Wed.Jul 01, 2020

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5 Ways to Uncover Hidden Revenue in Strategic Accounts

SBI

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. Now, with the economic uncertainties of 2020, sales teams of all sizes are desperate for a more strategic approach to building dependable and ongoing opportunities to optimize customer revenue in their most strategic accounts. Customer revenue optimization (CRO) is achieved through the processes and enabling technologies that help organizations identify the optimal path to revenue

Account 181
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How To Be More Collaborative With Your Data

Zoominfo

Trying to communicate with someone who speaks a different language can be difficult. When we find ourselves in these kinds of situations, we often rely on commonalities — things that are fundamentally true across cultures. Sales and marketing often speak different languages: Convert vs Close, Prospect vs Leads, Sales cycle vs Marketing funnel.

Data 246
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Do You Have a People Problem or The Wrong Sales Structure?

The Center for Sales Strategy

How do you know if you have a sales structure problem? Too often, sales organizations are evaluated single-handily by their results. If your company isn’t hitting targets and sale goals aren’t being achieved, the blame falls on not having the right salespeople. But, is the source of lost revenue really a “people” problem? Underperformance is easily blamed on salespeople because data often helps support the claims.

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Survey Results: How Market Leading Companies Plan to Make the 2020 Number

SBI Growth

We recently wrote about the emergence of the Chief Customer Officer and took that opportunity to survey CCO’s about how they will make their 2020 number. We found that companies had initially been planning on nearly 31% of their 2020.

Survey 292
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Sales & Marketing Alignment: How to Synergize for Success

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.

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Some customers are more important than others.

Membrain

In sales and marketing, we often talk about customer segmentation in the context of prospecting. The practice often starts with dividing potential customers into groups according to firmographic criteria such as geography, size, and industry.

Customer 135

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Our Latest Podcasts: Keeping Pipelines Moving

Force Management

The goal of this month's episodes was to highlight the key things sales leaders, managers and reps should be focusing on to improve pipeline health and increase margins. Check out our rundown of episodes below. Use them as ways to keep yourself and your sales teams motivated. Each episode is available on your favorite podcast player, so you can easily download, listen and share.

Pipeline 105
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Virtual Training Best Practices: How to Get and Keep Attention and Engagement

RAIN Group

Engagement Threshold (noun): The point at which attention is captured and maintained, and below which is lost. We teach the concept of the engagement threshold to sellers that need to hold buyers’ attention in virtual sales meetings. When we teach it to sellers, we need to gain and keep their attention. It’s never been easy, but in a virtual environment, it’s significantly more difficult.

Training 111
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Your Value is Like a Homemade Chocolate Chip Cookie

KLA Group

By Kendra Lee I love to bake. Every Sunday I make three batches of chocolate chip cookies for my family of three boys. Friends who stop by know the cookie jar will be full and ask to dip in. No kid or adult is immune, and they can never stop at just one. Yum! These […]. The post Your Value is Like a Homemade Chocolate Chip Cookie first appeared on KLA Group - Denver.

Groups 109
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6 Ways Poor Leadership Impacts Your Business

criteria for success

Poor leadership has devastating effects on any team. Why? Because a leader is so much more than just a figurehead. Anyone who holds a position of authority has the responsibility to ensure all team members are working together towards a collective goal. Leaders are a valuable part of any business because they determine the pace and progress of work.

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How Intent Data Helps Marketers Convert A-List Accounts

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.

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Your Value is Like a Homemade Chocolate Chip Cookie

KLA Group

By Kendra Lee I love to bake. Every Sunday I make three batches of chocolate chip cookies for my family of three boys. Friends who stop by know the cookie jar will be full and ask to dip in. No kid or adult is immune, and they can never stop at just one. Yum! These […].

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Are You Planning To Lead?

Pipeliner

Success comes to those willing to leave the crowd behind while planning to lead. The learning curve with hurdles included will slow us down. But when we seemingly move slower than a turtle, we pause to ask, is today the day we cut our losses? Subconscious thinking commands our actions. The power of positive thinking can be the game-changer for becoming a leader.

Leads 98
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10 Books Every Sales Leader Should Read This Summer

InsideSales.com

“Think before you speak. Read before you think.” – Fran Lebowitz. Every great leader is constantly striving to improve and be a thought leader in their industry. To be a truly effective leader, you must also be an effective learner. Reading about others in your industry and their experiences will not only help you be aware of the current happenings going on but it will also help you develop the ability to learn, adapt, and grow. .

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Frequently Asked Questions About Xactly Connect

Canidium

Learn what Xactly Connect does for your sales process, how much it costs, and how you can use it by watching this short video by Chrissy Johnson, Canidium's Xactly Technical Practice Lead!

Video 98
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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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7 proven prospecting techniques to add rocket fuel to your growth

PandaDoc

Creating new sales opportunities and achieving stable growth is the goal of every company. Precision prospecting is the first step towards reaching new revenue heights. Prospecting is the process of searching for potential buyers (the prospects) that are good fits for your service or product and then communicating with them in a way that moves them to the next stage of a sales pipeline.

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Five Tips for Selling to SMBs

Crunchbase

If you’re going to sell to small and medium-sized businesses, you have to do it as an intentional part of your strategy, and tailor not just your pricing but your entire approach, which might include your process, product, training and support. . SMB is a segment in its own right; to be successful selling to this audience, you need to remove barriers, understand why and how they buy, and adopt the right mindset to ensure success with this market. .

Scale 102
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Beer Sales And Merchandising Tips From an Industry Expert

Repsly

Selling beer is easier said than done - you know that. Your team works hard to brew delicious beer and build a unique brand image. Your sales reps fight tooth and nail to get your cases in as many stores as they can. Unfortunately, that’s only half the battle. To actually get your beer into the hands of consumers, your brand has to outperform your competitors at the point of sale - the liquor store.

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16 Songs To Get Your Sales Reps Pumped

InsideSales.com

We have a list of 16 great pumped up songs for your sales representative teams. There are well known sing-a-long classics, along with some to get you thinking. We even included a few to get those feet tapping. RELATED: How To Keep Your Sales Team Motivated During The Holidays. In this article: How Music Can Motivate Salespeople. You Gotta Want It – Roberta Gold.

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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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How to Adapt & Succeed When Pivoting to an Inside Sales Strategy

Sales Hacker

One of the professions that’s seen the most pandemic upheaval due to COVID-19 is outside sales. Sellers who typically meet with clients and customers face-to-face have been forced to sell remotely. And this can be a difficult adjustment to make. And while many cities are starting to relax their self-quarantine mandates, things won’t be completely normal again for quite some time.

Pivotal 80
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How to Use Nimble CRM to Search for a New Job

Nimble - Sales

Looking for a new job is a job in itself. It takes an incredible amount of time and effort. You spend hours and hours on research, making adjustments to your resume, tailoring cover letters, applications, and sending follow-ups after your interviews. In order to stand out from the crowd and get a chance of an […]. The post How to Use Nimble CRM to Search for a New Job appeared first on Nimble Blog.

CRM 110
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Be Responsive But Busy – Sales 101

Adaptive Business Services

Anybody who has spent anytime around me knows that I am of the strong opinion that nowadays the bar has been set so incredibly low that any salesperson can set themselves ahead of any competitor by only doing one simple thing … return calls and answer emails. Be responsive. You don’t believe me? Be honest now. As a buyer , how often do salespeople respond to your messages in a timely manner?

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How a CRM Can Help You Cash In on Hyperlocal Marketing

Nimble - Sales

Customer relationship management (CRM) software is all about building business relations with your current and potential customers. A CRM tool can help you offer more appropriate help to people based on their stage in the sales journey, needs, budget, and more. Geography is another customer attribute worth paying attention to while working with your CRM […].

CRM 108
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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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The Changing Nature of Qualification in Sales

Anthony Iannarino

A lot has changed in sales over the last couple of decades. One of them is how we think about qualifying prospective clients. Recently, I have seen comments suggesting that one should not use cold calls to schedule a meeting but to qualify a potential client instead. Others have stated that one should “always be qualifying,” the conclusion of which is that when things don’t exactly go as you wish, you disqualify the prospective client and end your pursuit.

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How to Plan a Successful Virtual Sales QBR

BrainShark

Sales QBRs may look a little different these days. With sales and client-facing teams working from home, here are some tips for planning a successful virtual sales QBR. .

How To 71
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Allego Interview: George Donovan on Managing High-Performing Virtual Teams

Allego

Technology has the potential to exponentially improve sales performance, especially now that sales and many other teams are working remotely. To dive into this topic, we sat down with George Donovan, chief revenue officer of Allego. George is a proven sales leave leader with over 20 years of experience in sales, operations, marketing and sales enablement.

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Animal Style Personality

Pipeliner

For any relationship, whether it’s an emotional or a business one, knowing each other’s personality styles is very important and beneficial. New Expert Insight Interview brings a conversation with Paul Casey, a professional speaker, and coach, who will introduce you to four kinds of animal style personalities. This interview explores: The types of animal style personalities.

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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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9 Strategies to Accelerate Your Sales Revenue

InsideSales.com

In times of high productivity, you may turn your focus to KPI’s to manage and monitor the flow of sales through your business. However, even in times of growth, it remains an important key factor of all businesses to keep strategizing for the potential growth of sales revenue. Sales acceleration is a crucial factor in ensuring that all aspects and resources of your business are moving forward.

Revenue 58
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RightBound 3×3 -> Tenbound Market Map double click!

Tenbound

Tenbound Market Map double click! 3 facts in 3 minutes with RightBound RightBound Value Proposition Competitive differentiator Case study. Source.

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Lean startup experiments: Hiring humans instead of building technology

Close

Back in the days when we ran our sales consultancy and sales outsourcing company, we did a lot of cold calling for Silicon Valley technology companies. One of our clients was selling software directly to doctors. And the main challenge we had with this was that doctors are really hard to reach.

Hiring 52