Force Management
DECEMBER 1, 2021
Each of our November episodes share ways sales leaders, managers and reps can prepare for a successful new quarter or year. Each episode digs deep into tactics your salespeople can use to plan for aggressive growth goals, reduce competitive losses, and minimize margin cuts. Peruse each episode to find those worth listening to or sharing with your sales team.
Membrain
DECEMBER 1, 2021
BS stinks, and everybody knows it. When you’re just trying to get a straight answer and you know you’re being sold a “bill of goods,” it can be frustrating.
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Partners in Excellence
DECEMBER 1, 2021
I watched a fascinating short film, “Work, I Think It Numbs You, Somehow.” It got me reflecting on much of what I see when working with executives and sales people. Add onto that, all the we read about the Great Resignation. About two minutes into the film, a factory worker is interviewed. He talks about how so much of work causes you to stop thinking, we go through the motions and don’t have to make decisions.
SaaStr
DECEMBER 1, 2021
So with the end of the year coming up again, it’s time to update a classic SaaStr post. On why the best sales teams just close so much on the last day of the year (be it Dec 31 for many of you, Jan 31 for others). When there really is no need to buy then … at all. Not really. Lol agreed. — Sam Blond (@samdblond) January 3, 2021.
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Partners in Excellence
DECEMBER 1, 2021
We’ve long known (whether we use it or not) about the “sales process.” Virtually every organization has some variant of a sales process with stages we move through and, possibly, critical activities we should be executing within each stage. Usually, these are all focused on what we have to do to achieve our goal–getting a PO.
Search Engine Land
DECEMBER 1, 2021
Campaign metrics alone may not accurately represent your team’s work. At SMX Next, Jessica Bowman shared metrics that can help SEOs change the conversation and get executives to recognize their value. Please visit Search Engine Land for the full article.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
JBarrows
DECEMBER 1, 2021
The post WEBINAR: Morgan J. Ingram hosts “Alternative Prospecting Tactics to Help You Book More Meetings” SPONSORED BY SENDOSO appeared first on JB Sales.
Partners in Excellence
DECEMBER 1, 2021
Some years ago, partly to overcome the boredom of PowerPoint pitches, Buzzword Bingo was developed. Whether at a conference listening to speakers wax on about how fantastic their technology and companies were, investor meetings, sales pitches, people played this game. It came from the endless buzzwords that presenters injected into their presentations to feign credibility.
Salesforce
DECEMBER 1, 2021
The internet is a loud, busy place — especially if you’re a small- or medium-sized business (SMB) competing with big players for your share of the market. And the market is big: In 2021, the number of digital buyers is expected to reach an incredible 2.14 billion across the globe – the largest audience recorded. SMBs are up against enterprise brands, and they face an age-old challenge: How do you build a successful small business ecommerce strategy with limited time, budget, and resources?
Partners in Excellence
DECEMBER 1, 2021
In the US, we have this custom of reserving one day each year of giving Thanks. It’s a time to get together with family and friends, over indulge in eating and watching football (The American version). And we do take moments to reflect and give thanks. There is a lot that we, and specifically me, can be thankful about at this time of year. A year ago, we reflected on a year that most of us have never encountered–health, economy, social and other challenges causing us to rethink every
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
Salesforce
DECEMBER 1, 2021
In an appointment economy , organizations respect every customer’s time by setting up specific appointments with them and adhering to start and stop times. These capabilities are critical for financial services firms. Unfortunately, these companies have been slow to adapt to meet expectations. Clients still often call a 1-800 number and bounce around from representative to representative until someone finally helps them set up a meeting.
Partners in Excellence
DECEMBER 1, 2021
I read a lot of commentary from “experts” about PLG–Product Led Growth. Apparently, much of the “future of sales,” will be driven by PLG initiatives. I get why sales people revel in this. It leaves all the heavy lifting of “buying” to the customer. PLG is great for sales. We don’t waste our time inciting people to change, to consider doing things differently.
Salesforce
DECEMBER 1, 2021
The phone rings. You don’t recognize the number. Next move? Block. Obviously. Turn to your computer. Oh, boy. An email from a stranger about inflation and your retirement strategy. Delete. This is the world financial advisors live in now. The old ways of finding new business isn’t working — even as demand for wealth advisory services is rising. Nearly two-thirds of millennials who are hitting middle age say they plan on tapping a financial advisor in the next two years.
criteria for success
DECEMBER 1, 2021
Why is better targeting important? We often see that companies start to grow by getting whatever business they can. They stretch themselves outside their areas of expertise to fund growth. Depending on how far they go, this isn’t always a big deal. In fact, sometimes it can help companies identify opportunities to develop solutions the market needs.
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Salesforce
DECEMBER 1, 2021
Design skills are key Skill up with the Designer role and certification Get to know the Salesforce Designer Ready to get started? Here’s your certification guide Hear from Salesforce Designer Asterisk Loftis Ready, set, go: Dive into your UX Designer Certification. Companies want talented individuals who have in-demand design skills to maneuver ever-shifting landscapes successfully.
Martech
DECEMBER 1, 2021
Believe it or not, but sometimes marketing technology management requires a practitioner to serve another department. There are probably plenty of reasons why this may occur. One main reason is when other teams piggyback off one of marketing’s services. This makes sense since it is inefficient (and likely expensive) for departments to use their own services when other departments currently have suitable options.
Salesforce
DECEMBER 1, 2021
Building strong relationships is the key to successful sales. In the healthcare and life sciences industries, those relationships have traditionally developed in person. Over the past decade, however, regulations have sharply cut back on personal contact. Visits to a doctor’s office to hand out drug samples are more limited, as are “lunch and learn” sessions to explain the latest technology to staff.
JBarrows
DECEMBER 1, 2021
The post WEBINAR: Morgan J. Ingram hosts “How Top Sales Reps Run Their Sales Discovery Calls” [Registration Available Soon!] appeared first on JB Sales.
Advertiser: ZoomInfo
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
Martech
DECEMBER 1, 2021
Leading link management tool Bitly announced its recent acquisition of QR code generator platform Egoditor GmbH. The decision will expand Bitly’s already growing SaaS solutions to capture a wider marketer in search of digital experience platforms. Egoditor is well-known for its decade-long dominance in the QR code software market. Adding its unique capabilities to Bitly’s link sharing, shortening, and analyzing tools will make it easier for businesses to interact with consumers.
Partners in Excellence
DECEMBER 1, 2021
It’s that time of year where it’s fashionable to make predictions about the big issues for sales, marketing, and customer experience. Various experts and “gurus” discuss their view of the “big issues,” we face and changes for the coming year. Many are very good, some are intended to stir up controversy, some are promoting the offerings of the guru.
Martech
DECEMBER 1, 2021
Urgent requests make it hard to prioritize the most strategic jobs. But when you standardize and centralize the entire process, you can make data-driven resource decisions and ensure the most strategic work gets done first. In this webinar, join Adobe Workfront as they share six proven methods to handle the onslaught of marketing requests, prioritize the most important work, and increase your value to make 2022 your best year yet.
Partners in Excellence
DECEMBER 1, 2021
My friend Rene Voorhorst and I were having one of our periodic conversations. He’s been leading his team through a remarkable journey. We were talking about an initiative focused on deepening the strategic insights and value with their major customers. He relayed a story from one of his people. This salesperson was in a meeting with a customer, they were talking about a business strategy the customer was looking to implement.
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.
Martech
DECEMBER 1, 2021
Digital experience platform Optimizely is set to acquire content marketing-focused company Welcome. Adding content capabilities to the DXP will aim to provide marketers with a better one-stop shop, in a digital ecosphere where customer experience is fragmented and requires scalable content production. Welcome was created when Industry Dive acquired Newscred’s content services in October 2020, the remaining marketing management capabilities were rebranded.
Partners in Excellence
DECEMBER 1, 2021
From my earliest days as a salesperson, I’ve been taught the “sales process,” and have tried to execute that process as effectively as possible. It’s always a structured approach to engaging the customer, working with them to make a buying decision. The process has always reminded me of critical things I should be considering, to maximize my impact in working with the customer.
SaaStr
DECEMBER 1, 2021
The state of software buying has changed. SaaS spending dipped in the first half of 2020 at the start of the pandemic but has since reaccelerated. During SaaStr Annual 2021, Amanda Malko, CMO at G2, shared a fascinating look at the data that reveals shifting patterns in the way consumers purchase software. . As companies accelerate their digital transformations, the SaaS spend has exploded: In Q2 of 2021, G2 recorded the highest software spend per employee to date.
Search Engine Land
DECEMBER 1, 2021
The update will take about three weeks to fully rollout, Google said. Please visit Search Engine Land for the full article.
Advertiser: ZoomInfo
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.
Martech
DECEMBER 1, 2021
Good morning, Marketers, what do your travel plans look like? As the Omicron variant starts to raise global concerns about the path of the COVID-19 pandemic, it is certainly creating uncertainty for event organizers. In fact, this week the World Trade Organization cancelled its planned Geneva summit and more cancellations are likely to follow. Through our Events Participation Index , we’ve been tracking how marketers feel about attending in-person events in order to help organizers take the puls
Search Engine Land
DECEMBER 1, 2021
However, both strategies perform similarly when reach is comparable. Please visit Search Engine Land for the full article.
Sales Gravy
DECEMBER 1, 2021
It's How You Sell That Matters Most On this episode of the Sales Gravy Podcast, Jeb Blount Jr. and Larry Levine, author of Selling From the Heart, discuss why how you sell is often more important than what you sell. Larry and JBJ break down why sales professionals who demonstrate authenticity and empathy gain a clear competitive advantage and what it really means to sell from the heart.
Adaptive Business Services
DECEMBER 1, 2021
Successful selling has always been tied directly to the ability to create, maintain, and build relationships with customers. These relationships will be tied to two variables …. The frequency of the interaction. The quality of the interaction. Therefore, the formula is pretty simple. He who spends the most quality time in front of the customer, all other things being at least equal, wins.
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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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