Hubspot Sales
JANUARY 31, 2018
I’ve been selling for over 30 years, and it’s been a blast. I’ve seen some incredible changes, and I can say without a doubt that right now is the best time to invest in a sales career. Sales is fun, critically important to scaling businesses, financially lucrative, and intellectually stimulating. But being a salesperson in 2018 is very different than being a salesperson in 1987.
SBI Growth
JANUARY 23, 2018
Our guest today is Rob Hornish, the President of Americas Sales for Polycom. Rob has 20 years of sales leadership experience in the high-tech industry sector, with a proven record of building, scaling and developing high performing teams. Rob and.
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Openview
JANUARY 18, 2018
Every sales manager wants their team to close bigger deals. How much would revenue go up if your entire team was closing deals like your best sales rep? What if every rep was prospecting as well as the rep generating the most leads? Your team’s success starts with you. Let’s talk about how to become the manager of a sales team where every rep performs at their absolute best.
MTD Sales Training
JANUARY 4, 2018
Many salespeople ask us for our best tips on how to sell. How do I overcome price objections? What should I do with someone who ignores my emails? These questions and countless others often show salespeople are looking at sales from an old, out-of-date, perspective. These days, it isn’t about how good you are at selling; it’s about how good you are at determining the needs and wants of your buyers.
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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.
The Center for Sales Strategy
JANUARY 22, 2018
When you look up in the night sky, there are millions of stars. So many that it’s sometimes hard to find even the easiest constellations. But one star everyone knows is the North Star. Why is that? It's different in a few signficant ways.
Engage Selling
JANUARY 25, 2018
This is the hidden secret behind high sales performance. If you follow my content, or any other sales thought leader’s work, you’ll find a plethora of great strategies, practices, and ideas that you can apply in your business.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
SBI Growth
JANUARY 4, 2018
Did you set the quotas right to drive revenue growth? The purpose of today’s show is to demonstrate how to link the company objectives to sales targets through quota setting. Leverage this use-case to evaluate how you set your quotas. John.
Nutshell
JANUARY 26, 2018
In sales and marketing, there are so many ways to pretend you’re doing well. All you have to do is find a couple of metrics that are increasing for your business—any metrics at all, really—and tell your boss, “The numbers are up!”. But here’s the reality: In a B2B sales organization, anything you measure that doesn’t directly relate to customer acquisition, customer retention, or revenue is a vanity metric , and vanity metrics are only there to make you look good.
MTD Sales Training
JANUARY 10, 2018
When we ask salespeople how they prepare for making sales calls, most say they might check the company’s website and possibly check the contact’s Linked-In profile, but that’s about it, really. This surprises us, as the quality of the preparation can make or break your opportunities with a new prospect. Here are some tips that you might consider to make your preparation that much better and more successful.
The Center for Sales Strategy
JANUARY 24, 2018
"The end depends on the beginning (and everything in between).". Yes, we have heard this a thousand times, but no truer words have been said when it comes to developing proposals. I had an epiphany pretty early in my sales career. I had been on a sales call to a restaurant, and they asked for a proposal. I rushed back to my desk so excited with the opportunity to get to present, only to stare at my computer for what seemed like an eternity.
2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.
Engage Selling
JANUARY 19, 2018
?I don’t know how many of you visit my LinkedIn profile page, but I encourage you to go there because there’s a really active conversation going on around a number of my posts.
Hubspot Sales
JANUARY 25, 2018
Case studies and testimonials are useful to have on hand. They help you earn a prospect’s trust, show them what life would be like as your customer, and validate that your product or service works. Consider creating a library of customer stories your sales team can use to share targeted and relevant content with your prospects via your website and sales proposals.
SBI Growth
JANUARY 18, 2018
Top CEOs understand that their role is to provide their company with an executable strategy. Strategy is the allocation of time, money, and people. The best CEOs are masters of where to place bets, invest their time, and divest from.
Nutshell
JANUARY 4, 2018
Cold emails…gotta hate ‘em, right? Unsolicited sales emails can be so awful that I recently compiled a Hall of Shame for the worst cold emails I’d ever seen. Once I’d finished venting some anger, I decided to track down a unicorn: the mythical Good Cold Email , which actually inspires the recipient to take a positive action. As I had expected, this hunt proved difficult.
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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
MTD Sales Training
JANUARY 18, 2018
One of the key motivational drivers for many salespeople is the desire for advancement and growth. This could involve seeing their territory sales improve, helping a new product through its launch or possibly farming an account for new business. For some, though, it would be seen as real progress if they were to be promoted to a management position.
The Center for Sales Strategy
JANUARY 23, 2018
If you really want to develop new business with prospects—or even existing clients—try changing your conversation from WHY they should be buying your product to HOW they should use your products and all your other resources to meet their specific needs. (Of course, you have to know what those are, so plan and execute an engaging conversation to discover those needs.
Openview
JANUARY 24, 2018
Pipeline review meetings are notorious for being dreaded by sales professionals and sales leaders alike. While they might not be appreciated in the moment, they do perform a necessary function as they help sales professionals identify problem areas in their pipelines while also providing leaders a better view of weighted probability and an opportunity to coach.
Hubspot Sales
JANUARY 24, 2018
Like it or not, small talk is integral to your success. Whether you’re networking, speaking with a new prospect, or warming up a customer before upselling them or asking for a referral, you must be able to build rapport with casual conversation. To help you master this crucial skill, we’ve written a comprehensive guide to small talk. What is small talk?
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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.
SBI Growth
JANUARY 19, 2018
You are launching a new product this quarter. As CEO, you ask yourself a question. “How are we going to make the year 1 goal with this new product?”. Here’s an answer based on experience. Don’t over-compensate the Sales team.
Nutshell
JANUARY 19, 2018
Anthony Iannarino is an international speaker, B2B sales leader, and the bestselling author of The Only Sales Guide You’ll Ever Need and The Lost Art of Closing. Visit thesalesblog.com to read more of his daily sales tips and insights. *. It’s a sales manager’s job to ensure that the right resources are applied to the right set of tasks and objectives.
Engage Selling
JANUARY 5, 2018
I want to talk to you about how to kick off this year by having your best first quarter yet. One of the ways we have to do that is to get really focused on three things.
The Center for Sales Strategy
JANUARY 12, 2018
We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web. 1. 5 Skills Every Sales Development Rep Needs to Master in 2018 — HubSpot. To be successful next year and beyond, sales development reps need to think outside the box. With the right skills, they’re more valuable than ever before.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
Openview
JANUARY 11, 2018
Sales has never been more difficult. From the way you connect to new sales leads to the near automatic way of closing them, the entire landscape has changed. Failing to keep up will leave you at a distinct disadvantage compared to your competition. If you were to sell today like you did in the early 1990’s, you’d be eaten alive. There’s a good to fair chance you’d never make a single sale.
Hubspot Sales
JANUARY 23, 2018
Want to become a prospecting superstar? LinkedIn Sales Navigator is a fantastic resource. It simplifies the process of finding, contacting, and staying up-to-date with prospects, referrals, and customers. Rather than spending hours manually tracking prospect activity on the platform, you can get instant insights. That means more time for high-value activities like calling people or giving demos.
SBI Growth
JANUARY 31, 2018
Our guest on SBI TV is Mike Volpe, the Chief Marketing Officer for Cybereason. Mike is a who’s who among CMO’s. Often called the “godfather of inbound marketing” for his work in taking inbound marketing from an idea to a movement.
MTD Sales Training
JANUARY 25, 2018
No matter how good your sales technique, even the best of us will not get a 100% closing ratio. Be it a buyer who isn’t ready yet to make a decision, or a poor meeting where the sales person doesn’t listen effectively, or a myriad of other reasons, it’s possible that the sale has been lost when it could have progressed efficiently. This can have a negative effect on many salespeople.
Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst
Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.
Engage Selling
JANUARY 12, 2018
?I spent a couple of days this week with a client rebuilding their sales process and specifically, helping them define what the qualifications, needs, and solutions portion of their sales process is.
The Center for Sales Strategy
JANUARY 16, 2018
After a workshop I was leading about earning a first appointment with prospects, one of the folks in attendance shared an incredible success story with me.
SBI
JANUARY 30, 2018
Happy New Year! The start of a new year means a lot of different things to people, for some it’s the time to exercise more, eat healthier, read more, text less, and be happier. For sales teams, it’s both a time of endings as well as beginnings. Closing out the year in sales means getting those last minute deals in and determining which reps will come out on top and make it to club.
Hubspot Sales
JANUARY 30, 2018
Sales meetings are crucial to a sales team’s success … when done properly. But a poorly-run, disorganized meeting isn’t just inconvenient, it’s a waste of everyone’s time. Over my career, I’ve learned how to run productive sales meetings that last 20 minutes -- no longer. My system lets us cover all the bases without spending too much time on a single agenda item.
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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
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