Tue.Nov 03, 2020

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How to Keep Morale High While Working from Home

The Center for Sales Strategy

For some, the benefits of working from home are plenty. However, working from home is not for everyone, and experts say there are potential negative side effects to consider, such as feelings of isolation, loneliness, and disconnect. It’s estimated that 46% of employees don’t know what to do after a meeting — leading to confusion, frustration, and unproductivity.

How To 126
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Value By Any Other Name

The Pipeline

By Tibor Shanto. There is no doubt that VALUE is central to sales success. Buyers are looking to maximize value, vendors are focused on delivering value, value, value. Yet, most sellers do not have a clear and – actionable definition for value. This has held back the quality of conversation and may explain why some sales take as long as they do. Unlike roses, it’s not just value, by any other name.

Vendor 392
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Getting Personal Part 3: Personalized Recruiting

Zoominfo

It seems weird that the recruiting and hiring processes can often feel so impersonal, especially when it involves highly personal, highly human decision making. Yet in the sea of job descriptions and generic recruiter emails, it all starts to feel a little ingenuine. So how do we make recruitment personal again? What Is Personalized Recruiting? Personalized recruiting refers to the process of creating more detailed, tailored hiring and recruiting processes into your overall hiring strategy.

Hiring 173
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What Does This Metric Mean To Me?

Partners in Excellence

We measure a lot of stuff in sales. We have all sorts of pipeline metrics, activity metrics, prospecting metrics, account, territory, retention, renewal, mix, margin, and endless other metrics. We have an entire alphabet soup of metrics, including MQL, SQL, ARR, ACV, TCV, NPS, MRR, LTV, CAC, Churn, and XYZ (OK, I made that up—I think). We couldn’t manager our personal or organizational performance, without metrics, though, I’ve observed we tend to have too many metrics, and tho

Churn 146
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Cross-selling and Upselling in 2020

Zoominfo

Interesting tidbit: The probability of selling to a new prospect is 5–20%. The probability of selling to an existing customer is 60–70%. In 2020, with businesses in turmoil, many have shifted to focus on growing accounts by upselling more services and cross-selling new product lines. Repeat and loyal customers are more critical to a company’s success than in financially stressful periods.

Loyalty 162

More Trending

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Cross-selling and Upselling in 2020

Zoominfo

Interesting tidbit: The probability of selling to a new prospect is 5–20%. The probability of selling to an existing customer is 60–70%. In 2020, with businesses in turmoil, many have shifted to focus on growing accounts by upselling more services and cross-selling new product lines. Repeat and loyal customers are more critical to a company’s success than in financially stressful periods.

Loyalty 130
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8 Tips for Client Onboarding in an Uncertain Market

Chorus.ai

As a sales rep, enablement professional, or customer success manager in SaaS, don’t breathe a sigh of relief just because the ink has dried on a new customer deal. In fact, the client onboarding phase that follows a closed deal is one of the most decisive risk areas anywhere in the sales cycle. Knowing how to handle new clients in a changing market can be tough — and even under regular circumstances, not knowing how to handle them can hurt your business.

Churn 118
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Trying to Write a Business Plan Outline? Here are Some Useful Tips

Nimble - Sales

Have you hit on an excellent idea for a business? Writing up a business plan will help you determine if your idea is a viable one that could make substantial profits down the line. A solid business plan outline can go a long way to help you organize your ideas and thoughts. It can supply […]. The post Trying to Write a Business Plan Outline? Here are Some Useful Tips appeared first on Nimble Blog.

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What Breaks in Sales Organizations When Going From Seed to Series A?

Crunchbase

Here’s what the move from Seed to Series A looks like for revenue or sales organizations. The dollar amount of funding will vary , but usually, how these rounds differ is in moving away from a primarily founder-led sale–you may have a small sales organization of 2-5 people, but the founder is still leading most sales. In the early days, the main focus is just getting to $1 million annual recurring revenue, and you’re not really thinking about replicability.

Hiring 115
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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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#WhyWeTrain: On Launching Your Career

Highspot

But like any other skill, the ability to successfully navigate the world of work can be learned. Year Up, an organization dedicated to closing the Opportunity Divide, and one of our community partners, knows this well. Through a rigorous curriculum, Year Up provides young adults with the professional and technical skills they need to launch successful careers.

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Customer Retention Priorities vs. Wallet Share Growth: Will There Ever Be More Overlap?

Product Management University

Product managers, there’s never going to be a time where customer retention priorities and wallet share growth opportunities have more overlap, i.e., not at odds. Think about it. The pandemic has forced a lot of businesses to go directly to their customer base for growth as new logos are harder to come by. If you’re one of them read on. One of our current clients offers a CRM add-on solution that helps high-tech companies grow revenue and wallet share in existing customer accounts.

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Content For Increased Sales Enablement: A User’s Guide

Predictable Revenue

Accept the new normal, and keep your sales team calm and motivated during difficult times. The post Content For Increased Sales Enablement: A User’s Guide appeared first on Predictable Revenue.

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3 Ways Artificial Intelligence Transforms Your CRM

Miller Heiman Group

With rapidly shifting buyer expectations, sales teams and leaders have an unprecedented challenge to provide insight and value to customer in a strategic way. Artificial intelligence helps modern sales teams better understand customer needs and sell more effectively. The power of machine learning guides teams to make better and more informed decisions.

CRM 90
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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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Women of all ages For Sale – Finding The next Woman

Selling Fearlessly

There are many reasons to search for girls for sale. Many have an optimistic benefit if you are in the market for anything specific and some of the more usual reasons happen to be listed below. Many people believe that buying women that you can buy is something that they should perform because they would […].

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Top 8 Use Cases for Sales Enablement Solutions

Allego

Business has changed. Distributed work environments, increasingly educated buyers, a larger and more diverse group of stakeholders, and tougher competitive pressures—not to mention the pandemic—have created unique challenges for today’s go-to-market organizations. Research reveals the obstacles many companies face: 84% of buyers want sellers who are fluent in their industry, business, and products (Forrester), yet 60-70% of sales content is never used (SiriusDecisions).

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PODCAST 134: What Great Teams and Great Leaders Hold in Common with Ilan Jacobson

Sales Hacker

If you missed episode 133, check it out here: How to Go From Startup to Pre-IPO: Unexpected Lessons From a 20-Year Sales Veteran with Jim Donovan. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:09]. Who is Ilan Jacobson and what is FirePower Capital?[2:00]. What makes great companies great?

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Cincom and Reenhanced Announce Partnership

Cincom Smart Selling

Companies join forces to deliver a better way to configure, price and quote complex products and services. Cincinnati, OH (November 2, 2020) – Cincom Systems, Inc., a global supplier of enterprise software solutions, announced today that it has entered into a partnership with Reenhanced to implement CPQSync by Cincom. Reenhanced is a certified Microsoft partner that specializes in CRM implementations.

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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Onboarding Reps Virtually: 7 Steps Sales Leaders Must Take

LevelJump

As a sales leader, it’s assumed that you’re good at adapting to change. Which is important because the current environment needs great sales leaders who are nimble and can successfully pivot. Most sales forces have had to shift from in-person to virtual onboarding, but there are ways to make your team stand out and succeed despite the change. A first-rate onboarding process will push new reps closer to their first deal and achieve the team’s goals.

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?? Consumer Psychology and Sales and Marketing Alignment

Pipeliner

When we buy something, we usually choose one item from many alternatives. Thus, today’s guest in Expert Insight Interview is Dr. Michael Barbera, and he discusses consumer psychology and the alignment between sales and marketing. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 Consumer Psychology and Sales and Marketing Alignment appeared first on SalesPOP!

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DMA Awards Finalists Show Bold Creativity in Times of Chaos

Appbuddy

It certainly has been a challenging year for everyone, but amidst the chaos and confusion that has come with 2020, there have been some truly excellent marketing campaigns from companies of all sizes and across sectors. These campaigns have illustrated the resiliency of the marketing profession, and the unbridled creativity that exists within the sector, even in the face of a pandemic.

Loyalty 52
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?? Leadership Insights from Antarctica

Pipeliner

Leadership roles sometimes might take you to the most intense and extreme places in the world. So, in today’s Expert Insight Interview, we discuss leadership insights from Antarctica with Rachel Robertson. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 Leadership Insights from Antarctica appeared first on SalesPOP!

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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Overcoming the “I’m Moving!” Objection

Selling Energy

When you’re selling efficiency solutions in landlord/tenant settings, there are times where you’ll hear the “I’m moving” objection. It comes in two flavors.

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Precise Account Management Through CRM

Pipeliner

Account management is a considerable job—and one of the most important for a sales professional. Account management consists of several key functions, all of which add up to happy customers. Account management is most precisely conducted through CRM. Existing accounts are the foundation and stability of a company. Moreover, it is far less complex and costly to keep an existing account satisfied and happy than it is generating new business.

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The role of an Opportunity Coach

Infoteam Consulting

I was recently asked by a client to describe the role of an internal Opportunity Coach/Challenger and I thought that this description could be useful for you as well.

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Sales Calls Tips

Accent Technologies

The post Sales Calls Tips appeared first on Accent Technologies.

Sales 52
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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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Using Artificial Intelligence to Create a High Definition Customer Experience

SugarCRM

In the early 2000s, I can vividly remember walking into a local electronics store and catching a glimpse of a high definition television for the first time. The quality of the visuals took television to a new level and made it feel like a truly immersive experience. It was streaks ahead of the grainy box that was sitting in my living room and I knew then it would revolutionize home entertainment.

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Power, Predictive, and Preview: What to look for in a sales dialer

Groove.co

Sales Dialers can be powerful tools for revenue teams looking to maximize efficiency for high-volume outbound calling initiatives. There are many types, features, and functionalities to choose from, however, and it can be difficult selecting the right one for your team’s needs. Whether you’ve got a team full of hungry outside sales reps, inside sales practitioners, or a mix of both, we’re here to help you identify what’s important for your sales team when considering a sales dialer.

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Introducing Sales Hacker’s New Community Leaders

Sales Hacker

At Sales Hacker, our Community Leaders help build relationships with our members. They are a part of every conversation that is had on our site, and they help bring other experts into the discussions. Our 2020 Community Leaders went through an extensive application and interview process, which means we are confident in their ability to provide members with the best advice possible.

Hiring 114