August, 2022

How to thrive during a recession and times of economic uncertainty

Kapta

There’s so much uncertainty in the marketplace now. With a pending recession and economic downturn, the question for account managers is what they can do to survive this difficult time and thrive by coming out stronger. Strategic Account Management Account Management Key Account Management

No is not a loss

Software Sales Guru

No is Not a Loss Sales environments that suggest every opportunity is “won” or “lost” do not recognize that NO is a good outcome. A consultative seller creates value by helping the buyer understand what merits action, and what does not.

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Top Ways to Get Authentic Feedback from Employees

The Center for Sales Strategy

Continuous improvement is dependent on feedback, and in most situations, we feel confident in the feedback we are giving and receiving. However, sometimes people will tell you what they think you want to hear, and the feedback is not very useful or effective.

7 Tips for Differentiating in the Selling Process

RAIN Group

Differentiation often starts with marketing, but it truly comes alive in the selling process. Even if your company’s products and services are superior to all others, this means nothing if you can’t convey that to your buyers.

The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

Next Year’s Pipeline – No Time Like the Present

Revenue Storm

Who knew that Sean Combs (aka P Diddy) would send a message that stands the test of time? Five years later, and it is still “all about the Benjamins, what?” In a 2022 Gartner report, it ranked pipeline generation and sales development as the number one sales priority.

Setting SMARTer Goals With Your Sales Team

Brooks Group

Importance of Sales Goals. A tremendous amount of research has been done on the importance of setting goals and the strategies for accomplishing them.

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Maximize the Perceived Fit of Your Solution

Software Sales Guru

Maximize the Perceived Fit of Your Solution The best way to maximize perceived fit of your solution, is to ensure it is NOT your solution, but the buyer’s baby. Don’t pitch. In fact, consider using anti-suggestions to help the buyer lay claim to the solution.

Learning Through Lived Experience- Quotes to Savor!

The Center for Sales Strategy

Things you can control around you are countable within the parameters of a single digit. Did that line stress you out? It's true, though. In a perfect world, you're in charge of every action that affects your life. However, the reality is strikingly different.

Strategic Priorities

Flevy

Almost every organization strategizes in the hope that it will lead to successful outcomes set by the management. In several cases, strategies fail or are not as successful as they were hoped to be. .

Turn Your Customers Into Brand Advocates With These 7 Simple Steps

Customer Think

Hell hath no fury as a customer scorned, and heaven hath no advocate like a customer who just won a free juicer. In other words, keep your customer happy because there are numerous benefits to doing so for your company other than the initial sale. So, what exactly is a brand advocate?

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5 Essential Virtual Selling Practices Every Company Must Have by 2023

Speaker: Erika Bzdel - Vice President of Sales and Craig Simons - Director of Marketing

Join us on Sept. 13 at 9:30 am PT as Erika Bzdel, VP of Sales, and Craig Simons, Director of Marketing, discuss the virtual selling practices that every company should adopt, and how to succeed at selling in a hybrid world.

Kaizen and Feeding the Sales Pipeline With Cumulative Prospecting

Sales Gravy

Putting Aside Time Every Day to Prospect Will Keep Your Pipeline Full Kaizen is a theory that developed in Japan after World War II and revived the country, their spirit, and their commerce. It’s similar to what we call “feeding the pipeline,” and involves the art of cumulative prospecting.

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Continuous Improvement Methodologies - A Brief Overview

Kainexus

While multiple continuous improvement methodologies are used worldwide, they all have one thing in common. They each rely on a scientific approach to problem-solving.

Intangible Benefits Aren’t

Engage Selling

Are you converting intangible benefits into tangible ROI? The post Intangible Benefits Aren’t first appeared on Colleen Francis - The Sales Leader.

Sales Process: Looking at Your Own Buyer’s Journey

The Center for Sales Strategy

If you’re in sales, you spend a lot of your time asking other people to buy what you sell. What about the last time you purchased something? Coffee on the way to work, an app on your phone, or maybe a new home appliance? Why did you buy it now , instead of lat er?

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New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

Changing economy? Help Your Salespeople Prioritize the Right Opportunities Faster

Force Management

Given the current economic downturn, your salespeople may be more inclined to invest time in an unqualified deal or skip important steps in the sales process to keep pipelines moving.

Using CX Tech the Right Way Creates Human Experiences, Not Just Numbers

Customer Think

DOMAIN, DESIGN, AND DATA Phrases like “technology shapes our world” have been platitudes in the business world for decades. I’ve seen countless companies proclaim over the years that there’s no problem that can’t be solved by throwing technology at it.

Strategic Priorities Identification and Analysis

Flevy

Listed companies share their strategic objectives for investors’ and public consumption. Websites, annual financial reports, and Form 10-K report are all critical resources to understand an organization, key offerings, competitive advantage, and market position.

Continuous Improvement vs. Lean Six Sigma

Kainexus

We are in a fortunate position to have the opportunity to chat with business leaders across the spectrum about the challenges and opportunities they face. Most conversations involve employee engagement, operational excellence, and customer satisfaction.

Roadblocks to Delivering a Competitive Buying Experience

Why are buyer-facing teams struggling and what can be done about it? Bigtincan teamed up with Heinz Marketing in a recent research study to discover the roadblocks revenue-generating teams encounter in preparing buyer-facing teams for today’s market. Click here to learn what you can do today to prepare!

How ICPs in Sales Help You Find and Meet with Top Prospects

Sales Readiness Group

In prospecting, the only thing worse than not setting a prospecting appointment is setting an appointment with the wrong prospect. Meeting with an unqualified prospect is a huge waste of time and can clog up your sales pipeline with bad opportunities.

How to Use Sales Psychology to Change Buyers' Mindsets

The Center for Sales Strategy

As a business leader, you're well aware of the fact that sales can make or break a company. Unfortunately, simply designing a great product or service won't lead to outstanding sales. Industry leaders today are focusing on a more psychological approach to boosting their sales.

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Do you have the right leadership to execute your 2023 growth strategy?

SBI Growth

Research from SBI’s 2022 CEO survey indicates that top CEOs are getting crisper on their value creation strategy, evolving that strategy to account for less commercial investment, and determining new productivity levers to still meet growth expectations.

How SMS Surveys Help You Get Real-Time Customer Feedback?

Customer Think

While there are numerous ways to send surveys to customers, SMS is said to be one of the best among them. Sending an SMS is easy, quick, and is also cost-effective, it can reach a wide range of customers. Today, almost every one of us uses cell phones, and a short messaging service is one […].

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Connecting the Consultative Experience

Many B2B businesses have come to believe that there is an asymmetric relationship between the company and its buyers. But what research has discovered is that many of today’s B2B buyers are NOT empowered and they have little interest in being so. Download the eBook to find out why.

Strategic Partnerships with Universities

Flevy

University partnerships not only serve as sources for people and ideas but are also a vital means for corporations to uncover ways of engagement with the larger Innovation ecosystem and driver of Innovation economy.

10 practical strategies to win high-ticket customers

SuperOffice

When you start building your first marketing strategy, all you think of is how to get new customers. You hardly think of how to attract bigger customers specifically. All you want is to attract more people who might be interested in your product or service.

Increase Sales Success with the “One More Meeting” Prospecting Strategy

Sales Readiness Group

Most sales leaders are hyper-focused on increasing the sales team performance and try anything to improve prospecting activities. They look to create more opportunities by adding new tools to the sales stack, retraining the team, automating processes, and even outsourcing meeting acquisition.

How to Succeed at Events [PODCAST]

Sandler Training

Mike Montague interviews Alon Alroy, co-founder of Bizzabo and author of Event Success, on How to Succeed at Events. The post How to Succeed at Events [PODCAST] appeared first on Sandler Training.

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The Definitive Guide to the Top 4 Sales Enablement Metrics

See what metrics matter to increase productivity and revenue and your organization. This guide will help you stay data-driven while avoiding data overload.

Are CEOs ignoring signs of slipping demand heading into 2023?

SBI Growth

In SBI’s recent survey of 150 CEOs, there was evidence that CEOs taking decisive action on growth planning will outpace those choosing a “wait-and-see” approach as we head into economic headwinds. One of the uncertainties CEOs are facing in 2023 is a potential shift in demand.

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Are citizen developers slated to outnumber professional coders? Let’s find out.

Customer Think

Gartner made a significant prediction at the virtual symposium for CIOs and IT leaders. By 2023, there will be at least four times as many active citizen developers at large businesses as professional developers.

Season #1, Episode #52: 4 Rules For Improving The Customer Experience With Gail And Bruce Montgomery

The Congruity Group

Meet Gail and Bruce Montgomery. They are the high-energy co-founders of ExperienceYes, a truly one-of-a-kind business, set out to bring fun into organizations that want to improve trust, relationship-building, and EQ to make higher-performing teams.

Achieve Alignment with Hoshin Kanri

Kainexus

Hoshin Kanri , also known as Policy Deployment, is the Lean approach for ensuring that an organization's strategic goals are driving process and action at every level. Hoshin Kanri translates from Japanese to English as "direction setting" or "management compass."

The Business Case and Playbook for Data-Driven Sales Coaching

Sales coaching & learning is a wise investment, but also requires you to do it right. This eBook will serve as a springboard for your business case, playbook, and implementation plan as you consider an investment to improve data-driven sales coaching.