Miller Heiman Group

APRIL 16, 2020

Every touchpoint with a customer matters when it comes to delivering on your organization’s customer experience strategy. But some touchpoints matter to customers more than others. In a recent survey of 5,500 global consumers, 47% reported feeling annoyed when they didn’t get a real person on the phone. And most respondents (43%) said they prefer to communicate by phone or in person (37%) compared to by email (18%) or text (2%).

Face-to-face 74

Face-to-face Loyalty Retail Social Media 74

Sales 2.0

APRIL 16, 2020

Data from Bloomberg’s economists say we are in a recession. We’re starting to get familiar with how our lives are affected by the health issues inherent in this COVID-19 crisis but the economic consequences are just kicking in. These economic issues are very likely even bigger than the health issues, at least in terms of how many people are affected. (17 million unemployment claims in 3 weeks is off the charts vs. anything seen since the 1930s.).

Face-to-face 243

Face-to-face Social Media Discount Lead Rank 243

No More Cold Calling

APRIL 16, 2020

Why do you trust some people and not others? Trust is a word we use indiscriminately, but we do not trust indiscriminately. How do we define trust? How do we get our arms around such an emotional word? That’s a tough question to answer, because it depends on the person, and sometimes it depends on the times. Right now, in the midst of a global health emergency and a global financial crisis , we’re all asking ourselves who to trust.

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

Zoominfo

APRIL 16, 2020

Discord between marketing and sales departments is an age-old story. The marketing team gets annoyed at the sales team for failing to follow up on leads. And in return, the sales team is annoyed with the marketing team for generating low-quality leads in the first place. Enough! Learn tried and true tactics to better align these two critical teams for higher revenue.

Revenue 264

Revenue Marketing How To Follow-up 264

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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.

Follow-up

Sales Hacker

APRIL 16, 2020

Facing the pandemic and related challenges all over the world, the need for change is huge. That’s true in all areas of our lives — including how we run our businesses. Looking at the sales space, we are facing a few very specific challenges. Buyers are in fear, postponing decisions and cutting budgets. As a result, all selling approaches that focus on selling a product or taking an order will fail.

Sales Enablement 104

Sales Enablement Hiring Face-to-face How To 104

Predictable Revenue

APRIL 16, 2020

How does one marry that reality – that companies are still trying to sell and grow – with the fact that society has been effectively turned upside down and prospects may not be as interested in buying? The post How to Adjust Outbound Sales to This Challenging Professional Climate with Jason Bay appeared first on Predictable Revenue.

Outbound 91

Outbound How To Revenue Prospecting 91

G2Crowd - Sales Blog

APRIL 16, 2020

When presented with a task, our first thought is to explore options on the best way to approach it.

How To 130

How To Sales 130

Pipeliner

APRIL 16, 2020

In turbulent times, it’s especially critical to stay connected with others, to help and to serve. While we typically think first of family and friends, our connections with clients and prospects in difficult times are important as well. In Sandler Enterprise Selling, we teach a process that adds clarity to these business connections and, given the dynamic nature of selling, it’s refreshed frequently.

Ideal Customer Profile 92

Ideal Customer Profile Account Enterprise Enterprise 92

Nimble - Sales

APRIL 16, 2020

Why does one need to know negotiation methods? In fact, you negotiate more often than you think, not only at business meetings but also in your everyday life. Every time you need to get something out of your opponent (be it your boss, spouse, family member, or coworker), you are negotiating. So why not study […]. The post Best Tools, Techniques, and Tactics for Effective Negotiation appeared first on Nimble Blog.

Negotiation 120

Negotiation Tools Study Meeting 120

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

Retail

Pipeliner

APRIL 16, 2020

Digitalization is an actual concept and no longer an option. Currently, customers have more information and demand for better services. This requires time and technology, a request that can’t be offered by the evolving business world. Organizations need to work fast and effectively beyond expectations or loss to their competitors. However, what do the organization need to accelerate their success in the business world?

Software 87

Software Software Small Business Small Business 87

Cincom Smart Selling

APRIL 16, 2020

Managed service provider sales requires an outcome-based selling focus. Product, especially complex-product sales , may benefit from an outcome-based focus, but benefits and features still play an important role for the buyer. Buyers of managed services, especially the decision-makers and influencers, are almost entirely concerned with their vision of success.

Decision Maker 77

Decision Maker Scale Influencer Proposal 77

Mindtickle

APRIL 16, 2020

Whether you’re a sales enablement leader responsible for sales certification or an L&D practitioner ensuring your customer-facing teams are trained, you’re likely strategizing on how to engage and coach your remote teams. Typically, you’d develop a bootcamp for in-depth training, but these aren’t normal times. Your challenge is creating a virtual equivalent to the traditional 5-day sales certification in-person bootcamp slated for the end of the quarter.

Webinar Metrics 81

Webinar Metrics Face-to-face Construction Incentives 81

The Center for Sales Strategy

APRIL 16, 2020

Most people would agree that their world feels as though it has recently flipped upside-down! In this brand new world of social distancing, we’re scrambling to figure out how to be productive in an unplanned work from home environment —and also remain engaged. Even in a strong business climate (like we had just weeks ago), company culture and employee engagement are vital to the success of an organization.

How To 75

How To Retention Account Revenue 75

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Campaigns

Sales Evangelist

APRIL 16, 2020

How To Build A Sales Engine That Will Land Massive Deals – Repeatedly Every sales person wants to build a sales engine that will land them improve their business, earn massive deals, and generate future sales. In this episode, we’ll talk about how to move toward these goals. Lisa Magnuson’s whole career has been in sales, specifically in sales management and sales leadership.

Engineering 80

Engineering Lead Rank Lead Scoring How To 80

Canidium

APRIL 16, 2020

How does your sales organization (or even more broadly your company) plan for the "what could happen’s?” and the "what if’s?” You may not always be able to change what's happening in the world around you, but you can adjust the way your organization reacts and try to turn the impact into something positive. As daunting as this task may feel, there is a reason for diving deep into the data and reworking your action plan, even when faced with a situation that defies prediction and hampers forecast

Data 80

Data Company Face-to-face Forecasting 80

Mindtickle

APRIL 16, 2020

Business reviews are especially critical at the moment in aligning sales and management teams to adjusted targets, current quarter forecasts as well as a unified and standardized message. With no options to meet face-to-face, it is imperative that your virtual replanning and review strategy be one that is inclusive and prescriptive, including collaboration with internal departments that have a stake in ensuring messaging and sales execution is done correctly.

Face-to-face 78

Face-to-face Territories Exercises Video 78

Cience

APRIL 16, 2020

On April 6th, The Financial Times revealed CIENCE as #31 on its inaugural listing of the fastest-growing privately-held companies in America. This list provides a view of the companies experiencing fast growth and success despite the unpredictable conditions of today’s economy. Top 500 companies in the Americas have achieved the highest growth in revenues between 2015 and 2018 and were included in this list.

Lead Rank 77

Lead Rank Lead Scoring Company Outbound 77

Advertiser: ZoomInfo

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

Intent Data

Mindtickle

APRIL 16, 2020

Sales enablement provides sales teams with the resources they need to sell more effectively. A successful program allows reps to engage more successfully with target buyers and more consistently meet—or even exceed—sales goals. With the right sales enablement strategy —and the platform to match—enabling a sales team is easier and more data-driven than ever before.

Sales Enablement 78

Sales Enablement Tools Scale Hiring 78

Corporate Visions

APRIL 16, 2020

The post Customer Churn is Coming. What Can You Do? by Tim Riesterer appeared first on Corporate Visions. Recent research from Gainsight , a customer success software company, paints a gloomy picture for technology companies when it comes to customer renewals and upsells. Of the survey respondents, consisting of top-performing private cloud and SaaS companies: 77.5 percent believe their net retention rate will decrease between 3-20 percent compared to their original business plans.

Churn 76

Churn Customer Retention Travel 76

Mindtickle

APRIL 16, 2020

There’s no denying that metrics are important in every aspect of business. However, they’re particularly crucial in sales. Here’s why: Sales teams can’t rely on their intuition to improve. Instead, they must track essential metrics so they can evaluate their performance with accuracy, improve key skills, and increase visibility among management for planning and reporting. .

Hiring 72

Hiring Retention Sales Enablement Sales Cycle 72

Sales Hacker

APRIL 16, 2020

Facing the COVID-19 pandemic and the related challenges all over the world, the need for change is huge. That’s true in all areas of our lives — including how we run our businesses. Looking at the sales space, we are facing a few very specific challenges. Buyers are in fear, postponing decisions and cutting budgets. As a result, all selling approaches that focus on selling a product or taking an order will fail.

Sales Enablement 69

Sales Enablement Hiring Face-to-face Lead Rank 69

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Sales

Chorus.ai

APRIL 16, 2020

Watch the Video. In today’s Daily Briefing, Jim Benton was joined by Matt Amundson , the CMO of EverString. They discussed the impact of COVID on pipeline and how sales and marketing teams are pivoting to address increasing deal risks. Here are the numbers: Big signals of risk like time delay mentions continue to tick upward from pre-COVID levels Since pre-COVID, RIFs mentions are up 121% and “Not Hiring” is up 151% indicating strapped budgets Before diving into the data, they opened up the conv

Hiring 62

Hiring Segment Pivotal Pipeline 62

Xvoyant

APRIL 16, 2020

by Steve Jensen. 4 min read. Connect, connect, connect. With an entirely remote sales team, your saving grace is the 1:1. You can’t walk down the hall and pop into your salespeople’s office. You can’t catch them by the water cooler. You can’t suggest a lunch meeting at a local sports bar. These face-to-face interactions have been the staple of sales team management, but the opportunities have vanished (at least, temporarily).

Coaching 62

Coaching Sales Coaching Face-to-face SalesForce 62

Fill the Funnel

APRIL 16, 2020

If you’re facing some life challenges, it can be hard to remember that it’s normal to have obstacles crop up from time to time. Everyone has setbacks, disappointments, and tough times. But going through a rough patch doesn’t have to spoil your life. The key to thriving in the face of adversity is how you […]. The post 5 Strategies for Embracing Obstacles appeared first on Fill the Funnel.

Strategy 62

Strategy Face-to-face Funnel Top of Funnel 62

Troops

APRIL 16, 2020

Frontline managers have some of the most difficult jobs in sales. You manage anywhere from four to eight sales reps on a day-to-day basis, helping them win deals and grow their careers. Meanwhile, you’re handling exceptions, monitoring the pipeline, reporting sales forecasts up to executives, and bringing new initiatives back to the team. Exceptional frontline managers do all of that and more, all while hitting their numbers.

Sales Management 62

Sales Management Sales Forecasts Forecasting Report 62

Advertiser: ZoomInfo

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

Lead Qualification

G2Crowd - Sales Blog

APRIL 16, 2020

Selling on Amazon often feels mysterious.

How To 117

How To Sales 117

Carew International

APRIL 16, 2020

Article title is a quote by Judith Orloff. A foundational element of Carew sales training programs is the importance of truly understanding customer needs. To provide sales professionals with a repeatable process to follow when it comes to understanding customers’ needs, we developed LAER: The Bonding Process®. Those familiar with LAER can attest to its power in helping to identify customers’ needs from their perspective and clarify what’s important to them efficiently.

Training 56

Training Benefit Positioning Customer 56

Sandler Training

APRIL 16, 2020

Mike Montague interviews Bob Burg on How to Succeed at Being a Go-Giver. The post How to Succeed at Being a Go-Giver appeared first on Sandler Training.

How To 58

How To Training 58