SBI Growth
JUNE 1, 2020
Customer Experience is more important now more than ever, as lockdown orders remain in place across the country, many companies are being forced to serve customers outside of traditional channels. Customer Experience is no longer a buzzword or the next.
Groove HQ
JUNE 3, 2020
Nine real customer success strategies we use at Groove, along with templates to set them up yourself. The post 9 Customer Success Strategies That Actually Scale (Plus 4 Metrics We Track) appeared first on Groove Blog.
Engage Selling
JUNE 4, 2020
Being flexible in the future won’t just be about pushing back a meeting by 15 minutes. The “new” flexibility will long exist into the future as a result of COVID-19.
Nutshell
JUNE 5, 2020
We’re all cursed, and there’s a pile of research to prove it. Thanks to excessive entertainment, reams of content, and a barrage of advertisements, we’re swamped with information that we struggle to process. To determine where to aim our attention and what deserves it, our brains constantly guess what’s coming next. When we guess right, we switch off.
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
MAY 30, 2020
Having a full comprehension of customer experience in a digital world is crucial to revenue growth today. This motion requires not only active market listening, but communicating actionable insights across product, service, and channels — all while reducing friction in.
Groove HQ
JUNE 1, 2020
Want to know how to connect with influencers and VIPs? Here are two word-for-word email scripts you can use in your outreach. “How did you connect with _?” It’s a question that I get all the time. Whether it’s a VIP that we published an interview with, a publisher whose blog we guest posted on, […]. The post How to Connect with Influencers and VIPs: The Exact Email Scripts I Use appeared first on Groove Blog.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Corporate Visions
JUNE 4, 2020
The post The Good Room or the Bad Room? by Tim Riesterer appeared first on Corporate Visions. Turns out, training effectiveness scores are impacted by “room quality,” even in a virtual environment. “Training leaders were refusing to teach in the basement classrooms because their scores were lower versus when they would teach in the top floor classrooms with a view of the city and windows all around.
Engage Selling
JUNE 3, 2020
After months of global pandemic responses, including economic shutdowns, everyone has been thrown off balance.
Sales Readiness Group
JUNE 5, 2020
The COVID- 19 pandemic is creating profound changes in how sales professionals engage with clients. While some sales professionals will likely return to their offices, the way they engage with clients has fundamentally changed since most sales call will take place virtually. Additionally, the quality of sales conversations will need to improve since many sales reps became way too reliant on existing accounts and are now faced with the difficult challenge of rebuilding their sales pipelines.
SBI Growth
JUNE 3, 2020
Usually, QBRs look at the past and use it as a way to guide the future, but that needs to be different now. Looking at the past and recapping the news is not as relevant right now, things are changing.
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
Miller Heiman Group
JUNE 2, 2020
Customers who reach out to service teams have specific emotional needs—and a study that we recently conducted online with 5,500 global consumers confirmed that customers expect service employees to display a specific emotion in response to their issues. For example, an upset customer may expect the service rep on the other end of the line to respond urgently and with concern; a confused customer may expect a technical support rep to be patient and kind.
Sandler Training
JUNE 1, 2020
That said, there are some important topics for sales leaders to cover during each weekly one-on-one meeting with any salesperson. The post 5 Things to Cover In Your Weekly One-On-One Meetings with Salespeople appeared first on Sandler Training.
Hubspot Sales
MAY 31, 2020
Marketing pioneer John Wanamaker once said, "Half the money I spend on advertising is wasted; the trouble is I don’t know which half.". This approach is problematic. Sales organizations that wait until a sale is won or lost to judge a playbook’s success only have one metric by which to measure their efficacy. Without tracking their sales and pipeline activity, in addition to results at both an individual and company-wide level, it’s impossible for sales leaders to pinpoint weak areas.
The Center for Sales Strategy
JUNE 4, 2020
Top-performing sales managers are on top because they are continually finding ways to encourage their team to be more productive. Constructive feedback is vital to ongoing development. In fact, In fact, the 2019 Media Sales Report found that 95% of salespeople said that learning and development are important to them. Almost every sales organization has various types of sellers.
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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.
Miller Heiman Group
JUNE 4, 2020
Over the last five years, sales organizations have hit their revenue targets, even though individual sellers’ metrics declined. Our 2019 World-Class Sales Practices Study showed that lead conversion and quota attainment were both down by double digits (13% and 10%, respectively). Deals were also becoming more complex, with an average of more than 6.4 decision makers involved in a deal and the sales cycle stretching beyond 5 months.
Engage Selling
JUNE 5, 2020
Last year, I finished a project with a client who generated a whopping 1,600% return on investment. How? They shared their wins internally.?
Hubspot Sales
JUNE 4, 2020
Marketing, as a concept, is devoted entirely to propping up, promoting, and facilitating another facet of a company's business operations — sales. That much is obvious. The object of any marketing effort is to drive demand and generate revenue. But how can you tell if those efforts actually did that in a meaningful capacity? How do you know if a specific marketing campaign was effective?
The Center for Sales Strategy
JUNE 1, 2020
The first Engagement Elevator, Shared Mission , taught us that organizations with highly engaged employees have a clear sense of where they’re going as a company and why. Leaders communicate their purpose and vision well enough, and with enough frequency, that each employee, in turn, can clearly articulate the details with others.?. The second Engagement Elevator, People Development, focuses on how managers can show that they care about their people, build individualized relationships, transpare
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.
Outbound Engine
JUNE 5, 2020
You finally have a few minutes to spare and you’re all set to follow up with your customers, but the cursor is just blinking back at you. You know you need to touch base, but you can’t think of what to say. We’ve all been there, and that’s why we created these easy customer follow-up templates. Personally reaching out to your customers will help you build stronger relationships and bolster customer loyalty.
Sandler Training
JUNE 1, 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. The post How to Succeed at Sandler Rule #21 – Sell Today; Educate Tomorrow appeared first on Sandler Training.
Hubspot Sales
JUNE 3, 2020
Though it feels like we are living in a Gmail-dominated world, there are other email clients being used. One of the most popular systems is Microsoft Outlook. As part of the Office 365 suite, Microsoft Outlook accounts for 8% of email opens and is the second-most popular desktop email application behind Apple Mail. Office 365 is used by over one million companies globally , so chances are you either send or engage with Outlook-managed emails on a regular basis.
The Center for Sales Strategy
JUNE 2, 2020
Perhaps the most anticipated grand opening of all times is occurring at various levels across our land right now — and it is joyous to see. But to say things are not quite returning to normal yet would be a great understatement. Most businesses are still adapting to the environment. Many are operating without key segments that were profitable just a few months ago or inventing new offerings in response to the changes we’ve all experienced.
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.
Showpad
JUNE 1, 2020
There have never been more ways for marketers to reach an audience, but cutting through the noise is only getting more difficult. Buyers are bombarded with marketing messages every day, and have become experts at tuning out anything that isn’t tailored to their needs. Now chief marketing officers can add dramatic changes to workplace routines to their list of worries, with remote work jeopardizing the efficiency and productivity of marketing teams.
Sandler Training
JUNE 3, 2020
Episode 400 features Mike Montague interviewing Todd Herman, author of The Alter Ego Effect, on How to Succeed at Embracing Your Alter Ego. The post How to Succeed at Embracing Your Alter Ego – Episode 400! [PODCAST] appeared first on Sandler Training.
Hubspot Sales
JUNE 2, 2020
Say your company had a wildly successful product launch in Q1. Over the remaining year, your company mass produces, extensively markets, and makes a series of aggressive sales pushes for this next-level, ground-breaking product of tomorrow. Now, the dust has settled, and it's time to put together your income statement. You've incurred a lot of costs across a variety of functions, and you're expected to partition your expenses into different categories.
The Center for Sales Strategy
JUNE 3, 2020
Having a strategic sales process goes far beyond knowing how to close a deal. If your goal is to drive sales performance and increase revenue, stay true to a repeatable sales process that leads to predictable sales. The six steps of the Sales Accelerator lead salespeople from identifying a good prospect to developing a business relationship that results from the sale of your solution.
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.
Kainexus
JUNE 5, 2020
The Standard Group is a print management and marketing logistics company based in Reading, Pennsylvania. They specialize in everything from marketing management and direct mail to commercial printing, warehousing and fulfillment, and promotional products. The team at Standard Group has been using KaiNexus to spread their improvement culture since 2017, when Nick Shonsky, their Director of Continuous Improvement, learned about our software from a friend using KaiNexus at another company.
Blue Canyon Partners
JUNE 5, 2020
To successfully manage over the last few months, business leaders applied a playbook developed from lessons learned during the 2008-2009 downturn. They recognized the imperative to move fast and quickly pulled all available levers. Companies have tapped credit facilities, cut discretionary spending, delayed capital investments, and created week-to-week dashboards to closely monitor key business indicators including order rates, shipment rates, accounts payable and accounts receivable.
Corporate Visions
JUNE 4, 2020
The post The Good Room or the Bad Room? by Tim Riesterer appeared first on Corporate Visions. Turns out, training effectiveness scores are impacted by “room quality,” even in a virtual environment. “Training leaders were refusing to teach in the basement classrooms because their scores were lower versus when they would teach in the top floor classrooms with a view of the city and windows all around.
The Center for Sales Strategy
JUNE 5, 2020
- MOTIVATION -. "Engaging people is about meeting their needs, not yours.". -Tony Robbins. - AROUND THE WEB -. > Should You Have a Sales Enablement Department?– LinkedIn. It’s clearer than ever that sales enablement, which we define as “the process of providing the people in your sales organization with information and tools they need to sell more effectively,” is becoming a vital component in any B2B sales strategy.
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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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