Holden Advisors
APRIL 22, 2021
We live in a time of abundant choice, and our customers expect options. Providing customers with a large variety of products and features is a compelling way to sell more. But, as companies grow and diversify, it can be difficult to capture the monetary value generated by the long tail of these products using traditional product management tools and data.
The Center for Sales Strategy
APRIL 23, 2021
- MOTIVATION -. "Leadership is doing what is right when no one is watching.”. -George Van Valkenburg. - AROUND THE WEB -. > How to Reinvent the Office Watercooler in a Hybrid Workplace – Medium. It turns out that there’s more to miss abou t going into the office than some of us may have thought. Research indicates that when we transition to hybrid work, what we miss most is the relationship-building that happens spontaneously in our workplaces — “watercooler moments.”.
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Customer Think
APRIL 22, 2021
Hybrid workplaces are here to stay even when the pandemic is gone. In this article, we take a look into how organizations can make the most out of this shift. Needless to say, COVID-19 has changed practically every aspect of our life. From the way we socialize to the way we work, nothing remains as […].
Hubspot Sales
APRIL 19, 2021
Being wary of strangers is human nature, so striking up a conversation with someone you don't know can be imposing and awkward in literally any situation — especially when that conversation is a means to a financial end. That's why any form of cold sales outreach can be exhausting and ineffective when you don't know what you're doing — and that's not specific to active communication like face-to-face meetings or phone calls.
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.
Nimble Business Success
APRIL 23, 2021
Today is the day to find the time to read your favorite book or to start the book you’ve wanted to read. It’s important to recognize how books have influenced our entire lives. They’ve inspired us and shaped who we are today, which is why World Book Day is more than a well-deserved holiday. It’s […]. The post 14 New Business Books to Add to Your Reading List appeared first on Nimble Blog.
The Center for Sales Strategy
APRIL 19, 2021
As a sales manager, image how much better your life would be if you had access to the following: Better forecast accuracy. Improved sales performance. These elements are important, and delivering one or the other is not an option these days. Both are easy to achieve when you have a healthy sales pipeline.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Hubspot Sales
APRIL 19, 2021
Choosing the right sales methodology sets the foundation for how you and your teams approach your sales process. If you focus on solution selling , your reps may give customized solutions to prospects that display how your product will meet their individual needs, whereas teams that use the outbound methodology may focus on outreach tactics like cold-calling.
RAIN Group
APRIL 21, 2021
82% of buyers will look up a seller on LinkedIn before replying to a seller’s prospecting efforts. 82%! Which begs the question: How are you showing up on LinkedIn? What does your profile look like and what does it say about you?
The Center for Sales Strategy
APRIL 20, 2021
What are some best practices for running a successful virtual meeting? How should leaders go about unifying a remote team? These questions and more are answered in this Improving Sales Performance episode with Chad Littlefield, Co-Founder of We and Me, Inc. As he shares his insight on running effective sales meetings in a work-from-home environment, he also touches on how to build a culture of trust and connection.
Customer Think
APRIL 22, 2021
A couple of years ago, if we had asked, all companies would have expressed an interest in developing a mobile application. Even today, companies are eager to develop mobile applications, motivated by a number of factors. With over 3.5 million Android apps and close to 2.5 million iOS apps, it may seem like you’re missing […].
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
Sales Readiness Group
APRIL 21, 2021
One of the biggest challenges for a sales organization is moving upmarket. For example, if you target the small- and medium-sized business market (SMB) and now want to target enterprise customers – that’s where the money is – you need to rethink how you sell. Enterprise and SMB selling are fundamentally different, and each requires its own sales process, metrics, and unique selling skills.
SuperOffice
APRIL 19, 2021
Did you know that 54% of consumers say there’s a need for improvement in customer service ? Long gone are the days of waiting on hold for a company to call you back. People want responses faster than ever. The secret to delivering a great customer experience is shifting your focus from simply serving your customers, to engaging with them in a seamless way.
Flevy
APRIL 20, 2021
Futuristic, technology-driven business models are weakening the conventional advantages of Economies of Scale. Large corporations, founded on Scale, nevertheless have areas that they can exploit if they reposition rapidly. For the best part of over a century, Economies of Scale—Cost Advantages that businesses achieve owing to their scale of operation—fashioned the corporation into a perfect engine of business.
Customer Think
APRIL 22, 2021
Over the past couple of months, cookies have returned to being a hot button item for digital marketers. Ranging from Google’s announcement of the removal of cookies in its Chrome browser to the fight between Facebook and Apple, discussions on the death of the third-party cookie and removal of browser and device-related tracking have dominated […].
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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.
Sandler Training
APRIL 22, 2021
Mike Montague interviews Alan Stein Jr. on How to Succeed at Raising Your Game. The post How to Succeed at Raising Your Game [PODCAST] appeared first on Sandler Training.
Thoughtful Leader
APRIL 23, 2021
Can't seem to hold people accountable? You may be neglecting one of the four pillars - clear expectations, reinforcement, consistency and alignment. The post Can’t Hold People Accountable? Here’s Why appeared first on Thoughtful Leader.
SalesPop
APRIL 23, 2021
Another important foundational aspect of account management—and sales itself—is the handling of quotas and forecasting. From my observation, only a few companies manage the problems for quotas and forecasting well. This is because there are two groups with seemingly conflicting interests: the sales team and company and sales management. Salespeople say that quotas are too high and are not achievable, whereas management insists that quotas are not high enough.
Customer Think
APRIL 22, 2021
One of the industries that benefitted from the COVID-19 pandemic is the OTT industry (Over-The-Top). Yes, OTT platforms saw tremendous growth, and they became a major source of entertainment for users. As per Statista, OTT media revenue is predicted to reach over 167 billion U.S. dollars by 2025, more than twice the 83.3 billion earned […].
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.
Zendesk
APRIL 23, 2021
On your journey to sales greatness, a little inspiration is necessary at times. Whether you’re struggling to meet your targets, feeling bummed after a harsh rejection, or finding it difficult to focus, a few encouraging quotes can help you power through those challenging days. So, we’ve compiled our favorite sales quotes from the likes of Zig Ziglar, Jeffrey Gitomer, Richard Branson, Jill Konrath, and more—all categorized by common obstacles salespeople face: Productivity quotes for knocking out
Flevy
APRIL 19, 2021
The phenomenal success of tech innovators using Platforms has spurred a desire in companies, from a greater variety of sectors and markets, to gain advantage of Product to Platform Transformation. This Transformation is based on the need to model businesses on a Customer-Centric Design approach. The need has arisen because the concept of Economies of Scale has become archaic and has been taken over by Economies of Unscale.
Peter Simoons
APRIL 19, 2021
Tip 8: Understand the Cultural Differences. When two people begin occupying the same space – as roommates or dorm-mates, as co-workers using the same office, as a couple living together – one of the many possible sources of conflict that can spring between them is the way they do things. One person may be messy, while the other is fastidious to a fault.
Customer Think
APRIL 23, 2021
I originally wrote today’s post for GetFeedback. It appeared on their site on February 26, 2020. One of the biggest mistakes companies can – and do – make with customer feedback is to do nothing at all with it. Remember the old Gartner statistic: 95.
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.
Zendesk
APRIL 21, 2021
Our collective environmental footprint is not a new topic area—but it is one that deserves more attention. Not only because the current rate of climate change poses an existential threat to all life on the planet, but also because it’s a topic that matters to Zendesk employees. Surveyed last October, employee feedback informed four deliberate areas of social impact focus for 2021: Food Insecurity, Mental Health, Digital Equity & Inclusion, and Climate Change.
Apptivo
APRIL 21, 2021
Owing to the evolution in technology, the Project Management Software of Apptivo has gone through multiple advancements since its inception. The methodology and tools adopted in project management have evolved from conventional bookkeeping to spreadsheets and an online cloud application. In the future, experts predict that there will be the induction of Blockchain, Artificial Intelligence, and Machine/Human interaction in the project management system.
Thoughtful Leader
APRIL 20, 2021
Knowing how to make difficult decisions is a challenging part of leadership. Which direction should you choose when somebody will be unhappy with either choice? When you're a leader, making difficult decisions is part of the job. Here are some examples that highlight the difficult decisions that you might need to make in your role: [.]. The post Making Difficult Decisions: Essential Steps for Leaders appeared first on Thoughtful Leader.
Customer Think
APRIL 22, 2021
Article originally published at Eglobalis Customers of different industries place a different value on the elements that generate their overall experience. A pharmacy customer may prioritize product availability, safety and compliance, whereas high-end retail shoppers prioritize quality and choice. (Data source Gartner) Others may prioritize convenience, design, simplicity, and usability.
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.
Zendesk
APRIL 22, 2021
Last year, meeting up with friends looked a lot different. With everyone stuck at home during the pandemic, people were looking for a way to connect safely to do things together, and Discord’s popularity exploded. Originally built for people who wanted to communicate with friends around the world while they played video games, Discord has gained traction with a much wider community.
Revenue Storm
APRIL 21, 2021
As sales managers, what are our most valuable assets? Our sales team, of course… but arguably even more important are our prospects and clients, without whom we have no business. Consider this: our existing clients represent a wonderful opportunity for us to really differentiate from our competitors. How? By recruiting them to sell for us, and thereby making life more difficult for our competition… through the art of reference selling.
SBI Growth
APRIL 20, 2021
According to Forbes, Customer-centric companies are 60% more profitable than companies that don’t focus on customers. Yet, as COVID moves from a moment in time to the new normal, CEOs must balance delivering differentiated customer experience while maximizing the value of.
Customer Think
APRIL 22, 2021
Earlier the rivalry happened only between businesses/companies but today; we have too many options of the same thing that internal competition is also getting fierce. Like for example; native apps vs hybrid apps, which eCommerce platforms are the best? Or which framework to choose? And the most confusing one which we are going to discuss […].
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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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