Outbound Engine

DECEMBER 4, 2019

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. Whether you’ve been in business for 3 months or 30 years, there is always room for improvement. Here is a list of small business marketing ideas and tips to give you a competitive edge. 1.

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Hubspot Sales

FEBRUARY 11, 2019

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.

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Groove HQ

DECEMBER 17, 2019

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.

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Nutshell

DECEMBER 5, 2019

There’s something special about attending a sales conference. Maybe it’s the electricity in the air as a highly anticipated keynote speaker fires up the crowd. Perhaps it’s the rush of meeting new and interesting people during networking sessions , or the opportunity to learn actionable tips during the breakout sessions that will help you level up your game.

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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

B2B

RAIN Group

NOVEMBER 27, 2019

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. Have a keen understanding of the buyer’s day-to-day life and concerns. Prepare for each negotiation with trades, counteroffers, and knowledge of their walk-away points.

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Openview

AUGUST 27, 2019

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

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Showpad

DECEMBER 31, 2019

It’s that time of year again… trend time. Before we get into it, let’s first clarify what a trend actually is. According to the dictionary definition, a trend can have different aspects, such as a drift (a prevailing tendency or inclination), a swing (a general movement), a vogue (a current style or preference), or an approach (a line of development).

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Miller Heiman Group

MAY 23, 2019

In 1492, Christopher Columbus set sail across the ocean blue with the goal of finding riches in the East Indies. However, though he had a clear goal, he didn’t have a map, so he fell well short of his intended destination, landing in the Caribbean islands instead. (Despite what many believe, he didn’t discover continental North America or even set foot there.).

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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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Matthew Barby

AUGUST 20, 2019

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.

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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.

Meetings

Corporate Visions

APRIL 25, 2019

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.

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Hubspot Sales

JANUARY 14, 2019

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?

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Groove HQ

NOVEMBER 25, 2019

Find out how to provide exceptional customer service using our 15-point checklist. The post Customer Service Checklist: 15 Ways to Provide Exceptional Customer Service appeared first on Groove Blog.

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Nutshell

APRIL 10, 2019

Effective marketing is about more than just attracting one-time customers. It’s about creating a lasting impression that will keep all your customers engaged with your products or services and coming back for more. Imagine a locally-owned store operating in a small town—a simple, familiar place where the shopkeep knows your name and knows precisely how to help you find what you need.

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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.

Sales

Tidio

AUGUST 30, 2019

Before we jump into the subject of customer relations, consider this—. There are three varieties of customers: those you have, those you don’t (yet), and those you used to. And while it’s always a priority to focus on the current ones, the other two types are just as essential. Why? Well, you want to get new customers, that’s obvious. But you wouldn’t like your past customers to speak badly about you, would you?

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RAIN Group

APRIL 18, 2019

Something new vies for your attention every few minutes: emails, text messages, collaboration tools, phone calls, co-workers, meetings, customers, and the list goes on. The result? Productivity suffers. But with discipline and preparation, you can defeat these productivity dragons. We know it's possible because we recently surveyed 2,377 professionals to find out which habits and hacks, when applied in different combinations, drive not only productivity, but also top performance versus peers, jo

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Jeffrey Gitomer

MARCH 4, 2019

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.

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Sandler Training

SEPTEMBER 25, 2019

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.

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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.

Negotiation

Miller Heiman Group

JUNE 13, 2019

Ostensibly designed to help sellers close more deals, in many organizations, the CRM is just another administrative task on a salesperson’s already crowded plate. It’s a way for sales managers to monitor deal status that adds little, if any, value to their selling activities. But this approach to CRM is changing. More and more businesses are adopting sales technology tools, such as our analytics solution Scout , that turn their CRM data into actionable insights.

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SBI Growth

APRIL 26, 2019

Customer centricity and stiff competition in the tech industry are changing how sales enablement operate. Teams need to focus on sales reps solving customer challenges instead of simply selling products and services. Sell Solutions Instead of Products. Traditional sales enablement motions are.

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Think! Inc.

NOVEMBER 7, 2019

‘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. A dance that includes price concessions, line-item negotiating, demands, and giveaway pressure. Even if you have executed your sales process flawlessly, there will always be missing information and uncertainty in a customer negotiation.

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Corporate Visions

APRIL 30, 2019

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.

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Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst

Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.

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Hubspot Sales

JANUARY 4, 2019

Heading into a closing conversation with a prospect is always nerve-wracking. No matter how impressed they seemed during your demo or how enthusiastic your champion is, there's always a chance you'll lose to the competition, they'll decide to postpone their decision until next quarter, or they'll ask for a price you can't deliver. A "yes" or "no" hinges on far more than just the specific closing sentence or question.

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Groove HQ

DECEMBER 11, 2019

If you’re searching for customer service apps, chances are you’re looking for something quick and easy to lighten your support load. This list compiles the top apps to help customer service teams save time, reduce effort, and provide holistic customer support. In no particular order, the ten best customer service apps are: Facebook Twitter Shopify […].

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MARCH 1, 2019

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.

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Tidio

SEPTEMBER 13, 2019

Great reviews sell stuff. Period. Why? Because they’re an indication of the product’s quality. It’s a social proof, where a bunch of people point something out and say “ hey, we want that! ”. It always works the same, regardless if it applies to products, services, or applications. Table of Contents. Why having good reviews is important Tips for getting reviews.

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Speaker: Michelle Vazzana

Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?

Sales

RAIN Group

APRIL 10, 2019

Buyer and seller negotiations are a fun dance. While these negotiations are usually partner-focused (win-win), buyers often use standoffish tactics to gain an advantage in the negotiation at the seller's expense. Even if you—as the seller—have a win-win mindset and approach, you need to know how to maneuver the situation when buyers throw you curveballs.

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Jeffrey Gitomer

MARCH 5, 2019

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).

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PandaDoc

NOVEMBER 28, 2019

When you’re sending digital documents, capturing a valid e-signature can be critical to your business success. Without an efficient signing solution helping you capture legally-binding electronic signatures, you could be exposing your organization to legal troubles down the road. DocuSign can be a great starting point for businesses just getting started with digital signatures.

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Strategic Planning and Management Insights

DECEMBER 19, 2019

When it comes to strategic planning, every organization will go about scheduling their meetings in a different way. Regardless, having scheduled strategy progress and project management meetings will remain essential to fulfill your organizational goals and objectives. For more on how to structure your meeting schedule following a strategic planning session: How to Improve Strategy Implementation with a Regular Meeting Schedule.

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Your buyers’ lives, preferences, and expectations have changed. Over two-thirds of buyers prefer remote or digital interactions — and they expect those interactions to be substantive and valuable. They hold sellers to a high standard, and that means the buying experiences of the past — in-person meetings, transactional conversations, and linear sales funnels — no longer deliver.

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