Software Sales Guru
JANUARY 18, 2021
Breaking Down Your Stroke This tip focuses on using a diagnostic probe, which is the first step in the Need Diagnostic. If you’re not familiar with this resource, I encourage you to download it from the Toolbox as a reference, or review this tip which provides examples of how to use an Open Diagnostic Probe. The rule: If there is no need, do not proceed.
Engage Selling
JANUARY 22, 2021
I’ve been talking a lot about the importance of having the right mindset for uncertain times. And for sellers and leaders alike, I regularly remind you why you must adapt, how you work, and how you connect with customers to … Read More » The post Rethinking Your Personal Habits first appeared on The Sales Leader.
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The Center for Sales Strategy
JANUARY 21, 2021
If your actions inspire others to dream more, learn more, do more and become more, you are a leader. John Quincy Adams. 1 out of 3 employees say that the boss doesn’t care about the staff. Until recently, leadership has always been about position and power rather than empowerment. A simple secret to leadership that no one ever talks about is that if you genuinely care about your people, everything else will take care of itself.
Hubspot Sales
JANUARY 21, 2021
Many salespeople don't plan on going into sales. But they do plan on building something, being their own boss, or leading a company someday. They're entrepreneurs, and sales is a great way to learn the ins and outs of business. Chances are you have similar aspirations. To help you prepare for your eventual takeover of the business world, we've compiled a list of the 30 best books on entrepreneurs.
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.
Sandler Training
JANUARY 22, 2021
Remember the childhood game of whispering a phrase to someone and asking them to pass it on? By the time it reached the fourth or fifth person, the meaning of the original phrase was lost! Then, it amused us; in customer care, it can be costly. The post Listening Well: The Key To Providing A Premier Customer Experience At Every Touch Point appeared first on Sandler Training.
Revegy
JANUARY 18, 2021
In a webinar with Nancy Nardin of Smart Selling Tools, and Mark Kopcha, CEO of Revegy, discussed the importance of relationship intelligence and the relationship map drive sales success. How Does CRM Tackle the Relationship and What’s Missing? CRM has been around for 30 years – it started as a combination of 3 different types of technology – marketing automation, sales force automation, and customer support.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Hubspot Sales
JANUARY 18, 2021
A company may use a handful of tools and software to help manage the many aspects and sides of their business. However, when using a combination of tools that aren't meant to be mixed together, the result may be internal misalignment, missed deal opportunities, ineffective collaboration, and a poor customer experience. That’s where customer relationship management (CRM) software comes into play.
Sandler Training
JANUARY 22, 2021
Mike Montague interviews Randy Seidl on How to Succeed at Being Part of a Sales Community. The post How to Succeed at Being Part of a Community [PODCAST] appeared first on Sandler Training.
SBI Growth
JANUARY 18, 2021
Most companies earn the majority of their revenue from existing customers, and with the recession that began in March 2020, this is truer than ever. SBI’s quarterly pulse survey shows that companies are more dependent on their existing customers to.
The Center for Sales Strategy
JANUARY 22, 2021
- MOTIVATION -. "What you do has far greater impact than what you say.". -Stephen Covey. - AROUND THE WEB -. > How To Get Your Employees Engaged, Motivated, and Performing Better – Growth Institute. When your team is full of engaged and performing employees, everything just works. The job gets a little more fun. Your meetings become more healthy and productive.
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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
Hubspot Sales
JANUARY 21, 2021
Sales isn't always intuitive, so from time to time, you're bound to need a little guidance to set you straight — expert advice, everyday hacks, and different strategies to help you step up your game a bit. But where does that come from? In many — if not most — cases, you won't have a mentor you can talk to at every turn when trying to become a better salesperson, and to the best of my knowledge, "guardian sales angels" aren't a thing.
Strikedeck
JANUARY 22, 2021
Vincent Manlapaz, in an interview with Nimesh Mathur talks about the evolving role of Customer Success as a competitive differentiator and why companies have started to look at it as a growth engine. The post Reorienting the Next Battle Ground of Competitive Differentiation first appeared on Strikedeck | Customer Success Platform.
Engage Selling
JANUARY 22, 2021
While striving for success, it’s important that you don’t forget about your accomplishments! It’s common, as we all work toward new heights and achievements to focus almost entirely on how far we have to go rather than how far we’ve … Read More » The post Don’t Forget Your Accomplishments! first appeared on The Sales Leader.
SuperOffice
JANUARY 18, 2021
Customers are the backbone of every business. However, before any person becomes a customer, they start by going on a journey through various touchpoints, channels, and experiences with your business. Whether you’re an e-commerce company or in B2B sales , there are two powerful strategies to earn their trust, maintain their confidence, and win their loyalty.
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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.
Hubspot Sales
JANUARY 20, 2021
In an ideal world, salespeople would be able to focus strictly on sales. Their efforts would be lean and efficient without any administrative or technical responsibilities bogging them down. For most sales organizations, that's the goal. It's the perfect model of how they'd like their operations to run. And while that objective isn't always attainable, most companies still work towards it by leveraging something known as sales support.
Zendesk
JANUARY 21, 2021
Customers want resolutions, and they want them yesterday. Your support teams are generally swamped with a variety of tasks ranging from simple service requests to major incidents that require immediate attention. That’s why KCS , knowledge-centered service, is a widely adopted approach to steer service processes in the right direction. 66% of adults feel that the most important thing a company can do to provide them with a good online customer experience: value their time.
RAIN Group
JANUARY 20, 2021
As a classic advertising slogan once reminded customers, you never get a second chance to make a first impression. That’s true now more than ever. When we could interact face-to-face at events or in meetings, it was easier to attract the attention of a potential buyer and begin making connections naturally. But as a virtual seller, you don’t have the luxury of allowing relationships to unfold organically.
Strategic Planning and Management Insights
JANUARY 20, 2021
With more and more office work moving to the virtual realm, strategic planning is as important as ever (if not more so). If done right, virtual strategic planning can be as valuable, collaborative and engaging as in-person sessions.
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 Gravy
JANUARY 19, 2021
Coronavirus is Testing Mental Resilience The Coronavirus third wave is putting a strain on the mental resilience of sales professionals and impacting performance. From New Possibilities to Managing Mental Resilience The last time I came to you with the coronavirus talk was back in July. Back then we were talking about new possibilities— about how going through a crucible of adversity helps you lift the chains of limitations off of yourself so that you can see that anything is possible if you m
CoSell
JANUARY 21, 2021
How can you optimize your virtual sales performance in the face of ongoing surges and restrictions with COVID-19? This question is on everyone’s mind. How can you focus your efforts of this time period to boost sales — during the pandemic and beyond? In many ways, selling is always about managing change. If you’ve been in sales over the last years, you know this to be true.
SBI Growth
JANUARY 16, 2021
While every industry has been impacted by the ongoing pandemic, private equity professionals have had to unpack an entirely different set of challenges trying to buy and sell in this environment.
Zendesk
JANUARY 19, 2021
Most people would rather live a life free of conflict than spend their days full of conflict resolution scenarios. But anyone in customer service can tell you conflict is an inevitable part of working with people. Fortunately, conflict resolution doesn’t have to be a dreaded ordeal to work through. “Conflict brings out truth, creativity, and resolution,” wrote veteran hostage negotiator and conflict management expert Chris Voss in his 2016 book, Never Split the Difference: Nego
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.
Strikedeck
JANUARY 19, 2021
Vincent Manlapaz, in an interview with Harpreet Oberoi shares his thoughts on why organizations should keep their laser focus on meeting and achieving customers' desired outcomes. The post The Path to Sustainable and Reliable Business Partnerships first appeared on Strikedeck | Customer Success Platform.
Revenue Storm
JANUARY 19, 2021
Happy New Year and welcome to 2021! The COVID-19 crisis continues. Market demand is down. Investment decisions are being made at higher levels. Clients are engaging salespeople later in the buying process with higher expectations. There is an accelerating trend around self-service and automation of the buying process. And I am hearing from many of you that you are facing a plan increase this year of 10% or higher.
Hubspot Sales
JANUARY 21, 2021
Imagine owning an Xbox without games, or a film camera with no film. Unless you’re a collector, it doesn’t really make sense. You may own both of the items, but if you’ve paid a lot of money for them you probably want to use them to their full potential. The companies you buy from know that you need both the film and the games to make these products work, so they sell the core product, the Xbox or film camera, separate from the accessory product, games or camera film, in order to inspire more sa
CoSell
JANUARY 19, 2021
Before we jump into the mindset of making warm introductions, let’s look at how to take action. Action, as you know, is what separates wishers from successful people. There are some key tips and tricks to apply. You may know some of these from traditional marketing and virtual marketing. Today, let’s focus on four of the big tips to take action and grow your contacts.
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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.
Sandler Training
JANUARY 22, 2021
What are the most pressing challenges facing sales leaders in the wake of the global pandemic? What changes are people making in response to those challenges? We wanted to find out. The post Leading from the Front in the COVID-19 Era: The Sales Leaders Speak appeared first on Sandler Training.
Kainexus
JANUARY 19, 2021
In automotive manufacturing, there are several things you can take for granted; unfortunately, some are unwelcome. The Six Big Losses are an uninvited guest in automotive manufacturing plants everywhere. They are the wastes that rob your organization of productivity, opportunity, time, and money, often under the radar. To counter the Six Big Losses, you have to understand them.
Hubspot Sales
JANUARY 19, 2021
Imagine you're considering taking a vacation, but you're really on the fence about making the trip. You check flight prices for your preferred dates, and they're just expensive enough to make you think twice, so you decide to sleep on it. The next day, you look again — only to see that those borderline-too-much prices aren't so borderline anymore. They've surged out of your price range as the flight filled up.
CMOE
JANUARY 20, 2021
COVID-19 has drastically affected our daily lives. Many people have lost their jobs, and the health of the global economy has plummeted. We need to be able to work to pay our bills, to send our kids to school, and to buy food, medicine, and other necessities. But how can we continue to work if we are restricted from going out? Working from home is often the best solution for coping with the present situation.
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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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