Sat.Sep 05, 2020 - Fri.Sep 11, 2020

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How to Be Your Best on a Video Call | Sales Strategies

Engage Selling

Although it’s crucial to be technically competent with video calls during these uncertain times, it’s also imperative that you don’t neglect the personal aspect of video calls.

Sales 156
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60 Stats to Know About Entrepreneurship in 2020

Hubspot Sales

As 2019 came to a close, entrepreneurs and small business owners held a strong sense of optimism. In fact, 82% of small business owners surveyed in the Bank of America Small Business Owner Snapshot expected to end 2019 bringing in more revenue than the year before. When picturing the year ahead, 69% of respondents said they expected to expand their businesses, and 59% expected increased revenue for 2020.

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Business Apology Email Example: A Customer Service Template to Restore Loyalty

Groove HQ

Despite the unfortunate circumstances, your business’ apology email can salvage even the most crushing mistakes. Here’s a template that’s been proven to work. The post Business Apology Email Example: A Customer Service Template to Restore Loyalty appeared first on Groove Blog.

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Five years in customer experience at Nutshell

Nutshell

It’s not every day that we get to celebrate milestones in our lives. As Nutshell’s new VP of Customer Experience, I took the chance to reflect on my journey to this point, and wanted to tell my own Nutshell story. I remember walking past the Nutshell office in downtown Ann Arbor a few times before I applied. At that time, I was frequenting a favorite breakfast spot next door, Afternoon Delight, before heading to a job that I thought would open doors to a career but was actually teaching me that

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2024, The Year of the Customer

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.

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Don’t Forget The Basics in Sales!

Engage Selling

It’s easy to get wrapped up in shiny new prospecting methods or techniques. But, let’s not forget about the basics in sales! The sales landscape has (obviously) changed over the past few months.

Sales 151
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Your 6-Step Action Plan When You're Getting Zero Sales

Hubspot Sales

It’s every salesperson's nightmare — you start a new job, and right off the bat, you're excited to close some business! You love your new company and buy into its mission. You work hard during training, and after 30 days, you understand quite a bit about your industry. You've read all your company and product literature. You've listened to other reps' demos and run through all the relevant FAQs you can find.

Sales 118

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Critical Elements of Proactive Client Retention

Sandler Training

Everyone loves a good quiz and the Sandler Research Center has a tricky question for any business leader responsible for customer success or net revenue retention. The post Critical Elements of Proactive Client Retention appeared first on Sandler Training.

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Weekly Roundup: Get Salespeople to Use the CRM, Sell Anything to Anybody + More

The Center for Sales Strategy

- MOTIVATION -. "Whether you think you can, or you think you can't, you're right.". -Henry Ford. - AROUND THE WEB -. > 6 Ways to Get Salespeople to Actually Use the CRM– LinkedIn. What’s in it for me? If sales could be boiled down to a quintessential question, this might be it. Throughout our careers, we’ve been taught to examine “What’s in it for me?

CRM 98
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How to Create Sales Call Reports

Hubspot Sales

Sales calls' value extends beyond their main purpose. Yes, the endgame of any sales call is to move prospects through your sales process, but the information gathered through these kinds of conversations can be a big help in other ways as well. Sales calls can provide a wealth of insight into how your team and the individual reps that compose it are performing, your prospects' general preferences, and key trends your organization should be staying on top of.

Sales 114
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Brand Promise vs. Brand Experience: How to Deliver a Frictionless Customer Journey

SBI Growth

Brand Experience and Brand Promise often get grouped into one category when considering how buyers interact with your company, when in fact, the two are separate elements that need to be working in tandem for a frictionless and memorable customer experience. In his.

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How to Stay Competitive in the Evolving State of Martech

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

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Successfully Navigating Business in a Remote World | EcSell Institute

EcSell Institute

The date was Sunday, March 15th, when I received the text from our president that we’d be working remotely until further notice, “just to be safe." Six months later, remote work has become the office norm rather than an added perk (or for some, added frustration). For the most part it was a positive shift for our team to work and communicate remotely, but for many teams, it was quite the opposite.

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“A crisis is a terrible thing to waste”

Mercuri International

2020. Well, it’s been ‘eventful’. That being said, this is not a blog post about remote working, ‘the new normal’ or other topics which we’ve discussed extensively elsewhere. It’s about people. Your people. Specifically, it’s about what makes them tick – and why training could be about more than just skills…. Joining the dots. One thing that does need to be said about 2020, is that it’s made people nervous, whatever their profession (well, unless you’re Amazon’s Jeff Bezos, in which case,

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How to Motivate Your Sales Team: A Behavioral Approach

Hubspot Sales

When deals are closing left and right, your salespeople want to keep winning. Each closed transaction is a super mushroom, expanding their motivation and pushing them to continue. But what happens when your team runs into trouble — an enemy like a recession? Just as Mario shrinks back down to his normal size, your sales team's motivation can shrink, too (especially if your people are money-motivated ).

Sales 109
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How to Create an Unmatched Employee Experience to Drive Engagement

SBI Growth

Companies are constantly competing for their own employees’ mindshare. The world is so digital that it is frighteningly easy for employees to get lost in headlines throughout their day.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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Three Tried and Tested Ways to Dramatically Improve Your Alliance Skills

Peter Simoons

Without doubt, today’s business environment puts different demands on your alliance skills than ever before. As an example, the sudden change in the world due to Covid-19 has resulted in many companies putting their investments on hold. There are obviously implications involved, and you may well find that you need to build and manage your alliances in a different way.

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Why Enterprise Sales Should Be Working With Partners

PartnerTap

Secrets to Enterprise Sales Success: Working With Partners. Leveraging Partner Ecosystems. Unlocking Value. Unleashing Potential. Even in the most disrupted economic conditions (Coronavirus Pandemic, anybody?), one axiom remains true: there is always a market for value. Enterprise sales leaders, channel managers, and Chief Revenue Officers are always scrambling to hit aggressive, quarterly revenue goals. .

Sales 94
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Sandbagging in Sales: What It Is & When to Do It

Hubspot Sales

Exceeding expectations is always gratifying. The idea of beating the odds and impressing someone who "didn't think you had it in you" is the stuff of starry-eyed daydreams. We all root for the rogue cop who doesn't play by the rules but still saves the day. Everyone loves the undersized kid on the football team who catches the game-winning touchdown.

Sales 98
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Maximizing Virtual Selling for Prospects and Clients

The Center for Sales Strategy

Remote selling, virtual selling, more communication via emails, and phone calls — it’s all the new normal. And these new normal tactics require a significant shift in skills to create a more engaging buyer experience. Conducting business over Zoom is tricky. Rather than shaking hands and reading body language , salespeople must learn how to limit distractions, make virtual sales demos more like traditional presentations, and learn to communicate as effectively online as they do when they’re phys

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How to Leverage Intent Data for Better Outcomes

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.

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Two Keys to Success in Large Territory Account Management

Sandler Training

This is a question we often hear from sales leaders, and it’s a topic that we could spend hours, days, or weeks examining in depth. In this brief article, we’ll look at two powerful resources that can keep sales teams (and sales leaders) on track: the KARE profiling system and the Pursuit Navigator tool – both of which were created by Sandler. The post Two Keys to Success in Large Territory Account Management appeared first on Sandler Training.

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The Power of Online Word-of-Mouth Referrals (How to Get and Handle Them)

Outbound Engine

Online referrals are just like traditional word-of-mouth referrals, only better. For years, we’ve asked questions like these to our friends, family and coworkers: My car is in need of some major repairs. Do you have an auto mechanic you trust? Did you like your realtor, and would you mind sharing their info? Who does your hair? I’m new to the city and looking for someone great.

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Achieving real trust with clients and prospects

Nutshell

Building trust is the best way to enhance any relationship in your life, whether it’s with your friends, loved ones, and especially when dealing with your clients. If your potential clients trust you, they’re going to be more likely to purchase from you. According to The LinkedIn State of Sales report, trust is one of the key factors in closing a deal.

CRM 71
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How Do I Know Where My Prospect is on the Buyer’s Journey?

The Center for Sales Strategy

Your clients and prospects are on a predictable journey to making a purchase. You have a much better chance at success if you understand their buyer’s journey. The model we present to clients expands on the traditional Awareness-Consideration-Decision stages. This helps us look at things from the mind of your client or prospect. B2B sales professionals must understand the buyer’s journey.

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Negotiate Larger Deals More Quickly

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.

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Growing Your Strategic Account Footprint

Revegy

Growing Revenue: Pause or Push Forward? Part 2: Growing Your Strategic Account Footprint. “We’ve had one of these before when the dot-com bubble burst. What I told our company was that we were just going to invest our way through the downturn, that we weren’t going to lay off people, that we’d taken a tremendous amount of effort to get them into Apple in the first place — the last thing we were going to do is lay them off.

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Using Toyota Kata to Overcome Racism

Kainexus

In support of my friend, Deondra Wardelle and her work to end racism, I participated in a KaiNexus webinar a few weeks ago called “Sharing our Visions and Voices to #RootCaseRacism” ( click here to see the recording ) and was asked to speak about the obstacles to overcoming racism. Deondra was one of the original members of the over 500 women that make up “Women in Lean” – an online community started a year ago by myself, Karyn Ross, and Crystal Davis.

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Achieving real trust with clients and prospects

Nutshell

Building trust is the best way to enhance any relationship in your life, whether it’s with your friends, loved ones, and especially when dealing with your clients. If your potential clients trust you, they’re going to be more likely to purchase from you. According to The LinkedIn State of Sales report, trust is one of the key factors in closing a deal.

CRM 62
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Is Your Revenue Problem Really a Culture Problem?

The Center for Sales Strategy

Employee engagement, collaboration, talent retention, and client satisfaction are all essential elements of company culture. And studies show that each has a significant impact on revenue growth. When performance numbers aren’t where expected, where do you default your thinking? Most sales managers agree that when sales performance suffers, they think more activity is needed, the right people aren’t on the team, or the processes are broken.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.

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Accelerating Growth Through the Recovery

Sandler Training

Here is the reality - if you want to emerge stronger from this crisis environment and into the recovery, you’ve got to be spending this time “watching the tape.” That means, analyzing what you’re doing and identifying what you need to change to do better. The post Accelerating Growth Through the Recovery appeared first on Sandler Training.

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What it Takes to Receive the Leapfrog Top Hospital Award

Kainexus

The Leapfrog Group is a nonprofit organization founded in 2000 by large employers and other purchasers of healthcare concerned with quality and safety. The cornerstone Leapfrog Hospital Survey collects and reports hospital performance, giving consumers and other purchasers the ability to make informed decisions and find the highest-value care. The Leapfrog Hospital Safety Grade assigns letter grades to hospitals based on their patient safety record, providing transparency around critical issues

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Five tips for Getting the most out of a Virtual Conference

Showpad

Traditional in-person conferences are a thing of the past — at least for the time being. But thanks to technology, it’s still very much possible to access learning and networking opportunities that’ll help you to be more effective and efficient in your professional role. At Showpad, the safety of our employees, customers and partners is our top priority.

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The Need For Strategic Perspective

CMOE

Innovative and rapidly developing technologies have created a “need for speed” in all aspects of our lives. Leaders are faced with incredible pressures to deliver immediate results, to do more with less, and to manage an ever-increasing personal. workload. The pace and urgency of daily demands can make it difficult to see more than a step ahead. Now, more than ever, leaders and individual contributors alike must be able to look beyond short-term needs, gain a strategic perspective, and act on th

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Contact vs. Company Intent Signal Data

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.