Upland
OCTOBER 13, 2020
There’s a reason that the “murder board” offers such a strong visual representation of a case and is seen in some of our most favorite crime-shows. When a detective puts photos of all the suspects and their associates on a wall with strings mapping out details and relationships, it’s a great way to visualize how the characters relate to each other as part of a more extensive investigation.
Account Manager Tips
OCTOBER 13, 2020
Share. 0. Tweet. 0. Share. 0. Pin. 0. Is your business and your key account management team growing fast? Do you feel like you're always playing catch-up and never have time for important projects, like developing processes that drive business growth or creating career paths for your key account managers? In this interview, key account management expert, Laura Cuello shares practical advice to help you set up your key account management team for success.
SBI Growth
OCTOBER 11, 2020
The software industry has experienced more disruption in the last 6 months than in the previous 10 years. With an increased need for online purchasing, content management, payment processing, and more, leading software CEOs have navigated changes in demand drivers.
Engage Selling
OCTOBER 15, 2020
Is your team getting virtual communication right? Communication in 2019 meant something different than it does in 2020.
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.
The Center for Sales Strategy
OCTOBER 12, 2020
Are you one of the 63% of businesses that have problems getting traffic and leads? Or are your salespeople part of the 44% that give up after one rejection? It happens to everyone in sales. You connect with a prospect, conduct a needs analysis, maybe even give a stellar presentation, but something happens along the way, and the prospect stalls. Do you know it takes six to eight follow-ups for sales leads to convert to paying customers?
Sandler Training
OCTOBER 15, 2020
Everyone wants to know what business closed today. Or this week. Or this quarter. But is that really all we should be asking? Make no mistake. These are all critical key performance indicators (KPIs). It’s worth noticing, though, that what closed today, this week, and this quarter all are lagging indicators. Arguably more important in… The post Sandler Research Center Report: Pipeline Health appeared first on Sandler Training.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
PandaDoc
OCTOBER 14, 2020
Storytelling is one of our oldest forms of communication and is an excellent persuasive tool. Stories do the job better than facts – you only have to look to the tabloid news cycle to see that. It’s also clear that, however fictional, stories can profoundly impact actions in reality, as the ‘Jaws effect’ proves. Despite their power, many brands aren’t utilizing storytelling techniques in their sales strategy.
The Center for Sales Strategy
OCTOBER 14, 2020
Just securing an appointment is one of the most difficult steps in the entire sales process. Having a referral or industry success story makes this task a little easier (so, use them if you have them). But, what do you use if you don’t have either at your disposal? What if you just can't get the appointment?
Sandler Training
OCTOBER 13, 2020
Given the upheavals and uncertainty of 2020, many leaders and salespeople have been asking us what we see on the horizon as the next year approaches. What skills and adaptations will be necessary not just to survive, but to thrive in 2021? After meeting with tens of thousands of sales professionals this year, we would… The post Sales Professionals: What is on the Horizon for 2021?
Hubspot Sales
OCTOBER 14, 2020
A solid, carefully coordinated dry run is a big help in any context. Having a feel for what to expect, what can go wrong, and what you need to do better makes literally any situation run more smoothly — and sales calls are no exception. As a salesperson, you don't want to go into a call blindly — especially if you're newer to the game. You want to have your feet beneath you to set yourself up for success.
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
Engage Selling
OCTOBER 16, 2020
Email prospecting: we’re relying on it more and more during this new selling environment. However, unfortunately, the ratio of prospecting emails sent to responses are getting worse.
RAIN Group
OCTOBER 14, 2020
How sales happen has changed significantly in just the last several months, and these changes are here to stay. Selling virtually has proven to be a challenge for even the most seasoned sellers. It requires sellers to be more strategic, more deliberate, and more proactive than ever before. It requires a refocused approach because the rules have changed.
Sandler Training
OCTOBER 13, 2020
Mike Montague interviews John Livesay on How to Succeed at Better Selling Through Storytelling. Find John Livesay at: [link] In this episode: Best attitude, behavior, and technique to succeed at better selling through storytelling Turn a case study into a case story and people will listen and remember you The key to dealing with rejection is,… The post How to Succeed at Better Selling through Storytelling [PODCAST] appeared first on Sandler Training.
Hubspot Sales
OCTOBER 12, 2020
Most sales reps work independently. They have their own quotas, are judged by KPIs specific to their individual performance, and often literally compete with their fellow reps. Their operations are often siloed — particularly when it comes to reps operating in different roles. The sales pod format challenges that convention. It's a team structure that binds a handful of reps — operating at different levels within a sales organization — to collaborate, work, and be evaluated as a cohesive unit.
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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.
Excelerate
OCTOBER 11, 2020
Security Should be Top of Mind for All Businesses – Large or Small According to Secureworld, attackers are relying on emotional triggers such as greed, curiosity, urgency, helpfulness, and fear to take control of systems. This means they are ignoring the front door and sending targeted spear phishing emails instead. For many of you reading this post, it is quite possible you have already handed someone your digital keys.
Groove HQ
OCTOBER 15, 2020
Here's an ultra-practical guide to help non-technical founders (and customers alike) troubleshoot and resolve issues. The post 5 Steps To Troubleshooting Technical Issues Quicker appeared first on Groove Blog.
Kainexus
OCTOBER 14, 2020
Modern leaders are fortunate to have a host of proven continuous improvement tools like DMAIC , Standard Work, kanban, Hoshin Kanri , and more. We owe a lot to those who pioneered Lean management and other methodologies that bake quality improvement into daily business processes. These tools are available to everyone, but not all organizations that strive for improvement achieve it.
Hubspot Sales
OCTOBER 12, 2020
As a B2B sales pro or account executive, you know how important it is to make a good first impression with a potential client. However, in today’s competitive business environment when buyers are experiencing Zoom fatigue and information overload, making a good first impression and standing out from the competition is no easy feat. Endless pitch decks that focus more on the seller’s desire to land the deal than the needs of the customer are disengaging and tiresome for buyers who are overwhelmed
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.
The Center for Sales Strategy
OCTOBER 16, 2020
- MOTIVATION -. "Management is doing things right; leadership is doing the right things.". -Peter Drucker. - AROUND THE WEB -. > You Should be Using Video Sales Letters Instead of Emails– Sales Fuel. Which would you rather do: Read a letter or watch a short video? You probably agree with most people and would choose the video, right? It’s just easier that way.
Openview
OCTOBER 14, 2020
BOSTON, Oct. 14, 2020 – OpenView Venture Partners, a leading venture capital firm focused on business software, announced the closing of its sixth fund at the end of the second quarter. The Fund was oversubscribed, reaching its hard cap of $450 million in commitments. OpenView will maintain its focused strategy of high conviction, concentrated venture investments in business software companies on the path to be large and enduring businesses. “We are excited to continue to partner wit
SBI Growth
OCTOBER 15, 2020
You are to the point where you have built the ideal go-to-market strategy, completed a thorough buyer segmentation, and you even pulled together a Rockstar sales playbook. You have clearly defined buyer personas and even a well-defined buyer’s journey. You.
Hubspot Sales
OCTOBER 15, 2020
Running a retail business feels more complicated today than ever before. To survive in a competitive market, brands must be agile. They also need to make many crucial decisions. Add in a global pandemic and its economic impacts , and success can seem an impossible task. At heart, though, retail remains straightforward. You must provide products that consumers genuinely desire.
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.
The Center for Sales Strategy
OCTOBER 15, 2020
Marketing content isn’t just for branding and lead generation anymore. Today’s buyers aren’t interested in being sold. Instead, they want to be educated and informed. Consequently, it’s more important than ever that sales teams have access to content relevant to their prospect’s business problems and positions the seller and the organization as thought leaders and subject matter experts.
Nimble Business Success
OCTOBER 16, 2020
There’s no shortage of options when it comes to automating business processes. Integration tools like Zapier and Unito are making automation easy and inexpensive – especially when compared to the effort of building brand new features into an existing software product. There’s also no shortage of reasons for automation. Manual operations are prone to errors […].
Sandler Training
OCTOBER 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. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated… The post How to Succeed at Rule #40 – Fake It ‘Til You Make It [PODCAST] appeared first on Sandler Training.
PartnerTap
OCTOBER 12, 2020
In recent years, the world of sales has shifted from a mostly direct sales model to a more alliance-based, indirect sales model. Working with alliance partners is quite different from working with direct sales teams, forging an alliance partnership is a great opportunity to increase revenue and market proposition. Increasing revenue through alliances isn’t as easy as it sounds though, it is essential that you maintain a strong, value-driven relationship with your partners.
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.
Strikedeck
OCTOBER 13, 2020
Vincent Manlapaz, in an interview with Keri Keeling, talks about the importance of establishing a value-driven business model and why it needs to be the central focus of the conversation.
PandaDoc
OCTOBER 12, 2020
Understanding your target audience is the first step to effective marketing and sales strategy. It’s simple – if you know who you are selling to, there is a higher chance that you can offer them the solution that they really need. This is where customer segmentation comes in handy as an extremely powerful practice that can drive sales and improve your relationship with customers.
Kainexus
OCTOBER 12, 2020
I received an interesting call a few weeks back from Bahnsen Miller, MD. Bahnsen is an assistant professor of medicine at the University of Virginia Health System. He attended LSU School of Medicine and completed his residency training there. After residency training, he completed a quality improvement and patient safety fellowship at Our Lady of the Lake Regional Medical Center in Baton Rouge—this is where he learned about KaiNexus.
Strategic Planning and Management Insights
OCTOBER 16, 2020
When it comes to strategic planning, many organizations develop their plan without ever successfully implementing it. For strategy execution to be successful, it’s important to recognize that strategy is more than a document; it’s a cyclical process that does not end with a document or presentation.
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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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