Learning from Past Recessions – Smart Companies Continue Growth Path


It is no surprise that sales and marketing departments are seeing more and more budgetary restraints from companies this year. Too many unknowns in the business world cause companies to pull back, run lean and ride out the storm.

Five ways for finance leaders to leverage AI to manage volatility


Smart companies make […]. The pace at which finance leaders must change course and re-forecast is increasing dramatically.


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Interviewing Techniques and Trends for 2020

The Center for Sales Strategy

In part, because smart companies are examining their talent and prioritizing their top performers. And beyond that, how can you change your traditional interviewing process to show top talent you have an adaptable, strong company culture? company culture recruitment sales talen

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Interviewing Techniques and Trends for 2021

The Center for Sales Strategy

In part, because smart companies are examining their talent and prioritizing their top performers. And beyond that, how can you change your traditional interviewing process to show top talent you have an adaptable, strong company culture? company culture recruitment sales talen

Having Too Many Choices Can Cost You Plenty

Engage Selling

Smart companies today measure their lead acquisition cost, their marketing costs and their sales cost. But what about the overall cost to serve your customer? That often gets overlooked.

The Hidden Talent in Your Ranks

Sales and Marketing Management

As such, many companies today are beginning to look with renewed interest at their most readily accessible talent pool when filling open roles: their own employees. Rather than battling for new hires in an uber-competitive job market, smart companies are moving to train and promote from within. Tight Times Yield Smart Strategies. It’s time for companies to get serious about their internal development and upskilling programs.

Raising Prices When Costs are Rising

Braveheart Sales

In decades of consulting in pricing, we might know of five companies out of thousands who increased prices too much or too fast. Of course, smart companies play the arbitrage game: When costs are rising, pass along the price increases as quickly as you can while you try to delay accepting the cost increases from your suppliers as long as possible. If you increase price only because of higher input costs, it strips your company of its value.

Forget B2B vs. B2C – Long Live B2P Sales & Marketing


These classifications provide the building blocks at a company’s inception, as they broadly define a brand’s audience and target market. Why should B2B companies embrace a B2P approach? B2B companies tend to embrace a style of communication that is more risk-averse. In recent years, we’ve seen B2C companies embrace more grassroots-style branding through personalized messaging that zeroes in on the qualities of individual consumers.

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Inside Sales Growing by Leaps and Bounds

Score More Sales

Smart companies in nearly every industry are building out strong inside sales teams now. Sean is Chief Revenue Officer at KiteDesk – the company that just recently commissioned their Top 100 Social Selling Influencers research. I’m hoping Sean will do a webinar with me to discuss more about this, as well as the top things that companies should be thinking about to become more social. [if

26 CRM Techniques and Strategies for Customer Retention


Your customers are one of your company’s most important assets. Although new sales are important, smart companies also focus on retention. Companies that neglect retention do so at their own risk. Source: Bain & Company.

From the Switchboard to Social Media: A Brief History of Customer Service

Sales and Marketing Management

Sometime in the 1960s, large companies realized that they needed a dedicated department to handle customers’ orders, concerns, queries — and complaints. Getting in touch with a company became even easier toward the end of the decade, when toll-free, 1-800 numbers were invented in 1967. Call centers and their use of IVR continued to expand, but despite technological advancements, many companies found these departments expensive to build, staff, and run.

Fixing What People Buy because Clients are not Sold What They Need?

One Millimeter Mindset

What happens when your company deconstructs what separates people functionally? Alternatively, what happens when your company reconstructs people integrally and cross-functionally? Not necessarily because of your company’s lack of integrity or acumen.

You Are the Ultimate in Added Value

Women Sales Pros

How can you (not your company, not your product, but YOU) add value to your customers? Knowing that you are there and able to troubleshoot and follow through on the order gives your customer peace of mind Sellers and their companies don’t always take these steps, mainly because they feel that this is an inefficient way of doing business. For companies with sellers who add value, there is strong competitive differentiation and marked customer loyalty.

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Drowning In Information, But Where’s The Knowledge Or Insight

Partners in Excellence

Daily, I get feeds from all sorts of services, several provide me information and news on people and companies I’m following. This morning, it was helpful as I spoke to a client/friend, I knew his company had just closed on an acquisition–something he’d been deeply involved in. I just got my first “SMART Company Brief” from DecisionLink. Those of you who know or follow me know I’m an information junkie.

RIP: Sales Training

Sales Benchmark Index

Smart companies use delivery tools like: Pod casts. Modify it for your training content, company and sales force. You just hung up from your weekly forecast call. Numbers don’t look good. Your team is going to be short again this quarter. You call a sales manager strategy meeting. “We We need to figure out what we can do now to make the number.” Pipeline reviews, strategy sessions, forecasting analysis and sales training are all mentioned. Some of these work.

Beyond the Curve: 5 Ways to Reorient Your Sales Team During COVID-19


Giving them something positive that they can say about your company, offers a tremendous opportunity to ‘tout your horn’ as well as it serves to get the conversation back on a positive note. Companies across America have become comfortable in conducting business virtually.

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Top 5 Hiring Trends for 2020!


From new employee management strategies to cutting-edge innovations in marketing, the year ahead is headed towards booming success for companies that align their strategies accordingly. More companies are now seeing the wisdom in offering flexibility in the work environment.

Leveraging Price Ratio To Win The Right Deals

The Pipeline

There are times when companies consciously use price as a temporary strategy to gain market share, or directly impact a competitor. While everyone is trying to economize, smart companies and worthy partners understand that a weakened supplier is not good for anyone in the long run. By Tibor Shanto - tibor.shanto@sellbetter.ca.

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Client Onboarding Process: Free Checklist for Service Providers

Lead Fuze

Finding new clients is the fuel that drives growth in any company, but for those who use recurring revenue models—You have to keep on selling your product every month. The missing link in many a service company is client onboarding.

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Seven Sales Leaders on the Challenges They Overcame in 2020 & Their 2021 Predictions

Hubspot Sales

Every sales leader feels the weight of this year, yet we're at a place where companies need us to perform financially,” she shared. She encourages sales teams to set realistic, SMART goals and remain even-keeled in their expectations of the new year.

Successful companies don’t create their own advertising

Eyeful Presentations

Importantly, it is rarely, if ever, the creation of the company whose goods it is designed to sell. Steve Jobs and Apple knew that successful companies don’t create their own advertising – they leave it to the experts.

The Perils of Piecemeal

Cincom Smart Selling

Smart companies don’t have software initiatives; they have business initiatives that drive software purchases. Customers today are looking for large companies to deliver solutions instead of products. For example, I know a manufacturing company where one of its divisions sold products that overlapped with those of another division. Make sure that all of your company’s products integrate. Smart companies consider their front-office processes strategically.

Smart Selling Visions: Up-Close with Top Revenue Leader Brian Leach, CEO of @unboxedtech

Smart Selling Tools

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. First, companies spend millions of dollars mobilizing sales teams and equipping them with some kind of tool or app to sell their products, but they don’t always invest enough in their sales process and customer engagement. Brian: Smart companies invest a lot of money in their CRM systems, which are great for storing data.

4 Trends Shaping B2B Marketing in 2011


A mere 12% of business executives say their companies are using social media effectively, according to a recent study by Harvard Business Review Analytic Services. B2B companies have to produce the right kind of content: Web content should be honestly empathetic and seeded with utility for your customers; it should be inspired by your unique perspective and reflect your business's core values and authentic “voice.”

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Selling value – an innovative framing

Sales Training Connection

Schrage was exploring how smart companies increasingly recognize that their own futures depend on how ingeniously they invest in the future capabilities of their customers. Selling value. Every once and while, we stumble across someone who takes a fresh look at something and adds a particularly interesting twist. We found one around selling value.

Get It Together! Marketing and Sales Collaboration That WORKS

The Pipeline

All this bickering is stealing from your company’s bottom line. Instead of finding a positive solution to honor the common goal of growing the company, the two teams debate who is right. Smart companies today realize the problems of communication breakdown between sales and marketing teams. If your company is tired of hearing the two teams whine about the other’s performance, it’s time to bring these groups together. The Pipeline Guest Post – Megan Totka.

Sales is Storytelling. Marketing is Storytelling. Business is Storytelling.

Sales and Marketing Management

Richards was inspired by Pixar’s teaming with online education provider Khan Academy to offer “Pixar In a Box,” a free series (now with three complete seasons) that provides a behind-the-scenes look at the animation company’s secrets of great storytelling. As Richards explains, if a company grants you attention, either through a meeting, a read email or a viewed video message, you owe it to that prospect to make it worth their time.

3 Facts About B2B Buyer Experience You’re Probably Ignoring

Sales Hacker

For this specific survey we spoke to more than 300 B2B buyers, representing a cross-section of goods and services, company sizes and vertical markets. B2B buyers reported a significant need for improved engagement with seller companies. How much are companies leaving on the table when these pre-sale questions go unanswered? Clearly, companies should work to close this costly gap with professional buyers.

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5 BIG Risks when Pitching a Low-Ball Offer


The notion that you’re saving thousands of dollars by having low-ball offers accepted ignores a number of factors that prove disastrous for a company in the long run. This inability to be competitive in hiring talent and maintaining headcount puts companies at a distinct disadvantage. .

How Google, Zoom, and Quarantinis Prove the Value of Online Training Software for Frontline Teams


To do so, companies are looking into online training platforms and other forms of interactive training software , which leads to an important question: Is online training effective? How’s everyone’s 2020 going? Been a bit of a wild one, hasn’t it? .

The Power to Delight: Inspiring Quotes on Customer Success


Tweet This: Companies need to prove their worth… if they wish to win their customers’ loyalty.’. Tweet This: Smart companies have realized that customer loyalty is the most powerful sales and marketing tool that they have.

21 Salespeople Reveal the Worst Sales Advice They Ever Got

Hubspot Sales

Not only did this hurt my credibility as a salesperson and my company's credibility as a business, but it ingrained prospecting habits that are ultimately unsuccessful in the long term as buyers get smarter about what solutions exist. If you're in a company where they won't promote you, it is probably because of you -- you are not doing something required of you that will result in a promotion. Smart companies always want to keep good people.

The Different Inside Sales Roles Explained

Factor 8

But asking a company to clarify the difference between BDR, SDR or any other of the titles is never a stupid question. You may see them termed as “Renewal Reps” but with the sky-rocket maturation of the SaaS industry, smart companies have their eye on more than just renewals. Account Managers are a smart role if you have a complex product offering, a deep customer base, or large complex clients. Fifteen years ago we had two kinds of reps: inside and outside.

Closing the Knowing-Doing Gap to Become a Better Leader

The Brooks Group

Jeffrey Pfeffer and Robert Sutton, professors of organizational behavior at Stanford, explore this performance paradox in The Knowing-Doing Gap: How Smart Companies Turn Knowledge into Action. An average strategy well executed will always outperform a superior business strategy which is poorly executed. . As sales leaders, we are inspired by leadership books, seminars, and articles, but when it comes to translating that inspiration into new behaviors, we often hit a roadblock. .

The Future of AI for Sales (And How to Prepare for It)

Sales Hacker

Companies that prepare for and embrace the changes AI brings will thrive. Salespeople, especially on the enterprise level, need to understand their company, their product, their market, and their buyer exceptionally well. Plenty of smart salespeople (and managers) operate under the belief that they should keep repeating their most successful sales efforts — with the same types of customers — until they no longer get hits. Smart companies will start embracing AI today.

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Build Predictable Revenue

Your Sales Management Guru

Smart companies are scrutinizing their strategic sales management plans, taking a closer look at everything from their pipelines to their forecasts. We believe most organizations can improve their profitability by increasing the Discipline, Accountability and Control within their companies. Many times we hear that “our company is too small to do these management systems that you show us, Ken”. Build Predictable Revenue In Your Organization.

PODCAST 114: Human Cognitive Bias and Why You Can’t Trust Your Impulses with Dr. Gleb Tsipursky

Sales Hacker

His cutting edge thought leadership has been featured in over 550 articles and 450 interviews in the likes of Fast Company, CBS News, and Time. Dr. Gleb Tsipursky: The company I run is called Disaster Avoidance Experts, and I’m the CEO.

How to Handle RFPs and RFIs

The Brooks Group

Q: While your process [for submitting proposals] makes sense in theory many RFP's state you can't speak to anyone at the company that sends the RFP [because] they won't allow that to give an unfair advantage to any potential supplier? Q: Also, how do you ensure a RFP isnt just a RFI in disguise and that the company doesn't steal your ideas and simply develop it themselves? Yesterday, we conducted a webinar about best practices for submitting B2B Proposals.

B2B is Dead – Long Live B2P

DiscoverOrg Sales

Each acronym provides the building block at a company’s inception to describe their mission statement, target market, and product. Sales and marketing departments live and die by their ability to grasp these concepts, and a company’s success hinges an identifying the target market within each audience. B2B companies with brands that are perceived as strong generate a higher EBIT margin than others. Muting a unique company voice. B2B vs B2C vs B2P.

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The 8 Components Of A Best-In-Class Sales Management Process

The Brooks Group

Smart companies are looking for great salespeople even when they feel they don’t need more salespeople. New salespeople need to understand the culture as it is defined by the norms, values and expectations of your company. To build a great sales team, a meaningful and consistent sales management process must be in place organization wide. It must be systematic and be implemented by systematic people. The process needs to be ongoing and able to be monitored for effectiveness.