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With a unique skill set different from placing solutions the sell side its possible to not only accelerate a buying decision but find high probability prospects on the first call. The post Does Selling Cause Buying? appeared first on Sales & Marketing Management.
The world of B2B sales and marketing is at an inflection point. Traditional go-to-market (GTM) strategies, which rely on fragmented systems, are struggling to keep up with the demands of an increasingly competitive, fast-paced market. Companies spend billions of dollars annually on GTM efforts, yet many still fail to achieve their growth targets. Why?
In a recent episode of the expert insight interview series, John Golden delves into the transformative world of geofencing advertising with marketing professionals Barbara Wardell and Ernest Kulhari. This blog post will break down the key takeaways from their discussion, providing actionable advice and in-depth insights into how geofencing can revolutionize marketing strategies for small businesses.
Like everyone else, Ive been interested in current Generative AI technology since it first came out. Ive written quite a lot about Generative AI in sales , including a fair number of rants , and some pieces about how best to apply it in a complex sales environment.
Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
Photo by Geralt via Pixabay Attract the Right Job or Clientele: Precise Communications Are Critical for Career and Business Growth Occasionally, we experience miscommunication, generally due to misunderstandings. Clarity in our communications is critical for all efforts. However, realizing and admitting where we erred can help us move forward steadier.
Most sales training disappoints. That's not just an opinionit's a sobering finding from our latest research. In fact, 67% of respondents rate their organizations sales training and development as only moderately, slightly, or not at all effective at achieving strong sales performance and productivity.
Most sales training disappoints. That's not just an opinionit's a sobering finding from our latest research. In fact, 67% of respondents rate their organizations sales training and development as only moderately, slightly, or not at all effective at achieving strong sales performance and productivity.
In business, the difference between terms like customer success, customer service, and customer support can often be blurry. While they are frequently used interchangeably, each represents a distinct function with its own goals, focus and strategies. In this blog, well explore the differences between these terms and explain why each is vital for delivering exceptional customer experiences.
Theres a new breed of sales managers who are succeeding by serving their sales people. They are putting their sales people first and, in turn, their sales people are taking care of their customers resulting in long term, successful sales. Its called servant leadership. Even though it sounds like some touch-feely, sales management fad, its helping sales managers across the nation transform sales teams from mediocre to exceptional.
Struggling to improve your sales skills? Video sales training can be a game-changer. This modern approach offers flexible, cost-effective, and engaging methods to elevate your sales techniques. In this article, explore how video sales training revolutionizes learning, slashes costs, and discover top-notch programs, like Vengreso’s offerings, to effectively upskill and surpass your sales targets.
How does a CEO turn a passion for solving business challenges into a billion-dollar company? Katherine Kostereva, CEO of Creatio, shares her inspiring entrepreneurial journey, from her beginnings at IBM to building a globally recognized no-code platform. Discover how she bootstrapped her company for six years, secured $200 million in funding, and created a collaborative culture that fuels growth.
Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
Starting a company often feels like standing at a crossroads, overwhelmed by countless possibilities and opinions. The post The Truth About Validating Your Startup Idea with Mase Issa appeared first on Predictable Revenue.
Bradley Prier, of OnMedia , had only been selling media for five months when he approached a local agricultural manufacturer, looking for a way to help them with their advertising. "[The company is] a farm supply and agronomist company, and they do a great job at giving local farmers the help they need as they are a one-location, independently owned store, said Prier.
How to close a sale with twelve techniques that have been tried and tested, because closing sales is about the salesperson’s attitude as much as the sales skill. There is no doubt that sales cycles have gotten longer, and closing a sale is nearly a process in itself. Close rates are falling because many salespeople are focused on selling the wrong thing.
Joy has been selling office equipment to a national manufacturing company for years. She has a great relationship with Carlo, the regional purchasing manager, often sharing jokes and updates on each others families. One day, Joys sales manager tells her they need to expand this account to make up for a slowdown in new business. Joy agrees. Shes currently supplying the eastern region through Carlo and believes shell be able to find easy wins with the western and central regions.
October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.
In this insightful episode, John Golden sits down with geofencing experts Barbara Wardell and Ernest Cullari to uncover the game-changing potential of location-based advertising for small businesses. They discuss how geofencing technology uses virtual boundaries to target customers in real-time, driving foot traffic and boosting ROI. From real-world case studies to tips on integrating geofencing with your broader marketing strategy, this episode provides actionable advice for business owners loo
Showing clear credibility in sales influences buyers to choose you over a competitor. Why? Trust in others is down, according to The State of Credibility in America report. Specifically, only 24% of U.S. adults view salespeople as credible. As Jay Fuchs notes, Credibility is the currency of sales. It's the most valuable asset you have to support your efforts.
Company launches enablement industrys only comprehensive coaching solution using AI skill assessments to automate personalized training and coaching, and connect skills to revenue outcomes. SEATTLE, January 29, 2025 — Highspot , the only GTM enablement platform, today announced its Winter 25 product release, delivering always-on coaching for go-to-market (GTM) teams, powered by Highspots patented artificial intelligence (AI).
In the past, businesses relied on software installed directly on their systems. But today, many are swapping on-premise solutions for the convenience and scalability of SaaS. The SaaS sales market is expected to reach $299.07 billion this year. $ B The potential for SaaS sales is significant. But selling SaaS is no easy feat. B2B customers have increasingly high expectations.
Account-based marketing (ABM) is a key strategy for driving sustainable growth. Today, many B2B companies use ABM teams or technologies to make sales. But getting a program off the ground successfully doesn’t have to be a daunting task. Watch this webinar with Rachael Foster, Director of Account-Based Experience at ZoomInfo, and Dan Dolph, Manager of Account-Based Experience at ZoomInfo.
Doug C. Brown is the CEO of CEO Sales Strategies and a leading expert in sales revenue and profit growth. He is also the creator of the Top 1% Academy, where he teaches individuals and companies how to think, act, and achieve sales success like the top 1% earners. Through his expertise, Doug empowers others to reach new heights in their sales career growth.
In the past, businesses relied on software installed directly on their systems. But today, many are swapping on-premise solutions for the convenience and scalability of SaaS. The SaaS sales market is expected to reach $299.07 billion this year. $ B The potential for SaaS sales is significant. But selling SaaS is no easy feat. B2B customers have increasingly high expectations.
Struggling to improve your sales skills? Video sales training can be a game-changer. This modern approach offers flexible, cost-effective, and engaging methods to elevate your sales techniques. In this article, explore how video sales training revolutionizes learning, slashes costs, and discover top-notch programs, like Vengreso’s offerings, to effectively upskill and surpass your sales targets.
What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Selling teams that achieve sales excellence translates to organizations that can realize sustainable revenue performance and growth. We sat down with our expert principal Joel Reed, who brings extensive marketing and sales operation leadership experience , to talk about how B2B selling organizations can lead their teams to sales excellence this year.
The Voice of the Customer (VoC) is a critical concept for businesses seeking to understand and meet the expectations of their customers. It refers to the collection of customer feedback, preferences, and experiences across multiple channels, forming the foundation for creating customer-centric strategies. By listening to the VoC, companies can tailor their products, services, and overall customer experience to align with what customers truly value.
How will generative AI transform sales? It’s a question that promises to drive billions of dollars in revenue opportunities over the next five to 10 years. And if you’re not leveraging AI solutions in your go-to-market motions, you’re already behind. In this eBook, we’ll cover: How today’s top sales leaders are incorporating AI into their go-to-market motions.
Losing good employees costs a pretty penny, no question about it. Replacing an employee can cost a company six to nine months of that employee's salary a major drag on resources and zaps the energy out of the team. Surprisingly, most employees aren't jumping ship because of their paycheck or perks. One astonishing discovery reported by the Wall Street Journal suggests that the greatest predictors of turnover are rooted in management style, not employee dissatisfaction meaning people leave mana
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