Jermaine Edwards

MARCH 17, 2020

How do you know what to do at the different stages in your customer relationships? This is such an important question yet most organisations have not established a clear distinctive path, identifiers and actions for effectively managing the full customer relationship journey. The customer life cycle is one of a few important contributing models for giving any individual, team and organisation greater clarity and confidence to know what to do when the next steps in the relationship journey are un

Customer Life Cycle 130

Customer Life Cycle Key Account Management Decision-making Innovation 130

Groove HQ

MARCH 19, 2020

Last week, my wife and I decided we needed to stock up and hunker down. We’re washing our hands. We’re social distancing. We’re a bit anxious. But…we’re extremely fortunate. We haven’t lost our jobs. The business hasn’t gone under and we have a roof over our heads. I know it’s crazy right now. The health […]. The post 47 Insanely Practical Work From Home Tips from Our 100% Remote Team appeared first on Groove Blog.

Remote Working 140

Remote Working 140

Hubspot Sales

MARCH 16, 2020

Before I started working remotely, I was slightly uneasy. I was worried about not being productive, feeling isolated, and not having a good space to work from. It turns out, these fears weren't unique. In fact, according to HubSpot's 2019 Remote Work Report, communication with co-workers, feelings of loneliness, and overworking are challenges that remote workers face daily.

Remote Working 136

Remote Working Sales Account Management Meetings 136

Engage Selling

MARCH 20, 2020

With everything going on the world with coronavirus, remember that it’s not time to stop selling! I understand at the moment, depending on where you are in the world, your situation may not allow for selling like you normally do.

Sales 129

Sales 129

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

MARCH 20, 2020

An executive team sits in front of their computers watching the concerned and, in some cases, confused faces of one another. They have completed the gut-wrenching discussion about who stays and who goes, either permanently or temporarily, to provide some.

Business Planning 122

Business Planning B2B Marketing Management 122

Sales Readiness Group

MARCH 14, 2020

Many of our clients are concerned about how the evolving COVID-19 outbreak and related travel bans will impact their business, sales, and training initiatives. In the video below we address best practices in virtual and on-demand training.

Sales Training 117

Sales Training Sales 117

Kainexus

MARCH 20, 2020

We’ve been writing a lot about physical distancing lately, as this has proven to be the most effective way to slow the spread of COVID-19. Without limiting social contact, we don’t have a chance at slowing the spread of the infection - which means an overloaded healthcare system and a lot of unnecessary deaths.

Healthcare 110

Healthcare 110

SBI Growth

MARCH 17, 2020

With the uncertainty of CoVid-19 looming over your market and your customers’ markets, are you finding your already taxed forecasting processes are reaching their breaking point or leaving you with more questions than answers?

Marketing 122

Marketing Supply Chain Finance Organization 122

Drift

MARCH 17, 2020

In the current climate, we know your plans around events and field marketing have very likely shifted. And your demand gen forecasts have had to change. But we also know the desire to come together as a community to learn has not. Now more than ever, we need to bring our communities together in a way that fits our current reality. Just because we can’t travel and many of us are working from.

Marketing 101

Marketing Sales 101

Hubspot Sales

MARCH 20, 2020

Sales coaching is all about looking forward and developing your people. High-revenue growth companies are seeing the payoff; 54% of high-performing companies are using sales coaching more than in the past, and 60% use sales coaching as an integrated part of a sales training program. These are among the research findings of a study on " Maximizing Performance with Sales Coaching " conducted by ValueSelling Associates and Training Industry, Inc.

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Sales Sales Training Sales Management Management 106

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

Kainexus

MARCH 15, 2020

I awoke this morning (3/15/20) and thought every rational and caring person that I know understood the importance of social distancing. I spent yesterday talking to dozens of people and getting dozens of small social events canceled. I thought my job was done. This morning I spoke to my close friend - a smart and compassionate person - and found that he was heading with his family to a bike shop and the Container Store.

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SBI Growth

MARCH 19, 2020

CoVid-19 is creating an unprecedented situation. In the short history of Customer Success, we have not seen a crisis of this magnitude. Even those of us that are tenured, and have the gray hair to prove it, don’t have another.

Customer Success 108

Customer Success Marketing Organization B2B 108

Strategic Planning and Management Insights

MARCH 19, 2020

Although some professionals, like Bill Gates, have stated that we need to be prepared for the next global pandemic , the swift spread of COVID-19 and cascading global impacts were unexpected. After an abundance of COVID-19 related deaths in China, medical systems collapsing in Italy, and expert recommendations to flatten the curve , many businesses have shifted to remote work, are operating in a limited capacity, or have had to close their doors.

Remote Working 98

Remote Working Management 98

The Center for Sales Strategy

MARCH 16, 2020

For many sales managers and account executives, working from home is a brand-new concept. And like any emerging work style, those who've had more in-office job experiences feel skeptical about remote work. The Center for Sales Strategy (CSS) has embraced the work from home lifestyle. Our entire 40-person company has worked from home for 38 years- and we excel at it too!

Remote Working 86

Remote Working Meetings Sales Management Management 86

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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.

Meetings

Hubspot Sales

MARCH 18, 2020

How much time does a sales rep actually spend, you know. selling ? It's a question I've often asked myself while managing busy sales and marketing teams. And the answer is somewhat disappointing — sales reps spend less time in the field than we'd like to think. I've seen far too many sales reps tangled in the snowballing snare of "daily tasks" or "non-sales" activities.

Sales 91

Sales Remote Working CRM B2B 91

Kainexus

MARCH 18, 2020

With so much information available online, it's hard to know what's true and what isn't. We tried to find a list of good sources to share with you, and couldn't - so we put our heads together with the smartest people we know, and made our own. Share yours in the comments! COUNTERS. Want an accurate count of the status of COVID-19 cases around the world?

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Miller Heiman Group

MARCH 19, 2020

In a crisis—whether it’s a health pandemic like COVID-19 , a natural disaster or another unforeseen emergency—those on the front lines make a difference. For sales organizations, that means sellers and customer service reps will take the brunt of the customer onslaught brought on by fear, uncertainty and doubt. Or, in certain industries, they may face a dearth of customers and panic and push sales to make their numbers—a misstep that could lead to diminished customer relationships.

Customer Experience 84

Customer Experience Management Decision-making Organization 84

The Center for Sales Strategy

MARCH 17, 2020

How many open positions are on your team? Open positions are an opportunity to improve the talent level. You want to make your goals more attainable and hiring top-shelf people is the best way to do that. However, building a high-quality sales team isn’t easy. It typically requires a lot of time and money to assemble a team of top performers. What if we told you that there’s a proven system that would help you get a list of great people to interview?

Sales 84

Sales Banking 84

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

SBI Growth

MARCH 16, 2020

These are unprecedented times. When we published our Q1 Research, we saw some warnings on the horizon that could lead to a recession. CoVid-19 and our society’s response has been a larger and faster shock to the system than anyone.

Publishing 83

Publishing Marketing Account Management B2B 83

S4 Consulting

MARCH 19, 2020

Why do airlines ask us to put our own oxygen masks on before helping others? Because they know that unless we take care of ourselves, we cannot assist others. Just breathe. Business disruptions are always vexing, and COVID-19 is a doozy. But as I sit here today in my under- equipped home office, I’m feeling reflective. If I’ve learned anything in decades of helping companies navigate change, it’s this: before you can take care of business, you have to put your own mask on.

Decision-making 85

Decision-making Leadership 85

Sales Gravy

MARCH 15, 2020

On this special unscripted and uncut podcast, Jeb Blount addresses questions leaders and salespeople are asking about whether or not they should continue prospecting during the Coronavirus shutdown. Listen to Coronavirus Talk #2 - On Excuses Listen to Coronavirus Talk #3 - On Time Listen to Coronavirus Talk #4 - On Excuses On this special unscripted and uncut podcast, Jeb Blount addresses questions leaders and salespeople are asking about whether or not they should continue prospecting during th

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The Center for Sales Strategy

MARCH 18, 2020

Years ago, companies gave little to no thought to pre-boarding — engaging with a new hire between the time they accept your offer and their first day. Once a candidate was hired, they were given a firm handshake and a start date. As a relatively new concept that often gets confused with the traditional onboarding process , pre-boarding is completed before an employee’s first day and includes informal interactions between the company and the new hire.

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Onboarding 76

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

SBI Growth

MARCH 14, 2020

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.

Digital Transformation 83

Digital Transformation Marketing Digitalization B2B 83

Showpad

MARCH 17, 2020

Your business now operates in a new reality. While there was a time when working remotely was the sole domain of field sales representatives, it’s become the new normal for sellers of all types. And with recent events necessitating remote work around the globe, it’s more important than ever for organizations to help their sales teams succeed when in-office support and in-person customer interactions aren’t viable options.

Sales 80

Sales Prioritization Remote Working Decision-making 80

Yesler

MARCH 19, 2020

The post Virtual events aren’t just timely, they’re the future of work appeared first on Yesler | B2B Marketing Agency.

Future of Work 98

Future of Work B2B Marketing Customer Experience 98

Kainexus

MARCH 17, 2020

I've been helping our KaiNexus CEO Dr. Greg Jacobson prep for the webinar he and two other doctors are participating in tomorrow: Ask Us Anything! COVID-19. It's been beyond fascinating to see the questions that people have submitted. I've spent a lot of time going through them and categorizing them. here is what's on people's minds. And maybe that speaks to gaps in effective communication from the government and the healthcare field.

Healthcare 77

Healthcare Government Communication 77

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

The Center for Sales Strategy

MARCH 20, 2020

- MOTIVATION -. "Every strike brings me closer to a home run.". - Babe Ruth. - AROUND THE WEB -. > How to Be Successful at Remote Sales, According to HubSpot's Remote Salesforce– HubSpot. The sudden transition to working remotely has many minds worried about not being productive, feeling isolated, and not having a good space to work from. And if you work in sales, it can be even harder to acclimate to your new surroundings.

Management 72

Management Sales 72

Outbound Engine

MARCH 20, 2020

Even though we read them, speak them and hear them almost non-stop, words are often an underrated component of a small business marketing plan. When used strategically, the right marketing power words cause people to take action. They click, open, buy and generate revenue for you. But use the wrong words and what happens? Nothing…and that’s the problem.

Marketing 76

Marketing Small Business Media Communication 76

Showpad

MARCH 19, 2020

Companies around the world are forced to face a rapidly changing business landscape. As economic uncertainty, remote workforces and other obstacles caused by COVID-19 transform day-to-day operations, organizations are learning they must pivot their sales strategies – and quickly – to confront the challenge. Here are four examples of companies shifting their strategies to succeed in this new reality. 1.

Cybersecurity 71

Cybersecurity Manufacturing Construction Stakeholders 71

Kainexus

MARCH 16, 2020

It’s been 24 hours since my last post , and I’ve come to see that part of the problem is that people don’t understand what the word “exponential” means. The word exponential has been floating around a lot lately as concern about COVID-19 grows and spreads around the world. It’s perhaps the most important word in understanding all of this, and since it’s been a while since most of us took a math class, I thought this would be a good time to review the concept and how it relates to the current pan

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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