MDI Training
MAY 19, 2021
Successful collaboration, whether in a virtual or real environment, is defined by several important aspects. For example, the function of mentoring or virtual mentoring and, strongly linked to this, the key qualification of attentiveness. Leadership E-Learning By the way, Peter shows you in our new e-learning course successful virtual collaboration & mentoring step by step!
OnStrategyHQ
MAY 16, 2021
How to Perform A SWOT Analysis. Learn how to craft actionable items from a SWOT analysis. Take your Strengths, Weaknesses, Opportunities and Threats and capitalize on them! For more resources on building your strategic plan, view the Essentials Guide to Strategic Planning. Video Transcript. Today’s whiteboard session is on putting together a SWOT analysis for your organization.
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Holden Advisors
MAY 19, 2021
Are your sales teams spending enough time qualifying their opportunities and defining the right solutions for their customers? Here's how to know if they are on the right track. 3 critical actions should happen before your sales team proposes any solution to a customer: Uncover and define the value of your products and/or services from the customer's perspective.
Hubspot Sales
MAY 21, 2021
Motivation is more than Vince Lombardi quotes and quirky posters on the wall. It’s one of the most important components of sustained sales success over time. As a sales manager or director, you can only influence your team’s sales performance in two dimensions: Their skill set (what they can do) and their motivation (how repeatedly or passionately they do it).
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 15, 2021
To say your salesforce is changing is an understatement. Not only have there been shifts in adapting to a new virtual world, but your teams also need the time and attention dedicated to reaching their full potential now more than.
The SAMA Podcast
MAY 18, 2021
SAMA will host a virtual symposium featuring Michael on Sept. 15, "The Challenge of Selling Expertise, Not Product: Transforming SAMs into high-value advisors supported by engaging digital content." Register here. LinkedIn: [link] In today's world of information overload and buyers who already know what they want (or think they do), strategic and key account managers need a way to elevate their customer conversations above the ground level.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Hubspot Sales
MAY 18, 2021
How do you win more consistently and more often? Are there specific traits and habits that top-performing salespeople possess as compared to their peers? These are some of the questions we set out to uncover with our latest research. This research study was conducted by ValueSelling Associates and Selling Power and surveyed more than 150 U.S. business-to-business senior sales leaders to identify the mindsets, attributes, and behaviors of top-performing salespeople.
SBI Growth
MAY 17, 2021
Culture—the ultimate 21st-century corporate buzzword. Most agree it’s important, some understand why, but very few sales leaders use it as a competitive differentiator. There are many factors that drive high-performance in a sales organization: talent development, enablement, and incentives, to.
The Center for Sales Strategy
MAY 19, 2021
Sales professionals are inherently focused on closing deals and increasing the number of accounts under their purview. As such, they are often impatient when it comes to their time and meetings with superiors are no exception. One-on-one sales meetings need not be inefficient. Sales managers that want to maximize the effectiveness of their sales team can do so with Individual Focus Meetings.
Help Scout
MAY 18, 2021
Sometimes customers want to talk to a live person. Maybe they’re not finding what they need in your help documentation, or they want to talk through an issue in real time, and email simply won’t cut it. Offering live support can really take your customer experience to the next level. Though phone support may be what many think of for live support, there’s another option: live chat.
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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
NG Data
MAY 20, 2021
A Price Worth Paying? With over 45% of businesses prioritizing customer experience over pricing and product development, it’s important to understand the value of customer experience to see if the ROI really stacks up. Customer experience aka CX has been growing in importance over recent years, with 86% of customers now saying they’d pay more for a product or service for better customer experience.
Hubspot Sales
MAY 18, 2021
Conversational intelligence tools — programs that use artificial intelligence to automatically record, transcribe, and analyze hours of sales calls — are becoming a staple of a growing number of sales organizations' tech stacks. And it makes sense — tracking and pulling insight from sales calls manually is a frustrating, labor-intensive, often ineffective burden that can eat up sales managers' time without offering much return.
The Center for Sales Strategy
MAY 18, 2021
Some people are skilled at closing a sale. It's easy for them to build rapport with customers, gather information, pitch a product or service, and then close the sale. Others excel only in connecting with prospects and find it incredibly hard to present a product or close the sale. Utilizing a sales process can help salespeople become better at what they do.
OnStrategyHQ
MAY 21, 2021
It is not uncommon that the term strategic plan and business plan get confused in the business world. Before beginning your strategy implementation, take a look at the difference between the two terms to ensure you are on the path to success. While a strategic plan is a type of business plan, there are several important distinctions between the two types that are worth noting.
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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.
RAIN Group
MAY 19, 2021
Great sales questions help you find out what’s going on in your buyer’s world. They help you connect with buyers, understand their needs, understand what’s important to them, and help them create better futures for themselves. They help you disrupt buyer thinking and change buyers’ perception of what’s true and what’s possible. They help you drive the sale forward and avoid pitfalls that can derail the sale along the way.
Brooks Group
MAY 19, 2021
From the dawn of recorded history, it’s been widely accepted that two is better than one. We can consider Adam and Eve, peanut butter and jelly, and C-3PO and R2D2 among the infinite number of examples that prove this theory. Today, we’re going to talk about a duo that has, for quite some time, been reluctant to partner up – the equivalent of a bride and groom at a shotgun wedding.
The Center for Sales Strategy
MAY 17, 2021
Without quality activity, sales teams fall short of their performance goals. If it seems that more than a third, or even more than half, of your team is struggling with producing quality activity, it’s time to take a hard look at your sales structure , because your sales structure is perfectly designed for the results you’re getting. To identify where you might have a problem with your sales structure, break the sales process into three key areas: Generating Leads.
QYMATIX
MAY 18, 2021
Sales and Operations Planning (S&OP) is probably the most important planning process of any company. It will determine the difference between success and failure in the years to come. Usually, the S&OP includes a list of open sales deals, an updated sales forecast, production plan, inventory plan, customer lead time (backlog) plan, new product development plan, strategic initiative plan and the resulting financial plan.
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.
Peter Simoons
MAY 18, 2021
Tip 10: Be Clear on the Roles and Responsibilities. Anyone who has been in a marriage or long-term relationship would know that maintaining such a relationship takes a lot of work. Even if the partners involved in the relationship have been together for a number of years, there will always be some kinks that need smoothing over. If those kinks are left as they are, they will become a source of conflict later on.
Mercuri International
MAY 21, 2021
“KAM, SAM, GAM” – the world of account management does love an acronym. But once you get past the ‘key’, ‘strategic’, and ‘global’ prefixes, it pretty much all equates to the same thing. These are the clients that matter. They matter because the top performing accounts bring in a disproportionate amount of revenue, drive growth and – above all – are already your clients.
The Center for Sales Strategy
MAY 21, 2021
- MOTIVATION -. "Your job as a leader is to stay as close in touch as possible with those closest to the action.”. -Kat Cole. - AROUND THE WEB -. > 6 Sales Challenges Facing Salespeople in 2021 [Expert Tips + Research] – HubSpot. It's not exactly mind-blowing to point out that the sales landscape has shifted radically in these past two or so years.
OnStrategyHQ
MAY 17, 2021
You’d be surprised how often we see day-to-day activities disconnected from long-term vision. The culprit? Failed execution of a plan. Inherently, a strategic plan is designed to help bring together the key day-to-day actions and longer-term priorities that tally up to achieve your vision of success. We emphasize the importance of daily actions because they add up to weekly actions, monthly achievements and failures, quarterly results – and ultimately annual performance.
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.
Apptivo
MAY 18, 2021
Email marketing is one of the most important ways to attract customers and grow your business. Whether your business is small or large, Email marketing holds the same importance for everyone just because every other marketing channel isn’t much reliable. It is due to the convenience of Email marketing that businesses can easily communicate with their prospects and find a way to convert them into paying customers.
Sales Gravy
MAY 21, 2021
On this episode of the Sales Gravy Podcast, Jeb Blount and Cherilynn Castleman, author of What's in the C.A.R.D.S., discuss sales team diversity, why women are better at sales than men, the power of empathy, and key things you need to know about selling in a post-pandemic world. You'll love this conversation and you'll especially want to pay attention to Cherilynn's 4Fs!
Sandler Training
MAY 21, 2021
Mike Montague interviews Dre "DreAllDay" Baldwin on How to Succeed at Working on Your Game. The post How to Succeed at Working on Your Game [PODCAST] appeared first on Sandler Training.
OnStrategyHQ
MAY 16, 2021
Like what you’re reading? Download the Complete Guide to Strategic Planning today. GET THE FREE GUIDE. Phase 2: Developing Strategy. Knowing why you’re doing what you’re doing (your mission), where you’re trying to go (your vision), and how you’re going to go about it (your values) are the glue that holds an organization together.
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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.
Insightly
MAY 18, 2021
Sales qualification is the process that a company goes through to determine a prospect’s likelihood of becoming a paying customer. . While sales is still the driving force behind most qualification efforts, organizations today need to work closely with marketing in order to properly qualify leads. One of the reasons for this shift is the need to adapt to the rapidly evolving customer journey.
Revenue Storm
MAY 18, 2021
Sales leaders have heard for years that we need to be great coaches… and that our primary role is to advance both the talent of our team and our sales opportunities to ensure organizational success. Many sales leaders have salespeople communicating randomly during their day (phone, text, IM, video, and email!) looking for input on how to advance a particular sales situation or to solve an issue.
Crank Wheel
MAY 19, 2021
Is your company customer-centric? Winning and retaining customers means putting them first, and in this article we look at how you can become more customer-centric.
OnStrategyHQ
MAY 17, 2021
How to Develop and Use Key Performance Indicators (KPIs). Erica Olsen, COO and Co-Founder of OnStrategy, breaks down how to develop key performance indicators and identifies the different types of KPIs your organization can use to measure your performance. Transcript. Hi, my name is Erica Olsen. Today’s whiteboard video is on Key Performance Indicators, or KPIs for short.
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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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