Sales and Marketing Management

JULY 29, 2020

B2B leaders and sales and marketing teams across the globe are finding ways to adapt in this time of crisis. As businesses assess the state of their industries, they are finding ways to move forward in an era where the new normal is anything but. It is essential to realistically assess the state of your industry.

Chemicals 177

Chemicals How To Margin Pivotal 177

Sales and Marketing Management

FEBRUARY 18, 2019

Author: John Larson A few weeks ago I was having lunch with a friend, a successful executive who has run large sales organizations for three different companies. In the B2B world, your sales force is actually your loyalty program. They are a valuable source of industry information, such as key trends and best practices.

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Loyalty Banking Airlines Discount 290

Hubspot Sales

NOVEMBER 29, 2021

Every company has its eyes on its bottom line and, in turn, is mindful of its profit margin — the most definitive metric of how successful your sales efforts are, relative to your expenses. Find gaps in your sales process where a disproportionate number of prospects fall off. Ways to Increase Profit Margin. Strategically raise prices.

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Margin Chemicals Real Estate Strategy 107

Zoominfo

DECEMBER 21, 2020

Most companies looking to expand into new markets want to boost their sales and have identified a market in which they can see the potential for growth,” according to Marketo, which sells a marketing automation platform. It already has a foothold in the industrial manufacturing and chemical processing industries.

Lead Rank 211

Lead Rank Company Apparel Lead Scoring 211

Sales and Marketing Management

AUGUST 29, 2018

When I conduct focus groups or individual interviews with highly loyal customers across a broad spectrum of different industries (e.g., retail, restaurants, medical devices, chemicals), I consistently find that what creates loyalty is the absence of perceived risk. Allow me to explain this in more detail.

Customer Service 270

Customer Service Customer Loyalty Chemicals 270

Janek Performance Group

OCTOBER 17, 2022

Maybe I don’t belong in sales. These are thoughts we’ve all had during a sales rough patch. When sales are slow, it’s not an excuse to get down on ourselves. In this article, we’ll discuss why creativity is a superpower in sales, and how the unimaginative can ignite their inner Walt Disney. I’m going to miss my numbers.

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How To Hiring Journal Gatekeeper 62

Alice Heiman

JULY 25, 2018

The battle around steel has been well publicized, but the steel industry isn’t the only industry at risk. According to the World Trade Organization (WTO), machine and electronics, metals, agriculture, textiles, footwear, transportation, chemicals, plastics, and wood could all be early casualties.

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Chemicals Transportation Decision Maker Pivotal 82

Zoominfo

DECEMBER 21, 2020

Most companies looking to expand into new markets want to boost their sales and have identified a market in which they can see the potential for growth,” according to Marketo, which sells a marketing automation platform. It already has a foothold in the industrial manufacturing and chemical processing industries.

Lead Rank 130

Lead Rank Company Apparel Lead Scoring 130

Miller Heiman Group

APRIL 10, 2019

Miller Heiman Group is thrilled to announce its inaugural class of the MHG Icons, bringing together outstanding client facilitators as trusted ambassadors and advocates of our sales and service methodology and skills programs. Kevin Lewis , Milliken Chemical. Michael DeRosa ,Travelers. Randy Richardson , Hoya Vision Care.

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Groups Chemicals Travel Sales Talent 77

Sales Training Connection

OCTOBER 6, 2014

Sales Middle Managers. The importance of middle managers can be especially significant in industries and fields that value innovation, like computer games, software, consulting, biotech and marketing, according to Mollick. ©2014 Sales Momentum, LLC. Technorati Tags: mid-level sales managers , sales leaders , sales managers.

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Motivation Chemicals Lead Rank Lead Scoring 98

SBI Growth

OCTOBER 11, 2020

The software industry has experienced more disruption in the last 6 months than in the previous 10 years. With an increased need for online purchasing, content management, payment processing, and more, leading software CEOs have navigated changes in demand drivers.

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Software Software Industry Leads 349

Sales Hacker

JULY 21, 2021

“We’re looking for a strategic rockstar sales rep who knows how to leverage and optimize our customers’ digital transformation to really move the needle!”. There are sales buzzwords that we love and some that we really hate. When you use sales buzzwords correctly, you’ll sound like you’re an industry insider.

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Hiring Sales Qualified Lead Call-back How To 125

SBI

MARCH 1, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? That has all been upended now.

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Face-to-face Apparel Chemicals Call-back 94

Hubspot Sales

NOVEMBER 4, 2020

Plenty of scientists dedicate a significant portion of their careers studying a potential chemical reaction — only to find it's not actually possible. Client intake forms are used by a variety of organizations and individual contractors — spanning several industries and practices.

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Face-to-face Chemicals Hubspot Energy 117

Babette Ten Haken

OCTOBER 8, 2018

Like a chemical equation, is the desired reaction balanced and controlled? Let’s say we feel cozy and comfortable in our post-sale support roles, implementing what is sold. Now, they are left in the hands of everyone else in the organization who they did not meet, during the initial sale. Or, are we? That is scary stuff, folks.

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Ideal Customer Profile Customer Chemicals SME 88

LeadFuze

DECEMBER 1, 2021

Some sales buzzwords are great, but others need to be avoided. When you use these words, make sure they are appropriate for the position and industry. Need Help Automating Your Sales Prospecting Process? A company in the Financial Services or Banking industry. “RevOps helps you achieve sales alignmentâ€.

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Hiring Sales Qualified Lead Marketing Qualified Lead How To 52

Xactly

APRIL 12, 2018

In demanding circumstances, stress acts as our bodies’ physical fight or flight response, where the body releases the chemicals to help us decide how to act. To help you reduce stress in the workplace, this is everything you need to know about identifying and reducing stress for your sales teams. Recognizing Workplace Stress in Sales.

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How To Chemicals Incentives Incentive 67

Smooth Sale

OCTOBER 29, 2021

AUTHOR BIO: Mariana Vieth is Director of Marketing at WSI , a leading third-party logistics provider specializing in fulfillment, chemical warehousing, trans-loading, transportation, and more. Small e-commerce and retail businesses face many issues in their industries, ranging from marketing to resolving customer complaints.

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System Face-to-face Lead Rank Forecasting 78

Hubspot Sales

FEBRUARY 4, 2019

I get blinded by what looks like an industrial flashlight beaming directly into my retinas. If you're anything like me, sometimes I'm working into the wee hours of the night. After dinner, I flip open my laptop and sure enough.

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Chemicals Comparison Guarantee Study 102

Cincom Smart Selling

JULY 27, 2016

Discerning the nature of those requirements requires visibility into the individual sales channels. Different sales partners typically address different market segments. The products range from simple to complex—from basic, light industrial use up to customized, heavy-duty, high-capacity systems.

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Channels Chemicals Automotive Government 48

Partners in Excellence

MAY 30, 2019

They may have been in the simple or complicated quadrants, since they are relatively mature industries. In these industries, we’ve seen them disrupted by Amazon, Uber/Lyft, AirBnB. What’s this mean for sales people, hoping to be “sensemakers” to their customers? Many XaaS vendors are discovering this.

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Customer Chemicals Face-to-face Enterprise 81

PandaDoc

NOVEMBER 25, 2022

Probably the most popular approach to complex B2B sales, solution selling has been around for decades. It is still being taught to many sales reps around the world, and there are compelling reasons to do so. Personalization has a strong effect on sales effectiveness. Ready to fortify your sales pipeline? Simplification.

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Solutions Selling Ideal Customer Profile Lead Rank Lead Scoring 52

Partners in Excellence

JUNE 26, 2017

In virtually every industry, we look at products and solutions that were very complex. Computers used to be a mystery, they were very complex (still are), our customers didn’t understand them, and legions of sales people with specialized training and knowledge were needed to sell them. Customers need help! They struggle to buy.

Chemicals 56

Chemicals Face-to-face Ideal Customer Profile Penetration 56

Zoominfo

OCTOBER 2, 2019

Our business profiles are a valuable source of sales intelligence and contain information on 20 million organizations. It designs, manufactures, and sells Internet Protocol based networking and other products related to the communications and information technology industry worldwide. Revenue: $41.8 Revenue: $82.1

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Company Ideal Customer Profile Lead Rank Lead Scoring 100

Hubspot Sales

JULY 20, 2018

Most incubators offer an experienced staff of savvy industry executives to help the core team stay focused and avoid mistakes. EnterpriseWorks - A University of Illinois incubator focusing on biotechnology, chemical sciences, software development, and materials sciences.

Scale 84

Scale Biotechnology How To Chemicals 84

LeveragePoint

NOVEMBER 13, 2020

For our October Webinar, Steve Laborda shared actionable steps for achieving commercial success by translating existing Value Pricing strategies into sales and marketing. What is a good example of an “ammunition package” for sales?”. Instead, go and ask your sales guys. In this blog post, we share his live answers.

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Chemicals Webinar Metrics Scale Competition 26

Closer's Coffee

MARCH 13, 2019

I built my career from there and got into sales in around 2012 and moved to Houston around that time. I knew that I had to have the technical background in order to do well in sales. What is your general perspective around sales reps pushing content on their personal feeds? What does this trend mean to the industry?

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Chemicals Sports Engineering Hiring 40

SugarCRM

SEPTEMBER 17, 2019

The team’s solution architects and analysts have been guiding organizations across industries — health services, chemical engineering, financial services, food and beverage, hospitality, education, manufacturing, distribution and more — since 1994. What do you love most about being a Sugar partner?

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Brainsell Chemicals SugarCRM Face-to-face 31

Partners in Excellence

JANUARY 23, 2012

I see great sales people having these conversations about problems they can help their customers solve. Clever sales people are working with customers to create solutions–leveraging the customer’s ideas and capabilities along with their solutions. These conversations can be remarkable. Challenging Idea.

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Conversion Chemicals Exercises Enterprise 93

Nutshell

AUGUST 13, 2018

Whether it’s a killer closing tip or just some well-timed encouragement, guidance from a sales mentor can change the course of a young salesperson’s career. We asked 11 sales professionals, entrepreneurs, and business executives about their mentors and the greatest lessons they learned from them. Got a story of your own?

Chemicals 85

Chemicals Hiring Follow-up Face-to-face 85

Pipeliner

JUNE 13, 2022

We are creating a new category in the sales technology industry: the Sales Suite. Today sales—and, really, commerce as a whole—has hit an all-time high of complexity. That kind of approach is not solving our already overly complex sales and commercial landscape. Wrong Approach to Complexity. Talk about complex!

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Chemicals Pipeline CRM Face-to-face 98

Hyper-Connected Selling

FEBRUARY 13, 2018

These days, there’s an ever-growing list of addictions that can derail your sales career. But there’s one addiction that has crept up on almost every single one of us, and it’s especially destructive to sales careers. The Brain Chemicals that Drive Us. Our Sales Focus is Being Waylaid.

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Chemicals Social Media Twitter Media 80

Partners in Excellence

JANUARY 24, 2019

” Often, there is some preening around those making the latter statement, thinking “Real sales people do complex deals!” The design win that created this opportunity may be a complex sale–more later.). For example, I have a very large client that sells basic chemicals.

Chemicals 87

Chemicals Licensing Examples System 87

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

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Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Hubspot Sales

MARCH 25, 2019

In sales, it can incentivize reps to work harder to close more deals, meet their numbers, and even adapt to new sales tech. The reality is that most companies offer sales incentives — we at HubSpot do, too. However, there's no one correct, catch-all way to inspire your sales team. Less Is More. Source: PFX. Growing Pains.

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Incentives Incentive Motivation Company 93

Mindtickle

MARCH 24, 2022

Our second episode of Ready, Set, Sell , recently aired featuring Alice Heiman, Founder & Chief Sales Energizer of Sales Strategies for CEOs with Alice Heiman. Re-framing sales for modern customers. What makes a world-class sales organization. How sales leaders can level up their teams (Hint: coaching is key).

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Sales Leadership Hiring Call-back Cold Calling 52

Nutshell

AUGUST 13, 2018

Whether it’s a killer closing tip or just some well-timed encouragement, guidance from a sales mentor can change the course of a young salesperson’s career. We asked 11 sales professionals, entrepreneurs, and business executives about their mentors and the greatest lessons they learned from them. Got a story of your own?

Chemicals 48

Chemicals Hiring Follow-up Face-to-face 48