2019

Axonius, a cybersecurity asset management startup, raises $20M in Series B

Openview

The post Axonius, a cybersecurity asset management startup, raises $20M in Series B appeared first on OpenView. News TechCrunch

Small Business Marketing Ideas & Tips for SMB Business Owners

Outbound Engine

It’s always a good time for business owners to think about the most effective small business marketing ideas. Maybe your messages don’t seem to be landing as they have in the past. Or it could be that business seems to be stagnant.

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How to Create a Knowledge Base: Building Self-Service for Customer Support

Groove HQ

Learn how to create a knowledge base from the ground up that your customers will love. The post How to Create a Knowledge Base: Building Self-Service for Customer Support appeared first on Groove Blog. Customer Support

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Know the Influencers Who Make More Sales Possible

Engage Selling

Previously, we looked at how important it is to beware of talk traps.

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A Recruiter’s Guide To Hiring In 2021

With vaccination rates rising, consumers spending more money, and people returning to offices, the job market is going through a period of unprecedented adjustment. As the New York Times observed, “It’s a weird moment for the American economy.” And recruiting professionals are caught in the middle. To make the most of this disruption, you need to understand the economic drivers, develop a strong strategy for unearthing valuable talent, and use the latest tech tools to get the job done. Read this guide to get your recruiting practice ready to thrive in the new normal.

Are Small Business Owners Salespeople in Disguise?

Jeffrey Gitomer

The success of a small business rests on the owner's ability to sell. Small business owners have about 50 different hats to wear, but sales is the biggest hat an entrepreneur wears. Actually without the sales hat, the other hats are useless. When I say sales, I'm not just talking, "Hey, please buy my stuff." Sales is not just selling your product or service. There are meaningful uses of selling skills that permeate every facet of the entrepreneurial process.

Expert advice: How many sales emails should you send before giving up?

Nutshell

Following up with buyers is a crucial part of any salesperson’s job. Rarely will a new prospect get back to after your first cold email , and even your best clients often need multiple touches to draw them back into a sales conversation. Both situations take time and persistence. Buyers want to know that you care about them and their needs, and following up is a way to show that you care. But how many emails should you send before you call it quits?

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Planning to Win: Your Sales Negotiation Checklist

RAIN Group

Preparation is often the greatest determinant of negotiation success. Across negotiation studies and surveys, sellers who get the best outcomes: Know what they sell. Research buyer wants and needs through sources other than the buyer.

How To Customise A Compelling Story For Your Sales Presentation

MTD Sales Training

How many times have you made a presentation and afterwards thought ‘that was so boring, even I wouldn’t have bought my product!’. There are many occasions where we have presented a solution and it’s not created any connection with the prospect. How, then, can we build a great presentation and really connect with the prospect? First, lets see what we shouldn’t do in our presentation: A product demonstration should NEVER be a tour of features and functions. Why not?

Five Selling Techniques That Really Work, And Five That Don’t (Updated April 2019)

Corporate Visions

The post Five Selling Techniques That Really Work, And Five That Don’t (Updated April 2019) by Corporate Visions appeared first on Corporate Visions. The Five Best Sales Techniques… And Five of The Least Effective. Who couldn’t use an arsenal of effective selling techniques? But there is a lot of “conventional wisdom” out there that, in reality, doesn’t help you make the sale.

How to Become an Entrepreneur With No Money or Experience

Hubspot Sales

Being your own boss, calling all the shots, hustling to hit your goals -- for many people, entrepreneurship is the ultimate career goal. But as awesome as running your own business sounds, it's also incredibly difficult. How difficult? 75% of startups fail. Entrepreneurs are also more anxious than other people and experience more day-to-day stress. After all, when you're responsible for the bottom line, every setback falls on you personally.

The Definitive B2B Sales Playbook: Proven Path to $ Multi-Million Revenues

Sales is at the forefront of revenue growth, and so organizations with highly streamlined sales operations consistently outperform competition. How do you create a path to success and fast-track your way to multi million dollar revenues? Read the eBook.

Over hiring is the startup kiss of death. Here’s how to avoid it.

Openview

Growing a business can often create a complicated conundrum for entrepreneurs: How do we get the people who have what it takes to help us believe in our mission enough to take a risk and join the cause? This situation can often lead us to do some questionable stuff – like biting off more than we can chew to get them on board: Bigger titles than they’re ready for or we can support. Comp plans that hurt both of you down the line. Making promises you won’t realistically be able to keep.

Client Experience Creates Competitive Advantage

Sandler Training

One of the most important ways to retain clients is to view an honest understanding of their interactions with your company. What are the different touch points and how well does your company act and react at all those points along the way? Read Time: 6 Minutes. Customer Relationships

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15 Customer Service Skills & How to Improve Each One (Step-by-Step)

Groove HQ

Amidst day-to-day struggles, we forget great support stems not from a mysterious alchemy of magnetism and magic. Instead, it arises from a certain set of core competencies. Behind the scenes of every experience are attainable skills that separate average or frustrating from truly exceptional customer service. But what skills matter? And how do you take […]. The post 15 Customer Service Skills & How to Improve Each One (Step-by-Step) appeared first on Groove Blog. Customer Support

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The Right Way to Handle Objections

Engage Selling

There’s a right way and a wrong way to handle objections. Let’s start with the wrong way. What countless sellers do when they’re “thrown a curveball” from a prospect is they freeze up, begin stuttering or show visible signs of … Read More » Observations from the real World client attraction Client Communication client loyalty client relationships Client Success Engage Selling Solutions Lead Up!

It’s Time to Stop Obsessing Over Leads

If leads are no longer the main goal for your marketing and sales teams, what should you focus on instead to measure success? And how can you optimize your program to create more qualified sales opportunities, faster? Download the eBook today to find out how!

Developing strategic referral alliances. WOW!

Jeffrey Gitomer

Are you willing to refer your clients or customers to someone else? Is someone else willing to refer their clients or customers to you? Yes, if there is mutual trust. Here are the prerequisites: You consider yourself the best at what you do. You do a memorable job in making the sale. You do a perfect job of delivering what you promised. You provide impeccable service after the sale. If you don't do the above, don't bother reading the rest of this article. It won't help you.

Evaluating the top 8 CRMs that integrate with QuickBooks

Nutshell

One of the main benefits of CRM software is the ability to get every aspect of your business working in sync. By uniting your communication and marketing tools with your sales platform, your team can conduct and track all their sales conversations from a single tool. But if you also rely on accounting software to manage incoming and outgoing payments, there are a lot of hidden benefits to integrating it with your CRM as well.

The Art and Science Blend of Sales Leadership

The Center for Sales Strategy

World-class leaders understand improving performance is part art and part science. A recipe that includes the proper blend of both—art and science—is often what separates failure from success and exhibits the following: Outstanding performance (beating others in their peer group).

Customer Co-Creation Examples: 10 Companies Doing it Right

Braineet Co-Creation

Discover how 10 big players are leveraging the power of co-creation to market new products and create growth. Co-Creation

Reaching Unreachable Candidates

Speaker: Patrick Dempsey and Andrew Erpelding of ZoomInfo

What is ZoomInfo for Recruiters? Find and connect with the right talent to fill roles fast with more data, basic search, advanced search, candidate and company profiles, and export results. Watch this On-Demand Webinar today to see how ZoomInfo for Recruiters can work to get your talented candidates results.

Six Ways Of Dealing With A Client Who Won’t See You

MTD Sales Training

It may sound strange, but there will be people you know you can help who will refuse to meet with you! How dare they! Don’t they know you have their holy grail, the answer to their prayers, the very thing they have been looking for? Of course, the world doesn’t work that way, and there will be prospects and customers who will reject your advances and avoid you at all costs. How can you deal with these kinds of situations? Firstly, let’s look at what you SHOULDN’T do: 1) DON’T take it personally.

The Best Way to Apologize to Customers, Backed by Science

Corporate Visions

The post The Best Way to Apologize to Customers, Backed by Science by Corporate Visions appeared first on Corporate Visions. No matter how you phrase it, apologizing to your customers for a service failure is never easy. They’re upset, and you need to find some way to salvage the relationship and their business. But it’s tricky to navigate such a sensitive conversation. If you don’t phrase an apology the right way, a lukewarm relationship with your customer will get very heated, very quickly.

6 Elevator Pitch Examples to Inspire Your Own

Hubspot Sales

Let's get one thing straight: If you're connecting with a prospect for the very first time, you should never paste your elevator pitch into your email or say it as soon as they pick up the phone. Because that doesn't work. You sound like a salesperson trying to sell them -- which makes the modern buyer run for the hills. So when are elevator pitches effective?

Channel Sales for SaaS: What It Is, When it Works, and How to Build Your Own

Openview

Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. Brands including HubSpot, Atlassian, Slack, Xero, Zendesk and Klaviyo use a variety of partner programs and other tactics to expand into new markets, scale their sales efforts and take advantage of partners’ existing connections and credibility. For the uninitiated, channel sales refers to the process of partnering with third parties to get your product into the end user’s hands.

Going to Market Smarter in the New Economy

In 2021, as companies continue to move more functions online, employees will take a more virtual -- and flexible -- mindset and lifestyle in parallel to the digitization of businesses. To succeed, you must change the way you conceive and build new products as a digital business. Download the report today to discover more!

best practice to negotiate larger deals more quickly

Think! Inc.

‘I sent my customer a proposal. They accepted it on the spot with no changes, and I closed the deal,’ said no salesperson ever! Salespeople must understand that submitting a first proposal to their customer is an invitation to the negotiation dance.

Why I Almost Walked Away From the $500k/mo Company I Founded

Groove HQ

The story of the darkest months of Groove’s history “I don’t even want to go.” It all came to a head at my kitchen table at home. I was talking with my wife, and I was miserable. Anyone who’s been through it will tell you that the entrepreneur’s journey is full of peaks and valleys, […]. The post Why I Almost Walked Away From the $500k/mo Company I Founded appeared first on Groove Blog. Founder's Journey

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Do Less, Achieve More

Engage Selling

Yes, it is possible to do less and achieve more. As I’ve touched on recently, the general mantra for professionals in today’s world is “more, more, more.”

Approach a Referral Right and Reap.

Jeffrey Gitomer

The most coveted prize in selling besides a sale is a referral. How do you approach this person? Everyone tells you to get referrals, no one tells you what to do next. How do you maximize the selling power of this referral? Here are 8.5 rules to ensure your success: Approach with care, be prepared, don't move too quickly. Timing is everything. Don't appear to be too anxious to get the sale (money). Proper set up will breed a long term relationship (more money) instead of just a sale.

The Forrester Wave™: B2B Marketing Data Providers, Q2 2021

In our 24-criterion evaluation of B2B marketing data providers, we identified the 11 most significant vendors — Data Axle, Dun & Bradstreet, Enlyft, Global Database, InsideView, Leadspace, Oracle, SMARTe, Spiceworks Ziff Davis, TechTarget, and ZoomInfo Technologies — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B marketing professionals select the right one for their needs.

What was the first sale you ever made? 11 successful salespeople discuss their first big wins

Nutshell

There’s something about the memory of your first real sale that elicits pride, confidence, and love for the profession. No matter how young or inexperienced you are when it happens, that first sale leaves an impression that stays with you for the rest of your career. We asked 11 sales professionals to take a trip down memory lane and share the stories behind the first sales they ever closed. Remember your own first sale? Tell us about it on Twitter or in our Sell to Win Facebook community !

5 Songs to Boost Sales Performance

The Center for Sales Strategy

Music can help you push through a difficult workout, it can calm your nerves, and it can even get you pumped up and geared towards success. Music can have a powerful impact on your mindset, and using music and the right rhythm to support positive thoughts could definitely get your sales performance headed in the right direction. Abba — Money, Money, Money. Listen to it here. Money, money, money. Must be funny. In the rich man’s world.” What do we all work for? Money, right?

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The Delicate Balance of Building an Online Community Business

Matthew Barby

Just under two years ago I launched an online community business called Traffic Think Tank with two other co-founders, Nick […]. The post The Delicate Balance of Building an Online Community Business appeared first on Matthew Howells-Barby. Growth

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The MOST Important Part Of Your Sales Call

MTD Sales Training

What would you consider to be the most important parts of the sales call, when calling a prospect? Well, one of my consultants was with a company recently and was listening in to their sales reps’ calls to make appointments.

4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data. Read on to learn the four AI hacks sales teams need to improve their performance. Download the eBook today!