SBI Growth

NOVEMBER 6, 2023

However, worrying trends in slower deal cycles, smaller deal volumes, and stagnating sales productivity means CEOs need to proceed carefully to turn things around.

Marketing 71

Marketing Sales 71

Force Management

NOVEMBER 30, 2023

Strategies for growth and evolution should drive alignment across all your revenue teams. Start with a buyer-focused messaging framework that’s proven to help revenue teams align behind company goals and support front-line sales success. Everyone in your organization should have the same answers to four essential questions.

Organization 96

Organization Communication Sales Marketing 96

Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. Way back in 2003, I worked in a department called Performance Development and led the Sales Performance Development team.

Sales 130

Sales Sales Training Leadership Decision-making 130

Force Management

JANUARY 11, 2022

If your company is aiming to scale revenue, your cross-functional team may already be considering shifts to go-to-market (GTM) distribution efforts and strategies. What do successful sales leaders prioritize to align their sales organizations accordingly?

Prioritization 79

Prioritization B2B Sales Organization 79

Hubspot Sales

NOVEMBER 16, 2023

And the most intelligent way to use intelligence as a B2B GTM professional is to drive customer retention.” – Yamini Rangan, CEO at HubSpot Yes! This is what I’ve been saying for a large part of my career, and why I enthusiastically took on the role of Strategy & Evangelism at nearbound.com. I don’t disagree with Yamini.

CRM 80

CRM B2B Decision-making Business Growth 80

Customer Think

MAY 11, 2021

In part one of this series focusing on the importance of building a strong go-to-market (GTM) strategy, we looked at the overall fundamentals and how a well-defined GTM plan can provide the foundation and direction for key business imperatives, from revenue and sales to marketing and partners.

Marketing 92

Marketing Sales Digitalization 92

SBI Growth

FEBRUARY 3, 2020

It’s 2020, and you are just launching your annual go-to-market strategy. You are feeling good about your plan. You have solid teams around each initiative and feel confident that the timeframes are achievable. You made some big bets, and you.

Marketing 101

Marketing B2B Sales 101

Mike Kunkle

MAY 11, 2022

Sales Transformation. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. The Elements of Sales Force Effectiveness.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Zendesk

FEBRUARY 16, 2022

That’s why you need a go-to-market strategy. We’ll take you from product conception to launch, with the expert tips and tricks you need to develop a foolproof go-to-market strategy and framework that fits your sales methodology. What is a go-to-market strategy? GTM strategy framework. GTM strategy example.

Marketing 52

Marketing B2C CRM Media 52

SBI Growth

APRIL 9, 2020

While businesses world-wide have been grappling with the effects of the COVID-19 crisis, few industries have been seeing a surge in demand. Among those who have an opportunity to thrive are industrial markets like transportation and logistics. While market leaders.

Transportation 98

Transportation Logistics Marketing Customer Experience 98

Zendesk

JANUARY 30, 2024

With the right strategy and the comprehensive resources Zendesk offers, you can reach new leads and turn them into clients. GTM Partners can look forward to similar in-person and digital events in 2024. Use the resources available to align your messaging with Zendesk’s overarching strategy while reinforcing credibility and trust.

Value Proposition 52

Value Proposition Media Digitalization Innovation 52

SBI Growth

JUNE 6, 2019

Selling through the channel can be the most rewarding or painful aspect of your GTM strategy. Why Are Your Partners Producing Far Less Than Expected? When a partner takes on the promise of representing your products and brands, it is.

Marketing 110

Marketing Organization B2B Sales 110

Brooks Group

NOVEMBER 10, 2023

Sales leaders, the driving force behind a company’s revenue generation, understand that time is of the essence. At the same time, deals take longer to make their way through the sales process than they used to. In a dynamic and competitive world, sales efficiency is paramount. That’s true in any sales landscape.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

SalesGlobe

MAY 4, 2022

Some accounts and prospects represent greater sales opportunity, and once onboarded, are more likely to stick around as valuable customers. How do B2B sales organizations identify those diamonds in the rough that are more likely to purchase products and services? Are their sales growing? Not all accounts are equal.

Value Proposition 52

Value Proposition Profitability Innovation Onboarding 52

CoSell

DECEMBER 31, 2020

Let’s look at a hands-on way to build a winning go-to-market strategy. In many sales organizations, we’re always talking about go-to-market strategies. In shorthand, we refer to it as GTM. If you’ve been thinking about GTM, you’re not alone. If you’ve been thinking about GTM, you’re not alone.

Marketing 89

Marketing Profitability Healthcare Banking 89

Zendesk

JUNE 3, 2022

Make customer success a cornerstone of your go-to-market (GTM) strategy. That first customer signed on for $27 a month, but it wasn’t about the money, it was what that first sale represented: validation from a customer of the value Auth0 was driving for them. As he puts it: “Hope isn’t a strategy.”.

Small Business 52

Small Business Customer Success Decision-making Acquisition 52

Insightly

SEPTEMBER 28, 2023

Compared to traditional corporate functions — like sales, marketing, human resources, and finance — revenue operations is a relatively new field. Not long ago, revenue was considered the sole domain of the sales team. In this blog post, we’ll dig into the emerging field of revenue operations.

Finance 52

Finance CRM Customer Success Decision-making 52

Insightly

SEPTEMBER 28, 2023

Compared to traditional corporate functions — like sales, marketing, human resources, and finance — revenue operations is a relatively new field. Not long ago, revenue was considered the sole domain of the sales team. In this blog post, we’ll dig into the emerging field of revenue operations.

Finance 52

Finance CRM Customer Success Decision-making 52

SalesGlobe

JULY 9, 2021

Anything as a service, XaaS, is accelerating as companies navigate the shift to solution sales to meet and exceed customer requirements. Whiteboarding and open discussion around The Revenue Roadmap to arrive at five areas that companies should explore and refocus to prepare for a new strategy launch. Finance and Sales Alignment.

Finance 52

Finance Value Proposition Sales Innovation 52

Customer Think

APRIL 23, 2021

Without doubt, every business needs a go-to-market (GTM) strategy.

Marketing 72

Marketing Sales Digitalization 72

Showpad

NOVEMBER 21, 2021

I was previously doing sales enablement for Lumere, a 120 person startup in Chicago. I was very focused on 10 salespeople and helping them with “the normal stuff”: building their sales process, including training, certification, and onboarding. . Training strategy encompasses three different components: knowledge, skill, and process.

Supply Chain 98

Supply Chain Healthcare Onboarding Sales 98

ProlifIQ

FEBRUARY 27, 2023

By focusing on your key accounts, someone in sales leadership can ensure that the company is maximizing its revenue and maintaining strong relationships with its most valuable customers. Which is precisely the job of a sales VP or manager.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

SBI Growth

JANUARY 30, 2019

Are Your Portfolio Companies Optimizing Their GTM Resources? It isn’t enough to simply have an org chart, budget plan, and strategy laid out. Waste and inefficiency are the enemy of growing enterprise value. You must match up the right people, with.

Digitalization 63

Digitalization Marketing Sales 63

Insightly

JANUARY 2, 2024

Review a webinar where sales leaders talk about ways to improve ROI from CRM. A CRM, when properly implemented , aligns perfectly with these goals by providing the tools you need to: Increase sales revenue/revenue growth Decrease operational costs Maximize internal collaboration and productivity Let’s take a closer look at each of these.

CRM 52

CRM Co-Creation Onboarding Decision-making 52

ProlifIQ

APRIL 20, 2023

Figuring Out Your Funnel As a sales manager or director, one of your key responsibilities is to ensure that your sales team is spending most of their time on the qualified lead or leads they get. Lo and behold, a sales qualified lead is generally a good metric to measure marketing on, at minimum, to hold them accountable.

Sales 52

Sales Prioritization Account Planning Decision-making 52

Brooks Group

JUNE 26, 2023

The profession of sales is changing rapidly. More than ever, sales professionals need sales training programs that can help them keep pace with the demands of the modern sales process. Sales training pays off in many ways. Sales training pays off in many ways. What is Sales Training?

Sales Training 52

Sales Training Sales Onboarding Profitability 52

SBI Growth

FEBRUARY 23, 2024

As business leaders, we get excited when we think about just how much a Sales team empowered by artificial intelligence (AI) can achieve in terms of commercial productivity, but the reality is that most companies aren’t there yet because it’s a long learning process for everyone involved.

Artificial Intelligence 121

Artificial Intelligence Sales Marketing 121

Hubspot Sales

MARCH 7, 2023

As businesses continue to shift their strategies to create a more streamlined, efficient customer journey, it's going to become vital for every business to invest time, energy, and resources into a Revenue Operations team, otherwise known as RevOps. But it's never going to be like 'We have a problem, let's plug in some technology.'

Publishing 102

Publishing Customer Experience e-Learning Software 102

Xant

MARCH 3, 2021

NEXT is a free 2-day virtual event designed to give your sales team practical insights to succeed in 2021, and a vision for where the market is going. We’ve spent months curating content, keynotes, and breakouts that are catered to the new landscape of sales. How have the events of 2020 changed the world of sales?

Digital Transformation 94

Digital Transformation Digitalization Marketing Sales 94

ProlifIQ

OCTOBER 4, 2023

Where To Start In the complex world of B2B sales and account management, success hinges on the ability to develop and execute a robust account management strategy. We’ll walk through the key components of building an effective account management strategy that drives revenue, customer retention, and loyalty.

Account Management 52

Account Management Management Account Planning Key Account Management 52

SBI Growth

JANUARY 11, 2024

But chances are that you may not be able to picture what complete integration of generative AI across sales processes looks like. We’ve all heard stories of how generative AI has been amazing for so many people out there, with some companies using the technology to create significant gains in productivity.

Sales 127

Sales Marketing 127

CoSell

SEPTEMBER 30, 2020

How can you scale your go-to-market (GTM) strategy through partners? Let’s take a closer look at what it takes to scale a successful partner sales program. Let’s take a closer look at what it takes to scale a successful partner sales program. With this clarity, you’ll be able to design a scalable partnership strategy.

Profitability 52

Profitability e-Learning Prioritization Decision-making 52

Showpad

JUNE 29, 2021

Showpad’s 2021 Modern Selling Study found that sales enablement has become more important since the start of the pandemic. Enablement for GTM teams becomes the engine to drive adaptive selling behaviors in a digital world. These changing buyer behaviors were a huge challenge for many sales forces. Now, why is enablement growing?

B2B 111

B2B Digital Transformation Decision-making Digitalization 111

Insightly

OCTOBER 10, 2023

Do you need a CRM strategy by business size? While some elements of a customer relationship management system ( CRM ) strategy are consistent across business classifications, there are enough variables to necessitate a bespoke approach to each category. CRM strategy for a Solopreneur Does a one-person shop need a CRM?

CRM 52

CRM Small Business Decision-making Software 52

Insightly

OCTOBER 10, 2023

Do you need a CRM strategy by business size? While some elements of a customer relationship management system (CRM) strategy are consistent across business classifications, there are enough variables to necessitate a bespoke approach to each category. CRM strategy for a Solopreneur Does a one-person shop need a CRM?

CRM 52

CRM Small Business Decision-making Software 52

SBI

JULY 10, 2018

For many sales and marketing teams, discovering an in-month deal requires a whole lot of luck. A marketing team judges how qualified a lead is based on engagement alone; a sales team takes that lead and discovers it isn’t a fit at all. What happens next is predictable: marketers and sales professionals lose trust in one another.

Prioritization 55

Prioritization B2B Marketing Software 55

ProlifIQ

OCTOBER 5, 2022

We believe that utilizing your CRM (in this instance, Salesforce) as a place to track important KPIs and more nuanced details around large accounts does a great deal to eliminating the “guessing game” sales forecasting is often associated with. Understanding every sales team and forecasting call will be somewhat different. Conclusion.

Stakeholders 52

Stakeholders CRM Leadership Sales 52