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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Small Business Investors Brainstorming Profitability 145

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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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

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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Jeffrey Gitomer

JANUARY 13, 2019

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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Small Business Suppliers Sales Banking 125

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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Sales Decision-making Suppliers Organization 122

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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Sales Organization Suppliers Marketing 120

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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The Center for Sales Strategy

JULY 24, 2019

Not long ago, I spoke with two leaders from a top-notch company enrolled in our Up Your Culture program. The purpose of our conversation was to help them find ways to create a strong sense of unification employee engagement across their multiple markets. They know that companies with highly-engaged employees are 17% more productive and 31% more profitable, and they recognize that those with strong levels of engagement enjoy 26% greater annual increases in revenue and 233% higher customer loyalty

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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

MTD Sales Training

JUNE 25, 2019

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.

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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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Advertiser: ZoomInfo

When economic headwinds pick up, sales leaders are the first to sound the alarm — and chart a new course. Longer sales cycles, larger buying committees, increased price pressure, and smaller teams can quickly combine to reduce your margin for error and increase the urgency to find a solution. To thrive in a challenging environment, sales teams need a rock-solid grasp of the fundamentals and the biggest force-multipliers they can get their hands on.

B2B

Engage Selling

NOVEMBER 28, 2019

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.

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Sales Management Sales Management 104

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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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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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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Advertisement

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.

B2B

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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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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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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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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Speaker: Gerhard Gschwandtner, CEO, Selling Power | Beverlie Heyman, Director of Sales Enablement, Bigtincan | Jared Hibbs, Sr. Sales Enablement Manager, Bigtincan

Sales kickoff (SKO) meetings are a critical time for sales enablement and management teams to drive learning and motivation that (they hope) will last the whole year. Unfortunately, those same meetings can also become long, tedious, repetitive days that cause reps to tune out and turn off. Over the past few years, sales kickoffs have looked very different.

Meetings

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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Nutshell

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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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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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.

Supply Chain

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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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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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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SBI Growth

MARCH 26, 2019

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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