Babette Ten Haken

DECEMBER 28, 2017

In a digitally connected, globally competitive business ecosystem, customer success is catalyzed by workforce collaboration, not just sales-engineering collaboration. The following One Millimeter Mindset customer retention blog posts represent the top posts from 2017. Let’s face it. Take a read. Then, contact me.

Retention 74

Retention Customer SME Engineering 74

HeavyHitter Sales

SEPTEMBER 2, 2016

I wanted everyone to leave the meeting trained on our new products, well-versed about the competition, and most importantly, re-energized to get back into the field to sell.  Virtual Sales Meeting Strategy How to Ruin a National Sales Meeting 2017 Sales Meeting Theme Graphics.    

Meeting 68

Meeting Conference Sales Meeting Competition 68

SalesLoft

DECEMBER 7, 2016

While no one knows exactly what 2017 will bring, we predict that the future of sales software will introduce more customization and the power of big data analysis to all industries. What’s new with this data for 2017? Thanks to gamification software, your sales team can engage in friendly competition that improves your ROI.

Software 52

Software Software Top of Funnel Social Media 52

A Sales Guy

MARCH 14, 2017

It’s 2017, and we’re failing our customers, prospects, the companies we work for and ourselves. Stop getting upset when they cancel a meeting, don’t show up to a call or choose the competition. If a buyer chooses your competition over you, you didn’t do a good job selling. It’s 2017.

Account Based Marketing 101

Account Based Marketing Promotion CRM Up-Sell 101

HeavyHitter Sales

SEPTEMBER 2, 2016

I wanted everyone to leave the meeting trained on our new products, well-versed about the competition, and most importantly, re-energized to get back into the field to sell.  Virtual Sales Meeting Strategy How to Ruin a National Sales Meeting 2017 Sales Meeting Theme Graphics.    

Meeting 60

Meeting Conference Sales Meeting Competition 60

The ROI Guy

JANUARY 11, 2017

As you and your team kickoff the New Year, there are some important research findings you should factor into your 2017 sales enablement and content strategy. competition and “do nothing”), reduced discounting / deal size improvements, sales cycle acceleration, quota achievement and on-boarding acceleration.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

Increase Sales

DECEMBER 27, 2016

Now with that vision in mind of level ground, doesn’t it make sense to think about a campaign that may level the ground respective to your competition? Now ask yourself these questions: What marketing campaign can I create to deceive or defeat the competition? What sales campaign can I create to deceive or defeat the competition?

Campaigns 109

Campaigns Competition Intent Facebook 109

Hubspot Sales

NOVEMBER 3, 2017

It’s a competitive area, but my expertise buying and selling in [neighborhood] is unparalleled. Neighborhood] is a competitive area right now, but with my expertise, I’m sure we can find the perfect home for you. A sentence at the end acknowledging the market’s competitiveness will provide a sense of urgency.

Real Estate 142

Real Estate Up-Sell Follow-up Retention 142

Sales and Marketing Management

MARCH 9, 2017

Issue Date: 2017-03-10. Teaser: Inside sales is a competitive field where professionals need to bring an incredible work ethic to the job each day. Inside sales is a competitive field where professionals need to bring an incredible work ethic to the job each day. Author: Pat Morrissey. read more

Inside Sales 179

Inside Sales Competition Sales 179

SBI Growth

DECEMBER 21, 2016

Today’s article is focused on how to make the customer experience a competitive differentiator. As a guide to the conversation, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the customer experience design phase on pages.

Workbooks 120

Workbooks Customer Competition Conversion 120

Increase Sales

DECEMBER 28, 2016

To increase sales means you must differentiate yourself from your competition and all the other salespeople. Then they go on and on and on about how they help. When words are overused, they are like water off a duck’s back. This differentiation starts with finding new sales behaviors.

Facebook 109

Facebook B2B Competition Conversion 109

No More Cold Calling

AUGUST 10, 2017

According to LinkedIn’s State of Sales 2017 US Report , 70 percent of the time that decision-makers respond to salespeople, it’s because those reps were introduced through a professional network. the “happy customers”) and the key differentiator in the 2017 purchasing process. It’s called peer-to-peer (P2P) selling.

Referrals 240

Referrals Decision Maker Cold Calling Networking 240

EyesOnSales

NOVEMBER 28, 2017

How to Deal with Other Quotes, Proposals, and Competition. ” Remember, competition will always exist, but you can beat it and win business if you’re prepared with proven and effective scripts like those above. By Mike Brooks, [link]. is not knowing how to handle it. Either way – You’ll Win!

Proposal 53

Proposal Competition Scale How To 53

SBI Growth

JANUARY 21, 2019

Growth in Customer Success positions in 2018 was more than 80% above 2017 levels. Investment by B2B firms into a Customer Success function continues to outpace all other roles. Leadership continues to place their confidence and budget into Customer Success.

B2B 185

B2B How To Positioning Customer 185

Artesian Solutions

FEBRUARY 25, 2019

The post Artesian Gains Significant Traction in the Technology Sector 255% Year-On-Year Growth Since 2017 appeared first on Artesian | Client Engagement. Technology companies represent some of the biggest game changers on the planet, but they’re not immune from changing buyer behaviours and rapidly evolving customer expectations.

Oracle 40

Oracle SAP Enterprise Enterprise 40

DiscoverOrg Sales

JANUARY 22, 2018

This can be cumbersome for anyone in the business development role, and the ability to go after both sides of the house is one of DiscoverOrg’s competitive advantages. On Tue, Dec 5, 2017 at 7:11 AM, Joshua Sutton <joshua.sutton@mail.discoverorg.io> wrote: Subject: Fishing in Oregon (DiscoverOrg). But I also need a hook.

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

Sales and Marketing Management

MARCH 20, 2019

Rather than battling for new hires in an uber-competitive job market, smart companies are moving to train and promote from within. In fact, Research from Gartner-owned CEB found that median time to fill posts increased by 30 business days, or six weeks, between 2010 and 2017. Tight Times Yield Smart Strategies. According to the U.S.

Face-to-face 296

Face-to-face Smart Company Loyalty Benefit 296

MEDDIC

MARCH 27, 2024

Sales Leadership Course Bundle In today’s competitive landscape, the quest for sales mastery is relentless. When I started MEDDIC Academy in 2017, enterprise sales were confined to closed doors, part of corporate training, and exclusively delivered in person. The interview starts with: Darius, thank you for joining us.

Course 52

Course Sales Leadership Enterprise Enterprise 52

Zoominfo

OCTOBER 28, 2018

Martech Advisor puts it best, “Your competitive sweet spot is where firmographics and demographics intersect with technographics, helping you identify your best-selling opportunities—whether you’re offering a compatible or competitive solution. 5. Gain a competitive advantage. This one is self-explanatory.

Data 177

Data Eloqua Buyer Persona Demographics 177

Sales Hacker

JANUARY 30, 2024

Check out this article published back in 2017: Marketing Qualified Leads Are Cool, But I’ll Take Product Qualified Leads Any Day. In today’s fiercely competitive market, time is an invaluable resource that should be used wisely. This variance casts a shadow of doubt on the reliability of MQLs as a key performance indicator.

Lead Rank 90

Lead Rank Marketing Qualified Lead Pipeline Top of Funnel 90

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Training, training, training.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Keith Rosen

DECEMBER 21, 2017

LinkedIn sent a cease and desist letter to hiQ in May 2017, demanding that hiQ stop scraping information from LinkedIn user profiles. The Court held a hearing on hiQ’s request for a temporary restraining order on June 29, 2017. Judge Chen granted the injunction in an August 14, 2017 opinion. hiQ Labs, Inc. 3:17-cv-03301-EMC).

LinkedIn 66

LinkedIn ACT Facebook Face-to-face 66

Sales and Marketing Management

APRIL 7, 2019

Author: David Sill In August 2017, the DiscoverOrg sales team was working at top speed, well aware that Q4 was right around the corner, when our CEO announced the acquisition of a formidable competitor, RainKing. This situation presented a challenge precisely because each team was so effective – and not surprisingly, so competitive.

Hiring 176

Hiring Pivotal Scale Journal 176

The Pipeline

DECEMBER 11, 2018

The B2B Buying Disconnect – TrustRadius 2017. While some in the stack may lament the decreased number of seats they will sell, the savvy will quickly see the opportunity, and the resulting shake out in the sales tech field will lead to more innovation through greater competition. The post Should B2B Sales Be A Licensed Profession?

Licensing 269

Licensing B2B Real Estate Lead Rank 269

Pointclear

DECEMBER 14, 2016

Competitive landscape documented. Environment documented (could be technical environment, compliance sensitivities…). Decision maker engaged. Business pain(s) uncovered and validated. Decision-making process documented. Process for allocation of budget understood. Sense of urgency or compelling event exists.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Marketing Decision Maker 100

BuzzBoard

FEBRUARY 27, 2024

When executed correctly, it can generate incredible business results and offer a strong competitive edge. The Role of Hyper-Personalization in Successful Business Strategies In the intensely competitive realm of digital sales and marketing, hyper-personalization is fast becoming a critical differentiator.

Ideal Customer Profile 52

Ideal Customer Profile How To Loyalty Maximizer 52

Bernadette McClelland

JANUARY 31, 2019

And this op-ed had been triggered by a presentation I gave at VIVID Sydney in 2017 titled ‘The Power of The Reframe’ My reply back to her was…. My husband was sitting with me when I read your note out. We teared up.

Call-back 308

Call-back Ideal Customer Profile Face-to-face Conference 308

Zoominfo

AUGUST 10, 2021

Both Snapchat and Facebook added recruitment and job posting capabilities to their platforms in 2017, and LinkedIn has been a long-time platform for networking, job searching, and recruiting. I think, with a company like ZoomInfo that needs to be competitive in that space, I think it would be beneficial,” Dennison says.

Social Media 130

Social Media Hiring Media Video 130

Zoominfo

AUGUST 10, 2021

Both Snapchat and Facebook added recruitment and job posting capabilities to their platforms in 2017, and LinkedIn has been a long-time platform for networking, job searching, and recruiting. I think, with a company like ZoomInfo that needs to be competitive in that space, I think it would be beneficial,” Dennison says.

Social Media 130

Social Media Hiring Media Video 130

Zoominfo

JANUARY 29, 2018

25 Must Tweet Moments from the 2017 Growth Acceleration Summit. The Best Event Marketing at Dreamforce 2017. 16 Key Takeaways from the 2017 Growth Acceleration Summit. In a recent blog post we shared the top 25 Must-Tweet Moments from the 2017 Growth Acceleration Summit. ” Continue reading. Continue reading.

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

DiscoverOrg Sales

JANUARY 29, 2019

Read it: How to Use the Tech Stack for Competitive Intelligence. That’s 27% more unique technologies than 2017.). Differentiate your offering from your competition. Understanding your prospects’ tech stack is low-hanging fruit, and you need this data to stay competitive. Notice a trend?). What is the tech stack?

Ideal Customer Profile 202

Ideal Customer Profile Lead Rank Lead Scoring How To 202

DiscoverOrg Sales

JANUARY 3, 2018

Bryerton offers this example from our SKO 2017: Our focus last year was “Selling to Marketers.” See the DiscoverOrg Sales Kickoff 2017 agenda. VP of Sales Steve Bryerton defines DiscoverOrg’s culture as collaboratively competitive. The twist to the story is that DiscoverOrg acquired this competitor in 2017.).

Hiring 202

Hiring Webinar Metrics Up-Sell Examples 202

Crunchbase

SEPTEMBER 21, 2020

Bureau of Labor Statistics admits that the number of gig workers in the country is difficult to confirm, in 2017 their best estimate was 55 million. trillion to the economy in 2017. How Do You Compare To The Competition? In some ways, your products and services probably equal those offered by your competition.

Penetration 134

Penetration Segment Demographics Benefit 134

Sales and Marketing Management

APRIL 9, 2018

In fact, just one-third (34 percent) of organizations surveyed for CSO Insights’ 2017 Sales Enablement Optimization Study reported achieving the majority or all of their objectives. More and more companies are developing a sales enablement practice. However, success rates and satisfaction with enablement programs remain low.

Sales Enablement 276

Sales Enablement Hiring Lead Rank Lead Scoring 276

Hubspot Sales

AUGUST 3, 2023

In this article, we’ll delve into the challenges and share expert tips for selling your AI products to an apprehensive buyer or within a competitive market. Image Source Interestingly, McKinsey’s Global Survey on AI found that adoption was more prominent between 2017 and 2018, when it more than doubled.

Hubspot 85

Hubspot How To Lead Rank Scale 85

SBI

JUNE 27, 2018

In late 2017, we went to field with our first annual Sales Stack Benchmark Survey to identify which are the most commonly used sales technologies, and which are being considered most for the year ahead, among other things. You have the opportunity to use sales technology as a competitive advantage. This is a unique time.

Webinar Metrics 93

Webinar Metrics Survey Sales Technology Tools 93