Hubspot Sales
MARCH 18, 2019
At some point, most company leaders have looked at their list of best clients and thought, "It would be really bad if we lost any of these accounts." These customers represent a disproportionate percentage of your revenue, refer new prospects to your company, give you credibility in their space -- or all of the above. But how do you protect those customers from the competitors who are no doubt courting them?
SBI Growth
MARCH 21, 2019
A product leader at a recent client of mine expressed a frustration that most product leaders can relate to. His organization had recently invested heavily in developing a new product that targeted a growing segment of the company’s customer base.
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Jeffrey Gitomer
MARCH 19, 2019
The average professional sports team wins more than 75% of the games they play on their home court. That's a pretty high winning percentage. If you knew you could win 75% of the prospects you pitched, you'd do it, wouldn't you? YOU CAN! Sales games are no different than sports games. You win more sales when you sell them at home. How many of your prospects, who you want to become customers, get an invitation to play the championship game (the sale) at your ball park?
Groove HQ
MARCH 19, 2019
Audits are boring. The benefits they can create for your team—not so much Marketing audit. Gross. Even just the mere word “audit” is yawn-inducing. Most people tend to associate audits in general with a lot of complicated, boring paperwork, and possibly a really stiff white collar and a tie that gently chokes you throughout the […].
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.
Hubspot Sales
MARCH 21, 2019
"The art of moving forward lies in understanding what to leave behind." This quote, from marketing guru Seth Godin, sums up the importance of good data in making better decisions. Failing is a natural part of life, what matters most -- especially for salespeople -- is how you move forward. Think about the last time you made a quick decision that yielded disappointing results.
SBI Growth
MARCH 19, 2019
As organizations transform their Deal Desk to a best in class Revenue Desk, challenges arise. Making this transition calls for new members from various functions, which results in more opinions and at times, competing priorities. When done well, this leads.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Engage Selling
MARCH 21, 2019
Financial compensation doesn’t have to be the only approach to commission. There’s another, perhaps more valuable approach which can further motivate your sales team to produce results. It’s time. Think about it.
Hubspot Sales
MARCH 21, 2019
Have you been in an interview and asked your prospective employer which sales metrics they value most? That answer is probably, " Yes. " What if I asked you if you’d ever questioned your interviewer about their sales velocity? If you answered " Yes " again, you already know how important this calculation is to understand the growth mindset and overall health of a sales organization.
SBI Growth
MARCH 18, 2019
If you follow our Sales Benchmark Index blog, you have read our take on enhancing your Deal Desk to a Revenue Desk in the recent post “What Do You Do When Your Deal Desk Is Failing – Set up a.
Kainexus
MARCH 18, 2019
A high-reliability organization (HRO) is an organization that has succeeded in avoiding catastrophes despite a high level of risk and complexity. Specific examples that have been studied, most famously by researchers Karl Weick and Kathleen Sutcliffe , include nuclear power plants, air traffic control systems, and naval aircraft carriers. Recently healthcare organizations have moved to adopt the HRO mindset as well.
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
Braineet Co-Creation
MARCH 20, 2019
Discover how 10 big players are leveraging the power of co-creation to market new products and create growth.
Hubspot Sales
MARCH 22, 2019
Did you know Warren Buffet bought his first stock at 11 years old? Oh, and he filed for taxes at 13. I don't know about you, but at 11, my biggest goal was getting my Mom to serve pizza for dinner. Buffett is an investor, business magnate, and philanthropist who's known as one of the most successful investors of all time He's used decades of experience to grow his wealth and further sharpen his investing prowess.
SBI Growth
MARCH 22, 2019
Today Mike Balow, the Executive VP of Sales and Applications for Cypress Semiconductor, joins us and discusses leveraging CX to enhance your key account program. Mike shares how tailoring to your clients’ needs and expectations, leads to successful revenue growth.
Planview
MARCH 20, 2019
Most companies will agree that innovation is critical to sustaining growth and remaining competitive. Creating a culture of innovation is seen by most business leaders as the number one way to drive innovation for the business. However, for this culture to exist, employee engagement is imperative. Unfortunately, most aren’t. According to Gallup Inc.’s 2017 State of the Global Workplace Report, 85 percent of employees are disengaged on the job, which is costing companies $7 trillion in lost produ
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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.
The Center for Sales Strategy
MARCH 19, 2019
My daughter is learning how to drive, and it's been an interesting lesson on what the world looks like to a perfectionist. She has pretty much been a perfectionist since birth, missing recess in kindergarten to make sure her coloring was perfectly inside the lines, and drawing eyelashes and fingernails on her pictures when the other kids drew stick figures.
Hubspot Sales
MARCH 19, 2019
Sales training is a big investment. Not only are you paying for the training itself and related expenses, but your sales team is also losing prime selling hours to attend workshops and sessions. Nonetheless, this investment can reap significant benefits and set your sales teams up for success. Research from SiriusDecisions found high-performing sales organizations are twice as likely to provide ongoing training as low-performing ones.
Jeffrey Gitomer
MARCH 18, 2019
What makes sales happen in the real world? A few weeks ago I asked you to send me your best sales idea or philosophy. I want to share a few of the ticket winning responses from fellow sales professionals: Show–up. When the bell rings, be there. (Bob McWaters, regional partner of ReMax). I will form good habits and become their slaves. (Betsy Steinhagen, District Manager for Dun & Bradstreet Information Services).
Engage Selling
MARCH 22, 2019
??????????One thing that I know all top performers have in common is that they’re really good at self-assessing such as asking questions on what they did well on. There are three areas that we all should be self-assessing on.
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.
The Center for Sales Strategy
MARCH 21, 2019
There’s no doubt—lead generation that is clear-cut, clean, and specific is ideal. When we picture lead generation working at peak performance, most of us envision the salesperson being handed a lead that is already pre-qualified and only a small step from closing. Smooth and easy! But don’t fool yourself into thinking that every lead generated by inbound marketing will be so straightforward.
SBI Growth
MARCH 22, 2019
As an executive, your success depends upon architecting a clear talent strategy that aligns with the overall goals and objectives of the entire organization. While strategic planning is necessary and worthwhile, it is no longer good enough. Truly effective and.
Sandler Training
MARCH 19, 2019
In addition to following the basic principles of not presenting too early and ensuring that the presentation is delivered as one component of an effective professional sales process, there are four steps sales professionals can follow to ensure more effective presentations. Read Time: 5 Minutes.
Miller Heiman Group
MARCH 18, 2019
As sales professionals, it’s in your blood to push the envelope and continue to explore opportunities to take your skills to the next level. In order to be the best, it’s important go back to the basics and understand what’s working and not working with your current sales process by tracking, measuring and analyzing your performance. Those who take the time to uncover this are the people who will ultimately win more business.
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.
The Center for Sales Strategy
MARCH 18, 2019
There is a sales organization I work with that has a consistent track record of finding highly talented candidates to join their sales team. Time and time again, they hire and develop top talent and in turn, quickly see results from these sellers.
RAIN Group
MARCH 20, 2019
Date: Thursday, March 28, 2019 Time: 2 PM ET Presenter: John Doerr Cost: Free. There's no denying that having a highly motivated sales team ready to give their full energy and effort day in and day out has a huge impact on your organization's success. But how exactly can you increase your motivation and that of your team? In this webinar, RAIN Group President John Doerr will share 3 Habits and 9 hacks proven to boost sales motivation.
Oratium
MARCH 22, 2019
Everlane is one of the fastest-growing clothing companies. It also offers a great example of a core communications principle and how it can be applied not only to communication but to product design and business focus. The principle is: focus on an audience’s problem (that you solve). Far too often we see presentations that fail to meet this standard.
Miller Heiman Group
MARCH 22, 2019
For more than 50 years European manufacturers built their reputation on high quality—and then the tides turned. Quality took a back seat to speed, cost and time-to-market. New competition from Asia and the Americas, higher production costs and requests for more personalization caused European manufacturers to reevaluate current practices. In our latest white paper, The New Industrial Revolution: Future-Proofing European Manufacturing Sales in the 21st Century we share insights into how manufact
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.
The Center for Sales Strategy
MARCH 22, 2019
- MOTIVATION -. "ALWAYS DO YOUR BEST. WHAT YOU PLANT NOW, YOU WILL HARVEST LATER.". -OG MANDINO. - AROUND THE WEB -. > A Neglected Marketing Infrastructure Will Lead to Crumbing Revenue Growth — LeadG2. Governments repair and build roads. Utility companies run new transmission lines and fiber optics. And at home, we attach rain gutters to our houses and add-on new rooms.
Groove HQ
MARCH 21, 2019
The classics are classics for a reason, right? Due to the overwhelming feedback from our customers, it’s become clear that a large number of our users were missing the layout from legacy Groove. The fact is that many of our customers really like the new four-pane view but some still prefer the classic three-pane view. […]. The post Coming Soon: Classic View and Other Readability Updates appeared first on Groove Blog.
Sandler Training
MARCH 22, 2019
This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. Listen Time: 8 Minutes.
Kainexus
MARCH 21, 2019
Recently, our very own Senior Advisor, Mark Graban had the opportunity to chat with Mike McGowan, Director of Process Excellence at Marietta Memorial Hospital. Mike has worked as a Medical Technologist, Chemistry Supervisor, Laboratory Director, and Senior Director in healthcare for the last 35 years spending most of that time at Marietta Memorial Hospital.
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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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