Pivot Strategies and Technology to Master Sales Digital Transformation


Your marketing automation and CRM platforms are fantastic tools for automating the hand-off process between your marketing and sales teams, for instance. The post Pivot Strategies and Technology to Master Sales Digital Transformation appeared first on Crunchbase.

How to Pivot Your Sales Strategy in Light of COVID-19


Business strategies change constantly, but they usually pivot slowly over time. The way you do business today and how your marketing works is remarkably different than it was just one year ago. What kinds of changes do you need to implement to capture the market post-COVID-19?


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When, Why, & How to Pivot a Startup Business

Hubspot Sales

The route the company took — turning Burbn into Instagram — was an example of something called a pivot. Let's get some perspective on what a pivot is and how, when, and why startups should consider conducting one. The Startup Pivot. A startup pivot occurs when a company shifts its business strategy to accommodate changes in its industry, customer preferences, or any other factor that impacts its bottom line. When, why, and how to pivot a startup.

How and When Should You Pivot in Your Career and Life (video)


How to embrace the pivot when making a transition? In this Expert Insight Interview, Dr. Cheryl Robinson gives tips on how we can successfully pivot in work and life in general. The interview discusses: How to pivot. Three core themes regarding pivot. How to Pivot.

Start/Stop/Pivot/Restart Sales Strategies

Partners in Excellence

I see this in too many organizations–Start, Stop, Pivot, Restart, Stop, Pivot, Restart, Stop, Pivot…… In organizations that have long/complex buying/selling cycles, these actions are devastating. Working out of them, stabilizing performance can take years. And in our rush to results, the reaction is simply doing more of Start/Stop/Pivot/Restart…… It’s impossible to drive consistent performance with this approach to managing time.

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

Sales Hacker

Fortunately, by leveraging a few inside sales best practices, outside sales reps can successfully pivot to remote sales. It’s a great communication channel because, again, your target market almost always has their phones near them. Email is a fantastic way to reach your target market, especially if you operate in the B2B world. Remote selling, by definition, means not interacting with your target market face-to-face.

5 pivotal additions in February product updates


Now, you can see two additional information in the Calling Popup: Alias of the phone number like Sales or Marketing. The post 5 pivotal additions in February product updates appeared first on Salesmate. As an extension to our February updates, Salesmate is bringing some small, yet important changes in the system. Check out the summary of what new you will see inside Salesmate: Share multimedia files with text messages. Now, you can send MMS with text messages.

3 Ways to pivot Customer Retention Pain into Business Success

Babette Ten Haken

However, the first step in pivoting customer retention pain into business success is a function of how you “see” customer retention. The three contexts are: Your Business Unit (Sales and Marketing), Your Operations (Manufacturing, Supply Chain, Finance) and Your Client. Typically, marketing and sales own the concepts of customer churn and defection. Your first pivot? Your second pivot? Your third pivot?

Why don’t sales people pivot? Lessons from tech entrepreneurs

Sales Training Connection

Pivoting and Sales Pipelines. Taking this challenge seriously was reinforced when we recently read an article about successful technology entrepreneurs and a concept called – Pivoting. As the author noted: “ Technology entrepreneurs of past eras took years to build a product, hire a staff and figure out whether there was a real market.” So adopting a “pivoting” mentality might lead to more effective and timely pipeline management.

A Marketer's Peek at 2021

Sales and Marketing Management

Jim Kruger, chief marketing officer at Veeam Software , a developer of disaster recovery and intelligent data management software, predicts three key . . 2021 will see a stark divide in an organization’s marketing budget spend, followed by consequential impact. With the unstable economy projected to carry into the new year, there will be a resulting stark divide in marketing budget spend.

Medical device sales – sales managers play a pivotal role for sales productivity

Sales Training Connection

The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations. There is little doubt that the front-line sales manager is the pivotal job for building a superior sales team. Are they aware of and use the other sales enablement functions like marketing and IT, if not what needs to be done?

Influencer Marketing: How To Make Real Connections

Sales and Marketing Management

Author: Brandon Brown Today, most marketers and salespeople agree that we need to build relationships with our customers. But many of those same marketers and salespeople are implementing old-school marketing tactics that bombard consumers with unwanted ads and clickbait.

PODCAST 124: Managing Through Crisis: How to Create Pivotal Career Moments with Alyssa Merwin

Sales Hacker

Advice for creating pivotal career moments [30:58]. And they said, “You really need to make sure that you’ve got recent acquisition experience if you’re going to be super marketable internally and marketable externally.”

4 Marketing Trends to Expect for a Post-COVID-19 World

Sales and Marketing Management

It can make it hard to predict what B2B marketing and sales will look like when we enter the post-COVID-19 era. . With that in mind, here are four things you can expect to occur in B2B markets as things reopen. Marketing spends will be lower.

Trends 195

From KPIs to Marketing Accountability: How Marketing Directors Use Analytics

Sales and Marketing Management

Author: Frank Moreno, vice president worldwide marketing, Datawatch Marketing budgets have never been higher, but neither has marketing team turnover. In this scenario, would you place your trust in a spreadsheet generated by marketing operations or your analyst teams to help you place your bets? As marketers, we have invested heavily in analytics. Smart marketers know we need to do more than just lead generation, monthly reports and providing a CMO dashboard.

3 Principles of Effective Crisis Communications for Agile Marketers

Sales and Marketing Management

Despite the economic damage this crisis has caused, it has also created opportunities, especially for marketers. Significant shifts in the way customers research buying opportunities, engage with brands, and make purchases are all well underway, and these changes will have lasting implications for marketers as we move toward the “next normal.”. In order to be nimble, marketers must react to news and events in real time.

Are You Obsessing Over the Wrong Outbound Marketing Elements?

Sales and Marketing Management

Author: TJ Macke For marketers, obsessing over outbound strategies isn’t necessarily a bad thing. You may notice that your campaigns move too quickly or slowly, indicating that your marketing team has become distracted.

AI’s Role In Sales and Marketing

Sales and Marketing Management

Author: Paul Nolan “What happens when new and fast-improving technologies create opportunities to unleash untapped sources of revenue, some of them long trapped by market inefficiencies?”. That question kicks off the new book “Pivot to the Future” by three thought leaders from the consulting giant Accenture. There’s no reason it can’t have equally powerful impacts on B2B sales and marketing, but it’s in its infancy, experts say. “AI

25+ Account-Based Marketing Tactics & Software Solutions


If your primary marketing strategy has been to “cast a wide net”, consider only going after your white whales – your ideal accounts – instead. Known as account-based marketing (ABM), companies that treat individual prospects like an entire market can generate 208% more revenue than those who don’t according to MarketingProfs. What is Account-Based Marketing? This strategy requires that a business’s sales and marketing teams work more closely together.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]


As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. This is the question I posed: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Account-Based Marketing is a philosophy, not a product.

7 Steps to Achieving Sales and Marketing Alignment


Distributed workforces, fluctuating market dynamics, and office politics can make working in lockstep difficult. Regardless of the root cause, overcoming sales and marketing misalignment is necessary to securing long-term success. In this guide, we’ll be breaking down the keys to achieving — and maintaining — real sales and marketing alignment: What is sales and marketing alignment? What does marketing do for sales? What does sales do for marketing?

Four Steps to Successfully Bringing Products to Market

Sales Benchmark Index

The buzz around the water cooler is that marketing botched it from the get-go. As the marketing leader, you play a pivotal role in bringing the new offering to market. Unfortunately, most marketing leaders don’t know or under-estimate what’s involved. Are their new markets to enter? Finally, you should exit Step #1 only when you have: Successfully demonstrated the new product’s market potential. Early stage marketing collateral.

39% of Marketers Do Not Have a Defined Content Marketing Strategy

Sales Benchmark Index

In the Future of Content Marketing survey, 39% of nearly 60 respondents indicated they did not have a defined content marketing strategy. If you have read my past three articles on content marketing ( article 1 , article 2 , and article 3 ), then this percentage number is strikingly similar. This percentage further validates the findings of a recent survey by eConsultancy , which found 38% of 1,300 businesses, did not have a defined content marketing strategy.

Gartner Highlights Importance of Sales Enablement Platforms in New Market Guide


Gartner estimates that revenue in the sales enablement market was $1.247 billion in 2019, an increase of more than 20% over the prior year. Pivoting to a Modern Approach. But knowing how to pivot to a modern approach isn’t obvious.

Give to Give: Investing in Your Customers’ Success During a Crisis

Sales Benchmark Index

Fear, uncertainty, and doubt about your marketing strategy occupy your mind. And while you need to remain agile as the crisis unfolds to determine how to best pivot, there is a very important measure. You are staring into the abyss.

4 Strategies and Tactics for Better Sales and Marketing Alignment

Corporate Visions

The post 4 Strategies and Tactics for Better Sales and Marketing Alignment by Corporate Visions appeared first on Corporate Visions. According to Forrester Research , only eight percent of B2B companies say they have tight alignment between sales and marketing. That means that 92 percent of organizations have a sales and marketing alignment problem. Alignment cannot be achieved by merely integrating your marketing automation system with your CRM solution.

What is Sales enablement marketing?


Sales and Marketing go together like two peas in a pod … at least that’s the ideal companies dream of. The right sales enablement platform, however, could be used to unify Marketing and Sales in a single digital ecosystem, providing team members with a robust solution for collaboration, coordination, and communication. Let’s take a closer look at what Sales enablement marketing is all about and what benefits enablement software can generate for a Sales organization.

How to Drive Sales in 2014 with Content Marketing

Sales Benchmark Index

The annual CMI/MarketingProfs B2B Content Marketing Benchmarks study validates the move toward Content Marketing. Marketing leaders understand that content marketing is King. We are seeing marketing budgets increasing the content development line item. However, most marketing leaders are still faced with challenges that are surprising. Marketers know Content Marketing is key to being successful because it produces results.

The Biggest Mistake a Marketing Leader Can Make in 2013

Sales Benchmark Index

SBI’s CEO Greg Alexander, was recently quoted in Hubspot’s “ 20 Marketing Trends & Predictions for 2013 & Beyond ”. CEO’s are paying more attention to marketing’s contribution and are holding them accountable for revenue generation.”. Marketing leaders need to drive a strong impact to show a return on investment. Right now the biggest mistake a marketing leader can make in 2013 is to not invest in Content Marketing.

3 Trends Transforming Sales and Marketing


It’s a whole new world for sellers and marketers. Agile companies pivot their approaches based on current trends and educated predictions that will shape the business landscape. With the conference around the corner, we dove into three of today’s — and tomorrow’s — hottest topics that are impacting the modern market. Artificial intelligence (AI) is finally beginning to deliver on its potential for sales and marketing — thanks to human intelligence.

David Kreiger- How to Manage Remote Employees

Sales Lead Management Association

Pivoting to Remote Work: How to Keep Your Team Healthy and Productive in the Wake of Coronavirus. Marketing Management Sales Management

Should a Marketing Leader Tell the CEO Everything?

Sales Benchmark Index

If you are a small company marketing leader, updating your CEO can be a challenge. Be agile - Learn quickly from your mistakes and pivot when necessary. Bring your marketing strategy and budget to the CEO and request feedback and approval. Outline your budget in detail and the expected ROI on marketing spend. Here’s the problem with this approach: Most CEOs have no idea what marketing really does. Your CEO trusts marketing because he understands it.

The 4Ps of Interactive Content Marketing

The ROI Guy

Back in the day, as a product line manager, I was responsible for launching several new computer storage management products, and always leveraged the 4Ps of Marketing as my guide. As buyers have evolved to be more in-control, cautious and economic-focused, as Cold as ICE, the 4Ps of Marketing have evolved too.

Why the CSO Should Care About Content Marketing

Sales Benchmark Index

If you’re keeping up with the sales and marketing publications, one of the big buzzwords burned into your eyelids is Content Marketing. Is this just another buzzword du jour like Big Data, Pivoting, and Gamification? CMOs and marketing professionals constantly talk about how Content Marketing will increase leads and drive more revenue. Download our marketing content audit form at this event to see if you are speaking to all the stages of the buying process.

Sales and Marketing Strategy for Today: How to Enable Smart ABM in Turbulent Times

Sales Hacker

As a result, B2B sales and marketing teams are yanked towards inside sales strategies like account-based marketing and remote selling. Sales and marketing must banish silos and band together during this turbulent time. Why Account-Based Marketing Is the Right Response. Due to the domino effects triggered by the virus, inbound marketing isn’t enough to maintain healthy lead generation and sales pipelines. Supply Marketing with Essential Sales Data and Insights.

How to Determine Product Market Fit in Your Industry

Hubspot Sales

Think of product-market fit as the moment when “your customers become your salespeople.” Daniel Ek, CEO of Spotify, recognized that many of the necessary pieces for product-market fit were already in place when music-sharing platform Napster collapsed in 2001 following allegations of copyright infringement. The content already existed, mobile devices stood poised to distribute the music, and Napster had amassed a sizeable market of users. Indicators of Product-Market Fit.

Are You Trying to Complete the ABM Marathon – Before the ABM 5k?

DiscoverOrg Sales

Many sales and marketing team today are trying to implement account-based marketing – but not at the expense of their current marketing efforts, and without hiring a new, ABM-focused team. Many of us have overcomplicated the process – and the overwhelming and fragmented marketing technology landscape is definitely not helping. How to start account-based marketing (ABM).

Quantifying Sales & Marketing Maturity


Quantifying Sales & Marketing Maturity for VCs, Corporate M&A, & Private Equity. They were in the middle of uncovering just how much work they had to do on the sales and marketing front. The existing sales and marketing leadership was really struggling with everything from top of funnel lead generation to building the right org structure. And, from a maturity perspective, how mature is the sales and marketing organization compared to those key competitors.

The Moment I Knew Sales+Marketing = Genius!

Jeff Davis

One of the things that I thought a lot about last year was when did I take a stand to say that “ Sales and Marketing not only should work together better but they must for the survival of the business.” This event was so pivotal for me because I not only experienced a change in myself but I witnessed a change in my colleagues as well. While the strategy was not groundbreaking for most marketers it was a concept that wasn’t really common in Sales.

Thriving in Tough Times: Sales Strategies for Today’s Crisis Market with Lars Nilsson and Travis Henry


Stay tuned for content on reputation management, leveraging marketing, leading in challenging times, sales strategy in times of crisis, pivoting field marketing to digital, and more. For this week’s installment of Thriving in Tough Times, we heard from Lars Nilsson and Travis Henry from SalesSource, who shared insights on managing the sales funnel, pipeline, and customers in today’s crisis market. . Re-think your targeted addressable market.