Guru
MARCH 26, 2020
If you’re in tech, you’ve probably noticed the industry’s newest acronym on the block — PLG, for Product Led Growth. Everyone’s talking about PLG, the CAC friendly SaaS GTM strategy (see what I did there?) in which customers can largely evaluate, try, and buy B2B software on their own, whenever they want.
InsightSquared
MARCH 26, 2020
If there was ever a time to focus on coaching your reps, it is now. The sales processes of yesterday may now be obsolete. As reps adjust to this evolving sales environment, managers must do the same and explore more dynamic and structured coaching methods. In our latest webinar, “10X Your Sales Pipeline with Data-Driven Coaching Insights,” sales leaders Todd Abbott and Grace Tyson discussed how to adjust your coaching cadence and build a data-driven coaching culture to combat future uncertainty.
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The Center for Sales Strategy
MARCH 26, 2020
Your best customers are your competitors’ best prospects. At The Center for Sales Strategy, we have long said that it’s much easier to fill the bucket if it’s not leaking from the bottom. Many companies have an incredibly large need to go out and get new business every month—mainly because they're losing 33% or more of their current business. It's true, and while new business is certainly one of the solutions for curing the problem of not retaining existing business, it’s really only a bandage.
The Pipeline
MARCH 26, 2020
By Tibor Shanto. The tremors just keep on coming and people keep trying to adjust to the daily change. I understand the initial shock of facing a canyon of empty towers; every one has gone home. Seeming like they took all your opportunities with them. Maybe, but I doubt it. But the goal is to defeat the virus by staying in, not by not working. We live in 2020, the office is a relic, just like gas-powered cars are.
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
SBI Growth
MARCH 26, 2020
Market-leading CEOs work closely with their leadership teams to maintain strong and transparent communication with not only their customers but also their employees. Every employee is an ambassador of the brand, and without clear guidance and communication internally, external messages.
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SBI Growth
MARCH 26, 2020
March 26, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consulting firm specializing in accelerating revenue growth, announces veteran B2B executive leader Colleen Honan as a member of SBI’s Board of Directors. Colleen supported the B2B sales community for.
Anthony Iannarino
MARCH 26, 2020
This is NOT the new normal. NOR SHOULD WE EVER ACCEPT IT as such. When have human beings ever succumbed to their FEARS when faced with threats that, at the time, were considered “existential?” When have we ever decided to give up WITHOUT A FIGHT? When have we ever gone backward, building something less than what preceded it after a crisis?
Partners in Excellence
MARCH 26, 2020
Everyone is struggling to understand what they should be doing in these very difficult times. We are struggling to understand what works, whether it’s how we lead our people, how we work on a daily basis, how we engage our customers, how we move forward. The crisis has created a heightened sense of urgency around “what do we need to do differently, how do we figure out what works?
Close.io
MARCH 26, 2020
Everyone is panicking. And with good reason. So, how are you approaching your prospects and customers during a time when their mind is pretty much guaranteed to be on the COVID-19 crisis? Right now, people keep asking me the same question: How can I keep selling to my customers without being perceived as insensitive or out of touch with current events?
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
Predictable Revenue
MARCH 26, 2020
The evolution of Predictable Revenue's latest project: Outbound Labs. The experimental methodology and pointers to implement a similar program in other organizations. The post Behind the scenes of Outbound Labs with Predictable Revenue’s Lavinia Hicks appeared first on Predictable Revenue.
SBI
MARCH 26, 2020
Zuant Delivers Universal Access to Mobile Lead Capture with Release of Android Version. LONDON, LOS ANGELES AND NEW YORK (PRWEB) MARCH 26, 2020. Zuant , an award-winning mobile lead capture cloud solution, announces Zuant for Android. Until now Zuant has been available only for iOS devices. The Android platform currently powers 2.5 billion devices worldwide.
Canidium
MARCH 26, 2020
When was the last time you tuned out during an online or over-the-phone meeting? Whether any of us want to admit it or not, we have all been guilty of making up an answer on the spot because our minds were wandering on a call. But what could be the reason for these mental absences?
Chorus.ai
MARCH 26, 2020
Guest Writer: Brian Trautschold, Co-founder and COO, Ambition. There’s a reason the sales gamification “trend” has stuck around for so long: it really works. Sales contests have the power to drive performance and create lasting behavior change — but only if you’re running them intentionally. Too often, sales managers will spin up contests at random, when energy seems low or they need a quick lift.
Advertiser: ZoomInfo
In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
Alice Heiman
MARCH 26, 2020
Successful Sales Strategy Step 7 follows right along with our downloadable guide. Too often, sales strategies start with someone at the top coming up with an arbitrary growth number based on investor demands, new product development, operational capacity, or some other factor that has absolutely nothing to do with sales. That growth expectation gets divided among regions and reps in ways that are equal, arbitrary or based on some often-unsubstantiated belief about which markets or reps can suppo
Nimble - Sales
MARCH 26, 2020
You must be wondering ‘another post on how to improve your rankings in 2020, what new is this author going to tell me?’ It is understandable because, to no-one’s surprise, there’s plenty of content out there filled with a great deal of information. I too, have gone through most of them and couldn’t help but […]. The post How to Create Content that Improves Your SEO Rankings in 2020 appeared first on Nimble Blog.
Canidium
MARCH 26, 2020
Key Capabilities of SAP Configure Price Quote (CPQ). SAP Configure Price Quote (CPQ) streamlines your quote, approval and proposal process for your configurable product offering, so your company can sell faster. In this blog post, we will discuss another set key capabilities that are out-of-the-box features. They should be kept in mind when comparing with other CPQ solutions.
Pipeliner
MARCH 26, 2020
With the recent outbreak of Covid-19, the business world has been changed dramatically. More teams are beginning to work remotely as certain areas mandate shelter in place regulations. These differences are especially strange for people who are new to sales and are remote selling for the very first time. The sales managers are likely swimming in uncharted waters as well, as they try to manage an entirely remote sales team for the first time.
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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.
Carew International
MARCH 26, 2020
As a leader, one of your most critical tasks is motivating your employees. Without motivated employees, your team will suffer from lackluster performance and employees who settle to merely ‘get by’ rather than strive to reach their full potential. Employee motivation can be even more challenging during times when you’re not in the same place as your team.
Pipeliner
MARCH 26, 2020
Welcome to SalesPOP “ 1-minute remote working tips ” video series. This is the 4th video in the series which is the 2 parts. Sales Manager as Role Model #2. If you missed the other 3 videos in the series you can find them below. Introductions. #1 Expectations. Sales Manager as Role Model #1. We will be publishing a video each day to help you with the transition of working from home to keep you motivated and productive.
InsideSales.com
MARCH 26, 2020
Successful outreach sales are an essential part of the sales process and business development. Contact and customer service are in constant scrutiny, so it’s important to get outreach sales right. In this article: Ensure Outreach Sales Methods Are Factored into Your Strategy. What is Outreach Sales? Maximize Inbound Outreach Sales Through Marketing.
Seismic - Sales Effectiveness
MARCH 26, 2020
At every company, success comes down to the people — each company has internal product experts, a customer point-person, or market specialist. Teams rely on collaboration between these resources to provide unique insights to help deal cycles progress. According to the Aberdeen Group: “Companies that optimize the marketing/sales relationship grow revenue 32% faster year-over-year, compared to those without such a relationship.
Advertiser: ZoomInfo
Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.
Alice Heiman
MARCH 26, 2020
Successful Sales Strategy Step 3 follows right along with our downloadable guide. Too often, sales strategies start with someone at the top coming up with an arbitrary growth number based on investor demands, new product development, operational capacity, or some other factor that has absolutely nothing to do with sales. That growth expectation gets divided among regions and reps in ways that are equal, arbitrary or based on some often-unsubstantiated belief about which markets or reps can suppo
Selling Energy
MARCH 26, 2020
There are countless reasons someone might be interested in energy efficiency products or services. If you can find out exactly why your prospect is considering an energy project, you’ll be better positioned to prevail. I’d like to share a story that one of our Selling Energy Boot Camp graduates (we’ll call her Amy) shared with me. It exemplifies the value of knowing your prospect’s motives and adapting your sales approach accordingly.
Alice Heiman
MARCH 26, 2020
Successful Sales Strategy Step 5 follows right along with our downloadable guide. Too often, sales strategies start with someone at the top coming up with an arbitrary growth number based on investor demands, new product development, operational capacity, or some other factor that has absolutely nothing to do with sales. That growth expectation gets divided among regions and reps in ways that are equal, arbitrary or based on some often-unsubstantiated belief about which markets or reps can suppo
Close
MARCH 26, 2020
Everyone is panicking. And with good reason. So, how are you approaching your prospects and customers during a time when their mind is pretty much guaranteed to be on the COVID-19 crisis?
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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
Bigtincan
MARCH 26, 2020
In sales, success hinges on finding the right tools to maximize your sales enablement strategy. But what is sales enablement? At its most distilled, sales enablement is defined as a strategy for providing salespeople with everything they need to efficiently and effectively close more deals. The aim of the game is to prepare sellers to […].
Close
MARCH 26, 2020
Anxiety around the world is ramping up to never-before-seen levels. That’s why you need to use the time you have in meetings with your team and with your customers to allay their fears and give them a judgment-free space where they can express themselves.
Sales Evangelist
MARCH 26, 2020
How to build a sales engine that will land massive deals – repeatedly A sales engine is a great strategy to increase your number of closed deals. As a sales manager, how do you build a sales engine to land massive deals for your team? Nigel Green works with executive investors and sales leaders of companies to help them scale up faster and smarter.
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