SBI Growth

MAY 30, 2024

CEOs have set the stage for success in 2024 with a solid growth strategy, but they need their talent to be ready to execute on revenue capture opportunities. They think they have the secret to improving commercial productivity: managing positive churn. However, our surveys reveal that there is more to managing our hires and getting the experts on board; CEOs must also overcome longer ramp times and create sustainable growth for the road ahead.

Churn 177

Churn Positioning Survey Revenue 177

Sales and Marketing Management

MAY 30, 2024

Marketing content is more effective when it's created with a specific goal in mind. Each of these types of marketing content serves a unique purpose, addressing different stages of the journey and the buyer's needs. The post The 7 Types of Content That Navigate the Buyer’s Journey appeared first on Sales & Marketing Management.

Buyer 156

Buyer Marketing Sales 156

Steven Rosen

MAY 24, 2024

In this episode of the Sales Leadership Awakening Podcast, Rob Ulsh , VP of Dealer and International Sales for Great Dane, discusses the use of AI in sales leadership. He shares his awakening moment as a leader during the COVID-19 pandemic and how he embraced AI to adapt to the changing landscape. He also explores the practical applications of AI in sales, including prospecting, customer retention, and pre-call planning. “AI is a featured benefit that you can interact with, and it will ac

Company 296

Company Retention Sales Leadership Loyalty 296

Mr. Inside Sales

MAY 25, 2024

Who do you think knows why your prospect buys? If you have followed me for a while, you may know that my opinion on whether to ask a prospect, “How are you,” has changed over the years. What I’ve discovered, is that asking this simple and socially accepted icebreaker is more important than you might think. Here’s why: Selling over the phone is challenging because you don’t have all the visual cues an outside sales rep has—and uses.

Face-to-face 224

Face-to-face Cold Calling Gatekeeper Decision Maker 224

Speaker: Steven Bryerton, SVP of Sales at ZoomInfo & Robin Izsak-Tseng, VP of Revenue Marketing at G2

Join Steven Bryerton, SVP of Sales at ZoomInfo, and Robin Izsak-Tseng, VP of Revenue Marketing at G2 in this webinar where you're guaranteed to walk away with a fresh understanding of and a new perspective on intent data! Turn your go-to-market motions around with intent data! Instead of searching for ways to showcase your products, reach out to the customers that are searching for your solutions — then build your messaging around their needs to set you apart from the competition. 🚀 With

Intent Data

Understanding the Sales Force

MAY 29, 2024

In case you have been vacationing in a cave, there has been a controversial trial taking place in Manhattan and earlier this week the Jury heard closing arguments. In a jury trial, closing arguments can take several hours or even days! You would think that Closing Arguments would have much in common with the Closing competency in sales but that’s not the case.

Closing 182

Closing Decision Maker Follow-up Pipeline 182

Steven Rosen

MAY 24, 2024

In this article, Rob Ulsh , VP of Dealer and International Sales for Great Dane, delves into AI’s profound impact on the sales landscape and how Great Dane has strategically incorporated this technology to propel its sales initiatives forward. He highlights how AI transforms sales by helping professionals understand prospects’ needs swiftly.

Sales Leadership 156

Sales Leadership Video Coaching LinkedIn 156

SBI Growth

MAY 23, 2024

The buying environment faced by many sellers today is volatile: it almost seems as if the once-reliable commercial approaches no longer apply. But for CEOs and GTM leaders looking to capture the immense growth potential in 2024, it’s time for them to consider a revolution in how their companies approach their customers' shifting concerns and expectations.

Buyer 194

Buyer Face-to-face How To Company 194

Force Management

MAY 30, 2024

Customer Success (CS) is a critical component of a successful customer engagement process. Growing revenue requires your organization to be cross-functionally aligned on buyer value and solution differentiation before and after the sale. Capturing that value after the initial deal is essential for driving recurring revenue and expansion opportunities within accounts.

Churn 88

Churn Customer Retention Revenue 88

Smooth Sale

MAY 28, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Email Marketing Campaigns for Business Growth Experience shows that digital marketing heavily emphasizes strategies such as search engine optimization and social media presence. This is understandable, as they’re compelling marketing tools that generate excellent exposure for businesses, thus increasing their profits and helping them reach wider audiences.

Email Marketing 96

Email Marketing Campaigns Scale Marketing 96

Advertiser: ZoomInfo

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.

Sales Process

Sales and Marketing Management

MAY 28, 2024

Sales intelligence is an emerging and crucial tool that comes to the rescue of firms in the quest for sustainability. A look at the dynamics, trends, challenges and prospects shaping the sales intelligence market. The post Unlocking Growth Potential: The Dynamic Landscape of Sales Intelligence appeared first on Sales & Marketing Management.

Trends 156

Trends Tools Sales Prospecting 156

The Center for Sales Strategy

MAY 28, 2024

Salespeople, even great salespeople, sometimes have trouble closing the deal. Getting to yes is often the hardest part of the sales process. How hard? As many as 57% of salespeople reported difficulty converting prospects into customers. If your team is having trouble with conversions, the first thing to do is figure out why.

Prospecting 104

Prospecting Report Closing Conversion 104

SalesFuel

MAY 23, 2024

One of the senior salespeople I’ve worked with declared that if he is EVER late for an appointment: “Just call the State Patrol because I’ve had an accident.” For salespeople, the concept of being on time does not rank up there with the secrets of the pyramids. It’s just common sense. However, when you consider successful sales techniques, it does ranks number one in showing respect for your customer.

Hiring 110

Hiring Research Influencer Sales 110

Force Management

MAY 23, 2024

The product demo is an important part of any sales process, but they can also be a tricky stage to navigate while maintaining a value selling approach. We often advocate for sellers to move away from the 'features and functions' conversation in favor of discussing business problems and solutions. The demo is a time to discuss both. That can be a difficult balance to strike, especially when selling complex technical solutions.

How To 110

How To Conversion Sales Process Sales 110

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

Buyer

Smooth Sale

MAY 27, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Ways to Effectively Promote a New Product or Service For any business, introducing a new good or service is a thrilling time representing expansion and creativity. However, the real difficulty is marketing it well enough to draw in your target audience and generate significant revenue.

Promotion 96

Promotion Advertising Advertising Social Media 96

Hubspot Sales

MAY 27, 2024

We all know the “obvious” traits high-performing sales reps exhibit. I‘m sure you’ve read plenty about the value of qualities like empathy, ambition, and confidence throughout your career — but you didn't click on this headline because you want to hear more about those conventional, played-out traits. Now, did you? No, you're here for some novel, wild, “Who'da thunk it?

Case Study 93

Case Study Pivotal Lead Rank Lead Scoring 93

Membrain

MAY 29, 2024

You don’t have to work in the world of technology to know that technology is undergoing a massive shift thanks to recent advances in Artificial Intelligence (AI). Almost every major platform, from Google to Microsoft to Facebook has launched multiple new AI-powered tools, and many smaller technology companies have followed suit.

Exact 83

Exact Microsoft Facebook Google 83

The Center for Sales Strategy

MAY 29, 2024

Attracting the brightest minds and best talent has become a fierce competition for organizations across all industries. However, conventional recruitment methods often fail to captivate potential candidates, leaving them disengaged and unmotivated. It's time to shake things up and inject some excitement into the hiring process. Enter gamification—the art of blending game-like elements into the recruitment experience.

Competition 79

Competition Industry 79

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

Comparison

Salesfolks

MAY 28, 2024

While AI holds significant promise for transforming sales processes, you should carefully consider whether to invest in AI technology by understanding the potential benefits with the risks and costs. Doing so will help ensure that any AI implementation is successful and aligns with your overall business strategy.

Benefit 85

Benefit Sales Process Strategy Sales 85

Smooth Sale

MAY 24, 2024

Photo by GDJ via Pixabay Attract the Right Job Or Clientele: Successful Company Retreats Focus On the Team Now and then, it’s a good idea to stop and pause your business’s usual activities and take the time to reflect on your progress and your goals. Company retreats can be a great way to do that, but they need a plan. Our collaborative blog offers insights on successful company retreats focusing on the team for you to consider including in your plan for your company retreat.

Company 101

Company Exercises Hiring Hotels 101

Alice Heiman

MAY 30, 2024

In today’s fiercely competitive market, understanding the core of value-driven sales can be transformative. This crucial concept was the centerpiece of our latest “Sales Talk for CEOs” episode, featuring expert Ian Campbell, CEO of Nucleus Research and author of “The Value Sale.” In this discussion, we delve into how emphasizing value rather than just product features can revolutionize sales dynamics and lead to enduring customer relationships.

Lead Rank 69

Lead Rank Lead Scoring Sales Cycle Customer 69

Grant Cardone

MAY 23, 2024

Today, young entrepreneurs can only imagine what it’s like to work under Apple founder, Steve Jobs. But at last, we may be able to get a better picture. Jobs’ former intern, Chet Kapoor, has recently opened up about the experience. This is what he had to say… Young Intern ALWAYS Wanted to Work for Apple’s […] The post First-Hand Account of Apple CEO, Steve Jobs appeared first on GCTV.

Account 91

Account Trends Video 91

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.

Intent Data

Partners in Excellence

MAY 29, 2024

This morning, clearing my inbox and feeds, I noticed a headline. It referred to the average tenure of GTM executives being 17 months… The article offered sound advice on how to deal with a career living in 17 month increments. My thought, in reading this was, “Why do we settle for this? Why do we consider this acceptable? Wouldn’t we and the organizations we lead achieve much more with longer tenures?

Education 73

Education Lead Rank Maximizer Survey 73

Adaptive Business Services

MAY 29, 2024

While I don’t do this often (I did it constantly when I was in management), I recently hired a salesperson for a local company and I am now involved with the training of that individual. I’m not sure why companies want me to be involved in the hiring process. Well, yes I do. It’s PAINFUL and it’s a GRIND! I also secretly suspect that, if this salesperson fails, they can blame me instead of themselves.

Hiring 71

Hiring Report CRM Data 71

Smooth Sale

MAY 27, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Custom Software Benefits Your User Experience and Growth Your online identity is as vital as, say, your physical identity. It should be relatively unique and should stand out. For websites, the layout of the pages, color combinations, fonts, and navigation map should differ from your competitors.

Software 91

Software Software Benefit Customer 91

Hubspot Sales

MAY 27, 2024

We previously wrote about how Americans are leaping into entrepreneurship at record rates. Among those who opened for business in 2023, the home services category saw the highest growth, with 278k new openings. From wallpapering to carpentry, those who help homeowners upgrade their abodes are pocketing millions. Source: Bloomberg It’s not hard to see why.

Opportunity 82

Opportunity Construction Social Media Trends 82

Advertisement

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.

Intent Signal

Grant Cardone

MAY 24, 2024

If you are a bit old-school, your gut reaction to free financial advice from anywhere is likely a resounding, “No.” However, a survey published by Bankrate revealed that a third of Americans sought money tips online. Let’s see if there are any gems among the gigabytes of trash… Examples of Top #Money Advice Believe it […] The post Should You Trust Free Financial Advice Online?

Survey 88

Survey Examples Trends Video 88

Partners in Excellence

MAY 29, 2024

When I was a kid, my father taught me how to sail. At first I sailed in racing dinghy’s never far from the shore. In high school, we graduated to cruising boats. While we never intended to do oceanic cruising, but the shoreline was beyond sight, and one of the challenges was knowing where we were and if we were going in the right direction. My dad’s solution to this was to teach me celestial navigation.

Outsourcing Services 73

Outsourcing Services Sales Leadership Call-back System 73

Predictable Revenue

MAY 30, 2024

This guide distills Hunter's wisdom into actionable steps to help founders improve their sales processes and drive sustainable growth. The post Mastering Early Lead Development with Mark Hunter appeared first on Predictable Revenue.

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