Mike Kunkle

AUGUST 30, 2023

In the ever-evolving landscape of business, the Sales Enablement profession has reached a pivotal crossroads. To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability. They must show that they can make an impact with enablement and move the needle on the metrics that matter most.

Sales 304

Sales Sales Training Leadership Stakeholders 304

Nutshell

APRIL 26, 2023

Table of Contents What is CRM? What is a CRM system in marketing? Why CRM is important for marketing Essential CRM Features for Marketing Teams Eight Best CRMs for Marketing Nutshell Zoho Hubspot SugarCRM Agile ActiveCampaign Greenrope Aritic Calculate the Costs of a CRM for Your Marketing Team Choosing the best CRM for your marketing campaigns Effective marketing is about more than just attracting one-time customers.

Marketing 171

Marketing CRM Sales Software 171

The Center for Sales Strategy

AUGUST 31, 2023

You did it! You finally built a great sales team! They are destroying their budgets, the team challenges each other but gets along beautifully and they are a delight to manage. And then… someone quits. Maybe more than one. What happened?! According to the US Bureau of Labor Statistics, as of May 31, 2023, there were 9.8 million job openings across industries, and the number of people voluntarily quitting their jobs rose to 4 million.

Sales 135

Sales Management 135

Customer Think

MAY 8, 2023

The era has turned digital. So, enterprises around the globe are using digital transformation to drive business success. With the advancement in technology, companies can now engage with customers in more ways than ever. Digital transformation has become the key to improving customer experience.

Digital Transformation 145

Digital Transformation Customer Experience Digitalization 145

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

Sales Readiness Group

MAY 24, 2023

Capturing the attention and trust of your potential customers is a crucial aspect of successful sales. When you establish a strong relationship, you gain their respect, the willingness to value your insights, and the potential for long-term business. But the question is, how can you build rapport effectively?

Sales 128

Sales 128

Hubspot Sales

AUGUST 14, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes.

Negotiation 121

Negotiation Value Proposition Sales Meetings 121

Force Management

SEPTEMBER 14, 2023

It’s no secret selling in the B2B SaaS market got a little harder over the past several quarters. Now more than ever, organizations are looking for ways to gain an edge, keep pipelines healthy, and identify which prospects are most likely to land.

B2B 103

B2B Organization Marketing Negotiation 103

Help Scout

AUGUST 22, 2023

It’s easy to add a new messaging support channel, but can your business deliver high-quality service through that channel at sufficient scale? Here are some ways in which you can make it happen.

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Peter Simoons

SEPTEMBER 10, 2023

The research into alliance failure and success rates continues to display a broad spectrum of figures. The figures range from a mere 20% alliance failure rate at best, to a daunting 80% alliance failure rate at worst. It is this notably high alliance failure rate of 80% that sparks disbelief! This prompts one to wonder whether companies would genuinely invest in something they believe has a 4 in 5 chance of failure?

Communication 98

Communication Management Government Innovation 98

Apptivo

JANUARY 23, 2023

1. Manage contacts to manage business! 2. Contact management: What is it? 3. Benefits of Contact Management 4. Contact Management Best Practices for Small Business 5. Bottomline Manage contacts to manage business! It’s already Monday! There are overdue tasks from the previous week, as well as a list of contacts, both existing and new customers, who need to be contacted.

Small Business 111

Small Business Management CRM Software 111

Advertisement

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

Mike Kunkle

MAY 30, 2023

Purposefully orchestrating organizational performance improvement is difficult. It requires a wide range of knowledge, skills, capabilities, practices, and mindsets, as well as mental toughness, emotional maturity, and, often, the ability to influence without authority. It’s organizational behavioral change management, for sure, and requires both smart and hard work.

Sales 312

Sales Decision-making Sales Training Sales Management 312

Nutshell

MAY 11, 2023

One of the main benefits of CRM software is the ability to get every aspect of your business working in sync. Table of Contents Why use a CRM Quickbooks integration The best CRMs for QuickBooks integration Nutshell Method Insightly Zoho Microsoft Dynamics 365 Salesforce Copper Freshsales Greenrope Frequently asked questions about CRM QuickBooks integration Look for the best CRM, not the best integration By uniting your communication and marketing tools with your sales platform, your team can con

CRM 159

CRM Sales Software Software 159

The Center for Sales Strategy

MAY 8, 2023

Whether you think the future of Artificial Intelligence (AI) is Wall-E or The Terminator, the reality is that AI is going to change the way that you sell. According to Crunchbase, there are nearly 10,000 AI startups. 10,000 new AI companies in the last year are a staggering number of people focused on how AI can help your life, business, and organization.

Artificial Intelligence 145

Artificial Intelligence Sales Organization 145

Customer Think

MAY 22, 2023

If you put what’s important to them ahead of what you think is important for your business, and allow your imagination to take over, customers will begin to drive your business and ultimately, if you let them, drive your success.

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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

Sales Readiness Group

APRIL 12, 2023

Today, many sales managers and their teams are almost constantly connected to their screens, apps, and online tools. While sales technology is designed to improve effectiveness, I see two potential pitfalls in the proliferation of technology and selling.

Sales 128

Sales Sales Management Sales Technology Management 128

Hubspot Sales

MAY 17, 2023

The average buyer in this day and age is shrewd — naturally skeptical of salespeople and having certain standards reps have to measure up to. That makes establishing credibility central to the success of any sales effort. But maintaining that kind of trustworthiness and legitimacy over multiple sales conversations can be easier said than done — a lot of reps run into hitches, hiccups, and human errors that undermine their credibility with prospects.

Value Proposition 128

Value Proposition Sales Stakeholders CRM 128

RAIN Group

MARCH 22, 2023

One of the first things sellers learn is to keep it simple. Yet when it comes to a particularly hot topic in our industry, sales leaders do anything but. Rather than apply the K-I-S-S principle to sales productivity, many leaders instead turn to technology, tracking, and top-down governance.

Sales 116

Sales Government 116

Force Management

AUGUST 31, 2023

Channel organizations are an often overlooked, but critical component to increasing market share for complex B2B sales organizations. During my time as VP of PTC’s Worldwide Channel Program, I leaned on a core formula : Productivity x Capacity = Growth. In this article, we will focus on capacity, but stay tuned for part two in this series for the other side of the equation: How to Increase Channel Partner Productivity.

B2B 100

B2B Sales Organization Marketing 100

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

Help Scout

AUGUST 22, 2023

How ChatGPT — or other generative AI tools — can be used to help answer customer service queries and deliver better service. How good is ChatGPT and in what other ways could it be used in customer service situations?

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OnStrategyHQ

MAY 1, 2023

What is an Internal and External Analysis? An internal and external analysis is simply looking at your organization’s current performance from an internal and external perspective. The output of completing an internal and external analysis – also known as a strategic analysis – is to have a clear picture of your organization’s current state. How does a strategic analysis fit into strategic planning?

Organization 105

Organization Suppliers Marketing Energy and Utilities 105

ClearPoint Strategy

SEPTEMBER 6, 2023

Stay streamlined and in sync. ClearPoint brings strategy to your fingertips.

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105

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. I’ve been part of delivering these results, multiple times in my career, for both employers and clients.

B2B 270

B2B Sales Decision-making Sales Training 270

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

Nutshell

MARCH 17, 2023

Table of Contents 3 tips for effectively crafting any welcome email Prioritize your subject line Personalize whenever possible Proofread your message See the Templates Discount code Personalized video Free trial (Most Viewed Template) Brand promise Storytelling Community-focused incentive Hybrid Confirmation / Welcome From a Real Human “Welcome to Your Trial” Product-Focused Free Gift “Thanks for Subscribing” Reminder Email Onboarding When a prospect makes the decision to become your c

Onboarding 154

Onboarding B2C B2B Decision-making 154

The Center for Sales Strategy

SEPTEMBER 4, 2023

These past few years have been incredibly challenging for leaders worldwide. As you take a look around your organization, have you noticed any of the following for your leadership team or your employees: Exhaustion: Physical, emotional, and mental exhaustion that doesn't go away after time off. Decreased job satisfaction: A feeling of disillusionment and negative attitude towards work.

Management 124

Management Leadership Organization 124

Customer Think

MARCH 12, 2023

Today’s retail market is increasingly digitized and saturated with competitors, making customer experience (CX) a critical part of the customer journey. In fact, a recent study shows that 75% of shoppers prefer to buy from brands that personalize their purchasing experiences.

Customer Experience 144

Customer Experience Retail Digitalization Marketing 144

ReviewTrackers

SEPTEMBER 7, 2023

It’s common knowledge that testimonials are important for any business, and it’s because they provide three major benefits: Increased online conversions Improved SEO performance Establishes social proof However, it’s not enough to just talk about these benefits, which is why we’re adding some real-world examples to give you an idea of how testimonials can have a positive impact on customers.

Decision-making 49

Decision-making Customer Experience Sales Marketing 49

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

Hubspot Sales

FEBRUARY 16, 2023

Networking is an important part of the prospecting process. It’s a great way to introduce yourself and your products to new audiences in a casual environment. Though it often takes place at formal events and happy hours, effective networking also happens when you least expect it — like standing in line at the airport. So, you must always be ready to make the most of any encounter.

Sales 129

Sales CRM Meetings Business Planning 129

RAIN Group

MARCH 8, 2023

Sales leaders with a finger on the pulse of B2B sales know that marked change is underway. Some changes have been spurred by the global pandemic, with others hastened by the uncertainty of the economy. For their new report, Future of B2B Sales: The Big Reframe , authors at McKinsey & Company spoke to more than 50 heads of sales across a range of industries and geographies to better understand the shift in the B2B sales environment.

B2B 111

B2B Sales Sales Environment 111

Force Management

SEPTEMBER 8, 2023

Last month, the Revenue Builders Podcast featured some hard-hitting tactical conversations about the journey to elite sales leadership and the decisions we make along the way. Dig in to the episodes below to get real-life advice from leaders who have been there and done that. These conversations cover everything from calculating business value for a prospect to defining a repeatable sales process that enables rapid scaling.

Leadership 95

Leadership Sales Leadership Decision-making Sales 95

Help Scout

AUGUST 22, 2023

This guide will walk you through how to get started with Help Scout. You’ll learn all the fundamentals of the platform, from managing your mailbox to creating self-service support with Docs, Beacon, and more.

Management 98

Management 98

Advertisement

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.

Value Proposition