Experience and why should you care? Private Equity firms care about Customer Experience (Cx), because it is key to driving revenue growth, maximizing reducing the expense to bookings ratio, while providing customers with a great interaction.

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The Top Mistakes to Avoid in Strategic Account Management in Consolidated Markets

Miller Heiman Group

When managing top-tier accounts in consolidated markets, it’s critical to work strategically to close more deals. Unfortunately, in large markets controlled by a small number of companies, such as automobile manufacturing or medical devices, this can be riddled with challenges. Losing a strategic account represents a monumental loss and you may find yourself banging your head against a wall, asking where you went wrong or if you missed early warning signs.

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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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Sales Enablement Defined: Your Guide to Sales Prospecting

Showpad

Let’s face it; prospecting isn’t the most fun part of selling. However, it is a crucial part of finding potential buyers, developing relationships with them, and closing deals. Without prospecting, reps have no one to actually sell to. In the next blog in our “Sales Enablement Defined” series, we’ll talk about sales prospecting and where it fits into the sales enablement ecosystem.

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Weekly Roundup: Three New Selling Skills You Need to Win with Buyers + More

The Center for Sales Strategy

- MOTIVATION -. "THE MOST UNPROFITABLE ITEM EVER MANUFACTURED IS AN EXCUSE". -JOHN MASON. - AROUND THE WEB -. > Three New Selling Skills You Need to Win with Buyers — Selling Power. Effective sales professionals are recognizing that the skills needed today look different from conventional selling capabilities. Uptiering, asserting, and aligning are all part of the new playbook.

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How to Reap the Rewards of Talent Programs and Ensure Tangible ROI

SBI Growth

HR leaders work for months creating Talent Programs that target sales and marketing employees. There is substantial pressure on making sure that the spend is worth the efforts. The programs have been meticulously created, the work has been done and.

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How to Benefit from Vendor Consolidation | Sales Strategies

Engage Selling

???????Ten years ago, I was working with clients where we were focused on their business as a speciality item.

Banking 75
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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 Differentiate Your Solution from the Competition

Sales Readiness Group

In today’s crowded marketplace, it’s easy to forget how many choices your buyer has. Buyers have a difficult time differentiating your solution from the competition’s solution. What may be an obvious distinction to you may not be so apparent to the buyer. So you need to explain why the buyer should select your solution instead of the alternatives. Skilled sales reps differentiate their solutions by highlight features that are important to the buyer where they're strong, and their competitors are

Sales 54
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5 Ways to Heat Up a Cold Start to the New Year

The Center for Sales Strategy

January is history, and some sellers are already singing the blues because their year is off to a cold start. That’s the bad news… here’s the good new s ; it is not too late to make some changes to accelerate revenue and improve sales performance. Here’s a list of five things to get 2019 back on track and heat up sales revenue!

Sales 64
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What it Takes to Achieve Operational Excellence

Kainexus

No executive in the world would turn down operational excellence if you handed it to them on a platter even if they don’t exactly know what it is. It just sounds like something awesome. But operational excellence isn’t like an hors d'oeuvre you can pluck off a tray. In order to be achieved, it must be clearly understood, injected into the culture, and supported with a methodology to guide decisions.

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Email Marketing Software 101: What’s Right for Your Business?

Outbound Engine

Let’s make something clear: email is not dead. Thinkpiece authors and marketing thought leaders have been predicting email’s death for a decade or more, but the data shows that email is just as ubiquitous as ever. And not only is it an all-but-universal marketing channel, it’s also an effective one. In most studies, email has a higher ROI than all traditional channels and even beats social media on many key metrics.

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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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Four Strategies for Building Rapport with the Language of Needs

Miller Heiman Group

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Better Business Acumen in Just a Few Minutes Per Day (VIDEO)

The Center for Sales Strategy

We always talk to our salespeople about having better business acumen, and we teach them to speak like a business owner. This gives sellers leverage and credibility when talking with prospects and customers. Growing up, my dad always told me that if you just read the front page of The Wall Street Journal, you'd be more informed than 95% of the business people out there that you'd be talking to.

63
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Watch Your Language: How to Converse with Customers More Effectively

Strikedeck

Robert shares his best tips for how to speak to customers so that they are inclined to listen and understand.

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KaiNexus vs. SharePoint

Kainexus

Are you trying to spread an improvement culture without the improvement software? You invest in software for all of the important parts of your business, right? People. That software exists for continuous improvement, too. When you started on your improvement journey, you may not realize it, but you actually already made a technology decision. I bet you probably managed the work in spreadsheets and bulletin boards - these are technology!

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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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Selfishness Doesn’t Sell: Be Generous with Your Team

Engage Selling

So far in this series on generosity, I’ve talked about how selling is about giving and being in service to others.

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Is it Time to "Marie Kondo" Your Account List?

The Center for Sales Strategy

I can't get enough of Marie Kondo. Unless you are completely removed from social media or Netflix, you know her to be the spiritual guide to decluttering your living space on her Netlfix original series, " Tidying Up With Marie Kondo." I am a believer and often ask myself, "Does this spark joy?" and after my recent one-on-one coaching calls with salespeople from all over the country, many seem to feel as if their Account Lists are cluttered and could use some of Marie's guidance!

Media 63
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The Shift to Predictive Accounting

Analytics-Based Performance Management

There is a widening gap between what the CFO and accountants report and what internal managers and employee teams want and need. This does not mean that information produced by the accountants is of little value. In the last few decades, management accountants have made significant strides in improving the utility and accuracy of the costs they calculate and report.

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7 Signs That Your Organization Needs Visual Task Management

Kainexus

When I was a kid, my mother helped motivate and organize her workforce (aka, my sisters and me) with a chore chart. Each week we had tasks assigned and got to put a sticker on the chart when the job was satisfactorily completed. This wasn’t exactly an innovation in parenting, but it worked well for our family. We each knew what we had to do and adding the sticker was a small reward and a visible reminder that we had done what we were asked.

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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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Sales Enablement Defined: Your Guide to Sales Prospecting

Showpad

Let’s face it; prospecting isn’t the most fun part of selling. However, it is a crucial part of finding potential buyers, developing relationships with them, and closing deals. Without prospecting, reps have no one to actually sell to. In the next blog in our “Sales Enablement Defined” series, we’ll talk about sales prospecting and where it fits into the sales enablement ecosystem.

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A Sales Enablement Tool for the CEO

SBI Growth

Sales 89
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How AI is Poised to Transform Sales @AvisoInc

SBI

How AI is Poised to Transform Sales. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Tom Victory , VP of Marketing at Aviso. NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS? TOM: Although there are a lot of emerging technologies debuting in the sales and marketing space, Aviso is singularly focused on advancing the adoption

Sales 42
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How to Become an Entrepreneur With No Money or Experience

Hubspot Sales

Being your own boss, calling all the shots, hustling to hit your goals -- for many people, entrepreneurship is the ultimate career goal. But as awesome as running your own business sounds, it's also incredibly difficult. How difficult? 75% of startups fail. Entrepreneurs are also more anxious than other people and experience more day-to-day stress. After all, when you're responsible for the bottom line, every setback falls on you personally.

Investors 145
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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.