2019

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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. 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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14 Pro Tips for Running a Successful Business

Hubspot Sales

Anyone can start a business. Fill out a few forms. Get the necessary permits or licenses. Advertise in some way, shape, or form. Running a successful business, though, is an entirely different story. For example, in the United States roughly 9% of businesses both new and old close each year. On the flip side, only 8% are opened. We're losing more than we're gaining for the first time since those statistics have been tracked, and the crossover coincided with the recession of 2007-2009.

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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.

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The 14 must-attend sales conferences of 2020

Nutshell

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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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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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. 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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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.

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Are Small Business Owners Salespeople in Disguise?

Jeffrey Gitomer

YES! 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.

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Get Out the Map: Aligning Sales Processes to the Buyer’s Path

Miller Heiman Group

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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Getting Ready for 2020: 4 Sales Enablement Trends You Should Have on Your Radar

Showpad

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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As a Product Leader, Are You Regularly Engaging the Sales Team in Product Ideation?

SBI Growth

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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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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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.

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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?

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Customer Service Checklist: 15 Ways to Provide Exceptional Customer Service

Groove HQ

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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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.

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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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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.

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Defend Yourself Against Productivity Dragons [Infographic]

RAIN Group

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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Match the Hatch to Break Through the Noise When Prospecting

Sales Readiness Group

Prospecting is a lot like fly fishing. In this episode, we talk about the similarities between those two practices, and how by "matching the hatch" you're much more likely to break through the noise when prospecting.

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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.

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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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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. 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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7 Tips to Get More Business Reviews

Tidio

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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The Future of Sales Enablement in the Tech Sector

SBI Growth

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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Are Your Meetings a Priority - or are They Wasting Time?

Strategic Planning and Management Insights

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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The 2023 Supply Chain Crystal Ball: Challenges and Solutions

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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19 Closing Phrases to Seal a Sales Deal in 2019

Hubspot Sales

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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10 Customer Service Apps to Help Scale Your Support

Groove HQ

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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What does ‘seasonality’ really mean in sales?

Nutshell

When you can’t figure out why your sales have surged in one month and plummeted in another, it’s easy to shrug your shoulders and mark it up to “seasonality.”. Seasonality refers to fluctuations in your sales revenue that are caused by external factors and occur on a predictable schedule around the same time(s) every year. To be fair, you can’t really control seasonal shifts in consumer behavior, especially when those shifts are permanently tied to the holiday schedule or growing seasons.

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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.

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The Truth About Sales Agility: Separating Fact From Fiction

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?

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16 Negotiation Tactics Buyers Use (and How to Respond)

RAIN Group

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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How to Manage Underperforming Sales Reps

Sales Readiness Group

A look into each of the characteristics top performing sales teams have in common. Watch this video to help your team achieve their full potential.

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Sales Enablement Technologies: Integration and Adoption Drive Performance

Showpad

Technology’s role in sales enablement increases every year. The better technologies become, the more they support the success and scalability of sales enablement. What sales enablement technologies are organizations investing in? And once invested, how are these technologies being leveraged and used? What’s the role of integration and adoption? These are some of the many questions we set out to answer in our 5th Annual Sales Enablement Study.

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The Journey Toward Performance Excellence

Kainexus

The urgency to improve organizational performance is at an all-time high. Today’s customers expect more value for every dollar, knowledgeable employees are difficult to find and retain, competition is fierce, technology and data grow increasingly complex, and business models evolve ever more quickly. Given all of that and the complexity of modern organizations, a scatter-shot approach to improvement is not enough.

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The Essential Guide to the Buying Experience of the Future

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.