Wed.May 31, 2023

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10 Tips for Selling in Economic Uncertainty

RAIN Group

Closing sales in today’s environment is a real challenge. If you’re in sales or sales leadership, I expect you’re nodding your head. Sales cycles are getting longer, more opportunities are being lost to no decision, and the economy is unpredictable at best.

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Some companies are seeing serious sales momentum in 2023

SBI Growth

The latest SBI survey of CEOs show s that even in the face of today’s economic uncertainty , t he more committed a company is to growth, the more likely it will continue to gain momentum. “We’re about to be in a recession.” “No, we’re in a recession now.

Company 156

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AI, Automation, Intent: The State of Account-Based Marketing in 2023


Industry surveys show that account-based marketing is consuming an ever-larger share of B2B budgets, and it’s easy to see why: smarter targeting, increased efficiency, and better ROI are enough to make any CMO’s eyes light up. Many of the early struggles that slowed ABM adoption — such as sales and marketing alignment and coordinating efforts — are eminently solvable today.

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How to Find New Sales Leads in a Difficult Market

The Center for Sales Strategy

As a sales team in the business-to-business (B2B) space, finding new leads is a never-ending challenge. In a highly competitive market, it's essential to be creative and use unique approaches to stand out from the crowd. In this blog, we will explore some unconventional ways to find sales leads that will help you get ahead of the competition.

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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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Our Perspectives Limit What/How We See….

Partners in Excellence

In March, 1976, one of the most famous covers of the New Yorker Magazine appeared. It was Saul Steinberg’s, “View Of The World From 9th Avenue.” It represented “New Yorkers’,” more accurately, a “Manhattanites'” view of the world. The cover was a smash hit, posters were published, I think every office in Manhattan had a framed version.

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How to Use Kanban to Win More Deals


When I set out to develop Membrain , I knew the sales profession deserved a better CRM platform. I did not realize that much of what we would develop over the next ten years would echo the work of leading thinkers responsible for major shifts and improvements in manufacturing over the past hundred years.

CRM 91
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Do You Want 3 Tips to Keep Your Business Adaptable?

Smooth Sale

Photo by Suju-foto via Pixabay Attract the Right Job Or Clientele: Do You Want 3 Tips to Keep Your Business Adaptable? A large, firmly rooted tree may seem like the kind of tree that can withstand the harshest winds, but when hurricane season comes around, this is the most liable to tear from the ground. However, trees that can bend and flow with the wind as it arrives are less likely to lose their station.

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Counter Negotiation Tactics to Use When Buyer Makes the First Offer

The Sales Readiness Blog

One frequently discussed issue by negotiation experts is when you should make the first offer in a negotiation. Conventional wisdom is to never make the first offer in a negotiation. After all, by making the first offer, you risk "showing your cards" too early and leaving money on the table. On the other hand, there are many cases where it is to your advantage to make the first offer.

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Dominating Demos: Steal This Sales Demo Playbook

Sales Hacker

Enterprise sales reps historically held a 29% win rate but as of 2023, it’s dropped below 20%. SMB sales reps have also seen their win rates drop to 17% from 21% In this masterclass with Mor Assouline you’ll learn how to give demos that are bulletproof in any economy. Don’t miss out on: How to set up next steps after your demo that prospects CAN’T WAIT to show up to.

Sales 77
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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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Nimble CRM Contact Syncing – Best Practices

Adaptive Business Services

Please note – While this article discusses Nimble CRM specifically, contact syncing between any two applications may raise similar concerns. Being able to sync your contacts between Nimble and another source is something that is welcomed by most users. It’s a great feature but, if not handled properly, it can create issues. There are a lot of moving parts and that alone contributes to the confusions regarding this feature.

CRM 71
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Time to competency: the new essential metric in sales onboarding


While employee cutbacks and attrition are widespread across sectors and roles at the moment, these numbers are especially concerning for sales— a department with historically high turnover at the best of times. In a webinar with former Bigtincan CMO Rusty Bishop, Forrester Principal Analyst Eric Zines explained why attrition is so bad for sales in particular.

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Managing and Organizing Your CRM Data


Your customer data is a treasure trove of valuable information you can utilize to increase revenue and drive business growth. Centralizing your data in a customer relationship management platform (CRM) is an effective way to manage data from multiple channels and ensure everyone on your team can access the information they need to close sales. Yet your CRM data is only helpful if it’s organized and accessible.

CRM 62
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The Adapter’s Advantage: Mark Schulman on Unlocking Your Rockstar Attitude


Welcome to The Adapter’s Advantage : Breakthrough Moments that Lead to Success. In this episode, we welcome Mark Schulman, rockstar keynote, performance driver, and drummer for P!NK! With more than 30 years of drumming experience, performing for sold-out audiences all over the world, he has a wealth of inspirational stories and advice that everyone can learn from.

Google 62
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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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Creating Custom Fields and Data Forms in Your CRM


A CRM provides valuable benefits for your entire company, giving your sales and marketing teams the customer data and insights they need to engage with the right audience and drive sales. It’s critical to follow certain best practices for managing that data to make sure your team always has the most accurate customer information available. One of the best strategies for using your CRM is implementing custom fields and data forms.

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What Sales Tools Look Like in Action

G2Crowd - Sales Blog

Sales tools are the lifeblood of any efficient sales process.

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How to Handle Rejection

Selling Energy

Rejection is something that many of us have to deal with on a regular basis, especially as sales professionals.

How To 81
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Nimble Revamps Email Templates: New Merge Tags for Elevated Outreaches

Nimble - Sales

We’re excited to announce that Nimble has redesigned our Email Templates/Tracking and Group Messaging features with New Merge Tags! Now every field in Nimble’s contact record can be used to personalize outreaches with our updated email template merge fields. These new features will now allow Nimble CRM customers to introduce a personal touch into each […] The post Nimble Revamps Email Templates: New Merge Tags for Elevated Outreaches appeared first on Nimble Blog.

CRM 59
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Enablement Woes: Put an End to Content-Related Frustrations

Content frustrations are all too real and it’s time to tackle them head on. Let’s start with marketing. How many times do you use limited resources to create content sellers ignore, while outdated, off-brand materials and messaging continue to be shared? And sellers - how many selling hours do you spend hunting for just the right content, and if you find it, tailoring to specific buyer’s needs becomes your next challenge.

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Boosting Sales Performance: Unearthing the Potential of Women in Sales with Lauren Bailey

Sales Hacker Training

In this insightful episode, Colin Campbell of Sales Hacker engages Lauren Bailey from Sales Bar, Factor Eight, and Girls Club in a thoughtful discussion on the dynamics of the sales industry. They delve into the underrepresentation of women in sales and the initiatives aimed at bridging the gender gap. The conversation emphasizes the importance of mentorship and community in fostering a more inclusive and diverse sales force.

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#ItStartsWithConversation: On passion, questions, and defining your story


Conversations are powerful; they are how we connect, learn, and grow. As we honor Asian American and Pacific Islander Heritage Month, we asked three Highspot employees to share stories of the conversations that have changed their lives, from finding your calling to defining your own journey. “Make mistakes and experience new things.” My parents immigrated to America from Vietnam.

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How To Build a Sales Pipeline: The Step-By-Step Guide


Although it’s helpful to put yourself in a prospect’s shoes to more fully understand your lead generation, sales funnel, and deal health processes, that’s often not enough. You also have to create and manage the experiences that take them from “potential customers” to “long-time fan.” That’s where the concept of a sales pipeline comes in. The term is so widely used that it’s practically a buzzword — one that refers to everything from a certain number of deals to the value of a qualified lead.

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The Impact of AI on Sales Enablement: A Game Changer? (video)


How AI is revolutionizing sales and enhancing the salesperson’s effectiveness Rev Ops is a centralized function that manages systems, strategy, and enablement, crucial for companies with a go-to-market strategy that requires collaboration across different departments and shared tools. In a recent podcast episode, John and Taft discussed the impact of technology on Rev Ops strategy and sales enablement, with a focus on the role of AI in sales.

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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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Revolutionize your B2B Success in 2023 with Account-Based Experience (ABX): A Winning Framework


Learn how to upgrade your B2B sales and marketing with Account-Based Experience (ABX). Discover key benefits and get a foolproof framework for implementation. The post Revolutionize your B2B Success in 2023 with Account-Based Experience (ABX): A Winning Framework appeared first on Revegy.

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? The Impact of AI on Sales Enablement: A Game Changer?


In this podcast episode, John Golden interviews Taft Love about Rev Ops, its definition, and its importance in today’s business world. They discuss the challenges of centralizing functions that traditionally belong to departments, the importance of customer experience, and the role of systems in Rev Ops. They also discuss the impact of technology on Rev Ops strategy and sales enablement, the role of AI in sales, and the importance of filtering out noise and focusing on quality over quantit

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How to Connect Thinkific and SamCart (and Why Do It?)

Sell Courses Online

SamCart and Thinkific are both powerful tools for building an online business. While SamCart is the most popular checkout … How to Connect Thinkific and SamCart (and Why Do It?

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Pros and Cons of Using APIs with SAP Commissions Software


At this point, most people in business have used or heard of APIs (Application Programming Interfaces). It’s a buzzword that is used frequently in relation to software.

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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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How KLA Group Uses AI for Marketing and Sales Clients

KLA Group

By Kendra Lee Welcome to the world of tomorrow – today!

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6 Steps to Creating an Effective Digital Marketing Strategy

Sales and Marketing Management

A solid digital marketing strategy is your finest weapon for customer engagement, brand building, lead generation and better sales. The post 6 Steps to Creating an Effective Digital Marketing Strategy appeared first on Sales & Marketing Management.

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The New and Improved Predictable Revenue

Predictable Revenue

Cristina Esposto and Gray Norman join the podcast to discuss new changes to the Predictable Revenue brand, changes in service offerings, and the new methodology. The post The New and Improved Predictable Revenue appeared first on Predictable Revenue.

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