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Any way you want it, that’s the way you need it

The Closer - Any way you want it, that’s the way you need it

INDUSTRY NEWS

Any way you want it, that’s the way you need it

Journey was more renowned for filling arenas than sales strategy, but their rock anthem “Any Way You Want It” provides excellent advice for how sellers should view the buyer’s journey. However, catering to the buyer is just the first step. Sales leaders must continually be reevaluating the buyer’s journey to adapt to continually evolving behaviors and preferences. According to Gartner analyst Dave Egloff, B2B sellers should adopt value stream mapping principles to adapt their selling process in the most efficient way possible. If you’re beginning to doubt whether it’s worth the effort, Journey would insist that you don’t stop believin’.

You can stop looking for that Zoom cat filter

Most people had one of two reactions to the story about an attorney who showed up to a virtual court hearing as a cat. They were either worried that they might make a similar mistake, or were frustrated that they couldn’t find that adorable feline filter buried in their Zoom settings. Well, it turns out that it’s good news for one group and bad news for the other. CNN did some crack investigative journalism and determined that unless you use a 2007 Dell laptop, you aren’t going to have to worry about the cat filter. If you really wanted to tap into your inner kitten for your next sales call, you’ll need to hit up eBay for some vintage technology.


IN THE GROOVE

To love and be loved

The Closer - To love and be loved

Somewhere shortly after crushing their quota and obtaining food and shelter, most sales people would place the desire to love and be loved next in their hierarchy of needs. Here at Groove, we love helping our customers achieve their goals, and hearing that they love us right back warms our heart to no end. We know that to be true, because that’s exactly how we felt when we found out that TrustRadius had recognized Groove with a Most Loved Software of 2021 Award. Out of the nearly 20,000 products reviewed on TrustRadius, Groove fell into the top 50 in terms of the highest number of times “love” was mentioned by our customers. If you’d like to read some of our customers’ many terms of endearment, you can find them on our blog.

A tale of two integrations

It was the best of times, it was the worst of times. One of those scenarios will inevitably be true after implementing a sales engagement platform – and there’s a good reason for it. Unlike the citizens of our fair nation, not all sales engagement platforms are created equal. One of the key things to consider when choosing a sales engagement platform is how it integrates with your CRM. A sales engagement platform that’s native to Salesforce can eliminate data latency and sync errors while reducing administrative overhead by as much as 90%. What makes the most sense for you? Read our blog to find out.


LEARN SOMETHING NEW

Winning the long game

The Closer - 700 to 10

Ah, winning. It’s more than a hashtag or a meme, it’s what salespeople were born to do. In the world of sales, however, there is more than one type of winning, and being able to tell them apart can have a profound effect on your success. Much like the kid who eats the one marshmallow right away instead of waiting for the nice researcher to give them two a little bit later, salespeople need to know when to play the long game. According to Randy Illig, the global leader of FranklinCovey’s Sales Performance Practice, playing the long game requires you to focus more on your customer than the competition. As obvious as that might sound, it’s often harder than you think. Fortunately, Randy has some good advice for you to follow.

700 to 10

When you see a sales person blowing out their number month after month, you begin to ask yourself what they’re doing that you’re not doing. Turns out that you’re not alone. The RAIN Group sales consultancy had that same question, and since their jam is conducting sales training and research, they decided to find out. After analyzing 700 purchases from B2B buyers, they identified the skills that most frequently factored into successful deals. This blog post outlines these 10 essential selling skills in a nice bulleted list and an infographic. We recommend the infographic, because pictures are more fun.


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G2 Fall 2021 Grid Report for Sales Engagement

G2 Sales Engagement Software Report

Learn why Groove is leading the pack, and how the top providers are ranked across several criteria, including user satisfaction and G2’s proprietary Relationship Index/Momentum Grid®.

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