Thu.Sep 10, 2020

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Five years in customer experience at Nutshell

Nutshell

It’s not every day that we get to celebrate milestones in our lives. As Nutshell’s new VP of Customer Experience, I took the chance to reflect on my journey to this point, and wanted to tell my own Nutshell story. I remember walking past the Nutshell office in downtown Ann Arbor a few times before I applied. At that time, I was frequenting a favorite breakfast spot next door, Afternoon Delight, before heading to a job that I thought would open doors to a career but was actually teaching me that

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Navigating the Digital Disruption to Your Sales Channel Strategy

SBI Growth

If you are reading this article and you work in the B2B space, you have most likely been inundated with buzzwords surrounding Digital and how it is disrupting your industry: Digital strategy, digital transformation, eCommerce, big data, IoT, AI, and.

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Most Companies Can Boost Sales From 30-100% in Just One to Two Years

Understanding the Sales Force

Your teenage daughter, growing 4-6 inches per year, asks for two new pairs of sneakers. She's already outgrowing 3 pairs each year and these two, which are completely unnecessary, would keep her in fashionable footwear for only a few months. It would make total sense for you to say, "Let's wait a few months until you've stopped growing so fast.". An employee asks for a new car, believing that an SUV crossover (not the Maserati in the picture!

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How To Use Sales Dialers To Close Deals Faster

Zoominfo

Imagine having to call 50-100 people in a day. All of those numbers, voicemails, busy signals, etc. It sounds crazy right? And imagine doing it with no help from technology. It’s just you and the phone. While dialing a list of phone numbers might not sound that complicated, it’s a lot more nuanced than just going down an alphabetized list of names. You might not think that automatic sales dialers have that much to offer you.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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From Sales Science to Sales 3.0 Come Along

The Pipeline

By Tibor Shanto. Big day today, thanks to our new virtual comfort, I am presenting at two different events, sharing best practices. From Sales Science to Sales 3.0, come along. One at noon Eastern, the second at 2:20 ET, all you need is to grab your coffee and notebook and may a sandwich between the two. Follow The Science. Starting off with my friend Bob Howard, founder and CEO at Contact Science.

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60 Stats to Know About Entrepreneurship in 2020

Hubspot Sales

As 2019 came to a close, entrepreneurs and small business owners held a strong sense of optimism. In fact, 82% of small business owners surveyed in the Bank of America Small Business Owner Snapshot expected to end 2019 bringing in more revenue than the year before. When picturing the year ahead, 69% of respondents said they expected to expand their businesses, and 59% expected increased revenue for 2020.

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How To Use Sales Dialers To Close Deals Faster

Zoominfo

Imagine having to call 50-100 people in a day. All of those numbers, voicemails, busy signals, etc. It sounds crazy right? And imagine doing it with no help from technology. It’s just you and the phone. While dialing a list of phone numbers might not sound that complicated, it’s a lot more nuanced than just going down an alphabetized list of names. You might not think that automatic sales dialers have that much to offer you.

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Practical Ways Of Using An Ideal Customer Profile In Marketing

Vainu

Marketers want to be heard. They want to deliver a message with maximum impact. Fat chance without a thorough and comprehensive knowledge of their audience. Do you even know you’re communicating what your audience wants to hear? An ideal customer profile, a hypothetical description of a perfect-fit customer, can inform your entire sales and marketing strategies, ensuring you allocate your resources to those prospects who will provide the most value to your company.

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Critical Elements of Proactive Client Retention

Sandler Training

Everyone loves a good quiz and the Sandler Research Center has a tricky question for any business leader responsible for customer success or net revenue retention. The post Critical Elements of Proactive Client Retention appeared first on Sandler Training.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

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

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Nailing your team’s talk-track, doubling numbers and finding their purpose

Predictable Revenue

Why crisis is the death of transactional sales, the metaphorical mint for bad “commission breath”, how to sellers can find their own noble purpose, the impact that has on the business and seller, and much more! The post Nailing your team’s talk-track, doubling numbers and finding their purpose appeared first on Predictable Revenue.

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Adapter’s Advantage Podcast: Episode 9 Featuring Josh Bersin

Allego

Welcome to The Adapter’s Advantage: Breakthrough Moments that Lead to Success. In this episode, industry analyst Josh Bersin shares why we’re seeing explosive growth in learning during the pandemic and how his lowest moment ended up being a pivotal career turning point. As a globally known industry analyst, educator, and thought leader in all aspects of HR, leadership, and HR technology, Bersin produces sought-after research and analysis on the topics of corporate human resources, talent m

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Strategies for Powerful, Virtual Sales Conversations: 3-Steps for a Powerful Close – Episode 7

SalesProInsider

In this installment of Virtual Selling; Concrete Results episode – I’ll share an easy-to-implement strategy for increasing your probability of securing a decision or commitment at the end of your virtual sales conversation. Stalled Opportunities and Ghosting. One of the most challenging outcomes for sales conversations that I hear about are stalled opportunities and ghosting.

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Show Your Sales People You Care About Them

Sales Manager Now

I have a few points I’d like to share on how to show your sales people you care about them. When people know that you care about them, then they will care about what you ask and expect of them.… The post Show Your Sales People You Care About Them appeared first on Sales Manager Now.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.

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How We Will Sell Virtually in the Future

Anthony Iannarino

The value of virtual selling exists on a continuum, going from simple, transactional sales to large, complex sales. Because the outcomes on these poles are so different, virtual selling will operate differently depending on the type of sale. Larger, Complex Deals Will Include More Face-To-Face Meetings. While many companies and sales leaders believe that virtual sales will eliminate the need to travel, that outcome is unlikely.

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Two Keys to Success in Large Territory Account Management

Sandler Training

This is a question we often hear from sales leaders, and it’s a topic that we could spend hours, days, or weeks examining in depth. In this brief article, we’ll look at two powerful resources that can keep sales teams (and sales leaders) on track: the KARE profiling system and the Pursuit Navigator tool – both of which were created by Sandler. The post Two Keys to Success in Large Territory Account Management appeared first on Sandler Training.

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How Do I Know Where My Prospect is on the Buyer’s Journey?

The Center for Sales Strategy

Your clients and prospects are on a predictable journey to making a purchase. You have a much better chance at success if you understand their buyer’s journey. The model we present to clients expands on the traditional Awareness-Consideration-Decision stages. This helps us look at things from the mind of your client or prospect. B2B sales professionals must understand the buyer’s journey.

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Try These 10 Writing Hacks to Turn Your CTAs into Lead Magnets

Nimble - Sales

We’re excited to share this webinar with all of you! Nimble CEO Jon Ferrara is joined by social media writing expert and CEO of Lately Kate Bradley Chernis. Most of us would prefer someone else to do our writing for us. However, we all need to be skilled writers to effectively communicate with our customers and […]. The post Try These 10 Writing Hacks to Turn Your CTAs into Lead Magnets appeared first on Nimble Blog.

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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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SAP CPQ and Various Forms of Manufacturing

Canidium

CPQ can be an effective tool for configuration, pricing and quoting in discrete manufacturing. A quick, and high level, example is; what is the difference between discrete manufacturing, process manufacturing and engineer-to-order?

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Growing Your Strategic Account Footprint

Revegy

Growing Revenue: Pause or Push Forward? Part 2: Growing Your Strategic Account Footprint. “We’ve had one of these before when the dot-com bubble burst. What I told our company was that we were just going to invest our way through the downturn, that we weren’t going to lay off people, that we’d taken a tremendous amount of effort to get them into Apple in the first place — the last thing we were going to do is lay them off.

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{Top Sales Magazine} Lead in Virtual Selling With RICH™ Content

Mereo

In late 2019, the International Air Transport Association (IATA) published the “Economic Performance of the Airline Industry” report. It predicted a 4.1% growth in global air traffic demand in 2020. Then the global pandemic undermined this forecast as borders closed, social distancing ensued, and sales executives slashed travel budgets for their teams through the rest of this year and into next.

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How to Bolster Your Sales Talent Pipeline

Highspot

With the war for sales talent at an all-time high, scaling your team with top performers is a tall task. Or is it? Many leaders rely on the tried-and-true method of sourcing A-level salespeople externally, but recruiting isn’t the only way to find the next generation of great salespeople. Talent can be homegrown. Your employees — especially those early in their career — are hungry for growth.

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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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Changing Sales Velocity and Sales Cycle Analysis in Q3

Chorus.ai

Watch This Week's Episode. CLICK TO VIEW. This week’s Weekly Briefing featured data on the state of sales cycles and sales velocity in this new normal. Jim Benton was joined by Dan Wardle , VP of Revenue at Vidyard , to discuss the insights behind the data, and what sales cycles and velocity look like on the ground. Vidyard - which boasts a sales team of 50 plus CSMs that handle strategic customers - has become a necessity for sales teams over the past few months.

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Accelerating Growth Through the Recovery

Sandler Training

Here is the reality - if you want to emerge stronger from this crisis environment and into the recovery, you’ve got to be spending this time “watching the tape.” That means, analyzing what you’re doing and identifying what you need to change to do better. The post Accelerating Growth Through the Recovery appeared first on Sandler Training.

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How to Run a Content Scavenger Hunt to Drive Your Sales Enablement

LevelJump

Who doesn't like scavenger hunts? We'll do you one better: what if the next scavenger hunt could help you save significant resources and play a vital role in your sales enablement process? That might sound a bit extreme. But that's exactly what a content scavenger hunt can do. Sales enablement is the process of building a comprehensive program designed to provide your sales team with the content and tools they need to close more deals.

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3 Tips to Alleviate the Physical Symptoms of Zoom-itis

Carew International

Do you feel it? The tightness, soreness, and muscle spasms? How your shoulders feel like they are less than an inch below your ears? The pounding headache behind your eyes? These are all symptoms of what I like to call Zoom-itis. We’re likely all experiencing it since we’ve spent the last several months completing most of our work from behind computer screens!

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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Workshop: Breaking Down REAL B2B Sales LinkedIn Profiles

Sales Hacker

The post Workshop: Breaking Down REAL B2B Sales LinkedIn Profiles appeared first on Sales Hacker.

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Who Run the World? Email!

Appbuddy

Just kidding, we all know it’s girls. That’s why we invited Kiersti Esparza from Marketo and Alyssa Nahatis of Adobe , two powerhouse email experts, to guest star in our latest State of Email Live webinar, this time hosted by Laura Christensen of Validity! With their expansive deliverability and email marketing backgrounds from years of experience, they brought our viewers their insights on what the future holds for marketers responsible for driving ROI from email.

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?? How Healthcare Workers Can Become Business Owners

Pipeliner

Being a healthcare worker does not mean that you cannot be an entrepreneur as well. So, Christine Blackledge is joining us in today’s Expert Insight Interview to discuss how healthcare workers can thrive as a business owner. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 How Healthcare Workers Can Become Business Owners appeared first on SalesPOP!

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