Hubspot Sales

JULY 7, 2021

When it comes to sales deals, there's always a variety of moving parts such as deal tracking, prioritization, organization, analysis, and more. On top of that, sales reps work on more than one deal at once and speak to different people with unique needs across each of those deals. This is where deal management comes into play — the process by which you can simplify and organize different aspects of your sales deals to improve efficiency, performance, and conversions.

Management 126

Management Artificial Intelligence Prioritization Software 126

SalesGlobe

JULY 9, 2021

Alignment to Your Revenue Roadmap and Driving the Right Behavior. Shifting a business from traditional products and services to SaaS and XaaS requires a laser focus on the upstream disciplines of the Revenue Roadmap and a refocus of your business in five key areas. Anything as a service, XaaS, is accelerating as companies navigate the shift to solution sales to meet and exceed customer requirements.

Finance 52

Finance Value Proposition Sales Innovation 52

Customer Think

JULY 6, 2021

Mckinsey in an article “Defining the skills citizens will need in the future world of work” has said, and I quote: add value beyond what can be done by automated systems and intelligent machinesoperate in a digital environmentcontinually adapt to ne.

Digitalization 128

Digitalization 128

Holden Advisors

JULY 9, 2021

Is it possible to double your price and not lose any customers? Yep. If you’d asked me last year, I wouldn’t have believed it either. But that’s exactly what happened with one of our clients. In the end, our client’s revenue increased nearly $100M without losing customers. Here’s how we worked together to make this unbelievable situation a reality. Determine Negative Elasticity.

Negotiation 195

Negotiation Communication Leadership Sales 195

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.

Software Sales Guru

JULY 5, 2021

Giving Concessions is Not Negotiating Master negotiators make sure their counterpart walks away from the table feeling like a winner. And they do so with a minimum of concessions. Yet, the paradox is that sellers who give away huge concessions easily, will end up with an unhappy prospect who harbors some vague, inexplicable sense that he’s been cheated.

Negotiation 173

Negotiation Software Software Sales 173

Engage Selling

JULY 9, 2021

As the post-pandemic landscape continues to reveal itself in today’s marketplace, price increases are a defining characteristic…and a pain point for many of us. In some markets, these increases are incremental bump-ups. But in others, the spikes are meteoric, due … Read More » The post When Prices Go Up, Sellers Get Down to Business first appeared on The Sales Leader.

Marketing 126

Marketing Sales Business Growth Communication 126

The SAMA Podcast

JULY 6, 2021

Learn more about Finlistics here. Learn more about the book here. This week only, buy the ebook directly from Amazon for just $1.99. There exists today a massive buyer-seller mismatch. To wit: Only 20% of enterprise buyers think their suppliers understand their business. And even when they DO understand it, only one in four can effectively align their client's business goals with their own company's offerings.

Suppliers 104

Suppliers Stakeholders 104

RAIN Group

JULY 7, 2021

By failing to prepare, you are preparing to fail. ?. - Benjamin Franklin. We acknowledge that sometimes you can't prepare for a sales call or—hallelujah—a buyer calls you out of the blue. It's reasonable to suggest that, on occasion, sales calls are appropriately deemed 'exploratory discussions'; the kind of discussion in which we just talk and 'see where it goes.'.

Sales 128

Sales 128

The Center for Sales Strategy

JULY 6, 2021

It's obvious why sales performance is a crucial part of any organization. Good sales performance leads to increased sales and greater profits. These results become a motivating factor for your sales force. A motivated sales team will perform well. This creates a cycle of continued success. However, it's often hard to achieve. Poor sales performance results in lost time and increased costs.

Facilitation 121

Facilitation Sales Profitability Sales Management 121

Customer Think

JULY 7, 2021

Do your new customers resist or push back just when you expect them to be interested and engaged? Do your internal teams struggle to onboard new accounts? Do your users pause or even cancel their licenses before they ever go live? It may be due to the inner workings of the brain. Neuroscience offers intriguing […].

Onboarding 135

Onboarding 135

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

Hubspot Sales

JULY 6, 2021

As a growth-focused company, you want to ensure that all elements of your business are ready and able to support your scaling, especially those that impact revenue generation. This is where Revenue Operations, also known as RevOps, enters the picture. This team responsible for aligning activities and supporting sales, marketing, and service departments — all of which contribute to revenue growth.

Decision-making 118

Decision-making Value Proposition Stakeholders Advertising 118

Help Scout

JULY 8, 2021

When starting a company, finding the right customer service tool isn’t always at the top of the priority list; you’re more focused on getting customers and proving out your idea. Then, one day, a customer sends you a question. Then another. And another after that. Eventually, you’re regularly fielding questions from customers and may find it challenging to manage all the incoming requests.

Decision-making 115

Decision-making Management Organization Software 115

The Center for Sales Strategy

JULY 7, 2021

To set your organization up for long-term success, you need more than just a goal. You need a strategic plan, and that’s where target drives come in. How do you do a target drive? Why do you need help with them? And a question many sales leaders want to know, what does "good" look like? In this episode, Alina McComas, VP / Senior Consultant at The Center for Sales Strategy, discusses how sales leaders can make an IMPACT on their sales planning through Target Drives.

Sales 117

Sales Organization 117

Customer Think

JULY 4, 2021

The Gig Economy – Work On-Demand In recent years, the world has been trending toward a gig-based economic format. A gig refers to when an independent worker is hired, often through a digital marketplace, to work on a short-term project or task on-demand, such as freelancers, independent contractors, and temporary hires. These gigs are often […].

Digitalization 132

Digitalization 132

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

Hubspot Sales

JULY 5, 2021

Exemplary sales managers don't just pop up out of nowhere. And very few — if any — reps can assume a management role and thrive, based strictly on intuition. No, it takes thorough, thoughtful training to get there, and that process is rarely self-explanatory. Even the most effective sales leader might struggle to turn a rep who seems like "management material" into a successful manager.

Sales Management 106

Sales Management Management Sales Sales Training 106

Sandler Training

JULY 6, 2021

To celebrate episode #500 and over 2 million total downloads, we flip the tables to get Mike Montague's top lessons learned from hosting the show! The post Episode 500: How to Succeed at Being a Lifelong Learner [PODCAST] appeared first on Sandler Training.

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102

The Center for Sales Strategy

JULY 9, 2021

- MOTIVATION -. "Sales is not about selling anymore, but about building trust and educating.”. - Siva Devaki. - AROUND THE WEB -. > 27 Sales Training Games, Activities, & Ideas To Ramp Up Your Team – HubSpot. There are over 13 million salespeople working in the United States, and they spend weeks or even months training for success in their role.

Sales Training 117

Sales Training Sales 117

Customer Think

JULY 9, 2021

For many of today’s retailers, ecommerce is a vital consideration. Consumers have long grown used to shopping online, and a dedicated ecommerce website is an excellent choice. But apps make shopping easier than ever before, and shouldn’t be overlooked. Building an app shouldn’t be taken lightly – they require thoughtful design and need to allow […].

eCommerce 130

eCommerce Digitalization Retail Customer Experience 130

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

Hubspot Sales

JULY 5, 2021

An organization's success is the sum of all its departments' efforts. The best sales org can only take a business so far if its marketing, customer service, or customer success is lackluster — and vice versa. Every aspect of your business has to be firing on all cylinders if your company is going to realize its full potential — and organizational silos represent one of the biggest obstacles to generating and sustaining that kind of efficiency.

Facilitation 103

Facilitation Sales Leadership Customer Success 103

SBI Growth

JULY 4, 2021

Organizations have had to drastically reimagine their revenue model since last year to accommodate the new era of digital. However, some companies anticipated this shift much earlier in advance and were able to adapt and scale quicker than their competitors.

Software 102

Software Software Digitalization Organization 102

Zendesk

JULY 9, 2021

In the early 2000s, the thought of companies connecting with customers over instant messaging would have seemed ludicrous. But in 2021? That’s the norm. According to the Zendesk Customer Experience Trends Report 2021 , messaging channels like WhatsApp and Facebook are becoming new consumer favorites. Nearly a third of customers said they messaged companies over communication apps for the first time in 2020.

Communication 98

Communication Small Business Software Software 98

Customer Think

JULY 9, 2021

The practice of measuring success spans all industries and lines of work. Outlining the metrics of success, or key performance indicators (KPIs), is how most organizations determine whether or not they are on the right track to meet their goals. KPIs can be extremely helpful; however, it can also be easy to get lost in […].

Meetings 129

Meetings Organization Customer Experience 129

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

Vantage Partners

JULY 7, 2021

This global benchmarking study analyzes innovation trends and their business impact, strategies to foster innovation and realize more value, and how company culture affects innovation initiatives. The study was conducted throughout 2020 and 2021 and comprises over 165 survey responses from individuals representing more than 150 companies, plus interviews and case-study analysis.

Innovation 83

Innovation Stakeholders 83

ClearPoint Strategy

JULY 7, 2021

If there is one phrase that represents both enormous potential and challenges to organizations today, it is big data. We have more and more data available to us every day and many companies are stymied by the sheer volume of managing it. And yet data-driven decision making is more important than ever. The unlikely and overlooked hero is the manager that can turn this avalanche of information into a well-designed dashboard.

Organization 98

Organization Healthcare Decision-making Government 98

Zendesk

JULY 8, 2021

Jeanine Mendez knows all too well that her successful career wasn’t a given. Her family immigrated to the U.S. from Bolivia when she was very young and settled into a low-income community in Rhode Island. “Growing up, I didn’t see a path for myself to college. I was lucky to be able to do career training in high school. I met a mentor, landed in school, and benefited from the supports for first-generation college grads,” she said.

Internet 98

Internet Profitability Digitalization Innovation 98

Customer Think

JULY 6, 2021

The digital world has advanced a lot. Unlike a decade ago, today one of the first steps in establishing your business is to create a fully functional and modern website. Your website not only helps you mark your brand’s online presence but also helps you build credibility for your business and strengthens your brand identity. […].

Digitalization 125

Digitalization Customer Experience Marketing 125

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

FinListics Solutions

JULY 8, 2021

Buyers are busy. They don’t always have the time or perspective to get the big picture on trends—but as a seller, you do. You have the opportunity to gain your customers’ confidence by researching their market and telling them something they don’t already know.

Marketing 98

Marketing 98

Strategic Planning and Management Insights

JULY 5, 2021

Remote working offers a lot of benefits, especially for SMEs that can reduce the costs of office space and hire staff with the right skills from further away. However, it can be more difficult to keep a virtual team engaged and motivated, and this often results in a drop in productivity. In this article, we take a look at some of the ways in which SMEs can improve the productivity of their virtual teams.

Remote Working 98

Remote Working 98

Peter Simoons

JULY 4, 2021

It is July already and we are fully into summer and enjoying great weather, every now and then interrupted by a thunderstorm. Such rainfall is good to shake up the atmosphere and wipe out the dust. Often it also provides us with new views on the things we see around us. During the rain the world looks a little different, a rainbow may light up the horizon and after the rain, the world returns to its refreshed state.

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98

Customer Think

JULY 4, 2021

Excellent customer service is key to any company’s success. So, what can you do to improve your customer service? Start at the front lines – with your customer service agents. They give assistance, provide answers, report issues, and they also build wonderful relationships with your customers. Peak Support is a business process outsourcing (BPO) company based out of Cambridge, Massachusetts, with more than 500 agents in the Philippines and the U.S.

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123

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