Nutshell

JUNE 11, 2021

Let’s all agree that differentiating yourself from your competition is one of the most important things you can do as a B2B organization. . In the information age, potential customers don’t have to browse a phone book, make a call, talk to a salesperson, read a brochure, or drive to some remote location to find an alternative to your product. Nowadays, all they have to do is sit exactly where they are and click their mouse button a few times.

B2B 113

B2B Value Proposition Communication Acquisition 113

Zendesk

JUNE 11, 2021

The concept of a “sales funnel” is a little misleading. After all, a real funnel is designed to catch and pour out every ounce of liquid you put into it. But not every lead that enters the top of your sales funnel will come out the other end as a customer—there’s bound to be some pretty significant spillage along the way. That doesn’t mean your sales and marketing teams should settle for a slow drip of conversions, though.

Sales 86

Sales B2B Advertising Media 86

Sales Readiness Group

JUNE 9, 2021

Every sales leader wants their team to “sell higher,” and it’s easy to understand why. Senior-level executives can make bigger decisions faster than the typical buyers salespeople engage with: low-level technical users, program managers, and mid-level executives. As Marc Benioff, founder of Salesforce.com, once noted , “When I look at [our] largest transactions … every transaction was done with the CEO.

Decision-making 71

Decision-making Organization Management Sales 71

Software Sales Guru

JUNE 7, 2021

The Four Stages of Learning I recently discussed the value of training in order to change our instinctive response to certain situations. If you’ve read my other sales tips, you know that I strongly believe in the value of coaching and repetition in order to learn new skills. Let’s take a quick look at the four stages of learning new skills, as popularized by Noel.

Software 147

Software Software Sales Management 147

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

JUNE 9, 2021

In years past, if you wanted to build out or strengthen your sales organization, you could simply offer higher compensation than your competitors. The higher sales cost would be greatly outweighed by the revenue that high-performing sales professionals would drive.

Sales 149

Sales Organization B2B Marketing 149

Help Scout

JUNE 8, 2021

Artificial intelligence (AI) shows incredible promise in 2021, but the experience of interacting with an AI chatbot is more like talking to a distracted toddler than it is to Tony Stark’s Jarvis. Still, using AI chatbots for customer service makes plenty of sense. Perhaps you’ve read about recent AI breakthroughs, seen a compelling demo, or heard that your competition is installing an AI system.

Artificial Intelligence 144

Artificial Intelligence Decision-making Customer Experience Onboarding 144

Hubspot Sales

JUNE 7, 2021

Sales principles are the fundamental concepts that ring true in every sales process. They’re based on customer psychology, marketing science, and human interaction studies. Internalizing these principles will make you a better salesperson by fostering stronger connections with your prospects. That connection will build trust, which will help you advise your customer on what they need.

Sales 116

Sales Stakeholders Profitability CRM 116

Engage Selling

JUNE 11, 2021

“What do I do when my long-time customer calls me and says they want to renegotiate a deal we’ve reached previously?” I get asked that a lot by sellers and business leaders…especially these days. But don’t blame the current environment! … Read More » The post They Want to Renegotiate…Now What? (Part 3 of 3) first appeared on The Sales Leader.

Sales 101

Sales Negotiation Sales Leadership Communication 101

Zendesk

JUNE 11, 2021

. . . Companies have long focused on customer experience; some may even say they’re, gasp, customer obsessed. But buzz words aside, all this means is that they’re putting the customer at the center of everything they do. From sales to marketing and support, these companies aim to please at every step of the customer journey. With such a heavy focus on needs of customers, far too often the needs of agents get overlooked.

Remote Working 98

Remote Working Prioritization Customer Experience Communication 98

The Center for Sales Strategy

JUNE 9, 2021

Season 3 of the Improving Sales Performance Series is focused on helping sales leaders make an IMPACT on their sales performance through insight on 4 key areas: people, process, planning, and performance. In this episode, Beth Sunshine, Partner and VP of Talent Services at The Center for Sales Strategy, discusses how sales leaders can make an IMPACT on their people and teams through employee engagement.

Sales 117

Sales 117

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

JUNE 9, 2021

Only 3% of buyers trust salespeople. In fact, the only people that buyers trust less than sales reps are car salespeople, politicians, and lobbiers. Sales tie downs are here to help fix that. They allow you to build trust and loyalty with your buyers, as well as close more deals. Unlike a regular sales process, using sales tie downs with your potential customers implements routine questions that allow you to check in, make sure the prospect is following along, and ensure that you’re talking abou

Sales 111

Sales Software Software Management 111

Vantage Partners

JUNE 10, 2021

This past year, alliance launches across the life sciences industry shifted from in-person to completely virtual. Launching an alliance has always been difficult given the complex challenge of different organizations coming together with completely different strategies, organizational structures, processes, capabilities and the like to execute on the alliance’s goals.

Organization 83

Organization 83

ClearPoint Strategy

JUNE 9, 2021

Historically, corporate planning has always been difficult. Many organizations have failed at trying to get everyone on the same page and agree to the details of a plan—more often than not, their efforts proved to be both ineffective and time consuming. Something had to be done. Albert Humphrey of the Stanford Research Institute determined in the 1960s to identify why corporate planning consistently failed.

Finance 98

Finance Leadership Organization Decision-making 98

The Center for Sales Strategy

JUNE 7, 2021

2020 was one for the history books. From the outbreak of COVID-19 to heightened tensions during an election year, the sanest approach seemed to be simply taking one day at a time. However, sales professionals are forever optimists, always looking ahead, and ready to take on the next challenge. The 2020 Media Sales Report studies the landscape over the past year, including the expectations for sales managers and the strategies deployed by media salespeople to assess their effectiveness across six

Media 118

Media Sales Sales Management Management 118

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

JUNE 8, 2021

If you hear "ABC" and "Always be closing" pops into your mind, a sales career may be the perfect match for you. But if you're thinking "Huh? What does that mean?" don't worry. You've come to the right place to learn what it's like to have a career in sales, and it's about much more than the close. Sales seems like a fast-paced, hardball kind of career.

Finance 104

Finance Sales Account Management Leadership 104

OnStrategyHQ

JUNE 8, 2021

Has your team ever come up with an idea or a project that no one agreed would work, and yet you still went ahead with it? Even though teams are needed for managing projects too big for one person, and even though the adage “two heads are better than one” usually holds up, there is a danger in group decision making that need to be avoided if you don’t want to fall in the trap called the Abilene Paradox.

Decision-making 98

Decision-making Organization Management Leadership 98

Apptivo

JUNE 10, 2021

Welcome back to Apptivo’s latest product updates for the month of June. In this update, Apptivo mainly focuses on improving the usability and stability of the log-in and sign-up process in Apptivo. We have also upgraded our recently launched applications for better customer engagement. Let’s go through the short updates. Updates and Enhancements.

98

98

Strategic Planning and Management Insights

JUNE 7, 2021

As we transition from the pandemic into post-pandemic life, many companies have adapted hybrid models. That means workers coming in part-time only, while others remain fully remote. So the same issues of work-from-home burn out and Zoom fatigue that posed problems during the pandemic will remain salient for the foreseeable future. The vast majority of organizations treat these issues as day-to-day challenges.

Organization 98

Organization Remote Working 98

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

JUNE 7, 2021

Sales is rarely directionless. Every aspect of the practice requires established expectations and some degree of guidance — and in many cases, "expectations and guidance" amount to firm predictions of a sales org's performance. Those predictions often come in the form of something known as a sales budget — a document that sets realistic standards for how much a sales org is expected to sell within a given timeframe.

Sales 101

Sales Profitability Marketing Communication 101

Peter Simoons

JUNE 6, 2021

The usual sunny spring weather has returned, at least it looks like it from where I am at the moment, while writing this column – but what is normal weather? The water authority tweeted last week that for the first time in 3 years we had a “normal” amount of spring rain. On the other hand, all sorts of statistics show that we are experiencing the coldest spring since 2013!

Communication 98

Communication Digitalization Meetings 98

SalesPop

JUNE 10, 2021

In my opinion, every sales organization and sales leader has had a very distinguished and legitimate request to achieve goals. This request involved elements, however, which have not always been available. Such elements included sales processes, and sales applications such as analytics, data mining, and many others that needed to fit together for a seamless data flow.

Account Management 97

Account Management Management Decision-making CRM 97

SBI Growth

JUNE 5, 2021

SBI recently held it’s Spring Growth Advisory Board meeting where less than a dozen market-leading Presidents and Chief Commercial Officers gathered to discuss the most pressing challenges in today’s environment. During the afternoon, the attendees shared best practices on the.

Meetings 91

Meetings Marketing Customer Experience Software 91

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

Revenue Storm

JUNE 8, 2021

Besides the obvious impact of the pandemic, there are significant trends emerging you may not recognize yet. These will require us to change how we sell. The world learned how to buy almost everything online during the lockdowns, and there is a huge shift towards “self-service” that threatens to commoditize even the most complex services and solutions.

Supply Chain 78

Supply Chain Virtual Selling Construction Leadership 78

Kainexus

JUNE 10, 2021

I’ve had the benefit of learning, practicing, and teaching continuous improvement for the better part of almost twenty years. I have seen, first-hand, the transformational power of how continuous improvement can radically change people’s lives at work in a way that benefits everyone: the customer, the employee, and the organization. I am fortunate to have found a career where I can help people and teams be the best versions of themselves.

Organization 84

Organization 84

PartnerTap

JUNE 8, 2021

“ Digital transformation is not a product or a solution. It’s a continuous process involving new technologies and ways of working to compete successfully through continued innovation.” -Red Hat. Digital transformation is really about fostering a culture within your company that adapts to the changing digitized landscape. We are in a crucial moment for enterprise business leaders.

Digital Transformation 83

Digital Transformation Digitalization Co-Creation Artificial Intelligence 83

SBI Growth

JUNE 8, 2021

The role of the Chief Commercial Officer (CCO) has existed for the last few years, but its prevalence across large, mid-market, and SMB organizations is on the rise. More and more, CEOs are opting to place CCOs in the top.

Organization 94

Organization Marketing Customer Experience Innovation 94

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

Force Management

JUNE 9, 2021

Enable your sales team to pick up the pace this year, particularly if they’re in a competitive sales environment. Maybe you know what’s working well and what isn't, but you’re unsure how to move forward. Maybe you’re looking for strategic ways to course-correct existing challenges, while in the flurry to hit your number this quarter. In a competitive market, the best sales leaders are the ones who enable their teams to differentiate based on buyer needs.

Marketing 81

Marketing Sales Environment Sales 81

Sandler Training

JUNE 9, 2021

It’s been said many times over the past year, that sales reps with skills learned through the inside sales or digital sales organizations are the ones that rose to the top during the pandemic. The post ACTivation Nation – Selling to the “Amazon-ized” Buyer [PODCAST] appeared first on Sandler Training.

Digitalization 85

Digitalization Organization Sales 85

Apptivo

JUNE 8, 2021

In our daily lives, mobile phones have become a necessity. Everything you can do with your smartphone, from office work to household management, is at your fingertips. Because of the increased usability of smartphones, a new concept has emerged for sales and marketing called Mobile CRM. Many businesses have found this feature to be beneficial in maintaining client relationships and providing a better sales and operations experience.

CRM 72

CRM Internet Client Relationships Management 72

RAIN Group

JUNE 10, 2021

Nobody wants to be unproductive. Nobody wants to procrastinate. Nobody wants to fall short of their goals and see their dreams fade away. Yet, when many people ask themselves, “Am I ready to stop putting off my future, make a plan, and change?” they all too commonly, deep within their psyches, answer, “Not today.”. Why?

71

71

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