SBI Growth
AUGUST 6, 2020
As you continually work on fine-tuning your sales organization, how can you best ensure that every prospect interaction contributes to a cohesive customer narrative that, ultimately, maximizes your sales? Through our work helping leading companies grow their revenue year after.
Showpad
AUGUST 4, 2020
How do you scale sales enablement? And what’s your role as an executive? Welcome to the fourth post of this blog series for executives, where I will take you on a scalability journey. We already covered a lot of ground in this series, and I only mention it here because these previous blog posts are an important foundation for our scalability discussion today.
Hubspot Sales
AUGUST 2, 2020
The term "sales data analysis" can sound a bit overwhelming — all three words, individually, can be imposing in their own right. "Sales" is a difficult line of work to master. "Data" conjures up images of rows upon rows of numbers that could be exhausting to pore through. And "analysis" sounds like a process that requires skills you might not have and considerable effort you'd rather not put in.
The Center for Sales Strategy
AUGUST 5, 2020
The Pareto Principle suggests that 80% of sales come from 20% of clients. Alternatively, 20% of what you do represents 80% of that activity’s outcome. Most of us know this rule, and we’re familiar with the labels – Key Accounts, Target Accounts, and Secondary Accounts – what we often fail to realize is the impact of what it’s like to lose a Key Account.
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
AUGUST 2, 2020
For many services companies who achieve exponential growth within narrow timeframes, they often find themselves lagging in critical operational areas, including go-to-market. Jarrod Johnson, Chief Customer Officer at TaskUs, found himself in a similar situation but was able to remain as.
Engage Selling
AUGUST 7, 2020
The best sellers and organizations know how to effectively use operational value to their advantage. What is operational value?
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
The Center for Sales Strategy
AUGUST 7, 2020
- MOTIVATION -. "The questions you ask are more important than the things you could ever say.". -Thomas Freese. - AROUND THE WEB -. > 15 Creative Ways To Boost Income From Existing Clients– Forbes. Numerous stats show that customer retention is a key component of a business's growth strategy. Companies spend a lot on keeping customers coming back for more.
SBI Growth
AUGUST 4, 2020
For Sales Operations leaders on a calendar year, we are rapidly approaching annual planning season. As if it wasn’t difficult enough to identify where your organization’s growth will be derived from next year while trying to forecast the back-half of.
Outbound Engine
AUGUST 1, 2020
Many small business owners are accustomed to burning the candle at both ends. In fact, 39 percent report working up to 60 hours per week. It’s no wonder time management tips are so commonly sought out by busy small business owners. Are you a professional who finds the idea of a 40-hour workweek laughable? Test out these time management tips and “work” your way to a more productive week. 1.
Hubspot Sales
AUGUST 4, 2020
Succeeding in sales is 95-percent mental. If you don’t think you can succeed or land a deal, you will ultimately be right. But if you can remain positive you have a huge competitive advantage. In this decade, sales is a very challenging profession. The way businesses sell is constantly changing, and many sales reps are facing impossible deadlines, strict accountability, dozens of curveballs with each deal, and pipeline scrutiny from all sides.
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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
Groove HQ
AUGUST 6, 2020
Lay the foundation for outstanding (and scalable) e-commerce customer service with these must-have tools. The post 10 E-commerce Customer Service Tools That Will Grow With Your Business appeared first on Groove Blog.
Strategic Planning and Management Insights
AUGUST 4, 2020
Ryan Berman an author and the founder of Courageous, a consultancy that uses a 'special forces' approach to problem solving, storytelling and leadership. Today, Courageous works with well known brands like the National Football League, Caesars Entertainment and Johnson & Johnson.
Nutshell
AUGUST 6, 2020
Marketing best practices are constantly changing. The only way to ensure your company’s lead generation strategies are up-to-date is to study current trends and read about the tips and tricks that the experts are using. With that in mind, we created this collection of online resources for marketing professionals so that you can get the guidance and cutting-edge strategies you need to grow your business.
Hubspot Sales
AUGUST 4, 2020
Let's run through a hypothetical scenario. Say your company is in a bit of a tough spot. Your product or service isn't moving with the oomph you'd like it to. Sales are sort of stagnant, and as far as you can tell, consumer interest in your brand is waning. You realize your business needs a shot of life. So, what can you do? Well, you could try something drastic.
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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.
Groove HQ
AUGUST 4, 2020
We take a customer-first approach to compare Gmail to Outlook to Groove for growing businesses. The post Gmail vs Outlook vs Groove: Which Inbox Provides the Best Experience for Your Customers? appeared first on Groove Blog.
Corporate Visions
AUGUST 6, 2020
The post Marketing is Moving Further Down the Sales Funnel by Leslie Talbot appeared first on Corporate Visions. If you’re a marketer, you’re responsible for more of the buying journey than ever before. This is a big shift from your traditional role, which was creating awareness and running campaigns at the top of the funnel. Those campaigns generated interest, but at some point, there was always that handoff to Sales, who would ultimately guide the buyer toward a decision.
Sandler Training
AUGUST 7, 2020
In today’s current market conditions, leaders need to accept that the success of their teams and their companies will rely heavily on striking a collaborative, coordinated balance between creative strategic thinking and effective implementation. The post Five Ways Collaborative Leaders Can Help Their Teams Succeed appeared first on Sandler Training.
Hubspot Sales
AUGUST 5, 2020
In many young organizations, the company founder or a co-founder serves as the CEO. However, just because the roles are commonly held by the same individual does not mean they are interchangeable. It also doesn’t mean this setup is ideal for all businesses. During the early stages, many companies operate in an “all hands on deck” manner, meaning the team members on board handle all aspects of the business, including leadership.
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 Readiness Group
AUGUST 7, 2020
How sales managers communicate and interact with their teams is crucial to building a winning culture, and keeping the sales team motivated. This is especially important as we work through the Covid-19 pandemic since teams are facing numerous personal and professional challenges. These challenges include working remotely, stalled opportunities, and learning to sell virtually.
The Center for Sales Strategy
AUGUST 4, 2020
While no one has enjoyed dealing with the fallout of the Covid-19 pandemic, it has certainly provided many of us with impetus to change how and where our associates do their work. Technology has saved many businesses from crushing productivity loss and caused many executives and managers to re-think how work gets done in their organizations, and especially how productivity is affected by working from home (or, any remote location).
Showpad
AUGUST 6, 2020
What is Zoom fatigue? Zoom fatigue refers to the mental and physical exhaustion brought on by participating in multiple or back-to-back video conferences throughout the day. Those experiencing Zoom fatigue begin feeling detached, distracted and ready for a nap. With nearly 70% of employees working remotely as of May, it’s no surprise this condition has become a hot topic as of late.
Hubspot Sales
AUGUST 6, 2020
In 1879, Thomas Edison invented the first electric light bulb. Before this, people used kerosene lamps, candles, and fireplaces to light their houses when it was dark. You could say that Thomas Edison knew there was an untapped market in electricity. While Edison used previous research and development from other inventors, he knew that making the light bulb needed to be practical and inexpensive so he could sell it.
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.
Drift
AUGUST 4, 2020
Business is all about revenue. But the truth is, so many businesses are struggling to hit their targets right now. We’ve all been forced to change the way we engage with our buyers. And no one feels this drive to change more than a CRO who just missed their number for the second quarter in a row. Now there were probably a few things that went wrong along the way, but it all starts with building.
The Center for Sales Strategy
AUGUST 3, 2020
The realities of COVID-19, coupled with legacy sales issues, are making it more difficult for sellers to set appointments with new business prospects. Problems inhibiting a seller’s access to decision makers — like a lack of trust — have been compounded by the uncertainties of the current business climate. The bottom line, already a tough job, is now even more difficult.
Sandler Training
AUGUST 3, 2020
Mike Montague Interviews Laura Janusik on How to Succeed at Listening intelligence. Find Laura at: [link]. The post How to Succeed at Listening Intelligence [PODCAST] appeared first on Sandler Training.
Nutshell
AUGUST 4, 2020
The best sales educators helps you take tried-and-true selling principles and modify them to current selling environments. Below are the 30 best online resources for sales professionals to sharpen their fundamental skills and learn some new tricks. We’ve divided the list into three different categories for your convenience: podcasts, YouTube channels, and blogs.
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.
Miller Heiman Group
AUGUST 6, 2020
In an economic landscape full of anxiety and hesitation, sellers must understand what their customers need now and be prepared to navigate unexpected hurdles in the selling process. B2B buyers’ expectations have never been higher, and during this time of crisis, buyers can be especially reluctant to accept new ideas or alternative solutions. That is, unless sellers bring invaluable perspective to every customer conversation, differentiating themselves in a crowded marketplace by giving buyers a
Engage Selling
AUGUST 7, 2020
Many of you are getting ready to go back to work or are already in the field making sales calls.
Kainexus
AUGUST 6, 2020
For many years, leaders have questioned whether it is better to make or buy software solutions for the many business problems they face. Pros and cons are weighed to figure out what is going to be most cost-effective and efficient for the business. It's important to remember that accurately estimating the long-term consequences of this decision can be difficult.
SBI Growth
AUGUST 4, 2020
August 4, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in B2B revenue growth, today announced the publication of their latest research report, “Maximizing Enterprise Value Through CEO Selection.” CEOs with sales experience grow revenue.
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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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