Wed.Feb 26, 2020

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Retain and Grow Top Performers with a Development Plan

The Center for Sales Strategy

The top organizations in any marketplace place a high value on their people because they are the foundation on which success is built. They place an even higher value on managers who can develop top performers. Yet, all too often, business leaders hire people they believe in and sit back to see what they can do.

Hiring 82
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How CMOs Can Increase Revenue by 40% by Leveraging Customer Experience

SBI Growth

Historically, discussions about “the customer experience” have been code for “let’s talk about some quick wins to improve our renewal rates before the end of the next quarter.” But more recently, CX has joined product, marketing, and sales as another.

Revenue 368
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Is Writing Still on the Communication Skills List for Sales Success?

Connect2Sell

Direct from buyers, a list of grievances about sellers’ communication: Spelling errors. Casual or overly familiar. Run-on sentences with poor punctuation. Rambling thoughts that don’t seem connected. Too much to wade through instead of getting to the point. Emojis and exclamation points are disingenuous. Someone should proofread before sending. Obviously a cut-and-paste.

Buyer 201
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How a CEO Manages the Speed of Change for Turnarounds

SBI Growth

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.

Segment 194
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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

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Beware of Busy Buyers: Make Your Solution Easy to Buy

SalesProInsider

“Never underestimate the laziness of buyers.”. That was the advice a mentor gave me. He was someone I trusted, respected, and would take all of his suggestions and put them into play. Yet this advice was very offending to me because I’ve never considered my buyers or my clients as lazy people. No, they’re hardworking, they’re really smart, and they care about what they’re doing.

Buyer 142

More Trending

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How to stop failing at account management

Membrain

The words we use affect the way we think. Positive, uplifting words can induce a positive, uplifting mood and an optimistic approach to tasks. Negative, depressing words can have the opposite effect.

Account 129
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Top 20 Growth Hack Tools to Improve your Pipeline in 2020

Lead411

Creating a repeatable and more importantly successful pipeline with viable prospects is one of the most gratifying and (at times) daunting tasks for both sales and marketing professionals. What worked last year may not work this year, and so the need for new tools or tools that are continuing to evolve and offer solutions is important to keep the positive flow.

Pipeline 117
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If Cold Calling Is Dead, Why Is The Topic So Hot?

Partners in Excellence

Someone tried to suck me into a LinkedIn discussion on cold calling today. The article declaring cold calling dead was written by a colleague I deeply respect, and I have no disagreement with the points in her article. By the time another friend tried to bait me into diving into the discussion, it had been live for 18 hours, there were over 75 reactions and over 52 comments, with many very smart and dull people weighing in.

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Customer Service and Insider Sales: Different for a Reason

Engage Selling

Imagine you’re preparing a delicious meal and you’re short on olive oil. Would you add vinegar to make that oil go further? Of course not! Those are complementary ingredients, not interchangeable ones.

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Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

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What is Your Presentation “Umbrella?”

Anne Miller

You know your audience. You have your topic. You have your information, stories, charts, videos, and images. But do you have the most important part of your presentation? The Message. What is the key message, the key take-away, that is the umbrella to all your information? That key. message should appear upfront in your introduction and should re-appear in the same words, or in words that reflect the spirit of that message, in the summary of your presentation.

Coaching 110
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Making It Safe To Fail? Hogwash!

Partners in Excellence

I read an article from a very large consulting company entitled, “Have you made it safe to fail?” Frankly, it’s social psycho-babble. It’s the equivalent of saying, “everyone gets a trophy, regardless of whether they win or lose.” The article will draw eyeballs, but I think they miss the point, consequently much of the value around failure.

Account 106
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Why I Trekked Over 7000 Miles Last Spring to Increase My Sales

Shari Levitin

Years ago my mentor asked me the most important question of my career. But first he asked, “What’s your sales goal?” I told him, “I’m going to make $100,000, I’m going to be number 1 in the company and then, I’m going to buy a white BMW.” But it was the next question that would change my life forever.

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When You Need to Reboot Your Goals

Anthony Iannarino

You had good intentions when you set your defined goals for the year. Over time, maybe life got in the way of life, or perhaps your enthusiasm waned. It’s also possible that you didn’t provide yourself with the disciplines that would produce the goal long after your excitement died down. Whatever the reason, if you still want what you want, then you need to reboot your personal goals and try again.

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3 Sizzling Ways to Warm up Cold Calls

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

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Why I Trekked Over 7000 Miles Last Spring to Increase My Sales

Shari Levitin

Last year I trekked from Fiji, paddled to Tonga Island, . piloted a wave runner through the Panama Canal, . and hitched a ride on a yacht, to attend the sales conference of the year, Outbound! . This year, I’ll be traveling all the way from Antarctica to open the conference on May 6 th. Why all the work? Because Outbound is the only conference on the planet dedicated to prospecting, pipeline, and productivity.

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Creating a Cohesive Content Marketing Strategy

Allbound

When you create partnerships with other organizations, you increase your ability to sell your products to a wider audience. A key factor of success for your channel is a cohesive marketing strategy. The challenge is that each of your partners will have a unique set of customers with an equally unique collection of needs and preferences. Let’s face it, your partners know their prospects better than you.

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Why CRM is the Secret Weapon For Introvert Entrepreneurs

Nimble - Sales

It is estimated that about 25 to 40 percent of people in the world are introverts. So, many of the entrepreneurs are likely to be introverts as you might be aware that networking, communication, customer relationship, etc. are some of the most crucial aspects of any business. And for introverted entrepreneurs, these activities can be […]. The post Why CRM is the Secret Weapon For Introvert Entrepreneurs appeared first on Nimble Blog.

CRM 107
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RevOps Q&A

InsightSquared

You have questions, we have answers! Recently we teamed up with the incredible team at GoNimbly to host a webinar on Keys to RevOps Success. We talked about breaking through silos, reporting structures, actionable insights and measuring the impact. As we reached the top of the hour, we did our best to answer all the thoughtful questions that came in, but admittedly you maxed us out.

Scale 71
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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

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What Business Enablement Is — and Why You Need It

Highspot

Almost every imaginable business process can now be optimized with a digital platform. But there is a downside: with so many options, it’s increasingly difficult to know which solutions will make a tangible difference — and which will become tech stack bloat. Given this reality, the emergence of business enablement is no surprise. Dedicated to streamlining technology operations within an organization, business enablement initiatives ensure you only invest in platforms that deliver real imp

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5 Part Sales Meeting Agenda for Structure and Success

criteria for success

The purpose of any sales meeting with a prospect is to inch towards the close. In order to do so, it's imperative for salespeople to develop a sales meeting agenda beforehand that'll guide the conversation in the right direction. Otherwise, you'll have no control over where the meeting will go and could appear unprepared for curve balls the prospect is bound to throw your way.

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Customer Says, “I Want to Think It Over.” You Say… [Sales Tactics]

Marc Wayshak

Does your customer want to “think it over”? In this video, you’ll learn how top-performing reps avoid and overcome this common sales objection. Check it out. The post Customer Says, “I Want to Think It Over.” You Say… [Sales Tactics] appeared first on Sales Speaker Marc Wayshak.

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XANT Kicks Off NEXT 2020 Conference, Sharing the Vision for Sales & Announcing New Platform Innovations

InsideSales.com

Revenue Leaders Gather to Kickstart 2020 and Push the Boundaries of the Sales Industry. SILICON SLOPES, Utah , Feb. 26, 2020 / PRNewswire / — Today, XANT opened its inaugural NEXT 2020 conference with CEO Chris Harrington sharing the vision for the modern digital seller and announcing new XANT innovations to address the industry’s revenue acceleration challenges.

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Outrun Your Competition: Best Practices for Accelerating Sales Processes

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

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Top 7 Content Marketing Trends For 2020

Nimble - Sales

It’s easy to figure out what makes content creation such a critical marketing concept. It gives businesses the opportunity to raise awareness, generate leads, and grow customer loyalty in the long run. It costs 62% less than traditional marketing, but it drives three times as many leads. On the other hand, it’s not so easy […]. The post Top 7 Content Marketing Trends For 2020 appeared first on Nimble Blog.

Trends 89
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Finding focus through your sales planning

Anaplan

This discussion has been edited and abridged from a webinar entitled “Finding Focus: How to build an effective sales plan in 2020” View the full webinar here.

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How to Embrace Transparency and Win More Sales

Selling Power

Selling with transparency and integrity is about behavior. You can talk about it all you want; what matters is how it manifests itself in the everyday actions of your salespeople.

How To 57
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How to Create a Successful Strategic Account Management Plan

The Brooks Group

Change, for the win: Consultative Selling Habits. Many creatures of the forest, as we learned in grade school, tend to hibernate through the winter. After working all season to hoard their nuts, berries, and other fortifications, they slink off to take their long winter’s slumber. Top-performing consultative sales professionals, too, tend to spend time counting their hoard, and at times struggle to find the motivation to expand their consultative selling horizons to add new clients, and to conqu

Hiring 52
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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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6 Reasons Your Customer Success Managers Need to Improve Their Consultative Dialogue Skills

Richardson

Customer success managers have unmatched access to a client’s mind. During a service call, the customer’s tone, inflection, and word choice provide a level of detail not seen elsewhere in the customer engagement lifecycle. This level of insight makes customer success managers an untapped resource for organizations seeking to deliver unexpected value for customers.

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New Website Showcases Artesian’s Evolution over the Last Decade

Artesian Solutions

A decade on from the launch of its first intelligence and insight platform Artesian unveils its new website , showcasing the evolution of its Engage and ARCH platforms. Artesian’s new website has been designed to offer the ultimate user-friendly experience whilst achieving its core business initiatives – serving customers and representing the Artesian ARCH and Engage brands strategically and effectively.

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?? Transcendent Leadership

Pipeliner

Organizational vitality is when the people of an organization are energetic and have a sense of meaning and purpose in the work they do. One measure of organizational vitality is employee engagement, which is strongly influenced by leadership. It’s tough for employees to be engaged and participatory if the leaders aren’t also engaged and participatory.